1. Results
Presentation
1Q10
TIM PARTICIPAÇÕES S.A. | Investor Relations
Rio de Janeiro, May 3rd 2010
2. TIM PARTICIPAÇÕES S.A. | Investor Relations
Disclaimer
. 1Q2010 Presentation and Earnings Release are presented in BR GAAP (without any accounting changes)
. Operational data are presented for TIM stand alone basis – in order to allow better comparison
. In addition, growth for net service revenues and EBITDA margin (pag. 2) are also presented in IFRS (following Telecom
Italia accounting report rule)
Agenda
1 year later: a Better Company (TIM Only)
1Q 2010 Economics & Financials (TIM+Intelig)
2010 Goal: Strengthening the Foundations
1
3. TIM PARTICIPAÇÕES S.A. | Investor Relations
Q1 snapshot: more Revenues, higher Profitability
Customer Base Net Service Revenues
%, Mln lines, EoP R$ Mln +6.2% in 3200
IFRS*
Customer +17.3% 42.4 2,997 3100
Base 36.1 45
+5.3%
6.6
3000
+6.9%
40
2,846
Post-paid 6.2 35
30
Voice
2900
25
Mobile
2800
Pre-paid 29.9 +19.5% 35.8 20
+12% YoY
TIM
15
2700
10
5
2600
0
1Q'09 1Q'10
2500
1Q'09 1Q'10
Market 23.6%
23.5% TIM + Intelig
share
(# lines) 2,985 +5.4% 3,146
EBITDA EBITDA Margin
R$, Mln %
806 180 ~29% in
+32.2%
160
25.8% IFRS*
140
120
20.1% 0
609 +570 bps 0
TIM
100
0
TIM 80
60
0
0
40
0
20
0
0
1 Q'09 1 Q'1 0 1Q'09 1Q'10
TIM + Intelig TIM + Intelig
~28% in
618 810 19.5% +530 bps 24.8% IFRS*
+30.9%
* IFRS figure according to controlling shr. report 2
4. TIM PARTICIPAÇÕES S.A. | Investor Relations
One year later: a Better Company
Quality of Service Sales Productivity Improvement
Drop calls Traffic Out Net Adds Post
% dropped calls Bln of Minutes Mln 0.2
10.2 12
1Q’09
1
1.1 1 10
5.2
Network 0.79
1
1
X2 8
6
1Q’10
1
4
1
1Q ’10 KPIs
1 2
-0.4
1
0
1Q’09 1Q’10 1Q’09 1Q’10
CSI IDA Quality Customer Base Net Adds Pre
Customer Satisfaction Caring Performance
Index Index (Anatel) 99.8% Mln Mln 1.1
36.1 42.4
93.4%
12 0
7.52 94
83
11 0
Caring 6.77
8
8
10
90
0
100% in
7
80
70
Ranking March 0.1
7
60 Anatel
6 50
1Q’09 1Q’10 1Q’09 1Q’10 1Q’09 1Q’10 1Q’09 1Q’10 1Q’09 1Q’10
“Breaking the Rules” Innovation Efficiency Cost Control
#1
Market Research Nov/Dec 2009* Costs % on services revenues
∆ pp vs. (as % of
previous wave
#4 Revenues) +570 bps
in Margin
#1 in Commercial -400 bps
34 +9pp 1Q’09 1Q’10 1Q’09 1Q’10 costs and
Innovation Bad Debt 1Q’09 1Q’10
Player 1 28 +3pp
Industrial -170 bps
costs
Player 2 and ITX 1Q’09 1Q’10
25 +3pp
Player 3 32 Personnel
-5pp and -150 bps
G&A costs
1Q’09 1Q’10
* % of respondents which indicated the operator as “innovative company” 3
Data refers to TIM only
5. TIM PARTICIPAÇÕES S.A. | Investor Relations
Quality of Service (1/2) : Network Reliability
Radio transmission 2G (Capacity) Drop Call
# TRX Activated % dropped calls 100% of
1
1.1 network
1
3,852 quality in
1
March
1
352 x11 0.79 1
1
CAPEX
1
1
Mln R$ 1Q’09 1Q’10
1Q'09 1Q'10 Outgoing
5.1 2x 10.2
567 Traffic (bln min)
194 3X
3G Roll-out 3G Coverage
# Node-B Activated
# Cities % Population
1,020
1Q'09 1Q'10 >2x 140
47%
x5
120
193 74
•1 city per day 32%
100
80
131
•1 antenna per hour
60
57
40
20
(2G / 3G / 0
1Q'09 1Q'10 EoY’09 Apr 10 EoY'09 Apr 10
Radio Microwaves)
4
Data refers to TIM only
6. TIM PARTICIPAÇÕES S.A. | Investor Relations
Quality of Service (2/2) : Caring enhancement
Lead time Caring Performance Index
Lead time (in seconds) before Anatel Index, %
answered by an attendant
92.32
Service -36% 83.35
+9 pp
Level
1Q'09 1Q'10 1Q'09 1Q'10
# Call / Customer Customer Satisfaction Index
Average call per customer Market Research
7.52
+11%
Efficiency -42% 6.77
1Q'09 1Q'10 1Q'09 1Q'10
5
Data refers to TIM only
7. TIM PARTICIPAÇÕES S.A. | Investor Relations
Improved Sales Productivity 1Q 2009 vs. 1Q 2010
∆Productivity 1Q’09 vs 1Q’10
∆Capillarity 1Q’09 vs 1Q’10
Key Success
Post Paid Business Factors
Net Adds Post Paid MNP Post Paid
Productivity
Mln % Port IN / Port Out
0.2
+
+61% 156%
Coverage
0% 100%: Gain
In=Out
- Loss
- 0% + # agents
Post Paid Consumer -0.4 32%
Productivity 1Q’09 1Q’10 1Q’09 1Q’10
+ +172% Value Value
Quality
0%
Net Adds Pre Paid SAC and SAC/ARPU
-
Mln R$/Gross Adds
1.1
- 0% + # point of sales SAC 104
Pre Paid Consumer -25% 78
Productivity
+ +16% 0.1
1Q’09 1Q’10
Alternative Efficiency
0% channels 1Q’09 1Q’10 SAC/ARPU 4.0 3.3
Traditional +193%
-
channels Volume Efficiency
- 0% + # point of sales
6
Data refers to TIM only
8. TIM PARTICIPAÇÕES S.A. | Investor Relations
Innovation and Offering
Innovation (ranking) Key Success Factors
Post-paid Pre-paid Market Research Nov/Dec 2009* ∆ pp vs. Market Research Nov/Dec 2009,
previous Customers top 5 factors in choosing an operator
wave
• “All you can eat” • Pay per call vs. traditional Best promo 100
community based (local and pay per minute 34 +9pp #1
long distance) • Community based local and Leadership 83
Player 1 28 +3pp
• Chip-only + handset sales in Long Distance (Local=Long Own customers 82
advantages
12x (unlocked) Distance)
Player 2 25 +3pp
Best coverage 80
Player 3 Services tailored
32 -5pp for their needs 78
Liberty / Infinity Post-Paid Infinity Pre-Paid
Customer Base, Mln lines Customer Base, Mln lines
1.1 22
•Attractive: More Gross Adds
0 0
1Q’09 1Q’10 1Q’09 1Q’10
•Efficient: lower handset
dependence
•Profitable: MARPU accretive
*% of respondents which indicated the operator as “innovative company” 7
9. TIM PARTICIPAÇÕES S.A. | Investor Relations
Reshaping traffic to core business
MOU ARPU
Minutes/line/month R$/month
+42% 100 Total 26.2 -8.6% Ability to maintain ARPU
24.0
18
outgoing voice flat despite CB
Total 70
-20% Incoming 9.5 -22% 6.9 growth of 17%
Incoming 22
Outgoing 48
+70% 82
Outgoing 17.4 stable 17.1 ARPU outgoing voice = 60%
over total ARPU
1Q'09 1Q'10 1Q'09 1Q'10
Voice Outgoing 14.6 stable 14.4
Reshape traffic profile
Lower MTR Exposure ARPU Contribution (MARPU) towards core business:
R$ Mn R$/month
- Outgoing vs. Incoming
Incoming -10% On-net 26.2 -8.6%
ARPU 24
Revenues strategy - On-net vs. Off-net
ITX, subsidy,
bad debt
ITX Costs -15% Lower MTR exposure
<35% of MARPU Slight
Contribution -0.3%
EBITDA increase Improving traffic contribution
>45% of
(MARPU)
1Q'09 1Q'10 1Q'09 1Q'10
EBITDA
8
Data refers to TIM only
10. TIM PARTICIPAÇÕES S.A. | Investor Relations
Agenda
1 year later: a Better Company (TIM Only)
1Q 2010 Economics & Financials (TIM+Intelig)
2010 Goal: Strengthening the Foundations
9
11. TIM PARTICIPAÇÕES S.A. | Investor Relations
1Q 2010 Economics
Revenues Mix (% on Gross Service Revenues) Efficiency Plan
R$ Millions YoY % % on services revenues
100%= 4,080 4,341 +6.4% Commercial -400 bps
costs and
Bad Debt 1Q'09 1Q'10
Local +9%
Industrial
TIM
LD +25% -170 bps
Mobile costs
58% 62% and ITX 1Q’09 1Q'10
Outgoing Business
Generated +12% Personnel
and -150 bps
G&A costs
1Q'09 1Q'10
Fixed 6%
6%
VAS 11%
11%
Commercial -360 bps
costs and
TIM + Intelig
Incoming 25% Business -11% Bad Debt
21% 1Q'09 1Q'10
Received
Industrial -170 bps
costs
1Q'09 1Q'10 and ITX 1Q’09 1Q'10
Net Service
Revenues 2,985 3,146
Chip-only
+5.4% Personnel
and -140 bps
Net Handsets 189 124 strategy G&A costs
Revenues -34% 1Q'09 1Q'10
R$ Millions
+30.9%
618 810
EBITDA
1Q'09 1Q'10
25.8% TIM only
EBITDA +530 bps (+570 bps YoY)
19.5% 24.8%
Margin 10
12. TIM PARTICIPAÇÕES S.A. | Investor Relations
Inverted bottom line Results: from loss to Net Income
R$ Millions
Net Profit
30
(165)
(667.2)
809.8 1Q'09 1Q'10
(73.7)
142.6
(38.9)
30
EBITDA Depreciation & EBIT Net Financial Taxes and Net Profit
1Q'10 Amortization Expenses Others
1Q'09 618.5 (672.0) (53.5) (68.8) (43.0) (165.2)
YoY 191.3 4.8 196.1 (4.9) 4.0 195.2
11
13. TIM PARTICIPAÇÕES S.A. | Investor Relations
Improved Financial Results
Free Operational Cash Flow Net Financial Position
R$ Millions R$ Millions
-15%
Net Financial Position
810 3X CAPEX
(950)
(950)
4Q’09 1,684
Oper Cash Flow (716)
(576) (716) 3,017 Non-Oper Cash Flow (158)
2,557
∆ Working 1Q'10 2,557
EBITDA CAPEX Oper.
Capital
OCF
1Q09* 618 (1,666) (194) (1,251)
∆ YoY +192 +716 (382) +535 1Q09* 1Q10
* TIM stand-alone
R$ 4.1 billion (of which 67% on long term)
Gross Debt
~27% of debt is denominated in foreign currency (100% hedged)
Average Annual
9.9% in 1Q'10 vs. 12.5% in 1Q'09 and 9.7% in 4Q’09
Cost
12
14. TIM PARTICIPAÇÕES S.A. | Investor Relations
Agenda
1 year later: a Better Company (TIM Only)
1Q 2010 Economics & Financials (TIM+Intelig)
2010 Goal: Strengthening the Foundations
13
15. TIM PARTICIPAÇÕES S.A. | Investor Relations
2010 priorities to complete Company Repositioning
“Keep the Pressure” in the Voice Market “Ready to Go” on Data
1 Penetration: focus on weak areas 3a “Market rules” strategy:
- Internet key: selective approach
- Ultimate smartphone offering
2 FMS:
Penetration Usage Data 3b “Breaking the Rules” (LAN house
- MOU intensive strategy substitution):
1 2 3
- Tim community - Low cost platform devices
- Innovative offering
Maintain/Gain
Focus on 3Q
market share
Priorities
Network integration TIM
One back-bone
Business relaunch Property radio backhauling
Double 2G Capacity
Lean Organization Double 3G Coverage Intelig
Intelig: One Network
A New Turnaround Tim + Intelig
Intelig Re-launch Build a Superior Network
14
16. TIM PARTICIPAÇÕES S.A. | Investor Relations
Intelig: A New Turnaround
Intelig Reason Why Capex / Opex Saving
Cumulated Saving 2010-2012, Bln R$
TIM: Avoid Leased Lines costs explosion due to Data growth
1.2 Avoided
0.6 costs:
Leased Lines costs CAGR ’09-’12
0.6 - Fiber optic
Bln R$
+25% metro rings 2010 Focus
Opex Capex Total (CAPEX)
Inertial savings savings Saving - Incremental Network •Backbone / MANs
Expected ~ flat Leased Lines Integration
2009 2010 2011 2012
(OPEX)
Competitive advantage: Marketing •Brand / Offering:
Fiber based property backhauling, directly linked to low incremental cost (Long Distance revamping as of 2Q
main Base Stations to support Data transfer calls and mobile Data growth)
Go to •Intelig dedicated to
market fixed and convergent
Intelig Option Value Revenues Growth
services
Cumulated Saving 2010-2012, Bln R$
commercialization
SME Organi- •Lean approach to
Top Clients Consumer staff
SoHo ~2.0 zation
X3
Residential
Attack Fixed ~0.7 Business
Integrated Fixed/Mobile Incumbents
Wholesale
Solutions multiple play (DDD, local voice,
TIM fixo/web) 2009 2010 2011 2012
15
17. TIM PARTICIPAÇÕES S.A. | Investor Relations
Build a Superior Network
Network Infrastructure
Key actions
Backbone
Network targets and priorities
Back-
Metro
hauling
1 One single backbone By July
(TIM - Intelig) Leased PoP PoP
2010-12 2010 2010
lines
3G Coverage ~6,000 ~3,500 ~2,000
2 Link to Intelig MANs (# antennas)
BTS Node-B BTS
3 Roll-out microwaves 2G Capacity
(# Radio >50,000 >15,000 >10,000
backhauling
transmissions)
Access Access Access
2G/Edge 3G/HSDPA 2G/Edge
4 Double 3G coverage 2G Coverage 1,500 ~750 >400
(# BTS)
5 Double 2G capacity Radio
Backhauling ~10,000 >4,000 >2,000
(# Microwaves)
Efficiency & reliability in Backhauling Phase 1 high-speed project in
San Paulo: 14 Mbps downlink
Microwaves replacing leased lines
From … To …
2010 “peak season”
Buy 65% 35% Buy for Network roll-out
vs. vs.
Make 35% 65% Make
16
18. TIM PARTICIPAÇÕES S.A. | Investor Relations
Take Aways
A better Focus on fundamentals: Quality, Innovation and Sustainability
company Improved sales force productivity: +17% YoY Customer Base and inverted Net Adds
trend in Post Paid (voice), with lower SAC
Re-shaped traffic to core business, with better contribution and lower MTR exposure
Economics & Service Revenues: +5.4% YoY (TIM only: +5.3% ) “entirely on voice outgoing +12%”
Financials EBITDA: +31% YoY
EBITDA margin: 24.8%, +530 bps YoY (TIM only: 25.8%, +570 bps YoY)
Inverted bottom line results: positive net income in Q1 (vs. -165 mln R$ loss YA)
Better cash flow generation: +535 mln R$ vs. YA, with tripled CAPEX
Consistent debt reduction: -460 mln R$ vs. YA
Looking 2010 priorities to complete Company repositioning:
forward - Push on Fixed Mobile Substitution
- Enhance Data business as of H2
- Intelig network integration and business re-launch: a new turnaround
- Fast roll-out of 3G Network Coverage and 2G Capacity
17