SELL SIDE ANALYST LUNCH

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1 SELL SIDE ANALYST LUNCH Attending: Anders Nilsson - CEO Mikael Larsson - CFO Jon James - COO Petra von Rohr - Head of Group Communication Stefan Trampus - Head of Sales Tobias Lennér - New CEO of Phonera (B2B) Caroline Tivéus - Head of IR 1

2 Today s agenda Welcome Introduction Deep dives: DTV business Landlord business Q&A 2

3 Steady growth and increasing customer satisfaction Q3 Jan 2014 NPS Oct 2015 Unique Subscribers Jan 2014 Apr 2014 Jul Transactional Okt Get help Jan Apr 2015 Jul 2015 Okt 2014 Q Q Q Q Q Q Q Revenue % Churn 12.9% 2014 Q1* 2014 Q Q Q Q Q Q3 Underlying EBITDA Q1 Q Q Q Q Q Q Q Q Q1* 2014 Q Q Q Q Q Q3 * 2014 Q1 Revenue and Underlying EBITDA are adjusted for Phonera acquisiton

4 Our guidance remains solid for Guidance Revenue To grow revenue of the overall business in the mid-single digits year-on-year The Underlying EBITDA margin Is expected to soften slightly due to a shift in business mix Capital expenditure As a percentage of revenue is expected to decline to a level that is more in line with the industry average Target leverage Of 3.5x to 4.0x Underlying EBITDA LTM 4

5 5 Best in class customer experience Why TiVo functionality is here to stay

6 Overview of our DTV business 1 Strongest DTV and TVE offering in the market 2 Driving high levels of engagement 3 Delivering steady growth in a flat market 6

7 Our DTV offering is Sweden s strongest Commercially focused on maintaining list price, and driving Mellan tier and above Current Com Hem DTV offerings DTV BAS TiVo MELLAN TiVo PLUS TiVo MAX 21 channels 32 channels 57 channels 81 channels 3 HD channels 4 HD channels 10 HD channels 22 HD channels 0 Play services 15 Play services 19 Play services 22 Play services 0 CHP Channels 32 CHP Channels 57 CHP Channels 81 CHP Channels Premium channels not available Premium channels available as add on Premium channels available as add on Premium channels available as add on 149 sek 279 sek 339 sek 439 sek 7

8 24M subscription 12M subscription TiVo Max Telia Stor incl. HD Bredbandsbolaget T-3 Stor Boxer Max Canal digital Familjepaketet Viasat Guld incl. HD Leading the market on breadth, depth and PVR pricing Best value for the full range of channels including a PVR, with limited discounting "Suppliers Premium range" incl. TVE, PVR and HD 12/24 months average monthly fee comparison "Suppliers Premium range" incl. TVE, PVR and HD 12m average monthly fee 24m average monthly fee Broadest selection in all categories # Channels of which # HD channels included of which # Catch-up channels of which # Play channels included TVE channels N/A Monthly fee 199/ N/A N/A Encryption/Card fee N/A N/A TVE fee 0 0 N/A 0 N/A N/A HD package fee N/A N/A Start/activation fee N/A N/A Hardware fee N/A N/A Freight N/A 0 12M average monthly fee N/A N/A 12M total cost N/A N/A Monthly fee 199/ Encryption/Card fee TVE fee 0 0 N/A HD package fee Start/activation fee Hardware fee Freight M average monthly fee M total cost No extra charge for HD, hardware 0 12M average monthly fee TiVo Max Bredbandsbolaget T-3 Stor Canal digital Familjepaketet N/A N/A 24M average monthly fee Telia Stor incl. HD Boxer Max Viasat Guld incl. HD 8 Source: Competitors homepages (December 2015) Note: All offers include running campaigns

9 The strongest in terms of TV channels DTV portfolio/package comparison Comparison of DTV portfolio/package between main competitors # Channels SEK 84 channels 515 SEK 61 channels* 319 SEK 70 channels SEK 56 channels 299SEK 54 channels 379 SEK 57 channels 379 SEK 54 channels SEK 37channels 299 SEK 45 channels Ca SEK 30 channels 149 SEK 20 channels 269SEK 25 channels 238SEK 25 channels 229 SEK 23 channels 169 SEK 18 channels 198 SEK 21 channels 269 SEK 22 channels 239 SEK 14 channels 9

10 The Com Hem box offering Updated versions of both boxes due in 2016 TiVo Offer DTV Offer Specifications Specifications Box type TiVo-box Box type HDTV Manufacturer Samsung Manufacturer Arris Model GX-CM700CF Display No Display No Hard drive No Hard drive Yes, 1 TB Video format MPEG2 and MPEG4 Video format Resolution MPEG2 and MPEG4 1080i, 720p, 576i/p (1080p passthrough) Resolution Receivers i, 720p, 576p, 576i Receivers 3 10 Com Hem s TiVo Offer is still unique in the Swedish market with features such as smart recording and smart search covering the entire platform which in turn contains a large hard drive and several receivers

11 Only Com Hem, Telia growing among major operators DTV stock development (Nation) ,7% +3,9% -6,4% N/A Com Hem Telia SE Boxer SE Telenor SE Q Q Q Q Q Q Q Q Q Data source: q-reports from respectively company

12 Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q No of RGUs (000 ) Where Com Hem competes with Telia, a clear winner 700 Estimated DTV RGUs per operator, CH universe Boxer BBB¹ Canal Digital Com Hem Telia Viasat Other DTT DTH IPTV Koax 12 ¹Telenor acquired Tele2 s fibre and cable business in Q Source: Mediavision, PTS, company reports

13 Loyalty³ Com Hem has the lowest churn risk of all DTV operators 35% 30% 25% 20% 15% 10% 5% Churn intentions, 4 quarters SMA Loyalty/satisfaction matrix, Q Boxer BBB⁴ CH Telia Viasat⁵ 80% Canal Digital 70% Com Hem 60% Boxer Telia BBB 50% 40% 30% 20% 10% 0% Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q Q % NKI value 13 Source: Mediavision

14 OTT reach & viewing steady, though more advanced in our universe Share of viewing 1 OTT/broadcast TV, in population yrs, CH universe OTT: Daily reach in population yrs 27% 29% CH universe Nation OTT 73% 71% Broadcast TV 44% 43% 43% 34% 34% 38% Q Q OTT: Daily reach per screen, in pop yrs, CH universe Q Q Q Q Q Q Q Q Q Q % 13% 8% 15% Computer Mobile Tablet TV² 14 1 Self estimated viewing on traditional TV and OTT as shares of total viewing. 2 Including apps/web through smart TV, computer connected to TV, media center connected to TV and airplay (eg Apple TV & Google Chromecast). n = Nation: 3 000, CH universe: Source: Mediavision

15 TiVo homes have high engagement with features TiVo usage ration, compared with average TV usage Most valued features in the TiVo service 2,5 2,0 1,5 1,0 0,5 0,0 90% 80% 70% 60% 50% Menu Visit - MyShows Key Pressed - Pause Key Pressed - FastForward Key Pressed - Reverse 15 Source: Com Hem, MMS

16 And non-tivo households are increasingly willing to pay for TiVo-type features HHs with DTV from Com Hem (excluding TiVo) willing to pay extra¹ for TV features, Com Hem universe 50% 40% 42% Q Q Q Q % 20% 28% 26% 25% 24% 20% 17% 10% 11% 0% Ability to skip commercials More channels Ability to pause, Ability to order TV record and view on shows/movies demand Enhanced picture, HD or UHD Twin subscription for additional TV set Ability to watch channels over internet, live and on demand 3D content HHs with DTV from Com Hem (excluding TiVo), naming continuously highest WTP for the ability to skip commercials; 42% during the quarter. In the bottom end, continuously fewest HHs expressing WTP for 3D content. Four features with increasing WTP over time (statistical significant diff in Q3 15 vs Q4 14) and four showing no significant difference. WTP increasing for two key TiVo features; the ability to pause, record and view on demand as well as to order TV shows/movies. Twin subscription and 3D content also with growing WTP, but remaining at lower absolute levels. 16 ¹ Question regarding which TV service/-s the HHs would be willing to pay for. Vectors illustrating statistical significance (5% level) for value in Q vs Q n = DTV from Com Hem (excluding TiVo): 285 in Q Source: Mediavision

17 Net result: Our DTV revenue are growing steadily, primarily driven by volume DTV Revenue (MSEK) Q Q Q Q Q Q Q Q Q Q Q3 DTV and TiVo Net Adds (000 ) Q Q Q Q Q Q Q Q Q Q Q3 DTV Net Adds TiVo Net Adds 17

18 Introduction to Com Hem Play Com Hem Play the richest TVE service delivered by any broadcaster on the Swedish market 18

19 19 Deep dive: Landlord business How strong is our offer?

20 Breakdown of Com Hem universe As of September 2015 Com Hem universe, approximately 1.95m households 15% 85% Vertikal Open LAN 20

21 3 Tenant 2 Private 1 Public Leading positions across all MDU segments Breakdown vertical universe Swedish market by Household Type MDU segments 2.5m 800k 800k 900k Municipalities SDUs Rest of Sweden 35% 13% Social housing Politically appointed board 2.1m 1 (45%) 2 52% 48% Partly not-for-profit companies (tenant satisfaction #1 priority) MDUs 65% 87% Large commercial and small private Economically driven but only the largest have staff to actively manage TV operator costs 2.5m (55%) 48% 52% Tenants own share landlord organisation / appoint board Members of associations MDUs Public Private Tenant Decisions made by voting 21 Source: Company information, Solon 1) Com Hem connects to c.40k single dwelling units (SDUs) 2) Part of the Telenor group

22 1 Attractive product offering for tenants and landlords Vertical universe Attractive basic TV package for tenants 1 And compelling solution for landlords Name of Package Startutbud Grundutbud Affordable costs for landlords # of Channels 9 18 Hassle-free service for landlords Price Perceived as free 2 Avoid switching hassle for tenants Channels Perceived as free by tenants Lack of obvious benefits for tenants when TV provider switched Subscribers ('000s) ~300 ~1,400 Com Hem is a partner with size and capability to develop additional services Up-selling via collective agreements Property management services Bundled services/complete product portfolio Other Com Hem Services to Landlord End-user support and network maintenance Network build or upgrade (if applicable) Low churn of c.1% 22 1) If the tenant has a digital receiver, they can receive for free 9 FTA channels: svt1, svt2, svt24, svtb, 4, 6, Kunskapskanalen, Access TV, Fox, 2) Com Hem bills landlords directly who charge the tenants implicitly as part of their rent

23 Attractive underlying customer and contract profile Vertical universe 2 Well diversified customer base 3 Well spaced contract duration 4 High renewal rate / low churn Households by contract size, September 2015 ( 000s) Vertical universe Households by contract duration, September 2015 ( 000s) Vertical universe 2015 contract renewal waterfall ( 000s) Vertical universe Contract size Approx. # of landlords Contract duration Total Households BoP ~1,7m >15,000-7% <= 1 year 44% Up for renewal ~33% >1,000 1% 19% 2 years 23% Prolonged at same terms & conditions ~27% >100 <100 12% 87% ~22,000 35% 39% ~1.2m HH (~74%) all <1,000 HH 3-4 years 5-7 years >=7 years - 5% 28% ~0.6m HH (33%) in contracts with 3+ years duration Successfully negotiated Churn New install ~5% ~20 ~20 ~1% Low dependence on large landlords and majority of households on 2+ year contracts. Most contracts have automatic roll-over clauses contributing to the low churn. 23 Source: Company information

24 5 Key strengths Full infrastructure provider Broadband offering TV portfolio Small and big Landlord Customer Satisfaction Way of working 24

25 Why is it hard to win Com Hem customers? Landlord is the gate keeper Agreements with contract period and automatic roll-over clauses Majority of landlord contracts are small Competitions Cost to serve No big savings to swop operator Obligation to offer Must carry Rent often include basic TV service Landlord investment often needed Households have invested in hardware and have a working solution Freedom of choice Competitive offerings Customer satisfaction Com Hem way of working 25

26 26 Q&A

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