云南白药集团股份有限公司 投资者：中信证券-李文涛，中信保诚资产-杜中明、徐荃子、王 昊 参加人员：董事会秘书-钱映辉，投资者关系管理-张昱、杨可欣 会议内容： 投资者调研会议记录 时间：2025 年 11 月 21 日 地点：集团总部办公大楼 召开方式：现场调研 1、请介绍一下药品事业群近期的经营情况。 4、公司产品线上销售情况如何？ 答：药品事业群积极拓展线上市场，上半年 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，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 万，共产出 GMV2.54 亿 元，为未来在线上渠道的发展打好基础。 答：2025 年上半年，药品事业群主营业务收入 47.51 亿元，同 比增长 10.8%。核心系列产品中，云南白药气雾剂销售收入突破 14.53 亿元，同比大幅增长超 20.9%；云南白药膏、云南白药胶囊、云南白 药创可贴、云南白药（散剂）均在上年同期销售收入基础上，实现显 著增长。其他品牌中药 ...

Core Insights - The article highlights a shift in consumer behavior towards higher quality products and differentiated marketing strategies in the e-commerce industry, marking the era of value attraction [1] - Yunnan Baiyao has successfully adapted to this trend by focusing on product quality and emotional marketing, leading to significant sales growth during the Double Eleven shopping festival [4][8] Group 1: Sales Performance - Yunnan Baiyao's total e-commerce GMV exceeded 760 million, showing a year-on-year growth of over 40%, with multiple product lines experiencing substantial growth [4] - The company achieved remarkable sales milestones, with two stores surpassing 100 million in sales and ten stores exceeding 10 million [4] Group 2: Emotional Marketing - Yunnan Baiyao has optimized the entire consumer ordering process, enhancing product structure, emotional engagement, and trust reinforcement, which has led to increased brand recognition [9] - The brand effectively combines traditional Chinese medicine with modern entertainment, appealing to younger consumers through live streaming and short videos [10][16] Group 3: Product Innovation - The launch of the new Guangzhuan White Toothpaste has been a significant success, generating over 11 million in a single live stream and achieving overall sales exceeding 100 million [8] - Yunnan Baiyao has upgraded its product packaging and formulations to meet consumer demands for quality and usability, such as the innovative "small golden top" bottle cap design [23] Group 4: Market Positioning - The company is leveraging AI technology to enhance production efficiency and product quality, positioning itself as a leader in the traditional Chinese medicine and health product market [35][39] - Yunnan Baiyao's marketing strategies focus on creating relatable and engaging content that resonates with consumers, thereby strengthening brand loyalty and trust [34][39] Group 5: Consumer Engagement - The brand has successfully engaged with younger demographics through targeted marketing campaigns and events, achieving over 650 million online exposures and a significant presence among Generation Z [16] - By integrating educational content and interactive experiences, Yunnan Baiyao is enhancing consumer knowledge and satisfaction, leading to a more informed purchasing decision [18][33]

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 high-priced traditional Chinese medicine (TCM) products, such as An Gong Niu Huang Wan and Pian Zai Huang, are experiencing a decline in both sales and prices, prompting investors to reconsider the consumption logic of these products [2][3][4]. Group 1: Sales and Price Trends - An Gong Niu Huang Wan and Pian Zai Huang have seen a significant drop in sales and prices, with Pian Zai Huang's revenue decreasing by 11.93% and net profit down by 20.74% in the first three quarters of the year [4]. - The retail price of Pian Zai Huang has fallen below the official guidance price of 760.00 yuan per piece, with online platforms offering prices as low as 588.60 yuan [4][5]. - An Gong Niu Huang Wan is also facing price declines, with sales figures indicating a broader trend affecting high-priced TCM products [5]. Group 2: Market Dynamics - The decline in high-priced TCM sales is attributed to a fundamental change in consumer behavior, shifting from luxury and gift-giving to a focus on genuine patient needs [5][10]. - Tightening medical insurance policies have also impacted sales, as certain high-priced products are not fully covered, affecting consumer purchasing decisions [5][10]. - Despite the decline in high-priced TCM, there is a growing demand for anti-aging and health supplement products, which are becoming key drivers of growth in the health market [9][10]. Group 3: Growth in Alternative Products - Products like Gui Ling Ji and Ba Zi Bu Shen capsules are witnessing steady price and sales increases, indicating a shift in consumer preference towards health and wellness products [1][10]. - The market for health supplements, particularly those targeting the aging population, is expanding, with significant growth reported in products like Ejiao, which saw a 16.48% increase in sales in 2024 [11][14]. - The aging population in China is projected to reach 310.31 million by the end of 2024, representing 22.0% of the total population, further driving demand for health-related products [10].

Core Viewpoint - Yunnan Baiyao's Q3 2025 report highlights its strong performance and the overall trends in the traditional Chinese medicine (TCM) industry, showcasing its competitive strength and market position amidst a complex market environment [1] Financial Performance - Yunnan Baiyao achieved a revenue of 30.65 billion yuan in the first three quarters of 2025, representing a year-on-year growth of 2.47% [1] - The net profit attributable to shareholders reached 4.78 billion yuan, with a year-on-year increase of 10.41%, indicating robust growth in both revenue and profit [1] - The company ranked first in net profit among 69 listed TCM companies, with 34 companies reporting profit growth [3] Operational Efficiency - The weighted average return on equity reached 11.92%, the highest level in nearly seven years, reflecting improved profitability [4] - Operating cash flow netted 4.45 billion yuan, a 9.40% increase from the previous year, indicating strong cash inflow and a healthy financial status [4] - Inventory turnover days decreased to 76 days, and the operating cycle shortened to 165 days, demonstrating enhanced operational efficiency [4] Business Strategy - Yunnan Baiyao focused on its pharmaceutical core, optimizing its business structure, with industrial revenue of 11.58 billion yuan, an increase of 9.06% year-on-year [6] - The company continues to implement its "big single product" strategy, increasing R&D investment to enhance product quality and brand influence [6] - R&D expenses rose to 235 million yuan, up 8.7%, underscoring the company's commitment to innovation [6] Innovation and Development - Yunnan Baiyao is advancing 16 major TCM projects and has initiated clinical trials for nuclear medicine projects, reflecting a diversified R&D strategy [7] - The company has made significant strides in digital transformation, with its toothpaste smart factory recognized as a "global manufacturing lighthouse" [7] Industry Trends - The TCM industry is experiencing growth due to increased health awareness and government support, with policies enhancing the accessibility of quality TCM products [9] - However, the industry faces challenges such as intensified competition and quality control issues, necessitating a focus on product safety and standardization [9] Competitive Positioning - Yunnan Baiyao leverages its strong brand, comprehensive supply chain, and continuous innovation to navigate industry challenges [10] - The company aims to strengthen its market position through enhanced brand image, improved product quality, and increased R&D collaboration [10] - Despite competitive pressures, Yunnan Baiyao is well-positioned to lead the TCM industry and achieve sustainable growth [11]

Core Insights - Yunnan Baiyao reported a revenue of 30.654 billion yuan for the first three quarters of 2025, representing a year-on-year growth of 2.47%, with a net profit of 4.777 billion yuan, up 10.41% year-on-year, indicating strong competitive positioning in the industry [1][2] Financial Performance - The company achieved a weighted average return on equity of 11.92%, the highest in nearly seven years, reflecting improved efficiency in generating returns for shareholders [2] - Operating cash flow net amount reached 4.456 billion yuan, a 9.40% increase from the previous year, indicating healthy financial stability [2] - The inventory turnover days decreased to 76 days, and the operating cycle shortened to 165 days, showcasing enhanced operational efficiency [2] Debt and Solvency - As of Q3 2025, Yunnan Baiyao's debt-to-asset ratio was 25.36%, lower than the previous year's 27.10% and below the industry average of 32.81%, indicating a strong ability to meet debt obligations [3] Business Strategy and Growth - The company focused on its pharmaceutical core, optimizing its business structure, with industrial revenue reaching 11.582 billion yuan, an increase of 9.06% year-on-year [4] - Yunnan Baiyao's R&D expenses amounted to 235 million yuan, up 8.7% year-on-year, highlighting its commitment to innovation and product development [5] - The company is advancing multiple R&D projects across traditional Chinese medicine, innovative drugs, and nuclear medicine, demonstrating a diversified research strategy [5] Industry Context - The Chinese medicine industry is experiencing growth due to increased health awareness and government support, with policies enhancing the accessibility of quality traditional medicine products [7] - However, the industry faces challenges such as intensified competition and quality control issues, necessitating robust strategies for companies to maintain market position [7][8] Competitive Positioning - Yunnan Baiyao leverages its strong brand, comprehensive supply chain, and continuous innovation to navigate industry challenges and capitalize on growth opportunities [8][9] - The company aims to deepen its "big product" strategy, enhancing R&D and market promotion for core products to solidify its market share [8]

Core Insights - Yunnan Baiyao reported record high revenue and profit for the first three quarters of 2025, with operating income reaching 30.654 billion yuan, a year-on-year increase of 2.47%, and net profit attributable to shareholders at 4.777 billion yuan, up 10.41% [1] - The company has focused on its core business and optimized its industrial and product structure, achieving significant growth in industrial revenue, which reached 11.582 billion yuan, reflecting an increase of 9.06% year-on-year [2] - Yunnan Baiyao aims to build a sustainable industrial system and become a leading enterprise in the health sector, leveraging its advantages in traditional Chinese medicine and enhancing its production and technological capabilities [3] Financial Performance - For the first three quarters, the company achieved a net profit of 4.777 billion yuan, surpassing the total net profit of 4.749 billion yuan for the entire year of 2024 [1] - The company's total assets stood at 53.343 billion yuan, with a debt-to-asset ratio of 25.36%, a decrease of 1.74 percentage points from the same period last year [1] - Operating cash flow reached 4.456 billion yuan, reflecting a year-on-year growth of 9.40% [1] Strategic Initiatives - The company has implemented an innovation-driven development strategy, with R&D expenses amounting to 235 million yuan, an increase of 8.7% year-on-year [2] - Yunnan Baiyao is advancing its "big single product" strategy, with the successful relaunch of the "dormant" product Shulianan capsule and ongoing evidence-based research for key products [2] - The company has established a smart factory for toothpaste, recognized as the first in Yunnan and the first in the global traditional Chinese medicine health product sector to be selected as a "Global Lighthouse Factory" [2] Market Positioning - Yunnan Baiyao is positioning itself as a "chain master" enterprise in the high-quality development of traditional Chinese medicine resources, focusing on enhancing the entire industrial chain [3] - The company aims to be the first brand in the field of pain management and a leading enterprise in pharmaceutical and innovative services [3] - By leveraging market demand and technological advancements, Yunnan Baiyao is committed to improving production processes and driving value addition across the industry [3]

Core Viewpoint - The recent financial report of Yunnan Baiyao reveals a contradiction where net profit growth significantly outpaces revenue growth, raising concerns among investors about the sustainability of this trend [2][3]. Financial Performance - Yunnan Baiyao reported a slight revenue increase of 3.92%, while net profit grew by 13.93% [2]. - The company's non-recurring net profit growth was 10.40%, lagging behind the net profit growth by 3.53 percentage points, primarily due to non-operating gains of 172 million yuan [4]. - Government subsidies of 202 million yuan and financial asset income of 149 million yuan contributed to 5% of the net profit, indicating a reliance on external support for profit growth [4][5]. Profitability Concerns - The decline in the growth rate of non-recurring net profit by 4 percentage points compared to the same period in 2024 suggests a weakening in the company's core business profitability [5]. - The company’s strategy of relying on external financial gains rather than core business performance raises sustainability concerns, especially in light of past investment losses [5]. Business Model Critique - Yunnan Baiyao's business structure is criticized for its heavy reliance on commercial sales, which accounted for 59.78% of total revenue, but with a low gross margin of only 6% [6][8]. - Experts suggest that the company should focus on improving high-margin business segments and not just on increasing sales volume [8]. Health Products Growth Challenges - The health products segment, particularly toothpaste, remains a key growth driver, generating 3.442 billion yuan in revenue, but is overly dependent on this single product [10]. - New product lines, such as the anti-hair loss shampoo brand Yangyuanqing, have shown disappointing growth, with revenue growth dropping from 30.3% to 11% [10][11]. - The competitive landscape in the anti-hair loss market is intensifying, posing challenges for sustaining growth in this segment [10]. Future Outlook - The company faces the urgent need to find new growth avenues as traditional business lines show signs of stagnation [11]. - Potential areas for growth, such as medical aesthetics and innovative traditional Chinese medicine, present uncertainties and require significant investment in branding, technology, and talent [11].

Core Viewpoint - Yunnan Baiyao reported a significant increase in its pharmaceutical business revenue for the first half of 2025, indicating strong growth in its core product lines and other traditional Chinese medicine products [1] Group 1: Financial Performance - The pharmaceutical business group achieved a revenue of 4.751 billion yuan, representing a year-on-year growth of 10.8% [1] - Sales revenue from the core product, Yunnan Baiyao aerosol, exceeded 1.453 billion yuan, with a substantial year-on-year increase of over 20.9% [1] - Other core products such as Yunnan Baiyao plaster, capsules, band-aids, and powder also showed significant revenue growth compared to the same period last year [1] Group 2: Product Performance - Revenue from other traditional Chinese medicine products was impressive, with Shenling Baizhu Powder exceeding 100 million yuan and Pudilan Anti-inflammatory Tablets nearing 100 million yuan [1] - The sales of Xuesaitong dispersible tablets experienced notable growth [1] - Plant-based health products, particularly Qixue Kang oral liquid, achieved sales revenue of 202 million yuan, reflecting a year-on-year growth of approximately 116.2% [1]

Financial Performance - In the first half of 2025, the company achieved a revenue of CNY 21.257 billion, a year-on-year increase of 3.92% [2] - The net profit attributable to shareholders reached CNY 3.633 billion, up 13.93% from CNY 3.189 billion in the same period last year, marking a historical high [2] - The net profit excluding non-recurring items was CNY 3.461 billion, a 10.40% increase compared to CNY 3.135 billion last year, also a historical high [2] - Operating cash flow net amount was CNY 3.961 billion, growing by 21.45% year-on-year [2] - The weighted average return on net assets was 9.09%, an increase of 1.16 percentage points year-on-year [3] - Basic earnings per share were CNY 2.04, reflecting a growth of 13.97% [3] Business Segment Performance Pharmaceutical Business - The pharmaceutical segment generated CNY 4.751 billion in revenue, a year-on-year increase of 10.8% [4] - Sales of the core product, Yunnan Baiyao aerosol, exceeded CNY 1.453 billion, with a significant growth of over 20.9% [4] - Other traditional Chinese medicine products also saw notable growth, with sales of various products increasing significantly [4] Health Products - The health products segment reported revenue of CNY 3.442 billion, a year-on-year increase of 9.46% [4] - Yunnan Baiyao toothpaste maintained the top market share in the domestic market [5] - The Yangyuanqing hair care products achieved sales of CNY 0.217 billion, growing by 11% [5] Traditional Chinese Medicine Resources - The traditional Chinese medicine resources segment generated CNY 0.914 billion in revenue, a year-on-year increase of approximately 6.3% [6] Provincial Pharmaceutical Company - The provincial pharmaceutical company achieved a revenue of CNY 12.164 billion, with a net profit of CNY 0.351 billion, reflecting a year-on-year growth of 17.75% [7] R&D and Innovation - The company emphasizes innovation-driven development, focusing on both traditional Chinese medicine and innovative drugs [8] - Significant progress was made in the research and development of traditional Chinese medicine and innovative drugs [8] - The innovative drug project for prostate cancer, INR101, has entered phase III clinical trials, with 60 subjects enrolled [9] - The treatment project for prostate cancer, INR102, has received clinical trial notification and has initiated phase I trials [9] - Research results in AI and cutting-edge technology have been published in reputable journals [9]