Summary of the Conference Call for Dengkang Oral Care Company Overview - **Company**: Dengkang Oral Care - **Industry**: Oral Care Products Key Points E-commerce Strategy - Dengkang Oral Care focuses on profitability in its e-commerce strategy, increasing investment on JD platform while promoting new products and brand building on Douyin. The ROI control standard is set around 1.5, with plans to reduce spending below this threshold. The target is to maintain over 30% growth in e-commerce by 2026 [2][3][5] - During the 2025 Double Eleven shopping festival, sales on JD platform exceeded 50% growth, while Tmall and Douyin saw slight declines. Overall, e-commerce performance met expectations, maintaining profitability and achieving the goal of at least 30% growth [2][6] Offline Market Performance - Despite a shrinking overall industry offline market, Dengkang Oral Care achieved positive growth, particularly in the Southwest region, with stable growth in economically developed areas like East and South China. Future efforts will focus on consumer education and brand promotion in less populated areas such as Northeast China and Gansu [2][7] High-Quality Development - The company emphasizes high-quality development, requiring a synergy between sales revenue and profitability. Continuous iteration of new products with differentiation and technological barriers is key to maintaining industry leadership [2][9] - Dengkang Oral Care aims to achieve volume and price increases through new product launches, product structure adjustments, and higher unit prices, capturing market share from competitors [2][10] Product Launches and Innovations - In 2025, Dengkang Oral Care launched 15 new products, including upgraded and new series. The keratin toothpaste priced at 49.9 yuan generated 20 million yuan in monthly sales online, with a target to increase monthly sales to 30 million yuan in 2026 [4][13][19] - The company plans to continue enhancing the proportion of high-end products in its offline market, with the premium "Yiyan" series currently accounting for nearly 10% of sales [11] Market Position and Competition - The toothpaste industry remains stable among the top six brands, while other categories face declines. Dengkang Oral Care has successfully captured market share from foreign brands due to competitors' slow adjustments and innovation [10] - The company provides higher profit margins to offline distributors compared to industry averages, enhancing its competitive edge [24] Future Plans and International Expansion - Dengkang Oral Care is preparing for international expansion, having registered trademarks and certifications in major countries and established an overseas division. The goal for 2026 is to achieve several million in sales from international markets [4][15] - The company aims to become an internationally leading enterprise, expanding into personal care sectors and targeting top positions in oral care categories like whitening and gum care [29] Financial Performance and Projections - The overall gross margin is approximately 50%, with a target to increase it to 60% over the next two to three years through product structure adjustments [21] - The company plans to reduce offline inventory cycles to 30-50 days by year-end to ensure a stable pricing environment for the first quarter of 2026 [25] Marketing and Sales Strategy - The e-commerce team operates independently, focusing on precise spending to enhance profitability. The strategy includes reducing traffic spending while maintaining stable growth [14][26] - The company has observed a significant price competition in the online market, which is expected to persist in the short term, with potential regulatory changes in the long term [22][23] Employee Incentives - Dengkang Oral Care has implemented an employee stock ownership plan prior to its IPO, with over 95% of core employees holding shares. Future stock incentive plans will depend on regulatory approvals and market performance [28]

Core Insights - The company achieved steady growth in the first three quarters of 2025, with revenue reaching 1.228 billion, a year-on-year increase of 16.66%, and net profit attributable to shareholders at 136 million, up 15.21% year-on-year [1] - The third quarter saw revenue of 386 million, reflecting a year-on-year growth of 10.49%, while net profit was 51 million, up 11.43% year-on-year [1] - The company is focusing on high-quality development, leading to a strategic adjustment in online channel investments, particularly on platforms like Douyin [1] Financial Performance - Gross margin for Q3 2025 was 45.90%, down 8.02 percentage points year-on-year, while the sales expense ratio was 25.51%, a decrease of 8.00 percentage points year-on-year [1] - The company launched a new product, "Jiao Protein" toothpaste, which is expected to become a significant product alongside the "Medical Research Seven Days" toothpaste [1] - Operating cash flow for Q3 2025 was 111 million, showing a year-on-year growth of 4.29%, indicating stable cash flow management [2] Operational Efficiency - Inventory turnover days decreased to 90 days, down 20 days year-on-year, and accounts receivable turnover days were reduced to 7 days, down 1 day year-on-year [2] - The company is optimizing its expense structure and improving the precision and efficiency of its online advertising investments [3] Market Outlook - The company is expected to maintain its steady growth trajectory, with a focus on high-end medical research series products driven by technological innovation and high-margin new products [3] - The forecast for net profit attributable to shareholders for 2025-2027 has been slightly adjusted to 204 million, 243 million, and 294 million, respectively, reflecting the need for time to cultivate new product launches [3]

Investment Rating - The investment rating for the company is "Outperform the Market" [5][3]. Core Insights - The company has shown steady revenue growth, achieving 1.228 billion in revenue for the first three quarters of 2025, representing a year-over-year increase of 16.66%. The net profit attributable to the parent company reached 136 million, up 15.21% year-over-year [1]. - The company is focusing on high-end product development and optimizing its online marketing strategies, which has led to a temporary reduction in online advertising expenditures [1][3]. - The introduction of a new product, "Keratin" toothpaste, is expected to perform strongly and potentially become a significant product alongside the existing "Medical Research Seven Days" toothpaste [1]. Financial Performance - In Q3 2025, the company reported a revenue of 386 million, a year-over-year increase of 10.49%, and a net profit of 51 million, up 11.43% year-over-year [1]. - The gross margin for Q3 2025 was 45.90%, down 8.02 percentage points year-over-year, while the sales expense ratio decreased by 8.00 percentage points [2]. - The company maintained stable operational efficiency, with inventory turnover days reduced to 90 days, a decrease of 20 days year-over-year, and accounts receivable turnover days at 7 days, down 1 day year-over-year [2]. Earnings Forecast and Valuation - The company’s projected net profits for 2025-2027 have been slightly adjusted to 204 million, 243 million, and 294 million, respectively, with corresponding price-to-earnings ratios of 34, 28, and 23 times [3]. - Revenue forecasts for the years 2023 to 2027 are 1.376 billion, 1.560 billion, 1.847 billion, 2.245 billion, and 2.614 billion, reflecting growth rates of 4.8%, 13.4%, 18.4%, 21.6%, and 16.4% respectively [4][22].

Summary of the Conference Call for Dengkang Oral Care Company Overview - **Company**: Dengkang Oral Care - **Industry**: Oral Care Products Key Points and Arguments Sales Performance - In Q2, online channel sales decreased month-over-month due to strategic adjustments but still showed year-over-year growth. The offline channel benefited from the promotion of the "7-Day Repair Toothpaste," leading to significant sales growth. The company expects to achieve over 50% channel distribution in Q3 and aims for 90% by year-end [2][5] - The "7-Day Repair Toothpaste" has a gross margin approximately 30% higher than other toothpastes, with a net profit margin improvement of over ten percentage points, targeting sensitive and high-income consumers in major cities [2][8] New Product Launches - The new "Keratin Toothpaste," launched in August 2025, has shown excellent performance within two weeks, with the company aiming to leverage this product to drive e-commerce growth, particularly on platforms like Douyin [6][18] - The company plans to increase the proportion of mid-to-high-end products to enhance profitability, with a target of achieving over 10% market share in 2025 and 15%-20% in 2026 for offline sales [7][11] E-commerce Strategy - The e-commerce strategy focuses on high-quality development, reducing traffic spending on Douyin while maintaining a natural growth rate of 20%-30%. The company emphasizes strengthening warehousing and shelf e-commerce, particularly on profitable platforms like Tmall and JD [13][14] - In H1 2025, the overall e-commerce profitability remained stable compared to the previous year, with Douyin showing slight improvements in net profit margin [16] Market Position and Competition - Dengkang Oral Care aims to become the second-largest player in the industry within three years and to narrow the gap with the market leader within five years, contingent on maintaining growth trends and no significant issues with competitors [3][24] - The company has seen its market share in the offline segment grow from over 8% in 2024 to nearly 10% in 2025, while competitors are experiencing declines [22][25] Future Outlook - The company anticipates a significant improvement in offline profitability by 2026, while online profitability may improve due to adjustments in traffic costs [17] - Dengkang Oral Care plans to focus on promoting the "Keratin Toothpaste" and gradually introduce higher-end products, adapting to market conditions and consumer acceptance [19][20] Financial Metrics - The gross margin for the "Keratin Toothpaste" is estimated to be between 80% and 90%, higher than previous products [21] - Online sales accounted for approximately 35%-36% of total revenue in H1 2025, with expectations to reach around 40% in the following year [28] Additional Insights - The company has launched 15 new products in 2025, with a focus on the "Keratin Toothpaste" and "Huanglian Toothpaste," targeting different market segments [18] - The competitive landscape in e-commerce is challenging, with competitors facing losses, while Dengkang maintains a focus on stable profitability despite slower growth [22] This summary encapsulates the key insights from the conference call, highlighting Dengkang Oral Care's strategic initiatives, market performance, and future outlook in the oral care industry.