Summary of Lehui International Conference Call Company Overview - **Company**: Lehui International - **Industry**: Craft Beer Key Points and Arguments 1. **Sales Growth and Pricing Strategy**: Lehui International maintains a unit price of over 15,000 yuan per ton for beer, achieving a year-on-year sales growth of 35% through services, rebates, and incentive measures, indicating strong market competitiveness [2][4] 2. **Channel Expansion**: The company is actively expanding its convenience store channels, deepening cooperation with FamilyMart, and positioning craft beer as a new growth point within the CVS system, reflecting a strategic adjustment in channel strategy and enhanced market penetration [2][6] 3. **Patent Protection and Brand Recognition**: To combat product design imitation, Lehui International is actively applying for patent protection and enhancing brand recognition through market education and advertising investments [2][8] 4. **Franchise Model for Taverns**: The company has shifted its tavern strategy from direct operation to a franchise model, increasing recruitment efforts to reduce heavy asset operations while expanding self-controlled sales channels [2][10] 5. **Financial Performance**: In Q1 2025, the Jin Guang segment reported revenue of approximately 33 to 36 million yuan, with EBITDA exceeding 2 million yuan, significantly reducing losses through cost reduction and sales growth [2][13] 6. **Innovative Operations in Dining**: Lehui International has innovated its dining operations by increasing franchise fees, opening ODM business, and deploying draft beer machines, with about 2,000 machines already placed in Q1 2025 [2][14] 7. **Production Capacity and Future Plans**: The company has a total production capacity of 38,000 tons, with new factories in Changchun and Kunming expected to be operational by April 2027, although capital expenditures have been delayed due to low current capacity utilization [2][22] Additional Important Insights 1. **Sales Channel Distribution**: Last year's sales channels included KA channels and distributors, each accounting for about 40% of total sales, with taverns at 10-12% and e-commerce at 5%. The company plans to maintain these channels in 2025 [4] 2. **Distributor Policies**: The company did not adjust rebate policies for distributors last year, allowing high-quality distributors to benefit from increased rebates based on their purchase volumes [5] 3. **E-commerce Strategy**: Lehui International has been focusing on e-commerce, collaborating with top influencers for live-stream sales, and plans to continue evaluating partnerships that align with brand values [12] 4. **Market Trends**: The market for private brands and small factory OEM production is growing rapidly, with increasing demand for quality and consistency, where Lehui International holds a competitive advantage [24] 5. **New Product Development**: The company has launched a new flavor, Honeydew 2, for online sales and plans to continue developing new flavors, particularly in the fruit beer category [25] This summary encapsulates the key insights from the conference call, highlighting Lehui International's strategic initiatives, financial performance, and market positioning within the craft beer industry.

乐惠国际 20250428 摘要 • 乐汇国际 2024 年啤酒装备业务利润稳定在 9,600 万元左右，精酿鲜啤业 务虽亏损，但作为第二主业发展优秀，公司定位冷链短程保鲜鲜啤领域国 内领先，已建五家规模化工厂，预计 2025 年扭亏为盈。 • 公司对未来发展充满信心，装备板块保持稳定增长，鲜啤板块 2025 年一 季度已实现盈利，销售渠道表现优异，鲜啤销售在餐饮渠道下滑 20%- 30%的情况下逆势增长 60%。 • 现金流改善得益于项目执行质量提升、稳健经营策略、市场结构多元化以 及应收款的专人管理，有效控制经营风险。 • 2024 年鲜啤业务亏损超预期因重资产模式导致摊销折旧费用高，人员成 本刚性，但随着销售规模扩大，预计 2025 年通过直营转加盟、即饮渠道 增长 60%等措施实现盈利。 • 鲜啤市场占比虽低（<1%），但被认为是未来趋势，五大集团陆续推出鲜 啤产品，公司已建立领先的商业模式，技术和口感优势实现 30 公里内 90 天保质期。 Q&A • 公司坚持高端定价策略，鲜啤价格高于主流高端啤酒 50%-60%，已获市 场认可。2025 年经销商数量接近 300 个，较 2024 年显著增长，销 ...