Core Viewpoint - Beijing Andavil Technology Co., Ltd. has provided a detailed response to the Shenzhen Stock Exchange regarding its application for a specific stock issuance, addressing key issues such as performance fluctuations, expense ratios, and customer dependency, which offers important insights for investors [1] Performance Fluctuations: Analysis of Causes and Reasonableness - The company's revenue for the reporting period was 475.46 million, 412.55 million, 850.86 million, and 365.51 million, with net profits of 10.43 million, -45.82 million, 113.49 million, and 13.90 million, and a decline to 4.47 million in the first nine months of 2024 [2] - The business is divided into military and civilian products, with military products accounting for 74.72% of revenue in 2023 [2] - The increase in 2023 was primarily due to the recognition of delayed revenue from 2022 amounting to 97.29 million and concentrated deliveries of the XX training system generating 217.78 million [2] - The decline in 2024 is attributed to delays in military product deliveries due to client acceptance issues and the absence of confirmed contracts, affecting 83.55 million in revenue [2] Military Material Engineering Service Business: Growth, Gross Margin, and Sustainability - The military material engineering service business generated 217.78 million in 2023, benefiting from the XX training system project, which began in 2020 [3] - Other business segments also saw significant revenue increases, with airborne equipment development up 127.63%, aviation maintenance up 22.55%, and measurement and control equipment development up 9.60% [3] - The average revenue contribution from this business from 2019 to 2023 was 9.06%, indicating a minor impact on overall business operations [3] Expense Ratios: Reasons for Being Above Industry Average and Compliance - The sales expense ratio and management expense ratio were 6.43% and 25.68%, respectively, exceeding the average levels of comparable companies by 2.80% and 14.91% [4] - Business entertainment expenses increased but remained a small and stable proportion of revenue, primarily due to differences in client structure and business development stages [4] - The high sales expense ratio is attributed to the customized nature of the products requiring frequent on-site communication, while the management expense ratio is influenced by the company's development stage and regional economic conditions [4] Customer Concentration: Industry Practices, Dependency Risks, and Cooperation Stability - The concentration of the top five customers is relatively high due to the concentrated downstream market, but there is no significant dependency on any single customer [6] - The company has a long-standing and stable relationship with its top five customers, with successful expansion into new clients [6] - The changes in the top five customers during the reporting period were due to fluctuations in customer demand, with no loss of existing clients [6]