Summary of the Conference Call for Silan Microelectronics Company Overview - **Company**: Silan Microelectronics - **Industry**: Semiconductor Key Points and Arguments Business Model and Growth Strategy - Silan Microelectronics adheres to the IDM (Integrated Device Manufacturing) model, driving growth through advanced production lines and innovative products [2][8] - The company has made significant progress in the power device market, particularly in the IPM (Intelligent Power Module) and automotive IGBT (Insulated Gate Bipolar Transistor) sectors, with expected revenue growth of nearly 30% in 2025 for IPM [2][4] Financial Performance - In the first half of 2025, Silan Microelectronics reported revenue of 6.335 billion yuan, a year-on-year increase of approximately 20%. Net profit, excluding non-recurring gains and losses, was 270 million yuan, reflecting a substantial growth of 113.12% [3] Market Position and Product Development - The company has reversed its decline in the MEMS (Micro-Electro-Mechanical Systems) sensor market, becoming one of the few domestic suppliers to all major smartphone brands. It is actively expanding into automotive and industrial applications [2][6] - Silan Microelectronics has achieved breakthroughs in analog circuits and silicon carbide (SiC) business, launching automotive-grade analog circuit products on a 12-inch platform and planning to complete the 8-inch production line [2][7] Server and AI Market Engagement - The company has entered the server market, focusing on the computing power sector with products like Doctor Moss, GaN (Gallium Nitride), and SiC devices, which are already being applied in computing servers [2][10] - The computing power market is still in its early stages and requires time for development [10] Industry Trends and Challenges - The semiconductor industry is experiencing a cyclical recovery driven by AI, with the U.S. surpassing China as the largest semiconductor consumer market [2][11] - Price pressures are increasing due to the release of mature production line capacities, particularly in low-end products, making it challenging to implement price increases [12] Future Outlook - Silan Microelectronics anticipates an improvement in gross margins over the next two to three years due to product structure optimization, despite current margins stabilizing around 20% [5][22] - The company is committed to expanding its R&D capabilities, particularly in complex technology areas like sensors and analog circuits, to enhance competitiveness [14] Capital Expenditure and Production Capacity - The company plans to invest approximately 5 to 6 billion yuan annually in capital expenditures to support normal operations and expansion [27] - The completion of the second phase of the Chengdu packaging facility is expected to generate an additional 3 billion yuan in revenue [25] Market Dynamics - The domestic power semiconductor sector still faces significant gaps compared to international competitors, particularly in complex technology fields [9] - The automotive sector, especially electric vehicles, is a rapidly growing area, but price competition remains intense [15][16] Sensor and Analog Circuit Applications - The automotive industry is increasingly reliant on automotive-grade standards for reliability and safety, with challenges in supply chain and cost management for Chinese manufacturers [17] - Silan Microelectronics is focusing on high-quality production to meet international standards and expand its global market presence [18] Nitride and Silicon Carbide Development - The company is in the R&D phase for GaN, with no specific capacity plans yet, while accelerating SiC capacity construction to meet customer demand by the end of the year [19] Conclusion - Silan Microelectronics is strategically positioned in the semiconductor industry, with a focus on innovation, market expansion, and overcoming competitive challenges through R&D and product diversification [2][14][22]

华新水泥 20250825 摘要 华新水泥在骨料市场上的表现如何？ 骨料是华新水泥的重要利润来源，占公司总利润的 50%至 60%。骨料需求结 构与水泥类似，但更偏向于非地产领域，占比约 87%，因此与地产经济周期联 动性较弱，需求韧性更强。骨料生产属于冷加工工艺，生产成本低且确定性强， 国内水泥行业受供给侧改革影响，产量下降，盈利能力改善主要来自煤 炭价格下跌和错峰生产。湖北地区在超产治理方面领先，西南地区基建 项目加速开工，有望拉动区域性需求，对华新水泥构成利好。 预计 2025 年国内水泥行业将扭亏为盈，海外市场持续增长。公司被定 位为周期成长股，具备向上期权。预计 2025 年净利润 26 亿元，2026 年可能达到 30-35 亿元，估值仍有上涨空间。 同时对矿产资源依赖较大。华新的优势在于其较早进入矿山资源布局阶段，使 得其拿矿成本显著低于同行业水平。例如，一些央企单吨矿泉成本约 7 元，而 华新的成本仅为 2 至 3 元。目前，华新的骨料产能约为 2.85 亿吨，销量约 1.4 亿吨，其中湖北占 70%。 华新水泥在非洲市场的发展前景如何？ 华新水泥海外产能达 2,500 万吨，已在中亚和非洲市 ...

Summary of Zhaoyi Innovation Conference Call Company Overview - Zhaoyi Innovation has transitioned from SRAM to NOR Flash, establishing a long-term development foundation. The company ranks second globally in the NOR Flash market and is expanding its product lines to include MCU, SUC, and LAND, positioning itself as a comprehensive semiconductor supplier [2][3]. Key Points and Arguments Industry Position and Strategy - Zhaoyi Innovation's NOR Flash has maintained a top-three global position for over ten years, with a focus on long-term growth rather than short-term opportunities [3]. - The company aims to maintain an overseas revenue share of 30%-40% through a dual-headquarters strategy to enhance international operations and customer collaboration [3][19]. Custom DRAM Development - The custom DRAM product line is strategically significant, targeting AI applications and addressing the bandwidth and energy efficiency challenges in the AI era [4][6]. - Zhaoyi Innovation is positioned as a global leader in custom DRAM, leveraging its understanding of DRAM technology and AI applications [4][6]. Market Dynamics - The NOR Flash market is entering a stable growth phase, driven by demand recovery, industrial resurgence, and AI penetration, while supply constraints from large storage capacity and full wafer fab operations tighten the market [2][11]. - The niche DRAM market is experiencing shortages due to capacity shifts from overseas manufacturers, presenting Zhaoyi Innovation with opportunities to capture market share [2][14]. Competitive Landscape - Zhaoyi Innovation leads the domestic general-purpose 32-bit MCU market and is among the top ten global suppliers, focusing on product and technology accumulation to drive revenue growth [2][3][18]. - The company faces competition from both domestic startups and international IDM peers in the custom DRAM space, but its early market entry and strong partnerships provide a competitive edge [10][12]. Future Outlook - The company anticipates a 50% year-over-year revenue growth in the niche DRAM market, aiming to become the domestic market leader within a few years [14][15]. - Zhaoyi Innovation is optimistic about the future of custom DRAM, despite engineering challenges, and believes that the technology will become essential in the market [6][9]. AI Integration - The development of AI technologies is expected to significantly impact the NOR Flash market, with Zhaoyi Innovation poised to capitalize on increased demand for AI-related products [13][18]. - The company is actively integrating AI capabilities into its MCU product line, focusing on applications in industrial automation, energy, and consumer electronics [18]. Additional Important Insights - The dual-headquarters strategy is expected to enhance global operational efficiency and strengthen international partnerships [19][20]. - Zhaoyi Innovation is exploring potential acquisitions to further its platform-based development and align with AI trends [21][22]. - The company aims to maintain a balanced supply chain strategy, leveraging both domestic and international resources to support its product lines [20].

金域医学 20250825 摘要 金域医学面临医疗行业挑战，包括医保控费、检验价格下行及行业规范 化，但长期来看，这些政策有助于合规企业发展，并增加外包服务需求， 为公司带来增长机会。公司坚持长期主义，通过变革措施确保基本面稳 健，并积极适应政策变化。 医疗检验行业面临物价下降和医保控费的双重压力，导致市场规模缩小 和检验项目价格下降。但第三方独立实验室有望获得更大市场份额，因 医院可能外包检测以应对成本压力，金域医学正积极适应这一趋势。 公司正从旧规则向新规则过渡，业绩承压。通过提供高价值服务、成本 控制和数字化转型应对挑战。自 2020 年起，公司在数字化、智能化建 设方面投入资源，以提高效率并降低成本，坚持核心价值导向。 金域医学在数据治理方面取得显著成就，成为全国首个建立可信数据空 间的医疗机构，并得到国家数据局认可。通过三年多的数据治理，实现 数据质量提升，并获得合作医院的高度认可。 公司高度重视产学研合作，与超过 210 家高校和医院以及腾讯、华为、 阿里等企业合作，增强科研实力，推动产业生态建设，实现稳健发展。 产学研结合是公司发展战略之一。 Q&A 金域医学在 2025 年上半年的业绩表现如何 ...

Summary of Fenghua Advanced Technology Conference Call Company Overview - **Company**: Fenghua Advanced Technology - **Industry**: Passive electronic components Key Points Financial Performance - **Revenue Growth**: In the first half of 2025, revenue increased by 15% year-on-year, reaching a stable growth trajectory [2][3] - **Net Profit Decline**: Net profit attributable to shareholders decreased due to increased R&D expenses, rising material costs, depreciation pressure, and inventory impairment provisions [2][3] Market Dynamics - **Tariff Impact**: Short-term effects of tariff policies were limited, with a spike in orders in Q1 2025 followed by stabilization in Q2 [2][4] - **Domestic Market Trends**: Long-term trends favor domestic substitution and increased market share, providing growth opportunities [2][5] Segment Performance - **Automotive Sector Growth**: The automotive segment's contribution rose from 10% to 15% in the first half of 2025, while home appliances and communications accounted for 35% and 25%, respectively [2][6] - **Stable Demand**: Demand across all segments is expected to remain stable in the second half of the year [2][6] Core Business Focus - **Passive Components**: Capacitors, resistors, and inductors remain the core business, with respective revenue shares of over 40%, nearly 35%, and over 10% [2][7] - **Production Capacity Expansion**: Capacitor production capacity has exceeded 30 billion units, with rapid expansion in inductor capacity [2][8][9] Operational Metrics - **Utilization Rates**: Capacitor utilization is around 90%, electronic components at about 80%, and inductors between 70-80% [2][10] - **Price Stability**: Overall product prices are stable, with slight fluctuations in some products, showing a slight upward trend [2][10] R&D and Innovation - **Supercapacitor Development**: Since 2016, the company has been developing supercapacitors, which are now being applied in smart meters and are set to expand into robotics and smart industrial control [4][11] - **Material Self-Sufficiency**: The self-supply ratio of materials has increased to 30%-40%, focusing on iron powder and ceramic powder to improve gross margins and supply chain security [4][16] Future Outlook - **Emerging Industries**: The automotive, home appliance, and communication sectors are expected to maintain high growth rates in the next one to two years, with significant demand anticipated in the consumer market [15] - **High-End Product Strategy**: The company is focusing on high-end product development tailored to core customer needs, utilizing a strategy of technology introduction rather than direct price competition [21] Challenges and Competition - **Competition with Major Players**: The company faces challenges in high-end specifications dominated by major players like Murata and Samsung, particularly in material and process integration [15][20] - **Equipment Strategy**: While relying on imported equipment for precision, the company is also enhancing domestic equipment through modifications to meet production needs [19][20] Conclusion - **Overall Stability**: The company's fundamentals and industry performance remain stable, with ongoing efforts in capacity expansion, R&D, and market adaptation to ensure continued growth and competitiveness in the passive components market [2][3][12]

Summary of the Conference Call for Platinum Materials (铂科新材) Company Overview - **Company**: Platinum Materials (铂科新材) - **Industry**: Magnetic materials and components, specifically focusing on inductors and related products Key Financial Performance - **Revenue Growth**: - 2025 H1 revenue reached 860 million CNY, a year-on-year increase of approximately 8% [3] - Q2 revenue was 477 million CNY, with a year-on-year growth of 3.5% and a quarter-on-quarter increase of 24% [3] - **Profitability**: - Net profit for H1 was 191 million CNY, a year-on-year increase of about 3% [3] - Q2 profit was 117 million CNY, with a significant increase of nearly 60% quarter-on-quarter [2][3] - **Gross Margin**: - Overall gross margin approached 40% in H1, with a Q2 margin increase of approximately three percentage points [6] Product Line Performance - **Core Products**: - Magnetic core products accounted for 76% of total revenue, with a quarter-on-quarter growth of 25% [4] - Ceramic powder revenue was approximately 27 million CNY, with a 10% quarter-on-quarter increase [4] - Chip inductors and components saw a revenue decline to nearly 170 million CNY year-on-year [4] Industry Segmentation - **Market Segments**: - Photovoltaic sector contributed 46%-47% to total revenue, with growth driven by installation rush [5] - Automotive sector accounted for 12% of revenue, with significant growth in charging stations and new energy vehicles [11] - Communication and power supply sectors contributed 10%-34% [5] Capacity and Production Strategy - **Production Capacity**: - Current magnetic core capacity is approximately 20,000 tons, expected to reach 40,000-50,000 tons by year-end [7] - Total production capacity across two bases is about 70,000 tons, with dynamic adjustments based on market conditions [8] - **Future Plans**: - New projects aimed at expanding inductor production capacity are expected to generate at least 600 million CNY in output by 2026 [8] Research and Development - **R&D Investment**: - R&D expenses increased from 5% to over 7% of revenue, primarily for module inductor development [2][9] - New product developments include DDR5 and DDR6, with DDR5 already in mass production and DDR6 expected to enter large-scale production by 2027 [12][14] Market Trends and Future Outlook - **Growth Drivers**: - Chip inductors are identified as a key growth area, with expectations for significant revenue increases in H2 2025 [12] - The company is focusing on high-value projects and partnerships with semiconductor firms to enhance product offerings [12] - **Profitability Expectations**: - Anticipated slight decline in gross margins in early 2026 due to new facility depreciation, but overall profitability is expected to improve as production scales up [18] Competitive Landscape - **Market Position**: - Major competitors in the chip inductor market include companies like Flex, TI, ADI, and Infineon, with limited global suppliers [13] - Platinum Materials is positioned to capture market share through innovative solutions and direct customer engagement [29] Conclusion - **Strategic Focus**: - The company is committed to vertical integration, ensuring quality control from powder production to final products [32] - Future growth will be driven by advancements in AI, GPU applications, and expanding into new markets while maintaining a focus on high-margin products [15][16]

Summary of Hisense Visual Conference Call Company Overview - **Company**: Hisense Visual - **Industry**: Black Electronics (TVs) Key Points and Arguments 1. **Cost Control and Margin Improvement**: Hisense Visual has effectively controlled costs through optimized procurement and supply chain management, leading to a significant increase in gross margin, with TV business gross margin rising to 17.35% in 2022, outperforming Korean brands [2][6] 2. **Multi-Brand Strategy**: The company utilizes a multi-brand matrix (Hisense, Toshiba, VIDAA) to precisely target users and enhance market share in the large-size TV segment through high-end technologies like ULED and self-developed image quality chips [2][7] 3. **Market Share Recovery**: Traditional brands like Hisense have regained market share from internet TV brands like Xiaomi, which faced challenges with its low-price competition strategy, allowing Hisense to reclaim its position as the sales champion in China [2][10] 4. **Profit Growth through Brand Expansion**: Hisense has achieved profit growth through the expansion of brands like Vita and the mid-to-high-end Toshiba brand, successfully implementing a high-end strategy that has led to a return to the top of the Chinese market in terms of shipment volume [2][13] 5. **Global Market Positioning**: Chinese panel manufacturers' expansion and procurement scale advantages have positioned Hisense and other domestic brands to challenge Samsung for the top global shipment volume [2][14] 6. **Brand Awareness through Sports Sponsorship**: Hisense has enhanced its global brand recognition by sponsoring major sports events like the UEFA European Championship and the World Cup, particularly boosting its presence in European and American markets [2][16] Financial Outlook 1. **Profit Projections**: Hisense Visual is expected to achieve a net profit exceeding 2.6 billion RMB in 2025, with an average annual growth rate of 15% over the next three years, potentially reaching 3 to 3.5 billion RMB by 2027 [3][17] 2. **Market Valuation**: The current market valuation of approximately 28 billion RMB is seen as a good opportunity for accumulation, with expectations of exceeding 40 billion RMB in market value by 2027 [3][18] 3. **Positive Industry Factors**: The black electronics industry is expected to benefit from low inventory levels and declining panel prices in the second half of the year, which will support revenue and profit performance [3][19] Misconceptions and Responses 1. **Market Misconceptions**: Prior to 2022, the market believed that black electronics brands were heavily impacted by upstream panel price cycles, making sustained profit improvement difficult. Hisense has countered this by demonstrating effective cost control, outperforming Korean brands like Samsung and LG [5][6] 2. **Challenges for Second-Tier Brands**: Second-tier traditional TV companies like Changhong and Konka are facing challenges and shifting focus to other businesses, leading to declining sales and market share in the black electronics sector [12] Future Considerations 1. **Investor Guidance**: Investors are advised to closely monitor the upcoming 2025 first-half performance report, which may reflect positive trends such as low inventory levels and cost benefits from declining panel prices [20] 2. **Sustainability of Profit Improvement**: The sustainability of profit improvement is supported by factors related to cost, revenue, and profit, indicating a strong outlook for Hisense Visual [9][8]

Summary of the Conference Call for Zhichang Pharmaceutical Company Overview - **Company**: Zhichang Pharmaceutical - **Period**: First half of 2025 Key Financial Performance - **Revenue**: 27.49 billion, a year-on-year decrease of 31.87% [3] - **Net Profit**: 7.24 billion, a year-on-year decrease of 45.87% [3] - **Retail Sales**: Decreased from 33% to 29% of total sales [2] - **Gross Margin**: Decreased by 4 percentage points to 75.7% [2] - **Operating Costs**: 6.7 billion, a year-on-year decrease of 18.88% [7] - **Period Expenses**: 13.2 billion, accounting for 48% of revenue, up 2.7 percentage points [7] Product Performance - **Core Products**: Pudilan and Xiaorichiqiao accounted for 65%-70% of total revenue, with significant declines in sales due to decreased respiratory disease incidence and inventory issues [2][9] - **Sales Declines**: Pudilan and Xiaorichiqiao sales down nearly 36% and 47% respectively [5] - **Other Products**: - Magnesium Sulfate Oral Solution: 1.93 billion, up 44% [5] - Gastrointestinal Tonic: 2.6 billion, stable year-on-year [5] New Product Development - **New Products**: - Xiaoribian Tong Granules completed Phase III clinical trials and NDA submitted [2][8] - Chai Ge Fever expected to submit NDA next year [2][8] - **Market Potential**: Expected peak sales for Xiaoribian Tong Granules at 8-10 billion within 4-5 years [4][11] Market Outlook - **Flu Market**: Positive outlook for the flu market with the new drug Maxilosawei, expected to achieve sales of 10-15 billion [2][10] - **Inventory Recovery**: Inventory for Pudilan and Xiaorichiqiao normalized to about 40 days [12] Strategic Initiatives - **BD Strategy**: Focus on both short-term revenue generation and long-term product development, especially in aging-related diseases [18] - **Dividend Policy**: Company aims to maintain stable dividends despite performance pressures [13][27] Regulatory Environment - **Collective Procurement**: Decreased likelihood of self-paid products being included in collective procurement, viewed as a positive signal [14] - **Policy Changes**: Recent policy changes are seen as beneficial for the pharmaceutical industry, reducing competitive pressure [32][33] Future Expectations - **2025 Performance**: Anticipated continued pressure on performance, but optimism for 2026 as negative factors are expected to be absorbed [4][16] - **Sales and Management Expenses**: Sales expense ratio expected to decrease in the long term, while management and R&D expenses may increase slightly [15] Conclusion - **Overall Sentiment**: Despite significant challenges in 2025, the company remains optimistic about future growth driven by new product launches and a favorable regulatory environment [31][33]

Summary of Aopumai's Conference Call Company Overview - **Company**: Aopumai - **Industry**: Biopharmaceutical and Cell Culture Products Key Financial Performance - **Revenue**: 178 million CNY, up 23.77% year-on-year [2][10] - **Net Profit**: 37.55 million CNY, up 55.55% year-on-year [2][10] - **Net Profit (Excluding Non-recurring Items)**: 29.57 million CNY, up 76.73% year-on-year [2][10] - **Cash Dividend**: Proposed cash dividend of 2.3 CNY per 10 shares, totaling 26 million CNY, representing 69.56% of net profit [2][10] - **R&D Investment**: 24.14 million CNY, up 56.97%, accounting for 13.58% of revenue [2][11] Business Segments and Growth Drivers - **Cell Culture Products**: Revenue increased by 25.49%, driven by demand from biopharmaceutical and research institutions [2][11] - **CDMO Services**: Revenue grew by 13.24%, with improved international competitiveness and increased collaboration opportunities [3][4] - **International Revenue**: 68 million CNY, up 52%, primarily from commercial pipeline expansions in Russia and Spain [4][23] Operational Highlights - **New Production Capacity**: A new 2000-liter liquid culture medium production line was launched at the Taicang factory [2][6] - **Innovation Recognition**: Awarded "Shanghai Innovative Enterprise Headquarters" title, enhancing brand reputation [6] - **Commercial Pipeline**: Increased from 3 to 11 commercial pipelines, with expectations to reach 13 soon [5] Market Dynamics - **Sustainable Growth**: Orders between 1 million to 5 million CNY contributed nearly 50% of culture medium revenue, indicating strong demand from late-stage clinical and commercialization projects [12][13] - **Product Mix**: The company is focusing on high-margin products and optimizing operational efficiency to enhance profitability [4][27] Future Outlook - **Acquisition Plans**: The acquisition of Pengli Bio is expected to complete in Q4 2025, which will significantly impact expenses and profit margins [4][29] - **CDMO Business Recovery**: Anticipated to achieve breakeven within three years, with potential for earlier success due to the recovery of the innovative drug market [4][30] - **Continued R&D Investment**: The company plans to maintain high R&D spending to drive future growth [28][31] Strategic Initiatives - **Global Expansion**: Continued focus on international market penetration and increasing market share domestically and abroad [9][22] - **Product Development**: Introduction of new products such as transfection reagents and agarose, which are gaining traction in the research sector [17][18] - **Cost Management**: Effective cost control measures are in place to support net profit growth [28][29] Conclusion Aopumai has demonstrated strong financial performance and operational growth in the first half of 2025, with a clear strategy for future expansion and innovation in the biopharmaceutical sector. The company is well-positioned to capitalize on market opportunities while managing costs effectively.

Summary of the Conference Call for稳健医疗 Company Overview - **Company Name**: 稳健医疗 (Steady Medical) - **Business Structure**: Balanced between consumer products and medical products, each accounting for approximately 50% of revenue [2][3] Core Insights and Arguments - **Revenue Growth**: From 2015 to 2024, the company's revenue compound annual growth rate (CAGR) is 19%, while the scale CAGR is 14% [2][4] - **Profitability Improvement**: In the first half of 2025, the overall profitability has improved, with net profit margin and gross profit margin in an upward cycle, indicating an expected improvement in profitability [2][6] - **Market Trends**: Consumer habits are shifting towards health, self-care, and quality convenience, with content marketing platforms accelerating penetration [2][9] - **Channel Dynamics**: In 2024, there is a notable change in channel structure, with Douyin's growth slowing down while Tmall and JD.com are accelerating [2][10] Financial Performance - **Profit Margin Fluctuations**: Between 2015 and 2020, profit margins experienced slight fluctuations due to stable gross margins but declining net margins, influenced by increased R&D investments [5] - **Future Profitability**: The company is expected to enter a cycle of profitability improvement starting in 2025, driven by increased sales of major products like sanitary napkins and adult apparel [6][19] Management and Incentives - **Shareholding Structure**: The company has a concentrated shareholding structure, with the chairman holding 51% [2][7] - **Incentive Plans**: A stock incentive plan was announced for 2024, setting revenue growth trigger values at 13% and target values at 18% for 2025-2027 [7][8] Market and Consumer Trends - **Consumer Preferences**: There is a growing demand for health, safety, and comfort in sanitary products, driving innovation and channel strategies [11][9] - **Cotton Soft Towel Market**: The cotton soft towel market has seen rapid growth, with a CAGR of 40% from 2017 to 2024, although the overall market size remains small at 4.7 billion [12] Competitive Landscape - **Sanitary Napkin Market**: The sanitary napkin market is maturing with a size of approximately 100 billion, growing at 4%, primarily driven by online channels [11] - **Brand Performance**: Domestic brands like 百亚 (Baiya) and 奈斯公主 (Nice Princess) are performing well, while foreign brands face pressure [11] Future Outlook - **2025 Projections**: The company anticipates achieving a revenue growth target of 13% for the medical segment and 18% for the consumer segment in 2025 [8][19] - **Valuation Insights**: The company is currently valued at approximately 23 to 24 times earnings, which is considered low compared to the new consumer sector [22] Additional Considerations - **Channel Strategy**: The company is focusing on optimizing its channel strategy, with a shift towards traditional e-commerce platforms for new growth opportunities [10] - **Product Innovation**: Continuous product innovation in areas like probiotic sanitary napkins and all-cotton surfaces is crucial for maintaining competitive advantage [9][12] This summary encapsulates the key points from the conference call, highlighting the company's performance, market dynamics, and future outlook.