Summary of Marubi Biotech Conference Call Company Overview - **Company**: Marubi Biotech - **Industry**: Beauty and Health Key Points and Arguments Financial Performance and Strategy - Marubi Biotech has improved its gross margin significantly by streamlining SKUs and implementing a big product strategy, particularly with the Xiaohongbi and Xiaojin series. The supply chain turnover period has been reduced from 90 days to approximately 40 days, enhancing operational efficiency. The additional profits will be reinvested into market sales expenses [2][5][6]. - In 2024, the online GMV for Xiaohongbi reached 530 million yuan, nearly doubling year-on-year, accounting for about 25% of the main brand. The Xiaojin series also saw a growth rate of approximately 90%. The company aims for at least a 50% growth in these two major products by 2025, with expectations for Xiaojin cream and Super Mask to achieve sales in the hundreds of millions [2][7][12]. Sales Channels and Marketing - Marubi's sales on content e-commerce platforms like Douyin and Kuaishou account for over 40%, with Tmall around 30% and Vipshop about 20%. The remaining sales are distributed across platforms like JD and Pinduoduo, with net profit levels across channels being relatively similar [2][15]. - The company has shifted its marketing strategy to focus on long-term growth rather than short-term sales spikes, with a series of marketing activities planned leading up to major sales events like 618 [3][12]. Product Development and Innovation - Marubi is actively expanding its product lines in the beauty and health sectors, including functional skincare brands and oral care products. The company has also invested in medical beauty projects, such as Shuangmei Biotech [2][20][21]. - The company has established a dual beauty strategy combining lifestyle beauty and medical beauty, with expectations for significant results in the medical beauty sector within three years [5][22]. Supply Chain and Operational Efficiency - The company has implemented measures to enhance supply chain efficiency, particularly in transitioning from a B2B to a B2C model, requiring faster delivery times and improved product variety [6][7]. - The integration of front, middle, and back-end management has led to significant improvements in operational speed and gross margin [6][7]. Market Trends and Consumer Behavior - The beauty market is experiencing structural changes, with a trend towards younger consumers and a shift in purchasing habits. The company aims to attract younger demographics to build brand loyalty [14][26]. - The competition in the beauty industry is intense, with a focus on product quality, content, and operational capabilities being crucial for success [29]. Future Outlook - 2025 is considered a pivotal year for Marubi, as the company aims to maintain its growth trajectory amidst increasing market competition. The company has set a three-year goal to validate its online transformation success [25][33]. - The company is also exploring opportunities for external investments and brand acquisitions, although current growth from existing brands is deemed sufficient for the near future [23][24]. Additional Important Insights - The company has a robust technical research system, particularly in collagen technology, which supports its product development and market competitiveness [22][30]. - Marubi's non-main business income primarily comes from investment subsidies and returns, indicating a diversified revenue stream [18]. This summary encapsulates the key insights from the conference call, highlighting Marubi Biotech's strategic initiatives, market positioning, and future growth plans.

Investment Rating - The report maintains an "Overweight" rating for the retail industry [1] Core Insights - The 2025 618 shopping festival has been advanced, with discounts shifting from "spend 300 get 50 off" to direct reductions, enhancing consumer shopping experience and reducing the need for bundling [4][9] - The performance of domestic beauty brands has been strong, with notable sales figures during the initial live stream of the festival, achieving a GMV of 25-35 billion yuan [4][11] - The report highlights the rapid growth of brands like Zhenjia in the home cleaning sector and recommends focusing on companies like Juzi Biological, Shangmei Shares, and others during the 618 festival [4][13] Summary by Sections Industry Outlook - The 2025 618 shopping festival started on May 13, 2025, approximately 7 to 10 days earlier than in 2024, extending the event duration to 35-40 days, marking the longest period in history [4][9] - Major platforms such as Taotian, JD, Pinduoduo, and Douyin launched their promotions simultaneously, indicating increased competition [4][9] Market Performance - From May 12 to May 16, 2025, the Shenwan retail index increased by 1.72%, while the beauty care sector rose by 3.08% [14] - Year-to-date performance shows the Shenwan retail index up by 8.93%, outperforming other indices like the Shanghai Composite [14][21] Company Valuation - The report includes a valuation table for various companies, with several brands like Perleya and Juzi Biological receiving "Buy" ratings based on their projected earnings growth [17][18]

Market Performance - The market rebounded last week, with the China Securities Xinhua National Brand Index rising by 0.94% to 1666.03 points [1] - The Shanghai Composite Index increased by 0.76%, the Shenzhen Component Index by 0.52%, the ChiNext Index by 1.38%, and the CSI 300 Index by 1.12% [1] Strong Stock Performances - Notable strong performers in the brand index included BGI Genomics, which rose by 17.27%, and Yiling Pharmaceutical, which increased by 9.81% [1] - Other significant gainers included Stone Technology and Marubi Biological, which rose by 7.18% and 6.79%, respectively [1] Year-to-Date Stock Gains - Since the beginning of 2025, Marubi Biological has surged by 60.82%, leading the gains, followed by Shanghai Jahwa with a 46.72% increase and BGI Genomics with a 34.45% rise [2] - Other stocks with notable increases include Anji Technology, Xintai, and Weir Shares, each rising over 20% [2] Market Outlook - Institutions expect the market to refocus on domestic economic fundamentals, with a positive policy response anticipated [2][3] - The current market is viewed as being in a high cost-performance range, with significant policy support expected to stabilize the economy and market [2] Economic Data Focus - Attention is drawn to upcoming economic data, particularly export performance and the sustainability of the export supply chain recovery [3] - The prevailing market conditions are supported by policy measures and liquidity easing, which are expected to bolster the stability of the domestic economy and capital markets [3]

Investment Rating - The report assigns an "Outperform" rating to multiple companies within the discretionary consumption sector, indicating a positive outlook for their performance relative to the market [1][3][5]. Core Insights - The pet and U.S. hotel sectors have shown the best performance this week, with valuations in most sectors still below the average of the past five years [1][4][13]. - The report highlights that the average increase for leading companies in the pet sector was 9.1%, driven by favorable trade negotiations and the commencement of the 618 pre-sale [4][15][17]. - Valuation analysis indicates that most sub-sectors are trading below their historical averages, suggesting potential investment opportunities [5][9][19]. Sector Performance Review - Weekly performance rankings: Pet > U.S. Hotel > Credit Card > Cosmetics > Gambling > Sportswear > Luxury Goods > Snacks [7][14]. - Monthly performance rankings: Pet > U.S. Hotel > Gambling > Cosmetics > Sportswear > Credit Card > Luxury Goods > Snacks [14]. - Year-to-date (YTD) performance rankings: Pet > Luxury Goods > Cosmetics > Snacks > Credit Card > U.S. Hotel > Sportswear > Gambling [14]. Valuation Analysis - As of May 16, 2025, the expected P/E ratios for various sectors are as follows: - Sportswear: 15.6x (77% of 5-year average) - Luxury Goods: 18.4x (52% of 5-year average) - Gambling: 14.2x (23% of 5-year average) - Cosmetics: 36.8x (91% of 5-year average) - Pet: 50x (51% of 5-year average) - Snacks: 24.3x (37% of 5-year average) - U.S. Hotel: 29.4x (18% of 5-year average) - Credit Card: 32x (61% of 5-year average) [5][9][18][19].

Group 1 - The core viewpoint is that the high sales expenses in the daily chemical skincare industry significantly erode profits, leading to high gross margins but low net margins [1][3] - In 2024, over half of the selected companies in the daily chemical skincare industry have a sales expense ratio exceeding 40%, indicating that they allocate more than 40% of their revenue to marketing [1] - Yatsen E-commerce has the highest sales expense ratio at 60.1%, followed by Shangmei Co. and Marubi Biotechnology with ratios of 58.11% and 55.04% respectively [1] Group 2 - Many listed companies in the daily chemical skincare industry invest heavily in marketing while underinvesting in research and development, leading to severe product homogeneity and insufficient innovation [3] - The heavy reliance on marketing has resulted in a price war within the industry, which diminishes profitability and creates a vicious cycle [3] - Companies like Betaini have become overly dependent on a single brand, with over 90% of their main business revenue coming from the "Winona" brand, which has seen a sales decline of 5.45% in 2024 [3] Group 3 - The challenge for many companies in the daily chemical skincare industry in 2025 will be to balance marketing and research and development expenditures, transitioning from a marketing-driven approach to a product-driven one [4]

Core Viewpoint - The domestic beauty brand market in China is experiencing strong growth, driven by increasing consumer recognition and confidence in local brands, as stated by the CEO of Marubi Biotechnology during the 2024 annual and Q1 2025 earnings presentation [1] Financial Performance - Marubi Biotechnology achieved a net profit attributable to shareholders of 342 million yuan for the fiscal year 2024, representing a year-on-year increase of 31.69%, while the net profit after deducting non-recurring gains and losses was 327 million yuan, up 73.86% year-on-year [1] - In Q1 2025, the company reported a net profit attributable to shareholders of 135 million yuan, a year-on-year increase of 22.07%, with the net profit after deducting non-recurring gains and losses at 134 million yuan, up 28.57% year-on-year [1] - The stock price of Marubi Biotechnology has increased by over 150% since September 2024, with a closing limit up on May 15 [1] Strategic Transformation - The company has undergone a strategic transformation from a traditional beauty enterprise to a biotechnology beauty company, as indicated by the renaming of its stock from "Marubi Co., Ltd." to "Marubi Biotechnology" in 2024 [2] - Marubi Biotechnology emphasizes the importance of biotechnology in its current and future operations, particularly in the development and industrial application of key technologies such as recombinant collagen protein [2] Research and Development - In 2024, Marubi Biotechnology was recognized as a "National Research Center for Recombinant Functional Protein Technology," conducting 20 specialized studies on recombinant functional proteins throughout the year [2] - The company has made significant advancements in the development of various types of recombinant collagen proteins and has filed for 10 invention patents related to key technologies [2] Industry Trends - The beauty industry is witnessing accelerated penetration of advanced technologies such as artificial intelligence, synthetic biology, and smart manufacturing, which are driving industry upgrades [3] - Consumer demand is becoming more diverse and personalized, leading to higher expectations for quality, efficacy, and added value in beauty products and services [3] Sales and Distribution Strategy - Marubi Biotechnology is pursuing a multi-channel collaborative development strategy, with its brands already present in duty-free stores and actively exploring other channel opportunities [3]

Core Viewpoint - The 2024 Annual Shareholders' Meeting of Guangdong Marubi Biotechnology Co., Ltd. outlines the company's operational performance, strategic initiatives, and financial results, emphasizing growth in revenue and profit, alongside a focus on innovation and brand development in the beauty industry. Financial Performance - The company achieved a total revenue of 2.97 billion yuan in 2024, representing a year-on-year increase of 33.44% [29] - The main brand Marubi generated 2.06 billion yuan in revenue, up 31.69% year-on-year, while the PL brand reached 905 million yuan, a growth of 40.72% [31] - The gross profit margin improved to 73.7%, an increase of 3.01 percentage points, attributed to optimized product structure and cost control [31] - Net profit attributable to shareholders was 342 million yuan, up 31.69%, with a higher growth rate of 73.86% for net profit after excluding non-recurring gains and losses [31] R&D and Innovation - The company established a Life Sciences Center to explore new fields such as oral health and oral beauty, enhancing its R&D capabilities [8] - Marubi conducted 42 specialized research projects on raw materials, focusing on innovative plant extracts and bioengineering technologies [9] - The company received recognition as a "National Research Center for Recombinant Functional Proteins," highlighting its advancements in recombinant collagen technology [9] Brand Development - Marubi maintained its position as the top seller in the eye care category for three consecutive years, with the "Peptide Little Red Pen" eye cream achieving online sales of 533 million yuan, a 146% increase [12] - The PL brand successfully launched several products, with six foundation products each generating over 100 million yuan in annual GMV [14] - The company emphasized a dual-brand strategy, focusing on both Marubi and PL to drive growth and market presence [24] Marketing and Sales Strategy - The company implemented a multi-channel marketing strategy, achieving significant online sales growth, with online channels contributing 85.61% of total revenue [31] - Marubi's Tmall flagship store saw a 28% increase in sales, with a focus on enhancing user experience and member engagement [16] - The company utilized emotional and interactive marketing campaigns to strengthen brand recognition and consumer connection [13] Organizational Development - The company is committed to building a young, knowledgeable, and professional workforce, enhancing organizational agility and collaboration [20] - Marubi launched the "Marubi YOUNG Plan" to nurture new talent and improve overall employee capabilities [21] - The company emphasized a culture of innovation and teamwork through various creative activities and training programs [21]

ENVIRONMENTAL, SOCIAL AND GOVERNANCE REPORT Guangdong Marubi Biotechnology Co., Ltd. Table of Content | Message from Chairman | 03 | | --- | --- | | About Marubi | 05 | | Recap of 2024 | 11 | | ESG Governance | 15 | | Theme Spotlight: Scientific | 19 | | Skincare, Rejuvenating with | | | Collagen "Core" Innovation | | Appendix 97 | Key Performance Table | 97 | | --- | --- | | Indicators Index | 101 | | About This Report | 105 | Steady Operation, Forging Sustainable "Beauty" Power 01 People-Oriented, Composi ...

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Group 1 - The core viewpoint of the article highlights the strong performance of the consumer sector, particularly in new consumption areas such as daily chemicals, health products, and pet economy, leading to significant stock price increases for companies like Huaye Spice and Baiyang Co. [1] - The article notes that several companies, including Jindawei, Xiwang Food, and Jiaoda Onl, have also seen their stock prices hit the daily limit, indicating a broad market trend in the consumer sector [1] - Institutions have pointed out that domestic new consumption enterprises are experiencing robust growth, driven by ongoing upgrades in aesthetics and spiritual satisfaction, particularly in emotional and experiential consumption [1]