RLX Technology Inc.

Hello, ladies and gentlemen. Thank you for standing by for RLX Technology, Inc.' 's second quarter 2025 conference call. At this time, all participants are in a listen-only mode. After management's remarks, there will be a question and answer session. Today's conference call is being recorded and is expected to last about 40 minutes. I will now turn the call over to your host, Mr. Sam Sung. Head of Capital Markets for the company. Please go ahead, Ben.

Thanks very much. Hello, everyone, and welcome to Irish Technology's 7th Quarter 2025 Earnings Conference Call. The company's financial and operational results were released through PR on Newswire earlier today and have been made available online. You can also view the earnings press release by visiting our IR website at ir.relaxtech.com. Participants on today's call will include our Chief Executive Officer, Ms. Kate Wang, our Chief Financial Officer, Mr. Chao Lu, and me. Before we continue, please note that today's discussions will contain further information made under the safe harbor provisions of the U.S. Private Securities Litigation Reform Act of 1995. These statements typically contain words such as may, will, expect, target, estimate, intent, belief, potential, continue, or other similar expressions. Forward-looking information involving hearing risks and uncertainties. The accuracy of these statements may be impacted by a number of business risks and uncertainties that could cause actual results to differ materially from those projected or anticipated, many of which factors are beyond our control. The companies, its affiliates, advisors, and representatives do not undertake any obligation to update this further information, except as required under the equitable law. Please note that our technologies, earnings press release and discussion call, include discussions of unaudited GAAP financial measures, as well as unaudited non-GAAP financial measures. Our express release contains a reconciliation of the unaudited non-GAAP measures to the unaudited GAAP measures. I will now turn the call over to Ms. Case Wong. Please go ahead.

Thank you, Sam. And thanks, everyone, for making time to join our earnings conference call today. First off, we were pleased to deliver impressive second quarter results amidst shifting consumer trends and the rapidly evolving macro and regulatory environment. highlighted by a 40% year-over-year increase in net revenues to 880 million RMB and a non-GAAP operating profit of 116 million RMB. This strong performance underscores our effective strategic execution in our international expansion. and outstanding ability to quickly adapt to change in regulations and consumer demand. With our matchless innovation and go-to-market capabilities, we are confident in our ability to lead this industry's realignment and continue driving sustainable growth. Let's move on to an overview of the global smokeless alternative market and the latest EVAPOR consumer behaviors and regulations relating to the EVAPOR segment, as well as our corresponding strategic initiatives. The transition towards smokeless nicotine products continues to gain traction worldwide. Well, e-vapor remains a key driver of this shift with solid momentum. Other categories such as heat-not-burn devices and modern oral nicotine products are also contributing collectively reshaping the tobacco alternative landscape. Most consumers enter the smokeless market by moving away from traditional cigarettes rather than switching between smokeless products. Since each smokeless segment addresses distinct consumer needs, these three categories are more complementary than directly competitive, creating an ecosystem where multiple smokeless segments can thrive simultaneously. EVA products are favored by those who value device performance, portability, and often engage in outdoor activities. Tina Byrne products appeal to long-time smokers seeking an endurance closer to conventional smoking. At the same time, modern oral nicotine stimulates into the lifestyle of office workers and frequent travelers. Collectively, these categories are expected to capture a significantly larger share of the total nicotine market over the next five to 10 years. With oral nicotine currently standing as the fastest growing segment. Against this backdrop, we are seeing a clear industry shift from single category to multi-category portfolio. Historically leading brands concentrated on a single product type, but today diversification is becoming the potential standard among industry leaders. ILX has already established market leadership and high brand recognition in the EVAPOR segment. Last year, we expanded beyond this core focus with a pilot program for modern oral nicotine products and have completed our 2B prototype. Although the prototype has not yet officially launched in the 2C market, The feedback from distributors have been very positive, potentially broadening our portfolio to reduce risk and capture greater market share. We remain committed to exploring additional categories that align with both our capabilities and evolving consumer needs. With our strong execution track record, deep consumer insights, and proven ability to in-know it, we are well-positioned to lead this transformative shift across the smokerless, authentic industry. For our core eWay performance, we have clear strategies and execution plans to address evolving global trends and local market dynamics. One of this year's global developments is what we call the big puff effect, where consumers are increasingly gravitating toward devices with a higher puff count per unit. This trend has driven substantial increases in product capacity, while also reducing the millimeter cost of evapour consumption. We have responded quickly to this change by launching a range of high-capacity products tailored to local preference. At the same time, we are maintaining our focus on innovation beyond short-term trends, inferring that we have a pipeline product that delivers superior performance, greater sustainability, and stronger consumer value for the long term. While the big puff effect has had an outside influence in recent quarters, we expected the market to gradually stabilize towards the end of this year as physical constraints such as handling comfort, and portability limited for the enlargement of devices. This stabilization will establish a new baseline from which the industry can resume healthy sustainable growth in 2026 and beyond. Then disposable products due to environmental impact by another movement we are seeing in many major markets globally. While disposable products have historically been an integral part of our portfolio, we recognize that the future lies in more sustainable solutions. This shift plays directly to one of IOX's core strengths, cartridge-based technology in both closed-system and open-system products. We are advancing cartridge-based technology by investing in new product development, optimizing e-liquid and cartridge integration to achieve superior performance while providing greater value for consumers. By doubling down on our strength, we aim to lead the industry's transition toward sustainable solutions while capturing new market opportunities that emerge from this shift. On the operational front, we continue to refine and tailor our overseas regional operations for greater agility, enhancing our ability to adapt to local changes both effectively and efficiently. We have invested in local retail support, which provides us with firsthand retail and user insights into these markets. This empowered us to refine our market strategies and optimize our product portfolio for each market, while also helping our distributors make better day-to-day operational decisions. In addition to operational improvements, we have been actively pursuing partnerships with new capable distributors and retailers in key regions broaden our reach and secure access to critical growth markets worldwide. In March 2025, we entered into an investment agreement with the leading compliant European eVapor company with a full suite of capabilities and services in the local market. This partnership brings us a wealth of new capabilities in Europe, while also expanding our operational footprint and enhancing our local market share. In summary, the smokeless alternative market continues to evolve rapidly, driven by regulatory clarity, changing consumer preferences, and technological innovation. By implementing a multi-category strategy, strengthening our global distribution network, and emphasizing sustainable product innovation, all while maintaining our deep commitment to compliance, we are positioning IOS to capture the opportunities of today while shaping the future of the industry. We remain committed to building a healthier and more sustainable world for our current customers and generations to come. Now let's move on to our financial results for the second quarter of 2025. Charles, please go ahead.

Thank you, Kate. And hello, everyone. Before I start the detailed discussion of our financials, please note that unless otherwise stated, all the financials I will present today are in RMB terms. First top line, we delivered another strong quarter with net revenues reaching RMB 880 million, representing a 40% year-over-year increase and a 9% quarter-over-quarter increase. This impressive performance highlights our successful internationalization strategy and our ability to capture the opportunities presented by the accelerating global shift toward reduced-risk smokeless alternatives. The consolidation of our recently acquired European e-vapor company in June also contributed to our robust growth figures. Meanwhile, our China business also achieved significant year-over-year growth, thanks to stricter control aimed at combating illegal products, as well as our successful launch of a disposable product series in the second half of last year. Next, turn to profitability. We drive a 2.3 percentage point expansion in our gross margin year-over-year to 27.5%, reflecting a favorable revenue mix from international markets and our continued cost optimization efforts. Sequentially, excluding the effects of amortization and depreciation of assets arising from fair value step up in business acquisitions in the second quarter of 2025, which increased our cost of revenue. Our growth margin remained stable quarter over quarter, showcasing our ability to maintain steady profitability amid intense competition and regulatory changes in international markets. The second quarter of 2025 marked our seventh consecutive quarter of positive non-GAAP operating profit at RMB 116 million, with non-GAAP operating margin expanding by more than 5 percentage points year-over-year to 13.2%. This improvement was driven by contributions from our fast-growing international business and enhanced operating leverage Looking forward, we are positioned to further improve profitability as we scale globally by remaining focused on efficiency and maintaining a lean organizational structure. Next on cash, in terms of cash flow, we achieved operating cash inflow of RMB 230 million in the second quarter of 2025. a significant increase from 197 million in the same period last year, underscoring both our scale growth and disciplined working capital management. Our negative cash conversion cycle remains a competitive strength, with inventory turnover at 31 days, receivable turnover at 16 days, and payable turnover at 67 days. Our cash position remains solid. As of June 30, 2025, our total financial assets, including cash and equivalents, restricted cash, various short-term and long-term deposits and investments stood at RMB $15.5 billion, approximately $2.2 billion in U.S. dollar terms, providing us with the flexibility to continue investing in strategic growth and innovation while navigating regulatory shifts. Finally, we are pleased to announce our third cash dividend since our IPO, reaffirming our commitment to delivering value to our shareholders. We remain dedicated to generating sustainable, growing profits and enhancing returns for our shareholders. In conclusion, our outstanding Q2 2025 results demonstrated executional excellence as well as the resilience of our business model. As the industry evolves, we are leveraging our market leadership, innovative product offerings, and the localized strategies to unlock new growth opportunities. With a diversified market presence, disciplined financial management, and a clear strategic roadmap, we are confident in our ability to continue delivering sustainable growth and significant value to stakeholders, even in a year of industry transition. This concludes our prepared remarks today. We will now open the call to questions. Operator, please go ahead.

We will now begin the question and answer session. To ask the question, you may star then 1 on your touch tone phone. If you are using a speakerphone, please set up your handset before pressing the key. If the question has been addressed and you would like to withdraw your question, please press star then 2. For the benefit of all participants on today's call, if you wish to ask your question to management in Chinese, please immediately repeat your question in English. The first question today comes from Lydia Ling with Citi. Please go ahead.

Thanks, management. Lydia from Citi. I have two questions. First, on the regulation side, it looks like some overseas markets have started tightening regulations. Do you feel that the management of the non-compliant products has become more standardized? And do you expect or have you seen positive impact on your compliant products and also your business development? And my second question is on the overseas business. So your group revenue has some sequential improvement in the second quarter. So how is the organic growth of the overseas business in the second quarter changing? And you also give us some updates on the progression of the overseas expansion and also your outlook for the second half and beyond. Thank you.

Thank you very much, Lydia. Regarding the first question, the global regulatory landscape for EVFU products is becoming increasingly well-defined and straight and forth, bringing greater clarity to compliance requirements such as product standards and exercise tax. For leading and compliance corporations like our company, this shift is delivering tangible benefits. We anticipate that the brand share and distribution share of the current grey and black markets will decline as regulators continue to enforce regulations, particularly by implementing straighter custom control and tax collection practices and shutting down illegal operations and stores. This transition to where compliance also presents an opportunity for us to gain market share. Many markets are implementing stricter product standards this year. With clearer rules and strong enforcement, we are seeing a transition from illegal products offered by competitors to our compliance offerings, including our cartridge-based closed system and open system products. Lastly, reputable retail channels particularly key accounts such as convenience stores and petrol stations, are steering away from gray market products. Instead, they are prioritizing partnerships with compliant businesses with a leading market share like ours. This trend not only creates a more stable operating environment, but also opens up significant growth opportunities for the company. Regarding your question about organic growth of overseas business, despite the China export data reporting a year-over-year decline in the low teens for the first half of the year, our company achieved moderate year-over-year growth organically in overseas business, showcasing our resilience and ability to capture increasing market share from various types of competitors. we have gained market share progressively in many Asian markets in the first half of 2025. Our successful expansion into the European market this quarter marked a major step forward in our overseas business and made a meaningful contribution to our revenue growth during the quarter. For the second half of 2025, our priority will be to strengthen distribution and retail capabilities in Asia and Europe while optimizing our product portfolio to boost our competitiveness. Looking ahead, we plan to expand into additional European countries and selected Asian countries and perhaps an additional continent by early 2026. However, this plan remains in its early stages and will depend on further developments. Thank you for your questions.

The next question comes from Charlie Chen with China Restaurant. Please go ahead.

Thank you, management, to take my questions. I have a question regarding the domestic market. So can you give us more color on the current situation of the China market right now, in addition to the regulatory side? And also, how is relax business performance in Chinese markets so far? Thank you.

Thank you very much, Charlie. So we have observed a moderate recovery in domestic compliance market this year, primarily driven by straighter custom control at China's broader, which have limited the reselling of overseas business back into the domestic markets. This is certainly encouraging news, though there remains significant room for improvement. At present, over 80 to 90% of the domestic market continues to be dominated by illegal products, the majority of which are produced by small local workshops. These products are often of subpar quality, contribute no tax revenue to the society, and are potentially associated with criminal activities. As the largest compliance brand in the domestic legal markets, we have been actively collaborating with regulators, providing over 4,000 leads and pieces of evidence concerning illegal retailers and manufacturers in this year. We believe that as greater regulations on these local manufacturers and retailers are enforced, compliance product share of the overall domestic market will steadily increase. In terms of performance, our domestic revenue grew in line with the overall industry during the first half of 2025, with our market share in the compliance segments remaining consistently strong. This is reflected by growth in the exercise test on product line of our increment statement. From a product perspective, cartridge ports have demonstrated faster growth than devices, reflecting a trend of existing users increasingly adopting compliance products with growing retention. Additionally, alongside the crackdown on non-compliance products, the launch of our disposable products, Faydio, in the second half of 2024 has played a key role in driving the incremental recovery of our domestic business. Thank you for your question.

The next question comes from Yuying Zhu with CICC. Please go ahead.

Thanks, Benjamin. This is Zoe from CICC. My first question is about dividends. We noticed that the company has historically announced dividends in November, but this year, dividends were announced in August. Will there be any additional dividends this year? And we also noticed that the company's share repurchase program will expire by the end of this year. Is there any plan to extend or launch a new share repurchase program? Thank you.

Thank you, Sui, for your question. Subject to the board's decision and approval, we do not foresee there will be additional dividend announcements this year. Same as the last two years, our plan in 2025 is to distribute a cash dividend of one cent per ordinary share, or ADS. Regarding the share repurchase program, we have been purchasing our shares since December 2021. By the end of 2024, we had repurchased over 300 million US dollars of our shares or ADS. We have also made additional share repurchase throughout 2025 through open market purchases and privately negotiated transitions. Looking ahead, we plan to remain a progressive shareholder return program. Our scale and profitability has been growing in the past three years, and recent quarter's achievements have been encouraging. As always, we'll diligently evaluate our financials and strive to generate robust shareholder returns and profitability growth. We are also looking at more efficient means for providing future shareholder returns. Thank you for your question.

The next question comes from Yang Gao with CITIC. Please go ahead.

Thanks, management. My question is about investment agreement. We noticed that the company entered into an investment agreement with an EV company based in Europe during the first half of 2025 and is annually profiling. Could management provide more details to this agreement?

Thank you very much, Guoyun, for your question. So in March 2025, we entered into an investment agreement with a leading compliance developer company in Europe, which has been consolidated into our financial statements starting in June. The acquired company has a 17-year track record and operates a full industry chain business model and encompasses in research and development, manufacturing, warehousing distribution, retailing, and e-commerce. RELAX plays significant value on the company's brand business and operations. Following the acquisition, we have adopted a new approach in regions where the company operates. We now position ourselves as a retailer, distribution partner and brand operator rather than focusing solely on selling relaxed branded products in these regions. Within the acquired company channel, relaxed products will compete on a square footing with other brands. Looking ahead, we aim to leverage the company's distribution and retail capabilities to gain first-hand insights into European market trends. This smart partnership has also enabled us to build capabilities previously lacking in Europe, expand our operational footprint, and increase local market share. These advancements will allow us to strengthen retail capabilities, achieve localized operations, and foster greater diversity and flexibility in our business strategy.

Thank you for your question. Thank you once again for joining us today.

If you have further questions, please feel free to contact RxTechnologies' investor relations team through the contact information provided on our website of the Ashanti Financial Communications.

The conference is now concluded. Thank you for attending today's presentation. You may now disconnect.