T-Mobile USA
Robert Dotson CEO & President
January 9, 2006
Disclaimer
This presentation contains forward-looking statements that reflect the current views of Deutsche Telekom
management with respect to future events. The words “anticipate”, “believe”, “estimate”, “expect”, “intend”, “may”,
“plan”, “project” and “should ” and similar expressions are intended to identify forward-looking statements. Forward- looking statements are based on current plans, estimates, and projections, and therefore
you should not place too much reliance on them. Such statements are subject to risks and uncertainties, most of which are difficult to predict and are generally beyond Deutsche Telekom`s control, including, without limitation, those factors set forth in “Forward-Looking Statements” and “Risk Factors” contained in Deutsche Telekom’s annual report on Form 20-F filed on March 15, 2005. If these or other risks and uncertainties materialize, or if the
assumptions underlying any of these statements prove incorrect, Deutsche Telekom’s actual results may be materially different from those expressed or implied by such statements. Deutsche Telekom does not intend or assume any obligation to update these forward-looking statements.
This presentation contains a number of non-GAAP figures, such as OIBDA, OIBDA margin, CPGA, CCPU, EBITDA and EBITDA adj. for special factors, EBITDA margin adj., capex, special factors, adj. net income, ARPU, free cash flow, and gross and net debt. These non-GAAP figures should not be viewed as a substitute for our GAAP figures.
Our non-GAAP measures may not be comparable to non-GAAP measures used by other companies. To interpret the non-GAAP measures, please refer to the “Reconciliation to pro forma figures” in the Q1/04 interim report or the
“Reconciliation to pro forma figures” posted on Deutsche Telekom’s Investor relations link under
www.telekom.de/investor-relations. With regard to OIBDA, OIBDA margin, CPGA, and CCPU, please see the reconciliation in the backup to this presentation and the T-Mobile USA earnings release published on November 9, 2005.
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U.S. Wireless Industry Robust Growth 2006
Industry Growth
Penetration headroom (mid to high 80s)
Carrier-slowed growth appears self-imposed
Landline replacement accelerating
Industry Consolidation
Price stability
Quality up—churn down
Industry Ecosystem
Renewed investment & innovation
Venture capital start-ups
Device & infrastructure suppliers
Wireless penetration (%)
146 50 56
63 70
2001 2002 2003 2004 2005E
Monthly churn rate (%)
22.77 2.73
2.36 2.35
1.98
2001 2002 2003 2004 2005E
1 Source: Citigroup.
2 Average of quarterly rates. Source: Merrill Lynch.
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Global T-Mobile Business Delivering U.S. benefits
Europe driven by stronger Germany
Europe: €4.0 billion cash contribution
1YTD ’05
Germany: €2.4 billion
Europe leading 3G: “web’n’walk—Internet in Your Pocket”
Testing and selective deployment of 4G platforms
Global scale 83 million customers
$1.6B in hard global savings
Infrastructure & handsets
U.S. current & future DT growth engine
Firm DT commitment to U.S.
Participation in AWS auction
1 Adj. EBITDA – capex. Europe incl. Eastern Europe.
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T-Mobile: Top Two in U.S. Growth
-1,000 0 1,000 2,000 3,000 4,000 5,000
Q3/01 Q3/02 Q3/03 Q3/04 Q3/05
-5,000 0 5,000 10,000 15,000 20,000 25,000
Service rev. OIBDA/adj. EBITDA Customers
($ million) 20.3 M (‘000)
Year over Year Performance
$3.2 B
$1.2 B
• Exceeded 20 Million Customers—Size “2003 AT&T Wireless”
• Consistent performance all metrics
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Delivering DT Profitable Growth Objective
1 Q1-Q3. OIBDA divided by total revenues less equipment sales.
OIBDA margin 31% in 2005 (thru Q3 2005)
Service revenues 2005
+24% to $9.0 billion OIBDA 2005
+54% to $3.1 billion
OIBDA margin (%)
124
27
31
YTD '03 YTD '04 YTD '05
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T-Mobile USA Happiest Customers in Wireless
Brand awareness 96%
Half the spending of other national carriers
1 M+ quality prepay customers past 12 months
1Back to Back #1 JD Powers—All 6 Regions
Overall Customer Satisfaction
Retail Service
Customer Care
Most focused wireless company
No significant impact of consolidation
Postpay churn reduced from 2.5% to 2.3%
(thru Q3 vs. 2004)
1 Q4 2004 – Q3 2005.
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Exploded Geographic Coverage 56% in 2005
Over 500,000 sq miles
1900 and 850 roaming
(Roaming cost per MOU down 87%
1—minimal CCPU impact)
~33,000 total cell sites
(Almost 3,500 in 2005 3,000+ planned in 2006)
Spectral Efficiency/Capacity AMR & SAIC
Rated #2 nationally JD Powers call quality performance study
1 1998- 2005.
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Cost Efficiency Operational Legacy
Rivaling or besting carriers 2x size
Disciplined marketing, sales and distribution
Scale benefits – 83 million customers globally
CPGA in Q3/05 ($)
1271 300
475
293
T-Mobile Cingular Sprint Nextel
Verizon
CCPU in Q3/05 ($)
124.65 25.35
31.04
21.66
T-Mobile Cingular Sprint Nextel
Verizon
1 Source: Citigroup estimates.
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Developing New Consumer Data Category
Data ARPU almost doubled since Q1 2004
Approaching 1 million Converged Device Users
~700k BlackBerry
300k Sidekick Data ARPU
1(in % of postpaid ARPU)
1 Does not include WiFi.
4.5 5.6
7.6 8.8
Q1 '04 Q3 '04 Q1 '05 Q3 '05
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Future Growth T-Mobile @ Home Opportunity
U.S. broadband penetration >40%
1(29% y-o-y increase)
Riding WiFi Asset/Knowledge base
Motorola, Nokia, and Samsung devices currently in user trials
Commercial launch 2
ndhalf 2006
1 U.S. broadband penetration in % of U.S. households (source: Citigroup)
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T-Mobile’s Mission: Most Highly Regarded Service Company in America…
Leading growth brand leveraging global scale
Top Rated by Customers
Driving consumer adoption of data
Delivering DT’s mission of Profitable Growth
Backup
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Customers (million)
14.3 15.4 16.3 17.3 18.3 19.2 20.3
12.8 13.7 14.5
16.1 16.8 17.5
1.5 1.7 1.8 2.0 2.2 2.4 2.8
15.3
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Customers Postpaid customers
Prepaid customers
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MOUs/Postpaid Customer/Month
817 885 908 907 921 960 985
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
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Churn (%)
3.0 2.8 3.0 3.1
2.8 2.8 2.9
2.6 2.4 2.6
2.3 2.3 2.4
6.9
5.7
6.6 6.6 6.4 6.4 6.6
2.6
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Blended churn Postpaid churn Prepaid churn
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ARPU ($)
54 54 55 55 55 56 55 56 54 54 54 55 53 55
29 30
28 29 28 27
24
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Blended ARPU Postpaid ARPU Prepaid ARPU
Figures in US$; US GAAP format.
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CCPU and ARPU - CCPU ($)
23 23 24
28
26 26
25
31 32
31
27 28 28 28
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
CCPU ARPU - CCPU
Figures in US$; US GAAP format. Q4/04 CCPU includes cumulative lease accounting charge taken in the fourth quarter which increased CCPU by $4.
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1 See T-Mobile USA earnings release published on November 9, 2005.
2 Q4/04 CCPU includes cumulative lease accounting charge taken in the fourth quarter which increased CCPU by $4.
US GAAP Reconciliation: CCPU
The cost of serving customers, or cash cost per user (“CCPU”), includes all network and general and administrative costs divided by the average total
customers during the period. We believe CCPU is an operating measure of the cost of serving a customer, and can be calculated and reconciled to T-Mobile USA‘s interim statement of operations
1as follows:
$ million Q3 ’04 Q4 ’04 Q1 ’05 Q2 ’05 Q3 ’05
Network costs 556 757 681 718 735
General and administrative 496 511 558 572 596
Total 1,052 1,268 1,239 1,290 1,331
Plus: Subsidy loss unrelated
to customer acquisition 100 122 172 153 133
Total cost of serving customers 1,152 1,390 1,411 1,443 1,464
CCPU ($/month)
224 28 26 26 25
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CPGA ($)
326 318
301
345 357
310
271
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Figures in US$; US GAAP format.
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US GAAP Reconciliation: CPGA
Cost per Gross Add (“CPGA“) is calculated by dividing the costs of acquiring a new customer, consisting of customer acquisition costs plus the subsidy loss on customer acquisition related to equipment sales, divided by gross customers added during the quarter. We believe that CPGA is a measure of the cost of acquiring a customer and we use CPGA as an integral part of our internal reporting. CPGA can be calculated and reconciled to T-Mobile
USA‘s interim statement of operations
1as follows:
$ million Q3 ’04 Q4 ’04 Q1 ’05 Q2 ’05 Q3 ’05
Customer acquisition costs 622 737 711 668 657
Plus: Subsidy loss
Equipment sales - 388 - 452 - 331 - 305 - 414
Cost of equipment sales 573 719 661 575 648
Total subsidy loss 185 267 330 270 234
Less: Subsidy loss unrelated to
customer acquisition - 100 - 122 - 172 - 153 - 133 Subsidy loss related to customer
acquisition 85 145 158 117 101
Total cost of acquiring customers 707 882 869 785 758
CPGA ($/new customer added) 301 345 357 310 271
1 See T-Mobile USA earnings release published on November 9, 2005.
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Service Revenues and OIBDA ($ million)
2,208
2,464 2,612 2,748 2,854 3,040 3,153
492
717 788
515
826
1,081 1,166
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Service revenues OIBDA
Figures in US$; US GAAP format. OIBDA for Q4/04 includes a $200 cumulative charge related to lease accounting, of which $176 million relates to prior quarters of 2004 and earlier years.
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OIBDA Margin in % of Total Revenues excl.
Equipment Sales
22
29 30
19
27
33 34
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
Based on figures in US$; US GAAP format.
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US GAAP Reconciliation: OIBDA
OIBDA is a non-GAAP financial measure, which we define as operating income
before depreciation and amortization. In a capital-intensive industry such as wireless telecommunications, we consider growth in OIBDA to be a meaningful indicator of potential future profitability. OIBDA should not be construed as an alternative to
operating income/loss or net income/loss as determined in accordance with GAAP, as an alternative to cash flows from operating activities as determined in accordance with GAAP or as a measure of liquidity. We also use OIBDA as an integral part of our
internal reporting to evaluate the performance of our senior management. We believe that operating income (loss) is the financial measure calculated and presented in
accordance with GAAP that is the most directly comparable to OIBDA. OIBDA can be reconciled to T-Mobile USA’s operating income (loss)
1as follows:
$ million Q3 ’04 Q4 ’04 Q1 ’05 Q2 ’05 Q3 ’05
OIBDA
2788 515 826 1,081 1,166
Depreciation and amortization - 295 -265 - 519 - 585 - 558
Operating income (loss) 493 250 307 496 608
1 See T-Mobile USA earnings release published on November 9, 2005.
2 OIBDA for Q4/04 includes a $200 cumulative charge related to lease accounting, of which $176 million relates to prior quarters of 2004 and earlier years.
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Capex 1 ($ million)
599 664
453 422
2,838
815
585
Q1/04 Q2/04 Q3/04 Q4/04 Q1/05 Q2/05 Q3/05
1 2004: not including joint venture with Cingular. Q1/05 capex include $2.46 billion related to the acquisition of the Cingular network in California and Nevada and $376 million related to other expenditures. Q2/05 capex include $235 million that were due to T-Mobile USA’s joint venture with Cook Inlet Region Inc. successfully being awarded mobile licenses in 35 markets by the FCC as a result of Auction 58.
Figures in US$; US GAAP format.