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Marketing with NB Financial




Germain Lamonde
Chairman, President & CEO
January 10, 2013
Forward-Looking Statements
Certain statements in this presentation, or given in response to your questions, may constitute
forward-looking statements within the meaning of the Securities Act of 1934. The Private
Securities Litigation Reform Act of 1995 provides “safe-harbors” for such forward-looking
statements and we intend that any forward-looking statements made today be subject to the
safe harbors. We caution you that any forward-looking statements are just predictions. They
are not guarantees of future performance and involve risks and uncertainties. Actual results
may differ materially from those projected in forward-looking statements and we invite you to
review the company’s most recent filings with the Securities and Exchange Commission or
Canadian securities commissions for a discussion of the factors at risk. These forward-looking
statements speak only as of the date of this presentation and, unless required by law or
applicable regulations, we will not be reviewing or updating the material that is contained
herein.

Annual financial data in this presentation is prepared in accordance with international financial
reporting standards (IFRS) and Canadian generally accepted accounting principles (GAAP).
Quarterly financial data is prepared in accordance with IFRS. For a reconciliation of adjusted
EBITDA to net earnings (loss), refer to the Q1 2013 press release or the “Non-IFRS Measures”
section on EXFO’s website.


                                                                             © 2013 EXFO Inc. All rights reserved..   2
EXFO at a Glance




Who We Are                         What We’ve Done                      Where We’re Going
› No.2 supplier in portable        › Gained market share year-in        › Increase wireless presence
  telecom testing and innovation     and year-out for past 27 years
                                                                        › Enable network operators to
  leader in IP service assurance   › Ten-year sales CAGR of 20%           reduce operating expenses
› Helping network operators and    › Difficult market in FY 2012
                                                                        › Expand share of wallet with
  equipment manufacturers             › EXFO sales: -7% YoY while         Tier-1 operators
  design, deploy and monitor IP         double-digit market decrease
  fixed and mobile networks           › Restructuring: Expected         › Accelerate profitability through
                                        annual savings of $8.0 M and      execution
                                        restructuring costs of $2.6 M


                                                                                 © 2013 EXFO Inc. All rights reserved.   3
Global Organization
                                           Americas

                                         › FY 2012 Sales: $130.6 M
                                         › Growth YoY: -4.6%
                                         › Sales Split: 52%


                                           EMEA

                                          › FY 2012 Sales: $71.0 M
                                          › Growth YoY: -16.4%
                                          › Sales Split: 29%


                                           Asia-Pacific
› No.1 in portable optical testing
› No.2 in portable telecom testing        › FY 2012 Sales: $47.3 M
                                          › Growth YoY: +1.2%
                                          › Sales Split: 19%
      2000 CUSTOMERS IN >100 COUNTRIES
      1700 EMPLOYEES IN >25 COUNTRIES
                                               © 2013 EXFO Inc. All rights reserved..   4
Bandwidth Demand



                                        Global IP traffic
                                     Up 4X from 2011-2016

                                        Mobile IP traffic
                                         Up 18X (Cisco)




        DESPITE STRONG FUNDAMENTAL DRIVERS,
  CHALLENGING CONDITIONS FOR WIRELINE MARKET IN 2012

                                              © 2013 EXFO Inc. All rights reserved.
                                              © 2013 EXFO Inc. All rights reserved.   5
                                                                                      5
US Carrier CAPEX

                        Capital Intensity
20.0%
                                               15.6%
18.0%                           14.6%                                15.1%
16.0%               13.3%
          12.7%
14.0%
12.0%
10.0%




                                                                                         Source: Morgan Stanley
8.0%
6.0%
4.0%
2.0%
0.0%
          2010      2011         2012E           2013E                 2014E

           AT&T   Verizon    Sprint      T-Mobile        Average


        4G/LTE AND COMPETITION TO DRIVE INVESTMENTS

                                                            © 2013 EXFO Inc. All rights reserved..                6
Growth Strategy


Increase Wireless    Enable Operators      Expand Share of               Accelerate
    Presence         to Reduce OPEX        Wallet with Tier-1          Profitability via
                                              Operators                  Execution




 Wireless sales to     Key productivity       Doing business         Combining revenue
 continue growing       differentiators,   with ~80% of top-100       growth with a tight
  (~24% of sales     FTB Ecosystem and     operators worldwide       control on expenses
    in FY 2012)        EXFO Connect



        EXPANDING MARKET SHARE FOR 27 CONSECUTIVE YEARS

                                                                  © 2013 EXFO Inc. All rights reserved..   7
Riding the Right Waves

                                  Market-Driven Innovation
                                    › Wireless backhaul
                                    › 4G/LTE, 3G
                                    › DAS, RRH
                                    › 100G upgrades
                                    › FTTH, VDSL2
                                    › OPEX via efficiency

                                  Focus on Execution
                                    › Unmatched customer
                                      experience



INNOVATION AND EXECUTION ENABLE MARKET-SHARE GAINS


                                            © 2013 EXFO Inc. All rights reserved..   8
Revenue Mix/Gross Margin Evolution

   FY 2006          |    FY 2012                                     Gross Margin
                                                           70%



                                                           65%
11%
                                                           60%




                                           In % of sales
                        45%
                                    55%                    55%



                                                           50%
       89%
                                                           45%


Sales: $107.4 M          Sales: $250.0 M                   40%

                                                                 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012
         Protocol       Other




        MOVING TOWARD HIGHER-MARGIN, PROTOCOL-LAYER SALES


                                                                                    © 2013 EXFO Inc. All rights reserved..   9
Telecom Market




                                                                                                               PROTOCOL
                                                                                                                          (Wireless, Serv. Assurance,
                                                     PHYSICAL




                                                                                                                          Transport & Datacom)
                                                                (Optical & Access)
TAM                               $700 M                                                    $3.2 B
SAM                               $550 M                                                    $1.8 B
Annual growth rate                  ~5%                                                      ~15%
Sales ― FY 2012                  $135.1 M                                                 $113.7 M
Sales growth ― FY ’12/’11          -14.5%                                                      4.4%
Five-year sales CAGR                3.9%                                                     46.1%
Gross margin profile            Low-60s (%)                                              Mid-70s (%)
Major competitors           JDSU, Anritsu, Sunrise                                   JDSU, IXIA, Tektronix



       PROTOCOL TO DRIVE REVENUE & EARNINGS GROWTH

                                                                                           © 2013 EXFO Inc. All rights reserved.                        10
Physical-Layer Business




         PORTABLE OPTICAL                          COPPER ACCESS
›   No. 1 player with >35% market share   › Product portfolio optimized for high-
›   Market dominance in OTDR testing        speed copper links
                                          › New MaxTester series secured
›   Key differentiator: iOLM software       contract wins with three tier-1
›   Market leader in dispersion testing     North American operators
›   Unmatched product breadth & depth     › Supports pair bonding & vectoring
                                            (100 Mb/s)




                                                                   © 2013 EXFO Inc. All rights reserved.   11
Protocol-Layer Business




TRANSPORT AND DATACOM                               WIRELESS                         SERVICE ASSURANCE
› Multi-service analyzers for            • Protocol analyzers: 4G/LTE and 3G     › Probe-based systems targeted at
  SONET/SDH, OTN and Ethernet              test solutions for deployment and       medium to large network operators
                                           troubleshooting applications
  rates from 10M to 100G                                                         › Primary focus on active testing to
                                         • Network simulators: Large-scale
› Comprehensive portfolio for wireless     emulation of subscriber sessions to     validate service-level agreements
  backhaul                                 test routers, gateways and session    › Monitoring multi-play services with
› Pioneered new standard for Ethernet      border controllers                      a single platform is key differentiator
  testing (EtherSam)                     • Stratgic partnership with Artiza
                                           Networks to offer highest-capacity,
                                           end-to-end simulation solution


                                                                                           © 2013 EXFO Inc. All rights reserved.   12
Key Differentiator




     PUTTING INTELLIGENCE INTO OUR PLATFORMS!


                                          © 2013 EXFO Inc. All rights reserved.   13
FTB Ecosystem + EXFO Connect + EXFO Apps Store


          EXFO Apps Store                                                                         ›
                                                                                                  ›
                                                                                                      Test Equipment Manager
                                                                                                      Test Data Manager
        Contains: S/W releases & updates,                                                         ›   GPS/Route Optimization
        new applications, training material,
                                                                                                  ›   Work Ticket Management
              productivity tools, etc
                                                                                                  ›   License sharing or rental
                                                                                                  ›   Training Management
                                                                                                  ›   Etc. (from EXFO or 3rd parties)



FTB Ecosystem                            Download applications and
(20+ optical, transport, datacom        configurations onto platform                            Automatically
 and copper acces test modules)
                                                                                               close job ticket               › Notification
                                                                                                 Corporate                    › Billing
                                                                                                   OSS                        › Signature
                                                 Search and
                                                                                      Pass                                    › Next work
                                               request custom
                                                                                     results                                    order
                                                configuration
                                                                                                                              › Etc.




                                                  Automatically upload
                                                      test results                REDUCES OPEX for
     Load configuration and
    immediately start testing                                                      Operators & NEMs
                                                                         › Established base of ~40,000 compliant platforms

                                                                                                         © 2013 EXFO Inc. All rights reserved..   14
Financial Snapshot
                  $300                                                                                     Revenue
                                                                                                 70.0%


                                                                                                          › $250 M (-7% YoY)
                  $250                                                                           60.0%    › Gained market share
                                                                                                          › FY’13: 6-10% growth
                                                                                                            (estimate)
                                        Sales CAGR of 20%
                                                                                                 50.0%


                  $200
                                         over last 10 Years                                      40.0%
                                                                                                           Gross Margin

                                                                                                          › Improved to 63.3%
                  $150                                                                           30.0%
                                                                                                          › Up 9X out of 10 years
                                                                                                          › FY’13-15: Trending up
                                                                                                 20.0%

                  $100


                                                                                                 10.0%
                                                                                                           Adjusted EBITDA Margin

                   $50
                                                                                                 0.0%     › 7.3% in FY’12 from
In US$ Millions




                                                                                                            13.5% in FY’11 due to
                                36%    34%    21%      24%      -5%    32%     33%       -7%                lower revenue level
                                                                                                 -10.0%
                                                                                                          › Mid-term goal: 15%
                         2004   2005   2006   2007     2008     2009   2010     2011      2012

                          Revenue                Gross Margin           Adjusted EBITDA Margin
                                                                                                             © 2013 EXFO Inc. All rights reserved..   15
We plan on increasing our sales volume
                  to better absorb the cost of being a
                global player. By leveraging economies
                  of scale, we’re targeting a mid-term
                                     1
                   adjusted EBITDA margin of 15%.

                                                                                    CEO Germain Lamonde
                                                                                     Letter to Shareholders




1Adjusted
       EBITDA represents net earnings before interest, income taxes, depreciation of property plant and equipment, amortization of intangible assets, stock-based
 compensation costs and foreign exchange gain or loss.

                                                                                                                                © 2013 EXFO Inc. All rights reserved.   16
1
            Annual Financial Results
              (in US$ millions, except gross margin)


                           Sales                                                     Net R&D Expenses                                                     Net Earnings/Loss2




                    Gross Margin                                                      SG&A Expenses                                                         Adjusted EBITDA3




1   All financial results from continuing operations, except net earnings/loss and adjusted EBITDA.
2   Fiscal 2011 and 2012 financial results according to IFRS; prior years according to Canadian GAAP.
3   Adjusted EBITDA represents net earnings (loss) before interest, income taxes, depreciation of property, plant and equipment, amortization of intangible assets, stock-based compensation costs,
    R&D tax credits recovery, restructuring charges, changes in the fair value of the cash contingent consideration, impairment of goodwill, foreign exchange gain or loss and extraordinary gain.
                                                                                                                                                                    © 2013 EXFO Inc. All rights reserved..   17
Q1 2013 Highlights

› Sales reached $59.8 M
› Bookings attained $64.3 M (B/B ratio of 1.07)
› Gross margin1 amounted to 60.5%
› Adjusted EBITDA2 totaled $2.7 M
› Announced contract wins at three tier-1 North American
  operators for MaxTester copper/DSL series
› Signed partnership with Artiza Networks to offer the industry’s
  highest-capacity, end-to-end 4G/LTE simulation solution
› FTB Ecosystem: Expanded EXFO Connect offering with
  floating test licenses option

 1Gross  margin is a non-IFRS financial measure and represents sales less cost of sales, excluding depreciation and amortization.
 2Adjusted EBITDA represents net loss before interest, income taxes, depreciation of property, plant and equipment, amortization
  of intangible assets, stock-based compensation costs and foreign exchange gain.


                                                                                                                      © 2013 EXFO Inc. All rights reserved..   18
Strong Value Proposition
       5 Good Reasons to Invest in EXFO



1. Excellent track record of sales growth
             Sales CAGR of 20% in last 10 years



2. Well-positioned for key growth drivers
             Bandwidth expansion and IP network convergence



3.    Balancing sales growth and profitability                    1
             Targeting adjusted EBITDA margin of 15% on revenue of $350 to $400 M



4.    Solid balance sheet
             Cash position of $59.0 M and negligible debt ― as at November 30, 2012



5.    Experienced and disciplined management team
             Deep knowledge of managing business in growth and downward markets

     1AdjustedEBITDA represents net earnings before interest, income taxes, depreciation of property plant and equipment, amortization of intangible assets, stock-based compensation
      costs and foreign exchange gain or loss.
                                                                                                                                                                     © 2013 EXFO Inc. All rights reserved.   19

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EXFO- Marketing with NB Financial - Jan 2013

  • 1. Marketing with NB Financial Germain Lamonde Chairman, President & CEO January 10, 2013
  • 2. Forward-Looking Statements Certain statements in this presentation, or given in response to your questions, may constitute forward-looking statements within the meaning of the Securities Act of 1934. The Private Securities Litigation Reform Act of 1995 provides “safe-harbors” for such forward-looking statements and we intend that any forward-looking statements made today be subject to the safe harbors. We caution you that any forward-looking statements are just predictions. They are not guarantees of future performance and involve risks and uncertainties. Actual results may differ materially from those projected in forward-looking statements and we invite you to review the company’s most recent filings with the Securities and Exchange Commission or Canadian securities commissions for a discussion of the factors at risk. These forward-looking statements speak only as of the date of this presentation and, unless required by law or applicable regulations, we will not be reviewing or updating the material that is contained herein. Annual financial data in this presentation is prepared in accordance with international financial reporting standards (IFRS) and Canadian generally accepted accounting principles (GAAP). Quarterly financial data is prepared in accordance with IFRS. For a reconciliation of adjusted EBITDA to net earnings (loss), refer to the Q1 2013 press release or the “Non-IFRS Measures” section on EXFO’s website. © 2013 EXFO Inc. All rights reserved.. 2
  • 3. EXFO at a Glance Who We Are What We’ve Done Where We’re Going › No.2 supplier in portable › Gained market share year-in › Increase wireless presence telecom testing and innovation and year-out for past 27 years › Enable network operators to leader in IP service assurance › Ten-year sales CAGR of 20% reduce operating expenses › Helping network operators and › Difficult market in FY 2012 › Expand share of wallet with equipment manufacturers › EXFO sales: -7% YoY while Tier-1 operators design, deploy and monitor IP double-digit market decrease fixed and mobile networks › Restructuring: Expected › Accelerate profitability through annual savings of $8.0 M and execution restructuring costs of $2.6 M © 2013 EXFO Inc. All rights reserved. 3
  • 4. Global Organization Americas › FY 2012 Sales: $130.6 M › Growth YoY: -4.6% › Sales Split: 52% EMEA › FY 2012 Sales: $71.0 M › Growth YoY: -16.4% › Sales Split: 29% Asia-Pacific › No.1 in portable optical testing › No.2 in portable telecom testing › FY 2012 Sales: $47.3 M › Growth YoY: +1.2% › Sales Split: 19% 2000 CUSTOMERS IN >100 COUNTRIES 1700 EMPLOYEES IN >25 COUNTRIES © 2013 EXFO Inc. All rights reserved.. 4
  • 5. Bandwidth Demand Global IP traffic Up 4X from 2011-2016 Mobile IP traffic Up 18X (Cisco) DESPITE STRONG FUNDAMENTAL DRIVERS, CHALLENGING CONDITIONS FOR WIRELINE MARKET IN 2012 © 2013 EXFO Inc. All rights reserved. © 2013 EXFO Inc. All rights reserved. 5 5
  • 6. US Carrier CAPEX Capital Intensity 20.0% 15.6% 18.0% 14.6% 15.1% 16.0% 13.3% 12.7% 14.0% 12.0% 10.0% Source: Morgan Stanley 8.0% 6.0% 4.0% 2.0% 0.0% 2010 2011 2012E 2013E 2014E AT&T Verizon Sprint T-Mobile Average 4G/LTE AND COMPETITION TO DRIVE INVESTMENTS © 2013 EXFO Inc. All rights reserved.. 6
  • 7. Growth Strategy Increase Wireless Enable Operators Expand Share of Accelerate Presence to Reduce OPEX Wallet with Tier-1 Profitability via Operators Execution Wireless sales to Key productivity Doing business Combining revenue continue growing differentiators, with ~80% of top-100 growth with a tight (~24% of sales FTB Ecosystem and operators worldwide control on expenses in FY 2012) EXFO Connect EXPANDING MARKET SHARE FOR 27 CONSECUTIVE YEARS © 2013 EXFO Inc. All rights reserved.. 7
  • 8. Riding the Right Waves Market-Driven Innovation › Wireless backhaul › 4G/LTE, 3G › DAS, RRH › 100G upgrades › FTTH, VDSL2 › OPEX via efficiency Focus on Execution › Unmatched customer experience INNOVATION AND EXECUTION ENABLE MARKET-SHARE GAINS © 2013 EXFO Inc. All rights reserved.. 8
  • 9. Revenue Mix/Gross Margin Evolution FY 2006 | FY 2012 Gross Margin 70% 65% 11% 60% In % of sales 45% 55% 55% 50% 89% 45% Sales: $107.4 M Sales: $250.0 M 40% 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 Protocol Other MOVING TOWARD HIGHER-MARGIN, PROTOCOL-LAYER SALES © 2013 EXFO Inc. All rights reserved.. 9
  • 10. Telecom Market PROTOCOL (Wireless, Serv. Assurance, PHYSICAL Transport & Datacom) (Optical & Access) TAM $700 M $3.2 B SAM $550 M $1.8 B Annual growth rate ~5% ~15% Sales ― FY 2012 $135.1 M $113.7 M Sales growth ― FY ’12/’11 -14.5% 4.4% Five-year sales CAGR 3.9% 46.1% Gross margin profile Low-60s (%) Mid-70s (%) Major competitors JDSU, Anritsu, Sunrise JDSU, IXIA, Tektronix PROTOCOL TO DRIVE REVENUE & EARNINGS GROWTH © 2013 EXFO Inc. All rights reserved. 10
  • 11. Physical-Layer Business PORTABLE OPTICAL COPPER ACCESS › No. 1 player with >35% market share › Product portfolio optimized for high- › Market dominance in OTDR testing speed copper links › New MaxTester series secured › Key differentiator: iOLM software contract wins with three tier-1 › Market leader in dispersion testing North American operators › Unmatched product breadth & depth › Supports pair bonding & vectoring (100 Mb/s) © 2013 EXFO Inc. All rights reserved. 11
  • 12. Protocol-Layer Business TRANSPORT AND DATACOM WIRELESS SERVICE ASSURANCE › Multi-service analyzers for • Protocol analyzers: 4G/LTE and 3G › Probe-based systems targeted at SONET/SDH, OTN and Ethernet test solutions for deployment and medium to large network operators troubleshooting applications rates from 10M to 100G › Primary focus on active testing to • Network simulators: Large-scale › Comprehensive portfolio for wireless emulation of subscriber sessions to validate service-level agreements backhaul test routers, gateways and session › Monitoring multi-play services with › Pioneered new standard for Ethernet border controllers a single platform is key differentiator testing (EtherSam) • Stratgic partnership with Artiza Networks to offer highest-capacity, end-to-end simulation solution © 2013 EXFO Inc. All rights reserved. 12
  • 13. Key Differentiator PUTTING INTELLIGENCE INTO OUR PLATFORMS! © 2013 EXFO Inc. All rights reserved. 13
  • 14. FTB Ecosystem + EXFO Connect + EXFO Apps Store EXFO Apps Store › › Test Equipment Manager Test Data Manager Contains: S/W releases & updates, › GPS/Route Optimization new applications, training material, › Work Ticket Management productivity tools, etc › License sharing or rental › Training Management › Etc. (from EXFO or 3rd parties) FTB Ecosystem Download applications and (20+ optical, transport, datacom configurations onto platform Automatically and copper acces test modules) close job ticket › Notification Corporate › Billing OSS › Signature Search and Pass › Next work request custom results order configuration › Etc. Automatically upload test results REDUCES OPEX for Load configuration and immediately start testing Operators & NEMs › Established base of ~40,000 compliant platforms © 2013 EXFO Inc. All rights reserved.. 14
  • 15. Financial Snapshot $300 Revenue 70.0% › $250 M (-7% YoY) $250 60.0% › Gained market share › FY’13: 6-10% growth (estimate) Sales CAGR of 20% 50.0% $200 over last 10 Years 40.0% Gross Margin › Improved to 63.3% $150 30.0% › Up 9X out of 10 years › FY’13-15: Trending up 20.0% $100 10.0% Adjusted EBITDA Margin $50 0.0% › 7.3% in FY’12 from In US$ Millions 13.5% in FY’11 due to 36% 34% 21% 24% -5% 32% 33% -7% lower revenue level -10.0% › Mid-term goal: 15% 2004 2005 2006 2007 2008 2009 2010 2011 2012 Revenue Gross Margin Adjusted EBITDA Margin © 2013 EXFO Inc. All rights reserved.. 15
  • 16. We plan on increasing our sales volume to better absorb the cost of being a global player. By leveraging economies of scale, we’re targeting a mid-term 1 adjusted EBITDA margin of 15%. CEO Germain Lamonde Letter to Shareholders 1Adjusted EBITDA represents net earnings before interest, income taxes, depreciation of property plant and equipment, amortization of intangible assets, stock-based compensation costs and foreign exchange gain or loss. © 2013 EXFO Inc. All rights reserved. 16
  • 17. 1 Annual Financial Results (in US$ millions, except gross margin) Sales Net R&D Expenses Net Earnings/Loss2 Gross Margin SG&A Expenses Adjusted EBITDA3 1 All financial results from continuing operations, except net earnings/loss and adjusted EBITDA. 2 Fiscal 2011 and 2012 financial results according to IFRS; prior years according to Canadian GAAP. 3 Adjusted EBITDA represents net earnings (loss) before interest, income taxes, depreciation of property, plant and equipment, amortization of intangible assets, stock-based compensation costs, R&D tax credits recovery, restructuring charges, changes in the fair value of the cash contingent consideration, impairment of goodwill, foreign exchange gain or loss and extraordinary gain. © 2013 EXFO Inc. All rights reserved.. 17
  • 18. Q1 2013 Highlights › Sales reached $59.8 M › Bookings attained $64.3 M (B/B ratio of 1.07) › Gross margin1 amounted to 60.5% › Adjusted EBITDA2 totaled $2.7 M › Announced contract wins at three tier-1 North American operators for MaxTester copper/DSL series › Signed partnership with Artiza Networks to offer the industry’s highest-capacity, end-to-end 4G/LTE simulation solution › FTB Ecosystem: Expanded EXFO Connect offering with floating test licenses option 1Gross margin is a non-IFRS financial measure and represents sales less cost of sales, excluding depreciation and amortization. 2Adjusted EBITDA represents net loss before interest, income taxes, depreciation of property, plant and equipment, amortization of intangible assets, stock-based compensation costs and foreign exchange gain. © 2013 EXFO Inc. All rights reserved.. 18
  • 19. Strong Value Proposition 5 Good Reasons to Invest in EXFO 1. Excellent track record of sales growth Sales CAGR of 20% in last 10 years 2. Well-positioned for key growth drivers Bandwidth expansion and IP network convergence 3. Balancing sales growth and profitability 1 Targeting adjusted EBITDA margin of 15% on revenue of $350 to $400 M 4. Solid balance sheet Cash position of $59.0 M and negligible debt ― as at November 30, 2012 5. Experienced and disciplined management team Deep knowledge of managing business in growth and downward markets 1AdjustedEBITDA represents net earnings before interest, income taxes, depreciation of property plant and equipment, amortization of intangible assets, stock-based compensation costs and foreign exchange gain or loss. © 2013 EXFO Inc. All rights reserved. 19