Financial Performance - Net revenues for 2018 reached RMB 1,145,517 thousand, a significant increase from RMB 847,993 thousand in 2017, representing a growth of approximately 35%[21] - Gross profit for 2018 was RMB 734,609 thousand, up from RMB 533,872 thousand in 2017, indicating a growth of around 38%[21] - Total operating expenses in 2018 were RMB 1,139,290 thousand, slightly increasing from RMB 1,104,662 thousand in 2017, reflecting a growth of about 3%[21] - The net loss attributable to ordinary shareholders for 2018 was RMB 416,694 thousand, compared to RMB 580,811 thousand in 2017, showing a reduction in loss of approximately 28%[21] - Cash and cash equivalents as of December 31, 2018, were RMB 413,143 thousand, an increase from RMB 320,039 thousand in 2017, representing a growth of about 29%[27] - Total assets as of December 31, 2018, amounted to RMB 1,010,218 thousand, up from RMB 783,556 thousand in 2017, indicating a growth of approximately 29%[27] - Deferred revenues increased to RMB 1,676,121 thousand in 2018 from RMB 1,201,795 thousand in 2017, reflecting a growth of around 39%[27] Marketing and Growth Strategy - The company engaged a new brand ambassador in February 2019 to enhance brand recognition, which is critical for attracting students and maintaining competitive advantages[31] - The company aims to expand its geographic reach and enhance educational content to meet evolving demands, which is essential for future growth[29] - Sales and marketing expenses increased from RMB464.9 million in 2016 to RMB731.2 million (US$106.4 million) in 2018, with the number of sales and marketing staff rising from 2,769 to 4,662 during the same period[32] - The company plans to continue investing in branding and marketing activities to attract new students and improve online and mobile platforms, which may lead to ongoing net losses in the near future[35] Competition and Market Risks - The English education market in China is highly competitive, with significant competition from both online and offline education companies, which may impact the company's market share and financial performance[37] - The company has shifted its focus from adult English education to K-12 students, expanding course offerings and introducing new teaching formats, but faces risks in successfully launching these new courses[44] Operational Challenges - Rising labor costs and inflation in China and the Philippines may adversely affect the company's financial conditions and results of operations, with expectations of continued increases in labor costs[53] - The company relies on third-party vendors for critical services, including payment processing for teachers, which poses risks to its operations and relationships with educators[56] - Student retention may be negatively impacted by perceived lack of improvement in English proficiency or dissatisfaction with programs, affecting overall business performance[57] - The company's success relies heavily on student retention through satisfactory learning experiences and improved English proficiency, with potential declines in satisfaction affecting future purchases[58] Technology and Intellectual Property - The company has invested significant resources in developing its technology and course materials, emphasizing the importance of intellectual property rights for competitive advantage[61] - The company faces challenges in protecting its intellectual property, with potential litigation costs and risks of infringement that could adversely affect its financial condition[62] - Security breaches of confidential information could damage the company's reputation and business operations, necessitating robust measures to protect student data[67] Regulatory and Compliance Risks - Increased scrutiny and regulation of data privacy in China may impose additional compliance costs and operational restrictions on the company[70] - The company may encounter difficulties in attracting teachers and students due to geopolitical tensions between China and the Philippines, which could disrupt operations[76] - Employee misconduct poses risks to the company's reputation and could result in regulatory sanctions, impacting financial performance[79] - The company is subject to the Sarbanes-Oxley Act of 2002, requiring a management report on internal control over financial reporting starting with the annual report for the year ending December 31, 2018[104] - The lack of PCAOB inspections in China limits the evaluation of the audit quality of the independent registered public accounting firm, potentially affecting investor confidence[110] Financial Structure and Risks - The company relies on contractual arrangements with its VIEs, Dasheng Zhixing and Dasheng Helloworld, for operational control, which may not be as effective as direct ownership[125] - If the contractual arrangements are deemed illegal or invalid, the company could face severe penalties, including revocation of business licenses and restrictions on operations[122] - The company may be required to restate financial statements if internal control weaknesses are not adequately addressed, which could harm access to capital markets[105] - The company’s ability to consolidate financial results of its VIEs under U.S. GAAP may be impacted if it cannot direct their activities or receive economic benefits from them[123] Tax and Dividend Risks - The company may rely on dividends from its PRC subsidiaries to meet cash and financing requirements, and limitations on these payments could materially affect operations[141] - Under PRC law, the company’s PRC subsidiaries can only pay dividends from accumulated profits, which are subject to statutory reserve requirements[142] - The company faces risks related to potential tax scrutiny by PRC authorities, which could lead to increased tax liabilities and affect consolidated net income[145] Regulatory Environment - The PRC government has implemented regulations that may require online education institutions to obtain specific internet operation permits, which are currently unclear[151] - The Ministry of Education's Circular 3 mandates inspections of after-school tutoring institutions, potentially affecting their operational licenses if they do not comply[153] - The State Council's Circular 80 prohibits in-service primary and secondary school teachers from being employed in after-school tutoring institutions, impacting staffing practices[154] - The evolving PRC regulatory environment may lead to new requirements for online education institutions, increasing operational costs and compliance risks[156] Operational Licenses and Compliance - The company operates an online platform providing online tutoring programs, with all PRC subsidiaries registered as commercial enterprises[167] - The company holds an ICP license for its four websites, valid until August 19, 2021, and is subject to annual review[170] - The company may be required to obtain additional licenses for its online content, including an Internet Culture Business Operating License[170] - The company is subject to various operating licenses and permits, and failure to comply may adversely affect its business[170] Currency and Investment Risks - All revenues are denominated in Renminbi, while a significant portion of costs are incurred in U.S. dollars and Philippine Pesos, exposing the company to currency fluctuation risks[93] - The company has not entered into any hedging transactions to mitigate foreign currency exchange risk, which may lead to significant currency exchange losses[211] - The trading price of the company's ADSs has fluctuated between US$5.15 and US$13.73 per ADS in 2018, indicating potential volatility[212] Shareholder Structure - The company's dual class share structure allows Class B shares to represent 72.9% of total outstanding shares and entitle holders to 96.4% of voting power, limiting influence of Class A shareholders[219]

Financial Data and Key Metrics Changes - The company reported record high Q4 gross billing of RMB503 million, representing a 27.9% year-over-year growth [5] - Total annual net revenues for 2018 were RMB1.1 billion, with gross billing of RMB1.7 billion, showing improved gross margins of 64% and a narrowed net loss of RMB164 million compared to 2017 [8][9] - Net revenues for Q4 2018 were RMB298.1 million, a 14.4% increase from RMB260.6 million in the same quarter last year [10] - The number of active students increased by 22.1% year-over-year to approximately 213,900 in Q4 2018 [10] Business Line Data and Key Metrics Changes - Gross billings from K-12 mass-market one-on-one offerings increased 63% year-over-year to RMB365.7 million [9] - Gross billings from K-12 small class offerings increased 127% year-over-year to RMB60.6 million [9] - Gross billings from adult offerings decreased 28.9% year-over-year to RMB55 million, while K-12 American Academy one-on-one offerings declined 66.3% year-over-year to RMB21.9 million [9] Market Data and Key Metrics Changes - The company successfully gained stronger footholds in non-tier-one cities, which accounted for 69.7% of K-12 mass-market one-on-one gross billings [6] - The company has over 18,000 teachers in the Philippines, which remains a key part of its offering [7] Company Strategy and Development Direction - The company plans to make its offerings more accessible in 2019, focusing on high-quality live online English courses in non-tier-one cities [6] - The engagement of a popular brand spokesperson aims to increase accessibility to English education for students [6] - The company will continue to monitor online education regulations and remains optimistic about long-term benefits for the industry [7] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the growth of the K-12 mass-market one-on-one offerings, driven by strong performance in non-tier cities and referral business [22] - The company anticipates a seasonal decline in Q1 2019 but expects stronger performance in subsequent quarters [25] - For Q1 2019, the company expects net revenues between RMB300 million and RMB305 million, representing an increase of approximately 14.3% to 16.2% from the same quarter last year [17] Other Important Information - The company reported a total cash position of RMB712.1 million as of December 31, 2018, compared to RMB623.4 million a year earlier [16] - Deferred revenues increased to RMB1.7 billion as of December 31, 2018, from RMB1.2 billion a year earlier [17] Q&A Session Summary Question: Factors leading to growth in one-on-one class offering - Management noted strong growth in K-12 mass-market one-on-one offerings, particularly in non-tier cities and through referral business [22] Question: Strategy for small class offering - The company is restructuring its small class offerings and focusing on improving product quality and operational efficiencies rather than aggressive growth [24] Question: Factors influencing guidance for one-on-one class offering - Management explained that seasonal trends typically lead to weaker Q1 performance, with expectations for better sequential decline compared to 2018 [25]