Smart Share Global Limited

Hello, and thank you for standing by for Energy Monster's 2022 First Quarter Earnings Conference Call. At this time, all participants are in a listen-only mode. After management's prepared remarks, there will be a question and answer session. Today's conference is being recorded. If you have any objections, you may disconnect at this time. And I'd like to turn the meeting over to your host for today's conference call, Director of Investor Relations, Hanson Xu. Thank you. Please go ahead.

Thank you. Welcome to our 2022 First Quarter Earnings Conference Call. Joining me on the call today are Mars Tai, Energy Monster Chairman and Chief Executive Officer, and Maria Jin, Chief Financial Officer. For today's agenda, management will discuss business updates, operation highlights, and financial performance for the first quarter of 2022. Before we continue, I refer you to our Safe Harbor Statement in the earnings press release, which applies to this call, as we will make forward-looking statements. Also, this call includes discussion of certain non-GAAP financial measures. Please refer to our earnings release, which contains a reconciliation of non-GAAP measures to the most directly comparable GAAP measures. Finally, please note that unless otherwise stated, all figures mentioned during this conference call are in R&B. I would now like to turn the call over to our Chairman and Chief Executive Officer, Mark Tsai, for the Business and Operations.

Thank you, Hanson. Good day, everyone. Welcome to our 2022 first quarter earnings call. The first quarter of 2022 has been a challenging quarter for EnergyMonster in light of the continuous outbreak of COVID in regions such as Shenzhen, Beijing, Tianjin, Hangzhou, and Changchun throughout the quarter, and especially due to the significantly worse than expected outbreaks in Shanghai, starting mid-March, which radiated towards other regions. For example, the outbreak in Tianjin in January resulted in a 67% decline in revenues within the city. During the 15 days period after the initial case, Hangzhou's January outbreak resulted in a 58% decline, Shenzhen in March, 51%. Changchun's March outbreak, 86%, and an outbreak in Shanghai starting mid-March resulted in a 70% decline in March. The frequency and size of the COVID outbreaks in the first quarter of 2022 is increasing compared to 2021. These COVID outbreaks resulted in a significant decline in offline food traffic as people are more likely to stay at home, and offline locations are forced closed due to lockdown measures. The outbreaks are resulting in a general decline in offline user foot traffic across the board, negatively impacting almost all brands with an offline presence. These outbreaks continue to adversely affect the foot traffic to offline POIs in both regions of the outbreak and surrounding regions as well, which in return results in lower food traffic to POIs where our cabinets are placed. During the first quarter of this year, same-store revenue decreased by approximately 35% year-over-year as a result of the general decrease of food traffic. Despite the impact, we continue to stay long-term oriented and focus on laying the groundwork for expanding our market leadership. We continue to make strides in expanding our PY network, which reached 861,000 as of the end of the first quarter of 2022, increasing by over 20% year over year. With the increase in coverage, our service becomes available to more customers across China. Accumulated registered users reached 299 million as of the end of the first quarter, implying the acquisition of 12 million new registered users and increasing by over 25% year-over-year. We also continue to reduce both fixed and variable incentive fees to better mitigate against fluctuations in revenue resulting from COVID outbreaks. Notably, incentive fees as a percentage of revenue for new signings continue to trend down in light of diminishing competition. Lowering incentive fees and decrease in usage of fixed incentive fees will eventually help us lower our blended incentive fee rates. and decrease the impact of exterior events such as COVID outbreaks on our operation. While we continue to be impacted by COVID, we remain confident in the long-term development of the market. The general demand of our service remains unchanged as regions coming out of COVID impact quickly recover within one to two months after containment. That's why we continue to uphold a long-term perspective in terms of our core strategies during COVID. We will continue increasing our POI network coverage through both our direct and network partner models, as well as launching innovative ways for the two models to work together to further expand our market presence. We also continue to innovate to increase our market-leading efficiency. Programs such as our power bank optimization program and the launch of our new generation of cabinets will unlock our asset efficiency capabilities. We are confident that our innovative initiatives will further help us both cement our competitive advantage and capture the growth of China's mobile device charging service industry. Now let me walk you through our core strategies in coverage and efficiency. First is the coverage of our service. We continue to expand the coverage of our service through a combination of our direct operation and network partner models. Our POI coverage in our user base continues to increase despite the headwinds set forth by COVID outbreaks. In terms of direct operation model, our BD personnel continue to spearhead our coverage expansion, primarily in higher tier cities. During COVID, the expansion rate of our POI has significantly decreased compared to that of a normalized period, as the decline in offline traffic to POIs make a large number of potential POIs inadequate for coverage in terms of probability requirement. While this has resulted in a decrease in potential POI fit for our coverage during the period of COVID impact, but it also resulted in a general reduction in incentive fee rates for new signings. After the outbreak is contained, the potential POI pool is restored once offline traffic within the region is normalized. because our incentive system aligns the interest of our BD with that of the company. We continue to maintain a healthy and efficient increase in POI coverage even during period of COVID outbreak. On the other side of the coverage expansion is our network partner model. Through a series of marketing campaigns and implementation of new channels for partner acquisition, such as telemarketing and online acquisition, tailored to attract high-quality network partners to EnergyMonster. We continue to rapidly increase our network partner count. As the end of the first quarter of 2022, we have a network of over 1,300 network partners spanning across China. Our network partner count is up by over 180% year-over-year and 30% quarter-over-quarter. As we accelerate our pace, for attracting high-quality network partners. These network partners generally have previous experience working with POIs within a given region, such making them highly efficient partners for the expansion of our service network. The number of POIs operated under the network partner model as a result increased from 38% as of the end of the fourth quarter last year to 38.9% as end of the first quarter this year. We also launched a series of innovative initiatives that leverages the advantage of direct operation and network partner models. Initiatives such as the opening of all regions to both models and leveraging our direct operation team to attract new network partners allow us to extract higher level of synergy between our two core models. Our direct operation model, which has extensive coverage across China, can now leverage its presence to not only identifying new POI partners, but potential network partners as well. At the same time, our network partners are able to work alongside our direct model in all regions to increase coverage regions that were previously exclusive for direct model allowing us to better leveraging our network partners unique advantage because both our models had the market in terms of market share we believe additional synergy between the two will help us to extend our market leadership more rapidly more flexibly and more efficiently we also continue to made strong progress expanding our KA coverage. Notably, during the quarter, we signed major brands such as Pizza Hut, Wan Ke Mo, and Xiaopeng EV Car. Continuous expansion of KA remains an important component of expansion of our coverage, as KA's generally have higher level of food traffic. While the impact of COVID, it does so to a lesser extent compared to smaller brands. This makes KAs strategically important as they are impacted less during the period of COVID and have higher levels of potential during the period of normalized food traffic. Our key priority is to target the top KAs within each POI segment, such as chain store, shopping mall, transportation hub, and movie theaters. By utilizing a top-down approach, we are able to make more efficiently onboard smaller brands given our experiences working with the larger ones. Our abilities to customize our service that better fit into the POI's experience and to provide high-quality support also serve as key differentiators in EnergyMonster's value added to KAs when compared to our peers. Going forward, we believe we will be able to leverage our existing strength in the KA segment to accelerate our penetration into all types of KA throughout China. In terms of competitive environment, throughout last year and this year, we are seeing a general decline in competition under the direct model as our peers within the industry continue to significantly scale down their direct operation personnel In combination with the COVID outbreaks and its more significant impact of our peers, we see a lighter competitive environment for POIs across all segments and regions. This decrease in new signing incentive fee rate and the reduction in usage of fixed incentive fees for new signings will help us better navigate ourselves during the period of COVID impact. Next is our initiatives on the operational efficiency front. Efficiency has always been a crucial part of EnergyMonster's operating philosophy and a key differentiator that set us apart from our peers within the industry. Because of the impact of COVID on our top line, we have to continuously optimize our fixed costs and expenses. Improved efficiency greatly help us reduce the efficiency of these fixed costs and expenses, which in turn lowers the proportion of fixed costs and expenses as a percentage of revenue. Although the efficiency of our direct operation and network partner team remains market leading, we continue to identify ways to increase their efficiency through measures such as back-end tool improvement and model innovation. our business development personnel's coverage of POIs continue to increase as we implement measures to unlock the efficiency potential through better system and improved SOP. In the first quarter, our BD's coverage of POI per person has increased 33% year over year, making a significant increase in terms of efficiency. The implementation of innovative models such as The leveraging of our direct operation team to attract more network partners will further unlock our efficiency potential as our business development personnel can have more avenues to contribute growth. We also continue to make strides improving our asset efficiency through our power bank optimization program and the launch of our newer generation of cabinets this year. We continue to implement our power bank optimization program during the quarter, which provides us the most efficient amount of power bank that should be in the given cabinet based on a historical matrix. Additionally, we are also in the final testing phase of our new generation of power bank cabinets, featuring a redesigned external form factors and internal layout, while these new cabinets will have similar durability and features. They will have a significantly lower capex. These new cabinets will also significantly enhance our ability to acquire more high-quality network partners as it reduces the payback period for our partners and unlock their growth potential. We believe our continuous pursuit of efficiency, both in terms of employee and asset, will significantly distinguish Energy Monster's position within the industry and unlock the value for all of our stakeholders in the long run. In conclusion, we continue to face challenges from COVID in the first quarter of 2022 and will face even more challenges in the second quarter, given the larger-scale outbreaks stemming from Shanghai and Beijing. Starting in mid-March, Shanghai's food traffic was nearly halted due to the citywide lockdown imposed by the government. As a result, from mid-March to May, our revenue in Shanghai decreased by an average of 93%. Beijing is similar, but to a less extent. From late April to May, our revenue in Beijing decreases by an average of 74%. While these outbreaks are challenging, they are short-term in nature. Starting in June, the recovery trend has been clear. For example, in Shanghai, in the first week of June, average revenue recovered to 27% compared to the same period of last year, compared to the 7% revenue from mid-March to May. Despite ongoing outbreaks in Beijing and other regions, we are seeing time after time that demand for our service remains unchanged. and regions impacted by outbreaks quickly recover to normalized levels in due time. Overall, COVID outbreaks cannot and will not be predictable. And that's why we have to focus on the fundamentals of the company so that we can better navigate ourselves during the period of lower food traffic and capture the growth of industry during the period of normalized food traffic. We will continue to expand our coverage from our direct and network partner models, extending our POI coverage across all cities, POI types, and brands. We will also continue to introduce innovative ways for our direct operation and network partner model to leverage their respective advantage to achieve higher levels of synergy between the two models. We will relentlessly pursue higher efficiency both in terms of our employee and assets. Going forward, we believe our effort in coverage, expansion, and efficiency improvements will serve strong competitive advantage that sets EnergyMonster apart from the industry peers and allow us to effectively capture the long-term secular growth of China's mobile device charging service industry. Thank you very much. I will now turn the call over to Maria Xin, our Chief Financial Officer, for the financial highlights.