Yunet - Eunet Serbia

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1 Yunet - Eunet Serbia Investment Opportunity The Deposit Insurance Agency of the Republic of Serbia (DIA) and associated parties are offering for sale at least 82% of equity in Yunet International d.o.o. (Yunet) and 100% of equity in Eunet d.o.o. (Eunet). Yunet and Eunet (together the Company ), effectively operate as one entity offering internet services in Serbia under the brand name Eunet and form the leading independent internet service provider (ISP). Leading independent ISP with excellent customer base and brand recognition Well developed distribution network and customer support services Business Description The Company is one of the first ISPs in Serbia, founded in 1995 as a partner of Eunet International. The Company has developed to become the leading Serbian ISP brand, recognised by the Serbian Superbrands award for 2006/7. Its business is focused on providing a comprehensive range of internet access services catering for private and corporate clients. By offering tailor-made services, round-the-clock technical support and swift implementation of new technologies, the Company has maintained a leading market position despite increasing competition. The Company is connected to the Internet via a redundant 10- Gigabit Ethernet link provided by Telekom Srbija ( TS, the incumbent fixed-line operator) and currently leases 1.6 Gbps internet capacity. It offers internet access dial-up and ADSL services and provides leased line, hosting and server housing services to more demanding corporate clients. Technically, the Company s operations are organised via: Headquarters in Belgrade, including the Network Operations Centre ( NOC ) and Data Centre Own municipal infrastructure in Belgrade connecting main network nodes and providing additional upstream capacity Nine national Points of Presence containing own equipment nodes and infrastructure leased from Telekom Srbije The retail distribution network consists of 4 own points of sale and over 150 points of sale through authorised distributors and franchise dealers, which provide country-wide coverage. Dedicated sales and marketing teams cover direct sales and envisage promotions aimed at attracting new customers. The NOC manages and controls the opertations of the entire network and maintains close cooperation woth TS. It also provides technical support to the sales team in resolving customers issues. The R&D team maintains a sophisticated billing system and develops new projects and services for the Company s own use as well as to the market. A Customer Service team has been set up to work closely with NOC and the sales team and provide assistance in a wide range of customer issues. The Company has a dedicated field work team that has a crucial role in growth of ADSL users. Page 1

2 The Company has a technically skilled workforce of 137 employees. Combined sales split (2008) Servers, hosting, domains, 7.6% Leased Lines, 22.2% Dial-up, 13.6% Other, 1.6% Customer dynamics ( 000 ADSL users) ADSL, 55.0% Products and Services Dial-up internet is still the most widespread internet access service for personal users in Serbia. Approximately half of all internet users in Serbia use the traditional dial-up service, though this number is decreasing with the migration to ADSL. Eunet has around 210,000 dial-up users, mostly on pre-paid packages. Customers can buy access minutes via the Company s distribution network, but also via SMS and on-line payment, which are becoming increasingly popular. ADSL service is the most significant growth market, which made a boom since There are currently 320,000 ADSL ports installed, of which the Company has 32,000. The Company leases the ports from Telekom Srbija and resells them to retail clients. Its plan in this segment is to maintain a strong customer base, as demand for this service outstrips the rate at which TS installs new ports. ADSL is becoming the most important service, with 55% share of revenue in 2008 (38.5% in 2007). Telekom Srbija itself entered the ADSL retail market and is the leading player in this segment. Revenue split by services (2008, in 000 EUR) ,4 29, , ,4 0.0 Dec 06 Dec 07 Dec 08 May 09 10,000 9,000 8,000 7,000 6,000 5,000 4,000 3,000 2,000 1, , ,129 1, ,841 1,779 1,851 5,221 2,849 1, ADSL Dial-up Leased Lines Server housing, web hosting, domains Other ADSL Market Share (by no. of ports, 2009) Eunet Yunet 10% Neobee 3% Beotel 4% Sezampro 10% Others 11% Telekom Srbija 62% Leased lines represent the second most important service, with 22% of revenues (27.5% in 2007). The Company has a customer base of some 220 banks, companies and other institutions using this service country-wide. Hosting comprises a wide range of services including domain registration, shared web hosting based on Linux or Windows platforms and complete internet access and e-commerce packages for companies. The Company hasaround 6,000 shared hosting customers and anticipates strong growth in this segment, driven by e-commerce and outsourcing of internet-related operations. To this end, it invested in a new web hosting platform for shared hosting services in 2008, leading to increasing its market share in this segment. The switch to the new Serbian.RS domain also represents a healthy source of income. The Company is an authorised domain registrar of the Serbian national domain register (RNIDS) and services around 18% of all national domains. Page 2

3 Sophisticated server housing and hosting solutions for more demanding clients Company is starting to offer internet-based voice services Education of corporate customers via Eunet College Strategy based on supporting ADSL growth and maintaining the leading position in new technologies and value-added services In addition, the Company offers server housing and telehousing services and currently has 120 clients using this service. Following the latest technological developments, in 2009 the Company was the first in the region to introduce the GRID platform for hosting demanding business systems and applications. Grid hosting enables flexible infrastructure which is adaptable to fast development and changing demands of each individual client. In 2008 the Company was registered by RATEL as a provider of VoIP services. The Company is already active in providing outgoing voice services and is currently completing the establishment of SS7 interconnection with TS. Eunet also has the Eunet College department, which acts as a training centre, particularly for business users, for optimal use of the internet as a communication tool for improving their business performance. The College organises a large number of courses covering a variety of topics, including internet operations, enhancing web presentations and creating profitable e-commerce solutions. Other value-added services such as consultancy, web design and engineering account for a small percentage of revenues, but help distinguish the Company from its competitors. Strategy Increasing the pace of ADSL growth, aiming for the highest market share after TS Focus on value-added services bundled with internet connectivity services at premium rates Leading position in providing internet-based business services to corporate clients Leading position in offering new technologies and services in internet access Increasing revenues from consultancy in networking and software development Increasing revenues from e-commerce applications Decreasing infrastructure dependence on Telekom Srbija in a market liberalisation environment Market and Regulatory Overview Serbia has 1.8m internet users and 1.3m subscribers Overall internet penetration estimated at 13%, while broadband penetration stands at 7% According to a survey by the Republic Bureau of Statistics on ICT usage in Serbia 1, the state of internet usage in 2008 was as follows: 40.8% of households 2 own a PC (34.0% in 2007), 33.2% have internet access (26.3% in 2007) and 15.5% use broadband internet access (7.3% in 2007) Use of modem connection is declining (51.1% of households in 2008 vs. 73.4% in 2007) in favour of ADSL (24.4% in 2008 vs. 12.1% in 2007) and cable (23.2% in 2008 vs. 15.6% in 2007) 1 ICT Usage in Serbia, Approximately 2.52 million households in Serbia (2002 census) Page 3

4 Market deregulation gaining momentum 91.5% of companies have internet acces, 68.9% of those have a website and 57% use DSL connection The internet market in Serbia is estimated at EUR 120m in 2008, double the 2007 figure. Broadband penetration is estimated at 7%, providing significant room for growth. Telekom Srbija ( TS ), the incumbent telecom operator, remains the sole data carrier in Serbia. TS leases internet link capacity to other ISPs, which offer internet access services to retail clients. TS itself has an ISP sector and has started offering ADSL services to retail clients. The market regulator is the Republic Telecommunication Agency ( RATEL ), whose main capacity in the internet domain is the setting of terms and conditions for ISP licensing, issuing of authorisations for providing internet access services and setting the licensing fees. Due to the loose regulation, there are cca. 140 licensed ISPs, however only a small number offer comprehensive customer service and can be regarded as competition. The Strategy for Development of Telecommunication Services for , adopted in October 2006, recognises the need for liberalisation of fixed telephony services and development of infrastructure allowing widespread broadband internet access as key objectives. In line with this strategy, RATEL and the Government adopted the legislation for VoIP services in 2008 and launched auctions for fixed-line and FWA licenses. It is expected that Serbia will gain a second data carrier over the medium term. Management and Ownership Structure Eunet is 100% owned by four individuals, some of whom are in the management of the Companies. Yunet is 62% owned by Astra banka in bankruptcy, for which the DIA is the bankruptcy administrator, and by certain individuals. Under a memorandum signed between the DIA and some of the private shareholders, the DIA is managing the sale process of a 100% stake in Eunet and at least 82% in Yunet. The Companies are managed by an experienced team some of whom are the original founders of Eunet and have been with the Company for over 10 years. Page 4

5 Financial Overview EUR '000 P&L Statement (combined) 2006A 2007A 2008A Revenues 5,506 7,388 9,496 growth 39% 34% 29% EBITDA 1,059 1,202 1,513 margin 19% 16% 16% EBIT ,176 margin 15% 13% 12% Net Profit margin 14% 12% 9% avgerage exchange rate Investment Rationale Leading player in a rapidly growing market Strong existing customer base and brand recognition Continuing market liberalisation Growing demand for more sophisticated services Solid financial performance Technical know-how and focus on value-added services give the Company a competitive edge and platform for further expansion Qualified shortlisted bidders will be provided the opportunity to perform detailed due diligence and interviews with key management. Contact Information Ivan Todorovic Associate Director Tel Fax Mob: Raiffeisen Investment AG Representative Office Belgrade Bul. Zorana Djindjica 64a Belgrade, Serbia Raiffeisen Investment AG has prepared this document with due care, however Raiffeisen Investment AG does not accept any liability for the contents or interpretation of the information provided. Prospective investors should rely on their own investigation, financial plans and conclusions. This document does not constitute a sale offer; its exclusive purpose is the provision of information. Page 5

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