Tele2 AB (publ)

Good day and thank you for standing by. Welcome to the Tele2 Q3 Interim Report 2023 conference call. At this time, all participants are in the listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star, one, one on your telephone. You will then hear an automatic message advising your hand is raised. To withdraw your question, please press star, one, and one again. Please be advised that today's conference is being recorded. I will now like to hand the conference over to your speaker today, Kjell Jonsson, CEO. Please go ahead.

Yeah, thank you very much, operator. Good morning, everyone, and welcome to Tele2's report call for the third quarter of 2023. With me here in Gsta today, I have Charlotte Hansson, our group CFO, Henrik de Groot, our chief commercial officer, and Erfan Trampus, our head of B2B. And then let's just move to the slide two. I'm very happy to see that our firm focus on top-line growth once again paid off in the third quarter, which marks the 10th consecutive quarter of organic end-user service revenue growth for Tele2. When it comes to EBITDAO growth, we have previously talked about the backend load of 2023 due to phasing of back-book pricing, abating content cost headwinds, and lower energy costs. In the third quarter, we grew organic EBITDAO by 3%, admittedly supported by lower energy costs year over year. We're nevertheless optimistic about prospects to grow EBITDAO meaningfully also in Q4, where we don't foresee any major year over year movement on energy costs. We're also happy about our strong cash generation in the third quarter. Another important milestone was the favorable outcome of the Swedish Spectrum auction, where we secured Spectrum in all the offered bands at reasonable costs. The end of the sector is well below the lower end of our target range. On a pro forma basis, including the second ordinary dividend branch and the first installment of the Spectrum, we're still only at 2.6 times. In the third quarter, we demonstrated innovation in our customer broadband segment as we launched a broadband connection guarantee, where we link our fixed and mobile connectivity for superior reliability and consequently, high customer value based on our FMC capabilities. In addition, we're very pleased to see positive development in customer loyalty and churn for the TELETU brand in Sweden, as we gradually moving away from various legacy limitations. In terms of sustainability, TELETU was recently awarded for the most transparent sustainability reporting on Stockholm OMX large cap. So with that, let's move to page three. So end user service revenue grew by 3% organically, driven by the Baltics and Sweden B2B. Underlying EBITDAO grew by 3% as end user service revenue growth, transformation savings and lower energy costs more than offset inflationary pressures. We had a very strong equity free cashflow this quarter. The main driver for the year over year improvement was a significantly better working capital, followed by good growth in EBITDAO. In Sweden B2C, we saw solid net intake for mobile postpaid and fixed broadband. End user service revenue continued to grow slightly with increasing growth rate in fixed broadband and mobile postpaid, partly offset by increasing legacy headwind. Backbook pricing will contribute somewhat more in Q4 as we're reaching the full run rate. Sweden B2B delivered continued solid and broad based end user service growth. As growth in mobile and solutions continued to exceed the decline in fixed legacy services. Our Baltic operations delivered yet another impressive quarter, both in terms of top line and bottom line growth. And we continue to roll out 5G at high pace across our market. Let's move down to Swedish consumer on slide five. The overall consumer telecom market is demonstrating resilience in the face of inflationary pressure. Our mobile postpaid business of solid net intake driven by the Tele2 brand, including family subscriptions. Aspu was flat year over year, but grew by a low single digit when excluding dilution from free mobile broadband RGU's. In fixed broadband, we saw continued good RGU growth driven by FMC and lower churn, alongside healthy aspu growth supported by pricing. Our digital TV, cable and fiber business remained stable in the quarter. And then moving to page six. Mobile end user service revenue grew slightly driven by somewhat improving postpaid growth, which more than offset another full quarter of prepaid registration effects. In fixed broadband, end user service revenue growth reached 7% thanks to both volume and aspu growth. End user service revenue for digital TV declined by 3%, with largely stable cable and fiber and continued decline in the legacy B2T business. And then moving to B2B. We continue to execute on our successful B2B strategy and all customer segments are contributing to the solid end user service revenue growth of 4%. Again, our growth area exceeded the decline in legacy services, where our corporate decommissioning has approached 80% completion rate. Mobile net intake amounted to 4,000 RGU's in a seasonally slow Q3. Aspu was slightly up year over year. The macroeconomic situation, which we continue to monitor closely, is affecting some of our customer groups more than others, but so far without significant impact on our business. During the quarter, we have reclassified some RGU's previously reported in mobile to IoT subscriptions. Which has led to a reduction in mobile RGU's and an increase in mobile after excluding IoT. The reclassification has also been done retroactively. The updated historical numbers are available in our Q3 Excel file on the web. And then let's move to slide eight. So for Sweden overall, end user service revenue growth for the total Swedish operations ended at 2%, driven by continued solid performance in B2B and slightly improving performance in B2C. International roaming had a positive effect of eight million, like year over year. Underlying EBITDAO declined by 1%, as higher end user service revenue, continued transformation benefit, and lower energy costs were more than offset by inflationary pressures and continued margin pressure from product mix changes as legacy services declined. Nevertheless, Q3 marks a clear improvement versus the previous couple of quarters. The cash conversion of 58% is reflecting group capacity sales of 14% during the last 12 months. And then let's move to Baltics. The total number of Baltic mobile post-bred customers continued to increase in the quarter. Organic, ASPU continue to grow at a healthy rate across markets, thanks to our more for more strategy, price adjustments, and to some extent, prepaid to postpaid migrations. And turning to the financials on next page. The overall volume and after growth generated a solid 9% organic end user service revenue growth for the Baltics. Our top line, combined with lower energy costs, has outpaced other inflationary pressures, leading to a strong 15% organic growth in underlying EBITDA. Cash conversion remains at very high levels thanks to strong underlying EBITDA despite continued significant capex run rate due to ongoing 5G rollouts. And with that, I hand over to Shalot for financials.

Thank you, Shal and good morning, everyone. Please turn to page 13. First, a few comments on the group P&L. In Q3, total revenue was flat organically, whereas end user service revenue grows slightly more than 3%. Our underlying EBITDA grew by 6% in fixed terms while close to 4% organically. The underlying EBITDA grew by close to 3% organically as end user service revenue growth, cost savings related to the finalized business transformation program, and lower energy costs more than offset inflationary pressures and continued margin pressure from product mix changes as they get the services declined. In Q3, we had 64 million tailwinds from energy year on year, which included a final 25 million in electricity support in Sweden. For Q4, we currently estimate a slight headwind from energy costs year on year. In Q3, we saw a revenue increase of 11 million from international roaming year on year, which means the same year on year increase as in Q2. As you can see on the slide, our net financial items increased by 100 million year on year due to high interest rates both on loans and leases. And by Q3, we had a death mix of 66% fixed rates and 34% floating rates. And with that follows, for every one percentage point rate hike by our central bank, our annualized financial expenses on loans increased by around 100 million. So let's look at the cashflow on slide 14. CAPEX paid was slightly lower in Q3 compared to last year simply due to timing as our balance sheet CAPEX was significantly higher than last year. Working capital continued to improve in Q3. It was mainly impacted by unusually high levels of accounts payable, which we expect to revert in Q4. And working capital remains a priority for us also going forward. Net financial items paid increased due to high interest rates both on loans and leases. All in all, our equity free cashflow for Q3 ended at a strong 1.9 billion, some 500 million above last year's level. And over the last 12 months, we have generated 4.6 billion of equity free cashflow corresponding to 6.7 krona per share. Please move to slide 15 for our... At the end of September, economic net debt amounted to 23.9 billion, representing a 1.8 billion decrease as compared to year end 2022, despite the payout of the first tranche of our ordinary dividends. Leverage stood at 2.3 times at the end of September, which is well below the lower end of our target range of 2.5 and 3 times. And as Shell mentioned earlier, on a performer basis, including the second ordinary dividend tranche and the first installment of the spectrum, we're still only at 2.6 times. The second tranche of the ordinary dividend was paid last week and the first tranche of the spectrum will be paid later this month. So let's move to slide 16 for our financial outlook. Following the first nine months of 2023, which has generated close to 4% organic end-user service revenue growth and 1% organic underlying EBITDA growth, we reiterate our financial guidance for 2023 and our midterm ambition. When it comes to this year's guidance, I'll just repeat what Shell said earlier. We are optimistic about prospects to grow EBITDA meaningfully, also in Q4, where we don't foresee any major -on-year movements on energy costs. And our CapEx guidance to sales for 2023 is below 14% and we are at 13% so far this year, year to date. Finally, in line with our standard practice, we will announce our 2024 financial guidance in relation to the full year 2023 results. And with that, I hand over to Shell to go through our key priorities going forward.

Thank you very much, Charlotte. And then let's turn to slide 17. So in summary, our main objective remains to keep up our growth and momentum, which in turn requires us to continue building 5G and remote fire space and to finalize the digital transformation, including our digital customer journeys. Our efficient cash flow profile and strong balance sheet allows for healthy shareholder remuneration while investing. We will also continue to lead in sustainability as suggested by several reasons, impressive recognition. So with that, I say thank you for this prepared statement and then of course turn it over to the operator.

Thank you. As a reminder, to ask a question, please press star one and one on your telephone and wait for your name to be announced. To answer your question, please press star one and one again. Please stand by while we compile a Q&A roster. We will now take the first question. One moment, please. From the line of Andrew Lee from Goldman Sachs, please go ahead.

Yeah, morning, Charlotte. I had two questions. Firstly on Swedish EBITDA growth and then secondly on the dividend. On the Swedish EBITDA growth, you delivered your end user service revenue growth of 2% and most telcos would then expect to see higher EBITDA growth than that.

You're

still seeing declines and we all acknowledge it's been a turbulent year for costs given content, energy, et cetera, but it's really difficult for investors to understand how to think about operational gearing in 2024 and structurally going forwards or as one investor put it, what's going on under the hood in terms of costs. So the question is, should we expect operational gearing in Sweden, i.e. EBITDA growth greater than service revenue growth in 2024 and if not, why not? And then the second question was just on dividend. Clearly, as Charlotte, you picked out, there's a phasing boost to free cash flow this quarter, but how confident are you in free cash flow coverage for your dividend plans going forward? Thank you.

So I can start on the second one. So based on what we see now, we are pretty confident about the ability to continue with the shareholder remuneration, I mean, the dividend, that there's nothing in the model that shouldn't give us the opportunity to be a strong provider of a shareholder remuneration. Even in these relatively turbulent times with high inflation, you can see that while it can be fluctuations quarter over quarter, we are still delivering a cash flow that supports a high level of investment in the business as well as the capex and the dividend, the payment for the spectrum that is also coming this month, this October. So I think that's a pretty strong position we're in. And I do think that there was some uncertainty about it one quarter back because we said that we will invest to meet our regulatory obligations in 2024 and 25. And that is now behind us in my view. And then we can take different steps at the EBITDA versus revenue development. I think Henrik and the team have done a big job on moving pricing, particularly in the broadband area. We're starting to see more and more effect to that in the third and also even more in the fourth quarter coming in. So that area, I think on the broadband side, is pretty strong. And we are lifting pricing. We're doing very well in terms of developing the Teletube brand with lower churn and loyalty. And that's gonna be important for us to continue having operational leverage. So lots of things coming in at the same time with high activity level as well as the inflation. And of course the effects coming in now at the tail end of the year. That's why you haven't seen operational leverage up to now. Maybe you wanna add?

Okay, let's add when it comes to the content, we've talked about content many times as well. Now it's been annualized as well. So we don't see that headwind going forward. But of course we do have some of the legacy products still with us. But on the other hand, we're also looking at what we talked about many times as well, how we can really make things more efficient and talking about the expansion cost as well. If there are other ways that we can actually handle this with the transformation that we're now doing. So in that sense, we are optimistic for the future as well. Maybe Henry would like to add something or no?

Can I just ask a quick follow up or just on that question then? So you've got high activity levels and inflation that continue kind of drags on margins. And legacy's not, that headwind's not going away. So those are the negatives and then the positives are, your revenues are growing and increasingly so it seems. Plus you've got efficiencies. So how does that, do the positives outweigh the negatives for 2024 or structurally? You may not want to answer specifically for 2024, but should we be seeing operational gearing, i.e. EBITDA growth higher than revenue growth shortly or should we expect that on a medium term basis?

So like Charles said on page 16, we will come with the guidance of course in February. But I think it's important to look at some of the drivers in the market. When you look to the numbers, you see that things are moving very well in the broadband arena. If I should comment on what's happening in the mobile side then by my taste, there is too much activity around external retail. We're going to work ourselves out of that. And we do see signs that customers are more interested in convergent solutions. There is, I think, a secular trend towards that. That's going to be with us for several years. And we need to make sure that that happens in a smooth way because feeding external retail is just dragging up costs and not necessarily even promoting customer loyalty. So there are some parts of the model in the Swedish market that we need to work ourselves out of as one of the leading operators in the market. That's going to be an important element going forward.

Okay, thank you.

Thank you. Thank you. We will now take the next question from the line of Jacob Bluestone from Exxon BMP Braba. Go ahead.

Hi, good morning. Thanks for taking the questions. I've got two questions as well. Firstly, I was wondering if you could maybe comment a little bit on the outcome of the spectrum auction and how that impacted any parts of your thinking. You got, I think, just over 100 megahertz of spectrum. Was that more or less than you expected? And how should we think about your capex as a result of that? And also the cost itself was perhaps a little lower than perhaps expected. Does that maybe give you a little bit more confidence around the cash returns that you're just talking about? And then secondly, I had a question just around your cash flow. You highlighted that you had lower or unusually high levels of accounts payable, which was what boosted your working capital. Can you maybe just give us a sense of how much of a reversal should we see from that? And also there's a gap between your capex paid and your capex booked. So again, is that something that's gonna reverse in Q4, so just to help us understand a little bit more what's going on in terms of some of the cash flow items? Thank you.

I can take the first one and then shout out the two maybe. So on the spectrum, we landed where we expected. That's the very short summary of it. And we got very good spectrum, both in mid-band and in the 900. And then of course, you can always ask the question, so why is this what you expected? Well, it's very simple. Because today, if you look at how we're building our networks, we are using two times 10 in 900 to build 4G and 5G. We're using five for 3G and five for 2G. And we're gonna close down 2G and 3G. So that's how it's gonna work. And then you have to see it in the context of that we also have other spectrum low-band, 700, which was acquired at a much higher price from years ago, 700, 800. So the portfolio is good. And when we make our capex plans, this is fully aligned what we had expected to do. So that's pretty much that on spectrum. I think the pricing shows that there was a fairly rational approach to it. So I think it's where we expected to be,

almost. Yes, and then just a comment on the cashflow. And as we highlighted also here initially that the account table are unusually high. And we are expecting them to reverse to some extent. It's always difficult to say exactly how much, but we are expecting somewhere in the region of a couple of hundreds. And so that's what we see right now anyway. When it comes to the capex page, so what we book is always the amount of work that we've done. And then that's not always in line with the payments, of course. So we expect to pay more in Q4 out of that. So I think that's the normal procedure and when it comes to the accounting part.

Thank you.

Thank you. We will now take the next question. From the line of Oscar from ABG Sander Collier. Please go ahead.

Thanks, good morning, Kjell and Charlotte. Thanks for taking my questions. So just the first one, I just wanted to get a sense of Sweden. Sweden certainly improved sequentially in terms of organic EBITDA growth, but just can you remind us of the year of year comps in Q4? The energy would be a slight headwind year of year, coming from a tailwind now in Q3 obviously. And you also mentioned something on the content cost, headwind and if that is completely gone, if you could share some comments on that, thank you.

Yes, I can talk to that. When it comes to the energy, there will be a slight tailwind in somewhere in the region that we've seen in the previous quarter for Q1, Q2. So that's what we're expecting. It's only headwind that we're having here in Q3. When it comes to the content cost, I mentioned that it will now be fully annualized in Q4. So we don't see any impact from that in this year in Q4.

Perfect, thank you. Then just my second question would be on where you are on the price increases because obviously it was pretty high activity in the quarter. Just can you remind us on where you are on the price increases and if we should expect the further support in Q4? Thanks.

Oscar, it's Hendrik, I can take that question. As you've seen on our broadband services, most of the price increases are in the result as we speak and we've also alluded to that in earlier calls that most of that was executed in Q2. The mobile price increases are following, running in parallel but falling a little bit. So some of those price increases are in the third quarter but you'll see the full component coming in on the fourth quarter. So there's still a bit to come. And in particular, just to highlight, our mobile price increases are executed across our two brands, Tela2 and Convict. And Tela2 was done earlier with a back book price increase or a new portfolio. And for Convict, we've introduced per September a new front book and we're also doing a back book to front book on Convict for part of the customer base that is not in a binding contract. So that will come through in the fourth quarter.

Understood, thank you very much, that was all for me.

Thank you. We will now take the next question from the line of Maurice Patrick from Barclays. Please go ahead.

Yeah, hi guys, hopefully you can hear me okay. Thank you for the comments on pricing that you just made. I was just curious to understand a bit more around customer reactions to the price increases you're generally putting through. Are you seeing increases in share when that happens? Are you driving sort of greater calls to call senders complaining? What's your customer reaction to the price increases? Maybe it's becoming a norm, giving wider inflation, very helpful, thank you.

Yes Maurice, on pricing customer reactions, indeed as you say, we do pricing of course on a regular basis although one could say this year given of course also inflationary pressures and the overall situation in the market, our pricing has been more substantial. We of course always see that customers do react. Now in relation to the level of pricing increases that we have not seen any more deeper reactions from the customers in general. So it has been pretty much in line with what we normally expect to see. And that tends therefore, it's a positive. And what's also quite interesting actually is that across our services in particular also on the fixed side, we've seen actually that although we've done the pricing but we have this situation in the market where people are more careful. And also more careful with making switches that we've seen actually turn being lower versus previous years. So we have a bit more of a higher pricing activity comes in the end with a lower turn. And that's sort of quite interesting in the end. But of course there's always pricing reaction on the customer base.

Great, if I could just a quick follow up. I think in the past you've talked about the strategy to narrow the discounts in pricing to tell you and the investments being needed in the brand and the network to get that. I just wonder what your current thinking on that and what's the next steps in terms of the Thank you.

Sure, that's a trajectory we're definitely on. And over the last period, I mean one or two years we have subsequently done a lot around the discounting mechanics. One on the ATL side but also on BTL and safe desk. So we have basically been raising the floor in terms of the safe desk discounts that we're giving. And as you probably have seen in the market we've also been raising the campaign price levels. We of course always, we always need to balance what we do in the market in a four player market. And also this year we see that in particular on the lower end of the market there's quite a lot of I would say campaign activity. Of course, attending to a customer segment that is in search of valuable deals. So it is a balanced plan but it's clearly that we are driving a value agenda.

That's great, thank you.

Thank you. We will now take the next question from the line of Stefan Kaufin from DMV. Please go ahead.

Yes, hello and thanks for taking my questions. I'm following up on Maurice's question. So despite high inflationary environment you have continued to report very solid revenue growth in the Baltics and this is primarily driven by high growth. But in the report you mentioned there is some pressure on the consumer now due to inflation and interest rate increases. So do you continue to see support for further price increases coming into 2024 in the Baltics? And then the second question, just noticing that you're reporting an EBITDA decline in Estonia. And I'm a bit surprised by that given that you should have seen rather strong tailwind from lower energy cost in the quarter. So could you please explain why you're seeing pressure on the EBITDA margin in Estonia?

So let's just overall talk a bit about the Baltics and we are very pleased of course with the overall numbers. We see the effect still being there somewhat of the price increases in Latvia that they did twice last year. And of course, Lithuania are doing a really good job here. That comes through both at Topline and at EBITDA. Clearly helped by energy costs. And I've been saying to you for the last year and a half, two years, that of course we cannot expect these kinds of growth rates to go on in perpetuity. So we will have growth in the Baltics overall, but of course the numbers that we've seen over the last couple of quarters have been outstanding. So that's kind of the Estonian numbers. Yes,

we've talked about the energy in Estonia, but we don't really see a tailwind there because we had a lot of hedges in Estonia that ran out early this year. And those were very favorable. I think that's one of the main explanations.

Okay, that's perfect. Thank you.

Thank you. Thank you. We will now take the next question from the line of Andrej Kapesciak from UBS. Please go ahead.

Hi, thank you for the presentation and taking my questions. I wanted to pull up on the auction. First question is, you were basically going into the auction with the lowest kind of megahertz per subscriber ratio in the market, but your stated goal as well as Illinois is to become the 5G leader in Sweden. I think part of the reason why your auction turned out to be very rational is that you lost some megahertz in the end compared to the previous day. So I was just wondering how the approach to just voluntarily, I guess, losing, I think it was 14 megahertz of spectrum reconciles with the kind of longer term strategy of being, or medium term strategy of being the 5G leader in Sweden, please. That's one question. And then perhaps on your net debt at the Dow ratio. So you have obviously got, or previously you had a say comfort zone of 2.7, 2.8. Now the guidance is to be at the very low end of the 2.5 to 3 times. I was wondering with taking into consideration things like complex sales implicitly being higher than before, at least for the medium term, interest rates impacting the cash flow as well. And the fact that I think the previous ratio was constructed with the assumption that from this year onward you're going to be getting the Netherlands dividend. If you're firmly kind of committed to just being at the very low end, is there a situation in which we see the ratio move down by say 0.2, 0.3 as a range overall or can we expect 2.5 as a target, but still having that ratio for the medium term? Thank you.

On this, the policy on that is what it is until it's communicated in any kind of different way. So it's 2.5 to 3, but we've been very, very clear that after selling the Netherlands, it would be unlikely that we over an extended period of time would go beyond 2.8. And if we would do that, it would probably be because we would acquire something that would be a credit to EBITDA, they have to give us a cash flow. So we're not changing anything here, but I think it has been very prudent for us to be in the lower end so that we came into the auction with and come into this period of uncertainty with a strong balance sheet. And now it is as strong as it's ever been. That gives us strategic flexibility. If there's something that we think is really a good thing to do for the system in terms of building shareholder value in the medium and longer term, then we have the flexibility to do that. And I'm not saying to you that we will always be at the lower end of it. Of course, now when we pay the dividend and the spectrum, like we have said, pro forma, we would have been at 2.6. We still have some headroom. And I think that means that many of our shareholders who are very keen to have a stable dividend that they can rely on are happy to see us not being completely at the upper end, especially in turbulent times like these. So I think we're trying to find that balance in a good way. The evidence that we have in front of us now kind of indicates that it works well. And yes, the 5G leaders ambition is definitely there. And that goes to the strengthening of the models because we are now running a geo split with teleno in that form ability. That's manageable complexity. We're okay with that. It's divided into four areas. In addition, we run SUNAB with Telia, which is the 3G network, which is a completely different setup. And the one part that we don't speak very often about, we speak about 5G radio station with a spectrum, but we're also doing a massive upgrade of our entire core, which is gonna be the newest core in the market. So when we come out of this, we will have the scale efficiency of having everything in one network. We will have a brand new core that we can use in the market. And of course, every single base station will be new. That is not necessarily the case for our main competitor. So we have an opportunity to build that position. And I am very confident that within the framework that we have outlined to shareholders and board and everyone, we have the opportunity to build that network. The spectrum that we have bought is enough for this. We have 700, 800, 900. We have mid band. We have a full package of C band. And we have already reached more than well over 40% coverage only in C band. So the user experience is really, really good. And I would like to say one thing to you that people often misunderstand. They look at tests and they can be even very good tests like open signal from others. And then they see who's got the fastest download speed. And I think that's automatically the best one. No, it's not always so. It can be the one who is not using 5G for what it should be, a broadband product where you differentiate on speed. So if you wanna throw out all the goodies, then you can be good in a measurement like that. What we are doing is that we are monetizing 5G. And if you go and buy the subscription with us that gives you the full speed, you will get the best speed in the market.

Thank you, Charlotte. I may have one follow up on the leverage ratio, maybe ask a different way. Under what circumstances would you be comfortable in getting back to the 2.7, 2.8? Is that purely macro driven or would kind of bottom up things have to change in terms of for example, the capex coming down to 10% or every day re-accelerating to that single digit or is it a combination of both the macro and kind of the bottom up? Thank you.

I think the most likely scenario would be if we do some kind of not too big, bolt on acquisition that generates an e-guitar and cashflow that we temporarily would increase. So I guess you are not switching over to asking us about the extraordinary. So we can leave that for now. So first of all, we want to be very stable in terms of people's expectations for dividend. And then of course, we can from time to time look at things that can develop our business further. That doesn't have to be capex.

Thank you. Because you keep talking about it, I mean, is there something in particular, say one final question, is something in particular that you are kind of referring to be at cyber security or anything like that that would be kind of a bolt on that you were referring to?

And I just, I've been saying this, maybe not the last couple of quarters, but over the last two and a half, three years, we've had this question very often. Is there anything we would be thinking about doing? And we said that if we would do something, it would probably be in the broadband area. That could also be in the Baltics. If we, in the Baltics, we're primarily a mobile centric operator that deliver services. If we see options there or in Sweden, that helps us in becoming a converged player, an FMC leader in either of these markets, that is something that fits to our profile. But that's all I'm saying. It's the same thing I've been saying for many quarters before.

Got it, thank you very much.

Thank you. We will now take the next question from the line of Nick Lial from Societe Generale. Please go ahead.

Yeah, morning guys, it's Nick at Solvangian. Can I just ask one on postpaid ARPU, please? Henrik's made some comments on pricing already, but why is it with the price rises going through over the last couple of quarters that postpaid ARPU is still so weak? I mean, is there any other factors in there? For example, the economic comments you've mentioned, is there any spin down? Because it doesn't seem that people are spinning down brands giving you comments on telechurn being so solid. Or is it maybe that the low end of the market pricing is affecting you a bit more in the blended ARPU number than we can see? Could you maybe give us a little bit of a sort of talk through as to why the postpaid ARPU number is not responding maybe in the way it should be, or maybe in the way we expected given some of the price rises, please? Thank you.

Yeah, Nick, happy to do that. If you look at the postpaid ARPU, I think the first one is the commentary also made in the presentation. And that is that we have over the last year, we have launched a broadband product that we launched together with a mobile backup. And that mobile backup was delivered through an MBB and we zero rated at MBB. And this was basically a precursor to the product that we've just launched now at the end of the summer with the connection guarantee, whereby we basically truly converge fixed and mobile networking into the router of the consumer. And with that, the mobile component is still there, but it doesn't become a reported RGU which is basically a product component. And that's the first, so over the last year, we had, let's say, this free MBB sort of into the mix and they've been suppressing the ASPU a little bit. And if you take over the last quarter, we said low single digit, but with the pricing coming in, if you exclude the MBB component, this was a four sec or 2% difference on the ASPU just gives you a little bit of color. And that I think is, and that will now abate because we have now launched, of course, the full product that we've always envisaged. And therefore, that free MBB component will sort of, unwind over next period. I think that's a big one. The second item to just maybe highlight is that we have, on the pricing, as I just said before, you can see on the broadband that the full component of pricing is in also in the ASPU. And that the mobile pricing sort of rolls out over Q3 and Q4. So there's still an element of pricing for this year to come in. So that is the second element that is still sort of, I think underlying building the ASPU that you have not fully seen all the effects. And then I think thirdly, just to mention is that when you look at pricing and our ASPU, you need to look at it across two brands, as you mentioned, and also across the mix of the composition of the services. So we have seen very good traction on our unlimited portfolio. And as you know, we're keeping, we're holding the price point. So 399 is the price point in the market, as Shell said, we capping the speed, we're modding 5G. And we also are very successful with combining it in an FMC context. So which means that it's quite an attractive proposition in the market to combine our unlimited proposition in a context of 5G with family. And we've seen that there's quite a lot of demand on family and family comes in at a little bit of a low resp. So what that's helping the volume, it of course, it doesn't come at the full, let's say in at the full ASPU. So these would be, I think, three components to just highlight what's happening with the ASPU. Underlying again, there's absolute growth in there. I think the main factor is the free MBB here. Not all the pricing is in yet. And we see a very good traction on our unlimited portfolio with 50 plus percent of our total tele-tube base now on unlimited price plans. And then with family.

Right, thanks Enric. So it doesn't sound like too much to worry about about the comments about the low end of the market directly affecting the ASPU. It's the other factors at the moment that you may be thinking about first.

Yes, you're right. So we did launch the new price book on convict also to just see what's happening in the market. We see, of course, and you can just look on the web, who is doing what in terms of campaigns, but there's a lot of, on the no-frills side, a lot of very aggressive down spinning, I would say, into the campaign pricing. I don't see that affecting us directly. Convict is a, I would say, a sort of premium sub-brand. So we do have a way more stable customer base. But to make sure that we're not getting too much damage on the very low end, with the new portfolio, introduced also a new 110 sec price point in the market, just to make sure that we are in place still at the very low end of the market. But for now, I think we're good. I think the main thing that we are a little bit seeing in the market is, you can see that on our total operating revenues, is that the handset market is still down by a factor of 15 to 20% in the third quarter. Customers are a little bit more mindful of their purchases. That's one side, but then of course, if you look at the iPhone launch, we've seen a rebound again. So it's interesting to see at the market. Market is mindful, is careful, but if the right thing does come along, like the new iPhone, then there is pent-up demand again. So that's, I think, sort of the lay of the land a little bit, Nick.

Great, thanks, Enric. Thanks very much.

Thank you. We will now take the next question from the line of C from CT. Please go ahead.

Hello, hi, good morning. Thank you for taking my questions. I have two, please. The first question is on the Swedish B2B mobile. We've seen that the NetAds mobile has been coming down over the last few quarters and also is below the previous year's run rate. So I'm wondering if you can talk about the competitive environment in the Swedish B2B market, because it seems that all operators are focusing on the SME growth at the moment. And also, if you expect some of the re-acceleration for Tela2 in the B2B going forward. And the second question is on the value of thoughts around pricing for next year. This quarter, we see some of your competitors putting through some pretty big price increases on TV. But at the same time, your salary increases and your inflation on cost, probably is going to spill over to next year. And the inflation is coming down gradually in Sweden. So with all these kind of factors in place, we'd want to get your idea of how do you think our pricing will increase for next year? Do you think that you can still maintain the current magnitude that you put through for 2023? Thank you.

Right, Sajid. Thank you, Stefan here. So I will go on answering the B2B question. I mean, if we look at the B2B development, I'm happy to see yet another quarter of growth. This is the night quarter in a row where we have solid growth for mobile. And we have a good mix and that's what we're looking at. We're looking at the good mix of volume and price. There are some levers that we could drive in regards to go off the volume, but we want to be prudent and have a long view and a long-term perspective of creating profits and growth, profitable growth in the market. And those levers that we're careful of driving is commission in the market, in external markets or external partners. We see that we are lower on the external commission level than the competition. And that's where we want to be. And I think we are confident that we have the right capabilities in place in regards to winning customers, both on tools, our network. Also recently we get the confirmation of our work and custom experience where we ended up first in the Swedish market from the Swedish index, which is a good testimony on how we drive customer experience. The second thing that we're a bit prudent on and careful on is price. We only go after the right customers and winning price. And if we look at the development that you were alluding to with lower volume, I would say it's dependent on larger customers. So the swings between the quarters is very much dependent on larger customers coming in. So all in all, I would say we are happy with the mix that we have now with price and also volume. And yeah, that's the strategy we have going forward. From a competitive perspective, I would say in the SME segments and SOA segments, we've seen competition being aggressive on both commission but also on price. So I can confirm that, but it's not elevating as such, I would say. And if you look at the larger segments, I would say that our biggest competitor in that segment have a responsible approach in the market to pricing as well. So with all that said, I feel confident in the capabilities that we have to continue to be in a good position in the mobile domain basically. Hope that answers your question, Sai.

Sure. Let me pick up on your second question on pricing and I would look next year what I can sort of share in thoughts and then you also mentioned TV. I think a couple of thoughts here just to reflect on. So first of all, on TV and content, I think what we're generally seeing in the market that we're sort of starting to hit ceilings of how content can be monetized in the market. If you take sports rights or other integrated packages and of course we see the difficulties that we've been experiencing in the market also with some of these players there. So I think on over pricing levels, there's always a reality check in the market to be done and the price rises, in particular on the content side, I think again are sort of at peak levels. Secondly, if you look at price rise on front books, you always need to compare them then again with the campaign price. And although front book prices may be put up, if campaign prices are still quite low, the only thing you create is quite a big bill shock and I think I just earlier in the call already said we want to get out of these bill shocks and have fair and responsible price levels in the market. I do believe though that if we look forward that the market and the way I think also consumers most easily translate to our pricing is that they relate their lives to how inflation is moving, right? So looking through the lens of inflation at the way we price and the way we take our fair and responsible is certainly on our thoughts as we move forward. And whilst we have done a fair amount of pricing this year around back book to front book, it is also true that our front books in particular on mobile and on TV have not been changed this year. Okay.

Thank you. We will now take the next question from the line of Fredrik Lysel from Håndersbanken. Please go ahead.

Thank you. A lot of the questions have been answered of course. Just wanted maybe Charlotte, if you could update us on the debt portfolio and what refinancing situation we have in front of us to come in quarters maybe just to refresh on that a little bit. I would like to ask Hendrik and Stefan on sort of the abilities you will get and that you are getting in 5G and also 5G core that you're rolling out full speed in terms of fixed wireless access. For example, if there are any possibilities there and also them on private networks, including slicing and Stefan, what you see there for possibilities. I know we've talked about that before but maybe if there's some kind of update.

Yeah, so I can just briefly say something about the debt portfolio that we have and I think we are in a good position right now. We have some things running out in Q2 next year, April and May and we already started discussions regarding these. So not bigger amounts that we've seen in the past. I think that we've done quite a lot this year. So we are happy where we are standing right now.

Yeah, I will keep it short due to time. Stefan here, so I mean, there are many capabilities beyond what we're seeing at the moment that we're utilizing for driving 5G deployment and all the benefits that we see that we get of it. But from a B2B perspective, I'd say there are some standards in place but there are more to come in future releases of the mobile technology, both in regards to quality, efficiency, monetizing, et cetera. And all of that is, I would say, quite exciting from a technical perspective. What I would find more interesting is really customer adoption and use the technology in customer solutions. We have identified several use cases that we believe have a good potential to add customer value for them. And it's in digital airspace, augmented reality, media broadcasting, 5G indoor. There are several areas that we were looking at. How fast they come to life though, is dependent on both technology adoption for and process adoption. I would say among operators in generally, but also customers. And I would say it will take some time, couple years time before we see a big uptake in the market dependent on. Yeah,

thank you. Yeah, thank you. We have one or two more questions. Thank

you. We will now take the next question from the line of Eric -Royer-Stuy from SEB. Please go ahead.

Yes, good morning. Thank you for taking my questions. So two questions from me, if I may. Starting off on the energy piece you mentioned. You have a view here on fourth quarter of energy being maybe flat to a slight headwind in Q4. I mean, sort of looking at spot prices, it would seem that you would have quite nice tailwind also in Q4. So is this sort of hedge driven or what's driving this? And then the second question just, you mentioned the mixed impact here in Sweden from legacy declines. Is it possible to quantify this on the UTA in Sweden and how would you look at this into next year perhaps? Thank you. I

can just briefly comment on the energy. And what we said is not, we don't expect it to be flat, more in line with what we've seen in Q2 somewhere in that region. So a slight headwind anyway. And the reason being that we have some good hedges coming into the year. I've mentioned that in, for example, in Estonia, although it's a small country. But I think that in Q3 last year, all the energy costs were increasing. So we're more on par with that. So it's more of a, that's why we see a slight headwind going forward.

Super quick on the legacy since we're running out of time. I mean, depending on what you call legacy. For example, the copper decommissioning, we're now at 80% of it, so it's mostly done. And if we wanna call it the legacy or not, we have this prepaid registration that changes the landscape. So obviously in Sweden, like every other country that I've seen, that also leads to some people not stopping up. Some of them go into post-paid and some of them more or less are appearing from the market. So there are some of these elements that represent an element of leakage. And on the TV side, while we have been the innovator of the market by pairing linear with streaming and the ViyaPlay deal with this, there was still within in particular the DT area, be some people who basically stopped being customers as that technology gradually winds down. That is just something that you can't change on some of these things.

All right, thank you.

Thank you. We will now take the next question. From the line of Sahiv from Cheran from Redborne Atlantic, please go ahead.

Hi, everyone. Good morning. Thanks for taking the questions. Just a quick one. I think we've talked a lot about consumer sentiment and sort of demand for various products, but just on the ViyaPlay packages, you said that the households are being more careful with their resources in the report. I mean, are you seeing any effects on the ViyaPlay packages that they're taking, any softer demand there, especially after the pandemic, the price rises, which was some time ago, but were quite large? And then second question is on spectrum auction. I sort of hear everything you're saying about the auction going as you expected and coming out having spent what you planned to, but you have lost a bit of spectrum, I think specifically 10 megahertz of 900. I'm just wondering what will, if anything, be the network impacts of that? Will consumers feel anything different on the network? Do you expect any impacts?

So let me take the last one. I think I said it already. I mean, we have two times 20 now. We use two times 10 of that for 4G and 5G. And we often speak about the 5G, which is very, very important. And that's gonna give us a lot of new capacity. At this time, as we're building 5G, we're also totally upgrading the 4G capacities. So, and that is an important from a coverage perspective also. So that will remain as it is. Those two times 10 will deliver 4G and 5G. And then we will be shutting down over time now, 2G and 3G. That's just what every market will do. So we will remain with the same spectrum that we're using today with a much more efficient network to utilize those two times 10 megahertz.

And on ViyaPlay, the situation is like this. The overall mix, I think is still in a good shape that we're seeing in the market, which means that we have a good uptake on the middle and higher packages. The higher packages are somewhat promoted though. But I think that's a good trajectory we're seeing. You can also see on our core DTV, you have a plus 2K net intake. So there's I think still good traction on the cores. Shell outlined the Boxer based on DTT. That's sort of the legacy that is declining of course also has ViyaPlay inside. And just one thing to comment is that last year, we of course had a bit of a tailwind from the Tellia and ViyaPlay standoff. And some of that will roll out over this. The customers will come out of that. And some of course will probably go back to Tellia now. But that is a smaller effect. But overall, I think we're good on the ViyaPlay packages.

Okay, thanks very much both.

Thank you. We will now take the next question from the line of Adam Fox-Rundley from HSBC. Please go ahead.

Hello everyone, thanks for taking questions. I just had a couple of follow up points really. I was interested in Shell's comments that converge, you're seeing a bit more demand for convergence. And you kind of touched on it a few of the answers, but I was wondering if you could kind of categorize what was really driving that interest. Is it price or is it product? It sounds like it's maybe a little bit early for product to be the really driving factor at this stage. And then there was a question on the external retail mix. I wonder if you could talk about the time it might take to rebalance that channel. Are we really talking about driving sales online rather than to your own shops? And if so, has the IT work or being kind of completed in the background to get you ready to push harder in that place? Thank you.

Yeah, I think when we talk about the first point on the convergence, and Stefan mentioned the Swedish quality index. And one of the findings that we can see there is that there is an increasing interest towards converged quality products. And I think you're absolutely right. This is something that's gonna take time before the whole market, or there will be a late majority that probably wants to do this in five years or seven years. But we think it's important sometimes to just see the right trends. In my first CEO job in 2009, we correctly predicted a substantial demand for pre to post migration. And in a way that made us the heroes of the market for the next two years. So spotting the trend sometimes is super important. I think there is gonna be a direction towards convergence in the Swedish market for the next two years. And I think that there will be fewer and fewer who are interested in this campaign driven markets where you get 90% discount for three, four, five months, and then you go back to an original price plan. This is really not in the customer's longterm interest to have this kind of pumped market. And often it leads to lower happiness over time. This is my personal opinion on it. I think the timing is right for us now to focus on convergence, which is a good segue to the next part, which is what's gonna happen to retail because that kind of interlinked with that. Maybe Henrik you wanna say a few words

on it? Well, absolutely, Eichel. And whilst it is about spotting the trend and being on it, we are already of course executing on it. Given the product we just launched, and I think to get really to converge products, it takes a while because a lot of components technically and on the IT need to come together, but that's why we're very happy with the connection guarantee, which is a truly automatic fallback onto the mobile network. And that's really a key sort of innovation, I would think. We have already quite a bit of our TMX in the right order. Let's just remind you that the convict, for example, mainly the main channel is digital. And all of our fixed services quite a lot already goes through our own channels as well. The key thing here is to get out of this mobile rotation in the market. And that's of course also where I would say FMC will bite, in terms of the customer and their loyalty, and also in terms of the orientation towards our own channels. And an introduction, for example, of a handset binding that we just introduced now and our own channels will, it's all a building block towards moving away to a more solid state customer base, our own channels and increasingly digital. Way to go.

Thank you. Thank you. I would now like to turn the conference back to Tel Jansson for final remarks.

Thank you very much. So I'd like to just say thank you to all of you for taking the time to have a discussion with us today. It's always good to get your questions, to make us think from all kinds of different angles. I think some of the discussions we had at the end here highlight some of the key strengths of TELU2 for the longer run. One is the convergence discussion, where we are in a very good position. The main competitor also has many of these assets, but I do think that we can create a segment of the market that will be growing for many years to come, and we'll take away some of the, move some of the value creation to a segment with more stability and less of these actions and campaigns. And I also think that this quarter shows the efficiency of our model, where we have shared spectrum, shared network, giving us a good cashflow and a strong balance sheet. And then of course, in terms of the longer term prospect of this company, it's important to keep up the growth momentum. We made 10 quarters, so that's double digit, and now we wanna keep building on that. So thank you for your time.

This concludes today's conference call. Thank you for participating. You may now disconnect.