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Capital Markets Day Niklas Sonkin, Market Area Director Central Europe and Eurasia
December 12, 2012
91 Tele2 Capital Markets Day 2012
Kazakhstan EBITDA CapEx Net sales
2% -4% 13%
• Continued rapid market share growth
* Figures represent contribution to group; YTD Q3 2012
92 Tele2 Capital Markets Day 2012
More than 3 mln subscribers Customers ’000
0
500
1,000
1,500
2,000
2,500
3,000
3,500
Strong customer intake
leading to doubling of
customer market share YoY
New agreement on MTR
reductions MTR development
Highlights since last Capital Markets Day
Customer market share
Q3 2011
Q3 2012
93 Tele2 Capital Markets Day 2012
Kazakhstan macro overview
0%
5%
10%
15%
20%
Inflation
0%
2%
4%
6%
8%
10%
GDP development
0%
2%
4%
6%
8%
Unemployment rate
14,500
15,000
15,500
16,000
16,500
17,000
Population (’000)
Source: International Monetary Fund
94 Tele2 Capital Markets Day 2012
-20%
0%
20%
40%
60%
80%
100%
Share of net subscriber additions
Tele2
Kcell/Activ
Beeline
Dalacom/Pathword
Competitive environment
0%
20%
40%
60%
80%
100%
Customer market share
1.8% 3.5% 5.5% 6.4% 7.7% 10.5% 12.1% -3% 23% 34% 21% 54% 56% 35%*
* Q3 ’12 including customer base adjustment
95 Tele2 Capital Markets Day 2012
Revenue growth
30%
35%
40%
45%
3%
4%
5%
45%
50%
55%
60%
0%
5%
10%
15%
Customer
market share
Revenue market
share
96 Tele2 Capital Markets Day 2012
Customer base, MOU and ARPU
0
500
1,000
1,500
2,000
2,500
3,000
3,500
Number of customers (’000)
0
10
20
30
40
50
60
70
80
90
0
200
400
600
800
1,000
1,200
Customer MOU and ARPU (KZT)
ARPU
MOU
97 Tele2 Capital Markets Day 2012
Market has seen sharp fall in average price per
minute
Note: Average price per minute calculated by using officially reported MOU, ARPU and customer
market share (including data, handset and interconnect revenue)
Kazakhstan telecom market
pricing development since
Tele2’s market entry
0
0.01
0.02
0.03
0.04
0.05
0.06
0.07
0.08
0.09
Average price per minute (USD cents)
98 Tele2 Capital Markets Day 2012
On target for EBITDA break-even
Tele2 expects to reach EBITDA break-even by 2H 2013
• GM1 margin at all-
time high
• Positive EBITDA
margin development
-100%
-80%
-60%
-40%
-20%
0%
20%
40%
GM1 and EBITDA margin development
GM1%
EBITDA%
99 Tele2 Capital Markets Day 2012
Distribution strategy
32 monobrand stores
678 dealers
5,999 points of sale
Online store
100 Tele2 Capital Markets Day 2012
Highly satisfied customers
0
20
40
60
80
100
120
140
Q1 2012 Q2 2012 Q3 2012
Customer service KPIs (seconds)
Average handlingtime
Average speed ofanswer
Target
Target
88%
90%
92%
94%
96%
98%
Q1 2012 Q2 2012 Q3 2012
Customer satisfaction
Phone
Shops
Target
Customer satisfaction
second only to Russia in
the Tele2 Group
Further improvements
through introduction of
social media monitoring,
new staff learning
concepts and feedback
pages
101 Tele2 Capital Markets Day 2012
0%
5%
10%
15%
20%
25%
Customer market share per region Almaty
Astana, Kokshetau and Akmolinsk region
Pavlodar
Taraz, Zhambyl
Petropavlovsk and North Kazakhstan
Aktau and Mangistau Region
Oskemen, Semipallatinsk and EastKazakhstanKostanay
Aktobe
Shymkent and South Kazakhstan
Uralsk and Western Kazakhstan
Kyzylorda
Karaganda
Strong presence in largest regions
Almaty Strong price and
quality perception
Six regions equal
47% of total population
20
.2%
8.9
%
6.3
%
4.4
%
3.3
%
3.4
%
15
.8%
4.7
%
8.3
%
5.2
%
3.7
%
4.3
%
8.1
%
3.3
%
Regional population as
proportion of country total
102 Tele2 Capital Markets Day 2012
Further differentiation in price and packaging
Pricing
On-net offerings, friends package,
volume-based data pricing
Different offers for different
target groups
103 Tele2 Capital Markets Day 2012
Mobile internet growth
Volume-based pricing
Profiting from rapid increase in
data traffic and high margins
Data revenue as % of
Total revenue: 12.2%
Service revenue: 18.4%
”Best value for
money” Profit.kz, May 2012
0
400
800
1,200
1,600
2,000
Data revenue development (USD ’000)
104 Tele2 Capital Markets Day 2012
Licenses – spectrum comparison
900 MHz
1800 MHz
2100 MHz
11 MHz
GSM/UMTS
5 MHz
GSM
20 MHz
UMTS
LTE
CDMA
6 MHz
GSM
10 MHz
GSM
20 MHz
UMTS
7 MHz
GSM
5 MHz
GSM
20 MHz
UMTS
10 MHz
20 MHz
in 1800 MHz
105 Tele2 Capital Markets Day 2012
0
500
1,000
1,500
2,000
2,500
3,000
Number of activated base stations
Rapid network rollout
80% population coverage
Target 92% in 2015
Almaty
Taldykorgan
Karagandy Aktobe
Oral
Aktau
Kyzyl-Orda
Kokshetau
Astana
Petropavl
Kostanay Pavlodar
Shymkent
Taraz
Semey
Oskemen
Atyrau
2,517 base stations
106 Tele2 Capital Markets Day 2012
Regulatory environment
New MTR agreement signed
MTRs will continue to go down
according to new agreement for
2012 to 2015
20.0
16.5 15.3
13.0 11.1
9.4
0.0
5.0
10.0
15.0
20.0
25.0
MTR development (KZT)
50.8%
44%
46%
48%
50%
52%
Incoming vs. outgoing traffic
107 Tele2 Capital Markets Day 2012
Engaged employees
Best-in-class employee
engagement
Yearly survey ”MyVoice” shows
record high engagement levels
and employee satisfaction
617 employees
17 regional offices
0%
10%
20%
30%
40%
50%
60%
Employee engagement index
Tele2 KZ
Global Benchmark
108 Tele2 Capital Markets Day 2012
Solid governance structure
Local partner
Supervisory Board
Advisory Board
Tele2 Group best practices
Tele2
51% Asianet Holding
49%
Tele2 Kazakhstan
109 Tele2 Capital Markets Day 2012
Summary • Tele2 has made an impact on the
market
• On path towards profitability
• Improving customer and revenue
market share
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