Earnings Call: Q4 2020

Mar 29, 2021

Good morning, ladies and gentlemen. Thank you for standing by. Welcome to OSA's Conference Call to discuss the Q4 of 2020 Results. This event is also being broadcast simultaneously on the Internet via webcast, which can be accessed on the company's IR website, www.ohit.com.brri together with the respective presentation. We would like to inform that during the company's presentation, all participants will only be able to listen to the call. We will then begin the Q and A session and further instructions will be given. Please request the operator's help by pressing star 0. We also would like to inform that the conference call will be conducted in English, by the management of the company and the conference call in Portuguese will be conducted via simultaneous translation. This conference call may contain some forward looking statements that are subject to no and unknown risks and uncertainties that could cause Such expectations do not materialize or differ materially from those in the forward looking statements. Such statements speak only as of the date they are made, and the company is under no obligation to update them in light of new information or future developments. We will now turn the conference over to Mr. Rodrigo Breo, CEO. Please, Mr. Rodrigo, you may proceed. Thank you. Good morning, everybody, and welcome to our Q4 2020 earnings call. And on this call, we will obviously focus The results of the quarter, but also on the results of the year that marked the end of a very intensive year for us in the company in To all of everything that we have been doing, as we all know, we had lots of objectives for the year, But we also had a very challenging year because we had to deal with the very relevant impacts of the pandemic. But as we look back to last year and as we ramp up execution on this year, I'm glad that we can say we are On this year, I'm glad that we can say we are very, very pleased with the results of this transformative year. And we are now focused more than ever in completing our transformation. So before we look into details of all the results of last quarter, Let's first recap all the different challenges we had to address last year and how do they fit in our transformation plan. And with that, we can move to slide number 3. On slide number 3, we can see that when we started 2020, we had a very, very long list of objectives, Ranging all the way from the traditional business as usual business and operations, all the way to funding to M and A Activities to doing our RJ plan amendment. And when we look at all of that, we can say that this checklist is checked. So starting with funding and M and A, as you know, we started the year with a focus on funding. We started Completing the Unitel sale, completing our bridge loan that allowed us the Tranquility to execute the plan throughout the year, But we very, very closely followed with a lot of real estate sales with the funding coming from SISTEL And then we focused on all of the M and A processes for the company and this helped us pave the way for having the cash management discipline and the investment and ability to execute on the strategic components of the plan. When we look at the plan amendment, we had A significant focus on the long term viability of the company with the plan amendment and we started very early on in 2020 looking at this plan amendment and Starting discussions with creditors and implementing or devising a structural separation model, which then evolved to Different components of the plan amendment including negotiating credits, Watanatel, negotiating what would be the restructuring of the debts that we would include as part of the plan, Negotiating all of the amendments that would have to be part of the plan and we finally had this plan approved at our GCM in September. After that, we started looking at creating the UPI and doing a number of other activities to set the plan in motion. But all of that was done while we continue to focus on executing on our business strategy in multiple fronts. So on the business and operations side, Let alone the COVID-nineteen impact and we all know that there was a lot of emphasis in particular in protecting our employees and contributing to the Society with providing very, very critical services to face the pandemic, we continue to execute on pretty much everything we said we would do. We scaled HPs, we scaled HCS, we did a very good management of the cash. We reduced our Cost in copper, we optimized and started optimizing our organization. We focused on B2B IT revenue growth. We were able to sustain our mobile performance. We did a number of new projects including procurement optimization, which saved the company Significant amounts of CapEx and OpEx, and we created new disciplines for us in wholesale, in IT And even we were able to turn around a model which was in the past an issue in terms of cash consumption which was DTH. So as we look back, we can pretty much say that we advanced in every single one of these objectives, in line with the strategy we have presented to the market several times now. In the next slide, we can remember which were those phases of our transformation and now what is it that we're executing for. So on slide 4, you can see that as we have said before, after stabilizing the company and plotting a strategic course from 20 2018 to 2019, in 2020, we started executing the 3rd phase of our transformation, One that when completed will deliver a new way, which is sustainable and with a different business model. And this started with all of the strategy and the strategic movements that we communicated and I was highlighted that with the approval of the amendment to the plan in September, October. So let's start by looking at all the 2020 results and how they relate to the objectives We have just described in the next page. So moving on to slide number 5. Here We can see that before jumping to all the details of every different business segment, we can see in general terms That we had a very good year in terms of numbers from pretty much all of the different areas of our strategy. Starting with the core of our strategy, fiber, We closed the year with more than 2,100,000 homes connected and more than 9,000,000 HPs, meaning that the core of our strategy was Really executed well during 2020. So this impacted residential revenues. This impacted the viability of our loan This impacted the recovery on overall revenues for the company and this sets the foundation for us to continue to execute On pretty much all of the different fronts. On the mobile front, even though we have announced the intention and then subsequently The operation of signing on the sale of our mobile operations, we continue to sustain value. And in particular, We were able to recover revenues on postpaid with a 6.3% revenue growth on postpaid compared to the previous year. And even with the impact of COVID-nineteen, which pretty much impacted the whole industry, we were able to return That's a very interesting levels of performance by the end of the year. And on B2B and wholesale, We had very positive indicators of our strategy. In B2B, this positive indicator was the growth of IT revenue, which was in excess of 50%. And on wholesale, we really started acting as a neutral network and now we announced the first two very large contracts And network capacity totaling over 300 gigabits per second capacity in over 200 cities across the country. As a result, our net revenue trajectory continues its recovery. We can see that we were able to achieve a Sequential growth, 1.5% sequential growth and we paved the way for 2021 year over year revenue growth. All of that was coupled with a very strict management of OpEx. And in OpEx, we really achieved Outstanding OpEx savings of over BRL1 1,000,000,000 and this has driven our routine EBITDA to increase for the First time in a number of years. And while we did all of that on the business front, we also started to execute or continue to execute on the funding be it on the M and A aspects of the funding fronts, be it on the injection of new resources of the funding fronts. So for all of this, we're going to check the details in the next pages, but for all of this, a very, very positive year for ROE, which we believe paves the way for execution this year and paves the way for a different company, a sustainable company completely transformed next year. So moving on to the next page and starting with fiber. Well, with fiber, We ended the year with a continuation of the excellent traction and delivering all of the metrics that we devised in the plan. As I mentioned, we closed the year with close to over 9,000,000 homes passed and close to 400,000 Homes passed per month in a very impressive rate that will increase in 2021. This led to a significant expansion again of homes connected. We reached 2,100,000 homes connected And now we are now on track to be close to 4,000,000 homes connected by the end of this year. It's again important to mention that not only we had a very good absolute performance, But when we compare our performance to the peers, we added 59% more headcounts in 2020 than the 2nd player And 17% more had Homes Connected than the 3 other big players combined. Even with no fiber operations in the largest state of the nation, Sao Paulo, and this yet as we will see a few slides down the road. When we look at this impact in terms of fiber, we can see that the fiber revenues Really were impressive in the Q4 of last year. We were able to get to over $500,000,000 of fiber revenues in the 4th quarter And this not only with an increase in the number of homes passed and homes connected, but also with a significant increase in the ARPU. So even while starting from a high level of ARPU, which was already very close to our plan, we were able once again to year over year Present a 6% increase in ARPU in the 4th quarter and this in particular as a result of the new speeds which start to gain traction. In December, we had already 8% of our fiber customers with a base of 400 megabits per second It's compared to 1% in the middle of the year. So a very good jump from the middle of the year to the end of 2020. And in the Q4, we already had 20% of our net additions above 400 megabits per second. So a significant amount of new customers coming from the higher speeds and conversely bringing much better ARPU for us. In December alone, our fiber revenues were 180,000,000 Reaching an annual run rate revenue of over BRL2 1,000,000,000. So these results not only sustain our core strategy, But they continue to help the recovery of our residential and of our overall revenues as we can see in the next slide. So on slide number 7, we can see here that fiber has virtually taken over as residential's largest revenue component with a 30% share of revenue. So virtually tying with the revenues of legacy voice. And this happened while stabilizing RGUs. We can see that the company was able to stabilize RGUs pretty much during 2020 And shifting the direction of the revenue curve. So the direction of the revenue curve in residential shifted for the first time in years And we started to go up on the Q2 and we continue to do that on the Q4 of 2020. All of that led to a complete shift in the revenue profile despite the continued decline of Which is a structural phenomenon and we have mentioned about that several times over. So we can see there a 30% contribution coming from Fiber, and we can see the decline in copper broadening in voice. But another interesting aspect of this chart is that We have provided a shift in our strategy for DTH and we can see that TV also presented very Positive results in the quarter pretty much having a stabilization of revenue despite the overall market trends Of TV revenues coming down. So this is a result of a strategy that we developed during 2020. And obviously, it's a good sign because it allows us time to actually address the TV segment in order to achieve the best results for the company going forward. With such a positive result, we believe it was time to expand OE fibers from tiers. And in the next slide, I'm glad to announce just that. So in slide 8, we can say that as of today, We are officially announcing that OEfiber will be available commercially in Sao Paulo starting in the Q2 of 2021. We have already done some business trials and some soft launch with beta testers in the Q1. And in the Q2, we will launch commercially both B2C as well as B2B services for Oafiber. Obviously, this launch doesn't come out of nothing. The launch is based on our extensive fiber presence in the state Coming from previous acquisitions, with over 5,000 kilometers of fiber, we do have this infrastructure Already, this infrastructure had been used in the past only for providing B2B services, but now we are going to use this strategy and this structure To deploy HPs in the most strategic locations in the state, following the successful model adopted in other areas of the country. We plan for 400,000 households covered in 2021 and the potential to cover up to 2,000,000 homes In 2022. So it's a very significant launch. It's adding to everything we've done so far. It adds the potential of the largest state in the to everything we're doing with OiFiber and we're very excited to present this go to market strategy to all of you. With that, the launch of Sao Paulo, actually we emphasize even more our successful strategy of having a superior product And focusing very, very extensively on the customer experience component of our offer. So next, Let's talk about sustaining our value on mobile. So going to Slide 9, in mobile, obviously, we know that without This was the segment that was the hardest hit during the pandemic, but we closed the year with good recovery signs, in particular With sequential revenue growth and a higher contribution from postpaid. We know that the Segment suffered during the year with closed stores, with the reduction of mobile consumption, with a reduction of prepaid capacity to top up. But over the year, we had signs of this recovery and we can see that in particular in postpaid, we resumed very good results at year end and the Start of 2021 and we went back to the level of postpaid net adds that we had before this dip And we started the year with a very good share of net adds going back to the performance we had in 2019 And we already started the year with a 26% share of net adds, which is well in excess of our market share in this segment, meaning that we are having Performance which is without a question very, very positive and very significant compared to what we said we would do in maintaining and sustaining our mobile business. Obviously, this comes with the significant growth of our postpaid customer base, close to 11% year over year and with a 3% increase in postpaid revenues compared to 2019. On the prepaid, We know that prepaid had a significant impact, especially in the Q2 of last year, but the prepaid bounced back, the top ups So I actually bounced back over the Q3 and the Q4. We had obviously a new segment here with The new peak of the pandemic set at the end of the year beginning of 2021. But again, we have seen some bounce back and stabilization during the Q4 last year. And we expect this to continue to happen during this year, which will be a year of maintaining positive performance for us in mobile. So next, moving on, we can talk about the results of both B2B And wholesale, starting with B2B. In B2B, we continue to execute on our strategy to become a true solution provider. And while revenues remain roughly stable over the quarter compared to the previous year, we can see that IT revenues surged to over 25 5% of total in Q4, so a very, very significant performance. And this represents not only for the Quarter, a very significant advancement. But for the full year, we see here that we had in 2019 Just 13% of our B2B revenue is coming from IT and this jumps in 2020 full year to over 20%, 22% to be more precise of our overall revenues. This is a step in the right direction. This helps to compensate the commoditization of some of the connectivity revenues. This represents a continuing shift to a new profile. And this year, we believe we will be able to expand this shift in profile Not only to the corporate segment and the larger clients, but also bringing some of the offers down to the SME segment and Started the implementation of our neutral network strategy and results show, in particular, as we focus not only on the structural separation, But on looking at all of the different opportunities that the segment has while operating as a true neutral network, in particular last year, We did a significant advancement in focusing on ISPs as a growth path for us. And we had a Really significant number of ISPs being served by all of our solutions, in particular capacity solutions during the year And now we start to focus on FTTH contracts as well and the number of people impacted by ISPs who are Served by our service, it really increased and surpassed the 5,000,000 last year. So really significant increase in terms of number of people impacted by our operations In the true network in the true neutral network. As a result, we also had in the Q4 last year a significant revenue growth. So it was 13 low double digit growth of 13% and this increase was very relevant because it marks Again, the beginning of operating as a true neutral network. And in reality, in the next slide, we can see that when we Started implementing our structural separation model and presented the model as part of our amendment. We not only had said we would do so and approved that In our amendment to the plan, but we really started transitioning our wholesale business to becoming a true infra company. And this is virtually in place already, not only with a new model, with wholesale starting to operate as a completely independent entity with Chinese walls to everything we do on the commercial side of the retail avoid, but also by creating the infra co entity, BTCM, And this infra co entity not only already exists, but it started receiving assets and drop of assets during the year. It started receiving personnel, so our entire wholesale operation is part of the infra co entity today. And in 2021, We obviously plan to accelerate that and have a complete infra co in place in sync with our model of structural separation and then The promise of really making use of this extensive network and unparalleled network of infrastructure we have in the entire country. So while we execute on all business fronts, I'm glad to say that we also have maintained the pace And the other aspects of our business, in the back of our business and everything we must do to actually make this business viable and reliable. And we start by looking at what did we do in simplifying and reducing costs as part of our business. So moving on To the next page on Slide 12, we can see first that we have achieved a significant Results for OpEx reductions during 2020. Remember, we said at the beginning of the year that we plan to achieve at least 600,000,000 in OpEx reduction for 2020 and over 1,000,000,000 in annualized savings. And I'm glad to announce that we not only achieved but beat that by a big margin, actually announcing almost 1,200,000,000, dollars 1,175,000,000 of a full year OpEx reduced and actually doing that during the year. So it's not an annualized number, it's a full year number. So we enter 2021 with that annualized number already fully achieved during 2020. We reduced our OpEx from $13,900,000,000 to $12,700,000,000 from 2019 to 2020, which results in pretty much Every different area of the company. This, without a question, help us drive EBITDA expansion. And we expanded the EBITDA again not only sequentially, but in terms of margin expansion. And obviously this paves the way for again a significant performance during 2021. This discipline was coupled with a very tight management of cash and cash as we all know is a very critical metric that we have Following the course of our transformation, so in the next slide, on slide 13, we can see that this cash consumption control was Very critical to achieve what we have planned and how we're executing, especially during this transition year, so where we have a high investment in CapEx to Look for our new business model, our new core strategy on fiber, but also in years of revenue change where the legacy revenue down with some revenue in terms of mobile will be out of the company starting next year. And then with cash, we actually paved the way for this transformation. We maintained the pace of CapEx. This was First, a component of managing our cash, while reducing legacy costs and putting a huge emphasis on fiber. So you can see as how the profile of CapEx has significantly changed yet again from 2019 to 2020. It had already The significant shift from 2018 to 2019, but I would say that the shift from 2019 to 2020 It's even more dramatic in terms of CapEx allocation. In 2020, we allocated 65% of our investments in fiber. And obviously, I mean here all fiber components including FTTH, including transport, including B2B, including everything we're doing on wholesale, while reducing Our legacy cost and cash consumption in CapEx, especially on copper and from 26% of total to only 11% of total. This is still a significant amount of cash and CapEx invested in the legacy, But we are addressing that with a very, very intense plan to reducing our legacy costs as we have announced several times already. When we look at all of that, we can see that this allowed for a good cash position by the end of last year. So it was a year which had a transition from 2020 to 2021 with a lot less Issues than we had transitioning from 2019 to 2020. Obviously, we still have to focus significantly on our cash into 20 21 as this is still a transition year and this is exactly how we start the year. We start the year with a focus on all of the funding and new resources For the company, both from the sale of the UPI that were approved as part of our plan. And here, I mean, the data center, Towers, mobile and selling of the controlling share of the infraco, but also in looking at the new resources. So As part of our plan approval last year, we had said that we had approved a new resource injection for the company With the potential new issuances and now we're doing just that in terms of financing. We're looking for an infra code that financing as we speak. We're looking to anticipation our resources from the UPI mobile sale in an amount of up to $5,000,000,000 with a mobile bridge. And with all of that, we expect to actually navigate through 2021 with a cash position that can be managed to actually lead us to The closing of all of the structural transactions we're doing to implement our transformation plan. So as all of this is part of our transformation discipline, Let's remind us what is exactly that we're doing to control this transformation execution in the next slide. And on Slide 14, we can see that we continue to focus relentlessly on our 15 transformation programs, Delivering pretty much on all fronts, all the way from the separation of the entities, the creation of the new entities, the reduction of Cost and the digital transformation and organizational transformation of the company, to focus you on the regulatory agenda, which will be Critical for us this year and the next with the migration from the concession to an authorization and also With all of the different components that will help us alleviate the investment in areas which don't make sense to the company anymore. And finally, looking at all of the cost reduction measures, both in the regular course of business, but as well and particularly and the legacy operations that we have. All of that while focusing on the short term financing and executing on the day by day business fronts. After that, in the end, we believe we will deliver a reconfigured company with InfraCo as a Very, very significant company delivering infrastructure to the entire country and to all of the sector With a client call, which will have close to 4,000,000 homes connected by the end of this year, it will be the basis for the new VoIP. And now with the legacy operations, which will be virtually and slowly incorporated into this new way To become part of a new future for the company, with a focus on customer experience, with a focus on delivering new value, with a focus on adding to the connectivity component of our business to present more than telecoms to our clients. So let's look now as the expected transformation timeline and how will we execute during this year until the end of this transformation journey. So on page 15, and as we had anticipated some times before, this is the timeline For the transformation of our transition process, we had initially presented this during our GCM last year And with a very few changes, we are actually driving to it. So what was done in 2020, we all know at this point that we Had the approval of the GCM in September, October. We had the competitive bidding processes for both towers and data Centers and also for the mobile assets UPI, we closed and signed on the UPI towers and UPI data centers. We also Had the competitive process for mobile, we signed on mobile on the Q1 of this year And we are now at the end of the Q1 really completing a very good part of those transactions With not only the cash in of the UPI data centers, which was closed on March 16, but we're going to also close With the cash in of the UPI towers still in the coming days of March, still in March to be done in Q1. As part of Q2, as we know, we are in progress as we speak and as previously announced with an exclusivity agreement with BTG to In addition to obviously focusing on all of our operations and on our funding operations, We will work on the regulatory and competitive approvals of the large transactions that we have announced to the market, expecting to be able to complete them by the Q4 of this year. And with that, we expect to have a company that for next year will be completely reorganized, completely transformed, allowing for the end of the JR process. So this is a significant number of milestones that we were able to complete last year. This is still a very, very intense path for this year for 2021 and we are happy we are moving in the right direction. We are extremely excited with everything that we were able to deliver. But I wouldn't be able to complete this Presentation and this call without actually trying to talk about something which is very important to highlight even though Sometimes a less visible aspect of our transformation, but which I believe will play an ever more important part and ever more important role in everything we do going Forward. So before concluding, in the next slide, I would like to talk a little bit about all of our actions and improvements In all of the ESG pillars of the company, which we all know are so critical for any company going forward and in particular in our case, Given everything we have been doing in the transformation of the company, we feel it's also a significant achievement that it's important for us to highlight and to communicate And for people out there to know what we are doing. So starting with governance, obviously, we believe that the True change in the company started as we implemented and started to implement a new governance in the last 2 years. And this true focus on governance has really paid off and we now have a completely transformed company, a company that is adhering to the highest standards of Corporate Governance in D3 and which will soon aspire to be part of the Novo Mercado rules. We have provided different engagements and different paths for integrity and against corruption. We have published a new code of ethics and Conduct for the whole company with very simple objective content that actually touches the entire company from Start when? We have restructured our risk management policies and our governance structures And we have a goal of becoming very shortly a pro ethical company. So we have finally Continue to present a Board of Directors with several independent committees with a vast majority, 10 out of 11 independent board members with 21% participation of women in the board. So really the governance is the force that has been helping shape the transformation of the company And that is behind everything we have been doing over the last 2 years and we will certainly be part of everything we will continue to do In 2021 and beyond. And on the other two pillars of ESG, starting with the environmental, On the E part of ESG, we also had lots of progress even though not really so visible to many people But in reality, we have been focusing on several different components of our environmental footprint And working to reduce that significantly, starting with energy and we already have more than 50 Sense of the energy consumed by the company, which is a lot coming from renewable sources and we plan on having up 80% of that in 2022 and 100% of that by 2025. So a very significant commitment which we are executing on. In addition to that, in terms of disposals, we also have addressed the reverse logistic challenges for collecting discarded tiers by operations and by users and this recovery has already generated CapEx savings and obviously environmental savings, Which are very significant in 2020. Over 150,000 units of FTTH equipment recover, over 7,400,000 units of And now we have started an initiative to collect electronics equipment and batteries and discarded cell phones at our stores as well. And in addition to that, we have been signatories to the carbon disclosure project to the Global Compact since 2,009 and we have been aligning all of our objectives with the objectives And finally, as the central pillar of ESG, on the social, the company continues to act as it has always been. In reality, this has always been a pillar for the company with Oi Futuro and All of our actions in education and we continue to do that even through the whole pandemics last year by impacting Different groups and really focusing on Oyifu Turu to bring social impact through education, innovation and culture. In addition to that, we also have focused very significantly on improving diversity in our company with numerous diversity and inclusion programs We signed this year to the Women on Board initiative as well. So all in all, we can say that In addition to this very significant transformation that the company has been achieving on the business side of the operations, the strategy, The financing of the company, we have more than ever been focusing on making sure that we are a responsible company acting in accordance with all of the ESG pillars that should be not only emphasized, but stimulated in the entire society as we move forward. So concluding on the next slide. We see that we continue to successfully stabilize and improve our operation and our As we have said before, after the approval of our plan amendment last year, We are now in full execution mode of our transformation plan to accelerate growth and to bring back the company to long term sustainability. Our anomaly structural separation model, which was an idea last year, is now already being implemented And he's already showing results and this allows for conciliating the strong growth that we have been presenting on the fiber side with financial sustainability for the future, both for Oi and for the new infra code to be created, which by the way was already created. And as part of the plan, We are also now in the process of securing a significant injection of new resources into the company through the sale of the designated UPI, Helping us secure these investments not only for the short run, but for the long run and coupled with a critical reduction of the company's long term debt. Our transformation continues to be relentlessly pursued. We are continuing to focus on the integrated execution programs. And more than ever, I'd like to say that this management team and this Board of Directors continues fully committed to executing the new strategic model with Rigor and Speed. So again, we're very glad with the results we had in 2020. We know that 2021 is a year with a lot of execution challenges, but we are already focusing very hard on it And we're very excited about the future prospects of the company. So thank you and we can now focus on the Q and A session. Thank you. Ladies and gentlemen, we will now begin the Q and A session for investors and analysts. Your questions from the queue by pressing star 2. Our first question comes from Leonardo Omas from UBS. Margin of the remaining company, we noticed Hi, Leonardo, sorry. You cut off a little bit at the beginning of Can you just start repeating that? Yes, I'm going to use the phone. Yeah. My question is regarding the margins of the remaining company, since you're now Reporting all the asset sales as discontinued operations. So the margin of the continued operations, we saw in the end of the press release that you published Something around 27% EBITDA margin, adjusting for non recurring, it could get closer to 22%. My question is, If you could walk us through the steps 11 and 12 of the slide 14. So step 11, the Savings that you were expecting from the asset sales, you don't have to point out specific numbers, but maybe qualitatively, The savings that you are expecting from the asset sales, so how much OpEx and CapEx could save them? And then the step 12, The phase out of copper of de averaging, like Paul, if you could explain that and talk us through How what are the sources of margin and CapEx savings from the second phase from the average of the corporate? Thank you. Thank you, Leonardo. Well, in reality, this year is going to be a year where, as you imagine, now with all of the Transition of the UPIs to in terms of accounting classification of assets for sale, We're going to have to do a number of pro formas to actually understand what's going on with the margins or the recurring margins of the company going forward. But let me remind you that we have always mentioned that in our plan, we were looking to creating 2 Parts of the company, 1 the infra co and the other the client co where we had very different margins, very different EBITDA margins going forward given the different Intensity of CapEx investments in both. So on the client call, on the client company, which will be the new way, We have always mentioned that we would be looking for an EBITDA margin in run rate that would be between 20% 25%. So this is our goal for the client company. We know that there will be a period before we actually stabilize our legacy business where This will be a period where probably we'll have some fluctuation of this margin because if you remember, We have to actually convert from the current concession that still consumes a lot of cash and conversely consumes us some margin as well to be able to migrate an authorization with lowest costs. And with that, we can go to the 20% to 25% run rate margin that I just described. Obviously, when we look at that, what is it that we're doing on the copper side of the house, on the legacy side of the house And to your question about the de averaging, what does de averaging mean? We talked sometimes about that, but let me bring that back up everybody can understand what we're doing. When we look at what is the structure we have for copper right now, We have a structure which consists of lots of copper networks out there, lots of central offices out there, lots of Stations out there, which are not only central offices, but all of the different pieces of equipment that we have on the street and on buildings and spread throughout the country To serve an ever diminishing number of users. And if we don't do anything about reducing the OpEx associated with all of this infrastructure, Obviously, what's going to happen is we're going to continue bringing revenue down, but not necessarily bringing OpEx down. And that's what we started to address At the end of 2019 beginning of 2020, which is to reduce the number of stations of copper stations throughout the country By consolidating many of those stations, by changing some technologies and we started doing things for instance in areas where it's Not where it's impossible actually to maintain a sustainable copper infrastructure. We have started migrating some customers to Wireless local loop and using our wireless infrastructure to provide services. And when we do this reduction, We actually helped to reduce the OpEx associated with all of the legacy services in line or trying to be in line with the reduction in revenues. Obviously, there is a lag because the reduction in revenues comes first and the reduction in OpEx comes next because you need to have The users disconnecting to be able to actually act on the OpEx reduction, but this is what we have been planning and executing significantly Since last year, we could you could see a part of that by the change in CapEx allocation that we already had for this year. We have been allocating in excess of $1,500,000,000 in CapEx, almost $2,000,000,000 in CapEx for A number of years and then this started going down last year in 2019 and it went down a lot more last year. We expect that it can continue to come down this year as we reduce the infrastructure associated with the concession. And with that, We're going to have a run rate where obviously we're going to have a single digit CapEx investment for the company, because it's going to be mostly focused on developing products and on IT associated with developing those products and serving those products With a 20% to 25% EBITDA margin. So all in all, it's obviously much smaller margin as the margin of a Traditional integrated telco, but let's remember that it's going to be a nimble, more efficient company that can have A significant cash conversion and run rate. Thank you. Thank you, Rodrigo. Just one quick follow-up, this 20% to 20 5% underlying EBITDA margin, is that IFRS 16 or not? Yes, IFRS 16. All right. Thank you very much. Thank you. Our next question comes from Sumit Datta from U Street Research. Hi there. Thanks very much. Just 2 or 3 quick questions, please. 1 on, again, Back to looking at the split of the business between the ramp and the deconsolidated assets for a second. Let's just double check. It looks like the continuing operations are generating about $2,500,000,000 of EBITDA. And when I look at the CapEx split In the presentation you gave, it's about BRL1.5 billion. So the ongoing, I guess, client co looks to be generating About BRL 1,000,000,000 of cash. I thought you maybe mentioned it was consuming cash. So I just wanted to check I was understanding that split properly, Please, that's the first question. Secondly, again, can you give the lease liability that will be, I guess also deconsolidated or part of the discontinued operations, so we can match that With the EBITDA, so the lease liability under IFRS 16, please. And then just away from the detail a second, just on the Sao Paulo launch, please. I'm kind of super intrigued by that. I wonder is that something which is Come about a bit more quickly than you thought? Or is that something that was not really planned? And again, How are you thinking about winning share there? Obviously, it's a more competitive region with net and with Vivo. What is the right tool in Sao Paulo, please? Thank you. Thank you, Sumit. Well, as we have discussed, This year as the accounting changes and how do we present the numbers is very complex given the classification of the UPI. We have to remember that obviously when we look at the numbers, the management numbers, we have to understand that it's not all about Counting it's that there's other things that we have to include in there beyond the CapEx. For instance, we have a plan payments, we have Financial obligations in terms of some of the obligations going forward coming for instance from Globenet. And obviously, we're still doing this year, we were still doing a part of the CapEx of InfraCo to begin with on the backbone. So There's still different things that we have to stabilize as we move to a solid model of the separation next year. And obviously, some of those things are purely an accounting separation. So it's very hard To read the company purely through the accounting separation of the numbers. As far as the lease liabilities, just in general terms, Sumit, We do have a number of the liabilities that stay with the company because they don't belong to InfraCo. Obviously, the operational liabilities, they go with InfraCo and everything that is a part of the actual operation of the InfraCo goal with InfraCo, but the financial obligations that are not part of the operation per se, They stay with Oi as it's part of the financing structure of the company in the past and has nothing to do with the creation of Empreco. But I would advise you to go to our investment relations for details. I mean, obviously, again, as I mentioned, We have an accounting representation of the numbers there, which is very complex at the end of the year because of this separation of assets. But Obviously, we know that by talking to IRR, you can have a lot of the details explained. And last but not least, let's remember in this regard in terms of cash that InfraCo, While it's being created and it still does not have a new controller, it still consumes cash. It is an Operation that will be in run rate, a huge generator of cash in the future, but we know that we are still in construction So let's just remember what we said when we presented the plan. We have to build close to 5,000,000 HPs Per year or even in excess of that, 5,000,000 to 6,000,000 HPs per year with yet another number of 3 years, 2021, 2022, 2023. And then in 2024, the situation stabilizes for InfraCo as far as cash Generation. So we know that there's still cash consumption and part of this cash consumption during this year has still to be financed by Oi. And obviously, we are in the middle of a process for admitting a new controller in InfraCo and this will help Kind of separates the financing needs of the company at InfraCo alone with no impact to OIBDA. But while we do not that and not close this It's a balance that we have to kind of fund as part of our overall financing structure for OE as a whole. As far as Sao Paulo, no, it's not something that was unplanned. It was something that was on our radar altogether. We obviously did not announce that until we were ready to actually move with it. But the thing is that we always had, Sumit, The fiber assets in Sao Paulo, if you remember, we had 2 larger fiber networks in Sao Paulo Coming from Pega's Us and Metro Red. And those two networks cover not only the city of Sao Paulo, but good portions of the state of Sao Paulo. And with that network, we always knew that that network could be a source of either Making a separate asset for sale as part of a UPI or for a non core disposal or To be used as another element of our infrastructure presence to be able to actually make inroads into the Sao Paulo market. At the very end of 2019, beginning of 2020, when we were Analyzing our business case going forward and analyzing the success of what we had at the general launch of WiFi, We came to the conclusion that it wouldn't make sense to actually let go of the fiber infrastructure in Sao Paulo. And not only that it would make sense to include that as part of the InfraCo business plan, But to represent a significant upside to everything we said we would do as part of our expansion plan on fiber. And so we did just that. We started working at the end of last year in terms of planning for how could we structure our entrance in the Sao Paulo market. We started looking at the most promising regions where our fiber presence is already there in both the states, The cities outside the capital and the state capital. And we started doing some Friendly trials during the Q1 and now we are in a position to launch. Obviously, it's a controlled launch. It's going to be a launch where we expect to have A significant number of HPs has a potential, but it's in addition to everything we have been doing. So yes, it had been planned for a while. We were just waiting on the right time to announce it and to move forward. Can I just as a quick follow-up, please? Do you have some kind of cost advantage still over the competitors there? I know that's part of the business case More broadly across the footprint is I think you can pass things up something like 20%, 30% more cheaply, I think. But is that Not the case in Sao Paulo, is that still the case? In Sao Paulo, we also have the same fiber infrastructure that we had in different cities across the country. So As far as the cost advantage, we can say that we can keep the same economics in Sao Paulo as we can elsewhere because the fiber is already there. And let's remember that we are not replacing an existing network. We don't need to take off copper to implement Fiber, we're just launching fiber from scratch as we were never present in the retail market in Sao Paulo. And as such, there's no legacy costs and legacy The retrofit associated with that, which sometimes tends to be a significant cost to whomever is substituting legacy infrastructure. So we do believe that our cost economics are relatively the same as the cost economics of the rest of the country. And as such, we believe we do have a good business model to penetrate Sao Paulo. And let's remember that When we look at fiber in Sao Paulo, one of the areas that has grown the most is the naked fiber Services detached from bundled up pay TV and detached from other services. And we bring this possibility to Sao Paulo As a compelling value customer value proposition to actually penetrate the market, which is without a question the market with a higher GDP per capita of the entire country. And as we have launched the higher speeds, we will also focus on those higher speeds in Sao Paulo. We have already launched the 400 and the 500 megabits per second speed. We can go beyond that and an infrastructure is prepared to do just that. And in addition to that, as we have announced last year, we are shifting the entire IT strategy of the company For fiber, to be based on a completely new IT stack, which is entirely focused on customer experience. So with this new IT stack that we're implementing and launching by the middle of this year, we will not be dependent on any legacy IT components for delivering oil fiber. And this is without the question how we plan to really ramp up our presence in Sao Paulo this year as well. Okay, great. Thank you. Thank you. Our next question comes from Maria Theresa Zvezda from Santander. Hi, good morning. Thank you for the questions and congrats, Rodrigo, for the excellent execution. So around 70% of the CapEx is now fiber. Can you run us through the unit economics for the fiber business in terms of the home path CapEx, connection and the maintenance CapEx and how should we think about the CapEx going forward for the client call? And then my second question would be a little bit on 5 gs. You want to play 5 gs as a 5 gs enabler. Do you see any risk of the 5 gs happening before the closing of the mobile sale closing, would that be the problem? And should we assume that Our InfraCo clients call will not have any direct or indirect interest in buying Spectrum anymore. Thank you. Thank you, Maria Theresa. Starting with the fiber question and the CapEx question, when we announced the plan, We announced the plan with a unit economics for deploying HPs and HCs that were roughly BRL300 per HP Plus an additional R900 dollars per HC and this was by the middle of 2019. So by that All in all, if you consider 1 connected consumer with an HC, the entire the full cost of 1 HC Without actually diluting other HP costs, it was around BRL1200. What we said we would do when we launched the plan in 2019 and That we actually did over last year was to greatly improve that economics by scaling the plant and scaling our presence, not only in terms of Expanding the number of HPs, but expanding the number of HCs, both in terms of cost of equipment And by equipment here, I mean everything from fiber cables to connectors to all of the different Electronics that are required both on our side and as well as on the customer premises, but also to an economics that would be a lot more effective given the increasing productivity of the deployments. So When we talk about productivity of deployments, obviously, you have the teams doing HPs and HCs And the key productivity rating for us was how many houses can be connected by a single team per day. Obviously, this is something that we keep here with a lot of emphasis in terms of looking at this metric. And without disclosing entirely the metric, we say that we were able to improve this metric by at least 15% to 20 Last year and this is very significant because this is one of the costs that no matter what you do, if you don't change the efficiency, not going to be able to reduce because it's basically associated with labor costs. And so by doing that, we were able to significantly increase the efficiency And we were able to add to that the fact that obviously as we have the largest fiber deployment project in the region, We were able to negotiate very good long term contracts. By the way, this was also part of our significant procurement effort that was done last year as highlighted in one of our Where we were able to reduce CapEx costs significantly with the long term negotiations and bringing away back to the game as being a significant player to be contended with in CapEx purchases. With all of that, I would say that we maintained Our commitment of reducing those costs, our unit economics without giving you a lot of details is obviously the Execution of that is now in progress, but we have lowered the 300 number significantly. But most importantly, we lowered in particular the homes connected cost. So we lowered the homes connected cost from the 900 to less than Say that our cost per home connected all in is a cost that sits below the BRL900 right now Compared to the 1200 BIs we had at the beginning of our plan. And when we look at how this can go in the coming years, Obviously, there's still room for potential reductions in terms of equipment. There is maybe some room for reduction in terms of different architectures. And obviously, we expect to continue with very good productivity that we have and efficiency in terms of the installation costs we have. So it's a Very significant progress. And in reality, this is one of the things that allowed us To be more aggressive in terms of the number of homes passed that we look for in the overall plan. If you recall, We had originally talked about 24,000,000 homes passed, but now we're talking about 32,000,000 homes passed up to 2024. And this is again what has driven the expansion of the $4,000,000 target we had for HCs To a target of getting close to 7,000,000 to 10,000,000 HCS, if you consider both Just Oi as the client company and InfraCo as the entire provider of neutral networks. So Significant progress there, Maria Theresa. This is in reality what's been fueling the expansion of the business plan and allowing for everything that we've been doing. On 5 gs, obviously, we don't control the 5 gs schedule. We know that there are significant discussions about when the 5 gs will take place. There is an intention of both the communications Ministry as well as the government in general of having the 5 gs auction as soon as possible. We know that the discussions For the RFP are mostly complete at this point, even though there's still the calculations of the overall value That is taking place at TCU and we still don't have visibility of exactly what those values will be. But so given that we don't control this timing, we should and that's what we have been doing, we should act As this is yet another part of the puzzle that we don't control and that we shouldn't depend upon. So we don't really believe that we depend upon the I mean on 5 gs. So if 5 gs auction happens before the closing, obviously, we're going to look at What we need to do here in terms of participation, obviously, given that we have a sale of the mobile company already Being discussed and already subject to regulatory and competitive approvals, this gives us a different Strategy for participation in the 5 gs auction, if any. Let's remember that we still have several different angles to look at 5 gs. In particular, the one that looks at 5 gs is a big, big driver of fiber capillarity demand. And this is good for us as part of the InfraCo strategy, but we also look at how we could potentially use the 5 gs Going forward in particular for fixed wireless access and for future uses of 5 gs both on private networks as well as On long term IoT operations. So we know that there is a possibility that it happens before the close of Our mobile sale or even before infra call, but that's something we have to live with And there's no dependency on that for us to move forward. Perfect. Thank you very much, Rodrigo. Very clear. Congrats again. Thank you. The next question comes from Christian Faria from Bradesco. Hi, hello everyone. Thanks for taking my questions. I would like just to understand the Patient plan regarding the FTTH in Sao Paulo. First, I would like to get a better view regarding the number of ASPs. So you mentioned EUR 2,000,000, how much that's for the Sao Paulo in 2021? And I'd like to understand if that number was already considering The previous plan to reach BRL14 1,000,000 to BRL15 1,000,000 and maybe what the company should expect in terms of competition there? So You guys mentioned already that you are being mainly focused on higher speed, but what is the confidence, what The players that they are most focused, so they are mostly mainly regarding to the Please or the big telcos. And later, if the company could give more disclosure regarding the process, It's true to the separating assets of Intracore. So how do we should be how can we believe how can we see the contract between ClariCo and Intracore already since the company is already going to be a separate company for the next quarter? Thank you. Thank you, Christian. Just to make a correction there, when we talked about expanding to Sao Paulo, we said that we would target to reach 2,000,000 households in 2022 by the end of 2022, not 2021. In 2021, We plan to get to 400,000 households, okay. So and this is based on the existing infrastructure we already have, Obviously, with the need for the buildup of secondary networks and secondary rings, but based on the extensive fiber network that we already have. In terms of competition, we know that Sao Paulo is the most competitive market for broadband and fiber in Brazil. But what we're doing is that we're bringing our extensive experience in launching accelerated fiber as part of our overall plan. And based on the results that we had elsewhere and in the entire country, We saw that there was a possibility for us to enter this, which is obviously the highest GDP per capita market in the country With a model that has been proven. It has been proven because it's a streamlined model. It doesn't depend on legacy. It's 100% focused on customer experience. It allows for a bigger focus on Just the pure broaden experience without having to be concerned with all of the different issues with the legacy services. And we know that there's still an increased room for penetration for fiber in Sao Paulo, given that even though it is the largest market in And one of the most competitive, it's also one where there are still a lot of legacy, high speed legacy customers. So we know that there are still a lot of cable customers, there's still a lot of DSL2 customers in Sao Paulo and this is exactly the area which we Leave is ripe for competition now with the penetration of fiber. And if we just look at all of the fiber metrics in terms of quality, in terms of In terms of delay and latency, obviously, there's no comparison between the Fiber services and the legacy services, and this is exactly an area that we are keen to explore. Let's remember that In the rest of the country, it's not that we play alone. We already face competition in most of the large cities. And even with this competition, we have been growing at the pace we have been growing, growing more than pretty much all of the other players combined. And so it would be just natural if the infrastructure was in place and it is to tackle the Sao Paulo market as an upside to our current business plan. Let's remember that when we presented our business plan back in 2019, we had not included Sao Paulo as part of the plan. And this was true as well. It was the same last year when we started carving out InfraCo and carving out the numbers for How should we expand our presence with InfraCo? But now Sao Paulo actually gives us a nice subside to that in an area which obviously every relevant telecom player in Brazil should play. So we're not afraid of competition. We believe that, Yes, there will be a way of playing in the market. I would like to turn the floor over to the company for the final remarks. Well, thank you again. As we highlighted at the beginning of the call, it's a pleasure to have you all with us And in particular to deliver to the market all of the results we had during last year. We knew it was a very hard year. Unfortunately, it was not even a better year because of the pandemics and here I mean not only in terms of Financial or strategic results, but in terms of the costs to society that we all had to face, We hopefully played our part well in helping to face the pandemics and we continue to do that. We have not lost sight of that. We continue to work with our full team working from home. We continue to provide services which are essential services to Face the pandemics and we will continue to do that. We will continue to implement and now observe the strictest protocols for safety and security going forward. And we hope as well that at the end of this year, we'll have a much better picture, not only for everything that has been going on with the pandemic, But to the continuation of the great delivery on our strategy so far. So we'd like to thank you all for being with us again for 1 more quarter. Now, we start the execution of many of the things that we had planned and announced and able to achieve over last year. And we believe it's going to be another very intense year, a year with a number of things that must be done Throughout the year, both operationally as well as financially as well as strategically, but we hope again at the end of 2021 To deliver the same level of good news and good progress that we had achieved during 2020. So This concludes OSA's conference call. We would like to thank you for your participation. Have a good day.