Q3 2023 Frontier Communications Parent Inc Earnings Call

November 1, 2023

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Good morning. Thank you for attending today's Frontier Communications third quarter 2023 earnings call. My name is Megan and I'll be your moderator for today's call.

All lines will be muted during the presentation portion of the call with an opportunity for questions and answers at the end if he would like to ask a question. Please press star one on your telephone keypad.

I would now like to pass the conference over to Spencer Kurn her division head of.

Mr Relations at Frontier Mr. Carney you May proceed.

Good morning, and welcome to the Frontier Communications third quarter 2023 earnings call. This is Spencer Kurn Frontiers head of Investor Relations joining me on the call today are Nick Jeffrey our president and CEO and Scott Beasley our CFO.

This presentation can be followed within the webcast available in the events and presentations section of our Investor Relations website.

Before we start please see our safe Harbor disclaimer on slide two this is a reminder, that this conference call may include forward looking statements that involve risks and uncertainties that may cause actual results to differ materially from those expressed today. During the call. We may also refer to certain non-GAAP financial measures, which are defined and reconciled in our earnings press.

Dentation press release, and trending schedule and with that I'll turn the call over to Nick.

Thanks, Brent and good morning, everybody.

As you saw in our press release. This morning, we reported another strong quarter of operational results and delivered accelerated EBITDA growth.

Megan: Good morning. Thank you for attending today's Frontier Communications Third Quarter 2023 Earnings Call. My name is Megan and I'll be your moderator for today's call.

Before we go into detail on the quarter I want to highlight the progress we've made in executing our strategy over the last two years.

At our Investor day back in 2021, we outlined a clear plan to build a future proof digital infrastructure company designed to meet the current and future needs of our customers.

Megan: All lines will be muted during the presentation portion of the call with an opportunity for questions and answers at the end. If you would like to ask a question, please press star one on your telephone keypad.

Spencer Kurn: I would now like to pass a conference over to Spencer Kurn, head of investor relations at Frontier. Mr. Kurn, you may proceed. Good morning and welcome to Frontier Communications Third Quarter 2023 Earnings Call. This is Spencer Kurn, Frontier's head of investor relations. Joining me on the call today are Nick Jeffery, our president and CEO and Scott Beasley RCFO. Today's presentation can be followed within the webcast available in the events and presentation section of our investor relations website.

Our strategy is based on four value drivers.

Fiber cell fiber.

<unk> customer service and increase operational efficiency and if we turn to slide four you can see that we're delivering on our plan and we've done so.

Even in a challenging macroeconomic environment.

Let's start with all fiber build.

Since we started in late 2020, we've expanded our fiber footprint by approximately 19%.

We now provide $6 2 million homes and businesses access to our high speed fiber network and we're more than halfway to our goal of 10 million fiber locations.

Spencer Kurn: Before we start, please see our safe harbor disclaimer on slide two. This is a reminder that this conference call may include forward-looking statements that involve risks and uncertainties that may cause actual results to differ materially from those expressed today. During the call, we may also refer to certain non-gap financial measures which are defined and reconciled in our earnings presentation, press release, and trending schedule.

On top of the penetration we've grown our fiber broadband customer numbers by approximately 45% since 2020.

And based fiber footprint, we've now achieved penetration of 44% just shy of our long term target of 45% or better.

Nick Jeffery: With that, I'll turn the call over to Nick. Thanks, Spencer, and good morning, everybody. As you saw in our press release this morning, we reported another strong quarter of operation results and delivered accelerated EBITDA growth.

In a market, where we're building fiber penetration rates are at or above our target ranges at the one and two year Mark.

And we're doing all of this while also growing auto.

Showing that all fiber offer is clearly attractive to our customers. We've also improve customer service over the last two years, we've created a culture, where earning customer loyalty is a part of everyone's job.

Nick Jeffery: Before we go into detail on the quarter, I want to highlight the progress we've made in executing our strategy over the last two years. At our investor day back in 2021, we outlined a clear plan to build a future-proof digital infrastructure company designed to meet the current and future needs of our customers. Our strategy is based on four value drivers. Build fiber, sell fiber, improve customer service, and increase operational efficiency. And if we turn to slide four, you can see that we're delivering on our plan and we've done so even in a challenging macroeconomic environment.

Our weekly drumbeat of operational improvement and hung by new digital channels means we are now better able than ever before to serve all customers. We can see the results of these improvements and a record net promoter score reduce churn reduced truck rolls and lower coal volumes.

And finally on operational efficiency, we've dramatically simplified the way, we work by eliminating unnecessary processes and system decreasing our real estate footprint and investing in new digital tools to make them more productive.

Nick Jeffery: Let's start with our fiber build. Since we started in late 2020, we've expanded our fiber footprint by approximately 90%. We now provide 6.2 million homes and businesses access to our high speed fiber network and we're more than halfway through our goal of 10 million fiber locations. On fiber penetration, we've grown our fiber broadband customer numbers by approximately 45% since 2020. In our base fiber footprint, we've now achieved penetration of 44% just shy of our long-term target of 45% or better.

We are on track to achieve $500 million in cost savings double our initial target by the end of this year and we're not done we see potential additional savings in the future with this strong progress you can see why I'm more confident than ever about the value we're creating.

It sounds to slide five.

Our goal is to build the leading pure play fiber technology company in the U S.

This should create significant shareholder value as we execute on the key levers of our financial model.

Nick Jeffery: And in market where we're building fiber, our penetration rates are at or above our target ranges at the one and two year marks. And we're doing all of this whilst also growing our foods, showing that our fiber offer is clearly attractive to our customers. We've also improved customer service. Over the last two years, we've created a culture where earning customer loyalty is a part of everyone's job. A weekly drumbeat of operational improvement enhanced by new digital channels means we are now better able than ever before to serve our customers.

I'll start with revenue growth.

We offer customers a superior technology at a compelling price and we do this in a highly attractive market structure.

With only one or zero gigabit capable competitors in 86% of our footprint.

And these market dynamics support revenue growth as we increase the number of fiber customers and increased office.

At the same time, we're actively managing structural revenue declines in our legacy copper and voice product and together, we expect to see sustained revenue growth at five O becomes a greater and greater percentage of our overall mix.

Nick Jeffery: We can see the results of these improvements in our record net promoter scores, reduced churn, reduced truck rolls and lower call volume. And finally, on operational efficiency, we've dramatically simplified the way we work by eliminating unnecessary processes and systems, decreasing our real estate footprints, and investing in new digital tools to make us more productive. We are on track to achieve $500 million in cost-living double our initial target by the end of this year, and we're not done. We see potential additional savings in the future.

The next driver of returns increasing margins, we are constantly identifying ways to work smarter and targeted investments in technology, specifically in the areas of digital and automation should drive sustainable long term savings.

Also as we grow revenue and increase scale, we should benefit from fibers favorable unit economics fiber isn't inherently more efficient technology and deliver tomorrows capacity needs at a fundamentally lower cost legacy network.

Nick Jeffery: With this strong progress, you can see why I'm more confident than ever about the value we're creating. Let's stand to slide five. Our goal is to build the leading pure play fiber technology company in the US. This should create significant shareholder values as we execute on the key levers of our financial model. It all starts with revenue growth. We offer customers this superior technology at a compelling price, and we do this in a highly attractive market structure, with only one or zero gigabit capable competitors in 86 percent of our footprint.

The strong unit economics of our model combined with five is inherent scalability should lead to material margin expansion.

Next let's talk about capital I'm pleased to say that we're in a very strong position when it comes to liquidity.

Thanks to the securitization transaction, we executed earlier this year, we have a clear pathway to fully fund our build to 10 million locations.

Nick Jeffery: And these market dynamics support revenue growth as we increase the number of fiber customers and increase our food. At the same time, we're actively managing structural revenue to time in our legacy copper and voice product. And together, we expect to see sustained revenue growth as fiber becomes a greater and greater percentage of our overall mix. The next driver of returns is increasing margins. We are constantly identifying ways to work smarter, and our targeted investments in technology, specifically in the areas of digital and automation, should drive sustainable long-term savings.

While the current interest rate backdrop is clearly a challenge we've proven we can navigate it well.

We have high confidence in our ability to deliver IRR in the mid to high teens, well above our cost of capital.

Ultimately value is derived from EBITDA growth and cash flow generation.

As our revenue mix expands towards more fiber, we should show accelerating EBITDA growth and.

To give you a glimpse of what we're driving toward I'd like to revisit a steady state model.

I had a fiber build of 10 million homes past and targeted penetration of 45%, we expect to generate EBITDA of approximately $4 billion.

Now after subtracting maintenance and customer connection capex of approximately $1 billion, we should therefore yield recurring cash flows of approximately $3 billion.

Nick Jeffery: Also, as we grow revenue and increase scale, we should benefit from fiber's favorable unit economics. Fiber is inherently more efficient technology and delivers tomorrow's capacity needs at a fundamentally lower cost than legacy networks. The strong unit economics of our model combined with fiber's inherent scalability should lead to material margin expansion.

As we reach the steady state, we should be able to generate the cash flow to both reduce leverage and return cash back to investors and given the inherent superiority to fiber, we should be able to generate attractive returns for decades.

Now, let's turn to slide six to review, how our third quarter result illustrates our progress this quarter saw strong operational performance deliver accelerated EBITDA growth.

Nick Jeffery: Next, let's talk about capital. And please to say that we're in a very strong position when it comes to liquidity. Thanks to the Securitization Transaction we executed earlier this year, we have a clear pathway to fully fund our build to 10 million locations. While the current interest rate backdrop is clearly a challenge, we've proven we can navigate it well. We have high confidence in our ability to deliver IRR in the mid to high teams well above our cost of capital. Ultimately, value is derived from EBITDA growth and cashflow generation. As our revenue mix expands towards more fiber, we should show accelerating EBITDA growth.

We delivered EBITDA growth of 4%, our fastest quarter of growth and more than six years, we expect another quarter of solid EBITDA growth in Q4.

I also want to call out the positive trends in our customer growth. This quarter broadband net adds up 20% both sequentially and year over year and can see my ARPA growth turned positive for the first quarter in more than a year.

This is the direct result of the targeted changes we made earlier this year to bring our op who more in line with the market.

These trends how it positive overall consumer revenue growth for our first time as a new public company.

Nick Jeffery: To give you a glimpse of what we're driving towards, I'd like to revisit our steady state model. At a fiber build of 10 million homes past and targeted penetration of 45%, we expect to generate EBITDA of approximately $4 billion. Now after subtracting maintenance and customer connection caps of approximately $1 billion, we should therefore yield recurring cash flows of approximately $3 billion. As we reach this steady state, we should be able to generate the cash flow to both reduce leverage and return cash back to investors, and given the inherent superiority fiber, we should be able to generate attractive returns for decades.

Expect this growth to accelerate next quarter.

In conclusion I'm pleased with the progress we've made in transforming frontier into our fiber broadband leader and I'm excited about the tremendous opportunity ahead of us before I turn the call over to Scott I want to say a huge thank you to all of our team I.

I appreciate the hard work it takes to drive our transformation and advance our purpose of building Gigabit America. So thank you all got now over to you.

Thank you Nick and good morning, everyone.

I'll start with the financial highlights of our third quarter.

Nick Jeffery: Now let's turn to slide six to review how our third quarter results illustrate our progress. This quarter saw our strong operational performance deliver accelerated EBITDA growth. We delivered EBITDA growth of 4% our fastest quarter of growth in more than six years. We specced another quarter of solid EBITDA growth in Q4. I also want to call out the positive trends in our customer growth this quarter. Broadband Net ads were up 20% both sequentially and year over year, and consumer arpeggrofe turned positive for the first quarter in more than a year.

Revenue was $1 $44 billion strong fiber revenue growth of 10% was offset by legacy copper declines.

We had $11 million of net income and we earned $526 million of adjusted EBITDA up 4% year over year due to strong fiber growth.

$328 million of our adjusted EBITDA came from fiber products, which grew 19% year over year.

Additionally, we generated $383 million of net cash from operations, bringing our cash from operations to $1 $4 billion over the trailing 12 months.

Nick Jeffery: This is the direct result of the targeted changes we made earlier this year to bring our arpeggio more in line with the market. These trends powered positive overall consumer revenue growth for our first time as a new public company. And we expect this growth to accelerate next quarter.

Our healthy cash flow before capex demonstrates the underlying cash generation profile of our business.

Slide nine highlights the strength of our fiber customer growth across base and expansion markets.

The chart on the left shows that our broadband customer base grew 19% over the last 12 months and has grown 45% since we started building fiber in late 2020.

Nick Jeffery: In conclusion, I'm pleased with the progress we've made in transforming Frontier into a fiber broadband leader, and I'm excited about the tremendous opportunity ahead of us. Before I turn the call over to Scott, I want to say a huge thank you to all of our team. I appreciate the hard work it takes to drive our transformation and advance our purpose of building Gigabit America. So thank you all.

This is an encouraging trend for two reasons first we achieved the solid customer growth while simultaneously growing ARPA.

Second we have grown our fiber customer base and in an environment, where household moves have been low.

Scott Beasley: Scott, now over to you. Thank you Nick, and good morning everyone. I'll start with the financial highlights of our third quarter. Revenue was $1.44 billion. Strong fiber revenue growth of 10% was offset by legacy copper declines. We had $11 million of net income, and we earned $526 million of adjusted EBITDA. 4% year over year due to strong fiber growth. $328 million of our adjusted EBITDA came from fiber products, which grew 19% year over year.

And our base fiber footprint of $3 2 million locations, our penetration increased 100 basis points to 43, 9%.

This is just shy of our terminal penetration target of 45% and serves as an indicator of where we can drive penetration and our expansion footprint.

The chart on the right match the penetration curves of each expansion cohort.

As you can see they are all performing at or above our target ranges at the 12 and 24 month marks.

Moving to slide 10 fiber revenue growth accelerated to 10% driven by healthy consumer performance.

Scott Beasley: Additionally, we generated $383 million of net cash from operations, bringing our cash from operations to $1.4 billion over the trailing 12 months. Our healthy cash flow before CAPEX demonstrates the underlying cash generation profile of our business. Slide 9 highlights the strength of our fiber customer growth across base and expansion markets. The chart on the left shows that our broadband customer base grew 19% over the last 12 months, and has grown 45% since we started building fiber in late 2020.

Excluding our legacy video product consumer fiber revenue grew 20% this quarter.

Overall consumer fiber revenue grew 13%.

Our fiber revenue growth offset copper declines and as Nick shared overall consumer revenue grew for the first time since we became a new public company.

Business and wholesale fiber revenue was up 5% year over year.

In Q4, we expect total business and wholesale to be down slightly sequentially as fiber revenue remains roughly flat and legacy products decline.

Scott Beasley: This is an encouraging trend for[inaudible] to 43.9 1% This is just shy of our terminal penetration target of 45% and serves as an indicator of where we can drive penetration in our expansion footprint. The chart on the right maps the penetration curves of each expansion cohort. As you can see, they are all performing at or above our target ranges at the 12 and 24 month marks. Moving to slide 10, fiber revenue growth accelerated to 10%, driven by healthy consumer performance.

Our strong fiber growth drove an acceleration in adjusted EBITDA This quarter if.

If we turn to slide 11, you can see that we grew EBITDA by 4%. This was driven by fiber revenue growth effective cost reduction and actively managing copper declines. We expect these trends to continue in Q4.

Let's turn next to capital expenditures on Slide 12, we are on track to meet our guidance our full year capex in the 3.0 to $3 $2 billion range. We've previously shared that Capex would decline in the second half of the year as we would begin consuming pre work and using the inventory that we purchased earlier in the <unk>.

Here, we also expected to have a lower cost to build mix.

That's exactly what we saw in the third quarter and we expect more of the same in Q4.

Scott Beasley: Excluding our legacy video product, consumer fiber revenue grew 20% this quarter. Overall consumer fiber revenue grew 13%. Our fiber revenue growth offset copper declines. And as Nick shared, overall consumer revenue grew for the first time since we became a new public company. Business and wholesale fiber revenue was up 5% year over year. In Q4, we expect total business and wholesale to be down slightly sequentially as fiber revenue remains roughly flat and legacy products decline.

As I said last quarter, we expect 2023 to be our peak capex year.

We'll now turn to liquidity on slide 13 at.

At the end of the third quarter, we had approximately $3 $4 billion of liquidity, including $2 $1 billion raised through our fiber securitization in August.

This transaction was a significant milestone for frontier as it provided a clear path to fully fund our fiber build and refinance the traditional debt over time.

Additionally, the deal highlighted the value of our mature fiber assets and it attracted a new pool of investment grade long term investors.

Scott Beasley: Our strong fiber growth drove an acceleration in adjusted EBITDAF this quarter. If we turn to slide 11, you can see that we grew EBITDAF by 4%. This was driven by fiber revenue growth, effective cost reduction and actively managing copper declines. We expect these trends to continue in Q4. Let's turn next to capital expenditures on slide 12. We are on track to meet our guidance of full year CAPEX in the $3.0 to $3.2 billion range.

In addition to our strong liquidity and access to capital our balance sheet remains healthy.

Approximately 87% of our debt is at fixed rates and we do not have any significant maturities until 2027.

Finally, you can see on slide 14 that our 2023 guidance remains unchanged. We continue to expect adjusted EBITDA in the $2.11 billion to $2.16 billion range, we expect to pass $1 3 million additional locations this year and expect cash capital expenditures of approximately.

Scott Beasley: We previously shared that CAPEX would decline in the second half of the year as we would begin consuming pre-work and using the inventory that we purchased earlier in the year. We also expected to have a lower cost build mix. That's exactly what we saw in the third quarter and we expect more of the same in Q4. As I said last quarter, we expect 2023 to be our peak CAPEX year. We'll now turn to liquidity on slide 13.

<unk> 3.0 to $3 $2 billion all.

I'll close by saying, thank you to our team for another solid quarter.

Personally proud of the work that we're doing to build gigabit America and deliver connectivity to millions of consumers and businesses across the country now I'll turn the call back over to Nick.

Scott Beasley: At the end of the third quarter, we had approximately $3.4 billion of liquidity, including $2.1 billion raised through our fiber securitization in August. This transaction was a significant milestone for Frontier, as it provided a clear path to fully fund our fiber build and refinance traditional debt over time. Additionally, the deal highlighted the value of our mature fiber assets and it attracted a new pool of investment-grade long-term investors. In addition to our strong liquidity and access to CAPEX, our balance sheet remains healthy.

Thanks Scott.

Many of you I've seen the report John its recent presentation.

We're not going to take any questions specific to that topic on today's call.

We've always engaged in open and regular communications with all of our shareholders and we will continue to do so.

Our board of directors and management team are focused on driving long term value for our shareholders employees and customers and continue to take actions that enable us to deliver on this objective.

Before we open it up for questions I'm pleased to announce that we plan to host an investor update in early 2024, where we will provide additional detail on our longer term financial model and expectations, but driving shareholder value.

Scott Beasley: Approximately 87% of our debt is at fixed rates and we do not have any significant maturities until 2027. Finally, you can see on slide 14 that our 2023 guidance remains unchanged. We continue to expect adjusted EBITDA in the $2.11 to $2.16 billion range. We expect to pass 1.3 million additional locations this year and expect cash capital expenditures of approximately $3.0 to $3.2 billion. I'll close by saying thank you to our team for another solid quarter.

Now we'd like to open the call up to your questions. Thank you.

Thank you.

If you would like to ask a question. Please press star followed by one on your telephone keypad.

For any reason you would like to remove that question. Please press star followed by two again to ask a question press Star one as a reminder, if you're using a speaker phone. Please remember to pick up your handset before asking your question.

Scott Beasley: I'm personally proud of the work that we are doing to build Gigabit America and deliver connectivity to millions of consumers and businesses across the world, of the country.

Our first question will go to the line of Brett Feldman with Goldman Sachs. Your line is now open.

Great. Thanks for taking the question two if you don't mind Nick.

Nick Jeffery: Now I'll turn the car back over to Nick. Thanks, Scott. I know many of you have seen the reports of Jana's recent presentation.

Nick when you would come to your community that will be a couple of weeks ago. You had mentioned how the market conditions were clearly having some impact on the pace of your subscriber growth I think you're referring to the way seasonality has become a little more muted than household goods are down and Scott had referred to that as well and obviously, it's good to see that you're still tracing towards your penetration target.

Nick Jeffery: We're not going to take any questions specific to that topic on today's call. We've always engaged in open and regular communications with all of our shareholders and we will continue to do so. Our board of directors and management team are focused on driving long-term value for our shareholders, employees and customers, and continue to take actions that enable us to deliver on this objective.

Despite that but I'm curious can you give us a little bit more insight into how meaningful you think those dynamics are to your growth maybe some of the ways you've recalibrated in that environment and is it getting to the point, where the market has changed enough that you might be recalibrating the balance of passing that you.

Nick Jeffery: Before we open it up the questions, I'm pleased to announce that we plan to host an investor update in early 2024, where we will provide additional detail on our longer-term financial model and expectations for driving shareholder value.

Want to have over the next year or so versus maybe being more focused on simply driving penetration of what you have.

The first question. The second is the commentary you gave about business in wireline being down a little bit sequentially in the fourth quarter. I was hoping maybe you can just give us a broader update on how to think about the outlook for that segment.

Megan: Now we'd like to open it all up to your question. Thank you. If you would like to ask a question, please press star followed by one on your telephone keypad. If for any reason you would like to remove that question, please press star followed by two. Again, to ask a question, press star one. As a reminder, if you're using a speaker phone, please remember to pick up your handset before asking your question.

The current market conditions, and whether you think that's going to be something that could drift a bit lower in the near term or whether you see a clear path back to sustained growth. Thanks.

Yeah, Hi, Brian Thanks.

I mean your question about market conditions.

It's a good one because just like every other business, we're not immune from those things, but I think what we have done.

Brett Feldman: Our first question will go to the line of Brett Feldman with Goldman Sachs. Your line is that open. Great.

With some degree of success is really focus on our core strategy.

Nick Jeffery: Thanks for making a question in two if you don't mind. Nick, when you had come to CUNICOPIA a couple of weeks ago, you had mentioned how the market conditions were clearly having some impact on the taste of your subscriber growth. I think you were referring to the way seasonality has become a little more muted and household moves are down and Scott had referred to that as well, and obviously it's good to see that you're still tracing towards your penetration targets despite that.

Building fiber selling fiber.

Proving care and becoming more efficient and I've got kind of translate into revenue growth.

I think we see the strategies around all through development penetration and so on just progressing quarter over quarter and a very logical way that doesn't mean in any way that we're immune from the wider market dynamics, which affect us just as much but if I look at how that strategy is flowing through.

Nick Jeffery: But I'm curious, can you give us a little bit more insight into how meaningful you think those dynamics are to your growth? Maybe some of the ways you've recalibrated in that environment, and is it getting to the point where the market has changed enough that you might be recalibrating the balance of passing that you'd want to have over the next year or so versus maybe be more focused on simply driving penetration of what you have.

Jim or fiber broadband grew 22% year over year with double digit growth.

And in consumer and also up 2% total fiber revenue was also up 10%.

So you know.

So those things are naturally offset by comp declines cyclical.

Factors like move activity and so on I think the power of our expanding fiber footprint very very clear pricing.

Nick Jeffery: That's the first question. The second is the commentary you gave about business and wireline being down a little bit sequentially in the fourth quarter. So maybe just give us a broader update on how to think about the outlook for that segment in the current market conditions, and whether you think that's going to be something that's to drift a bit lower in the near term or whether you see a clearer path back to sustained growth.

Strategy to grow customers up the gig plus a.

Kind of pricing that we've talked about before to sell more value added services to.

To drive penetration through our continual refinement and go to market strategies and as we open up new territories, new sectors and so on is in a sentence counter veiling the cyclical pressures that we see so it's it's it's a question of.

Nick Jeffery: Thanks. Yeah, hi, Brett. Thanks. I mean, your question about market conditions is a good one, because just like every other business, we're not immune from those things. But I think what we have done with some degree of success is really focus on our core strategy of building fiber, selling fiber, improving care, and becoming more efficient. And as that kind of translates into revenue growth, I think we see the strategies around our food development penetration and so on, just progressing quarter over quarter in a very logical way.

The kind of growth engine that we're building offset by any quarterly cyclical headwinds that we face and then those two things is is trying to do things very well into the kind of overall growth that we're seeing now.

Business and wholesale.

Yeah.

Just as with every other company business in wholesale is slightly lumpy quarter to quarter, and we have a little bit more color I'd kind of headwinds in that business than in other parts of it but that said.

Nick Jeffery: That doesn't mean in any way that we're immune from the wider market dynamics, which affect us just as much. But if I look at how that strategy is flowing through, consumer fiber broadband grew 22% year over year with double-digit growth in consumer and output up 2%. Our total fiber revenue is also up 10%. So, you know, while those things are naturally offset by copper declined cyclical factors like move activity and so on, I think the power of our expanding fiber footprint very, very clear pricing strategy to grow customers up the gig plus kind of pricing ladder we talked about before to sell more value added services to drive penetration through our continual refinement and go to market strategies.

It's it's a we've got a very good team, that's continuing to refine and improve that business. We're on track to achieve stable total business and wholesale revenues for the full year in 2023 and again, if we if we take a step back when I look at the fiber revenue is about Texas growing we saw 5% growth in business and wholesale fiber.

<unk>, which really shows the potential of that segment as we continue to expand our fiber footprint and continue to kind of refine I'll go to market strategies, there and across all three business units in SMB enterprise and wholesale.

We're seeing a really sharp increase in order volumes at a much more favorable sales mix, Doug will lead to higher pricing. So again, whilst we're exposed to declines in legacy copper services, whilst we of course face.

The kind of changes and headwinds caused a dakota just like in our whole business.

Nick Jeffery: And as we open up new territories, new sectors and so on, is in a sense countervailing the cyclical pressures that we see. So it's a question of the kind of growth engine that we're building offset by any quarterly cyclical headwinds that we face. And the next of those two things is transitioning very well into the kind of overall growth that we're seeing. Now, in business and wholesale, you know, just as with every other company, business and wholesale is slightly lumpy quarter to quarter.

Business and wholesale get structurally stronger every quarter as we build fiber refine our go to market activities keep focused on our pricing strategy of moving people up to speed that is selling more value added services and the business goes from strength to strength quarter over quarter.

Thank you.

Jim.

Thank you.

Our next question comes from the line of Jonathan Chaplin with New Street. Your line is now open.

Thanks, a couple for Scott actually.

Nick Jeffery: And we have a little bit more copper kind of headwinds in that business than in other parts of business. But that said, we've got a very good team that's continuing to refine and improve that business. We're on track to achieve kind of stable total business and wholesale reviews for the full year in 2023. And again, if we take a step back and that'll look at the fiber revenue that sex is growing, we saw 5% growth in our business and wholesale fiber revenues, which really shows the potential of that segment as we continue to expand our fiber footprint and continue to kind of refine our go-to market strategies there.

Scott you didn't narrow the range on EBITDA guidance for the year, which means you got sort of a big range for <unk>.

The fourth quarter should we still be focused on the middle of that range, which would suggest you know really solid mid single digit growth.

For the fourth quarter and then it seems like in the copper business EBITDA sort.

Sort of really well recent.

Relative to recent trends is that mostly a function of.

Nick Jeffery: And across all three business units and SMB enterprise and wholesale, we're seeing a really sharp increase in order volumes and a much more favorable sales mix which overall leads to higher pricing. So again, whilst we're exposed to declines in legacy copper services whilst we of course face, you know, the kind of changes in headwinds, quarter to quarter, just like in our whole business, business and wholesale get structurally stronger every quarter as we build fiber refine our go-to-market activities keep focused on our pricing strategy of moving people up the ladders selling more value added services and business goes from strength to strength quarter over quarter. Thank you.

The cost cutting that Nick mentioned during his comments.

Was there anything else going in there and then.

I think you said during your comments that the drop in subsidy revenues just.

A matter of timing, we should collect that in the fourth quarter I just wanted to confirm that as well. Thanks.

Sure Jonathan let me take each of those in turn so on EBITDA few points that we've given on EBITDA, but I'll reiterate today, we expect sequential growth in Q4 from where we were in Q3 and then looking at year over year growth, we expect that to be in the low to mid single digit growth from last year's fourth quarter. So we have inflicted in EBIT.

We grew EBITDA in the first half we grew EBITDA by 4% in the third quarter, we expect full year EBITDA growth. This year. So the EBITDA inflection story is a really big milestone for us. So so that's fourth quarter EBITDA.

Jonathan Chaplin: Our next question comes from the line of Jonathan Chaplin with New Street. Your line is a open. Thanks.

Scott Beasley: A couple for Scott actually. Scott, you didn't narrow the range on either that guidance for the year which means you got sort of a big range for the fourth quarter. Should we still be focused on the middle of that range, which would suggest, you know, really solid mid single digit growth for the fourth quarter. And then it seems like in the copper business, either that the sort of really well recent to relevant to recent trends, is that mostly a function of the cost cutting that Nick mentioned during his comments or is there anything else going in there. And then I think you said in during your comments that the drop in subsidy revenues, just a matter of timing we should collect that in the fourth quarter. Just wanted to confirm that as well. Thanks.

On the second question of copper you're right are our customer losses have been relatively stable in copper in the kind of low low to mid 60000 per quarter, but our EBITDA trajectory has improved because of that cost cutting where.

We're almost to the $500 million of cost cutting about a year earlier than we expected and so that's driven the improvement in our copper EBITDA and our overall EBITDA for the company.

And then the third question was subsidy, yes. That's just a question of timing subsidy is very lumpy quarter to quarter, depending on when you get in cash from different municipalities. So no change to our overall subsidy view.

View for this year.

Perhaps some in Q4 it could could.

<unk> into Q1 of next year, but our subsidy roadmap is very much intact.

Operator next question.

Scott Beasley: Sure, Jonathan, let me take each of those in turn. So on EBITDA, a few points that we've given on EBITDA that I'll reiterate today. We expect sequential growth in Q4 from where we were in Q3. And then looking at year-to-year growth, we expect that to be in the low to mid single digit growth from last year's fourth quarter. So we haven't reflected in EBITDA. We grieve it down the first half, we grieve it down by 4% and the third quarter, we expect four year EBITDA growth this year.

Thank you.

Our next question comes from the line of Greg Williams with TD Cowen. Your line is now open.

Great. Thanks for taking my questions.

First one is just on Capex. It does imply that capex will come down to the $250 million levels here.

Can you help us with the cadence of next year will we see that huge bump up like we saw last year.

In the first half of the year.

Scott Beasley: So the EBITDA inflection story is a really big milestone for us. So that's fourth quarter EBITDA. On the second question of copper, you're right, our customer losses have been relatively stable and copper in the kind of low, low to mid 60,000 per quarter. But our EBITDA trajectory has improved because of that cost cutting. We're almost to the $500 million of cost cutting about a year earlier than we expected. And so that's driven the improvement in our copper EBITDA and our overall EBITDA for the company.

Or will it be more muted.

And then second question around Capex, it's helping us get comfortable you noted that 2023 will be that peak capex year, So 2024 and tend to be lower but you also noted that this year you had a higher mix of <unk>.

Lower cost per build homes like the lower hanging fruit is being built so assuming that next year.

You'll have a higher mix of higher cost builds yet you'll see lower capex and just help us reconcile that and get comfortable there. Thanks.

Sure Greg Let me take you through those so on Capex for the.

Scott Beasley: And then the third question was subsidy. Yes, that's just a question of timing. Subsidy is very lumpy quarter to quarter depending on when you get in cash from different municipalities. So no change to our overall subsidy view for this year. You know, perhaps I'm a Q4 could could transition in the Q1 of next year, but our subsidy roadmap is very much intact operator.

The fourth quarter and into next year, Let me give you a few data points. There. So as we expected we saw a significant decline in second half Capex, we saw a nice step down in Capex This quarter, which was driven by three items. We consumed pre work that was completed in prior quarters, we consumed inventory and then we benefited from lower costs.

Megan: Next question.

Megan: Thank you.

Builds and we expect each of those trends to continue into Q4, and Additionally, we expect benefits from normalizing payment terms with suppliers. So that's Q4 and the part of your question on next.

Greg Williams: Our next question comes from a line of Greg Williams with TD Cowan. Your line is I open. Great. Thanks for taking my question. First one is just on capex. It does imply that capex will come down to the $350 million levels here. Can you help us with the cadence of next year. Will we see that huge bump up like we saw last year in the first half of the year, or will be more muted.

Next year.

Few broad data points to give you. So we expect roughly $1 3 million passing we expect capex to be below this year and then we do expect it to be front end loaded similar to this year just given the cadence of the build.

So that's the that's the roadmap on Capex for the next five quarters.

And then the final part of your question on <unk>.

Greg Williams: And then second question around capex is helping us get comfortable. You noted that 2023 will be that peak capex here. So 2024 and turn the lower. But you also noted that this year you had a higher mix of, you know, lower cost per build homes like the lower hanging fruit is being built. So as we went next year. You know that you'll have a higher mix of higher cost builds yet you'll see lower capex and just help us reconcile that and get comfortable there. Thank you very much. Thanks. Sure, Greg. Let me take you to those.

Scott Beasley: So on CAPEX for the fourth quarter and into next year, let me give you a few data points there. So as we expected, we saw a significant decline in second half CAPEX. We saw a nice step down in CAPEX this quarter, which was driven by three items. We consumed pre-work that was completed in prior quarters. We consumed inventory and then we benefited from lower cost builds. And we expect each of those trends to continue into Q4.

Scott Beasley: And additionally, we expect benefits from normalizing payment terms with suppliers. So that's Q4. Then the part of your question on next year, a few broad data points to give you. So we expect roughly 1.3 million passings. We expect CAPEX to be below this year. And then we do expect it to be front and loaded similar to this year, just given the cadence of the build. So that's the road map on CAPEX for the next five quarters.

Dash four or do you think the tailwind you talked about can overcome some of those headwinds and get you positive growth.

Scott Beasley: And then the final part of your question on build CAPEX for next year, the trends that I mentioned for Q4 will continue into next year. So we will continue consuming pre-work, will continue consuming inventory. And if you think about it, we do have a large backlog of work that we've done in engineering, design, central offices, middle mile that lowers the cash CAPEX in future quarters. And so that will help benefit our CAPEX number next year.

Yeah sure let me take the first one and then <unk> for the business in wholesale question John on the question about <unk> performance, let me break it into two parts base and expansion and base. We had another strong quarter of penetration gains. We finished it roughly 44% which is up from 41% a few years ago.

Megan: Operator, we'll take the next question.

And it is very close to our terminal penetration of 45 per cent. So so we feel really good about the trajectory in our base and we also feel good about the trajectory an expansion that we continue to be at or above our penetration targets at 12, and 24 months and if you see in our slides today, we're within that 15 to 20 per cent range of 12.

Nick Del Deo: Thank you. Our next question comes from the line of Nick Del Deo with Moffit Nathanson. Your line is now open. Hey, good morning guys. Thanks for taking my questions. I guess, you know, you had very solid subscriber performance in the base markets in the quarter, which I guess implies somewhat softer contributions from the expansion markets. I guess, can you talk about that a little bit? And kind of more generally what you see with respect to churn and our poo trends in some of your more seasoned expansion markets versus your base markets?

Months, and 25% to 30% at 24 months so.

So with those big picture data points in mind every quarterly build cohort is going to be different you have new geographies different location types that have different sales cycles and penetration timelines for example, a multi dwelling needed it may take longer to sell into in the first several months, but you're gonna get to the same point at 12 and 24 months.

Nick Del Deo: And then on the commercial front, it sounds like there might be somewhat different headwinds in that business as of late. But Nick, you noted kind of flat revenue year every year, 23 versus 22. I guess as we look out over the coming years, would you expect commercial revenue to kind of remain flatish? Or do you think the tailwinds you talked about can overcome some of those headwinds and get you positive growth?

Or in a new state, where we don't have deeper brand awareness it might take a few more months to build that brand awareness, but you get to the same point by 12 24 months and that's really why we give annual penetration targets externally not quarterly or monthly so we'd take a step back we're very pleased with the net add performance in the quarter, we say.

Increasing in queue for increasing into 2024 and feel good about the bad for them.

Scott Beasley: Yeah, Cheryl, let me take the first one and then pass to Nick for the business and wholesale question. So on the question about net ad performance, let me break it into two parts, base and expansion. In base, we had another strong quarter of penetration gains. We finished it roughly 44%, which is up from 41% a few years ago and is very close to our terminal penetration of 45%. So we feel really good about the trajectory in our base.

Yeah, and I'll take the the business in wholesale question I mean, just taking a little bit of a step back and think of sit on previous cold.

Our enterprise business in particular.

Not like the enterprise businesses some of <unk> when you when we kind of analyze it I mean three main ways. The first of which is we don't really have any large enterprise customers. So what we call enterprise is typically medium and below and to.

Scott Beasley: And we also feel good about the trajectory and expansion. We continue to be at or above our penetration targets at 12 and 24 months. And if you see in our slides today, we're within that 15 to 20% range of 12 months and 25 to 30% at 24 months. So with those big picture data points in mind, every quarterly build cohort is going to be different. You have new geographies, different location types that have different sales cycles and penetration timelines.

<unk> of how other people would describe it so we've got a really small kind of enterprise based compared to others.

That means that those customers have a much higher propensity to buy the coal product that we are building and selling of high speed symmetrical fibre so <unk>.

So therefore, we got it.

Very different market topography than some of up his second thing is we are a very small part of the market. So the overall market dynamics doesn't really affect us so much and that's particularly true when you realize that that business in the past was perhaps not as well run as it could have been.

Scott Beasley: For example, a multi dwelling unit may take longer to sell into in the first several months, but you're going to get to the same point at 12 and 24 months or in a new state where we don't have deeper brand awareness. It might take a few more months to build that brand awareness, but you get to the same point by 12 and 24 months. And that's really why we give annual penetration targets externally, not quarterly or monthly. So when we take a step back, we're very pleased with the net ad performance in the quarter. We see it increasing in Q4, increasing into 2024 and feel good about the path we're on.

So I'm really really pleased with the work that the new leadership teams are put in place that you can see that flowing through and strong order books, you can see it flowing through and the 5% growth we saw in business in wholesale fibre and of course that just keeps accelerating as we build more five a path more of these businesses and drive up penetration now.

It is also true that we have a greater proportion of some legacy culpa in those segments than in a consumer segment. So the headwinds that a slightly stronger I'm, particularly wholesale is very very lumpy and the nature of the way that business come through so a little bit difficult to predict quote arrived Dakota, but to answer your question directly.

Nick Jeffery: Yeah, thanks, and I'll take the business and wholesale question. I mean, just taking a little bit of a step back, because I think I've said on previous calls, our enterprise business in particular is perhaps not like the enterprise businesses of some of our peers when we kind of analyze it. I mean, in three main ways, the first of which is we don't really have any large enterprise customers. So what we call enterprises typically medium and below in terms of how other people would describe it.

<unk> I think we all know firmly on a trajectory to stabilize that business. This year as we said previously very pleased about that.

I think that's going to continue for some time and then add a new fiber growth continues to accelerate at some point in time that will outweigh the legacy.

Nick Jeffery: So we've got a really very small kind of enterprise base compared to others. That means that those customers have a much higher propensity to buy the core product that we're building and selling, so high speed, symmetrical fiber. So therefore, we've got a very different market topography than some of our peers. Second thing is, we are a very small part of the market. So the overall market dynamics don't really affect us so much.

When exactly that is what I have to talk about on subsequent calls.

Alright. The next question please.

Thank you.

Our next question comes from the line is <unk> with a J P. Morgan.

[noise] line as a weapon.

Hey, guys. Thanks, a couple of follow ups I guess first of threats first question because I'm not sure I understood. Your comments and this goes to a little bit of what Scott was talking about as well.

Nick Jeffery: And that's particularly true. When you realize that that business in the past was perhaps not as well-run, as it could have been. So I'm really, really pleased with the work that the new leadership teams have put in place there. You can see that flowing through in strong order books. You can see it flowing through in the 5% growth we saw in business and wholesale fiber. And of course, that just keeps accelerating as we build more fiber, path more of these businesses and drive up penetration.

Just talk about the potential to accelerate fibre penetration from here or do you prefer to push harder on <unk> as you think about the combination of revenue growth how should we think about that <unk> training from here and then Scott I think you. Just said you expect fibre adds to increase in queue for us at quarter to quarter, a year over year and then in 24 as well.

Thank you.

Yeah, <unk> I think the straight onto Giel question is both.

Nick Jeffery: Now, it is also true that we have a greater proportion of sort of legacy copper in those segments than in our consumers. So the headwinds there are slightly stronger. And particularly wholesale is very, very lumpy in the nature of the way that business comes through. It's a little bit difficult to predict quarter over quarter. But to answer your question directly, I think we are now firmly on a trajectory to stabilize that business this year, as we said previously, very pleased about that.

We look at how we're accelerating penetration and a base, which of course, we've separated from our expansion market specifically to show the potential for us to grow penetration in a mature market and we are systematically increasing penetration COTA overcoat overcoat and now well on track to.

Terminal penetration of 45% or above.

Nick Jeffery: I think that's going to continue for some time. And then as our new fiber growth continues to accelerate, at some point in time, that will outweigh the legacy. When exactly that is, we'll have to talk about on subsequent courses.

We know that's doable because we've got lots of markets that are already at that level of penetration or indeed, some that are higher and then moving to the average of that base five a market up to 45% critical indicator of what's possible as we build new fiber now we're also tracking to exactly the range is at the 12th at 12.

Megan: Operate the next question, please. Thank you.

Phil Cusick: Our next question comes from the line of Phil Cusick with JP Morgan. Your line is open. Hey, guys, thanks. A couple of follow-ups.

Three four months cohort, we sit in a in a new fiber billed as well so I'm highly confident we can drive penetration up.

Phil Cusick: I guess first to Brett's first question, because I'm not sure I understood your comments. And this goes a little bit of what Scott was talking about as well. Just talk about the potential to accelerate fiber penetration from here. Or do you prefer to push harder on ARPU as you think about the combination of revenue growth? How should we think about that ARPU trending from here? And then Scott, I think you just said you expect fiber ads to increase in Q4 is that quarter to quarter of your year, and then in 24 as well.

A new fibre billed to match that in based fibre build over time and that's an important part of our model now.

Now separately I, both I talked about pricing structure in off are all through development strategy.

And then we've taken some very.

Very clear and thoughtful actions to grow up.

First of all we reduce the use of gift cards.

We've implemented a number of pricing adjustments with unbridled unbundle value added services.

Nick Jeffery: Thank you. Yeah, Phil. I think the straight on to geol question is both. We look at how we're accelerating penetration in our base, which of course we've separated from our expansion market specifically to show the potential for us to grow penetration in a mature market. And we are systematically increasing penetration quarter over quarter over quarter, and now well on our track to, you know, our terminal penetration of 45% or above. We know that's doable because we've got lots of markets that are already at that level of penetration, indeed, some that are higher.

And we built a pricing latta, which really incentivize as customers festival to take gigabit.

Speed, but then to move up that gigabit speed ladder and now we have more than half of all new customers choosing gigabit plus speeds.

[noise] value added service attach rates have more than doubled with 40% of all new customers, taking one or more value added service. So as we do both of these things I believe it is absolutely possible to drive up penetration as we are seeing and drive up <unk> as we're demonstrating.

<unk>.

<unk> on your question on net ads you are correct, we expect Q for to be versus Q3 of this year and we also expect it to be up versus Q4 of last year, so up year over year and quarter over quarter and then we haven't given specific 2024 guidance on that adds but we do expect to the total volume of net ads to be <unk>.

Nick Jeffery: And then moving the average of that base fiber market up to 45% critical indicator of what's possible as we build new fiber. Now, we're also tracking to exactly the ranges at the 12 and 24 months cohort we said in our new fiber builds as well. So I'm highly confident that we can drive penetration up in new fiber builds to match that in base fiber builds over time. And that's an important part of our model.

2024 versus 2023.

Operator will take the next question.

Thank you.

Your next question comes from the line is Peters P. Now with Wolf Research your line as a weapon.

Scott Beasley: Now separately, I've also talked about our pricing strategy and our ARPU development strategy. And there we've taken some very clear and thoughtful actions to grow our ARPU. First of all, we reduced the use of gift cards. We've implemented a number of pricing adjustments with unbundled value added services. And we built a pricing ladder which re-intensivizes customers, first of all to take Gigabit speed but then to move up that Gigabit speed ladder.

Hi, Thanks for taking my question I have a question about longer term penetration a familiar question, but one that we're still here all the time from clients is how was your confidence is built in the attractiveness of the next several million homes. The concern is always that you've built the best ones first and that the.

<unk>. The later vintages there'll be worse. So you think you can share about your process for evaluating those opportunities bottom up and what the characteristics card that under paid your confidence. Thanks.

Scott Beasley: And now we have more than half of our new customers choosing Gigabit plus speeds. And value added service attach rates have more than doubled with 40% of our new customers taking one or more value added service. So as we do both of these things, I believe it is absolutely possible to drive up penetration as we're seeing and drive up ARPU as we're demonstrating.

Yeah, perhaps I think for the past I'll take that and then perhaps hands a skull.

I mean look a longterm penetration rates as we've said to some extent founded on the fact that we have many of our more mature markets already at or above are 45% or better terminal penetration rate. So we know this is doable 0.1 point to that base was at <unk>.

Scott Beasley: Scott, over to you. Sure, Phil, on your question on NetAds, you are correct. We expect Q4 to be up versus Q3 of this year. And we also expect it to be up versus Q4 of last year. So up year over year and quarter over quarter. And then we haven't given specific 2024 guidance on NetAds, but we do expect the total volume of NetAds to be up in 2024 versus 2023.

Megan: Operator, we'll take the next question.

Megan: Thank you.

Point inherited from the companies that frontier Bull that from where penetration was actually higher in the past and for various reasons way before any of the current team here that penetration was allowed to drift down we announced systematically building it back up to a level that it was previously at why is that doable, well, because we've gotten extremely favorable market struck.

You were in 86 per cent of our five a footprint, we have one or fewer gigabit plus capable competitors.

Peter Supino: Our next question comes from the line as Peter Sopino with Wolf Research. Your line as I will, Ben. Hi, thanks for taking the question. I had a question about longer term penetration of familiar question, but one that we still hear all the time from clients is how your confidence is built in the attractiveness of the next several million homes. The concern is always that you've built the best ones first and that the penetration of the later vintage will be worse.

Not market structure is likely to remain very stable into the future and that combined with a fiber expansion plans are ever back to go to market, a very purposeful and clear pricing strategy means I strongly believe we will be able to grow terminal penetration right across the base over time to 45% or above Scott.

Peter Supino: And so I think you could share about your process for evaluating those opportunities, bottom up, and what the characteristics are that underpin your confidence. Thanks. Yeah, perhaps thanks, Peter. Perhaps I'll take that and then perhaps Hansa Scott. I mean, look, our long term penetration rates, as we've said, are, to some extent, it's founded on the fact that we have many of our more mature markets already at or above our 45% or better terminal penetration rates.

Yes, and and Peter on your question of kind of cohort by cohort penetration have have we taken the best ones and left a subpar ones for later the answer's no. We have a long enough tracor track record now if you look at 2020 cohort of 2021 Coke 20 twenty-two cohort those are all within the target range.

15 to 20 per cent. After 12 months 25 to 30 per cent. After 24 months those all look different they have different mixes of geographies different mixes of of unit types. We've said every cohorts different but eventually at 12 months in 24 months it'll get into the same penetration range. We've now expanded our build where we're building in roughly 15 states we.

Peter Supino: So we know this is doable, 0.1. 0.2, that base was at some point inherited from the companies that frontier bought that, from where penetration was actually higher in the past. And for various reasons, way before any of the current team were here, that penetration was allowed to drift down. We're now systematically building it back up to levels that it was previously at. And why is that doable? Well, because we've got an extremely favorable market structure, where in 86% of our fiber footprint, we have one or fewer gigabit plus capable competitors.

We think the new states that we're building in are just as attractive penetration wise as the states that.

We started building and so when we look at the next several years of penetration we expect each of those individual colors to be in that 15 to 20 per cent range at 12 months.

Thank you gentlemen, operator will take the next question.

Thank you.

Our next question comes from the line as Michael Rollins with City. Your line is now open.

Peter Supino: And that market structure is likely to remain very stable into the future. And that combined with our fiber expansion plan, our ever better go to market, our very purposeful and clear pricing strategy, means that I strongly believe we'll be able to grow our terminal penetration right across the base over time to 45% or above. Scott? Yes.

Thanks, and good morning, I'm curious if you can give us an update on.

The last third of the footprint in terms of what you may be thinking today in terms of.

Monetization opportunities for some of the footprint <unk>.

<unk> indeed opportunities.

Nick Jeffery: And Peter, on your question of kind of cohort by cohort penetration, have we taken the best ones and left subpar ones for later? The answers no. We have a long enough track record now, if you look at 2020 cohort, 2021 cohort, 2022 cohort. Those are all within the target ranges of 15 to 20% after 12 months, 25 to 30% after 24 months. Those all look different. They have different mixes of geographies, different mixes of unit types.

And then just more broadly how was the fiberboard.

And management team viewing.

The public market as the right place for French here to be for the multi year investment plan for your fiber strategy. Thanks.

Thanks, Micheal, perhaps I'll take the last one that's got onto the beach.

We were not going to comment on whether the public market or other structures are the right.

Nick Jeffery: We've said every cohort is different, but eventually at 12 months and 24 months, it'll get into the same penetration range. We've now expanded our build. We're building in roughly 15 states. We think the new states that we're building in are just as attractive penetration wise as the states that we started building in. So when we look at the next several years of penetration, we expect each of those individual cohorts to be in that 15 to 20% range at 12 months. Thank you, gentlemen.

Structure, if a frontier to operate within I mean, that's that's something for the bullet to considering the board is always considering all of the options for frontier to create long term shareholder value. What I can say is that I firmly believe in the strategy. We've got building fiber as fast as we can penetrating that fiber rapidly.

Megan: Operator, we'll take the next question.

Improving customer care for all customers and continuing to become an ever more efficient business is exactly the right <unk>.

Mechanic to create long term shareholder value by expanding our five a footprint in a way that we know there is clear demand for all we know we can penetrate these markets.

Michael Rollins: Thank you. Our next question comes from the line of Michael Rollins with city. Your line is open. Thanks. Good morning. I'm curious if you can give us an update on the last third of the footprint in terms of, you know, what you may be thinking today in terms of monetization opportunities for some of the footprint, fiber builds and deed opportunities. And then just more broadly, how is the fiber board and management team viewing the public market as the right place for frontier to be for the multi year investment plan for your fiber strategy.

We know we can build efficiently and we believe that that is the right recipe to create long term shareholder value Scott.

Scott do you want to comment on <unk> sure somebody.

<unk> of your question on your question of the last third of our footprint. So the $5 million. Following the committed build a $10 million like that 5 million falls on a few buckets. One we've said beyond that committed build a $10 million there could be $1 million to $2 million. It makes sense for private capital. So R capital to pass that has not been the focus of ours, thus far.

Focuses on the tin, but we are starting to look at ways to potentially expand.

Into that $1 million to $2 million, the bulk of that 5 million will be.

Michael Rollins: Thanks. Michael, perhaps I'll take the last one and to you for the beat. I mean, we're not going to comment on whether the public market or other structures are the right structure for frontier to operate within. I mean, that's something for the board to consider. And the board is always considering all of the options for frontier to create long term shareholder value. What I can say is that I firmly believe in the strategy that we've got of building fiber as fast as we can, penetrating that fiber rapidly, improving customer care for all customers and continuing to become an ever more efficient business is exactly the right mechanic to create long term shareholder value by expanding our fiber footprint in a way that we know there is clear demand for.

Will be best built.

Built out with fiber if we received subsidies. So we are active in subsidy programs now before being really gets rolling will be an active participant in bead.

And we think the B program is very important to connect all of the Unserved and underserved homes and businesses to the digital economy and will be an active participant participant and beat.

So the focus is on the committed build a $10 million, but we are starting to look at creating value beyond that tonight.

Operator will take the next question.

Thank you. Our next question comes from the line of Simon Flannery with Morgan Stanley. Your line is now open.

Michael Rollins: We know we can penetrate these markets. We know we can build efficiently and we believe that that is the right recipe to create long term shareholder value. Scott, do you want to comment on beat? Sure. [inaudible] We'll be best built out with fiber if we receive subsidies. So, we are active in subsidy programs now before bead really gets rolling. We'll be an active participant in bead and we think the bead program is very important to connect all of the unserved and underserved homes and businesses to the digital economy and we'll be an active participant in bead. So, the focus is on the committed build of 10 million but we are starting to look at creating value beyond that 10 million.

Great. Thank you very much good morning, Uhm nice to see the <unk> coming through Uhm could you just talk a little bit about what you're seeing on the tour mix what levels are people coming in at are you getting existing customers upgrading to higher speeds I know you've had some you know.

Scott Beasley: Operator, we'll take the next question.

A lot of focus on some of your above one gig type tears and then any comment on you talked about different moves with different sales channels, perhaps you could update us on where you stand on that I guess finally, you know the cable companies strictly a charter is coming up on the first anniversary of some of these discounted bundles do you think there's an opportunity for.

Were you there to take share as those prices got reset thanks.

Yeah, So I would like to make it I mean, we don't disclose the individual mix on so of gigabytes Giga gigabit plus speeches, but what I can say is that we've extended gigabit pricing ladder from you know half a gig to one gig one gig too and then more recently five gig.

Have had exactly the impact on the overall speed mix that we hoped it would so.

So we have the kind of headline product five gig.

First company to launch five gigs symmetrical services network why the first company launched two gig symmetrical services network wide and in both cases, we found as a cohort of customers who want the newest one of the best do you want the fastest.

Simon Flannery: Thank you. Our next question comes from the line of Simon Flannery with Morgan Stanley. Your line is now open. Great, thank you very much. Good morning. Nice to see the RPU trends coming through. Could you just talk a little bit about what you're seeing on the tier mix, what levels are people coming in at? Are you getting existing customers upgrading to higher speeds? I know you've had some, you know, a lot of focus on some of your above one gig type tiers.

And they buy into that too.

That doesn't have the effect of pulling the tier below up speed ladder and so it shifts <unk> speed mix to the right and up.

And then of course, we unbundled value added services that we used to give away for free and started charging those have that kind of strange effect that then actually the take rate went up so we generate more revenue and great to take right on value added services and those things combined what's leading to a very systematic structural determine purpose.

Simon Flannery: And then any comment on, you talked about different moves with different sales channels, perhaps you could update us and where you stand on that. And I guess finally, the cable companies, particularly Charter is coming up on the first anniversary of some of these discounted bundles. Do you think there's an opportunity for you there to take share as those prices get reset? Thanks. Yeah. Simon, thanks. It's Nicky.

<unk> way of increasing customer value systematically and we're not done that by the way. Our network is already 10 gig capable and to end ended a clear path to 25 gig and beyond that are very very low capex requirement, if we ever needed to do that and we haven't made that decision, but it is an option for us.

Nick Jeffery: I mean, we don't disclose the individual mix on sort of gigabit plus speed tiers. But what I can say is that we've extended our gigabit pricing ladder from, you know, half a gig to one gig, one gig to two and then more recently five gig. It has had exactly the impact on the overall speed mix that we hoped it would. So we have the kind of headline product five gig, you know, first company to launch five gig symmetrical services network wide, the first company launched two gig symmetrical services network wide.

In the future.

<unk> very pleased with the way that that pricing ladder is working and it clearly meets our customer demand at every speed and price point on sales channels again, we don't disclose the exact make but across door to door telesales digital.

Inside sales and stolen we all continually optimizing that makes and we optimize it not just across the country, but state by state city by city to make sure that the channel best meets the <unk> demographic and penetration rate that we're trying to sell into always looking for the most efficient way to sell and sometimes that throws up <unk>.

Nick Jeffery: And in both cases, we found as a cohort of customers who want the newest, who want the best, who want the fastest. And they buy into that tier. That then has the effect of pulling the tier below up a speed ladder. And so it shifts the entire speed mix to the right and up. And then, of course, we unbundled value added services that we used to give away for free and started charging those had the kind of strange effect that then actually the take rate went up.

Change things you know you'd think digital would perhaps be the most efficient way to sell and sometimes it is and sometimes it isn't and we are just day to day month to month as we as we go forward always trying to find the best way to drive penetration at the lowest unit cost.

And I'm, sorry, I think we've got.

Nick Jeffery: So we generated more revenue and great to take rate on value added services. And those things combined are what's leading to a very systematic, structural, determined, purposeful way of increasing customer value systematically. And we're not done there, by the way. Our network is already 10 gig capable end to end. And there's a clear path to 25 gig and beyond. There's a very, very low capex requirement if we ever needed to do that.

Scott <unk> yeah. So so on your final question of will discount discounted bundles will the expiration of those help US you know we we compete.

Compete on a number of dimensions like Nick said, we have a superior product, we have now superior customer experience versus our competitors Faye.

[noise] favorable market structure. So I think in general people are you can see from our customer that add numbers that customers are increasingly choosing fiber versus a cable alternative and we think that will continue.

Nick Jeffery: And we haven't made that decision, but it's an option for us in the future. So very pleased with the way that that pricing ladder is working and it clearly meets a customer demand at every speed and price point.

Thank you operator will take our final question.

Absolutely. Our last question will go to the line of Frank Loosen with Raymond James Your line of <unk>.

Scott Beasley: On sales channels, again, we don't disclose the exact mix, but across door-to-door, tele-sales, digital, inside sales and so on, we are continually optimizing that mix. And we optimize it not just across the country, but state by state, city by city to make sure that the channel best meets the demographic and penetration rate that we're trying to sell into. Always looking for the most efficient way to sell. And sometimes that throws up strange things.

Great. Thank you back to your commentary in the margin additional cost savings when you hit your 40 per cent fibre penetration rate, how how much of the legacy copper operating costs can you remove and then how long does it take to get all of those cost out and really shut down the copper network you know give us an idea of how that kind of paces with the bill is going forward.

Sure Frank Let me, let me talk about the margin how how that translates in the margins and I'll talk about timing. So we're in the high thirties margin now we've said and the steady state we would move towards the mid forties or potentially even high forties, a lot of pure fiber players or even north of <unk>.

Scott Beasley: You think digital would perhaps be the most efficient way to sell and sometimes it is and sometimes it isn't. And we adjust day-to-day months-to-month as we go forward, always trying to find the best way to drive penetration at the lowest Call.

50 per cent margin, so just our fiber mix improving changes the margin profile.

Scott Beasley: Yeah, so on your final question of will discounted bundles, will the expiration of those help us? We compete on a number of dimensions, like Nick said, we have a superior product, we have now superior customer experience versus our competitors, and we have a favorable market structure. So I think in general people are, you can see from our customer net add numbers that customers are increasingly choosing fiber versus a cable alternative, and we think that will continue. Thank you.

And then we've got to be aggressive and taking cost out of the legacy copper footprint and that happens in a few ways number one it happens incrementally where we reduce our copper customer base as they transition to fiber that improves customer experience, we have fewer repairs fewer calls lower electricity costs.

We kind of migrate customers off of copper and those happen incrementally you'll you'll see that just in a in a gradual improvement in the margins.

Frank Louthan: Operator, we'll take our final question. Absolutely, our last question will go to the line of Frank Louthan with Raymond James. Your line is the open. Great, thank you. Back to your commentary in the margin, additional cost savings. When you hit your 40% fiber penetration rate, how much of the legacy copper operating costs can you remove, and then how long does it take to get all of those cost out and really shut down the copper network? Give us an idea of how that kind of pace is with the bill going forward. Sure, Frank.

Step change it prevents in the margins happened when you get that final customer off of a copper wire center you can decommission a full wires sooner copper take out the central office cause take out the electricity cause take out any remaining maintenance and repair costs.

We're actively pursuing that cost mitigation, but it's a multi year journey. So probably will be a few years until you see those big step change improvements and cost reduction from our copper decommissioning, but we are improving margins. All the time you saw we improved and about 100 200 basis points versus last year portion of that is improving fiber mix in our <unk>.

Scott Beasley: Let me talk about the margin, how that translates into margins, and I'll talk about timing. So we're in the high 30s margin now. We've said in the steady state, we would move towards the mid 40s, or potentially even high 40s. A lot of pure fiber players are even north of 50% margin. So just our fiber mix improving changes the margin profile, and then we've got to be aggressive in taking cost out of the legacy copper footprint.

But a portion of it is lower copper cost.

Alright, great. Thank you very much.

Thanks rank that concludes our third quarter 2023 earnings call. Thank you all for joining us.

That concludes the frontier communications third quarter of 2023 earnings call. Thank you for your participation I Hope you have a wonderful rest of your day.

Scott Beasley: And that happens in a few ways. Number one, it happens incrementally where we reduce our copper customer base as they transition to fiber. That improves customer experience. We have fewer repairs, fewer calls, lower electricity costs as we migrate customers off of copper. And those happen incrementally. You'll see that just in a gradual improvement in the margins. The step change improvements in the margins happen when you get that final customer off of a copper wire center.

Scott Beasley: You can decommission a full wire center of copper, take out the central office costs, take out the electricity costs, take out any remaining maintenance and repair costs. We're actively pursuing that cost mitigation, but it's a multi year journey. So probably we'll be a few years until you see those big step change improvements and cost reduction from our copper decommission. But we are improving margins all the time you saw. We improved about 100 to 200 basis points versus last year portion of that is improving fiber mix in our poo, but a portion of it is lower copper costs. All right, great. Thank you very much. Thanks, Frank.

Megan: That concludes our third quarter 2023 earnings call.

Megan: Thank you all for joining us. That concludes the frontier communications third quarter 2023 earnings call. Thank you for your participation.

Megan: I hope you have a wonderful rest of your day.

Q3 2023 Frontier Communications Parent Inc Earnings Call

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