9M 217 Financial Results October 26, 217
Total Netia Key highlights for 9M 217 Revenues Revenue was PLN 1,82m for 9M 217 (-6% y-o-y) and PLN 356m for Q3 217 (-1% q-o-q and -4% y-o-y) Adjusted EBITDA 1 was PLN 297m for 9M 217 (-11% y-o-y) and PLN 13m for Q3 217 (+6% q-o-q and -4% y-o-y) EBITDA was PLN 292m for 9M 217 (-1% y-o-y) and PLN 98m for Q3 217 (-1% q-o-q and -4% y-o-y) Netia generated PLN 114m Adjusted OpFCF 2 for 9M 217 (-4% y-o-y) and PLN 44m for Q3 217 (+16% q-o-q and -2% y-o-y) Net debt at PLN 29m on September 3, 217 (+56% q-o-q and +16% y-o-y), representing.65x of Adjusted EBITDA for full 216 year at PLN 447m Pursuant to the Supervisory Board decision of August 29, 217 the composition of Netia Management Board is as follows: Ms. Katarzyna Iwuć President of the Management Board General Director, Chief Financial Officer Mr. Aster Papazyan Member of the Management Board B2B Market General Director Mr. Tomasz Dakowski Member of the Management Board B2C Market General Director Mr. Stefan Radzimiński Member of the Management Board Chief Technology Officer On October 24, 217 Netia signed the loan agreement with the European Investment Bank for co-financing modernization of Company s B2C access network to NGA standard for the amount up to Euro 5m 4 3 2 373 372 365 361 356 1 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Adjusted EBITDA 1 15 1 5 17 114 96 97 13 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 6 5 4 Adjusted OpFCF 2 3 2 1 55 36 49 21 44 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 1 Adjusted EBITDA excludes as appropriate, one-off costs related to restructuring, integration, M&A activity, impairment 2 Adjusted OpFCF = Adjusted EBITDA less Capex excluding integration capex, capitalised interests from the bank loan inwestor.netia.pl 2
Total Netia Profitability in operational Segments B2B 1 3 25 2 15 39.6% 38.7% 36.9% 36.% 38.4% 6% 5% 4% 3% Revenue was PLN 184m in Q3 217 (-1% q-o-q and +1% y-o-y) Adjusted EBITDA was PLN 71m with a margin of 38.4% Includes TK Telekom 1 182 185 184 186 184 2% 5 1% B2C 2 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Revenues Adjusted EBITDA margin % % 3 25 2 15 1 5 Petrotel 17.6% 21.8% 15.% 16.8% 18.2% 184 18 175 17 167 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Revenues Adjusted EBITDA margin % 25% 2% 15% 1% 5% % Revenue was PLN 167m in Q3 217, down by 2% compared to Q2 217 and down by 1% y-o-y RGUs at 1,526k (-2% q-o-q, -7% y-o-y) Adjusted EBITDA was PLN 29m with a margin of 18,2% Higher profitability in Q3 217 possible among others thanks to optimisation of advertising and promotion spendings 9 8 7 6 5 4 3 2 1 39.8% 6 48.7% 7 36.8% 36.% 4.7% 5 5 6 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Revenues Adjusted EBITDA margin % 5% 4% 3% 2% 1% % One-off revenue related to the projects executed by the Company results in q-o-q fluctuations in both top-line and EBITDA margin 1 B2B comprises Business, Carrier customers sub-segments and TK Telekom. 2 B2C comprises Residential and SOHO customers sub-segments inwestor.netia.pl 3
Total Netia Total RGUs by product and access type 3, 2,5 2, Total Netia RGUs ( ) -1.5% -1.9% -1.9% -1.6% -32-42 -33-4 2,162 2,13 2,9 2,48 2,15 15 112 177 119 182 128 184 136 186 188 On-net and off-net RGUs 3, 2,5 2, ( ) -1,5% -1,9% -1,9% -1,6% -32-4 -42-33 2,162 2,13 2,9 2,48 2,15 1,5 715-18 697-16 681-15 -14 667 652 1,5 932 959-34 898 932-3 868 898-2 848 868-21 828 848 1, 1, 5 1,166 1,14-26 -34 1,16-38 1,68-28 1,4 5 1,231-9 1,231 1,222 1,231-22 1,2 1,222-12 1,188 1,2 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Voice Broadband TV Mobile On-net RGUs Off-net RGUs Comments Drop in total RGUs in Q3 217 results mainly from strategic defocus of lower margin WLR and BSA services (focus on retention) At the end of Q3 217 share of on-net RGUs in total Netia services was 59% (+2pp y-o-y) inwestor.netia.pl 4
Total Netia Revenue development by service Revenue breakdown by service Data revenue 1 breakdown by access 4 35 3 25 373 372 365 361 356 9 94 93 97 99 2 15 167 165 162 159 157 44 46 45 46 45 2 15 167 165 162 159 157 1 4 38 36 35 33 1 5 116 112 19 15 1 5 82 81 8 79 78 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Voice Revenues Data Revenues Other Revenues Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Own network - broadband Regulated access - broadband Own network - other data Voice revenue breakdown by access Other revenue 2 14 12 1 8 6 4 2 116 2 112 19 2 2 62 59 57 54 51 52 51 51 49 47 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Own network Regulated access Indirect voice and other 15 2 1 2 12 1 8 6 4 2 9 39 94 93 4 4 97 99 4 41 3 33 32 37 4 21 21 21 2 18 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Interconnect Wholesale Other inwestor.netia.pl 5 1 Including revenues from VAS, elsewhere reported as Other Telecommunication revenue 2 Includes revenues from TV services
B2B Overview inwestor.netia.pl 6
B2B Operations Revenue split and profitability Revenue by service Profitability in B2B Segment 2 18 182 185 184 186 184 3 6% 16 14 12 55 57 59 62 62 25 2 39.6% 38.7% 36.9% 36.% 38.4% 5% 4% 1 8 6 42 41 4 39 37 44 46 45 46 45 15 1 182 185 184 186 184 3% 2% 4 5 1% 2 41 4 4 39 39 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 % Broadband Other Data Voice Other services Revenues Adjusted EBITDA margin % Comments Trends in broadband and other data services stable despite a competitive market environment Higher q-o-q and stable y-o-y profitability despite a strong price pressure in B2B Segment inwestor.netia.pl 7
B2B financial performance Adjusted B2B EBITDA bridge for 9M 217 25 23 3 21 19 2127 13 12 1 1 4 8 8 173 Actual 9M 217 vs 9M 216 17 15 13 221 25 11 9 7 5 Adjusted EBITDA 9M 216 Revenue change (RGU) Revenue change (ARPU) Revenue change (IC) IC service costs change Other service costs change Acquisition cost Variable cost Fixed costs Adjusted EBITDA 9M 217 Increase in Adjusted EBITDA Decrease in Adjusted EBITDA Comments ARPU decline related to a visible price pressure in voice and data services Lower fixed and variable costs reflect a number of optimization initiatives introduced by the Company Interconnect service costs increase in 9M 217 related to higher wholesale revenue inwestor.netia.pl 8
B2B Segment development netianext 3 25 2 15 1 5 A dynamic increase in the number of new projects 146 139 127 119 114 17 69 21 21 19 2 42 16 31 14 15 7 1 3 4 Jan-17 Feb-17 Mar-17 Apr-17 Maj-17 Jun-17 Jul-17 Aug-17 Sep-17 Oct-17 16 14 12 1 8 6 4 2 Product Portfolio: WLAN WiFi Marketing Data Center Cloud Computing Security Unified Communications as a Service IT Integration Projects value () Number of projects The most interesting projects completed or in progress (expected completion in 217) Implementation of WIFI services with ads distribution in 3k customer locations Deployment of WLAN service with customer analysis in 2 locations of large retail network Online store based on Netia cloud computing for the pharmacy network Migration of IT systems to Netia s cloud computing (car dealership company) inwestor.netia.pl 9
B2C Overview inwestor.netia.pl 1
B2C Operations RGUs and ARPU per Customer RGUs by access type 1,8 1,6 1,4 1,2 1, 8 6 4 2 ( ) -32-27 -27 1,639 1,67 1,58 1,553 1,526 873-31 842-24 818-19 799-19 78 767-2 765-3 762-8 754-8 746 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217-27 Customers and RGUs ( ) 1,8 1.55x 1.57x 1.59x 1.6x 1.61x 1,6 1,639 1,4 1,67 1,58 1,553 1,526 1,2 1, 8 6 4 1,54 1,24 996 971 946 2 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 1.6 1.4 1.2 1..8.6.4.2 On-net RGUs Average ARPU per Customer Off-net RGUs Comments Customer locations RGUs RGUs x 65 6 55 5 45 4 35 3 25 2 PLN 56 56 56 56 56 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Share of on-net RGUs up by 2 pp y-o-y to 48% TV cross-sell, higher broadband speeds offered and unlimited voice keep ARPU per customer at a relatively stable level On-net bundling increases number of RGUs per customer Most customer losses are single play off-net voice (WLR) and off-net broadband (BSA) inwestor.netia.pl 11
B2C Operations RGUs by service 1 Broadband ports 1 9 8 7 6 5 4 3 2 1 ( ) Voice lines -15-12 -14-14 1-29 -25-24 -23 661 646 634 62 66 173 165 157 151 146 18 12 98 93 89 223 1 21 1 198 1 187 1 177 1 157 1 171 181 1 189 1 195 1 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Own network - NGA Own network - legacy LLU BSA 9 8 7 6 5 4 3 2 1 ( ) 74 675 65 626 63 47 388 372 358 344 83 79 75 72 69 214 28 23 196 19 ` Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Own network LLU (VoIP) WLR TV services 18 16 14 12 1 8 6 4 2 ( ) 61% of broadband customers served directly via Netia s own network (+4 pp y-o-y) 49% of on-net broadband customers now take TV services from Netia 3% increase on mobile services y-o-y inwestor.netia.pl +5 +2 +2 +2 173 178 18 182 184 ` Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 Mobile services 16 14 12 1 8 6 4 2 ( ) +6 +7 +1 +7 12 18 115 Q3 216 Q4 216 Q1 217 Q2 217 Q3 217 1 In Q3 217, as a result of reclassification 1.9k broadband services have been transferred from Own network NGA to Own network legacy. To maintain comparability historical data were adjusted for the same number of services 125 132 12
B2C financial performance Adjusted B2C EBITDA bridge for 9M 217 115 15 Actual 9M 217 vs 9M 216 95 85 75 65 55 45 15 46 12 1 33 3 1 11 5 2 85 35 25 15 Adjusted EBITDA 9M 216 Revenue change (RGU) Revenue change (ARPU) Revenue change (IC) Service cost change RGU Acquisition cost Retention Costs Unit Price Variable cost A&P cost Other fixed costs Adjusted EBITDA 9M 217 Increase in Adjusted EBITDA Decrease in Adjusted EBITDA Comments ARPU decline related mainly to a decrease in off-net RGUs (WLR, BSA, LLU) and bundling of services Lower service cost reflects lower off-net rental payments to incumbent and lower interconnection costs Lower variable costs reflect a number of optimization initiatives introduced by the Company inwestor.netia.pl 13
B2C Projects Key B2C activities in Q3 217 Network modernization Project XXI Initiative Back to school Acquisition efficiency for modernized networks (Sales BB / HP) Most effective regions Least effective regions Average.43%.31%.22%.2%.2%.19%.26%.22%.25%.25%.1%.13%.14%.14%.15% 217-5 217-6 217-7 217-8 217-9 Dynamics of penetration change in selected cities for modernized areas (217 r. vs 216 r.) Average annual dynamics 216 r. Average annual dynamics 217 r. 1.68% Diverse communication radio, btl, digital, mobile Non-standard actions sampling in academic centers Different from competitors broadband + mobile data -.36% inwestor.netia.pl 14
Netia Group Financial Overview inwestor.netia.pl 15
Financial Performance Loan agreement with European Investment Bank On October 24, 217 Netia signed the loan agreement with European Investment Bank for co-financing modernization of Company's B2C access network to NGA standard for the amount up to Eur 5m Terms of agreement: total amount up to Euro 5m first instalment will not be paid earlier than two years after the loan payment date payment of the last instalment shall not be made later than at the end of eighth year after the loan payment date Payment schedule Years 1 2 3 4 5 6 7 8 Payments.%.% 17.5% 2.% 2.% 15.% 15.% 12.5% inwestor.netia.pl 16
Financial Performance Key figures for Q3 217 216 217 216 vs 217 (PLN ) Q1 Q2 Q3 Q4 Q1 Q2 Q3 9M 216 9M 217 y-o-y Revenues 39,494 386,874 372,92 371,683 364,56 361,21 356,21 1,15,288 1,81,98 (5.9%) Change (y-o-y%).5% 1.7% (6.9%) (7.7%) (6.7%) (6.6%) (4.5%) (1.6%) (5.9%) Adjusted EBITDA 11,953 115,196 17,36 114,257 96,8 97,388 13,193 333,185 296,589 (11.%) Margin (%) Change (y-o-y%) 28.4% (2.3%) 29.8% 4.4% 28.7% (13.2%) 3.7% 2.4% 26.3% (13.5%) 27.% (15.5%) 29.% (3.6%) 29.% (4.%) 27.4% (11.%) EBITDA 17,128 114,88 12,99 11,594 94,327 98,913 98,44 324,845 291,644 (1.2%) Margin (%) 27.4% 29.7% 27.6% 27.3% 25.9% 27.4% 27.6% 28.2% 27.% Change (y-o-y%) (3.9%) 1.9% (16.3%) (.3%) (11.9%) (13.8%) (4.4%) (6.4%) (1.2%) Depreciation 16,976 12,12 97,573 94,553 79,13 78,565 76,976 36,651 234,644 (23.5%) Adjusted EBIT Margin (%) 3,978 1.% 13,94 3.4% 9,463 2.5% 19,74 5.3% 16,95 4.6% 18,823 5.2% 26,217 7.4% 26,534 2.3% 61,945 5.7% 133.5% EBIT Margin (%),152.% 12,76 3.3% 5,336 1.4% 7,41 1.9% 15,224 4.2% 2,348 5.6% 21,428 6.% 18,194 1.6% 57, 5.3% Comments Adjusted EBITDA Margin q-o-q stable despite continuous price pressure in both commercial segments inwestor.netia.pl 17
Financial Performance Adjusted EBITDA reconciliation to Net Results PLN 9M 216 9M 217 Change Adjusted EBITDA 333,185 296,589-11% Unusual Items: Integration costs (368) (442) +2% Restructuring costs (6,574) (4,984) 1-24% Transformation projects (99) (85) -91% Other one-off events (561) 6,64 2 na M&A related costs (1) - na Liquidation costs (1,479) - na Reorganization costs 1,651 (738) na USO Provision - (4.76) na EBITDA 324,845 291,644 Depreciation and amortization (36,651) (234,644) -23% EBIT 18,194 57, +213% Net financial expenses (6,86) (4,613) -24% Profit /(Loss) before tax 12,18 52,387 333% Current tax and deferred income tax 18,175 (1,887) Net Profit 3,283 41,5 37% -1% na Average number of outstanding shares (basic) EPS (in PLN, basic) 345,172,289.9 337,47,972.12 1 Mainly staff redundancies related to cost of employment restructuring in TK Telekom 2 Mainly sale of fixed assets in the amount of PLN 2.6m and releasing provisions related to disputes of PLN 3.5m inwestor.netia.pl 18
Financial Performance Capital Expenditure Capital investments by Operating Segments 1 2 18 16 14 12 1 152 3 55 185 4 1 8 6 4 2 93 82 9M 216 9M 217 B2B B2C Petrotel Comments Capital investments in the B2C segment reflect mainly customer equipment necessary to connect new residential customers to Netia s access network and network upgrades within Network of XXI Century project Investments in the B2B segment include mainly connecting new customers, switching B2B customers from radio access to fiber, colocation and extension of transmission network Capital expenditures for the network upgrades in the amount of PLN 57m in 9M 217 are presented in the B2C segment 1 Including TK Telekom in B2B segment inwestor.netia.pl 19
Conclusions Netia delivered a set of solid financial results for 9M 217, demonstrating relative business resilience against a visible competition and price pressure in a difficult market environment for both commercial divisions The Group s financial standing remains strong with a leverage at a convenient level.65x of the 216 Adjusted EBITDA at PLN 447m Pursuant to the Supervisory Board decision of August 29, 217 the composition of Netia Management Board is as follows: Ms. Katarzyna Iwuć President of the Management Board General Director, Chief Financial Officer Mr. Aster Papazyan Member of the Management Board B2B Market General Director Mr. Tomasz Dakowski Member of the Management Board B2C Market General Director Mr. Stefan Radzimiński Member of the Management Board Chief Technology Officer On October 24, 217 Netia signed the loan agreement with the European Investment Bank for co-financing modernization of Company s B2C access network to NGA standard for the amount up to Euro 5m inwestor.netia.pl 2
Disclaimer Some of the information included in this material contains forward-looking statements. Readers are cautioned that any such forward-looking statements are not guarantees of future performance and involve risks and uncertainties, and that actual results may differ materially from those in the forward-looking statements as a result of various factors. For a more detailed description of these risks and factors, please see Netia's most recent financial report and press release. Netia undertakes no obligation to publicly update or revise any forward-looking statements. inwestor.netia.pl 21
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