Downgrading to Sell as structural issues begin to weigh on growth

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1 April 1, 2010 ACTION Sell Return Potential: (12%) Downgrading to Sell as structural issues begin to weigh on growth Source of opportunity We are downgrading RIM to Sell from Neutral with a 12-month price target of $65 (12% downside). While RIM s multiple is not challenging, we expect Street estimates to move lower over the next few quarters on lower ASPs. We think RIM s products will increasingly lose differentiation as the focus shifts from , where RIM leads all competitors, to applications, where RIM lags both the iphone and Android. We estimate a 13% ASP decline in FY11 and FY12, which is meaningfully below Consensus. With RIM s N.A. business already in decline, we do not see international strength (with even higher competition) as enough of an offset to meet Street expectations. Catalyst We view RIM s F4Q miss as evidence that the structural competitive issues are starting to weigh on its growth prospects. We estimate that RIM s US business declined 15% qoq the second qoq decline in a row, and the first yoy decline. While RIM attributed that to an inventory reduction at a North America customer, we think the magnitude of the decline points more to lower demand at Verizon as a result of its endorsement of Android; our checks showed a dramatic reduction in the number of RIM SKUs at Verizon last quarter and better sales for Motorola s DROID than for RIM at many Verizon stores. Looking forward, we see RIM s F1Q guidance as too high, with our EPS of $1.24 below its guidance of $ on lower ASPs and shipments. Our caution is driven by slowing enterprise demand, lower-end international sales and increased competitive pressures in the US. Valuation We are lowering our 12-month target to $65 (from $73) based on a target P/E of 13X (from 14.6X) applied to our CY11 EPS estimate of $5.02. The lower multiple reflects our reduced confidence in the earnings trajectory. Key risks Attractive product cycles and stronger international growth. INVESTMENT LIST MEMBERSHIP Americas Sell List Coverage View: Attractive Canada: Communications Technology Investment Profile Low Growth Returns * Multiple Volatility Percentile 20th 40th 60th 80th 100th Americas Technology Peer Group Average High Growth Returns * Multiple Volatility * Returns = Return on Capital For a complete description of the investment profile measures please refer to the disclosure section of this document. Key data Current Price ($) month price target ($) RIM.TO Price (C$) RIM.TO 12 month price target (C$) Market cap ($ mn) 41, /09 2/10 2/11E 2/12E EPS ($) New EPS ($) Old RIM.TO EPS ($) New RIM.TO EPS ($) Old P/E (X) RIM.TO P/E (X) /10 5/10E 8/10E 11/10E EPS ($) RIM.TO EPS ($) Price performance chart Mar-09 Jul-09 Oct-09 Jan-10 Research In Motion Ltd. (L) S&P 500 (R) 1,250 1,200 1,150 1,100 1,050 1, Share price performance (%) 3 month 6 month 12 month Absolute Rel. to S&P (1.1) 17.1 Source: Company data, Goldman Sachs Research estimates, FactSet. Price as of 3/31/2010 close. Simona Jankowski, CFA (415) simona.jankowski@gs.com Goldman Sachs & Co. Thomas D. Lee (212) thomas.d.lee@gs.com Goldman Sachs & Co. Erin Riley (415) erin.riley@gs.com Goldman Sachs & Co. The Goldman Sachs Group, Inc. does and seeks to do business with companies covered in its research reports. As a result, investors should be aware that the firm may have a conflict of interest that could affect the objectivity of this report. Investors should consider this report as only a single factor in making their investment decision. For Reg AC certification, see the end of the text. Other important disclosures follow the Reg AC certification, or go to Analysts employed by non-us affiliates are not registered/qualified as research analysts with FINRA in the U.S. The Goldman Sachs Group, Inc. Global Investment Research Goldman Sachs Global Investment Research 1

2 Research In Motion Ltd.: Summary financials Profit model ($ mn) 2/09 2/10 2/11E 2/12E Balance sheet ($ mn) 2/09 2/10 2/11E 2/12E Total revenue 11, , , ,897.7 Cash & equivalents , , ,989.0 Cost of goods sold (5,967.9) (8,369.0) (10,563.5) (12,358.3) Accounts receivable 2, , , ,569.0 SG&A (1,495.7) (1,811.0) (2,294.8) (2,599.1) Inventory ,068.5 R&D (684.7) (964.8) (1,275.5) (1,457.5) Other current assets 1, Other operating profit/(expense) (194.8) (310.4) (390.0) (461.0) Total current assets 4, , , ,466.5 ESO expense (38.6) (54.0) (64.8) (66.1) Net PP&E 1, , , ,353.6 EBITDA 2, , , ,482.8 Net intangibles 1, , , ,556.9 Depreciation & amortization (194.8) (310.4) (390.0) (461.0) Total investments , ,018.6 EBIT 2, , , ,021.8 Other long-term assets Net interest income/(expense) Total assets 8, , , ,395.7 Income/(loss) from associates Others Accounts payable Pretax profits 2, , , ,053.4 Short-term debt Provision for taxes (826.7) (1,035.4) (1,042.4) (1,134.9) Other current liabilities 1, , , ,816.2 Minority interest Total current liabilities 2, , , ,849.1 Net income pre-preferred dividends 1, , , ,918.4 Long-term debt Preferred dividends Other long-term liabilities Net income (pre-exceptionals) 1, , , ,918.4 Total long-term liabilities Post tax exceptionals (81.0) Total liabilities 2, , , ,019.1 Net income (post-exceptionals) 1, , , ,918.4 Preferred shares EPS (basic, pre-except) ($) Total common equity 5, , , ,376.6 EPS (diluted, pre-except) ($) Minority interest EPS (basic, post-except) ($) EPS (diluted, post-except) ($) Total liabilities & equity 8, , , ,395.7 Common dividends paid DPS ($) Dividend payout ratio (%) Additional financials 2/09 2/10 2/11E 2/12E Net debt/equity (%) (14.0) (20.4) (16.0) (14.9) Interest cover (X) NM NM NM NM Growth & margins (%) 2/09 2/10 2/11E 2/12E Inventory days Sales growth Receivable days EBITDA growth BVPS ($) EBIT growth Net income (pre-except) growth ROA (%) EPS growth CROCI (%) Gross margin EBITDA margin Dupont ROE (%) EBIT margin Margin (%) Turnover (X) Cash flow statement ($ mn) 2/09 2/10 2/11E 2/12E Leverage (X) Net income 1, , , ,918.4 D&A add-back (incl. ESO) Free cash flow per share ($) Minority interest add-back Free cash flow yield (%) Net (inc)/dec working capital (769.1) (160.7) (534.9) (263.5) Other operating cash flow (2.1) Cash flow from operations 1, , , ,081.0 Capital expenditures (833.5) (1,009.4) (1,417.0) (1,700.0) Acquisitions (2,160.7) (1,904.7) (1,470.2) (1,470.2) Divestitures Others Cash flow from investing (1,823.5) (1,470.1) (2,487.2) (2,770.2) Dividends paid (common & pref) Inc/(dec) in debt (14.3) (6.1) Other financing cash flows 39.7 (837.3) Cash flow from financing 25.4 (843.4) Total cash flow (348.9) Note: Last actual year may include reported and estimated data. Source: Company data, Goldman Sachs Research estimates. Analyst Contributors Simona Jankowski, CFA Thomas D. Lee Erin Riley Goldman Sachs Global Investment Research 2

3 Table of contents Investment view: Structural issues begin to weigh on growth 3 Declining sales in North America 4 Lower-end shipments and tougher competition overseas 6 Slowing enterprise sales 7 Actual results vs. our estimates 8 Summary of estimate changes 9 Disclosures 10 Investment view: Structural issues begin to weigh on growth We expect Street estimates to move lower over the next few quarters on lower ASPs as structural issues begin to weigh on RIM s growth. In particular, we think RIM s products will increasingly lose differentiation as the focus shifts from , where RIM leads all competitors, to applications, where RIM lags both the iphone and Android. As a result, we estimate a 13% ASP decline in FY11 and FY12, which is meaningfully below consensus. Exhibit 1: Limited scale in applications & a legacy OS are structural disadvantages for RIM Two criteria for success in smartphones: (1) a modern OS, and (2) scale in smartphones (volume/applications/developers). Scale in Smartphones Nokia (6k apps) RIM (5k apps) Samsung LG HTC Apple (150k apps) MOT Palm (1.7K apps) Note: Samsung, LG, and HTC are using both Android and Windows Mobile; Motorola is using Android. Android: 30k apps WinMo: 700 apps Legacy, menuoriented Operating System Modern, Web 2.0- oriented Source: Goldman Sachs Research. Goldman Sachs Global Investment Research 3

4 We expect this structural issue to manifest itself in several headwinds going forward: Declining sales in North America RIM has been losing share in North America over the last year as a result of strength from the iphone in the high end and an encroachment from Android in the middle to low end. However, the pace of share loss has been limited due to the fact that Windows Mobile has been losing share even faster. Going forward, we expect the iphone and Android to maintain or accelerate their momentum as a result of a much richer application ecosystem than RIM. Conversely, RIM is increasingly willing to be a hardware conduit for the carriers own application stores (e.g., Verizon plans to start shipping its own V CAST application store on RIM devices), which reduces RIM s ability to differentiate and maintain a pricing and margin premium. In addition, we view Microsoft s Windows Phone Series 7 as a very significant improvement over Windows Mobile, which could reverse its momentum when it begins shipping in 4Q As a result of these mounting pressures, we expect RIM s market share losses and ASP declines in the US to accelerate going forward. Exhibit 2: US likely declined for the first time on a yoy basis 200% 150% YoY change 100% 50% 0% -50% May-07 Aug-07 Nov-07 Feb-08 May-08 Aug-08 Nov-08 Feb-09 May-09 Aug-09 US following in Canada's footsteps of yoy declines Nov-09 Feb-10E US Canada UK ROW Source: Company data, Goldman Sachs Research estimates. Our monthly retail checks point to a very significant decline in RIM s ASPs at major US carriers over the last two quarters (Exhibit 3). Given that carriers are not meaningfully increasing their subsidies, and in many cases are shifting subsidies away from RIM to new entrants such as Android, we think RIM s ASP declines in North America will be faster than expected going forward, similar to the trend seen in the just reported quarter. Goldman Sachs Global Investment Research 4

5 Exhibit 3: Online BlackBerry prices at major carriers have trended significantly lower in the last two quarters AT&T Aug-09 Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Mar-10 Verizon Aug-09 Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Mar-10 Bold Storm Pearl 8120 Storm Pearl Pearl 8130 Curve e Curve World Edition c Curve Curve Pearl Flip Bold Tour Curve Average $ $ $ $ $81.12 $ $ Average $61.66 $58.32 $75.70 $73.74 $62.49 $56.24 $69.99 T-Mobile Aug-09 Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Mar-10 Sprint Aug-09 Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Mar-10 Pearl i Curve Pearl Curve Curve Curve 8350i Pearl Flip Curve Curve 8700g Tour Bold Average $97.85 $ $97.85 $ $88.33 $83.56 $57.99 Average $99.99 $95.99 $95.99 $95.99 $85.99 $82.49 $69.99 Source: ATT.com, T-Mobile.com, Verizon.com, Sprint.com, Goldman Sachs Research estimates. In addition, our monthly checks have shown a meaningful decrease in the number of RIM models and SKUs stocked at major US carriers (Exhibit 4). At Verizon in particular, BlackBerry models declined from eight last quarter to five currently. While RIM attributed its miss to a one-time inventory policy change at a US carrier (which we believe is Verizon), our checks point to share loss at Verizon to Android (Motorola s Droid and HTC s Eris). In addition, we expect further share loss is likely when the iphone arrives at Verizon in late 2010 or early Goldman Sachs Global Investment Research 5

6 Exhibit 4: BlackBerry SKUs trending lower, an indication of increasing competition? BlackBerry Models Nov-09 Dec-09 Jan-10 Mar-10 AT&T Verizon T-Mobile Sprint SUM BlackBerry SKUs Nov-09 Dec-09 Jan-10 Mar-10 AT&T Verizon T-Mobile Sprint SUM Total SKUs Nov-09 Dec-09 Jan-10 Mar-10 AT&T Verizon T-Mobile Sprint SUM Source: ATT.com, T-Mobile.com, Verizon.com, Sprint.com. Lower-end shipments and tougher competition overseas We expect RIM to continue posting robust growth overseas, where its market share is only 9% compared to 50% in North America. RIM s international business grew to 48% of sales in F4Q from 37% in F3Q, and we estimate that international net subscriber additions grew 18% qoq and 90% yoy. However, we expect international sales to be lower-end and face tougher competition than in North America, as Nokia is a formidable smartphone competitor overseas, especially in the QWERTY segment dominated by RIM. Beyond Nokia, there are other aggressive competitors overseas that RIM does not face as much in North America, such as Huawei and the Taiwanese vendors. The lower-end international mix was already evident in the reported quarter, with ASPs of $311 well below RIM s guidance of $320 as international strength was primarily driven by the lower-priced 8520 device. Goldman Sachs Global Investment Research 6

7 Exhibit 5: RIM dominates NA market while 2009 smartphone share, North America Exhibit 6: Nokia dominates international markets 2009 smartphone share, International Other, 3.6% Nokia, 3.4% Motorola, 3.4% Other, 15.2% RIM, 9.0% Samsung, 3.7% Palm, 4.2% Apple, 10.9% HTC, 7.0% HTC, 6.0% RIM, 50.3% Palm, 0.1% Samsung, 3.3% Motorola, 0.8% Apple, 24.3% Nokia, 54.7% RIM Apple HTC Palm Samsung Motorola Nokia Other RIM Apple HTC Palm Samsung Motorola Nokia Other Source: Gartner. Source: Gartner. Slowing enterprise sales We see weakening trends in RIM s enterprise segment, as businesses are also increasingly interested in applications beyond . In addition, enterprises are looking for ways to reduce costs by shifting the burden of buying a smartphone and a data plan to employees. Our recent IT surveys have shown slowing growth in the enterprise smartphone segment, with 90% of respondents not expecting a meaningful pickup in spending on smartphones in our February survey, up from 79% in the December survey. Moreover, the momentum of iphone in the enterprise is accelerating, with the number of survey respondents who expect to support the iphone within the next 12 months spiking to 43% in our February survey, up sharply from the relatively consistent results of the past few surveys in the low 20% range. While security remains a key hurdle for the iphone within larger enterprises, new network security products from Cisco (AnyConnect Secure Mobility) and Juniper (Junos Pulse), which are both expected in 2Q, could help address the security concerns for the iphone and other non-blackberry devices and further erode RIM s competitive edge. Exhibit 7: Do you plan to purchase a meaningfully (>10%) higher number of smartphones in 2010 vs. 2009? Exhibit 8: Do you expect to roll out Apple s iphone as a supported platform over the next 12 months? 90% No change in spending 8% 74% 80% 76% 78% 70% No, we are still budgetconstrained 9% 51% 60% 50% 43% 48% 46% Yes, we will offer smartphones to a larger number of employees No, we are allowing employee-purchased smartphones on our network 14% 9% 20% 7% 40% 30% 20% 10% 23% 20% 21% 1% 2% 31% 11% 0% Yes, we will have a bigger 4% Yes/currently in use No Maybe refresh cycle this year 0% Aug-08 Oct-08 Jun-09 Feb-10 0% 10% 20% 30% 40% 50% 60% 70% 80% December 2009 February 2010 Source: Goldman Sachs IT Spending Survey. Source: Goldman Sachs IT Spending Survey. Goldman Sachs Global Investment Research 7

8 Actual results vs. our estimates Exhibit 9: Actual results vs. GS estimates $US million FQ4A FQ4E Abs. Chg. % Chg. Income Statement Sales 4, ,274.0 (194.3) (4.5%) YoY 17.8% 23.4% QoQ 4.0% 8.9% Cost of sales 2, ,433.8 (217.2) (8.9%) % Gross Margin 45.7% 43.1% R&D % % of Sales 6.5% 6.2% SG&A (15.2) (3.0%) % of Sales 12.2% 12.0% Amortization (0.5) (0.5%) % of Sales 2.1% 2.0% Operating Income 1, % % Operating Margin 24.8% 22.9% Other Income/(Expenses) (0.5) (9.1%) Earnings (Loss) Before Taxes 1, % Tax % Tax rate 30.2% 29.5% Net income - recurring (incl ESOs) % % Net income margin 17.4% 16.2% EPS - recurring (incl ESO/amort) $1.27 $1.24 $ % YoY 39.9% 37.2% QoQ 15.0% 12.8% Diluted Shares - GAAP % FQ4A FQ4E Abs. Chg. % Chg. Subscriber Additions % Device Units (0.5) (4.9%) Device ASPs $311 $317 -$6 (2.0%) Sequential Change Balance sheet ratios FQ3A FQ4A Abs. Chg. % Chg. Days sales outstanding (8.0%) Inventory days % Source: Company data, Goldman Sachs Research estimates. Goldman Sachs Global Investment Research 8

9 Exhibit 10: Summary of May quarter guidance Guidance F1Q (May) Revenue $4.25bn-$4.45bn EPS $1.31-$1.38 Device shipments mn ASP $305-$310 Net sub adds mn Gross margin 44.5% Opex up 3-6% qoq R&D up 6-10% S&M up 2-4% qoq D&A $90mn Capex $250mn Tax rate 28% Channel inventory down qoq Source: Company data. Summary of estimate changes While we are increasing our F1Q11 (May) estimates, we are lowering our estimates for the subsequent quarters on lower ASP and margin assumptions. Our FY11 and FY12 estimates are unchanged as we are forecasting meaningful ASP declines during this period. Exhibit 11: GS estimates vs. the Street 1Q11E 2Q11E F2011E F2012E CY2010E CY2011E CY2012E Revenues GS - previous $4,196 $4,349 $18,232 $20,989 $17,527 $20,449 $21,850 GS - current $4,190 $4,379 $18,221 $20,898 $17,353 $20,361 $22,026 Consensus $4,327 $4,472 $18,574 $17,871 $20,231 EPS GS - previous $1.15 $1.16 $4.76 $5.15 $4.77 $5.00 $5.47 GS - current $1.24 $1.10 $4.76 $5.15 $4.80 $5.02 $5.41 Consensus $1.22 $1.25 $5.10 $5.06 $5.42 Devices (units) GS - previous 11.0mn 11.8mn 50.8mn 64.9mn 47.3mn 61.7mn 72.1mn GS - current 11.0mn 11.8mn 50.6mn 64.7mn 46.6mn 61.6mn 72.9mn Consensus 11.2mn 49.0mn Net Subscribers Adds GS - previous 4.5mn 4.6mn 19.8mn 21.9mn 19.0mn 21.7mn 21.4mn GS - current 4.9mn 4.9mn 21.1mn 23.2mn 20.1mn 23.0mn 22.7mn Consensus 4.5mn 19.1mn ASPs GS- previous $306 $296 $288 $254 $299 $263 $233 GS- current $305 $295 $288 $252 $298 $260 $230 Consensus $314 $306 Margins GM-previous 43.0% 42.8% 41.9% 40.6% 42.6% 40.5% 41.5% GM-current 44.4% 41.7% 42.0% 40.9% 43.2% 40.9% 41.3% OM-previous 21.2% 20.7% 20.2% 19.1% 21.1% 19.0% 19.5% OM-current 22.9% 19.5% 20.3% 19.2% 21.6% 19.2% 19.2% Source: Company data, Goldman Sachs Research estimates, and Thomson ONE. We are lowering our 12-month RIM.TO target to CAD 70 from CAD 79, based on 13X our CY11 EPS of CAD This is based on a 12-month F/X rate of 1.08 Goldman Sachs Global Investment Research 9

10 Reg AC We, Simona Jankowski, CFA and Thomas D. Lee, hereby certify that all of the views expressed in this report accurately reflect our personal views about the subject company or companies and its or their securities. We also certify that no part of our compensation was, is or will be, directly or indirectly, related to the specific recommendations or views expressed in this report. Investment Profile The Goldman Sachs Investment Profile provides investment context for a security by comparing key attributes of that security to its peer group and market. The four key attributes depicted are: growth, returns, multiple and volatility. Growth, returns and multiple are indexed based on composites of several methodologies to determine the stocks percentile ranking within the region's coverage universe. The precise calculation of each metric may vary depending on the fiscal year, industry and region but the standard approach is as follows: Growth is a composite of next year's estimate over current year's estimate, e.g. EPS, EBITDA, Revenue. Return is a year one prospective aggregate of various return on capital measures, e.g. CROCI, ROACE, and ROE. Multiple is a composite of one-year forward valuation ratios, e.g. P/E, dividend yield, EV/FCF, EV/EBITDA, EV/DACF, Price/Book. Volatility is measured as trailing twelve-month volatility adjusted for dividends. Quantum Quantum is Goldman Sachs' proprietary database providing access to detailed financial statement histories, forecasts and ratios. It can be used for in-depth analysis of a single company, or to make comparisons between companies in different sectors and markets. Disclosures Coverage group(s) of stocks by primary analyst(s) Simona Jankowski, CFA: America-Communications Technology. Thomas D. Lee: America-Communications Technology. America-Communications Technology: 3Com Corporation, Acme Packet, Inc., Aruba Networks, Inc., Brocade Communications Systems, Cisco Systems, Inc., Corning Inc., Emulex Corp., F5 Networks, Inc., Garmin Ltd., Infinera Corp., Juniper Networks, Inc., Motorola, Inc., Netgear, Inc., Palm, Inc., QLogic Corp., QUALCOMM, Inc., Research In Motion Ltd., Research In Motion Ltd., Riverbed Technology, Inc.. Company-specific regulatory disclosures The following disclosures relate to relationships between The Goldman Sachs Group, Inc. (with its affiliates, "Goldman Sachs") and companies covered by the Global Investment Research Division of Goldman Sachs and referred to in this research. Goldman Sachs expects to receive or intends to seek compensation for investment banking services in the next 3 months: Research In Motion Ltd. (C$75.25) Goldman Sachs had a non-investment banking securities-related services client relationship during the past 12 months with: Research In Motion Ltd. (C$75.25) Goldman Sachs had a non-securities services client relationship during the past 12 months with: Research In Motion Ltd. (C$75.25) Goldman Sachs makes a market in the securities or derivatives thereof: Research In Motion Ltd. (C$75.25) Distribution of ratings/investment banking relationships Goldman Sachs Investment Research global coverage universe Rating Distribution Investment Banking Relationships Buy Hold Sell Buy Hold Sell Global 31% 53% 16% 53% 47% 40% As of January 1, 2010, Goldman Sachs Global Investment Research had investment ratings on 2,763 equity securities. Goldman Sachs assigns stocks as Buys and Sells on various regional Investment Lists; stocks not so assigned are deemed Neutral. Such assignments equate to Buy, Hold and Sell for the purposes of the above disclosure required by NASD/NYSE rules. See 'Ratings, Coverage groups and views and related definitions' below. Goldman Sachs Global Investment Research 10

11 Price target and rating history chart(s) Stock Price Currency : U.S. Dollar Research In Motion Ltd. (RIM.TO) Stock Price Currency : Canadian Dollar Stock Price Goldman Sachs rating and stock price target history Sep 25 B N F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D Source: Goldman Sachs Investment Research for ratings and price targets; FactSet closing prices as of 12/31/2009. Rating Covered by Simona Jankow ski, CFA, Price target as of Jun 2, ,600 1,400 1,200 1, Index Price Stock Price Goldman Sachs rating and stock price target history B F M A M J J A S O N D J F M A M J J A S O N D J F M A M J J A S O N D , , ,000 10,000 8,000 6,000 Sep 25 N Source: Goldman Sachs Investment Research for ratings and price targets; FactSet closing prices as of 12/31/2009. Rating Covered by Simona Jankow ski, CFA, Price target as of Jun 2, 2008 Index Price Price target at removal Not covered by current analyst Price target at removal Not covered by current analyst S&P 500 S&P/TSX Composite Index The price targets show n should be considered in the context of all prior published Goldman Sachs research, w hich may or may not have included price targets, as w ell as developments relating to the company, its industry and financial markets. The price targets show n should be considered in the context of all prior published Goldman Sachs research, w hich may or may not have included price targets, as w ell as developments relating to the company, its industry and financial markets. 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