CHINANETCOMBUSINESSPLANUPDATE December14 1999 Beijing TODAY SOBJECTIVES Reviewtheoverallanalysisofregulation competition andmarketdevelopmentDiscussthespecificimplicationsforCNCstrategyReviewthespecificdraftbusinessmodelsforCNCHowwemightattackthebusiness carrier andIDD DLDmarketsWhatkeytrade offsweneedtomakeWhatarethekeysuccessfactorsandassumptions Discusstheinitialeconomicsofthesebusinessmodels andofCNCoverallDiscussthespecificnextstepsintwokeyareas HowtofinalizeandendorsetheoverallCNCbusinessmodelHowtomoveforwardwiththerefinedfinancials organizationdesign andtheplanforimplementation CONTENT KeystrategicprinciplesRegulatoryoverviewMarketoverviewCompetitionoverviewBusinessmodelsNextsteps KEYCNCSTRATEGICPRINCIPLES TheobjectiveoftheseprinciplesistoprovidefurtherclarityinthedevelopmentandevaluationoftheCNCbusinessmodelThesewillberevisitedandrefinedastheprojectprogressesOurdevelopmentofbusinessmodelswillseektobealignedwiththeprinciplesStrategicprinciplesandkeyassumptionswillbeconsideredinthefollowingaspectsCNCshareholdersBackbonebusinessLocalaccessbusinessInternationalgatewaybusinessRegulatorystrategyCompetitivestrategyMarketingstrategy CNCSHAREHOLDERS Principles Leverageshareholders concertedvisionincreatinganewgenerationIPbroadbandcommunicationinfrastructureandaprofitable successfulcompanyLeverageshareholders existingbackboneassets localaccessassets researchcapabilitiesandlocalgovernmentrelationshipstosecuretime to marketandcreatecompetitiveadvantageSetamodelofanewtypeof SOE asefficientasthebestoftheFIE privatecompanies beatshareholders expectationsbydeliveringhighreturnAssumptions CAS stronginterestinseeingCNCsuccessfulandprofitablequickly standsreadyforfavorableregulatoryinfluenceandresearchsupport wantsopportunitiesfornetworkingRhowtohandle BACKBONEBUSINESS Principles Targetadvancedbackboneamong15keycitiesinEasternChina startwith2coresfromshareholdersbutquicklybuildownnetworkUsebackboneforavarietyofwholesaleandretailvoiceanddataservicesMaintaintheleadingedgeIP packetnetwork bothfortechnologicalsuperiorityandtofulfillshareholdermissionMaintainthebestcostposition usingROWs purchasingclout righttechnologyBuildreservecapacity conduittodeterothersAssumptions ThecostsofconstructionandROWwillbethemajorityofnewnetworkcostsvirtuallyallofthenetworkwilluseMORorSARFTrightofwayNetworkwillbeIPorpacketinnatureDeploymentplanwillkeepcostslow buildoutquickly andcreategoodpositionlaylargenumberofconduitsinonetimelaterfill lightup andcolorfiberstrandsleaseoutconduit fiber bandwidthtomaximizereturn utilization LOCALACCESSBUSINESS Principles Beveryfocusedinlocaldeployment targetingprioritybusinessareasonlyEmphasizebroadbandtothecustomer usingFTTBandLMDSwherelogicalSeekstronglocalmarketshare especiallyinnewdataservicesgrowthareasDifferentiatefromChinaTelecombysuperiorservices quality responsivenessBuildstronglocalteamtoenablefastserviceresponseEmphasize endtoend networkownershipandmanagementAssumptions SH BJ GZ andSZbusinessdistrictsastargetsfortheneartermTheseaccountforthevastmajorityofbusinesstelecomdemandNeedtosetspecificestimatesfortimingandsequenceofdeploymentAssumethatCNCwillhaveaccesstokeycityROW suchassubwaysystemsWillneedspecificassumptionsabouttheeaseandcostofhookingupbuildingsAssumethatprimaryemphasiswillbeonFTTB butthatLMDScanplayanimportantrole especiallyininitialdeploymentandinsecondarycitiesWillneedspecificassumptionsabouttimingofaddingsecondarycities INTERNATIONALGATEWAYBUSINESS Principles CNCwillbeoneoffewplayerswithafullinternationallicenseVitaltoenableCNCtoprovideend to endservices globaldataservices andhighermarginIDDserviceHKgatewaylinkmaybestrategicallyimportantAssumptions HKasoneofthekeylocationforinternationalconnectionamajortrafficdestinationamajorrelaylocationInternationalvoiceremainshighlyprofitablesegmentinmediumtermfutureExpecthighgrowthtogetherwithsteeppricedropininternationalservicesActivelyplanaheadforjoininginternationalsub oceaniccableconsortium REGULATORYSTRATEGY Principles Mustactivelylobbyforfavorableregulatorydecisions togetherwithshareholdersprovideregulatorswithinternationalbenchmarkingforbestpracticesalignCNCobjectiveswithfaircompetition andpublicinterestshaveeffectiveseniormanagementfocusonlobbyingissuesBecarefulaboutcommittinginvestmentifregulatoryissuestoouncertainEnsureCNCstrategyaddressesnationaleconomicdevelopmentprioritiesPaycarefulattentiontomanagingrelationswithChinaTelecomExpectedWTOin2000willimplygreateropeningofthemarketinthefutureAssumptions Atleasta2 3yearwindowwhenCNCcancontinuetoenjoyfavorablepolicytreatment whilealsoworkingtostraightenoutregulatoryissuesatlocallevelManykeyregulationsremainingreyareas whereCNCcanplayaroleinshapingthepolicyWillneedtomakespecificassumptionsonanumberofregulatoryissues anddevelopseveralscenariosAssumethatCTandUnicomaretheonlyfullservicecompetitors butseveralnicheplayersWTOwillintroduceFDIintoChina stelecommarketby2002 butinfrastructureplayremaintightlycontrolled stilllimitedcompetition until2004 5maybeopportunityforsomeformofpartnershipwithfor