Investor Relations CONFERENCE CALL 1Q13. April 2013
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1 Investor Relations CONFERENCE CALL April Q13
2 Strategy RESIDENTIAL PERSONAL MOBILITY BUSINESS/ CORPORATE Bundled solutions with expansion in Broadband and Pay TV Growth in the postpaid segment and increased profitability of the prepaid base Market share gains by delivering end-to-end solutions Investments in the network, new offerings and products and improved sales channels. 1
3 Residential: new and bundled offerings coupled with adequate positioning led to growth in the residential segment Fixed lines Anti-attrition effort and bundled sales (cross-selling) Flat-fee plans RGUs 1Q13: 12,383 thousand -3.6% vs. 1Q12-0.8% vs. 4Q12 Residential RGUs - thousands Broadband +3.5% +0.7% Investment in expansion and connection speed Loyalty programs / speed upgrades (upselling) RGUs 1Q13: 5,251 thousand +13.8% vs. 1Q % vs. 4Q12 17,850 18,337 18,471 Pay TV Most complete entry package in the market Mar/12 Dec/12 Mar/13 HD channels in all packages RGUs 1Q13: 837 thousand +111% vs. 1Q % vs. 4Q12 Upselling 2
4 Strategy reduces attrition in fixed lines while growing Broadband and Pay TV Residential RGU Additions (Disconnections), net in 12 months thousands Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 Net disconnections in 12 months Fixed Lines thousands Net additions in 12 months Broadband - thousands Net additions in 12 months Pay TV thousands 1, Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 3
5 Personal mobility: maintaining the strategy of focusing in highvalue clients, with attractive offerings and loyalty programs... Oi maintained its portfolio of postpaid plans: effective communication with customers through the sales channels and transparency for the user Voice and data Voice and data + Handset Voice, data and additional services (convergence fixed mobile) Unlimited calls to Oi mobile and fixed from any carrier Internet on the mobile phone SMS Unlimited Oi Wifi 4
6 ...Resulted in continuing growth in the postpaid client base RGUs Postpaid (thousands) Postpaid Mix (%) +19.6% +3.0% 5,570 5,791 6,085 6,472 6, % 12.8% 13.4% 14.0% 14.3% Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 Mar/12 Jun/12 Sep/12 Dec/12 Mar/13 Strategy focused on the expansion of postpaid base Share of postpaid is 44% of net additions of personal mobility in the LTM Increase of almost 2p.p. in share of postpaid in personal mobility y-o-y Change in the profile of personal mobility revenues 5
7 Personal mobility: prepaid client base and gross recharge volumes remain growing together Incentive offerings and promotions for recharge and frequent utilization by users Active base that uses voice Gross recharge vs. Client base Prepaid (Base 100) Q11 3Q11 4Q11 1Q12 2Q12 3Q12 4Q12 1Q13 Gross Recharge Pre-paid RGUs Strict disconnection policy 6
8 BUSINESS / CORPORATE: focus on the delivery of end-to-end solutions, combining telecom and IT Revenue Generating Units (RGUs) (thousands) Business 8, % 8,971 8,949 Continuous growth of fixed base (voice and broadband) Maintenance of growth in digital trunking Increase in speeds with dedicated IP 2,385 2,955 2, ,192 5,422 5,398 Mar/12 Dec/12 Mar/13 Fixed Broadband Mobile Corporate Expansion of postpaid base Increase in digital trunking of fixed lines Progress in formation of VPN network and access to IP internet 7
9 Another quarter of y-o-y growth in net revenues, demonstrating the success of our business strategy Y-o-Y Change in Total Net Revenue (%) 1.5% 6.2% 3.5% Total Net Revenue (R$ Million) -1.9% -2.4% -4.0% -5.5% -4.7% 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12 4Q12 1Q13 6, % 7, , Y-o-Y Change in Residential Net Revenue (%) 6,752 7,180 6, % 5.2% 1Q12* 4Q12 1Q13 Service Handset -10.8% -11.0% -11.5% -11.5% -7.6% -3.8% 2Q11 3Q11 4Q11 1Q12 2Q12 3Q12 4Q12 1Q13 * Pro-forma numbers 8
10 Costs and Expenses Operating Costs and Expenses (R$ Million) Costs and Expenses / Net Revenue 70% 66% 69% Inflation LTM: 6.59% ** +2.2% 4,784 4,874 4,890 1Q12* 4Q12 1Q13 Expenses under control and below inflation, a direct result of efficient management of operating costs and expenses. * Pro-forma numbers **Inflation represented by IPCA index 9
11 EBITDA EBITDA and EBITDA Margin (R$ Million and %) 30% 34% 31% 2, % 2, ,151 2,316 1Q12* 4Q12 1Q13 EBITDA Non-core EBITDA Margin * Pro-forma Numbers Revenue increase and management of cost and expenses resulted in EBITDA expansion y-o-y. 10
12 Net Income Consolidated Net Income (R$ Million) Q12* 4Q12 1Q13 Reported net income Net Income of 1Q13 totaled R$262 million. Net incomes for 1Q12 and for 1Q13 are not comparable due to the corporate reorganization, completed in February * BrT result 11
13 Debt Profile Debt (R$ Million) Average Maturity (Years) Net Debt 25,068 27,495 16,833 32,845 32,871 33,553 3,979 2,783 2, Mar-13 Gross Debt Amortization Schedule (R$ Million) 28,866 30,088 30,680 33,553 2,378 3,925 2,535 4,571 20,143 Mar/12* Dec/12 Mar/13 Long-term Short-term 60% TOTAL on Company adheres to a disciplined operational and financial strategy, while taking advantage of financing options that increase its financial flexibility. *Pro-forma numbers 12
14 Variation in Net Debt Variation in Net Debt (R$ Million) 25,068 2, , ,495 Net Debt 4Q12 EBITDA Judicial Deposits Taxes Capex Working Capital Financial Result Dividends Net Debt 1Q13 Capex Acceleration Payment of second installment of 2012 dividend 60% Net debt in the quarter increases, as already expected by the Company, as no transactions involving sale of non-core assets were completed in the period. *Pro-forma numbers 13
15 CAPEX CAPEX (R$ Million) Capex / Net Revenue 16% 29% 2,106 24% 1, , ,577 1,319 1Q12* 4Q12 1Q13 Network IT Services Other In 1Q13, capital investments were R$1,691 million, with the goal to advance future subscriber and recurring revenue growth. *Pro-forma numbers 14
16 Investor Relations This presentation contains projections and/or estimates of future events. The projections contained herein were compiled with due care, taking into account the current situation, based on work in progress and the corresponding estimates. The use of terms such as projects, estimates, anticipates, expects, plans, hopes and so on, is intended to indicate possible trends which, obviously, involve uncertainty and risk, with future results that may differ from current expectations. Oi takes no responsibility for transactions carried out or investment decisions taken on the basis of these projections or estimates. Bayard Gontijo Marcelo Ferreira Cristiano Grangeiro Patricia Frajhof Leonardo Mantuano IR Contacts Address: R. Humberto de Campos th floor Leblon - Rio de Janeiro - RJ Visit Our Website: Twitter: 15
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