Company A Financial Statement Note: Company A launched it's first mobile

Year 0 Year 1 Year 2 It aims to make premium handsets m

S$ Million
Total Total Total
Income Statement
Operating revenue $ 8,537 $ 9,233 $ 9,670
Operating expenses $ (6,184) $ (6,270) $ (6,416)
EBITDA $ 2,353 $ 2,963 $ 3,255
Net interest expense $ (130) $ (143) $ (148)
Taxation $ 198 $ 201 $ 203
Depreciation & amortisation $ (743) $ (753) $ (759)
Net profit $ 1,678 $ 2,269 $ 2,550

Operating Revenue & Expenses Composition

Mobile Service $ 2,812 $ 3,375 $ 3,690
Others $ 5,725 $ 5,858 $ 5,980
Operating revenue $ 8,537 $ 9,233 $ 9,670

Operating expenses $ 6,184 $ 6,270 $ 6,416

Mobile Subscribers ('000s) 4,085 4,195 4,409

ARPU* 57 67 70
ompany A launched it's first mobile handset leasing plans at the start of Year 1
aims to make premium handsets more affordable to customers
Company B Financial Statement Note: Company B operates in the same m
Year 0 Year 1 Year 2
S$ Million
Total Total Total
Income Statement
Operating revenue $ 8,784 $ 9,033 $ 9,006
Operating expenses $ (6,153) $ (6,372) $ (6,470)
EBITDA $ 2,631 $ 2,661 $ 2,536
Net interest expense $ (158) $ (194) $ (189)
Taxation $ (356) $ (341) $ (305)
Depreciation & amortisation $ (1,416) $ (1,507) $ (1,469)
Net profit $ 2,117 $ 2,126 $ 2,042

Operating Revenue & Expenses Composition

Mobile Service $ 5,465 $ 5,641 $ 5,764
Others $ 3,371 $ 3,363 $ 3,102
Operating revenue $ 8,784 $ 9,033 $ 9,006

Operating expenses $ 6,153 $ 6,372 $ 6,470

Mobile Subscribers ('000s) 9,106 9,281 9,324

ARPU* 50 51 52
ompany B operates in the same market as Company A, and has not launched leasing plans
 Industry Average
Growth (%)
Year 1 Year 2 Average Remarks
Mobile Service 5.46% 2.25% 3.85%

Mobile Subscribers ('000s) 2.16% 1.91% 2.03% Overall industry mobile subscribers growing at 2.03% average

Company A
Growth (%)
Year 1 Year 2 Average Remarks
Mobile Service 8.15% 4.73% 6.44%

Mobile Subscribers ('000s) 2.69% 5.10% 3.90%

Company B
Growth (%)
Year 1 Year 2 Average Remarks
Company B grows below industry average, due to absence of
Mobile Service 2.84% -0.30% 1.27%
leasing.
Mobile Subscribers ('000s) 1.92% 0.46% 1.19%
 Industry Total
Key Comparables
Year 1 Year 2 Average Remarks
Operating Revenue Growth 5.46% 2.25% 3.85%
Industry average comparables used to
Net Profit Growth 15.79% 4.51% 10.15%
compare Company X's performance.
ARPU $ 55.75 $ 57.37 $ 56.56
* Average Revenue Per User

Company A
Market Share (%)
Year 0 Year 1 Year 2 Remarks
Mobile Service 33.97% 37.43% 39.03%

ARPU* $ 57 $ 67 $ 70 Higher growth in ARPU than company B

* Average Revenue Per User

Company B
Market Share (%)
Year 0 Year 1 Year 2 Decrease in overall
Remarks
& mobile plan
Mobile Service 66.03% 62.57% 60.97% market share, due to absence of
leasing.
ARPU* $ 50 $ 51 $ 52 Lower growth in ARPU than company A
* Average Revenue Per User
Note: Company X has not launched leasing mobile plans
Forecast the impact of leasing handsets, on the relevant financial statement figures

Company X Financial Statement (handset leasing implemented)

Year 0 Year 1 Year 2
S$ Million
Total Total Total
Operating Revenue & Expenses Composition
Mobile Service $ 1,354 $ 1,441 $ 1,534
Others $ 1,008 $ 1,008 $ 1,008
Operating revenue $ 2,362 $ 2,449 $ 2,542
Growth rate 3.69% 3.79%

Operating expenses $ 1,796 $ 1,862 $ 1,933

Mobile Subscribers ('000s) 2,341 2,432 2,527

ARPU* 48 49 51

Income Statement
Operating revenue $ 2,362 $ 2,449 $ 2,542
Operating expenses $ (1,796) $ (1,862) $ (1,933)
EBITDA $ 566 $ 587 $ 609
Net finance expense $ (27) $ (27) $ (27)
Taxation $ (45) $ (45) $ (45)
Depreciation & amortisation $ (294) $ (294) $ (294)
Net profit $ 200 $ 221 $ 243
Growth 10.38% 10.06%
the relevant financial statement figures

Company X Financial Statement (handset leasing not imple

Remarks S$ Million
Operating Revenue & Expenses Composition
Assume 6.44% growth as per comparable Company A. Mobile Service
Others
Operating revenue
Net growth of 3.74% in operating revenues, slightly below industry rate of 3.85% Key Insight Growth rate

Assume constant expense ratio Operating expenses

Assume 3.90% growth as per comparable Company A. Mobile Subscribers ('000s)

ARPU of X is below industry average of $56.50 but shows positive growth Key Insight ARPU*

Income Statement
Operating revenue
Derived from operating figures above
Operating expenses
EBITDA
Net finance expense
Taxation
Depreciation & amortisation
Net profit
10.06% - 10.38% annual growth. Slightly higher than industry average of 10.15% Key Insight Growth
andset leasing not implemented)
Year 0 Year 1 Year 2
Remarks
Total Total Total

$ 1,354 $ 1,406 $ 1,460 Assume 3.85% growth as per Industry Average.

$ 1,008 $ 1,008 $ 1,008
$ 2,362 $ 2,414 $ 2,468
2.21% 2.24% Net growth of 2.22% in operating revenues, signifKey Insight

$ 1,796 $ 1,836 $ 1,877

2,341 2,389 2,437 Assume 2.03% growth as per comparable industry average.
Without leasing, ARPU grows more slowly than
48 49 50 Key Insight
with leasing

$ 2,362 $ 2,414 $ 2,468

Derived from operating figures above
$ (1,796) $ (1,836) $ (1,877)
$ 566 $ 578 $ 591
$ (27) $ (27) $ (27)
$ (45) $ (45) $ (45)
$ (294) $ (294) $ (294)
$ 200 $ 213 $ 226
6.19% 6.10% 6.10%-6.19% annual growth. Much lower than induKey Insight
Difference in Company X Financial Statement with and without handset leasing
Year 0 Year 1 Year 2
S$ Million
Total Total Total
Operating Revenue & Expenses Composition
Mobile Service $ - $ 35 $ 74
Others $ - $ - $ -
Operating revenue $ - $ 35 $ 74
Growth rate 1.49% 1.55%

Operating expenses $ - $ 27 $ 56

Mobile Subscribers ('000s) 0 44 90

ARPU* 0 0 1

Income Statement
Operating revenue $ - $ 35 $ 74
Operating expenses $ - $ (27) $ (56)
EBITDA $ - $ 8 $ 18
Net finance expense $ - $ - $ -
Taxation $ - $ - $ -
Depreciation & amortisation $ - $ - $ -
Net profit $ - $ 8 $ 18
Growth 0.00% 4.20% 3.96%
 Remarks

Difference of 1.5% growth rate in Operating

Revenue with handset leasing

Difference of $1 by Year 2

Difference of 4% growth rate in Net Profit