-----BEGIN PRIVACY-ENHANCED MESSAGE----- Proc-Type: 2001,MIC-CLEAR Originator-Name: webmaster@www.sec.gov Originator-Key-Asymmetric: MFgwCgYEVQgBAQICAf8DSgAwRwJAW2sNKK9AVtBzYZmr6aGjlWyK3XmZv3dTINen TWSM7vrzLADbmYQaionwg5sDW3P6oaM5D3tdezXMm7z1T+B+twIDAQAB MIC-Info: RSA-MD5,RSA, Om1luliAivGwunQsstbTp0Vx9G02DBKUBbj2I3jttRhg2RExyw2xgKQqvo/66PBo uDDc7P1CZrm7J+EEGpO2pQ== 0001005150-01-500200.txt : 20010518 0001005150-01-500200.hdr.sgml : 20010518 ACCESSION NUMBER: 0001005150-01-500200 CONFORMED SUBMISSION TYPE: 8-K PUBLIC DOCUMENT COUNT: 2 CONFORMED PERIOD OF REPORT: 20010516 ITEM INFORMATION: ITEM INFORMATION: FILED AS OF DATE: 20010517 FILER: COMPANY DATA: COMPANY CONFORMED NAME: CTC COMMUNICATIONS GROUP INC CENTRAL INDEX KEY: 0001092319 STANDARD INDUSTRIAL CLASSIFICATION: SERVICES-TELEPHONE INTERCONNECT SYSTEMS [7385] IRS NUMBER: 043469590 STATE OF INCORPORATION: DE FISCAL YEAR END: 1231 FILING VALUES: FORM TYPE: 8-K SEC ACT: SEC FILE NUMBER: 000-27505 FILM NUMBER: 1642294 BUSINESS ADDRESS: STREET 1: 220 BEAR HILL RD CITY: WALTHAM STATE: MA ZIP: 02451 BUSINESS PHONE: 7814668080 MAIL ADDRESS: STREET 1: 220 BEAR HILL RD CITY: WALTHAM STATE: MA ZIP: 02154 8-K 1 form8k.txt FORM 8-K SECURITIES AND EXCHANGE COMMISSION Washington, DC 20549 FORM 8-K CURRENT REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 Date of Report May 17, 2001 (Date of earliest event reported) (May 16, 2001) CTC COMMUNICATIONS GROUP, INC. (Exact name of registrant as specified in its charter) Delaware 0-27505 04-3469590 (State or other jurisdiction (Commission (IRS Employer of incorporation) File Number) Identification No.) 220 Bear Hill Rd., Waltham, Massachusetts 02451 (Address of principal executive offices) (Zip Code) (781) 466-8080 (Registrant's telephone number including area code) (Former name or former address if changed since last report) ITEM 7. FINANCIAL STATEMENTS AND EXHIBITS (c) Exhibits. The following exhibits are filed herewith: Exhibit 99.1: Slide presentation prepared for use by CTC Communications Group, Inc. executives for a securities analysts meeting held on May 16, 2001. ITEM 9. REGULATION FD DISCLOSURE On May 16, 2001, representatives of CTC Communications Group, Inc. made a presentation at a securities analyst meeting using slides containing the information attached to this Current Report on Form 8-K as Exhibit 99.1. We are furnishing the text of these slides pursuant to the Securities and Exchange Commission's Regulation FD. This information is furnished pursuant to Item 9 of Form 8-K and shall not be deemed to be "filed" for the purposes of Section 18 of the Securities Exchange Act of 1934 or otherwise subject to the liabilities of that Section, unless we specifically incorporate it by reference in a document filed under the Securities Act of 1934. The furnishing of these slides is not intended to constitute a representation that such furnishing is required by Regulation FD or that the information includes material investor information that is not otherwise publicly available. This Current Report contains "forward-looking statements," within the meaning of Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Securities Exchange Act of 1934, as amended, and we intend that such forward-looking statements be subject to the safe harbors created by this law. You generally can identify these statements by our use of forward-looking words such as "plans," "estimates," "believes," "expects," "may," "will," "should," "anticipates" or "projected" or the negative or other variations of such terms or comparable terminology, or by discussion of strategy that involve risks and uncertainties. We often use these types of statements when discussing our plans and strategies, our anticipation of revenues and other operating results, and statements regarding the development of our businesses, the markets for our services and products, our anticipated capital expenditures, operations support systems or changes in regulatory requirements and other statements contained in this report regarding matters that are not historical facts. We caution you that these forward-looking statements are only predictions and estimates regarding future events and circumstances. We cannot assure you that we will achieve the future results reflected in these statements. Regulatory, legislative and judicial developments could also cause actual results to differ materially from the future results reflected in such forward-looking statements. You should consider all of our current and subsequent written and oral forward-looking statements only in light of such cautionary statements. You should not place undue reliance on these forward-looking statements and you should understand that they represent management's view only as of the dates we make them. All of the information in the slides is presented as of May 16, 2001, and we do not assume any obligation to update or revise such information in the future. SIGNATURES Pursuant to the requirements of the Securities Exchange Act of 1934, the Registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized on May 17, 2001. CTC COMMUNICATIONS GROUP, INC. By: /s/ John D. Pittenger John D. Pittenger, Executive Vice President, Finance and Administration EXHIBIT INDEX Exhibit No. Description Exhibit 99.1: Slide presentation prepared for use by CTC Communications Group, Inc. executives for a securities analysts meeting held on May 16, 2001. EX-99.1 2 ex99-1.txt EXHIBIT 99.1 - -------------------------------------------------------------------------------- [CTC Communications Logo Omitted] NEW WORLD COMMUNICATIONS SOLUTIONS FOR BUSINESS CLIENTS [Graphic Omitted] CREDIT SUISSE FIRST BOSTON ANALYST FIELD TRIP MAY 16, 2001 - -------------------------------------------------------------------------------- The following slide presentation may also be viewed on CTC Communications' website at www.ctcnet.com. COMMENT REGARDING FORWARD-LOOKING STATEMENTS This presentation and the accompanying oral statements made by members of management contain forward-looking statements made in good faith by the Company pursuant to the "safe harbor" provisions of the Private Securities Litigation Reform Act of 1995 including, but not limited to, those statements regarding the successful implementation of the Company's business plan, the timing of the deployment and operational viability of the Company's Integrated Communications Network, the timing and extent of future geographic and sales force expansions, estimates of future capital requirements, the timing and availability of additional financing if required, the ability to improve operational, financial and management information systems, future profitability, future operations and other future plans, events, or performance. The forward-looking statements contained herein are subject to certain risks and uncertainties that could cause actual results to differ materially from those reflected in the forward-looking statements. Factors that might cause such a difference include, but are not limited to, those outlined in Exhibit 99.1 filed with the Company's most recent report on form 10-Q, for the period ending 03/31/01. This information may be obtained by contacting the Company or the SEC. Readers and listeners are cautioned not to place undue reliance on these forward looking statements, which reflect management's analysis as of the date hereof. The Company undertakes no obligation to publicly revise these forward-looking statements to reflect events or circumstances that arise after the date hereof. [CTC Communications Logo Omitted] INTRODUCTION AND OBJECTIVES FOR TODAY - -------------------------------------------------------------------------------- Bob Fabbricatore Chairman and CEO [CTC Communications Logo Omitted] CTC'S GROWTH AND EVOLUTION - -------------------------------------------------------------------------------- NOV 1984 JAN 1998 SEPT 1999 SALES AGENT CLEC ICP [Graphic Omitted] [Graphic Omitted] [Graphic Omitted] ILEC FULL FACILITY SALES [GRAPHIC OMITTED] SERVICE [GRAPHIC OMITTED] BASED AGENT RESALE CARRIER AS A CLEC - WE HAVE: - - Built a major customer franchise - - Doubled our addressable business market to $16 billion - - Developed and deployed a "state-of-the art" network - - Kept our OSS and MIS systems on pace - - Acquired the requisite new knowledge and skill sets [CTC Communications Logo Omitted] MADE THE RIGHT PICKS ALONG THE WAY - -------------------------------------------------------------------------------- o Retail medium and larger business clients o Equity and bank debt financing o Operating Area - Virginia to Maine Corridor - $16 billion telecom spent in CTC's targeted business market o Technology selection - Packet switching - Fully redundant fiber transmission facilities - Traditional high speed customer access [CTC Communications Logo Omitted] TODAY - -------------------------------------------------------------------------------- o Strong management team with in-depth telecom expertise o 700 employees - $270 mil LQA revenue - 495,000 access lines o Major business customer franchise o High quality revenue o Technology advantaged o Fully funded business plan o "Breakout" year - EBITDA positive in 2001 - Net income positive 12 - 18 months later [CTC Communications Logo Omitted] CTC'S OBJECTIVES FOR THE MEETING - -------------------------------------------------------------------------------- o Share our business model and progress to date o Demonstrate the unique attributes of the Company o Share our tactical strategy for 2001 and 2002 o Opportunity to talk to customers o Opportunity for questions and additional dialogue SHOW YOU WHY WE BELIEVE CTC IS DIFFERENT [CTC Communications Logo Omitted] WHAT MAKES CTC DIFFERENT - -------------------------------------------------------------------------------- Steve Milton President and COO [CTC Communications Logo Omitted] WHAT MAKES CTC DIFFERENT - -------------------------------------------------------------------------------- o Marketing and sales expertise o Customers and targeted marketplace o Network infrastructure and technology o Capital structure o Business model [CTC Communications Logo Omitted] BUSINESS MODEL - -------------------------------------------------------------------------------- Business Strategy and Direction o Same basic business model since 1997 - Enter the CLEC market as a reseller - Build customer base on resale platform - Obtain financing - Build a facilities based network - Move customers onto the network - Effectively manage capital & human resources - Attain industry leading margins and profitability [CTC Communications Logo Omitted] BUSINESS MODEL - PHASED MARGIN IMPROVEMENT - -------------------------------------------------------------------------------- Example: $3,000 per Month Customer - ---------------------------------- PHASE 1 PHASE 2 PHASE 3 All Services Local Services Other Services All Services On Resale On Resale On-Net On-Net --------- --------- ------ ------ Revenue $3,000 $1,500 $1,500 $3,000 Cost of Service 2,250 1,125 750 1,200 Gross Profit 750 375 750 1,800 Gross Margin % 25% 25% 50% 60% SG&A 750 375 375 750 EBITDA - - 375 1,050 EBITDA Margin % 0% 0% 25% 35% D&A (1) - - 222 ~300(2) Operating Profit - - 153 ~750
(1) $8,000 per PowerPath depreciated over three years = $222 per month (2) Estimated increase in depreciation for CL4 & CL5 local voice services [CTC Communications Logo Omitted] BUSINESS MODEL AND EXECUTION - -------------------------------------------------------------------------------- EXECUTION TO DATE o Build customer base on resale o 14,000 customers platform o 495,000 access lines o Obtain financing o $550 million o Build and deploy a facilities based o Started September 1999 - network Now 13 states o Move existing customers onto the o 7% access lines on-net and network ramping up o Acquire new customers directly o Opportunity based now - on-net focus in 4 Qtr 2001 o Manage capital and human o Fully funded plan resources o Attain industry leading margins o Acceleration starts June 2001 and profitability [CTC Communications Logo Omitted] CTC'S BREAKOUT YEAR - 2001 - -------------------------------------------------------------------------------- o Marketing and technology investments coming on line o PowerPath(SM) packet-packet network now handles all of today's voice and data services o High speed, fiber based customer access nodes being placed in service o Targeted marketing to high margin geographies and customers ready for launch o Product packaging at 25-40% lower prices to customers and 50+% margins for CTC ready for launch o Front and back office systems ready and able IN SHORT - WE ARE ENTERING PHASE 3 OF THE BUSINESS MODEL [CTC Communications Logo Omitted] MARKETING AND SALES EXECUTION - -------------------------------------------------------------------------------- Jun-99 185 Access Lines in Service Data for Chart #1 Sep-99 226 Dec-99 269 Mar-00 315 Jun-00 362 Sep-00 407 Dec-00 453 Mar 01 495 Mar-98 6.288 Quarterly Revenue Data for Chart #2 Jun-98 12.836 Sep-98 14.516 Dec-98 19.025 Mar-99 24.587 Jun-99 31.047 Sep-99 35.109 Dec-99 40.369 Mar-00 46.576 Jun-00 52.469 Sep-00 56.7 Dec-00 62.3 Mar-01 67.6 o 14,000 customers and 495,000 access lines in service o Consistently adding over 40,000 new access lines per quarter o Average new customer acquisition over 40 lines o 99% access line retention rate [CTC Communications Logo Omitted] STATE OF THE ART TECHNOLOGY - -------------------------------------------------------------------------------- BROADBAND - PACKET BASED - IP+ATM FIBER BASED CUSTOMER ACCESS & NETWORKING [Graphic Omitted] [Graphic Omitted] o High speed IP+ATM, packet-based network o Virtually unlimited bandwidth available to our customers o Advanced technology center operations, applications development and delivery THE MOST CAPITAL EFFICIENT AND COST EFFECTIVE NETWORK INFRASTRUCTURE IN THE INDUSTRY [CTC Communications Logo Omitted] MARKETING AND SALES EXPERTISE COUPLED WITH STATE OF THE ART TECHNOLOGY FUELS RAPID EVOLUTION TO PROFITABILITY - -------------------------------------------------------------------------------- [GRAPHIC OMITTED] [CTC Communications Logo Omitted] NEAR TERM OBJECTIVES - -------------------------------------------------------------------------------- o Continue business model execution o Maintain our fully funded status o Leverage the investments we made in 2000 in branch Sales office expansion and network development o Stick to our knitting -- focus on growing margins and on- net revenues o Move rapidly to profitability o Year end 2001 - More than triple on-net access lines - LQA revenue of $375+ million - Blended margin approaching 30% - EBITDA positive [CTC Communications Logo Omitted] - -------------------------------------------------------------------------------- [CTC Communications Logo Omitted] NEW WORLD COMMUNICATIONS SOLUTIONS FOR BUSINESS CLIENTS [Graphic Omitted] CREDIT SUISSE FIRST BOSTON ANALYST FIELD TRIP MAY 16, 2001 [CTC Communications Logo Omitted] - -------------------------------------------------------------------------------- CTC'S NETWORK TECHNOLOGY AND SUPPORTING IT INFRASTRUCTURE - -------------------------------------------------------------------------------- Frederic Kunzi SVP & CTO [CTC Communications Logo Omitted] CTC'S PACKET-BASED CLASS-4/5 POWERPATH(SM) NETWORK [Graphic Omitted] Dual 7/24 NOCs and Data Centers [CTC Communications Logo Omitted] CTC'S POWERPATH(SM) NETWORK FOOTPRINT [Graphic Omitted] [CTC Communications Logo Omitted] ADVANCED CARRIER GRADE NETWORK - -------------------------------------------------------------------------------- o Fully redundant Service Manager (softswitch) with no single point of failure o Network redundancy at the POI (point of interconnection) in each LATA (fiber) o Multiple connections to the SS7 Gateway for each Service Manager o Redundant and diverse connections to E-911 & OSDA services in each LATA o Fully redundant IP+ATM network elements with no single point of failure "Near Unlimited Bandwidth Availability" [CTC Communications Logo Omitted] SONET LAYER SUPPORTING FIBER NETWORK ARCHITECTURE End-to-end SONET connections creates lightpath across Optical network, providing a full channel (wavelength) worth of bandwidth [Graphic Omitted] DWDM LAYER Physical fiber connection across Optical network provides a lightpath [CTC Communications Logo Omitted] DISTRIBUTION OPTIONS IN REGIONAL/METROPOLITAN AREA [Graphic Omitted] [CTC Communications Logo Omitted] CTC'S IS/IT ARCHITECTURE [Graphic Omitted] Dual Data Centers [CTC Communications Logo Omitted] SERVICE MANAGER (SOFTSWITCH) [Graphic Omitted] [CTC Communications Logo Omitted] STANDARD FEATURES (PBX DIGITAL OR ANALOG LINE) - -------------------------------------------------------------------------------- o Basic Off-Net Call o Network Announcements o Basic On-Net Call o Operator Services o Local, Long Distance and International Dialing o Toll Free Access o PowerPath voice fail-over to POTS o Directory Service Access o Billing Record Creation o Emergency Service Access o Carrier Pre-Selection (PIC1: Interlata) o 900/976 Service Access o Carrier Pre-Selection (PIC2: Intralata) o Account Codes o Local Number Portability o Directory Listings o Touch Tone Service [CTC Communications Logo Omitted] PACKETS VS. CIRCUITS - -------------------------------------------------------------------------------- Packet Based Circuit Switching - ------------ ----------------- o Shared o Dedicated o Convergence media integration o Single media (Hybrid) o Built in redundancy o Limited redundancy o Bandwidth Flexible o Defined Bandwidth o On-net SW Configuration o Truck Roll for AMC o Competitive costs o High costs [CTC Communications Logo Omitted] CIRCUIT VS. PACKET SWITCHING CONCEPTUAL COMPARISON [Graphic Omitted] [CTC Communications Logo Omitted] MULTI - LATA VOICE NETWORK TOPOLOGY COMPARISON - -------------------------------------------------------------------------------- CIRCUIT SWITCHING PACKET SWITCHING - ----------------- ---------------- [GRAPHIC OMITTED] [GRAPHIC OMITTED] [CTC Communications Logo Omitted] CTC CAPITAL COSTS PER PORT POWERPATH(SM) NETWORK - -------------------------------------------------------------------------------- SERVICE EST. CAPEX PER PORT ------- ------------------- Data Services - ------------- IAD $ 80 - $145(*) Core Network $145 -------------- Total $225 - $290 - -------------------------------------------------------------------------------- CL 4&5 Softswitch with Dial tone Lines - -------------------------------------- Call Manager First 500k Lines $ 80 Call Manager All Over 500k Lines $ 40 - -------------------------------------------------------------------------------- Total Voice and Data (First 500k Lines) $305 - $370 Total Voice and Data (Over 500k Lines) $265 - $330 - -------------------------------------------------------------------------------- (*) Using various IAD configurations IMA is contributing to decrease the cost/port to as low as $30/Port [CTC Communications Logo Omitted] CTC'S STRATEGIC ROAD-MAP IP CENTRIC AND WEB ENABLED SERVICES - -------------------------------------------------------------------------------- Value Proposition [Graphic Omitted] [CTC Communications Logo Omitted] SUMMARY - -------------------------------------------------------------------------------- 1. Class-4/5 packet switching is a clear winner over traditional circuit switching 2. Broadband multi-media services introduces savings to customers and increases CTC's gross margins 3. Technology in support of market and business objectives [CTC Communications Logo Omitted] - -------------------------------------------------------------------------------- [CTC Communications Logo Omitted] NEW WORLD COMMUNICATIONS SOLUTIONS FOR BUSINESS CLIENTS [Graphic Omitted] CREDIT SUISSE FIRST BOSTON ANALYST FIELD TRIP MAY 16, 2001 - -------------------------------------------------------------------------------- LOCAL FIBER INITIATIVE NETWORK OPERATIONS OBJECTIVES - -------------------------------------------------------------------------------- Russell Oliver V.P. Network Operations [CTC Communications Logo Omitted] BENEFITS & OBJECTIVES OF LOCAL FIBER - -------------------------------------------------------------------------------- o "Unlimited" bandwidth closer to customer o Simpler network design and management o Self-healing network redundancy [Graphic Omitted] o Speed to market o Reduced dependency on ILEC o Reduced operating costs o Maintain fully funded business plan [CTC Communications Logo Omitted] CTC FIBER NETWORK 2001 [Graphic Omitted] [CTC Communications Logo Omitted] NEW HAMPSHIRE REGIONAL NETWORK o Optronics collocated in Verizon CO o Optronics collocated in CTC space o Regeneration optronics [Graphic Omitted] - Part of the CTC Long-Haul DWDM Network [CTC Communications Logo Omitted] 61 CO'S ON-NET IN 2001 [Graphic Omitted] [CTC Communications Logo Omitted] EASTERN MASS (2) [Graphic Omitted] [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- [Graphic Omitted] [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- POWERPATH(SM) CUSTOMER LOCATION [Graphic Omitted] [Graphic Omitted] [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- POWERPATH(SM) CUSTOMER LOCATION [Graphic Omitted] [Graphic Omitted] [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- POWERPATH(SM) CUSTOMER LOCATION [Graphic Omitted] [Graphic Omitted] DS--3 BROADBAND LOCAL LOOP [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- POWERPATH(SM) CUSTOMER LOCATIONS [Graphic Omitted] [Graphic Omitted] [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- POWERPATH(SM) CUSTOMER LOCATIONS [Graphic Omitted] [Graphic Omitted] [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] POWERPATH(SM) ACCESS - -------------------------------------------------------------------------------- [Graphic Omitted] [Graphic Omitted] CTC Owned and Operated [Graphic Omitted] Leased Facility [CTC Communications Logo Omitted] LOCAL FIBER LOOPS - ROLLOUT PLAN - -------------------------------------------------------------------------------- o 19 local fiber loops in 2001 o Multiple dark fiber suppliers o Cisco optronics o Springfield MA on-net in Feb 2001 o Southern New Hampshire March 2001 o Boston May 2001, Central Mass. June 2001 o 14 additional geographic areas progressively through 2001 [CTC Communications Logo Omitted] LOCAL FIBER LOOPS 2001 PROGRAM SPECIFIC CAPITAL AND EXPENSE MINING - -------------------------------------------------------------------------------- o Recapturing leased costs - Elimination of leased backbone - Elimination of private collocations - Lowering of existing T-1 costs - Elimination of almost all Verizon IOF - Reduction of maintenance costs o Maximizing core capital investments o Leveraging presence in VZ tandems [CTC Communications Logo Omitted] LOCAL FIBER LOOPS - SUMMARY - -------------------------------------------------------------------------------- o Savings of 1M per month in current network operating expenses o Freedom from costs, priorities and control of the local ILEC o Scalable o Allows a faster and smoother provisioning process [CTC Communications Logo Omitted] POWERPATH(SM) PROVISIONING PROCESS SUPPLY CHAIN MANAGEMENT [Graphic Omitted] GOAL IS TO RAMP UP TO 1,000 INSTALLATIONS PER MONTH BY YEAR END 2001 Voice & Data Design Provision Local Loop Pre-Program IAD Provision Local Fiber Provision Network Provision Softswitch Install IAD End to End Testing Service by Service Customer Conversion 1,000 INSTALLATIONS PER MONTH IS ONE EVERY 10 MINUTES [CTC Communications Logo Omitted] ADVANCED TECHNOLOGY CENTER - -------------------------------------------------------------------------------- o Three main components - "SuperNode" CO of the future - Development platform - Portal partner access point o On-line in June 2001 o Members only, Class 5 facility o Waltham and Springfield MA today "Every Customer Touches the ATC" [CTC Communications Logo Omitted] QUESTIONS AND DISCUSSION [Graphic Omitted] [CTC Communications Logo Omitted] SALES AND MARKETING - -------------------------------------------------------------------------------- TONY VERMETTE V.P. SALES [CTC Communications Logo Omitted] THE KEYS TO OUR SUCCESS - -------------------------------------------------------------------------------- o Decentralized approach o Leveraging the relationship o Positioning, listening, responding o Evolving our products and delivery methods - Agent to resale to on-net delivery methods o Maximizes flexibility and control - Local to LD to data to Internet to IP based convergence o IP Convergence opens the door for all futures [CTC Communications Logo Omitted] EFFICIENCY, EFFECTIVENESS - -------------------------------------------------------------------------------- o Highest per capita account responsibility - Average $1.6M per AE under management - Average $1.8M per NC under management - Average revenue per employee - $413,000 o Based on March 2001 billing o Sales and service personnel support all products provided to the customer - 99% retention rate o Leverage relationship, cross sell additional products to the base [CTC Communications Logo Omitted] TEAM APPROACH TO ACCOUNT MANAGEMENT & ACCOUNT CARE - -------------------------------------------------------------------------------- o Local account team assigned to each account - AE focuses new account acquisition, thorough profiling of the account to uncover all current and future opportunities, and responds to the customer's changing needs with regular contact - NC focuses on provisioning of services, accuracy of billing, responsive and timely repair [CTC Communications Logo Omitted] CONTINUING THE EXECUTION... - -------------------------------------------------------------------------------- o Retain the base o Grow the revenues - add additional products o As network is deployed, convert base to on-net - Coordinate timing with build out - set the stage - Clearly defined list of prioritized customer locations o New customer acquisition around fiber nodes - Clearly defined list of prospects - Prepare for single step to on-net immediately - New ALE growth migrates to on-net [CTC Communications Logo Omitted] MARKETING AND SALES EXECUTION - -------------------------------------------------------------------------------- [Graphic Omitted] [CTC Communications Logo Omitted] COST EFFICIENCY AND THE POWERPATH(SM) NETWORK - -------------------------------------------------------------------------------- CTC VERIZON WORLDCOM AT&T 20 Phone $320 $420 N/A N/A Lines 30,000 Min. Toll/LD $1,170 $1,350 $1,500 $1,550 384K $435 $400 $550 $650 Internet DSL Totals $1,925 $2,170 $2,050 w/ $2,200 w/ Converged no lines no lines Customer Example in Springfield, Mass. [CTC Communications Logo Omitted] CTC'S LOCAL FIBER IMPLEMENTATION ENSURES NETWORK RELIABILITY AND REDUCES OPERATING COSTS - -------------------------------------------------------------------------------- [Graphic Omitted] [CTC Communications Logo Omitted] KEYS TO SUCCESSFUL EXECUTION - -------------------------------------------------------------------------------- o Team coordination - sales and service - Retention and positioning o Disciplined focus - Identify current customer on-net targets and position for conversion - Identify on-net prospect lists and position with them o Direct contact o Informational seminars o Networking & business partners - Cisco & EMC o Reputation in the marketplace [CTC Communications Logo Omitted] - -------------------------------------------------------------------------------- [CTC Communications Logo Omitted] NEW WORLD COMMUNICATIONS SOLUTIONS FOR BUSINESS CLIENTS [Graphic Omitted] CREDIT SUISSE FIRST BOSTON ANALYST FIELD TRIP MAY 16, 2001 - -------------------------------------------------------------------------------- Business Systems - -------------------------------------------------------------------------------- Tom Fabbricatore V.P. Information Systems Business and Operating Support Systems - -------------------------------------------------------------------------------- [Graphic Omitted] CONTRACT ADMIN. TRADING PARTNERS ADMIN. SALES ORDER MGMT. PROVISIONING TROUBLE REPORTING BILLING ACTIVATION [CTC Communications Graphic Omitted] IntelliSUITE = Business Automation - -------------------------------------------------------------------------------- o IntelliSELL - Front end sales force automation o IntelliCARE - Account care system o IntelliVIEW - On-line access for customers o IntelliSCORE - Business support and reporting o IntelliCENTER - Intranet content application for all CTC employees [CTC Communications Graphic Omitted] Sales Force Automation - IntelliSELL - -------------------------------------------------------------------------------- o Target marketing and prospecting o Account management o Electronic retrieval and translation of customer information from Verizon o Network design and pricing o Proposal and comparative analysis o Contract generation and automated paperwork [CTC Communications Graphic Omitted] Operational Support Systems - -------------------------------------------------------------------------------- o Order entry o Electronic bonding with suppliers o Network design o Provisioning o Workflow management o Trouble management o Customer care o Billing [CTC Communications Graphic Omitted] IntelliVIEW(SM) - -------------------------------------------------------------------------------- o Web-based billing and account management available to business customers at no additional charge o Proactively manage communications expenses o Search and sort capabilities o Run standard reports or query your account to monitor and track activity across business units o Customized Setup for Account Information [CTC Communications Graphic Omitted] IntelliVIEW(SM) Plus . . . - -------------------------------------------------------------------------------- o Watchdog is an enhancement to IntelliVIEW o Threshold Monitoring and Reporting o Targeted Cost Management Reports o E-mailed report distribution daily, weekly or monthly o Watchdog can send any query or report to your email address o Targeted for the needs of Accounts Payable, Telecom Managers and IS Managers [CTC Communications Graphic Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] [Intelliview Graphic Image Omitted] Information Services - Charter - -------------------------------------------------------------------------------- o Systems keep pace with our companies evolution o Remain relevant to the task at hand o Focus on ease of use o Support high levels of productivity o Provide management with information needed to run our business [CTC Communications Graphic Omitted] Questions and Discussion [Graphic Omitted] [CTC Communications Graphic Omitted] Customer Panel - -------------------------------------------------------------------------------- [Merriam-Graves Graphic Omitted] Eric Webb VP-Information Systems [WWF Graphic Omitted] Bob Berry Senior VP and CIO [Whalley Computer Assoc. Graphic Omitted] Dean LeClerc Director-Network Technology [CTC Communications Graphic Omitted] - -------------------------------------------------------------------------------- [CTC Communications Graphic Omitted] [Graphic Omitted] New World Communications Solutions for Business Clients Credit Suisse First Boston Analyst Field Trip May 16, 2001 - -------------------------------------------------------------------------------- Financial Performance and Objectives - -------------------------------------------------------------------------------- John Pittenger Chief Financial Officer [CTC Communications Graphic Omitted] CTC Communications Group Historical Results ($M)
Q/E 3/00 6/00 9/00 12/00 3/01 - --------------------------------------------------------------------------------------------------- Revenue 46.5 51.1 57.0 62.3 67.6 Gross Margin 10.9 11.9 12.6 12.7 12.3 SG&A 15.5 17.6 20.4 22.3 21.2 EBITDA (4.6) (5.7) (7.8) (9.6) (8.9) Net Loss (18.1) (21.1) (21.9) (29.2) (28.9) o EBITDA excludes cumulative effect of accounting change and non-recurring item
[CTC Communications Graphic Omitted] CTC Communications Group Forecasted Financial Model ($M)
Q/E Y/E 6/01 9/01 12/01 12/01 12/02 12/03 12/04 - ------------------------------------------------------------------------------------------------------------------------------------ Revenue 75.4 84.3 95.8 323.1 507.2 751.2 965.8 Gross Margin 15.6 20.8 28.5 77.5 173.1 306.9 446.6 SG&A 22.6 25.0 27.2 96.0 136.9 195.3 241.5 EBITDA (6.6) (4.2) 1.3 (18.5) 36.2 111.6 205.1 Net Income (28.4) (27.0) (22.6) (107.0) (98.5) (33.7) 72.7 o Source, CSFB Earnings Model
[CTC Communications Graphic Omitted] How CTC Will Accomplish Its Objectives - -------------------------------------------------------------------------------- o Revenue o Margin o Sales, general and administrative expenses o Balance sheet o Fully funded business plan [CTC Communications Graphic Omitted] High Quality Revenue Stream - -------------------------------------------------------------------------------- Quarterly Revenue ($M) Mar-00 46.5 Jun-00 51.1 Sep-00 57 Dec-00 62.3 Mar-01 67.6 Jun-01 75.4 Sep-01 84.3 Dec-01 95.8 o Steady Access Line Growth o Recurring Residual Revenue o Low Exposure to Troubled Industry Sectors o No Reciprocal Compensation o No Terminating Access o Future Sources of Revenue CFSB Forecasts [CTC Communications Graphic Omitted] Improving Margins - -------------------------------------------------------------------------------- Margin ($M) Mar-00 10.9 Jun-00 11.9 Sep-00 12.6 Dec-00 12.7 Mar-01 12.3 Jun-01 15.6 Sep-01 20.8 Dec-01 28.5 To Date o Strong Off-Net Margins o Negative On-Net Margins - Duplicative Costs of Leased and Owned Network o Early Stages of On-Net Growth Going Forward o Increase On-Net Locations o Offer All of Today's Services On-Net at 50% Margin o Local Fiber Implementation CFSB Forecasts [CTC Communications Graphic Omitted] Business Model - Phased Margin Improvement - -------------------------------------------------------------------------------- Example: $3,000 per Month Customer
PHASE 1 PHASE 2 PHASE 3 All Services Local Services Other Services All Services On Resale On Resale On-Net On-Net --------- --------- ------ ------ Revenue $3,000 $1,500 $1,500 $3,000 Cost of Service 2,250 1,125 750 1,200 Gross Profit 750 375 750 1,800 Gross Margin % 25% 25% 50% 60% SG&A 750 375 375 750 EBITDA -- -- 375 1,050 EBITDA Margin % 0% 0% 25% 35% D&A (1) -- -- 222 ~300(2) Operating Profit -- -- 153 ~750 (1) $8,000 per PowerPath depreciated over three years = $222 per month (2) Estimated increase in depreciation for CL4 & CL5 local voice services
[CTC Communications Graphic Omitted] Controlled SG & A Expenses - -------------------------------------------------------------------------------- SG & A (Pct. Of Revenue) Mar-00 33.3 Jun-00 34.4 Sep-00 35.7 Dec-00 35.7 Mar-01 31.3 Jun-01 29.9 Sep-01 29.6 Dec-01 28.4 The Most Efficient Model in the Sector o Focused Strategy o People o Knowledge o Processes o Culture CFSB Forecasts [CTC Communications Graphic Omitted] EBITDA Improvement - -------------------------------------------------------------------------------- EBITDA ($M) Mar-00 -4.6 Jun-00 -5.7 Sep-00 -7.8 Dec-00 -9.6 Mar-01 -8.9 Jun-01 -6.6 Sep-01 -4.2 Dec-01 1.3 o EBITDA positive by end of Calendar Year 2001 - 12-18% ALEs on net - Gross Margin less than 30% - EBITDA growth accelerates in 2002 o Net Income/ Free Cash Flow Positive 12-18 months after attaining EBITDA positive CFSB Forecasts [CTC Communications Graphic Omitted] CTC Communications Group, Inc Condensed Balance Sheet March 31, 2001 - -------------------------------------------------------------------------------- Cash $ 47 A/R 38 Net PP & E 204 Other 21 ----- Total $ 310 A/P & Accruals $ 46 Capital Leases 81 Debt 106 ----- Totals Liabilities 233 Series B Preferred 208 Equity (131) ----- Total $ 310 [CTC Communications Graphic Omitted] Balance Sheet Highlights - -------------------------------------------------------------------------------- o Fully funded business plan - $47 million cash - $125 million available under credit facility - Multiple capital lease sources - Strong generation of cash from receivables [CTC Communications Graphic Omitted] Accounts Receivable - -------------------------------------------------------------------------------- o 52 days sales outstanding - Target marketing - Effective credit screening - Best bill in the business - Customer relationships - Low level of write-offs [CTC Communications Graphic Omitted] Capital Expenditures - -------------------------------------------------------------------------------- o Efficient use of capital o $285 million invested to date o $110-120m projected for current year o Remaining capital budget: - Success based - Cost reduction o Low cost provider [CTC Communications Graphic Omitted] Summary - -------------------------------------------------------------------------------- 2001 2002 2003 2004 REVENUE 323 507 751 965 MARGIN 78 173 307 447 SGA 96 137 195 242 EBITDA -18 36 112 205 NET -107 -99 -34 73 o Fully funded business plan o Sustainable, high quality revenue growth o Improving gross margins o Stranglehold on SG&A expenses o Efficient capital structure o Success based CAPEX o Low cost provider [CTC Communications Graphic Omitted] Wrap Up and Discussion - -------------------------------------------------------------------------------- Bob Fabbricatore Chairman and CEO [CTC Communications Graphic Omitted] - -------------------------------------------------------------------------------- [CTC Communications Graphic Omitted] New World Communications Solutions for Business Clients Credit Suisse First Boston Analyst Field Trip May 16, 2001 - -------------------------------------------------------------------------------- -----END PRIVACY-ENHANCED MESSAGE-----