Safaricom Ltd FY 2011 Results Announcement 18 th May 2011

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1 Safaricom Ltd FY 2011 Results Announcement 18 th May 2011

2 2 Company Strategy Growth towards Total Communications Maintain market leadership in subscriber & revenue market share Grow all Revenue streams through value addition Sustain Voice Revenue Capitalize on the Data Opportunity Increase penetration and product offering under M-PESA Efficient Operational Performance Drive organizational performance & Generate returns Continued Cost reduction programs

3 3 Delivering on Strategy Growth in Revenues We have achieved Maintained Market Leadership Increased penetration of innovative products through well aligned actions Increased focus on Data, M-PESA and Value Added services to fuel Revenue growth Investment in Infrastructure to support the quality & capacity of our Network and Services Passionately focused on the customer while strengthening our brand presence operating in a highly competitive market Aggressive competition in mobile tariffs Increased regulatory activity Economy impacted by inflationary pressure, high fuel prices & lower disposable incomes

4 4 Market Dynamics Mobile Penetration Across Africa (%)- March 2011 Zimbabwe Uganda Tunisia Tanzania South Africa Somalia Rwanda Nigeria Morocco Libya Kenya Gabon Egypt Congo Botswana Algeria 0% 50% 100% 150% 200% Mobile phones now the primary communication tool for most Kenyans SIM penetration over 60% M-PESA is the preferred money transfer service globally Most Kenyans have their first internet experience via their mobile phone Internet penetration still low at less than 15% in 2010 Mobile Data & Mobile Money is the next milestone for the Telecoms Industry in Africa Source: WCIS & ITU

5 COMPANY PERFORMANCE

6 6 Revenue Growth 12.9% growth in Turnover to Ksh bn 9.8% growth in Ongoing Revenue to Ksh bn Ksh. 63.5bn Ksh. 7.54bn Ksh bn Ksh. 5.37bn Ksh. 6.64bn 80.3% 81.2.% 45.3% 56.0% (1.7%) Voice Revenue SMS Revenue M-PESA Revenue Mobile & Fixed Data Revenue Acquisition Revenue % of Total Revenue 66.9% 5.7% 12.4% 8.0% 7.0%

7 7 Revenue Growth Beats Expectations Revenue Ksh. Billion % % % Subscribers Million 8.8% % % Revenues grew at a faster rate than subscriber growth as we continue to maintain market leadership Minutes of Use per subscriber also increased significantly from 60.6 minutes to 96.0 minutes

8 8 Exceptional Performance from Data & M-PESA M-PESA Revenue Kshs. Billion % 158% % M-PESA Users Million % 53.4% % Mobile& Fixed Data Revenue Kshs. Billion 5.37 DATA Subscribers Million % 85.6% 344% % % %

9 9 Phenomenal Growth Mobile Data/SMS/M-PESA Contribution to Ongoing Revenue 30% 25% 26.0% 20% 15% 10% 5% 0% 12.9% 6.9% 4.3% 2.2% 18.8% 13.4% 9.4% 8.5% 6.5% 6.1% 3.7% FY 2009 FY 2010 FY 2011 Mobile Data SMS M-PESA Total Data Revenue The 3 revenue channels now contribute over a quarter of revenues and are gradually offsetting the decline in Voice revenues

10 10 CUSTOMERS M-PESA: Expanding Further Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Feb-10 Mar-10 Apr-10 May-10 Jun-10 Jul-10 Aug-10 Sep-10 Oct-10 Nov-10 Dec-10 Jan-11 Feb-11 Mar-11 AGENTS Sep-09 Oct-09 Nov-09 Dec-09 Jan-10 Feb-10 Mar-10 Apr-10 May-10 Jun-10 Jul-10 Aug-10 Sep-10 Oct-10 Nov-10 Dec-10 Jan-11 Feb-11 Mar-11 M-PESA Customers/Agents Monthly P2P Transactions Ksh. Billion 16,000,000 14,000,000 12,000,000 10,000,000 8,000,000 6,000,000 4,000,000 2,000,000-30,000 25,000 20,000 15,000 10,000 5, Users Agents M-PESA continues to experience strong growth in users to13.8 million in March 2011 The Agent network has expanded further to a total of 26,948 agents countrywide Person-to-Person transactions for March 2011 stood at Kshs. 47 billion ($ 0.57 billion) Cumulative value of transactions from inception is Kshs. 828 billion ($ 9.98 billion) as at end of the period

11 11 Sustained Voice Voice remain the biggest revenue stream with Ksh bn generated by March 2011 Declining prices and potential further reductions in mobile termination rates Declining Voice ARPU Firming up Voice Revenues Continued focus on the Customer to understand and satisfy their needs Attractive pricing Easy access to airtime for our customers by expanding our distribution channels Promotional activities aimed at stimulating usage and spending Further investment in the network to guarantee quality and reach Building on brand awareness and loyalty

12 12 Acquisition Relative high cost of handsets and data enabled the main inhibitor to Data penetration in Kenya Over 500, 000 data enabled handsets and laptops sold within the financial year Acquisition revenues increased by 81.2% to Ksh bn (Ksh.3.66 bn in March 10) Growing demand for Smart devices and faster internet speeds 35 retail shops countrywide and an expansive dealer network with over 230,000 touch-points

13 FINANCIALS

14 14 Strong Operational Performance Revenue Kshs. Billion % % EBITDA/EBITDA Margin 12.9% Kshs. Billion / % 2.4% % 0.7% % 39.7% 43.6% 37.7% Profit Before Tax Kshs. Billion % % % Net Income/ Margin Kshs. Billion / % % 43.7% % % 18.0 % 13.9% 15.0 %

15 15 KPIs: Continued Revenue Growth YoY Revenues Analysis H1/H2 Revenue breakdown Ksh. billions 19.7% 12.9% 14.4% Ksh. billions Voice Data/SMS/M-PESA Acquisition H H H H H H Voice Data/SMS/M-PESA Acquisition Total Revenues still growing with a 12.9% increase to Ksh bn Voice Revenue with the largest contribution of Ksh bn Data revenue increased by 57.1% to Ksh bn accounting for 28.0% of ongoing revenues (19.6% Mar 10) Acquisition revenue increased by 81.2% representing 7% of revenues (2% Mar 10)

16 16 KPIs: Robust ARPU M-PESA SMS DATA VOICE Blended ARPU Kshs. Kshs. Kshs. Kshs. Kshs FY 2010 FY 2011 FY 2010 FY 2011 FY 2010 FY 2011 FY 2010 FY 2011 FY 2010 FY 2011 Even with increase in M-PESA subscribers, M-PESA ARPU has increased by 2.7 % SMS ARPU grew by 23 % as a result of an intensified drive to grow SMS usage Voice ARPU declined as a result of tariff reduction and dilutive impact of new subscribers who tend to spend less

17 17 KPIs: Resilient EBITDA & Margins YoY EBITDA H1/H2 EBITDA EBITDA Kshs. Billions % EBITDA Margin % 50% 43.6% 45% 39.7% 37.7% 40% 35% 30% 25% % % 10% 5% 0% EBITDA Kshs. Billions EBITDA Margin 40% Tariff cut >60% Tariff cut 46.4% 50% 43.5% 40.6% 45% 40.0% 35.4% 40% 31.8% 35% 15 30% 25% % % % 5% 0 0% H H H H H H Resilient EBITDA of Ksh billion and EBITDA margin of 37.7% EBITDA margin is above the average for our African peers

18 18 Stable Cost Structure: OPEX YoY Operating Expenses Ksh. millions 42% % 48% 44% H1/H2 OPEX Breakdown Ksh. billions 49% 46% 41% 45% % 51% Interconnection Airtime, Acquisition&Retension Network Other Cost Intensity H H H H H H Interconnection Airtime, Acquisition&Retension Network Other Cost Intensity Acquisition Costs grew in line with the customer acquisition strategy particularly for M-PESA and Data Other costs increased in License costs and Value Added Services costs in line with continued coverage and revenue growth Increase in interconnection expenses with the decline in off-net tariffs and termination rates Savings in airtime cost

19 19 Cost Structure: SG&A YoY SG&A Ksh. billions 13.8% 14.0% 12.9% 2.80 H1/H2 SG&A Breakdown Ksh. billions 15.3% 12.7% 13.0% 12.2% 14.2% 13.9% % FY 2008 FY 2009 FY 2010 FY 2100 H H H H H H Payroll Marketing General Cost Intensity Payroll Marketing General Cost Intensity Marketing costs increased by 37% due to heightened market activity Yearly adjustments in pay and increase in head count Retail shops increased by 17% from 30 to 35 within the same period

20 20 Capital Expenditure:-Investing for the Future Base Stations CAPEX Total 3G Wimax % Ksh. billion 40% 33.8% 26.9% % % % % 2G Network 3G Network WIMAX Transmission&Core Network VAS Networks & IN Platforms IT Additions CAPEX Intensity Network growth from 2,162 sites to 2,501 sites Increase in Capex, for the period by 46.1% to Ksh.25.48bn. Capex intensity of 26.9% Capital expenditure expected to continue at a high level in these key investment areas Fixed data infrastructure 3G Network equipment Upgrade of existing 2G equipment (Quality & Capacity)

21 21 Strong Operational Performance Gearing & Net/EBITDA Times Net debt/ebitda Gearing % % % % 21% % 16% 11% 0 6% Highly under-leveraged Significant capacity to gear further

22 22 Dividends Dividends Kshs. Billion FY 2009 FY 2010 FY 2011 Consistent dividend payout despite lower earnings Increased payout ratio from 53% to 61%

23 FUTURE OUTLOOK

24 24 Strategic Focus Customer segmentation Voice Revenue & ARPU Realignment of Company Strategy - SAFARICOM 2.0 Company focus Take ownership of the enterprise sector Mobile Data and Mobile Money- continued market leadership M-PESA Mobile Data Fixed Data Value Added Services Network improvements Acquisition products- mobile handsets, data devices and accessories We have the most extensive and advanced network and are well placed to take full advantage of the expansion in Mobile Money and Data

25 25 Disclaimer The following presentation is being made only to, and is only directed at, persons to whom such presentations may lawfully be communicated ( relevant persons ). Any person who is not a relevant person should not act or rely on this presentation or its contents. This presentation does not constitute an offering of securities or otherwise constitute an invitation or inducement to any person to underwrite subscribe for or otherwise acquire securities in the Company. The presentation also contains certain non-gaap financial information. The Group s management believes these measures provide valuable additional information in understanding the performance of the Company s businesses because they provide measures used by the Company to assess performance. Although these measures are important in the management of the business, they should not be viewed as replacements for, but rather as complementary to, the comparable GAAP measures. Safaricom, M-PESA and Safaricom/M-PESA logos are trademarks of Safaricom Ltd. Other products and company names mentioned herein maybe the trademarks of their respective owners.

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