和信会计师事务所（特殊普通合伙） 关于山东鲁抗医药股份有限公司 向特定对象发行股票申请文件的 审核问询函的回复 和信综字（2025）第 000348 号 （修订稿） 二〇二五年七月 和信会计师事务所（特殊普通合伙） 关于山东鲁抗医药股份有限公司 向特定对象发行股票申请文件的 审核问询函的回复 和信综字（2025）第 000348 号 上海证券交易所： 贵所于 2025 年 5 月 9 日出具的上证上审（再融资） 〔2025〕137 号《关于山东鲁抗 医药股份有限公司向特定对象发行股票申请文件的审核问询函》（以下简称"问询函"） 已收悉，山东鲁抗医药股份有限公司（简称"鲁抗医药"、"发行人"、"公司"）及我们 对问询函所列问题进行了逐项落实、核查，现对问询函问题回复如下： 如无特别说明，本回复中的简称或名词释义与募集说明书（申报稿）中的相同。本 回复中的字体代表以下含义： 问询函所列问题 黑体（不加粗） 对问题的回答 宋体（不加粗） 对募集说明书等申请文件的修改、补充 楷体（加粗） 根据申报材料，1）报告期各期，公司营业收入分别为 562,144.19 万元、614,672.14 万元和 623,309.02 ...

Core Viewpoint - The report discusses the financial performance and operational changes of Shandong Lukang Pharmaceutical Co., Ltd., highlighting significant growth in sales net profit margin and the impact of asset disposal on profitability [1][11]. Financial Performance - The company's operating revenue for the reporting periods was 562.14 million yuan, 614.67 million yuan, and 623.31 million yuan, with net profits of 13.80 million yuan, 24.62 million yuan, and 40.83 million yuan respectively [1][2]. - The sales net profit margins increased from 2.55% in 2022 to 4.18% in 2023, and further to 6.55% in 2024, primarily due to changes in product structure and asset disposal gains [3][11]. Gross Margin Analysis - The comprehensive gross margins for the reporting periods were 22.19%, 24.65%, and 23.96%, with the main business gross margin contributing significantly to overall profitability [3][4]. - The gross margin for the human medicine segment showed a steady increase, with the formulation drug gross margin rising from 33.68% to 41.46% over the reporting periods [4][5]. Cost Structure - The operating costs for the company were 473.95 million yuan, 463.13 million yuan, and 437.40 million yuan, indicating a controlled cost structure relative to revenue growth [2][6]. - Direct material costs accounted for approximately 75.45% of total revenue, reflecting the significant impact of raw material prices on overall profitability [6][8]. Market Competition and Product Performance - The raw material drug gross margin fluctuated, showing a decline in 2023 due to market competition, followed by a recovery in 2024 [5][9]. - The veterinary medicine segment experienced variable gross margins, influenced by market demand and competition, with margins of 15.66%, 18.16%, and 13.23% over the reporting periods [9][10]. Asset Disposal Impact - The company realized substantial asset disposal gains in 2024, amounting to 283.26 million yuan, significantly boosting net profit and sales net profit margin [9][10]. - The asset disposal was linked to the completion of land storage for the southern plant area, which was part of a strategic relocation initiative [10][11]. Export and Revenue Matching - The customs declaration data matched closely with overseas revenue, with minor discrepancies deemed reasonable due to small sample exports and timing differences [13][14]. - The company’s overseas revenue was diversified across several countries, including the UK, Netherlands, and Egypt, with stable trade and tariff policies [16][17]. Sales Expenses - The sales expense ratios were 8.45%, 9.40%, and 9.11%, significantly lower than the industry average, indicating efficient cost management in sales promotion [19][20]. - The increase in promotional expenses from 2023 was attributed to strategic marketing efforts to enhance product visibility and market share [19].

8年从业经验，自带客群资源，降薪3成，找工作2个月，结果颗粒无收……家里蹲了许久的医药代表小雨，还是不能接受残酷的现实。 随着集采、医疗反腐等狠招频出，药品利润空间被一点点抽干，过去"捞金如捞水"、活出开挂人生的她，从天堂跌到了地狱。 如果是美梦集体崩溃，她也可以平静退场，但自己饿肚子，别人在吃肉，多少有些意难平。 冬冬就是令小雨眼红的人，她感叹："这两年，是我入行以来最轻松的时候。" 刚换工作不久，她又一次喜提涨薪，算下来已经连续12年走上坡路，别说在同行里笑傲江湖，放在整个大环境里，也是幸运的宠儿。 春风得意的不止冬冬，据她了解，有些同行立下明年挣200万的flag。 在医药行业"大地震"和疫情催化的需求回归平常后，医药公司们也活出了两个世界：2024年，上市药企的业绩表现，几乎一半在涨，另一半在跌。 这催生了财富的流动，也让舍不得离场的医药代表们，陷入新一轮的角逐。 成也捷径，败也捷径 时隔多年，金丽还记得入行那天的一幕：底薪8K、提成另计、年终奖不菲……入职合同上占了近三分之一的待遇列举项，宣告她对医药代表的幻想与现 实重合。 双一流医科大学毕业的金丽，打从入学起，一直接收的故事就是，"做医药代理的学 ...