长江商报消息 ●长江商报记者 沈右荣 老牌上市药企哈药股份（600664.SH）经营业绩下滑。 10月24日晚，哈药股份披露了2025年三季度报告。前三季度，公司实现营业收入约120亿元，同比下降 约1.9%；归母净利润为约3.3亿元，同比下降约35%。 其中，第三季度，公司实现的归母净利润为6888.93万元，同比下降约58%。 对于经营业绩下滑，哈药股份的解释为，市场竞争持续加剧，市场非药类制剂以强势宣传推广手段大力 抢占市场份额，公司虽及时调整销售策略积极应对，加大推广力度进一步稳定市场占有率，但仍呈销售 承压态势。 长江商报记者发现，哈药股份也存在重营销轻研发的现象。2024年，公司投入的广告宣传费、销售促销 费、电商推广费（三项费用以下合计简称"营销费"）合计18.06亿元，是当年研发费用的13.28倍。 出人意料的是，2018年以来的七年半（不含2025年第三季度），哈药股份均未派发现金红利。 公司称，第三季度，销售淡季来临使客户需求下降。 二级市场上，哈药股份的股价表现也不佳，总体而言，属于低位徘徊。 营收净利连续两季双降 经营业绩不稳定的哈药股份再现下降。 根据三季度报告，2025年前三季度， ...

Core Viewpoint - The company reported a decline in both revenue and net profit for the first three quarters of 2025, reflecting challenges in the pharmaceutical industry due to structural adjustments and intensified competition [1] Financial Performance - The company's revenue for the first three quarters reached 12.021 billion, a year-on-year decrease of 1.92% [1] - The net profit attributable to shareholders was 329 million, down 35.35% year-on-year [1] Industry Context - The pharmaceutical industry is undergoing structural adjustments and deepening transformations, leading to increased market competition [1] - Resources in the industry are rapidly concentrating towards leading enterprises, resulting in a significant increase in market concentration [1] - Non-pharmaceutical formulations are aggressively capturing market share through strong promotional efforts [1] Sales and Market Dynamics - The third quarter experienced a sales lull, leading to decreased customer demand [1] - Despite the company's timely adjustments in sales strategies and increased promotional efforts to stabilize market share, sales pressure remains evident [1] - Major products such as compound calcium gluconate oral solution, double yellow liquid, amoxicillin capsules, and calcium-iron-zinc oral solution saw a decline in revenue, contributing to the downturn in the pharmaceutical industrial segment [1] Pharmaceutical Commercial Sector - The wholesale segment is facing ongoing impacts from centralized procurement policies, which are tightening profit margins [1] - Changes in sales have led to corresponding fluctuations in operating expenses [1] - An increase in provisions for bad debts has been noted due to changes in the aging of accounts receivable [1]

Core Viewpoint - The company reported a decline in both revenue and net profit for the third quarter of 2025, reflecting challenges in the pharmaceutical industry due to structural adjustments and intensified market competition [1] Financial Performance - The company's third-quarter revenue was 3.897 billion yuan, a year-on-year decrease of 5.29% [1] - Net profit for the third quarter was 68.8893 million yuan, down 58.22% year-on-year [1] - For the first three quarters, total revenue reached 12.021 billion yuan, a decline of 1.92% year-on-year [1] - Net profit for the first three quarters was 329 million yuan, representing a decrease of 35.35% year-on-year [1] - Basic earnings per share were 0.13 yuan [1] Industry Context - The pharmaceutical industry is undergoing structural adjustments and deepening transformations, leading to increased market competition [1] - The arrival of the sales off-season has resulted in decreased customer demand [1] Product Performance - Revenue from key products such as compound calcium gluconate oral solution, Shuanghuanglian oral solution, amoxicillin capsules, and calcium-iron-zinc oral solution has declined, contributing to the downturn in the pharmaceutical industrial segment [1] Commercial Sector Challenges - In the pharmaceutical wholesale sector, the impact of centralized procurement policies has tightened gross profit margins [1] - Operating expenses have fluctuated in line with sales changes [1] - An increase in provisions for bad debts has been noted due to changes in the aging of accounts receivable [1]

Group 1 - The report highlights that five out of six sub-industries in the pharmaceutical index recorded positive returns, indicating a strong market performance [2][3] - The prescription drug market shows significant regional differences, with high order volumes in eastern coastal and densely populated provinces, while western regions like Tibet and Qinghai have low order volumes. For instance, Hebei province accounts for 9.2% of total orders, while Tibet only accounts for 0.1% [8][9] - There is an increasing proportion of female consumers in the prescription drug market, with purchasing times concentrated between 9 AM and 11 AM. This trend suggests that companies should tailor their marketing strategies and optimize operational hours to enhance sales [8][9] Group 2 - The demand for chronic disease medications remains prominent and stable, with primary hypertension and type 2 diabetes medications accounting for 9.7% and 4.3% of prescription drug consumers' conditions, respectively [9] - The report indicates that the prescription drug market presents both opportunities and challenges, with some drug sales growth providing development opportunities for pharmaceutical companies, while intense market competition and changing policy environments pose challenges [9] - The pharmaceutical industry is encouraged to leverage artificial intelligence and focus on innovation to adapt to market changes and enhance competitiveness [21][22]

Summary of Federal Pharmaceutical Conference Call Industry and Company Overview - The conference call discusses **Federal Pharmaceutical**, focusing on its various business segments including intermediates, insulin, anti-infection products, and animal health products [2][4][5]. Key Points and Arguments Revenue and Profit Growth - **Intermediates and Raw Materials**: Revenue is projected to grow from **1.4 billion** to **2.6-2.7 billion** RMB from 2020 to 2024, with net profit increasing from **250 million** to **2.1 billion** RMB [2][5]. - **Insulin Products**: Total revenue for insulin products is expected to reach **500 million** RMB in 2024, with rapid growth in **glargine insulin** being a major contributor [2][9]. - **Animal Health Products**: Revenue is anticipated to rise from **220 million** to **1.4 billion** RMB from 2020 to 2024, driven by partnerships and product expansion [4][13]. Market Dynamics - **Price Trends**: Prices for **6APA** and **penicillin industrial salt** have decreased, but a stabilization is expected in the second half of the year due to inventory depletion and stable supply [2][6]. - **Insulin Market**: The transition to third-generation insulin is underway, with a decline in revenue from recombinant human insulin expected to stabilize [2][7]. Research and Development Progress - **Pipeline Advancements**: Key products like **liraglutide** and **semaglutide** have received approvals, with further approvals expected for **degludec insulin** and combination therapies by 2027 [2][10][15]. - **Diabetes Segment**: New products are anticipated to significantly boost growth in the diabetes segment, with a positive outlook for the upcoming years [11]. Stability in Anti-Infection Sector - The anti-infection segment remains stable, with revenue projected to hold steady at **1.8 billion** RMB from 2020 to 2024, despite price pressures from centralized procurement [2][12]. Future Growth Potential - **Health and Wellness Initiatives**: The establishment of a new division focusing on health and wellness products is expected to drive rapid growth, with initial revenue of **20 million** RMB projected to increase significantly [4][14]. - **Market Catalysts**: Future stock price growth may be driven by new product launches, particularly in the weight loss and autoimmune sectors, with potential market sizes reaching **100 billion** USD [19]. Additional Important Insights - **Animal Health Expansion**: The company plans to expand its production capacity and product offerings in the animal health sector, which is currently limited by capacity constraints [4][13]. - **Valuation Potential**: Current market valuation is around **30 billion** RMB, with projections suggesting it could double due to new product contributions and overall business growth [19][20]. This summary encapsulates the key insights from the conference call, highlighting Federal Pharmaceutical's growth trajectory, market dynamics, and strategic initiatives across its various business segments.

Group 1 - The company, Dajia Weikang, currently produces and sells several antibiotic products including Amoxicillin capsules, Ampicillin capsules, Azithromycin granules, Norfloxacin capsules, and Moxifloxacin tablets [1]

Core Viewpoint - The company, Shandong Lukang Pharmaceutical Co., Ltd., has shown significant growth in sales revenue and net profit during the reporting period, with a notable increase in sales profit margin attributed to product structure changes and asset disposal gains from land recovery [1][12]. 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, while the net profit attributable to shareholders was 138.01 million yuan, 246.17 million yuan, and 394.62 million yuan, respectively [1][2]. - The sales profit margins were recorded at 2.55%, 4.18%, and 6.55% for the respective years, indicating a steady increase [1][3]. Sales Profit Margin Analysis - The increase in sales profit margin is primarily due to changes in product structure, market competition, and cost variations, with the gross profit margin showing a trend of increase followed by stabilization [2][5]. - The gross profit margins for the reporting periods were 22.19%, 24.65%, and 23.96%, reflecting the impact of product mix and cost management [3][5]. Product Segmentation - The company’s human medicine segment showed a steady increase in gross profit margin for formulation drugs, with margins of 33.68%, 38.02%, and 41.46% over the reporting periods, driven by the introduction of high-margin products and improved production efficiency [5][6]. - The raw material drug segment experienced fluctuations in gross profit margins, with rates of 12.53%, 5.46%, and 8.53%, influenced by market competition and cost changes [10][11]. Export and Revenue Matching - The company’s export revenue showed a strong correlation with customs declaration data, with minor discrepancies deemed reasonable due to small sample exports and internal sales classifications [15][16]. - The total export revenue for the reporting periods was 76.71 million yuan, 78.03 million yuan, and 104.08 million yuan, with the export tax refund amounting to 107.34 million yuan, 69.40 million yuan, and 86.95 million yuan, respectively [16][19]. Market and Competitive Landscape - The company’s external sales were diversified across several countries, including the UK, Netherlands, and Egypt, with stable trade and tariff policies that did not adversely affect export operations [19][20]. - The sales expense ratio for the company was significantly lower than that of comparable companies, recorded at 8.45%, 9.40%, and 9.11% over the reporting periods, reflecting efficient cost management strategies [22][23].

Core Viewpoint - The pharmaceutical industry is experiencing a significant divide, with some representatives thriving while others face severe challenges due to policy changes and market dynamics [3][8]. Group 1: Industry Challenges - The introduction of centralized procurement and anti-corruption measures has drastically reduced profit margins for pharmaceutical companies, leading to a stark contrast in the experiences of industry representatives [4][17]. - In 2024, nearly half of listed pharmaceutical companies are expected to report rising performance, while the other half will see declines, indicating a bifurcation in the industry [8][19]. - The marketing expense ratios of pharmaceutical companies have significantly decreased, with some companies experiencing reductions of over 70% from 2019 to 2024 [20]. Group 2: Impact of Centralized Procurement - Centralized procurement has led to drastic price reductions for drugs, with some products seeing profit margins drop from 1000% to just 10% overnight [22][25]. - The frequency of centralized procurement announcements has increased, affecting a wide range of drugs and medical devices, leading to widespread layoffs among pharmaceutical representatives [23][26]. - Major pharmaceutical companies have significantly reduced their sales teams, with some companies cutting their workforce by over 50% since 2020 [26]. Group 3: Changing Dynamics for Representatives - The role of pharmaceutical representatives is evolving, with a greater emphasis on professionalism and knowledge as traditional sales tactics become less effective [32][34]. - Despite the challenges, some representatives still see potential in the industry, citing opportunities in online sales and the growing acceptance of e-commerce for pharmaceuticals [36][38]. - The industry remains a relatively high-income sector compared to other traditional industries, with starting salaries for representatives still competitive [34].

Core Viewpoint - The pharmaceutical industry is experiencing a significant transformation due to policy changes such as centralized procurement and anti-corruption measures, leading to a stark divide in the fortunes of pharmaceutical representatives and companies, with some thriving while others struggle [6][7][15]. Group 1: Industry Challenges - The pharmaceutical industry is facing a "big earthquake" with half of the listed pharmaceutical companies expected to see their performance rise while the other half declines in 2024 [7]. - The implementation of centralized procurement has drastically reduced profit margins, with some products seeing profit drop from 10 times to just 10% [18][21]. - The anti-corruption campaign has led to a significant reduction in marketing expenses for pharmaceutical companies, with many companies cutting their sales expense ratios by over 70% from 2019 to 2024 [16][17]. Group 2: Impact on Pharmaceutical Representatives - Pharmaceutical representatives are experiencing a "frozen and fiery" situation, with some enjoying salary increases while others face layoffs and reduced income [6][8]. - The number of pharmaceutical representatives has been drastically reduced, with companies like 恒瑞医药 and 石药集团 cutting their sales teams by 42.7% and 54% respectively from 2019 to 2023 [22]. - The once lucrative profession is now fraught with uncertainty, as representatives face increased pressure to meet performance targets amid tightening regulations and market conditions [25][26]. Group 3: Future Opportunities - Despite the challenges, some representatives believe that the pharmaceutical industry remains a sunrise industry, with opportunities for growth in areas like online pharmaceutical sales [31][32]. - The importance of professionalism and knowledge in the role of pharmaceutical representatives is increasing, as they must now rely on clinical data and research to engage with healthcare professionals [29][30]. - The shift towards a more transparent and regulated environment may lead to the elimination of unethical practices, allowing for a more sustainable industry in the long run [29][34].

Core Insights - The pharmaceutical industry is experiencing a significant divide, with some companies thriving while others struggle due to recent policy changes and market dynamics [2][3][8]. Group 1: Industry Challenges - The introduction of centralized procurement and anti-corruption measures has drastically reduced profit margins for pharmaceutical representatives, leading to a challenging job market [1][8][12]. - The sales expense ratios of listed pharmaceutical companies have seen a significant decline, indicating a tightening of marketing budgets in response to regulatory pressures [9][12]. - The industry is witnessing a substantial reduction in the number of pharmaceutical representatives, with some companies cutting their sales teams by over 50% [13][12]. Group 2: Market Dynamics - The market is characterized by a stark contrast in performance, with nearly half of the listed pharmaceutical companies expected to report increased earnings in 2024, while the other half may see declines [2][3]. - The shift towards more transparent and ethical practices is reshaping the role of pharmaceutical representatives, emphasizing the need for professionalism and knowledge [18][19]. - The ongoing trend of centralized procurement is expected to continue, further impacting the profitability of pharmaceutical products and the viability of traditional sales methods [14][12]. Group 3: Opportunities and Adaptations - Despite the challenges, some representatives are finding new opportunities in online pharmaceutical sales, capitalizing on the increased public awareness of medication options [25][26][24]. - The industry still offers competitive salaries compared to other sectors, with entry-level positions in foreign pharmaceutical companies starting at 8,000 yuan, which is higher than many other sales roles [20][19]. - Representatives who adapt to the changing landscape by focusing on building relationships and providing value through education are likely to succeed in the evolving market [18][19].