云南白药集团股份有限公司 投资者：中信证券-李文涛，中信保诚资产-杜中明、徐荃子、王 昊 参加人员：董事会秘书-钱映辉，投资者关系管理-张昱、杨可欣 会议内容： 投资者调研会议记录 时间：2025 年 11 月 21 日 地点：集团总部办公大楼 召开方式：现场调研 1、请介绍一下药品事业群近期的经营情况。 4、公司产品线上销售情况如何？ 答：药品事业群积极拓展线上市场，上半年 O2O 销售同比提升超 过 20%，通过线上内容营销助力气血康、参苓健脾胃颗粒等产品认知 度及销量提升，与京东健康深化战略合作，2025 年 618 期间主系列 产品常备药榜单排名显著上升，公司药品线上销售取得突破性成果， 电商平台引流访客 4,845 万，带来消费者 354 万，共产出 GMV2.54 亿 元，为未来在线上渠道的发展打好基础。 答：2025 年上半年，药品事业群主营业务收入 47.51 亿元，同 比增长 10.8%。核心系列产品中，云南白药气雾剂销售收入突破 14.53 亿元，同比大幅增长超 20.9%；云南白药膏、云南白药胶囊、云南白 药创可贴、云南白药（散剂）均在上年同期销售收入基础上，实现显 著增长。其他品牌中药 ...

Core Insights - The article highlights a shift in consumer behavior towards higher quality products and differentiated marketing strategies in the e-commerce industry, marking the era of value attraction [1] - Yunnan Baiyao has successfully adapted to this trend by focusing on product quality and emotional marketing, leading to significant sales growth during the Double Eleven shopping festival [4][8] Group 1: Sales Performance - Yunnan Baiyao's total e-commerce GMV exceeded 760 million, showing a year-on-year growth of over 40%, with multiple product lines experiencing substantial growth [4] - The company achieved remarkable sales milestones, with two stores surpassing 100 million in sales and ten stores exceeding 10 million [4] Group 2: Emotional Marketing - Yunnan Baiyao has optimized the entire consumer ordering process, enhancing product structure, emotional engagement, and trust reinforcement, which has led to increased brand recognition [9] - The brand effectively combines traditional Chinese medicine with modern entertainment, appealing to younger consumers through live streaming and short videos [10][16] Group 3: Product Innovation - The launch of the new Guangzhuan White Toothpaste has been a significant success, generating over 11 million in a single live stream and achieving overall sales exceeding 100 million [8] - Yunnan Baiyao has upgraded its product packaging and formulations to meet consumer demands for quality and usability, such as the innovative "small golden top" bottle cap design [23] Group 4: Market Positioning - The company is leveraging AI technology to enhance production efficiency and product quality, positioning itself as a leader in the traditional Chinese medicine and health product market [35][39] - Yunnan Baiyao's marketing strategies focus on creating relatable and engaging content that resonates with consumers, thereby strengthening brand loyalty and trust [34][39] Group 5: Consumer Engagement - The brand has successfully engaged with younger demographics through targeted marketing campaigns and events, achieving over 650 million online exposures and a significant presence among Generation Z [16] - By integrating educational content and interactive experiences, Yunnan Baiyao is enhancing consumer knowledge and satisfaction, leading to a more informed purchasing decision [18][33]

Core Viewpoint - The market value of Yunnan Baiyao is under pressure due to the overall downturn in the traditional Chinese medicine industry, despite its stable revenue and profit growth. The company is facing challenges in maintaining growth momentum and diversifying its product offerings [1][3][19]. Financial Performance - Yunnan Baiyao reported a revenue of 30.65 billion yuan for the first three quarters, a year-on-year increase of 2.47% [3][5]. - The net profit attributable to shareholders reached 4.78 billion yuan, reflecting a year-on-year growth of 10.41% [3][5]. - The company's basic earnings per share increased by 10.74% to 2.68 yuan [5]. Revenue Composition - The company's revenue is heavily reliant on commercial sales, which account for 60% of total revenue but have a low gross margin of only 6% [6]. - Industrial sales, which make up less than 40% of revenue, are the main profit contributors, particularly from products like aerosol sprays and toothpaste [6]. Market Position and Challenges - Yunnan Baiyao holds a dominant market share in several product categories, including a 91.8% share in the aerosol market for muscle and joint pain relief [6]. - Despite its strong market position, the company faces challenges in growth as sales in pharmaceuticals and health products have slowed down in recent years [7]. Diversification Efforts - In recent years, Yunnan Baiyao has explored various side businesses, including tea and industrial hemp, and previously engaged in stock trading, which led to significant losses [8][14]. - The company has since reduced its trading financial assets significantly, indicating a shift in strategy towards safer investments [10][11]. Strategic Developments - Yunnan Baiyao has announced plans to focus on both traditional Chinese medicine and innovative pharmaceuticals, aiming for both internal and external growth [26][27]. - The acquisition of 聚药堂 for 660 million yuan is part of its strategy to enhance its product portfolio and market reach, despite concerns over the high premium paid [28][30]. Innovation and R&D - The company is actively pursuing innovation in its product lines, with ongoing projects in traditional Chinese medicine and health supplements [32][36]. - Yunnan Baiyao is also working on developing new drugs, although the process is lengthy and costly, posing risks to timely market entry [36]. Market Outlook - Despite recent challenges, Yunnan Baiyao has maintained a high dividend payout ratio, making it attractive to investors [36]. - The company's current valuation is below the industry average, suggesting potential for future growth, although caution is advised before making investment decisions [36].

Core Viewpoint - The article discusses the declining market value of Pianzaihuang and the stagnation of Yunnan Baiyao, highlighting the challenges faced by the traditional Chinese medicine industry amid changing market dynamics and competition [2][3][34]. Group 1: Market Performance - Pianzaihuang has seen a market value drop of 200 billion, with its market gap with Yunnan Baiyao now less than 100 billion [2]. - Yunnan Baiyao's market value has fluctuated within the billion club since 2022, failing to reach its 2021 peak [3][5]. - Yunnan Baiyao reported a revenue of 30.65 billion yuan for the first three quarters of 2023, a year-on-year increase of 2.47% [7]. Group 2: Financial Performance - Yunnan Baiyao's net profit attributable to shareholders increased by 10.41% to 4.78 billion yuan, maintaining its leading position among Chinese medicine companies [8]. - The company's revenue is heavily reliant on commercial sales, which account for 60% of total revenue but have a low gross margin of only 6% [11][12]. - Industrial sales, which contribute less than 40% of revenue, are the main source of profit for Yunnan Baiyao [13]. Group 3: Product Portfolio and Market Share - Yunnan Baiyao's aerosol and toothpaste products dominate their respective markets, with a market share of 91.8% and 72.4% [14]. - Despite high market penetration, Yunnan Baiyao faces challenges in finding new growth avenues as sales growth in pharmaceuticals and health products has slowed [16]. Group 4: Diversification and Investment Strategy - Yunnan Baiyao has explored various side businesses, including tea and industrial hemp, and previously engaged in stock trading, which led to significant losses [19][20]. - The company has significantly reduced its trading financial assets by 93.82% in 2023, indicating a shift in investment strategy towards safer financial products [22]. - In 2024, Yunnan Baiyao announced its exit from stock trading, focusing instead on safer financial products [23]. Group 5: Challenges and Future Outlook - The company is experiencing a decline in profit growth, with government subsidies and financial income becoming increasingly important for net profit [27]. - Yunnan Baiyao's diversification efforts have led to a heavy reliance on toothpaste, exposing it to product singularity risks [36]. - The company plans to enhance its product offerings and explore new markets, including health supplements and innovative drugs, to strengthen its competitive position [38][44]. Group 6: Corporate Governance and Leadership - Yunnan Baiyao has faced leadership challenges, with significant changes in its executive team since 2023, leading to increased state control [31][32]. - The recent board reshuffle has solidified the leadership of Zhang Wenxue, indicating a potential stabilization in governance [32]. Group 7: Industry Context - The traditional Chinese medicine industry is undergoing a transformation, with companies like Yunnan Baiyao and Pianzaihuang facing pressures from policy changes and evolving consumer demands [34]. - The article emphasizes the need for innovation and adaptation in the industry to maintain competitive advantages in a changing market landscape [34][49].

Core Viewpoint - In 2025, the market supervision departments in Qinghai Province are actively combating trademark infringement, particularly in areas with high occurrences of counterfeit products, to ensure a safer consumer environment [2] Group 1: Daily Consumer Goods Trademark Infringement Cases - Case 1: A supermarket was found selling counterfeit "Nanfu" batteries, with a total value of 342 yuan and illegal gains of 108 yuan. The offender was fined 2,000 yuan and had all counterfeit batteries confiscated [3] - Case 2: A supermarket sold counterfeit "Yunnan Baiyao" toothpaste, resulting in a fine of 500 yuan and confiscation of 7 boxes of toothpaste. This case highlights the importance of consumer reports in identifying infringements [4] - Case 3: A supermarket was penalized for selling counterfeit "Hai Fei Si" shampoo, with illegal gains of 22 yuan. The offender was fined 500 yuan [7] Group 2: Alcohol Trademark Infringement Cases - Case 4: A wholesale store was found selling counterfeit "Wuliangye" and "Jian Nan Chun" liquor, with a total value of 5,640 yuan. The offender was fined 10,000 yuan [5] - Case 5: A store was penalized for selling counterfeit "Moutai" liquor valued at 21,000 yuan, resulting in a fine of 21,000 yuan [6] Group 3: Clothing and Footwear Trademark Infringement Cases - Case 6: A clothing store was found selling 454 pairs of counterfeit "Nike," "Adidas," and "Puma" shoes, valued at 50,000 yuan. The offender was fined 2,000 yuan [10] - Case 7: A store was found with 6 pairs of counterfeit "Nike" shoes, but due to the owner's lack of knowledge and minor violation, no fine was imposed, only confiscation of the goods [11] Group 4: Industrial Products Trademark Infringement Cases - Case 8: A company was penalized for selling 100 barrels of counterfeit "Zhigao" engine oil, with a total value of 25,000 yuan, and fined 75,000 yuan [12] Group 5: Production and Packaging Trademark Infringement Cases - Case 9: A biotechnology company was found producing counterfeit "Dahai" brand packaging materials, with a total value of 17,800 yuan. The company was fined 25,000 yuan [14] Overall Impact - In 2025, the market supervision departments in Qinghai Province demonstrated a comprehensive approach to trademark enforcement, emphasizing a balance of strict penalties and educational measures to enhance awareness of intellectual property rights among market participants [2][14]

Core Insights - The pursuit of strategic flagship products is increasingly urgent for companies in a competitive market environment, as achieving a 10% penetration in one market can trigger a chain reaction that ignites the remaining 90% of the market [1][3] - Strategic flagship products are defined as products that leverage a company's core capabilities and have long-term market viability, distinguishing them from short-term market hits [5][7] - The 2025 ranking of brand marketing consulting firms highlights the importance of strategic consulting in helping companies develop successful flagship products, with Kaina Consulting recognized as a leading firm [3][4] Company Insights - Kaina Consulting has been instrumental in the success of over 200 well-known domestic and international companies, including Yunnan Baiyao and Wahaha, by providing comprehensive strategic consulting services [3][4] - The firm operates across various sectors, including pharmaceuticals, personal care, and health food, and has significantly contributed to the development of Yunnan Baiyao's flagship toothpaste product [4][6] - Kaina Consulting's strategic approach involves in-depth market research and the identification of unique consumer needs, which has led to the successful positioning of Yunnan Baiyao toothpaste as a non-traditional functional oral care product [5][6] Market Dynamics - The success of Yunnan Baiyao toothpaste, which has achieved cumulative sales of 70 billion, exemplifies the effectiveness of cross-industry strategies in creating market-leading products [5][6] - The company has continuously innovated its product line, developing various toothpaste products tailored to different consumer needs, thereby creating a complementary product matrix [6][7] - The strategic collaboration with Kaina Consulting has enabled Yunnan Baiyao to enhance its brand positioning and marketing strategies, contributing to its sustained sales growth [6][8]

Core Insights - The two major traditional Chinese medicine brands, Pian Zai Huang and Tong Ren Tang, are facing significant challenges, reflecting a broader struggle for traditional brands in the modern market [2][3] - Pian Zai Huang's price has dropped from 1600 yuan in 2021 to 650 yuan by Q3 2025, marking a significant decline in its market value [2] - Tong Ren Tang reported a 12.8% year-on-year decline in net profit for the first three quarters of 2025, with a nearly 30% drop in Q3 alone [2] Group 1: Market Challenges - Both Pian Zai Huang and Tong Ren Tang are experiencing a "mid-life crisis," with their core products facing declining sales and market relevance [3] - The traditional positioning of Tong Ren Tang's flagship product, An Gong Niu Huang Wan, as a "stroke prevention miracle drug" has led to over-marketing and a subsequent correction in consumer perception [5][10] - The 2024 National Medical Insurance Directory has significantly narrowed the reimbursement scope for An Gong Niu Huang Wan, further impacting sales [5] Group 2: Brand and Consumer Dynamics - The generational shift in consumer demand is reshaping the traditional Chinese medicine market, with younger consumers favoring convenient and trendy health products [9] - Tong Ren Tang has failed to adapt its marketing strategy to appeal to younger consumers, leading to a disconnect between its products and the new generation's needs [9][10] - The complexity of Tong Ren Tang's brand structure, with multiple entities like Beijing, Nanjing, and Tianjin Tong Ren Tang, has created consumer confusion and diluted brand trust [10][11] Group 3: Innovation and R&D - The traditional Chinese medicine industry, including Tong Ren Tang, suffers from low R&D investment, with an average of only 2.96% of revenue allocated to R&D compared to 10.93% for chemical pharmaceutical companies [13] - Tong Ren Tang's R&D spending has remained low, focusing primarily on traditional products rather than innovative new offerings [13][15] - The company has not identified new growth avenues, relying heavily on its historical brand strength rather than adapting to market changes [13][18]

Core Insights - The article highlights the resurgence of the southern medicine industry in China, emphasizing its growth and integration into daily life as health consumption becomes a new norm [11][14][116]. Industry Overview - China has a vast array of medicinal resources, with 12,807 species recorded, over half of which are found in southern regions, forming a unique southern medicine system [4][6][10]. - The southern medicine industry has surpassed a scale of 500 billion yuan in 2023, with an annual compound growth rate of 18.7% [14]. Regional Developments Guangdong - Guangdong has achieved large-scale cultivation of 43 southern medicine varieties, with 156 standardized planting bases covering over 3 million acres [18][20]. - The province has integrated southern medicine with dietary culture, developing nearly 100 medicinal food products [31]. - Guangdong's southern medicine industry is characterized by a complete supply chain from seed to finished product, enhancing market competitiveness through standardization [34][36]. Guangxi - Guangxi produces 82% of the world's star anise and has a cinnamon planting area of 1.56 million acres, leading national production [42][43]. - The region has established a strong connection with ASEAN, importing 120,000 tons of medicinal materials annually, with a transaction value exceeding 8 billion yuan [49][51]. - Guangxi is also advancing technological innovation in the southern medicine sector, with 8 key laboratories and 12 engineering research centers established [52][53]. Hainan - Hainan is recognized for its unique tropical climate, hosting over 2,300 medicinal plant species, with 560 endemic varieties [59][60]. - The province is developing a national southern medicine industrial park with an investment of 20 billion yuan, aiming to become a global research and trade hub [74][78]. Yunnan - Yunnan boasts a rich biodiversity with 6,559 types of medicinal materials, accounting for 51.4% of the national total, including over 2,100 southern medicine varieties [84][86]. - The province has integrated southern medicine with tourism, establishing 25 wellness bases and generating significant revenue from medicinal tourism [102]. Market Trends - The market for southern medicine-related health products reached 315 billion yuan in 2023, with a growth rate of 16.5% [116]. - The demand for southern medicine products is expected to continue rising, with projections indicating a market size exceeding 500 billion yuan by 2025 [127]. Future Prospects - The southern medicine industry is positioned for unprecedented growth opportunities, supported by national strategies and technological innovations [124][130]. - The upcoming China Southern Medicine Food and Health Industry Conference will gather industry leaders to discuss key topics such as genetic innovation and product development [134].

Investment Rating - The report maintains a "Recommended" rating for Yunnan Baiyao [1][3] Core Insights - Yunnan Baiyao's revenue for the first three quarters of 2025 reached 30.654 billion yuan, a year-on-year increase of 2.47%, while the net profit attributable to shareholders was 4.777 billion yuan, up 10.41% year-on-year [3] - The pharmaceutical industry segment achieved positive growth, contributing to an increase in the company's gross margin [3] - The company focuses on its core business and optimizes its industrial structure, with industrial revenue of 11.582 billion yuan in the first three quarters, a year-on-year increase of 8.48% [3] - Key product sales, such as Yunnan Baiyao aerosol, saw significant growth, with sales revenue exceeding 1.453 billion yuan, a year-on-year increase of over 20.9% [3] - The company has a clear short, medium, and long-term strategy, maintaining a high dividend payout ratio [3] Financial Performance Summary - For 2025, the company is projected to achieve revenues of 41.333 billion yuan, with a growth rate of 3.2% [4] - The net profit attributable to shareholders is expected to be 5.305 billion yuan, reflecting an 11.7% increase [4] - The gross margin is forecasted to improve to 28.5% in 2025 [4] - The earnings per share (EPS) is projected to be 2.97 yuan for 2025, with a price-to-earnings (P/E) ratio of 19 [4][6] Business Segments Overview - The pharmaceutical segment generated revenue of 4.751 billion yuan, a year-on-year increase of 10.8% [3] - The health products segment reported revenue of 3.442 billion yuan, up 9.46% year-on-year [3] - The traditional Chinese medicine resources segment achieved external revenue of 914 million yuan, a year-on-year increase of 6.3% [3] - The provincial pharmaceutical segment generated revenue of 12.164 billion yuan, with a net profit of 351 million yuan, reflecting a 17.75% increase [3]

Core Viewpoint - The recent financial report of Yunnan Baiyao reveals a contradiction where net profit growth significantly outpaces revenue growth, raising concerns among investors about the sustainability of this trend [2][3]. Financial Performance - Yunnan Baiyao reported a slight revenue increase of 3.92%, while net profit grew by 13.93% [2]. - The company's non-recurring net profit growth was 10.40%, lagging behind the net profit growth by 3.53 percentage points, primarily due to non-operating gains of 172 million yuan [4]. - Government subsidies of 202 million yuan and financial asset income of 149 million yuan contributed to 5% of the net profit, indicating a reliance on external support for profit growth [4][5]. Profitability Concerns - The decline in the growth rate of non-recurring net profit by 4 percentage points compared to the same period in 2024 suggests a weakening in the company's core business profitability [5]. - The company’s strategy of relying on external financial gains rather than core business performance raises sustainability concerns, especially in light of past investment losses [5]. Business Model Critique - Yunnan Baiyao's business structure is criticized for its heavy reliance on commercial sales, which accounted for 59.78% of total revenue, but with a low gross margin of only 6% [6][8]. - Experts suggest that the company should focus on improving high-margin business segments and not just on increasing sales volume [8]. Health Products Growth Challenges - The health products segment, particularly toothpaste, remains a key growth driver, generating 3.442 billion yuan in revenue, but is overly dependent on this single product [10]. - New product lines, such as the anti-hair loss shampoo brand Yangyuanqing, have shown disappointing growth, with revenue growth dropping from 30.3% to 11% [10][11]. - The competitive landscape in the anti-hair loss market is intensifying, posing challenges for sustaining growth in this segment [10]. Future Outlook - The company faces the urgent need to find new growth avenues as traditional business lines show signs of stagnation [11]. - Potential areas for growth, such as medical aesthetics and innovative traditional Chinese medicine, present uncertainties and require significant investment in branding, technology, and talent [11].