QSC AG. Preliminary results 2007 & Outlook Cologne, March 17, 2008
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1 QSC AG Preliminary results 2007 & Outlook 2008 Cologne, March 17,
2 SAFE HARBOR STATEMENT This presentation includes forward-looking statements as such term is defined in the U.S. Private Securities Litigation Act of These forward-looking statements are based on management s current expectations and projections of future events and are subject to risks and uncertainties. Many factors could cause actual results to vary materially from future results expressed or implied by such forward-looking statements, including, but not limited to, changes in the competitive environment, changes in the rate of development and expansion of the technical capabilities of DSL technology, changes in prices of DSL technology and market share of our competitors, changes in the rate of development and expansion of alternative broadband technologies and changes in prices of such alternative broadband technologies, changes in government regulation, legal precedents or court decisions relating, among other things, to line sharing, rent for colocation and unbundled local loops, the pricing and timely availability of leased lines, and other matters that might have an effect on our business, the timely development of value-added services, our ability to maintain and expand current marketing and distribution agreements and enter into new marketing and distribution agreements, our ability to receive additional financing if management planning targets are not met, the timely and complete payment of outstanding receivables from our distribution partners and resellers of QSC services and products, as well as the availability of sufficiently qualified employees. A complete list of the risks, uncertainties and other factors facing us can be found in our public reports and filings with the U.S. Securities and Exchange Commission. 2
3 DISCLAIMER This document has been produced by QSC AG (the Company ) and is furnished to you solely for your information and may not be reproduced or redistributed, in whole or in part, to any other person No representation or warranty (express or implied) is made as to, and no reliance should be placed on, the fairness, accuracy or completeness of the information contained herein and, accordingly, none of the Company or any of its parent or subsidiary undertakings or any of such person s officers or employees accepts any liability whatsoever arising directly or indirectly from the use of this document The information contained in this document does not constitute or form a part of, and should not be construed as, an offer of securities for sale or invitation to subscribe for or purchase any securities and neither this document nor any information contained herein shall form the basis of, or be relied on in connection with, any offer of securities for sale or commitment whatsoever 3
4 FINANCIAL OVERVIEW FOR THE FULL YEAR 2007 Revenues up by 28% to million 85% of revenues in the three strategic segments up from 79% Gross profit up by 32% to million EBITDA up by 65% to 34.9 million EBITDA-margin up to 10% from 8% Net loss of million CAPEX tripled to million 80.0 million liquidity as of December 31, Note: All results based on IFRS
5 REVENUE GROWTH HAS BEEN ACCELERATING 5
6 INCLUDING QUARTERLY GROWTH IN 2007 Strong Q4 UI (1&1) has started in October ULL scarcity situation started to improve in December Traditionally, open call-by-call has its strongest month in December Merger with Broadnet effective in October One-off effects 6
7 REVENUE SHARE OF ENTERPRISE CUSTOMERS GROWS 7
8 LARGE ACCOUNTS GREW BY 17% Break-up of revenues 60% up selling versus 40% new customers ~17% conventional voice Market 2007 Tougher competition for standard voice and data solutions Migration of legacy voice to VoIP Market demands solutions and service QSC 2007 Won well-known accounts Renewed contracts with numerous Large Accounts Expanded its share of the telco budget of some major accounts 8
9 BUSINESS CUSTOMERS GREW BY 12% Break-up of revenues ~30% conventional voice Market 2007 Fierce price competition in legacy voice, driven by non access network carriers Rapid gain of market share in VoIP QSC Profits from growing demand for Direct Access to QSC s network Deepened relationship with leading sales partners (# 141) Started to market IPfonie centraflex Received Best ISP for business customers award by eco
10 QSC NEARLY DOUBLED ITS REVENUES Break-up of revenues ADSL2+ has a revenue share of ~30% ~15% conventional voice wholesale Market 2007 Approx. 4 million new DSL customers Growing demand for unbundled lines Bottleneck of ULLs for competitors of DTAG QSC All major wholesale partners under contract: 1&1, freenet, HanseNet Teething problems in the collaboration with new wholesale partners have been overcome
11 IMPROVED OPERATING RESULTS In million FY 2006 FY 2007 Revenues % Network expenses (1) % Gross profit % Other operating expenses (1) % EBITDA profit % Depreciation % EBIT loss % Financial results + Deferred Taxes n.m. Net loss % 11 (1) Excluding depreciation and non-cash share based payments
12 STEADY INCREASE OF EBITDA MARGIN 12
13 NETWORK EXTENSION PROJECT IN 2007 DRIVES CAPEX 13
14 DEPRECIATION FOLLOWS NETWORK ROLL-OUT Break-up of depreciation Network roll-out (1,700 COs year-end 2007) Contract-related upfront expenses (amortized over just 24 months) Non-recurring write down of parts of the Broadnet network 14
15 NET LOSS DUE TO HIGHER DEPRECIATION Reasons for net loss Higher depreciation than planned Non-recurring write down of Broadnet network QSC abstained mostly from the planned capitalization of tax-loss carry forward in
16 RESULTS 2007 QSC has met the reduced revenues and EBITDA guidance Thanks to large accounts and wholesale business, revenues increase in 4 th quarter exceeded guidance EBITDA reached 34.9 million Net income of million 16
17 CHALLENGES 2007 Significant increase of network reach and fixed cost base - planned Severe restrictions of ULLs from DT unplanned Order entry growth much ahead of revenue growth 17
18 SLOWING GROWTH PACE IN THE FIRST 3 QUARTERS 18
19 DESPITE EXCELLENT ORDER ENTRY GROWTH IN
20 WHY? - QSC COULD NOT INSTALL ENOUGH LINES RELATIVE TO ORDER ENTRY Teething problems (IT and mass market processes) in starting large wholesale partnerships in Q2 led to delays in revenue generation Delays in order fulfillment in all segments in H2 DTAG did deliver much less unbundled lines as ordered At the beginning of 2008, these challenges are resolved. 20
21 SIGNIFICANT RAMP-UP IN ULLs, STARTING IN DEC Year-to-date growth very promising 21
22 NEW CONTRACT FOR UNBUNDLED LOCAL LOOP On December 21, 2007, the German Regulator has issued new rules governing access to unbundled local loops Period: January 2008 February 2009 New rules are coming into effect on April 1, 2008, at the earliest Major improvements: Access to more lines Better planning reliability DTAG liable for damages; penalty payments for DTAG if ULL delivery delayed Major concern: No clear procedure to deal with existing backlog 22
23 NETWORK ROLL-OUT Almost completed, with significant spare capacity 23 Until now, some 1,700 central offices under network coverage Depending on availability of ULL, smooth completion of roll-out in the coming months Next Generation Network (NGN) up and running More than 90% of the traffic is IP-traffic Significant cost-advantages Nationwide voice network (474 POIs) Separate Wireless Local Loop (WLL) network in 42 regions up to 400 Mbps Significant spare capacity available Backbone Ports / Line cards
24 Outlook 2008 QSC resumes its growth course in 2008 Customer growth drives CAPEX; network reach close to target 24
25 OUTLOOK QSC resumes its growth course in 2008 Revenue growth to 385 to 405 million EBITDA expected to rise to 50 to 60 million Net income ~ 0 million CAPEX between 60 to 80 million 25
26 CUSTOMER GROWTH DRIVES CAPEX IN
27 QSC s BUSINESS MODEL: MOVING UP THE VALUE CHAIN 27
28 WHOLESALE BUSINESS Germany is a DSL country MMe Main drivers for QSC Growth in demand for DSL Large retail ISPs need access to complete ULL vs. bundled TDSL wholesale lines - new DSL lines on complete ULL - migration of existing TDSL wholesale lines to complete ULL Competitors in Wholesale T-Home, Telefonica, Arcor 28 Current developments Possible consolidation in retail Proposed Bitstream Access prices benefit QSC
29 DIRECT ACCESS BUSINESS Growing business customer market for DSL connections Main drivers Replacement of ISDN and Preselect VoIP/Data integration Competitors in Direct Access T-Home, Arcor, Versatel, city carriers Current developments Voice over IP wins market share Applications (Centrex, SaaS) as a new growth driver 29
30 MANAGED SERVICES Strong market growth 30 Main drivers Substitution of leased line networks VoIP integration Home offices Out-tasking Competitors in IP-VPN T-Systems, BT, Colt, Arcor Current developments Larger impact Hosted Services Rising demand in medium-sized companies
31 QSC HAS MULTIPLE OPPORTUNITIES FOR FURTHER GROWTH Germany = DSL country & direct access is King QSC The NGN-Carrier: Applications based on VoIP open up tremendous growth opportunities and afford substantial cost savings New opportunities by moving up the value chain for enterprise customers (Centrex, ACD, SaaS) Being a SME itself gives QSC a competitive edge as a premium provider in the SME business Aiming for No. 2 position in Germany in Managed Services 31
32 MISSION STATEMENT QSC will be Germany s premier alternative provider of integrated telecommunication and managed services to business and wholesale customers 32
33 FINANCIAL CALENDER 2008 March 17, th Annual European & Emerging Markets Telekom Conference Citigroup, London March 20, th Annual Telecoms Conference Société Générale, Paris March 31, 2008 Publication of Annual Report 2007 April 24, 2008 Small and Mid Cap Conference LBBW, London May 15, 2008 Publication of Quarterly Report I/ May 21, 2008 June 5, 2008 August 20, 2008 August 28, 2008 September 11/12, 2008 November 19, 2008 Annual Shareholders Meeting, Cologne 11th German Corporate Conference Deutsche Bank, Frankfurt Publication of Quarterly Report II/2008 German Telco & Media Day WestLB, Frankfurt Best of Germany Conference UBS, New York Publication of Quarterly Report III/2008
34 CONTACT QSC AG Arne Thull Investor Relations Mathias-Brüggen-Strasse Cologne Germany Phone +49-(0) Fax +49-(0) Web 34
35 APPENDIX 35
36 STABLE SHAREHOLDER STRUCTURE SINCE IPO 36
37 REVENUE QUALITY CONTINUES TO IMPROVE 37 Note: Strategic revenues exclude revenues from residential segment
38 THE PERFECT COMPLEMENT Wireless Local Loop (WLL) Point-to-multipoint WLL for 42 German regions Point-to-point nationwide QSC offers WLL for small and large bandwidths (2-400 Mbps) as VPN access (direct & backup since mid 2007) as Internet access (since January 2008) Connections at year-end 2007: Benefits QSC offers the highest available bandwidths, availability >99.0% Expansion of network coverage, overcoming ULL shortage real physical redundancy for mission critical applications WLL is faster than DSL and cheaper than STM-1
39 THE TIME HAS COME FOR IP-CENTREX 39 Numerous customers want to use only IP-based and managed telco systems, after their current PBX contracts have run out These customers want to implement applications based on Computer Telephony Integration (CTI) at the same time Most new office buildings are equipped for ICT convergence Customers save up to 50% of costs
40 NGN SERVICES: ACD (Automated Call Distribution) Efficient and flexible call management Virtual ACDs are purely net-based solutions for call management without any further hardware or software investments on the clients side Virtual ACDs enable the professional management of all callrelated activities and processes not dependent on the telephone system or the number of calls. Virtual ACD solutions are IP-based and allow smooth migration from legacy ACD systems to the new world 40
41 NEW ORGANIZATION IS UP AND RUNNING BU Managed Services BU Products BU Wholesale Business Units Large Accounts Complex industries SoHo SME Wholesale / Resellers ISPs & Carrier Target groups VPN & MS Individual solutions Direct Access Standard VPN IP-Centrex Preliminary products Product focus Lab for innovation Streamlining of processes Standarization Reduction of Cost of Sales Automatization Process focus 41
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