Financial Review Presentation title goes here Fritz Joussen Chief Operating Officer, Vodafone Germany Vodafone Germany Investor & Analyst Day 14 07 2005 1
Agenda Market Overview Commercial Strategy Financial Review 3 Vodafone Germany Investor & Analyst Day 3 14 July 2005 Commercial Strategy Revenue growth 3G leadership Brand preference and customer satisfaction Value management 4 Vodafone Germany Investor & Analyst Day 4 14 July 2005 2
Revenue Growth Voice bundles and Happy Options Fixed minutes (Zuhause) 5 Vodafone Germany Investor & Analyst Day 5 14 July 2005 Minute Bundles and Happy Options Minute bundles: 3.6m active customers Happy Weekend and Evening: 2.3m active customers Minute bundles V50 V100 V200 V500 Monthly fee 15.00 25.00 40.00 90.00 Included minutes Fixed network + VF Germany 50 100 200 500 Extension price per minute 0.40 0.35 0.30 0.25 SMS 0.20 Happy Options HappyWochenende HappyAbend 5.00 (unlimited use to fixed and Vodafone network*) 7.50 (unlimited use to fixed and Vodafone network*) * Available since mid July 2005 6 Vodafone Germany Investor & Analyst Day 6 14 July 2005 3
Minute Bundles In June, minute bundles reached more than 35% of the total contract base* Minute bundles as % of Contract Base 100% 80% 60% 40% 20% Total Contract Base* 0% Jun- 04 Jul- 04 Aug- 04 Sep- 04 Oct 04 Nov- 04 Dec 04 Jan- 05 Feb- 05 Mar 05 Apr- 05 May 05 Jun- 05 Minute Bundles * Total contract base excluding service providers 7 Vodafone Germany Investor & Analyst Day 7 14 July 2005 Minute Bundles and Happy Options Average uplift 5% based on 30% more usage Sold minute bundles (as of June 2005) positive V50 V100 V200 V500 ARPU Change V200 V500 ARPU uplift: 1.00-4.50 V50 V100 negative Conclusion: Declining prices per minute with positive price elasticity Capacity yield management Behaviour change 8 Vodafone Germany Investor & Analyst Day 8 14 July 2005 4
Vodafone Zuhause Addressable market for voice of 20.2bn Total fixed line voice revenues 2004 Fixed-to-mobile calls 5.32bn Other voice calls 0.89bn Subscription revenues 6.73bn International calls 2.01bn Domestic fixed-to-fixed calls 5.21bn Source: External data 9 Vodafone Germany Investor & Analyst Day 9 14 July 2005 Vodafone Zuhause Voice Vodafone Zuhause Voice is a flat fee offer Tbc Voice Current Offer Monthly included minutes To national fixed line network and to other Vodafone Zuhause customers Monthly fee Vodafone Zuhause 1000 Min 0 Euro Monthly package price 20-40 Euro* Price Plan Follow up price per minute To national fixed line network To other Vodafone Zuhause customers Price per minute to all national mobile networks 0,04 Euro 0,25 Euro National SMS price 0,20 Euro Voicemail free Service hotline free Connection fee free * depending on combination with mobile tariffs 10 Vodafone Germany Investor & Analyst Day 10 14 July 2005 5
Vodafone Zuhause Zone Phone works in Zuhause Zone only; ideal as shared phone for families separate phone to mobile is needed Zuhause Zone defined as Home- Cell and surrounding cells Fixed line number 11 Vodafone Germany Investor & Analyst Day 11 14 July 2005 Vodafone Zuhause Web Vodafone Zuhause Web is a data offer competing with basic DSL Mobile alternative to DSL Mobile Data Offer Product Extend MCC Proposition into Home Zone Price 33.94 per month Included usage 5,000 MB / 60h Mobile usage outside of Zuhause area 1.60 / MB 12 Vodafone Germany Investor & Analyst Day 12 14 July 2005 6
Vodafone Zuhause: Preliminary Results Currently 10-20% of contract gross additions are Vodafone Zuhause Voice Vodafone Zuhause Voice ARPU 26 Vodafone Zuhause WEB ARPU 40 13 Vodafone Germany Investor & Analyst Day 13 14 July 2005 Vodafone Zuhause Future roadmap: integration into one box Old analog devices (Fax / Phone) PC LAN WLAN 14 Vodafone Germany Investor & Analyst Day 14 July 2005 7
Vodafone Zuhause Future roadmap: mobile bundle At Home area Bundle Zuhause Voice into mobile subscription (one device only) Vodafone D2 Zuhause Vodafone Vodafone D2 D2 15 Vodafone Germany Investor & Analyst Day 15 14 July 2005 3G Leadership 3G as basis for revenue growth Long term growth above GDP is always based on step change innovation 3G is such an innovation in the mobile market 16 Vodafone Germany Investor & Analyst Day 16 14 July 2005 8
3G Leadership More than 1,200 cities covered with 3G Current 3G population coverage of 60% outdoor (March 05). Targeting population coverage of 70% outdoor (March 06) Vodafone has the best quality network (Connect magazine) Decreasing investments over time Update of the 3G network with 3G/HSDPA Outdoor coverage expected by March 06 17 Vodafone Germany Investor & Analyst Day 17 14 July 2005 3G Leadership 3G data usage is growing strongly and has exceeded GPRS since October 04 Data usage in KB (without Roaming and MMS) 6000 5000 4000 3000 2000 1000 0 Oct 2004 Jun 04 Jul 04 A ug 04 Sep 04 Okt 04 Nov 04 Dez 04 Jan 05 Feb 05 M rz 05 Apr 05 M ai 05 Jun 05 Intranet (VPN) Internet Mobile TV Content Browsing GPRS 3G Source: Company data 18 Vodafone Germany Investor & Analyst Day 18 14 July 2005 9
Vodafone 3G/UMTS Minute Bundles Plus Inclusive Benefits of 3G/UMTS Minutes Bundles Plus Free Weekend calling Surfing in Vodafone live! portal Vodafone mobile TV - Valid until Nov 30th, 2005 Free Evening calling - Video telephony at the same price as voice Valid until Dec 30th, 2005 One music download per month for free Vodafone mobile e-mail, internet access 50 Inclusive minutes 100 Inclusive minutes 200 Inclusive minutes 500 Inclusive minutes 20 Euro monthly bundle price 35 Euro 45 Euro 100 Euro monthly bundle price monthly bundle price monthly bundle price 19 Vodafone Germany Investor & Analyst Day 19 14 July 2005 3G Consumer Break through initiatives Extensive MobileTV offering 15 TV channels with live TV and exclusive content At June 05: 100k users 1.8m minutes 800k sessions Largest Mobile Music catalogue More than 500k tracks on offer More than 100k downloads per month 80k users today; adding 25-30k users per month 20 Vodafone Germany Investor & Analyst Day 20 14 July 2005 10
3G Consumer At the end of June, 411k consumer 3G devices are generating superior revenue 400% Average ARPU split Non-messaging data revenue per customer (Same customers before and after choosing 3G) 300% 150% 200% 100% 100% 50% 0% 0% Non live! 2.5G live! 3G live! Pre-3G 3G Data: March 2005, month only 21 Vodafone Germany Investor & Analyst Day 21 14 July 2005 3G Business Success story Vodafone Mobile Connect 3G Data Card MCC 3G enabled devices 120 100 80 000s 60 40 20 At the end of June: 117k 3G MCC Average 3G MCC ARPU: 70 0 Nov-04 Dec-04 Jan-05 Feb-05 Mar-05 Apr-05 May-05 Jun-05 22 Vodafone Germany Investor & Analyst Day 22 14 July 2005 11
3G Leadership 3G customers already contribute significantly to total revenue 1.5% 3G devices* generate 4% of total revenue 2.5G live! devices 18% 2.5G share of revenue: 36% 3G devices* 1.5% 3G share of revenue: 4% and 27% of non-messaging data revenues 2.5G live! revenue 48% 3G revenue 27% * Includes live! with 3G & MCC 23 Vodafone Germany Investor & Analyst Day 23 14 July 2005 Brand Preference and Customer Satisfaction Brand Preference Brand Position Customer Delight Index 24 Vodafone Germany Investor & Analyst Day 24 14 July 2005 12
Brand Preference In March 2005, Vodafone moved ahead of T-Mobile for the first time. in % 40 20 0 Mar-04 May-04 Jul-04 Sep-04 Nov-04 Jan-05 Mar-05 Vodafone T-Mobile E-Plus O2 Source: External data 25 Vodafone Germany Investor & Analyst Day 25 14 July 2005 Customer Delight Index Our customer satisfaction is superior 74 May 2005 72 70 68 66 Consumer Business Vodafone T-Mobile Source: External data 26 Vodafone Germany Investor & Analyst Day 26 14 July 2005 13
Competitive Positioning The Vodafone brand is differentiated International Turning "International" and "challenging" into customer benefits: Care taking Challenging National 27 Vodafone Germany Investor & Analyst Day 27 14 July 2005 Value Management Driving uptake Controlling cost to connect 28 Vodafone Germany Investor & Analyst Day 28 14 July 2005 14
Value Management through Sales Sales structure drives market share and the ability to harness value from new propositions Decentralised sales organisation in 8 regions Customer base Minute bundles 3G 7% Zuhause Over 200 own shops and centres 59% 42% Over 1,100 exclusive franchise partners 41% 58% 93% 100% Controlled channels other channels 29 Vodafone Germany Investor & Analyst Day 29 14 July 2005 Value Management through Sales At the same time our cost to connect is very competitive (FY 2004/05) 250% Cost to connect relative to Vodafone for FY2004/5 200% 150% 100% 50% 0% Vodafone T-Mobile O2 E-Plus* * Calendar Year 2004 of E-Plus Source: External & Company data 30 Vodafone Germany Investor & Analyst Day 30 14 July 2005 15
Value Management 3G customers generate higher ARPU with a higher cost to connect Pre-3G Payback: ~ 7 months 3G Payback: ~ 6 months * Each bubble shows a different handset type. The size of the bubble displays the relative sales. Source: Company data 31 Vodafone Germany Investor & Analyst Day 31 14 July 2005 Value Management Prepay customers generate lower ARPU at very competitive cost to connect Prepaid Payback: ~ 2/3 months * Each bubble shows a different handset type. The size of the bubble displays the relative sales. Source: Company data 32 Vodafone Germany Investor & Analyst Day 32 14 July 2005 16
Value Management through Focus on Churn Particular focus on high value customers 25% 20% 15% 10% 5% 0% Jun-03 Sep-03 Dec-03 Mar-04 Jun-04 Sep-04 Dec-04 Mar-05 Jun-05 Blended Contract Prepaid Source: Company data 33 Vodafone Germany Investor & Analyst Day 33 14 July 2005 Value Management Headline ARPU does not explain the full story Short term customer growth with good profitability Impact on ARPU negative positive Significant future growth opportunities Higher proportion of prepay in base (52% at the end of March 2005 vs 51% March 2004) Prepay ARPU 2004/05: 118 vs contract ARPU: 479 Partnerkarte 1/3 less ARPU than average 2004/05 ARPU -3.7% Minute bundles and tariff options creating positive elasticity ( 1-4.5 ARPU uplift) 2.5G to 3G like-for-like data increasing by 70% Churn mix 34 Vodafone Germany Investor & Analyst Day 14 July 2005 17
In Summary We believe we are well on track to achieve our operational objectives Customer satisfaction Revenue growth 3G leadership Cost control 35 Vodafone Germany Investor & Analyst Day 35 14 July 2005 18