Summary of Henry Schein FY Conference Call - December 02, 2025 Company Overview - **Company**: Henry Schein (NasdaqGS: HSIC) - **Industry**: Dental and Medical Distribution Key Points Leadership and Company Performance - Stanley Bergman, the Chairman and CEO, reflected on the company's journey over the past five years, highlighting the impact of COVID-19 on the dental and medical businesses, including a significant increase in PPE sales during the pandemic [4][5][6] - The company faced a cyber incident in October 2023 but managed to recover without paying ransom, which allowed them to stabilize operations [5][6] - The "Bold plus One" initiative has successfully diversified income towards high-growth, high-margin products, now accounting for about 50% of the company's profits, up from approximately 30% [7] Succession Planning - The board is conducting a thorough search for a new CEO, with both internal and external candidates being considered [9][10] KKR Investment - KKR increased its stake in Henry Schein from 12% to 15%, with the potential to reach 20%. The partnership has been beneficial, with KKR adding experienced board members [11][12][14] Market Conditions - The dental market is currently characterized as "stable plus," with patient traffic remaining steady and some growth observed in specialty areas [16][17] - The company reported strong growth in Q3, the highest in many quarters, as they focused on customer recovery post-cyber incident [18][19] Pricing and Tariffs - Tariffs are expected to remain, but their impact on pricing has been manageable. The company has seen some price inflation but believes the market is stable [21][22][23] - Henry Schein offers a broad portfolio of branded and private label products, which helps mitigate tariff impacts [24][26] Future Guidance and Growth - The company aims for high single to low double-digit earnings growth in the future, with a focus on market share gains and value creation initiatives expected to yield over $200 million in operating income improvements by 2026 [27][29][30] - The restructuring plan initiated in 2024 is expected to complement value creation initiatives, leading to additional savings [31] Specialty Franchises and EBIT Goals - The goal is to achieve over 50% of EBIT from higher-margin specialty categories, with current figures around 45% [32][34] Relationships with Manufacturers and DSOs - Relationships with manufacturers are stable, and the company continues to maintain good partnerships with Dental Service Organizations (DSOs) [36][38] - Henry Schein emphasizes its comprehensive solutions, which include not just products but also services that enhance operational efficiency for dental practices [39][45] Equipment Market Outlook - The dental equipment market is expected to grow, driven by new practices opening and existing practices seeking efficiency through digital solutions [48][49] - Despite potential price declines in mature technologies, volume growth is anticipated to compensate for this [50] Excitement for 2026 - The focus for 2026 will be on providing clinical solutions that enhance practice efficiency and improve patient care, with an emphasis on integrating various technologies [51][52] Additional Insights - The company is positioned as a key player in the dental market, leveraging its extensive network and solutions to maintain a competitive edge [37][45]

Core Insights - The company, Zhijiang Biology, has been successfully selling multiple diagnostic products to the EU market over the past two years, leveraging its CE certification obtained from the European Union [2] Group 1 - The company has relied on its CE certification to ensure stable sales of its diagnostic products in the EU [2] - The interaction with investors indicates a positive outlook on the company's market performance in Europe [2]

Company and Industry Summary Company Overview - Company reported total revenue of 586 million yuan for the first three quarters of 2025, representing a year-on-year increase of 7.6% [2][3] - Domestic market revenue reached 200 million yuan, up 11.3% year-on-year, while international market revenue was 193 million yuan, growing by 8.7% [2][3] Core Financial Performance - Main detection products generated revenue of 375 million yuan, a 9.4% increase year-on-year, with a 21% growth in the third quarter alone [2][4] - Digital platform revenue was 14 million yuan, reflecting a 36% year-on-year increase [2][4] - Overall gross margin stood at 65.4%, with a slight year-on-year fluctuation of 0.8% [5] Expense Analysis - Total operating expenses accounted for 41.7% of revenue, up from 40.9% the previous year [6] - R&D expenses were 57.68 million yuan, an 18% increase year-on-year; management expenses were 45.15 million yuan, up 18.4%; and sales expenses were 61.63 million yuan, a 3.7% increase [6] Market Dynamics - Domestic demand in the instrumentation and calibration sectors is growing rapidly, with significant orders confirmed in the third quarter [7] - The U.S. market has shown recovery, with growth rebounding from -11% to 2% by September, while the Europe, Middle East, and Africa (EMEA) market improved from -7% to 14% [3][7] Export Strategy - The company has reduced U.S. tariff costs by exporting through its Singapore subsidiary, which now accounts for nearly 40% of its international sales [2][8] - Sales are still managed by the U.S. subsidiary, while the Singapore subsidiary handles operations and exports [8] Product Performance - Pressure controllers are significantly impacted by high tariffs but maintain a competitive advantage, with plans for bulk shipments to enhance market share and profitability [2][9] - The company is optimistic about the sales of pressure controllers in 2026, as customer acceptance leads to increased demand [10] Future Product Development - Self-developed sensors are expected to complete R&D by the end of 2025, with a planned production of 10,000 units, primarily for new product development [12][17] - The pressure transmitter is under development, with samples expected by the end of 2026 [13] Digital Platform Development - The digital business platform is progressing, integrating resources and iterating products, with a focus on reducing project acceptance time and income recognition fluctuations [18] Conclusion - The company is well-positioned to navigate current market challenges, leveraging its competitive advantages in product offerings and strategic export operations to sustain growth in both domestic and international markets.

Core Viewpoint - The company is currently focusing on self-manufactured sensors primarily for internal use, while exploring new application scenarios in various verticals such as renewable energy, new materials, and life sciences [1] Group 1: Company Operations - The company's main detection products are widely applied, with over 80% of their applications concentrated in industrial-related fields [1] - The company is actively seeking to enhance market penetration in new application areas, although the revenue contribution from these new sectors remains low at this stage [1]