TNT MAIL Business update. Jan Bos 2 December 2010

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1 TNT MAIL Business update Jan Bos 2 December 2010

2 Agenda Update current trading Core financial principles - Underlying Cash EBIT and Operating Free Cash Flow Mail segmentation Outlook 2

3 Increased volume decline in first years after full liberalisation and increased substitution Volume decline 0% -2% -4% -6% -8% YTD Q Annual volume decline Cumulative volume development Around 6% expected average annual volume decline in period

4 Mail NL has proactively responded to expected market developments with its Master plan programmes millions Target Realised Still to go Master plan I Volume decline 1-2% Increased volume decline 3-4% from 2004 onwards Master plan II Increased volume decline 3-4% with higher decline first years after full liberalisation Post Offices Master plan III 2008 Increased substitution results in volume decline of around 6% 200 Total

5 Realisation and planning of Master plan savings Quarterly Master plan savings YTD Q Quarterly savings Cumulative savings 0 Planning of cost savings up to 2017 (under negotiation) Cost savings YTD Q m 156m 210m 5

6 Rationalisation Emerging Mail Portfolio on track Lines of business million Underlying figures International million 1,500 1, million EBIT excl network expansion Germany EBIT FY 09 ~5 ~(40) Q4 09 Q3 10 ~15 ~(20) Unaddressed Mail related Addressed From unaddressed business in Other countries to addressed operations in UK, Germany, Italy - Divestments in unaddressed lines of business and in other countries - Focus on addressed in three main countries o Reduced start up losses Germany with identified path to break-even o Progress will be measured against milestones International consists of refocused Emerging Mail and Spring 6

7 Agenda Update current trading Core financial principles - Underlying Cash EBIT and Operating Free Cash Flow Mail segmentation Outlook 7

8 Focus on cash Manage decline Mail NL through rigorous execution Master plans Growth parcels from strong position in the Netherlands Increased cash EBIT contribution from International footprint Control on working capital - - = + Underlying EBIT Restructuring payments Additional cash pension contributions Underlying Cash EBIT Depreciation and amortisation Underlying Cash EBIT and Operating Free Cash Flow will be Mail s dominant financial KPI s - - = Capex Change in working capital Operating Free Cash Flow 8

9 Expected cash dip in Illustrative Restructuring Capex Pension payments Working capital Underlying Cash EBIT Operating Free Cash Flow

10 Restructuring Restructuring cash out Master plans Content: - All Master plans (MP II, Post Offices and MP III) - Already existing provisions and expected provisions - Mobility payments and forced redundancy payments - 30 million p.a. roll out costs on average Exact composition and phasing under construction and subject to negotiations with trade unions 10

11 Pensions Cash out million Cash out Main pension fund Transitional plans Other Total Declining from 2012 onwards P&L costs million P&L costs

12 Main Capex items * Express Master plans million New infrastructure Parcels million Land and buildings 66 Land and buildings 190 Other 64 Sorters 50 Total 130 Total 240 Replacement 170 Increased capacity 70 Total 240 Returns Returns Annual savings per Increased capacity + 40% Reset for the future pm Return on investment ~25% Additional average replacement Capex : 3% of revenues * Excluding new initiatives 12

13 Investments in working capital inevitable due to mix in business Working capital development (as % of revenues) Current revenue mix Future revenue mix Control over working capital through target-setting per line of business Target 0% Target International & Parcels Mail Total Mail in NL 13

14 Agenda Update current trading Core financial principles - Underlying Cash EBIT and Operating Free Cash Flow Mail segmentation Outlook 14

15 Mail underlying * Q Q million Revenue EBIT Operating margin Cash EBIT Cash EBIT margin Mail 4, % % Of which Emerging Mail & Parcels (excl. EMN Germany) 1,437 * The underlying figures are at 2009 fx rates and exclude one-offs 15

16 TNT Mail underlying * Q Q prospective reporting million Revenues EBIT Operating Margin Cash EBIT Cash EBIT margin TOTAL ~4,300 ~620 ~14% ~360 ~8.4% Mail in NL ~2,500 ~550 ~22% ~310 Q Q3 10 International ~1,300 ~(20) ~(2)% ~(20) Parcels ~500 ~90 ~20% ~70 International excl expansion Germany ~1,150 ~15 ~1% ~15 * The underlying figures are at 2009 fx rates and exclude one-offs 16

17 Agenda Update current trading Core financial principles - Underlying Cash EBIT and Operating Free Cash Flow Mail segmentation Outlook 17

18 Nature of retained shareholding in Express Financial shareholding only Minority financial shareholding Earmarked for return to shareholders Lock-up period of six months No direct representation in governance bodies, no other additional rights. Full independence of Express from day one No restrictions on potential offers for Express Subsequent option for sell-down of Express shareholding As soon as equity position allows, excess shareholding or cash to be returned to shareholders, up to target BBB+ rating Full return as soon as possible 18

19 Mail outlook (underlying * ) Q Q3 10 million TOTAL Revenues ~4,300 EBIT ~620 Operating Margin ~14% Cash EBIT ~360 Cash EBIT margin ~8.4% 2015 Outlook % * The underlying figures are at 2009 fx rates and exclude one-offs 19

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