Digi.Com Berhad ( X) 1Q 2018 Earnings Call l 13 Apr 2018

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1 Digi.Com Berhad ( X) 1Q 2018 Earnings Call l 13 Apr

2 Operational & Performance Review Key Highlights 2018 Outlook Q&A 2

3 A STRONG START INTO 2018 with positive top line development year-on-year Key Highlights GROWTH +0.7% Y-Y Service Revenue +13.7% Y-Y Postpaid Revenue +17.3% Y-Y Prepaid MI Revenue EFFICIENCY +22m Y-Y Gross Profit -0.8% Y-Y OPEX (RM490m) +4.2% Y-Y EBITDA growth DIGITAL TRANSFORMATION +405K 4G subscribers (6.6m ) 19.2m upsell transactions (2.5m MyDigi users) Re-issuance of 2100Mhz spectrum for 16 years All analysis and comparisons are made based on old accounting principles. A summary of the financial impact post adoption of MFRS 15 will be included as part of Other Updates 3

4 CONNECTING OUR CUSTOMERS to what matters them most Key Highlights ROBUST 4G PLUS NETWORK TO SUPPORT GROWING DATA DEMAND SOLID SPECTRUM PORTFOLIO TO DELIVER BEST NETWORK EXPERIENCE AVERAGE DATA USAGE Streaming Social Media Gaming 13% 32% 38% 4G Plus Network LTE-A: 57% of population 4G-LTE: 88% of population 7.2GB per user Average monthly data usage (1Q17: 3.7GB, 4Q17: 6.8GB) 67% DATA TRAFFIC Supported on 4G-LTE and LTE-A network Solid spectrum portfolio Bandwidth (Mhz) Expiry Year 900Mhz 2x Mhz 2x Mhz 1 2x15, 1x Mhz 2x Re-issued for a one time fee of RM118.4m and annual fee of RM50m per annum 4

5 STRONGER MONETISATION FROM INTERNET GROWTH alongside significant increase in 4G subscribers and digital interactions Key Highlights GROWING 4G SUBSCRIBERS HIGHLY ENGAGED USERS 1.9% Q-Q AND 22.5% Y-Y INTERNET REVENUE GROWTH 77.1% or 6.6m 4G subscribers among smartphone users 19.2m upsell transactions 2.5m active MyDigi users ACTIVE INTERNET USERS % of 11.8 million subscribers 300 5

6 SHARPER INTERNET PROPOSITIONS to fuel internet adoption and sustainable revenue growth Operational Review Prepaid Exciting prepaid internet passes with enriched data quotas to monetise network during non-peak hours Affordable bite-sized Cili Padi internet passes Enabled stronger recurring monthly internet plans subscriptions through bigbonus and SuperTererrr internet plans Postpaid Leveraged on Thank You campaign to drive new postpaid acquisitions, plan upgrades and contract renewals via Digi Postpaid Family plans and device bundles Stepped up on monetisation from existing base via RM 10/month all-day internet GBoost upgrade Continued prepaid to postpaid conversions with entry level plans 6

7 POSITIVE SERVICE REVENUE GROWTH Y-Y anchored by stronger postpaid and prepaid performance Performance Review Service revenue (RM m) ARPU (RM) Subscribers ( 000) Non-Internet Internet BLENDED 1,472 1,453 1,476 1,513 1, ,776 12,030 11,852 11,747 11,757 8,056 8,311 8,538 8,659 8,612 Service revenue grew 0.7% Y-Y Fuelled by solid postpaid growth and stronger data monetisation from prepaid Internet revenue grew 22.5% Y-Y to RM761m Offsetting revenue dilution effect from prepaid legacy services and effects from mobile termination rates (MTR) revision effective from 1 January 2018 onwards. Sequential service revenue impacted by seasonal decline from shorter number of days in 1Q although decline narrowed to 2.0% (1Q 2017: -5.3%) Subscriber base resilient at 11.8m with stronger focus towards base management - Smartphone users rose to 73.6% - 4G subscribers rose 0.4m to 6.6 million ARPU strengthened Y-Y to RM42 on the back of increasing postpaid subscribers mix although marginally trimmed Q-Q due to seasonal decline 7

8 13.7% Y-Y POSTPAID REVENUE GROWTH underpinned by strong acquisitions and plan upgrades Performance Review Service revenue (RM m) ARPU (RM) Subscribers ( 000) Non-Internet Internet POSTPAID ,395 2,480 2,571 2,292 2,189 1,923 2,038 2,149 2,248 2,256 Solid proposition from Digi Postpaid Family plans alongside with innovative GBoost flexibility and Thank You campaign continued to fuel postpaid acquisition momentum Healthy net adds of 91K to 2.6m postpaid subscribers, up 17.5% Y-Y and 3.7% Q-Q Postpaid revenue rose 13.7% Y-Y and 1.9% Q-Q to RM591m Postpaid internet revenue increased 28.7% Y-Y and 5.4% Q-Q to RM368 million Postpaid ARPU stood resilient at RM77 over a larger postpaid subscriber base on the back of strong subscriptions for multisims plans and continued prepaid to postpaid conversions 8

9 STRONGER DATA MONETISATION with 17.3% Y-Y prepaid internet revenue growth Performance Review Service revenue (RM m) ARPU (RM) PREPAID Strong demand for Digi s prepaid internet passes led to higher internet usage amongst our prepaid subscribers Internet revenue surged 17.3% Y-Y to RM393 million or 44.1% of prepaid revenue Sequential prepaid internet revenue trimmed 1.3% due to seasonal decline from shorter number of days in 1Q Subscribers ( 000) Non-Internet Internet 9,587 9,738 9,457 9,266 9,186 6,133 6,273 6,389 6,411 6,356 Prepaid revenue decline narrowed to 6.4% Y-Y and 4.5% sequentially (1Q 2017: -13.1% and -8.8% respectively) Aided by stronger prepaid internet contribution despite continued levelling of legacy prepaid voice and messaging revenue Q-Q impacted by seasonal decline from shorter number of days in 1Q Prepaid ARPU trimmed to RM32 while prepaid subscriber base traced to 9.2m amid continued impact from prepaid to postpaid conversions 9

10 EFFICIENT COST MANAGEMENT to deliver stronger Gross Profit and Opex reduction Y-Y Performance Review Total cost (RM m) Opex TOTAL COST (RM m) Cost of goods sold (COGS) marginally increased 0.8% Y-Y with increase in device cost from device bundled sales significantly cushioned by lower traffic cost from MTR revision and reduced traffic volumes from legacy services Q-Q decline mainly due to sequentially lower device cost and traffic cost COGS Net opex 1 Opex S.Mktg Staff O&M USO Others OPEX - % OF SERVICE REVENUE 33.3% 31.7% 33.3% 33.0% 32.5% 33.6% 31.9% 33.5% 33.3% 33.0% 9.9% 4.1% 8.6% 6.6% 4.3% 1Q % 4.3% 8.8% 4.1% 4.5% 2Q17 8.9% 4.4% 9.1% 6.8% 4.3% 3Q17 8.8% 4.0% 9.1% 6.7% 4.8% 4Q17 8.5% 4.4% 7.7% 6.4% 6.0% 1Q18 Gross profit increased RM22m or 1.8% Y-Y to RM1,223m on the back of higher internet revenue contribution and well-managed COGS Opex improved 0.8% Y-Y and 2.8% Q-Q to RM490m or 33.0% against service revenue aided by realized OE initiatives achieved across sales and marketing cost as well as network related opex Continuing efforts on structural OE initiatives to achieve future efficiencies Operating model shifts, digital customer interactions, digitisation of core business 1 Net opex = Opex + Forex/FV changes + Other income 10

11 SOLID EBITDA GROWTH AND HEALTHY MARGIN but PAT trimmed by higher depreciation Performance Review EBITDA AND MARGIN (RM m and %) % 46% 46% 44% 46% PAT AND MARGIN (RM m and %) 100% 80% 60% 40% 20% 0% EBITDA strengthened 4.2% Y-Y and 1.4% Q-Q to RM741m or 46% margin, 1.2pp higher than a year ago Supported by resilient service revenue and efficient cost management However, PBT and PAT slipped 5.7% and 5.6% Y-Y to RM481m and RM352m after accounting for higher depreciation cost from progressive capex investments in addition to amortisation from spectrum assets Depreciation rose 31.3% Y-Y and 10.0% Q-Q to RM231m million PAT margin stood healthy at 22% % 23% 25% 22% 22% 90% 70% 50% 30% 10% -10% 11

12 OPS CASH FLOW STRENGTHENED 8.9% Y-Y backed by stronger EBITDA and efficient capex Performance Review (100) OPS CASH FLOW AND MARGIN (RM m and %) % 31% % % % % 35% CAPEX (EX-SPECTRUM) AND MARGIN (RM m and % of service revenue) % 11% 12% 50% 40% 30% 20% 10% 0% 30% 20% 10% 0% Ops cashflow strengthened 8.9% Y-Y to RM560m alongside higher margin of 35% as a result of stronger EBITDA and relatively lower year-on-year capex spend Solid network deployment in 2017 set a robust foundation for efficient capex investment of RM181m or 12.2% of service revenue, as planned Continued deployment of LTE 900Mhz sites 4G-LTE and LTE-A network coverage reached 88% and 57% of population Over 8,200KM of fiber network nationwide Delivered capabilities to support growing data demand and Y-Y data traffic growth Continued to tap on Telenor Group sourcing synergies, operating model shifts and efficient use of spectrum to provide cost levers to deliver competitive infrastructure capabilities sustainably 12

13 HEALTHY SHAREHOLDERS RETURN while sustaining strong balance sheet Payout Ratio Total Assets 5,729 5,996 5,869 5,834 6,027 Total Equity Interestbearing debts 2,558 1,810 1,802 1,305 1,302 Islamic debts ,399 1,398 Cash & cash equivalents EPS AND DPS (sen) 98% 100% 99% 99% 98% DPS EPS (Pre MFRS-15) EPS (Post MFRS-15) BALANCE SHEET (RM m) % 100% 90% 80% 70% 60% 50% Performance Review Earnings per share (EPS) trimmed slightly to 4.5 sen as a flow through from leveled PAT EPS uplift of 0.5 sen to 5.0 sen post MFRS 15 adoption The Board of Directors declared 1 st interim dividend of 4.9 sen per share equivalent to RM381 million, payable to shareholders on 29 June 2018 Total assets strengthened 5.2% Y-Y and 3.3% Q-Q, mainly contributed by one-time payment of RM118m for 2100Mhz spectrum as well as recognition of contract assets from the adoption of MFRS 15, alongside progressive capex investments Net debt to EBITDA ratio remained healthy at 0.8 times while conventional debt over total asset trimmed to 21% Balance sheet continued to demonstrate solid financial capability and flexibility to fund immediate as well as future investments and operational commitments 13

14 HEALTHY DEBT PROFILE with conventional debt trimmed 21% of total assets Other Updates DEBT 1 PROFILE (RM m) DEBT RATIOS Net debt/ EBITDA (x) % 45% 40% 35% % Islamic 52% Conventi onal 48% (0.1) (0.3) Conventional (0.5) debt 1 / Total (0.7) Assets (0.9) 44% 30% 30% 22% 21% 25% 20% 15% 10% 5% 0% 1Q17 Drawdown of existing loan facility for 900Mhz and 1800Mhz spectrum fees 2Q17 Establishment of RM5 billion Islamic bond facilities (Sukuk) to enhance funding flexibility to support the business and growth opportunities (Issued: RM900 million; Available Funds: RM4.1 billion) 1 Exclude finance lease 14

15 IMPACT OF MFRS 15 from 1 Jan 2018 onwards RM million Q (Pre MFRS 15) Q (Post MFRS 15) Delta % Service revenue 1,483 1,461 (22) -1.5% Total revenue 1,599 1, % Opex % EBITDA % Margin 46.3% 47.4% Profit before tax % Profit after tax % Capex % Ops cash flow % Margin 35.0% 36.3% EPS (sen) % DPS (sen) 4.9 Effective 1 Jan 2018 One-off retrospective adjustment to balances on 1 Jan 2018 Contract assets (net of liabilities) Contract costs Deferred tax Retained earnings 128 These contract assets and contract costs will be amortised over the remaining contract period Post MFRS 15 impact to 1Q 2018 income statement as follows: RM22m reduction in service revenue RM58m increase in device revenue RM2m increase in dealers and staff commissions EPS uplift of 0.4sen to 5.0 sen Other Updates 15

16 DELIVERING SUSTAINABLE GROWTH OPPORTUNITIES with efficient operations and digital transformation 2018 Outlook & Priorities Service revenue growth EBITDA Capex to service revenue ratio 2018 Guidance 1 YTD 1Q 2018 Flat - low single digit decline Around 2017 level (2017: 2,886m) 0.7% 741m 10% - 12% 12.2% Tracking well against 2018 guidance with our key focus areas on: Accelerating consumer postpaid and enterprise revenue growth, Growing our Malaysian subscriber base, Increase internet adoption and internet usage among our migrant subscribers, and Monetise data and grow internet revenue Committed to drive sustainable growth from core telco revenue streams and performance resilience Will continue to deliver on cost agenda with sustainable and efficient cost structure Stepping in the right direction towards digitization of core business and digital customer interactions 1 FY 2018 Guidance based on old accounting principles Progressing ahead in building and growing new digital revenue stream 16

17 Q&A 17

18 Disclaimer This presentation and the following discussion may contain forward looking statements by Digi.Com Berhad (Digi) related to financial trends for future periods. Some of the statements contained in this presentation or arising from this discussion which are not of historical facts are statements of future expectations with respect to financial conditions, results of operations and businesses, and related plans and objectives. Such forward looking statements are based on Digi s current views and assumptions including, but not limited to, prevailing economic and market conditions and currently available information. These statements involve known and unknown risks and uncertainties that could cause actual results, performance or achievements to differ materially from those in the forward looking statements. Such statements are not and, should not be construed, as a representation as to future performance or achievements of Digi. In particular, such statements should not be regarded as a forecast or projection of future performance of Digi. It should be noted that the actual performance or achievements of Digi may vary significantly from such statements. 18

19 THANK YOU See you next quarter! 19

20 Appendix 20

21 22.5% Y-Y INTERNET REVENUE GROWTH backed by stronger active internet users and monetisation Appendix DATA REVENUE AND PENETRATION NO. OF DEVICES SOLD % of internet subscribers % smartphone subscribers 68.4% 69.1% 72.0% 73.7% 73.2% 68.0% 68.6% 71.1% 72.7% 73.6% Data Rev (RM m) VAS Messaging Internet

22 REPORTED KEY PERFORMANCE INDICATORS (PRE-MFRS 15) Appendix (RM m) 1Q18 4Q17 3Q17 2Q17 1Q17 Q-Q Y-Y Subscribers ( 000) 11,757 11,747 11,852 12,030 11, % -0.2% Internet subscribers ( 000) 8,612 8,659 8,538 8,311 8, % 6.9% MOU % -1.2% Revenue 1,599 1,645 1,570 1,552 1, % 1.6% Mobile serv. revenue 1,483 1,513 1,476 1,453 1, % 0.7% EBITDA (before other items) % 4.2% EBITDA margin 46% 44% 46% 46% 45% 1.9pp 1.2pp Other items (6) Depreciation (231) (210) (206) (194) (176) 10.0% 31.3% EBIT % -4.7% Net finance (costs)/income (29) (35) (10) (40) (25) -17.1% 16.0% Profit Before Tax % -5.7% Taxation % -5.8% Profit After Tax % -5.6% EPS (sen) % -6.3% Prepaid ARPU (RM) % 0.0% Postpaid ARPU (RM) % -2.5% Blended ARPU (RM) % 5.0% 22

23 REPORTED KEY PERFORMANCE INDICATORS (POST-MFRS 15) Appendix (RM m) 1Q18 Subscribers ( 000) 11,757 Internet subscribers ( 000) 8,612 MOU 171 Revenue 1,635 Mobile serv. revenue 1,461 EBITDA (boi) 775 EBITDA margin 47% Other items Depreciation (231) EBIT 544 Net finance (costs)/income (29) Profit Before Tax 515 Taxation 129 Profit After Tax 386 EPS (sen) 5.0 Prepaid ARPU (RM) 32 Postpaid ARPU (RM) 74 Blended ARPU (RM) 41 23

24 REVENUE COMPOSITION (PRE-MFRS 15) Appendix (RM m) 1Q18 4Q17 3Q17 2Q17 1Q17 4Q16 3Q16 2Q16 1Q16 Q-Q Y-Y REVENUE 1,599 1,645 1,570 1,552 1,574 1,670 1,619 1,655 1, % 1.6% Mobile serv. revenue 1,483 1,513 1,476 1,453 1,472 1,555 1,554 1,557 1, % 0.7% Voice revenue % -16.6% Data revenue % 17.4% Other serv. revenue % 100% Device and other revenue % 13.7% Prepaid Revenue ,044 1,065 1,065 1, % -6.4% Voice revenue % -20.3% Data revenue % 11.9% Postpaid Revenue % 13.7% Voice revenue % -6.1% Data revenue % 24.1% 24

25 REVENUE COMPOSITION (POST-MFRS 15) Appendix (RM m) 1Q18 REVENUE 1,635 Mobile serv. revenue 1,461 Voice revenue 578 Data revenue 882 Other serv. revenue 1 Device and other revenue 174 Prepaid Revenue 891 Voice revenue 431 Data revenue 460 Postpaid Revenue 569 Voice revenue 147 Data revenue

26 COGS AND OPEX (PRE-MFRS 15) Appendix (RM m) 1Q18 4Q17 3Q17 2Q17 1Q17 4Q16 3Q16 2Q16 1Q16 Q-Q Y-Y COGS % 0.8% Cost of materials % 25.9% Traffic charges % -10.5% OPEX % -0.8% Sales & marketing % -13.1% Staff costs % 8.2% Operations & maintenance % -10.2% Other expenses % 14.3% USP fund and license fees % -2.1% Credit loss allowances % 60.0% Others % 35.2% TOTAL % -0.1% 26

27 COGS AND OPEX (POST-MFRS 15) Appendix (RM m) 1Q18 COGS 376 Cost of materials 146 Traffic charges 230 OPEX 492 Sales & marketing 129 Staff costs 65 Operations & maintenance 114 Other expenses 184 USP fund and license fees 95 Credit loss allowances 16 Others 73 TOTAL

28 CASH FLOW STATEMENT Appendix (RM m) 1Q18 4Q17 3Q17 2Q17 1Q17 4Q16 3Q16 2Q16 1Q16 Q-Q Y-Y Cash at start % 52.5% Cash flow from operations % 31.7% Changes in working capital (138) (67) 514 (73) (127) (634) (190) (103) (77) 106.0% 8.7% Cash flow used in investing activities Cash flow used in financing activities (295) (163) (743) (224) (190) (232) (199) (162) (168) 81.0% 55.3% (363) (378) (363) (218) (98) 387 (384) (599) (31) -4.0% 270.4% Net change in cash (114) (86) (35) (136) % % Effect of exchange rate changes on cash and cash equivalents (1) 1 0 (1) (1) Cash at end % -3.8% Capex (ex-spectrum) % -8.1% Ops cash flow (EBITDA Capex) % 8.9% Ops cash flow margin 35% 34% 37% 31% 33% 30% 35% 34% 32% 0.9pp 2.4pp 28

29 EBITDA RECONCILIATION (PRE-MFRS 15) Appendix (RM m) EBITDA (boi) (Local definition) Exclude: YTD 2017 YTD Forex (gain)/loss (3) 2 (3) EBITDA (boi) (Telenor definition)

30 PERFORMANCE SUMMARY (PRE-MFRS 15) Appendix Subscribers 000 Revenue RM m 11,776 12,030 11,852 11,747 11,757 1,574 1,552 1,570 1,645 1,599 8,056 8,311 8,538 8,659 8,612 1,472 1,453 1,476 1,513 1,483 Total Internet Revenue Service Revenue EBITDA RM m PAT RM m Ops cash flow RM m % 43% 46% 43% 45% 46% 46% 44% 46% 90% 80% 70% 60% 50% 40% 30% 20% 10% 0% % 23% 25% 22% 22% 50% 40% 30% 20% 10% 0% % 34% 35% 32% 33% 32% 31% 34% 30% 33% 70% 60% 50% 40% 30% 20% 10% 0% 30

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