OPAP Company Presentation July 2012 1
Agenda 1. History - Company Overview 2. Financial Overview 3. Strategy 4. Social Responsibility 5. Summary 2
The Story so far 1958: Establishment of the Greek Organization of Football Prognostics 1959: Launch of PROPO (The Greek Football Pools Game) 1999: OPAP incorporated as a Societe Anonyme 2000: 20 years exclusive-license contract with the Hellenic State Launch of PAME STIHIMA (sports-betting) 2001: Listed in the Athens Stock Exchange The very first coupon issued by OPAP in 1959 2003: Launch of KINO 2011: Extension of exclusive license until 2030 Award of Video Lottery Terminals (VLT) license 3
Company Overview The leading Greek gaming company Presence in Cyprus Market cap on Athens Exchange c. 1.6bn (July 2012) Exclusive concession recently extended up until 2030 62 of the total Greek legal gaming market (2011) Largest on-line retail network in Greece 2011 revenues of 4,385.5m and EBITDA of 734.2m High dividend pay-out policy Current free-float: 66 Hellenic Republic ownership: 34 ) 4
Public offerings - Shareholder Structure Date () Offering price ( ) 25 April 2001 5,36 Initial Public Offering (IPO) 5,5 18 July 2002 18,90 Secondary offering 8,44 14 July 2003 24,45 Secondary offering 9,44 21 July 2005 16,44 Secondary offering 24,14 5,01 29,00 60,99 34,00 5,00 Remaining Free Float Silchester International Investors Hellenic Republic HRADF* 5 *Hellenic Republic holds 100 of HRAD s share capital
The Greek gaming market is one of the most buoyant markets in Europe 2010 GROSS GAMING REVENUE ( BN AND OF GDP (1) ) 1,09 0,80 16,9 12,8 0,92 0,41 0,48 10,2 9,7 9,4 1,09 0,39 0,60 0,97 0,92 0,38 0,75 Average: 0.67 0,50 0,32 0,37 2,5 2,3 2,2 1,7 1,4 1,3 1,3 1,2 1,1 1,1 In bn In of 2010 GDP Italy UK Germany Spain France Greece Netherl. Sweden Finland Ireland Belgium Portugal Denmark Poland Austria 2010 OFFLINE GROSS GAMING REVENUE PER ADULT (2) ( ) 312 293 289 265 248 201 198 189 164 142 142 131 123 128 32 Italy Finland Ireland Spain Greece Sweden UK Denmark France Belgium Portugal Germany Austria Netherl. Poland Highest gross gaming revenue (along with Italy) ahead of all European countries representing 1.09 of GDP in 2010 6th largest gaming market in the European Union 5th highest 2010 gross gaming revenue per adult in Europe ( 248) 6 Sources: H2 Gambling Capital for gross gaming yield (Italy (28/07/2011), United Kingdom (01/08/2011), France (26/07/2011), Greece (30/09/2011), other countries (05/08/2011)), IMF World Economic Outlook (April 2011) for GDP Notes: gross gaming revenue including offline and online (onshore and offshore) gaming (1) Current price GDP (2) Inhabitants over 18 years old
Greek Legal Market Revenue Overview 10.000 9.000 8.000 7.000 34.8 36.5 34.8 32.9 29,9 6.000 36.0 29.9 5.000 38.0 4.000 3.000 2.000 1.000 0 52.3 20.6 41.3 37.5 38.5 40.1 41.5 41.5 39.7 44.0 9.8 8.0 7.5 7.2 7.0 5.9 4.5 4.3 4.0 3.2 11.4 8.9 8.2 7.2 6.3 50.5 52.0 56.3 56.2 58.2 6.2 7.5 4.7 4.1 3.7 3.7 3,9 4.2 5.4 4.7 4.2 3.2 3.2 3.0 3.1 3.4 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 60.4 63,1 62.5 Horse Racing Instant Lotteries State Lotteries OPAP Casinos Source: OPAP s reported numbers (Greek operations only); H2 Gambling Capital 7
OPAP is the Undisputed Leader of the Greek Gaming Market 8 OVERVIEW OF THE GREEK GAMING MARKET The Greek regulated gaming market comprises of three sectors: Lottery: OPAP and the State Lottery Division Casinos: includes all games played within casinos Betting: dominated by sports betting (OPAP) but also includes domestic horserace betting (ODIE) Like most other European lottery markets, the Greek gaming market is regulated and controlled by the government Ethniko, Kratiko and Laiko, the state lottery-style games, generated 119m of gross gaming revenue (GGR) in 2010 and represent c. 5 of the market All other lottery games are operated by OPAP, yielding 1,046m of gross gaming revenue in 2010 Scratch games, which used to be supplied by a subsidiary of Intralot until 2003, are missing from the current offer and are expected to be re-introduced The Greek casino market consists of 9 licensed casinos and is strongly dominated by Regency. It generated 484m of gross gaming revenue with more than 50 attributed to gaming machines Pari-mutuel horserace betting is exclusively operated by Greek Organization for Horseracing (ODIE) Generated 49m of gross gaming revenue in 2010 Fixed odds sports betting is solely organized by OPAP, yielding 608m of gross gaming revenue in 2010 2011 LEGAL GREEK GAMING MARKET (GGR) Casino 22 State Lottery 6 GREEK REGULATED GAMING MARKET GROSS GAMING REVENUE EVOLUTION ( M) 944 753 765 777 797 688 653 585 610 Source: H2 Gambling Capital (30/09/2011) Horse 2 Market size: 2.0bn Source: H2 Gambling Capital (30/09/2011) 12 11 4 1.077 773 744 635 1.146 626 194 141 133 127 121 64 68 57 59 52 49 8 OPAP 70 (7) (11) (13) 1.046 608 539 484 869 439 119 118 46 2005 2006 2007 2008 2009 2010 2011 Horse betting OPAP Sports betting OPAP Lottery Casino Gaming State lotteries Market growth
OPAP s Competitive Advantage is Based on a Diversified Product Offering and a Widespread Network OPAP GAME OFFERING A WIDESPREAD NETWORK OF AGENTS OF 2011 REVENUE OF 2011 GROSS PROFIT STIHIMA Introduced in 2000 2011 Revenues: 1,561m 47 34 SPORTS GAMES PROPO PROPO- GOAL Introduced in 1959 2011 Revenues: 22m Introduced in 1996 2011 Revenues: 1m 0.5 0.01 0.9 0.1 MONITOR Introduced in 2011 2011 Revenues: 138m 3.2 1.4 KINO Introduced in 2003 2011 Revenues: 2,243m 52 48.5 JOKER Introduced in 1997 2011 Revenues: 232m 5.3 10.1 LOTTO Introduced in 1990 2011 Revenues: 68m 1.5 3.2 NUMERICAL GAMES PROTO Introduced in 1992 2011 Revenues: 31m 0.7 1 SUPER 3 Introduced in 2002 2011 Revenues: 36m 0.7 1.1 9 Source: Company EXTRA 5 GO LUCKY Introduced in 2002 2011 Revenues: 11m Introduced in 2011 2011 Revenues: 17m 0.3 0.4 0.4 0.2 Network of c. 5,000 agents under license agreement Cyprus accounts for c.4 of revenues Source: Company
Network 5000 POS The largest commercial network in Greece From the past to the cohesive corporate branding image of today 10
OPAP Has Proven its Capacity to Launch and Develop New Games OPAP has introduced Monitor Games and Go Lucky, illustrating its capacity to enhance existing games and to launch new successful ones Stihima is the most popular betting game in Greece Introduced in 1959 Introduced in 1990 Introduced in 1997 Introduced in 2000 Introduced in 2002 Introduced in 1992 Introduced in 1996 Introduced in 2002 Introduced in 2003 Kino has been a blockbuster from the beginning and is the most popular game in Greece OPAP can rely on its network of c. 5,000 agents to further extend its offer range with new products such as Bingo, Super 4, online versions of existing games and Video Lotteries Terminals (VLTs) OPAP has developed a strong portfolio of games in Greece and Cyprus and currently offers a wide range of gaming products from traditional lottery to sports betting (fixed odds / mutual) 11
OPAP s Revenue Breakdown m 6.000 5.000 4.000 ProPo-Goal 3.000 Lotto Joker 2.000 ProPo (Toto) Proto Stihima 1.000 0 1995 1996 1997 1998 1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 PROPO LOTTO PROTO PROPOGOAL JOKER STIHIMA SUPER 3 EXTRA 5 KINO MONITOR GAMES & GO LUCKY 12
Games Overview Game Stihima Joker Lotto Propo Proto Super 3 Extra 5 Propo-Goal Kino Go Lucky Monitor Games Type of Game Sports Numerical Numerical Sports Numerical Numerical Numerical Sports Numerical Numerical Sports Fixed / Mutual Mutual Mutual Mutual Mutual Mutual Fixedodds Fixedodds Fixedodds Fixedodds Fixedodds Fixedodds 2011 Revenues 2011 Gross Profit OPAP Share of Revenues (1) Year of Introduction Agent Commission 1,560.7m 231.6m 67.5m 22.2m 30.6m 36.2m 10.9m 1.1m 2,242.7m 17.3 137.6 289.4m 85.9m 27.2m 8.0m 8.5m 9.7m 3.2m 0.3m 412.4m 1.4 12.2 22 41.2 46.3 40.1 36.6 32.7 32.3 40.6 22.0 ~14 (2) ~14 (2) 2000 1997 1990 1959 1992 2002 2002 1996 2003 2011 2011 8 12 12 12 12 8 12 12 8 8 8 Frequency of play Daily Twice weekly Twice weekly Three times weekly Twice weekly Three draws daily One draw daily Once a week 132 draws daily On going - Daily On going - Daily (1) Sales minus the pay out ratio minus the agents commission ratio (2) Sales minus the pay out ratio minus the agents commission ratio minus Intralot s commission 13
Number Games Betting Games Games Product Matrix Skill ProPo (Toto) ProPo-Goal Stihima Mutual Lotto Fixed Odds Proto Joker Chance 14
Diversified distribution network Games Agencies Gaming Halls Internet Street Vendors Bingo VLTs Instant Tickets State Lottery 15
Financials It s all about numbers 16
OPAP Has Historically Delivered an Outstanding Financial Performance OPAP FINANCIAL OVERVIEW In m 2003 2004 2005 2006 2007 2008 2009 2010 2011 Revenues 2,282 3,177 3,695 4,633 5,066 5,520 5,441 5,140 4,359 Growth n.a. 39.2 16.3 25.4 9.3 9.0 (1.4) (5.5) (15.2) GGR * 969 1,242 1,338 1,562 1,597 1,852 1,781 1,654 1,413 Growth n.a. 28.2 7.7 16.7 2.2 16.0 (3.8) (7.1) (14.5) EBITDA 473 659 714 738 860 1,057 967 911 734 Margin ( of rev.) 20.7 20.7 19.3 15.9 17.0 19.2 17.8 17.7 16.9 Margin ( of GW) 48.8 53.0 53.3 47.2 53.9 57.1 54.3 55.1 51.9 Net Debt / (Cash) Source: Company reports (211) (377) (412) (384) (493) (706) (700) (657) 97 * Gross Gaming Revenue COMMENTS 1 OPAP has recorded strong top line growth since 2003, mainly driven by: 2003: Introduction of Kino 2007: Stihima risk management operation was taken in-house 2005-2008: Development of betting portfolio events through introduction of new features in Stihima and increase of Kino daily playing hours REVENUES AND MARGIN EVOLUTION SINCE 2003 2 Recent performance has been impacted by the adverse economic environment: 48,8 53,0 53,3 47,2 53,9 57,1 54,3 55,1 51,9 1 2 Overall performance affected by decrease in Kino revenues while Stihima is affected by cyclicality of major football events every 2 years 4.633 5.066 5.520 5.441 5.140 4.358 3.695 3.177 2.282 2003 2004 2005 2006 2007 2008 2009 2010 2011 Revenues (in m) EBITDA Margin (as of GW) Sustained profitability margins 3 March 2011: Introduction of Monitor and Go Lucky games 17 Source: Company reports
Financial Overview Revenue ( m) 2001-11 EBITDA ( m) 2001-11 6.000 1.000 5.000 800 4.000 3.000 2.000 1.000 600 400 200 0 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 0 '01 '02 '03 '04 '05 '06 07 '08 '09 '10 '11 EBIT ( m) 2001-11 Adjusted Net Profit ( m) 2001-11 1.000 800 600 800 600 400 400 200 200 0 '01 '02 '03 '04 '05 '06 07 '08 '09 '10 '11 0 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 18
Financial Results Q1 2012 Resilient demand in a harsh economic environment Department Stores -16,9 Food Sector -8,4 Retail Sales Q1 2012-11,6 Pharmaceuticals -7,5 Furniture & Household Equipment -18,6 OPAP Wagers ( m) EBITDA ( m) Net Profit ( m) (5.0) (13.9) (20.9) 19
Dividend Policy 2,50 2,00 1,50 Remaining Dividend ( ) Interim Dividend ( ) 1,48 1,42 1,58 1,74 2,20 1,40 1,75 1,54 1,00 0,50 0,00 0,60 1,14 1,10 1,03 0,96 0,93 0,94 0,72 0,73 0,67 0,40 0,43 0,43 0,80 0,55 0,48 0,55 0,60 0,65 0,58 0,72 0,17 0,27 0,30 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 18,0 15,0 12,0 9,0 6,0 3,0 0,0 Dividend Yield () 11,9 10,6 6,6 7,3 5,4 11,4 8,3 6,4 6,3 4,9 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 17,2 Dividend Payout () 79,4 103,7 99,1 93,4 98,8 98,9 97,1 96,3 94,0 85,3 42,9 '01 '02 '03 '04 '05 '06 '07 '08 '09 '10 '11 20
OPAP Strategy Leverage OPAP s expertise and experience to become a Pan-European leader in gaming Utilize strong cash position to capitalize on development opportunities Continue to invest in OPAP s brand to drive market share Strengthen existing network by increasing content and gaming options across agencies Optimise OPAP s cost base and improve operational efficiencies Continuous improvement of OPAP s existing product portfolio 21
Land-Based Concession Extension Agreement A unique opportunity for OPAP to support its leading position in Greece and strengthen visibility pertaining shareholder value up to 2030 Concession extension fee incorporates prepayment of gross win royalties as well as the license cost for the concession period OPAP S POSITIONING Extension of the current concession contract (ending in 2020) on lotteries and sports betting from 12.10.2020 to 12.10.2030, for the exclusive benefit of OPAP Exclusive operation of current games (incl. Super 4 and Bingo Lotto), by any technological means (1) OPAP to maintain its leading position in the Greek market TRANSACTION ECONOMICS 375m payable following signing of the concession extension agreement and OPAP s EGM approval 5 royalties on gross win will be additionally paid on a yearly basis between 12.10.2020 and 12.10.2030 Fair and equitable value sharing with the HR Concession extension fee paid in line with market expectations Expected payback period of approximately 5 years EXPECTED RETURNS (1) Excluding on-line sports betting 22
Video Lottery Terminals (VLTs) License Agreement VLT license adds a growth engine to OPAP s performance potential The status of a sole license owner enhances performance optimization across the full spectrum of games offered by OPAP TRANSACTION SCOPE One License for 35,000 VLTs: 16,500 will be directly operated by OPAP within 12 months 18,500 will be operated by sub-contractors within 24 months OPAP will receive an upfront payment as well as royalties In case of unsuccessful subcontracting process for part or all the 18,500 VLTs, OPAP will have the right to operate the remaining VLTs OPAP to control pricing policy Identical pricing for all VLTs License also includes on-line Random Number Generator ( RNG ) Games The duration of the license is set at 10+1 years from the license issue. Based on the law, HR to receive 30 of gross win in the form of royalties 474m payable upon signing of the license 86m payable in two years TRANSACTION ECONOMICS FOR THE 35,000 VLTs Highest contributor to OPAP s EBITDA in the long-term EXPECTED RETURNS Expected to be EPS accretive from the first year of full deployment of the 16,500 machines 23
OPAP will be the Sole License Holder of the 35,000 VLTs in Greece Before YE 2011 First instalment of 474m for a license for 35,000 VLTs paid by OPAP to Greek State 2012 RFP for the selection of technology providers Tender for the subcontractors 2013 Installation of VLTs on Central Server for 16,500 VLTs Before YE2013 Second instalment of 86m paid by OPAP 2014 35,000 VLTs under operations 2012 2013 2014 Grant 1 License for 35,000 VLTs MANUFACTURERS HR Hellenic Republic Purchase 1 License for 35,000 VLTs SUBCONTRACTORS 24
Scratch Tickets - State Lottery OPAP s led consortium is bidding for a 12-year exclusive license for the scratch and state lottery tickets. Lottomatica Scientific Games Intralot OPAP Network Diversification Games Portfolio Enhancement New Customer base The Tender process is expected to conclude by year end. 25
Social Responsibility Both concession extension and VLTs license have been granted on the ground of OPAP s social sustainability The largest social contributor in Greece measured in overall expenditure and variety of actions. Responsible Game: OPAP is offering entertainment and recreation while preventing participation of minors. POS exclusive to gaming activities. OPAP transforms business profit into social dividends, through an extensive Corporate Social responsibility (CSR) program. OPAP achieved significant recognition and awards by a number of independent agencies & bodies. European Responsible Gaming Standards and Sports betting Code of Conduct have been adopted and OPAP will be certified by year end. Excessive gaming hotline support. OPAP is a member of European Lotteries (EL) and World Lotteries Association (WLA), independent unions composed of state or state-licensed lottery companies. In 2010, EL s members generated 22.4 billion for the public benefit. Source: EL 26
Social responsibility Social Dividend 2,8bn 2009-2011 Social Contribution Contribution to the Greek Economy 76m 1,2bn Donations Taxes 213m Sponsorships 81m Advertising 849m Licenses acquisition 361m Dividend to the Hellenic Republic 27 OPAP is a member of European Lotteries (EL) and World Lotteries Association (WLA), independent unions composed of state or state-licensed lottery companies. In 2010, EL s members generated 22.4 billion for the public benefit. Source: EL
OPAP in Summary Sole Concession until 2030 Permits OPAP to enjoy the growth of the Greek Gaming Market Sales Network Largest retail network in Greece Significant Cash Flows Secure & stable Dividend efficiency and effective Investment Policy Strong Fundamentals Favourable Market Dynamics, Credibility and Growth Solid Management Team Possesses Experience, Knowledge, and proven successful introduction of new games Sizeable Growth Opportunities Well positioned to capitalize on the Hellenic lotteries, VLTs and online opportunities, due to strength of brand and market expertise 28
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