云南白药集团股份有限公司 投资者调研会议记录 时间：2025 年 12 月 12 日 地点：集团总部办公大楼 召开方式：现场调研 投资者：深圳世纪量子-龚鸣、袁志强、吴世国、周一雄、陈建 伟、王晨烨、朱靓、茹萍、左华军、余军、黎伟欣、陈觅、利志华 参加人员：投资者关系管理-张昱、杨可欣 会议内容： 1、公司药品事业群近期在市场营销、渠道深挖、学术临床方面 做了哪些工作？ 答：2025 年上半年，药品事业群在市场营销方面，围绕运动场 景、音乐场景及 O2O 交易场景进行品效销深度融合的全域整合营销， 围绕"伤科疼痛"、"运动搭子"、"长夏补脾"等场景做专业、普 世、互动性强的内容营销，借助抖音、小红书平台，进行广泛传播。 渠道拓展方面，持续打造"云鼎经纬"模式，实现区域市场的一级经 销商直供，并保障产品的溯源清晰；积极拓展线上市场，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，报告期内公司药品线上销 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 ...

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 Insights - The Chinese biopharmaceutical industry is experiencing a dual benefit of increased policy support and accelerated industrial upgrades, with a focus on high-quality development driven by technological breakthroughs and deep integration of industry, academia, and research [2][3] - Yunnan Baiyao, as a leading traditional Chinese medicine enterprise, is actively engaging in innovation and transformation, leveraging its resource integration capabilities and academic collaboration to connect industry needs with research outcomes [2][3] Industry Developments - The "2025 Pharmaceutical Innovation and Technology Frontier Forum" was held in Kunming, co-hosted by Peking University and Yunnan Baiyao, attracting over 500 experts to discuss advancements in oncology, reproductive medicine, trauma orthopedics, and oral medicine [2] - Yunnan Baiyao aims to collaborate with top global research institutions to focus on drug development, clinical trials, and translational medicine, enhancing core technology breakthroughs and the commercialization of research outcomes [3][4] Collaborative Models - The Peking University-Yunnan Baiyao Medical Center exemplifies successful industry-academia collaboration, emphasizing the importance of integrating research and application to enhance the pharmaceutical industry's core competitiveness [3][4] - The center's collaborative model focuses on three main aspects: complementary advantages, resource alignment, and co-creation, aiming to build a world-class medical research center [4] Research and Development Strategies - The core value of industry-academia collaboration lies in effective "outcome transformation," requiring a complete closed-loop mechanism from problem identification to joint research and industrial validation [5] - Yunnan Baiyao is advancing its traditional medicine projects through clinical and foundational research, with significant progress in products like Qixuekang oral liquid, which has shown notable cardiovascular health benefits [6] International Expansion - Yunnan Baiyao is addressing the challenge of insufficient evidence for traditional Chinese medicine in international markets by implementing a differentiated strategy, initially focusing on Southeast Asia and Belt and Road countries [7] - The company emphasizes the need for standardization, scientific validation, and clear communication of active components to align with international standards [7] Innovation in Drug Development - Yunnan Baiyao is expanding its innovative drug portfolio, focusing on nuclear medicine, biopharmaceuticals, and chemical drugs, with several projects achieving significant milestones [8][9] - The company maintains a balanced strategy of licensing and independent research, gradually building its R&D capabilities while leveraging collaborations with top experts and institutions [9][10]

Financial Performance - In Q1 2025, the company achieved a revenue of 10.841 billion CNY, a year-on-year increase of 0.62% [2] - The net profit attributable to shareholders was 1.935 billion CNY, up 13.67% year-on-year [2] - The basic earnings per share reached 1.08 CNY, reflecting a 13.66% increase [2] - The net cash flow from operating activities was 714 million CNY, showing a significant growth of 35.39% [2] - The weighted average return on equity was 4.86%, an increase of 0.68 percentage points year-on-year [2] - The company held cash and cash equivalents of 11.062 billion CNY, with total assets amounting to 54.253 billion CNY [2] Pharmaceutical Business Growth - The pharmaceutical segment focused on "comprehensive management of pain in the injury field" as a strategic direction [3] - The segment enhanced its core products' efficacy in pain management through academic clinical research [4] - Key areas of focus included cardiovascular, respiratory, and pediatric medicine, with ongoing efforts to enrich the product pipeline [4] - Marketing strategies included the successful cultivation of proprietary sports IP, which contributed to brand youthfulness and increased product penetration [4] Oral Care Product Performance - In 2024, Yunnan Baiyao toothpaste maintained the top market share in the domestic oral care sector [5] - During major sales events like "618" and "Double Eleven," the brand consistently ranked first in online oral care sales [5] - Content marketing initiatives, such as the "Healthy Oral 123 Plan," significantly enhanced brand visibility, achieving over 6.43 billion exposures [6] Dividend Distribution - For the 2024 fiscal year, the company announced a cash dividend of 11.85 CNY per 10 shares, totaling approximately 2.164 billion CNY [7] - The total cash dividend for 2024, including special dividends, amounted to 23.98 CNY per 10 shares, representing 90.09% of the net profit attributable to shareholders [7] Nuclear Medicine R&D Progress - The INR101 diagnostic nuclear medicine project received clinical approval in May 2024, with promising stability and safety results reported in November [9] - The company’s subsidiary received approval for clinical trials of INR102, an innovative drug for treating metastatic castration-resistant prostate cancer [9]

Financial Performance - In 2024, the company achieved a revenue of 40.033 billion CNY, a year-on-year increase of 2.36% [2] - The net profit attributable to shareholders reached 4.749 billion CNY, up 16.02% from 4.094 billion CNY in the previous year [2] - The net profit excluding non-recurring items was 4.523 billion CNY, reflecting a 20.18% increase from 3.764 billion CNY [2] - Operating cash flow net amount was 4.297 billion CNY, a growth of 22.68% [3] - The weighted average return on equity was 11.99%, an increase of 1.48 percentage points [3] - Basic earnings per share were 2.66 CNY, up 16.16% year-on-year [2] Business Structure and Efficiency - Industrial revenue accounted for 36.14% of total revenue, with an industrial revenue growth rate of 5.30% [3] - The gross margin for industrial products was 65.93%, an increase of 1.69 percentage points [3] - Sales expenses decreased by 2.26% and management expenses decreased by 1.98% compared to the previous year [3] - Total assets at the end of the reporting period were 52.914 billion CNY, with net assets attributable to shareholders at 38.832 billion CNY and a debt-to-asset ratio of 26.55% [3] Dividend Distribution - The company distributed a cash dividend of 11.85 CNY per 10 shares (before tax) based on a total share capital of 1,784,262,603 shares [4] - A special dividend of 12.13 CNY per 10 shares (before tax) was completed in November 2024, totaling 2.164 billion CNY [4] - The total cash dividend for 2024 was 23.98 CNY per 10 shares, amounting to 4.279 billion CNY, which represents 90.09% of the net profit attributable to shareholders [4] Pharmaceutical Business Highlights - The pharmaceutical segment focused on pain management and launched a new pain management model [5] - Clinical research on core products showed steady progress in areas like diabetic foot and skeletal pain [6] - Marketing initiatives included the successful promotion of a sports IP to enhance brand youthfulness [6] - The production efficiency was improved through the establishment of an online business process [6] Health Products and Channel Development - The health products segment maintained a leading market share in toothpaste and high brand penetration in oral care [7] - The company optimized its channel strategy, strengthening traditional channels while exploring new retail formats [8] Provincial Pharmaceutical Company Performance - In 2024, the provincial pharmaceutical company achieved a revenue of 24.607 billion CNY, a year-on-year increase of 0.48% [9] - Non-pharmaceutical business segments like medical devices and special medical foods saw a sales growth of 14% [9] - The OTC segment experienced an 18% sales increase, while the new specialty drug pharmacies grew by 29% [9] - Future plans include enhancing customer health services and integrating upstream and downstream resources [10]

Core Viewpoint - The company demonstrated steady growth in Q1 2025, with revenue and net profit increasing, while maintaining a focus on core products and optimizing its industrial structure [1][3]. Financial Performance - In Q1 2025, the company achieved operating revenue of 10.841 billion yuan, a year-on-year increase of 0.62% [1] - The net profit attributable to shareholders was 1.935 billion yuan, up 13.67% year-on-year [1] - The net profit after deducting non-recurring items was 1.887 billion yuan, reflecting an 11.65% year-on-year growth [1] - Industrial revenue reached 4.470 billion yuan, with a year-on-year growth of 7.63% and an industrial gross margin of 68.34%, up 1.76 percentage points [1] Operational Efficiency - The net cash flow from operating activities was 714 million yuan, a significant increase of 35.39% year-on-year, driven by strong cash receipts from sales [1] - The sales expense ratio decreased by 1.6 percentage points to 9.9%, while the management expense ratio fell by 0.3 percentage points to 1.4% [1] - Inventory decreased by 5% year-on-year, indicating improved inventory management efficiency [1] Product Development Strategy - The company is focusing on short, medium, and long-term product development, particularly in traditional Chinese medicine and innovative drugs [2] - Currently, there are 11 major traditional Chinese medicine products undergoing secondary development, with 25 projects in progress [2] - The company is advancing innovative traditional Chinese medicine products, including the Yunnan Baiyao transdermal preparation, with various clinical trials underway [2] Investment Outlook - The company is recognized as a leading player in the traditional Chinese medicine sector, with a clear strategic layout for the short, medium, and long term [3] - Revenue projections for 2025-2027 are 42.7 billion, 45.4 billion, and 48.1 billion yuan, with year-on-year growth rates of 7%, 6%, and 6% respectively [3] - Expected net profits for the same period are 5.2 billion, 5.7 billion, and 6.2 billion yuan, with corresponding growth rates of 9.9%, 9.4%, and 8.5% [3]