Summary of Conference Call Records Company and Industry Overview - **Company**: Sanrio - **Industry**: IP (Intellectual Property) Management and Licensing Key Points and Arguments 1. **Diversification of IP Portfolio**: Sanrio has effectively mitigated the risk of declining popularity of its flagship IP, Hello Kitty, by developing a multi-IP matrix including characters like Kuromi, Pompompurin, and My Melody. The revenue share from Hello Kitty decreased from 76% in FY2014 to 35.3% in FY2025, indicating a successful diversification strategy [1][3][5]. 2. **Impact of Management Changes**: The company underwent a management reform with a younger team that has positively influenced its operations. This new team has focused on localization and event marketing, enhancing overall competitiveness and driving revenue growth [1][3][4]. 3. **Significance of Licensing Revenue**: Licensing is a crucial revenue stream for Sanrio, accounting for 55% of total revenue in FY2025. The performance in overseas markets, particularly North America, has been strong due to effective social media strategies and partnerships with leading retailers [1][6]. 4. **Online Operations During Public Health Events**: During the public health crisis, Sanrio maintained IP popularity through online channels. Since FY2021, several core and subsidiary IPs have shown significant growth, highlighting the positive impact of online operations on revenue [1][7]. 5. **Future Growth Projections**: Sanrio anticipates double-digit revenue growth in FY2026, with Asian markets expected to outperform overall growth rates. The company also expects an increase in operating profit margins, reflecting optimism about future developments [1][8]. 6. **Long-term IP Management Strategies**: The company emphasizes the importance of establishing long-term mechanisms to avoid over-reliance on a single IP. A multi-IP strategy helps smooth risks and extends the lifecycle of IPs, ensuring stable long-term growth [1][10]. Additional Important Insights 1. **Lessons for Other IP Companies**: Sanrio's experience offers valuable lessons for other IP-focused companies, particularly in diversifying IP portfolios and implementing effective operational mechanisms. This approach is crucial for companies that rely heavily on a single core product [1][4]. 2. **Performance of Competitors**: Companies like Pop Mart have also excelled in multi-IP operations, with their character Crybaby generating 1.165 billion yuan in revenue within a year of launch. This indicates a growing trend in the industry towards diversified IP strategies [2][11]. 3. **Implications for Young Enterprises**: The findings suggest that young companies should focus on building a multi-IP matrix to mitigate risks and ensure sustainable growth. Continuous optimization of both new and existing IPs is essential for long-term success [12].

Investment Rating - The investment rating for the industry is "Positive" and maintained [11] Core Insights - The report highlights that Sanrio's performance fluctuations were primarily due to reliance on short-term external factors for IP explosions and a lack of long-term mechanisms to sustain IP popularity, particularly the dependence on a few IPs like Hello Kitty. The management reform, diversification of the IP matrix, and deepening operations at various IP levels are the core drivers of the company's sustained growth post-2021. The global licensing business and local operations have also played a crucial role, with Sanrio strengthening social media operations in North America and deepening cooperation with Alibaba in China to capture explosive industry potential [2][10][54]. Summary by Sections Company Overview - Sanrio focuses on designing and operating cartoon character IPs, owning numerous original characters like Hello Kitty, Cinnamoroll, and Kuromi. For FY 3/2025, the revenue breakdown is 34% from merchandise retail, 55% from licensing, 9% from theme parks, and 2% from other businesses. Revenue contributions from Japan, Europe, North America, and Asia are 78%, 4%, 20%, and 19%, respectively [6][18]. Historical Performance Review - Sanrio's performance can be divided into three phases: 1. FY 3/2009-FY 3/2014 was a high-growth period, with revenue peaking at 770 billion yen and a 27% operating profit margin, heavily reliant on Hello Kitty, which accounted for 76% of revenue. 2. FY 3/2015-FY 3/2021 saw a long adjustment period due to declining popularity of Kitty and failure to successfully incubate new IPs, leading to a drop in revenue and profit. 3. From FY 3/2022 to FY 3/2025, under new leadership, Sanrio initiated a "second entrepreneurship," implementing structural reforms and achieving a CAGR of 40% in total revenue and 173% in operating profit [7][29]. Future Outlook - For FY 3/2026, Sanrio expects double-digit revenue growth, with projections of total revenue, operating profit, and net profit at 162.2 billion yen, 60 billion yen, and 42 billion yen, respectively, representing increases of 12%, 16%, and 1%. The company anticipates growth in all regions, particularly in Asia, with a focus on expanding licensing and local operations [9][54][55]. Strategic Initiatives - Sanrio plans to build a "long-lasting" IP strategy, expand its IP matrix, and pursue global development to mitigate cyclical risks and ensure stable growth. The company aims to reduce reliance on Hello Kitty by diversifying its IP portfolio and enhancing profitability through global licensing expansion and data-driven product selection [10][54][58].