行 业 及 产 业 美容护理 行 业 研 究 / 行 业 深 度 相关研究 证 券 研 究 报 告 证券分析师 王立平 A0230511040052 wanglp@swsresearch.com 王盼 A0230523120001 wangpan@swsresearch.com 联系人 王盼 (8621)23297818× wangpan@swsresearch.com 2025 年 08 月 24 日 细分化功效化趋势不改，国货洗护 潜力无限 看好 ——洗护行业深度研究报告 本期投资提示： 本研究报告仅通过邮件提供给 中庚基金 使用。1 请务必仔细阅读正文之后的各项信息披露与声明 - ⚫ 洗护行业仅次于护肤品为化妆品赛道第二大领域，有较大国产替代潜力。洗护用品指清 洁和修饰皮肤、身体、头发等部位的产品，主要可分为沐浴、护发、洁面等护理产品， 为化妆品行业的第二大细分类目，在国民生活中占据重要地位。随着消费者对生活品质 的追求提升，洗护产品需求不断升级，市场呈现出细分化和个性化的特点。国内品牌因 更了解本土消费者需求而具有优势，在国际大牌主导，国货市场份额分散的背景下，差 异化定位抢占细分市场客群蕴藏机会。 ...

Core Viewpoint - The evolution of the Lafang brand's advertising slogan reflects the rapid development of new e-commerce models such as live streaming sales, as the brand seeks to regain its market position in the daily care sector [2][3]. Marketing Strategy - Lafang has actively explored differentiated product positioning strategies in live streaming, establishing multiple official accounts to create a live streaming matrix, and plans to initiate 24-hour live streaming to reach more customers [2]. - The company has significantly increased its sales expenses, with a 22.55% rise in Q1 sales expenses compared to the previous year, amounting to approximately 67.08 million yuan [4]. Financial Performance - In 2024, Lafang achieved a revenue of 889 million yuan, a year-on-year increase of 3.36%, with Lafang brand sales revenue reaching 642 million yuan, up 9.11%, accounting for 72.2% of total revenue [3]. - Despite the growth, Lafang's sales revenue in 2016 was already 654 million yuan, indicating a stagnation in growth [3]. - The net profit for Lafang decreased by 53.3% to approximately 13.05 million yuan, primarily due to increased e-commerce traffic costs and advertising expenses [4]. Channel Optimization - Lafang's sales channels remain predominantly reliant on distribution, with 70.11% of revenue coming from this channel, while e-commerce accounted for about 29.8% [6]. - The company acknowledges the risks associated with its marketing model not adapting to market changes, despite efforts to optimize sales channels and increase e-commerce investment [6]. Research and Development - In 2024, Lafang's R&D investment was 41.61 million yuan, with a R&D expense ratio of 4.68%, which is relatively low compared to the significant increase in sales expenses [7]. - The number of R&D personnel is limited, with only 96 employees in this department, and no PhD holders [7].