Summary of Yili Co., Ltd. Conference Call Company Overview - **Company**: Yili Co., Ltd. - **Industry**: Dairy Products Key Points and Arguments Financial Performance - Yili expects positive revenue growth for the entire year of 2025, despite a potential decline in liquid milk business in Q4 due to the Spring Festival mismatch. However, milk powder, cheese, and ice cream businesses are projected to achieve double-digit growth [2][5] - For the first three quarters of 2025, total revenue reached 90.564 billion yuan, a year-on-year increase of 1.7%. Net profit, excluding non-recurring gains and losses, was 10.103 billion yuan, up 18.7%, marking the highest level for the same period in history [3][5] - The liquid milk business saw a decline of approximately 9% in revenue in Q3 2025, primarily due to adjustments in sales volume and product structure [6] Business Strategy - The company is diversifying its product matrix, moving away from reliance on single blockbuster products to a broader range of offerings, particularly in dairy beverages [2][7] - Yili is actively exploring new channels such as membership stores, snack discount stores, and ready-to-eat retail, launching customized products to capture growth opportunities [2][8] - The company is upgrading its value chain and operational systems in the liquid milk business, aiming for a return to stable growth as consumer confidence stabilizes and industry supply-demand improves [9][10] Market Trends and Challenges - The raw milk processing sector is improving, with expectations of a rebound in raw milk prices next year, enhancing the competitive advantage of leading companies [4][10] - The overall industry is facing intense competition due to a relatively abundant supply of raw milk, prompting Yili to focus on maintaining a healthy industry ecosystem and enhancing operational efficiency [11] Product Development - Yili's infant formula business has continued its double-digit growth trend, supported by brand development, product innovation, and channel construction, with a market share increase of 1.1 percentage points for its premium formula [4][14] - The company is also focusing on high-end functional products in the adult nutrition segment, with plans to expand into rare milk sources like goat and camel milk [24] Future Outlook - Yili anticipates a double-digit growth for the entire year, with specific growth in high-value-added products such as cream, butter, and whey protein [12][24] - The company plans to maintain a dividend payout ratio of no less than 70% in the coming years, with flexibility in returning profits to shareholders through cash dividends and share buybacks [25] Non-Dairy Business - Yili is exploring non-dairy products, with initial success in bottled water and tea beverages, aiming to scale these categories over the next five years [27] Additional Important Information - The company is leveraging digital transformation and innovative marketing strategies to enhance consumer engagement and brand influence [11][13] - Yili's international market experience has led to significant growth, particularly in Southeast Asia, with plans to replicate successful strategies in other high-potential markets [13] This summary encapsulates the key insights from Yili Co., Ltd.'s conference call, highlighting its financial performance, strategic initiatives, market challenges, and future outlook in the dairy industry.

Core Viewpoint - The dairy industry is facing challenges due to declining liquid milk sales, necessitating diversification and deep processing to drive growth [1][2]. Financial Performance - In the first three quarters, Yili achieved total revenue of 90.56 billion yuan, a year-on-year increase of 1.7%, while net profit attributable to shareholders was 10.43 billion yuan, a decrease of 4.1% [2]. - In Q3 alone, Yili's revenue was 28.63 billion yuan, down 1.7% year-on-year, with net profit of 3.23 billion yuan, a decline of 3.4% [2]. - Liquid milk revenue for Yili in Q3 was 18.81 billion yuan, down approximately 8.7% year-on-year, and for the first three quarters, it totaled 54.94 billion yuan, a decrease of 4.5% [2][4]. Market Dynamics - The liquid milk segment continues to struggle, influenced by weak market demand and increased competition, alongside the impact of non-packaged milk alternatives like ready-to-drink tea and coffee [2][4]. - Despite the challenges in liquid milk, some segments like dairy beverages and low-temperature fresh milk are still experiencing growth [4]. Growth Opportunities - The growth for dairy companies is increasingly coming from deep processing sectors, with Yili's milk powder and dairy products generating 7.68 billion yuan in Q3, a year-on-year increase of 12.6% [5]. - High-value dairy products such as cream, cheese, and butter have seen over 20% growth in B2B raw material products [5]. - The adult nutrition segment is also showing double-digit growth, with plans for product upgrades to meet diverse consumer needs [5]. Industry Trends - Companies like Mengniu and China Feihe are accelerating their focus on all-age nutrition, indicating a shift in consumer demand from basic supplementation to more tailored nutritional solutions [6]. - The competition in the dairy market is evolving from quality to functionality, requiring companies to enhance their innovation capabilities and technical reserves [6]. - The impact of the baby boom in 2024 on the milk powder market is expected to diminish, with a cooling trend observed in the infant formula sector [6].

Core Viewpoint - The lawsuit filed by Beiningmei against its former partner, Keluobao, for trademark infringement and unfair competition raises concerns about the company's financial health and potential manipulation of performance metrics through legal actions [1][4]. Group 1: Lawsuit Background - The conflict between Beiningmei and Keluobao began in 2021 when Beiningmei authorized Keluobao to operate the "Xiao Bei Tai" brand of specialized medical infant formula, with a revenue-sharing model [2]. - Initial cooperation was smooth, but tensions arose as Beiningmei accused Keluobao of unauthorized product expansion and trademark registration, while Keluobao claimed Beiningmei cut off supply and owed partnership fees [2][3]. Group 2: Financial Performance - Beiningmei reported a 43% year-on-year increase in net profit, but revenue declined by 4.37%, indicating a disparity between profit growth and sales performance [4][5]. - The increase in net profit was primarily due to a rise in gross margin to 45.3%, attributed to lower raw material costs rather than sales growth [8]. - Sales expenses increased significantly, leading to concerns about the sustainability of profit margins, as the company relies heavily on promotional spending to maintain market share [9]. Group 3: Strategic Challenges - Beiningmei's strategic shift towards a "family health" platform has yet to yield significant revenue, with the infant formula business still accounting for 89.2% of total revenue [10]. - The company faces challenges in entering the adult nutrition market, which is already dominated by competitors [10]. Group 4: Cash Flow and Debt Issues - The company's operating cash flow dropped by 59.9%, raising alarms about its cash generation capabilities amid rising inventory levels [11]. - Beiningmei's accounts receivable are high, with a significant portion being overdue, indicating weak bargaining power in its distribution channels [18]. - The company maintains a high level of short-term debt relative to its cash reserves, leading to concerns about liquidity and financial stability [19].

Summary of the Conference Call for Yili Group Industry Overview - The liquid milk industry is experiencing weak terminal sales in Q2 2025, but is expected to perform better than Q1 due to a low base from the previous year and inventory adjustments [2][3] - There is still growth potential in the dairy industry, particularly in lower-tier cities and new retail channels [2][7] Company Performance - In Q1 2025, the company achieved positive revenue growth with a 24% increase in net profit attributable to shareholders [3] - The company aims for revenue growth that outpaces the industry and targets a net profit margin of 9% [2][4] Product Performance - Low-temperature liquid milk has shown slight growth, while room-temperature liquid milk has experienced a mid-single-digit decline [2][5] - The company is focusing on high-end products and optimizing SKU to improve revenue in low-temperature liquid milk [2][5] - The introduction of high-cost performance products is expected to impact product structure but will help in reducing raw milk costs [2][8] Market Strategy - The company is cautious about liquid milk growth expectations, with a strategy to reduce channel inventory and launch customized products [2][5][9] - The adult nutrition market is a key focus, with a market share of 24% and a goal for double-digit growth [3][16] - The infant formula segment has seen a balanced development, with a target to increase market share and reach the top position by 2027 [3][15] Supply Chain and Pricing - The company sources milk primarily from local suppliers, with about 40% from its own farms [13] - The current low milk prices are affecting the market, but the company is focusing on channel opportunities rather than just low pricing strategies [14][21] Future Outlook - The dairy industry is expected to have significant growth opportunities, especially in new retail channels and increased per capita consumption [7][22] - The company is exploring non-dairy businesses and international markets, aiming for substantial growth in these areas over the next five years [18][22] Competitive Landscape - The competitive environment in the dairy market has shifted, with the company maintaining stable pricing strategies to ensure market share [23] - New product launches have performed well, contributing positively to the company's growth [24] Conclusion - The company is strategically positioned to navigate the current challenges in the dairy market while capitalizing on growth opportunities in various segments and channels [2][7][18]