Q3 2026 Here Group Ltd Earnings Call

June 5, 2026

Operator: Good morning and good evening, ladies and gentlemen. Thank you for standing by, and welcome to Here Group's Earnings Conference Call. At this time, all participants are in a listen-only mode. We will be hosting a question and answer session after management's prepared remarks. Please note that today's event is being recorded. I will now turn the conference over to Ms. Tina Tang, the company's manager of investor relations. Please go ahead, ma'am.

Speaker #1: We will be hosting a question-and-answer session after management's prepared remarks. Please note that today's event is being recorded. I will now turn the conference over to Ms. Tina Tang, the company's Manager of Investor Relations.

Speaker #1: Please go ahead, ma'am. Thank you. Hello, everyone, and welcome to Here's earnings call for the third quarter of fiscal year 2026. With us today are Mr. Peng Li, our founder, chairman, and CEO; and Mr. Ting Xie, our CFO.

Tina Tang: Thank you. Hello, everyone, and welcome to HERE's earnings call for the Q1 of fiscal year 2026. With us today are Mr. Peng Li, our founder, chairman, and CEO, and Mr. Dong Xie, our CFO. Mr. Li will provide a business overview for the quarter. Dong will discuss the financials in more detail. Following their prepared remarks, Mr. Li and Dong will be available for the Q&A session. I will translate for Mr. Li. You can refer to our quarterly financials results on our IR website at ir.quantasing.com. You can also access a replay of this call on our IR website when it becomes available a few hours after its conclusion. Before we continue, I would like to refer you to our safe harbor statement in our earnings press release, which also applies to this call as we will be making forward-looking statements.

Tina Tang: Thank you. Hello, everyone, and welcome to Here's earnings call for the Q1 of fiscal year 2026. With us today are Mr. Peng Li, our founder, chairman, and CEO, and Mr. Tim Xie, our CFO. Mr. Li will provide a business overview for the quarter. Tim will discuss the financials in more detail. Following their prepared remarks, Mr. Li and Tim will be available for the Q&A session. I will translate for Mr. Li. You can refer to our quarterly financials results on our IR website at ir.quantasing.com.

Speaker #1: Mr. Li will provide a business overview for the quarter, then Ting will discuss the financials in more detail. Following their prepared remarks, Mr. Li and Ting will be available for the Q&A session.

Speaker #1: I will translate for Mr. Li. You can refer to our quarterly financial results on our IR website at ir.heargroup.com. You can also access a replay of this call on our IR website.

Tina Tang: You can also access a replay of this call on our IR website when it becomes available a few hours after its conclusion. Before we continue, I would like to refer you to our safe harbor statement in our earnings press release, which also applies to this call as we will be making forward-looking statements.

Speaker #1: When it becomes available, a few hours after its conclusion. Before we continue, I would like to refer you to our safe harbor statement in our earnings press release.

Speaker #1: This also applies to this call. As we will be making forward-looking statements, please note that all numbers stated in the following management-prepared remarks are in RMB terms, and we will discuss non-GAAP measures today.

Tina Tang: Please note that all numbers stated in the following management prepared remarks are in RMB terms, and we will discuss non-GAAP measures today, which are more thoroughly explained and reconciled to the most comparable measures reported in our earnings release and filing with the SEC. I will now turn the call over to the CEO and Founder of HERE, Mr. Li.

Speaker #1: These measures are more thoroughly explained and reconciled to the most comparable measures reported in our earnings release and filed with the SEC. I will now turn the call over to the CEO and founder of HERE, Mr. Li.

Speaker #1: Okay, thank you. Good morning, everyone, and thank you for joining us today. I'm very pleased to announce that we achieved about RMB 165 million in revenue this quarter.

Peng Li: Okay. Thank you. Good morning, everyone, and thank you for joining us today. I am very pleased to announce that we achieved about RMB 165 million in revenue this quarter. This exceeded the high end of our guidance. More importantly, we keep improving our IP and the pop toy business. We are consistently optimizing our operations and the cost structure to build a stronger foundation for long-term growth. As we all know, the H1 of the year, especially the first three months, is typically a slow season for the pop toy industry. Beyond working with our channel partners and selling through our own direct channels, we stayed focused on our core strategy. That means building internal capabilities, developing IP-related products and content, and optimizing our channels. The market environment remains challenging, but consumers' demand for emotional and experience-based spending persists. Our IP products and services around what consumers actually need.

Speaker #1: This exceeded the high end of our guidance. More importantly, we continue to improve our IP and portfolio business. We are consistently optimizing our operations and cost structure to build a stronger foundation for long-term growth.

Speaker #1: As we all know, the first half of the year, especially the first three months, is typically a slow season for the portfolio industry. Beyond working with our channel partners and selling through our own direct channels, we stayed focused on our core strategy.

Speaker #1: That means building internal capabilities, developing IP-related products and content, and optimizing our channels. The marketing environment remains challenging, but consumers' demand for emotional and experience-based spending persists.

Speaker #1: We built our IP products and services around what consumers actually need. Let me start with our IP performance. Wakoku remains our flagship IP. It contributed RMB 102 million in revenue in Q3.

Peng Li: Let me start with our IP performance. Wakuku remains our flagship IP. It contributed RMB 102 million in revenue in Q3, or around 52.2% of total revenue. SIINONO's revenue grew 73.1% quarter over quarter, accounting for 20.2% of total revenue. SIINONO launched in H2 2025. In less than a year, it has reached a meaningful scale. This is an early validation of our ability to incubate new IPs. More importantly, we are seeing growing cross IP engagement. Wakuku users are connecting with SIINONO and other IPs, while new users are always discovering our increasingly rich IP portfolio. As we move forward, we keep coming back to one key insight. Short-term sales are not the real measure of success. The real question is whether an IP can win users and earn a lasting place in their hearts and lives. IP development and ongoing operations take time.

Speaker #1: All around 62.2% of total revenue. Synonymous revenue grew 73.1% quarter over quarter, accounting for 20.2% of total revenue. Synonymous launched in the second half of 2025.

Speaker #1: In less than a year, it has reached a meaningful scale. This is an early validation of our ability to incubate new IPs. More importantly, we are seeing growing cross-IP engagement.

Speaker #1: Wakoku users are connecting with Synonymous and other IPs, while new users are always discovering our increasingly rich IP portfolio. As we move forward, we keep coming back to one key insight.

Speaker #1: Short-term sales are not the real measure of success. The real question is whether an IP can win users and earn a lasting place in their hearts and lives.

Speaker #1: IP development and ongoing operations take time. They require long-term interaction between the IP and its users. Often, in fiscal spaces, offline D2C stores are a key part of making that happen.

Peng Li: They require long-term interaction between the IP and its users, often in physical spaces. Offline D2C stores are a key part of making that happen. Based on our deeper knowledge of the IP industry, we have refined our strategy. In 2025, our growth was mainly driven by our strong product capabilities and the strength of our IP portfolio. At the same time, we benefited from favorable market circles, channel tailwinds, and celebrity partnerships. These collaborations gave us additional momentum and valuable experience. We will continue to benefit from our partnerships. At the same time, we know that building lasting IPs requires strong building and solid operational capabilities. That means building our own systems to reach users directly and engage with them deeply. Therefore, long-term IP momentum will always be our top priority. Revenue should follow from strong IPs, not be the target.

Speaker #1: Based on our deeper knowledge of the IP industry, we have refined our strategy. In 2025, our growth was mainly driven by our strong product capabilities and the strength of our IP portfolio.

Speaker #1: At the same time, we benefited from favorable market cycles, channel tailwinds, and celebrity partnerships. This collaboration gave us additional momentum and valuable experience. We will continue to benefit from our partnerships.

Speaker #1: At the same time, we know that building lasting IPs requires strong foundations and solid operational capabilities. That means building our own systems to reach users directly and engage with them deeply.

Speaker #1: Therefore, long-term IP momentum will always be our top priority. Revenue should follow from strong IPs, not be the target. To achieve this, we have set the following key priorities.

Peng Li: To achieve this, we have set the following key priorities. First, keep building IPs and brand operations. Create ongoing interaction between IPs and users through different formats. Deliver great emotional experiences. We will stick to our strategy, focusing on our core IPs while creating and growing new ones. Around our core IPs, we are speeding up the development of innovative products. This will take about three to six months. We expect to launch new products from our core IPs very soon. Second, keep expanding our offline D2C stores and robo shops. This extends our brand reach and user touchpoints. We treat our offline D2C stores as an extension of our IP products. The store itself is a product. It unifies the IP expression within our self-operated brand system. As of today, we have opened seven D2C brand stores. Each store serves as a space for brand user interaction.

Speaker #1: First, keep building IPs and brand operations. Create ongoing interaction between IPs and users. Through different formats. Deliver great emotional experiences. We will stick to our strategy.

Speaker #1: Focusing on our core IPs while creating and growing new ones. Around our core IPs, we are speeding up the development of innovative products. This will take about three to six months.

Speaker #1: We expect to launch new products from our core IPs very soon. Second, we will keep expanding our offline D2C stores and robo-shops. This extends our brand reach and user touchpoints.

Speaker #1: We treat our offline D2C stores as an extension of our IP products. The store itself is a product. It's a unified IP expression within our self-operated brand system.

Speaker #1: As of today, we have opened seven D2C brand stores. Each store serves as a space for brand-user interaction. Our membership system has also been upgraded, and we now have a full-chain membership management system in place.

Peng Li: Our membership system has also been upgraded. We now have a full chain membership management system in place. This lays the foundation for constant user engagement. Our robo shop, Roarts, has also recently begun. To date, we have developed around 15 robo shops in three cities. Third, keep building strong online operations. We want to note that online sales are not our goal. Online activities will serve as one of the tools for IP and product operations. This help us deliver a great consumer experience. Fourth, keep a measured and steady pace on global expansion. In the near term, we plan to open a pop-up store in South Korea and participate in a trade show in the US as the initial market test. Fifth, keep optimizing our business cooperation with channel partners. We pursue mutual benefits and winning outcomes.

Speaker #1: This lays the foundation for constant user engagement. Our robo-shop robot has also recently begun operations. To date, we have developed around 15 robo-shops in three cities.

Speaker #1: Third, keep building strong online operations. We want to note that online sales are not our goal. Online activities will serve as one of the tools for IP and product operations.

Speaker #1: This helps us deliver a great consumer experience. Fourth, keep a measured and steady pace on global expansion. In the near term, we plan to open a pop-up store in South Korea and participate in a trade show in the US as the initial market tests.

Speaker #1: Fifth, we will keep optimizing our business cooperation with channel partners. We pursue mutual benefits and win-win outcomes. We work with them to promote our IPs and products.

Peng Li: We work with them to promote our IPs and products, and to deliver great experiences to users. Building IP value and enhancing user experience is a long journey, but with efficient execution, we can move more steadily, better, and faster. Our progress comes down to two things. First, IP ecosystem. We are moving from one-off hits to a repeatable engine. As of 31 March 2026, our IP portfolio includes 20 total IPs. That includes 12 proprietary IPs and eight exclusive licensed IPs. This quarter, we focused on diversifying our IP matrix. We introduced new IPs with unique styles and different target audiences. We also accelerated our new product launch pace for both flagship and emerging IPs. This quarter, we launched a new co-branded IP, Xiaoao. Its core spirit is defined by four words: cool, stubborn, brave, and free. This message resonates well with young consumers.

Speaker #1: And to deliver great experiences to users. Building IP value and enhancing user experience is a long journey. But with efficient execution, we can move more steadily, better, and faster.

Speaker #1: Our progress comes down to two things. First, the IP ecosystem. We are moving from one-off hits to a repeatable engine. As of March 31, 2026, our IP portfolio includes 20 total IPs.

Speaker #1: That includes 12 prior IPs and 8 exclusively licensed IPs. This quarter, we focused on diversifying our IP metrics. We introduced new IPs with unique sales and different target audiences.

Speaker #1: We also accelerated our new product launch pace for both flagship and emerging IPs. This quarter, we launched a new core-branded IP called Spirit, which is defined by four words.

Speaker #1: Cool, stable, brave, and free. This message resonates well with young consumers. To drive the launch, we ran an integrated campaign across celebrity, social, and fun channels.

Peng Li: To drive the launch, we ran an integrated campaign across celebrity, social, and fun channels. Leveraging our strengths in IP design, supply chain, and omnichannel sales, we completed pre-launch prep, including character development and mass production. Xiaoao gained strong market attention and pre-launch buzz. The strong market response has validated and strengthened our portfolio. It proves that our IP incubation model is scalable and competitive. Beyond Xiaoao, we have a strong product pipeline in preparation. We will launch them steadily according to our planned cadence. For Wakuku, we launched a new series, "The Handicraft World of WAKUKU" series vinyl plush doll on 28 March. As of 31 March, the initial launch period, the series achieved strong results. Total omnichannel sales exceeded RMB 20 million. Peak concurrent online viewers reached 28,000, and the total new product explorer topped 100 million. The series focused on handcraft feel, friendship, and warm, healing vibes.

Speaker #1: Leveraging our strengths in IP design, supply chain, and omnichannel sales, we completed pre-launch preparation, including character development and mass production. Xiao gained strong market attention and pre-launch buzz.

Speaker #1: The strong market response has validated and strengthened our portfolio. It proves that our IP incubation model is scalable and competitive. Beyond Xiao, we have a strong product pipeline in preparation.

Speaker #1: We will launch some steadily according to our planned content patterns. For our Cuckoo, we launched a new series, the Handicraft World of Wakuku series, on March 28.

Speaker #1: As of March 31, the initial launch period, the series achieved strong results. Total omnichannel sales exceeded RMB 20 million. Peak concurrent online viewers reached 28,000.

Speaker #1: And the total number of new product explorers topped 100 million. The series focused on handcrafted steel, friendship and warmth, and healing webs. This depends on our emotional connection with users.

Peng Li: This deepens our emotional connection with the users. In May, we also released the 520 gift box, WAKUKU Heartbeat Series as a hanging card set. Recently, we have also launched new products for other IPs. This includes new plush toys, vinyl figures, hanging cards, and sandwich collections for IPs like Jiuli, Shennong, Pido, Kirikiri, and AWAWA. Each of these IPs speaks to a different audience with unique styles and labels. That's how we build a richer IP matrix. For Shennong, the new generation product, "Move On" series vinyl plush doll, had its offline launch on 30 May and online launch on 2 June. Second, omnichannel reach. We are boosting IP user interaction with a clear focus. Offline first, online empowering. Offline, we operate through three channels: our D2C stores, robo shop network, and partner channels. First, our self-operated brand stores and robo shops.

Speaker #1: In May, we also released the 5-to-0 gift box—Wakuku Heartbeat Devil—as a hunting card set. Recently, we have also launched a new product for other IPs.

Speaker #1: This includes new plush toys, vinyl figures, hunting cards, and summit collections for IPs like Dewley. Each of these IPs speaks to a different audience.

Speaker #1: With unique styles and labels, that's how we build a richer IP metrics. For Sinono, the new generation product moved on to serious vinyl plush doll.

Speaker #1: Hide was launched offline on May 30 and online on June 2. Second, regarding omnichannel reach, we are boosting IP user interaction with a cleaner focus.

Speaker #1: Offline first. Online empowering. Offline. We operate through three channels: our D2C stores, robo-shop network, and partner channels. First, our self-operated brand stores and robo-shops.

Speaker #1: As of today, we have opened seven D2C stores in four cities. We recently opened two new D2C stores, one at Shenzhen, Uniwalk Qianhai, on April 25.

Peng Li: As of today, we have opened seven D2C stores in four cities. We recently opened two new D2C stores, one at Shenzhen Uni-Walk, Qianhai on 25 April, and another at Xi'an Saige on 1 May. Both stores are in prime high-traffic business areas, and that rank among the biggest in their respective cities. We are closely tracking store performance and scouting locations for new stores. We are also expanding into automatic retail. As of 4 June, we have rolled out about 15 robot shops across key cities nationwide. These are manned vending machines and placed in high-traffic locations. They extend our offline reach without the higher costs of a full-scale store. They serve as both sales channels and brand touchpoints. They make our IPs more accessible with collecting valuable data on product performance and purchasing habits. Second, partner channels. We continue to work with our channel customers.

Speaker #1: And another at Xi'an Sai Ge on May 1st. Both stores are in prime, high-traffic business areas, and they're ranked among the biggest in their respective cities.

Speaker #1: We are closely tracking store performance and scouting locations for new stores. We are also expanding into automatic retail as of June 4th. We have rolled out about 15 robo-shops across key cities nationwide.

Speaker #1: These augment vending machines and are placed in high-traffic locations. They extend our offline reach without the higher cost of full-scale stores. They are both scalable sales channels and valuable brand touchpoints.

Speaker #1: They make our IPs more accessible, with collections available to better track product performance and purchasing habits. Second, partner channels. We continue to work with our channel customers.

Speaker #1: This partnership helps us reach more consumers. Through established retail networks, they expand our IPs and brand elements at more offline touchpoints and help us interact with users.

Peng Li: These partnerships help us reach more consumers through established retail networks. They extend our IPs and brand elements at more offline touchpoints and help us interact with users. On the online side, our social media presence continues to grow. As of 4 June, our cumulative followers across major platforms is approaching 800,000. We use online channels to build content and community. Doing so empowers our IP and brand operations. We have also run several brand marketing events to build brand awareness and drive user engagement. We partnered with Apollo Go, Baidu's autonomous driving platform, to integrate our IPs with AI technology and smart mobility. This partnership spans co-branding in vehicle exposure and youth-focused content campaigns. In May, we participated in the first China New Cultural and Creative Market & Trendy Toy Carnival in Beijing. This is a nationwide level event co-hosted by three central ministries.

Speaker #1: On the online side, our social media presence continues to grow. As of June 4th, our community followers across major platforms is approaching 800,000. We use online channels to build content and community.

Speaker #1: Doing so empowers our IP and brand operations. We have also run several brand marketing events to build brand awareness and drive user engagement. We partnered with Apollo Go, Baidu's autonomous driving platform, to integrate our IPs with AI technology and smart mobility.

Speaker #1: This partnership spans co-branding in vehicle export and use-focused content campaigns. In May, we participated in the first China New Culture and Creative Market and Trendy Toy Carnival in Beijing.

Speaker #1: This is a nationwide-level event co-hosted by three central ministries. Hill Group was the only non-state-owned enterprise featured in media coverage. Including BRTV, our flagship IP, Wakuku, has showcased alongside traditional culture activities as a new oriental aesthetics section.

Peng Li: Here Group was the only non-state-owned enterprise featured in media coverage, including BRTV. Our flagship IP, Wakuku, was showcased alongside traditional culture activities at the New Oriental Aesthetics section. Going forward, we will accelerate the creation of more offline scenarios to give IPs and users more spaces to interact. At Beijing Airport, we plan to set up a store to enhance brand visibility, and we are actively exploring more similar scenarios. In Hong Kong, we plan to create a dedicated ride experience on a boat at Central Pier using our IPs, building a unique brand stand. Operational discipline is reflected in our capital allocation. We continue to align resource support and cost structure with our strategic adjustments. Whether investing in a new IP, opening a store, or launching a content initiative, we evaluate each potential investment against a clear ROI framework. We don't make guesses.

Speaker #1: Going forward, we will accelerate the creation of more offline scenarios to give IPs and users more spaces to interact in Beijing. At Beijing Airport, we plan to set up a store to enhance brand visibility, and we are actively exploring more similar scenarios.

Speaker #1: In Hong Kong, we plan to create a dedicated ride experience on the boat at Central Pier using our keys, building a unique brand stand.

Speaker #1: Operational discipline is reflected in our capital allocation. We continue to align resource support and cost structure with our strategic adjustments. Whether investing in new IP, opening a store, or launching a content initiative, we evaluate each potential investment against a clear ROI framework.

Speaker #1: We don't make guesses. We allocate capital based on information and data from IP Momentum, our offline network membership system, and sales channels. Thank you for your continuing support.

Peng Li: We allocate capital based on the information and the data from IP Momentum, our offline network, membership system, and sales channels. Thank you for your continuing support. I will now turn it over to Jim for a detailed review of our financial results. Thank you, everyone.

Speaker #1: I will now turn it over to Tim for a detailed review of our financial results. Thank you, everyone. Thank you. Before I go into the details of our financial results, please note that all amounts are in RMB terms.

Tim Xie: Thank you. Before I go into the details of our financial results, please note that all amounts are in RMB terms, that the reporting period is the Q3 of fiscal year 2026, ending on 31 March 2026, and that in addition to GAAP measures, we'll also be discussing non-GAAP measures to provide greater clarity on the trends in our actual operations. We are pleased to report on our Q3 results, which exceeded expectations on both revenue and gross margin, despite navigating a softer demand environment in the broader industry. Total revenue was RMB 164.7 million, with gross profit of RMB 56.9 million, representing a gross margin of 34.5%. While revenue decreased from the previous quarter's RMB 177.3 million, gross margin improved by 350 basis points from 31%. These results reflect our ability to maintain operational resilience and financial discipline in a challenging market environment.

Speaker #1: The reporting period is the third quarter of fiscal year 2026, ending on March 31, 2026. In addition to GAAP measures, we'll also be discussing non-GAAP measures to provide greater clarity on the trends in our actual operations.

Speaker #1: We are pleased to report on our third-quarter results, which exceeded expectations on both revenue and gross margin, despite navigating a softer demand environment in the broader industry.

Speaker #1: Total revenue was $164.7 million, with gross profit of $56.9 million, representing a gross margin of 34.5%. Value revenue decreased from the previous quarter's $177.3 million. Gross margin improved by 350 basis points from 31%.

Speaker #1: These results reflect our ability to maintain operational resilience and financial discipline in a challenging market environment. We are positioning the company for sustainable long-term growth through strategic cost management and continued focus on our core IP portfolio.

Tim Xie: We're positioning the company for sustainable long-term growth through strategic cost management and continued focus on our core IP portfolio. Revenues for the quarter were RMB 164.7 million, primarily generated from sales of our three flagship IPs, Wakuku, SIINONO, and Ziyuli, compared to RMB 177.3 million in the previous quarter. This change was driven by the cadence of our new product launches and the impact of the Chinese New Year holidays during the quarter, which materially reduced effective working days and temporarily constrained our supply chain and delivery capabilities. Gross profit for the quarter was RMB 66.9 million compared to RMB 55 million in the previous quarter. Our gross margin increased to 34.5% this quarter from 31% in the previous quarter. This margin improvement reflects the early benefits of our strategic cost structure refinement implemented during this quarter, positioning us for enhanced margin performance going forward.

Speaker #1: Revenues for the quarter were $164.7 million, primarily generated from sales of our three flagship IPs: Wakuku, Synodo, and Zuli. This compares to $177.3 million in the previous quarter.

Speaker #1: This change was driven by the cadence of our new product launches and the impact of the Chinese New Year holidays during the quarter, which materially reduced effective working days and temporarily constrained our supply chain and delivery capabilities.

Speaker #1: Gross profit for the quarter was $66.9 million, compared to $55.0 million in the previous quarter. Our gross margin increased to 34.5% this quarter from 31.0% in the previous quarter.

Speaker #1: This margin improvement reflects the early benefits of our strategic cost structure refinement implemented during this quarter, positioning us for enhanced margin performance going forward.

Speaker #1: On the operational front, total operating expenses were $100.8 million for this quarter. To break this down, sales and marketing expenses were $57.7 million. These expenses mainly included advertising and promotion expenses, and staff compensation to support brand building and customer acquisition efforts across multiple platforms.

Tim Xie: On the operational front, total operating expenses were RMB 100.8 million for this quarter. To break this down, sales and marketing expenses were RMB 57.7 million. These expenses mainly included advertising and promotion expenses and staff compensation to support brand building and customer acquisition efforts across multiple platforms. As a percentage of total revenue, non-GAAP sales and marketing expenses, which exclude share-based compensation, changed to 35% this quarter from 29.6% in the previous quarter. Research and development expenses were RMB 9.5 million. These expenses mainly consisted of IP design and product development expenses. As a percentage of total revenue, non-GAAP research and development expenses, which exclude share-based compensation, changed to 5.7% this quarter compared to 5.1% in the previous quarter. General and administrative expenses were RMB 33.6 million. These expenses reflected our core operational functions, including employee compensation, professional service fees, and other operational expenditures.

Speaker #1: As a percentage of total revenue, non-GAAP sales and marketing expenses, which exclude share-based compensation, changed to 35% this quarter from 29.6% in the previous quarter.

Speaker #1: Research and development expenses were $9.5 million. These expenses mainly consisted of IP design and product development expenses. As a percentage of total revenue, non-GAAP research and development expenses, which exclude share-based compensation, changed to 5.7% this quarter.

Speaker #1: Compared to 5.1% in the previous quarter, general and administrative expenses were $33.6 million. These expenses reflected our core operational functions, including employee compensation, professional service fees, and other operational expenditures.

Speaker #1: As a percentage of total revenue, non-GAAP general and administrative expenses, which exclude share-based compensation, changed to 13.8% this quarter from 12.7% in the previous quarter.

Tim Xie: As a percentage of total revenue, non-GAAP general and administrative expenses, which exclude share-based compensation, changed to 13.8% this quarter from 12.7% in the previous quarter. Our net loss was RMB 34.1 million, compared to RMB 25.4 million in the previous quarter. Our adjusted net loss was RMB 22.9 million, compared to RMB 16.1 million in the previous quarter. Basic and diluted net loss per share were RMB 0.21 during this quarter. Basic and diluted adjusted net loss per share were RMB 0.14 during this quarter. Looking ahead, we remain excited about the growth prospects for our pop toy business. Based on current available information, including our pipeline for upcoming IP releases and seasonal demand, we expect revenues from our pop toy business to be in the range of RMB 130 to 140 million for the Q4 of fiscal year 2026.

Speaker #1: Our net loss was $34.1 million, compared to $25.4 million in the previous quarter. Our adjusted net loss was $22.9 million, compared to $16.1 million in the previous quarter.

Speaker #1: Basic and diluted net loss per share were $0.21 during this quarter. Basic and diluted adjusted net loss per share were $0.15. $14 during this year.

Speaker #1: This quarter. Looking ahead, we remain excited about the growth prospects for our top toy business. Based on currently available information, including our pipeline for upcoming IP releases and seasonal demand, we expect revenues from our pop toy business to be in the range of RMB $130 million to RMB $140 million for the fourth quarter of fiscal year 2026.

Speaker #1: We are revising our fiscal year 2026 revenue guidance to a range of RMB 600 million to RMB 610 million. This revision reflects near-term market realities and demonstrates our commitment to providing transparent guidance aligned with current industry conditions.

Tim Xie: We are revising our fiscal year 2026 revenue guidance to a range of RMB 600 to 610 million. This revision reflects near-term market realities and demonstrates our commitment to providing transparent guidance aligned with current industry conditions. That concludes my prepared remarks. Operator, let's open up the call for questions. Thank you.

Speaker #1: That concludes my prepared remarks. Operator, let's open up the call for questions. Thank you.

Speaker #2: Thank you. We will now begin the question-and-answer session. To ask a question, you may press star then one on your telephone. If you wish to withdraw your question, please press star then two.

Operator: Thank you. We will now begin the question and answer session. To ask a question, you may press star then one on your telephone. If you wish to withdraw your question, please press star then two. When asking a question in Chinese, please translate your question in English for the convenience of everyone on the call. Please ask one question at a time. Today's first question comes from Jing Yuan at CICC. Please go ahead.

Speaker #2: When asking a question in Chinese, please also translate your question into English for the convenience of everyone on the call. Please ask one question at a time.

Speaker #2: And today's first question comes from Jing Yuan at CICC. Please go ahead.

Speaker #3: 关于筹码上好，感谢接受我的提问。我想请教一下，在过去一年中，公司观察到潮玩消费者的需求出现了哪些变化，以及竞争格局上我们观察到了哪些变化。 Good evening, management. Thanks for taking my question. Could management elaborate on what changed in consumer demand within the pop toy market? What have we seen in the past year?

Tina Tang: Good evening, management. Thanks for taking my question. Could management elaborate what change in the consumer demand within the pop toy market, how we're seeing in the past year? How has the competition shift? Thanks.

Jing Yuan: Good evening, management. Thanks for taking my question. Could management elaborate what change in the consumer demand within the pop toy market, how we're seeing in the past year? How has the competition shift? Thanks.

Speaker #3: And how has the computation shift changed?

Speaker #1: Okay, thank you. I'll take this question. First, we see that emotional consumption is really all about companionship. Consumer motivation is driven by a mix of emotional value and collectible value.

Tim Xie: Okay, thank you. I'll take this question. We see that emotional consumption is really all about companionship. Consumer motivation is driven by a mix of emotional value, and collectible value, and their expectations for IP products keep rising. Only products with real character and solid operations can truly connect with consumers. For young buyers, they are buying for immediate emotional satisfaction. Our The Handicraft World of WAKUKU series focuses on handcrafted feel, companionship, and warm healing. This responds directly to what consumers are looking for. This is a recent example for our new product launch for the IP WAKUKU. At the same time, good IP products have real artistic value. Some collectors still want to collect a complete set or even buy on the secondary market because they love the IP. Companionship and portability have become very important product dimensions.

Speaker #1: And their expectations for IP products keep rising. So only products with real character and solid operations can truly connect with consumers. For young buyers, they are buying for immediate emotional satisfaction.

Speaker #1: Our Handicraft World of Wakuku series focuses on a handcrafted feel, companionship, and warm heating that responds directly to what consumers are looking for. This is a recent example from our new product launch for the IP Wakuku.

Speaker #1: At the same time, good IP products have real artistic value. Some collectors still want to collect complete sets or even buy on the secondary market because they love the IP.

Speaker #1: Companionship and portability have become very important product dimensions. Plush and bag charms saw strong growth in 2025 and became the fastest-growing category in the pop toy industry.

Tim Xie: The plush and bag charms saw strong growth in 2025 and became the fastest-growing category in the pop toy industry. However, starting in H1 of this year, we've seen the market cool down. The main reason is that supply chain grew too quickly, which reduced the early scarcity. This is actually a normal market correction. The industry is moving back to the core of emotional consumption, from chasing scarcity to buying what you like, or the both. For us, the underlying logic of this category has not changed. Consumers still want IP products that fit into their daily lives. We stick to our strategy, creating excellent IPs and products. For example, our recently launched the SIINONO Mood On series. The new product has been very popular based on recent consumer response.

Speaker #1: However, starting in the first half of this year, we've seen the market cool down. The main reason is that the supply chain grew too quickly.

Speaker #1: This reduced the early scarcity. This is actually a normal market correction. The industry is moving back to the core of emotional consumption, shifting from chasing scarcity to buying what you like, or both.

Speaker #1: And for us, the underlying logic of the category has not changed. Consumers still want IP products that fit into their daily lives. We stick to our strategy, creating excellent IPs and products.

Speaker #1: For example, our recently launched Synono Move On series, the new product, has been very popular based on recent consumer response. And for the competitive condition, the competitive landscape is shifting from driving territory to competing on ecosystem capabilities.

Tim Xie: For the competitive condition, the competitive landscape is shifting from grabbing territory to competing on ecosystem capabilities. Firstly, more players have entered the market, but only a few can operate IPs, especially the self-owned IPs, consistently over time. It is still a large market with many small players. Secondly, the core of competition is moving from product capability to full chain IP operation. Long-term IP value must be built from within. Pop toys are not fast-moving consumer goods. You cannot drive growth simply by adding more SKUs. You should need IP design, supply chain, brand, and sales, all working together as one system. Honestly, very few companies can actually pull it all together. Thirdly, the industry is taking a fresh look at owned IPs.

Speaker #1: Firstly, more players have entered the market, but only a few can operate IPs, especially the self-owned IPs, consistently over time. It is still a large market with many small players.

Speaker #1: And secondly, the core of competition is moving from product capability to full-chain IP operation. Long-term IP value must be built from within.

Speaker #1: Pop toys are not fast-moving consumer goods. You cannot drive growth simply by adding more SKUs. You need IP design, supply chain, brand, and sales all working together as one system.

Speaker #1: And honestly, very few companies can actually pull it all together. Thirdly, the industry is taking a fresh look at owned IPs. For most pop toy companies, licensed IPs account for a majority of their revenue.

Tim Xie: For most pop toy companies, licensed IPs account for a majority of their revenue, and these licenses typically last only one to three years and have a high cost. If a license doesn't get renewed, you're looking at a major hit to your revenue. We've taken a different approach. We have built a systematic capability to create and sell our own IPs. Our IP portfolio is much more balanced. More than half of our IPs are self-owned. Even with our licensed IPs, we focus on long-term partnership. For co-branded IPs like Xiaoao, which is just recently launched, we use a deep cooperation, co-creation model rather than relying on a simple licensing deal. That's all. Thank you.

Speaker #1: And these licenses typically last only one to three years and have a high cost. So, if a license doesn't get renewed, you are looking at a major hit to your revenue.

Speaker #1: We've taken a different approach. We have built a systematic capability to create and send our own IPs, so our portfolio is much more balanced. More than half of our IPs are self-owned.

Speaker #1: And even with our licensed IPs, we focus on long-term partnership. For co-branded IPs like Xiao, which was just recently launched, we use a deep cooperation and co-creation model rather than relying on a simple licensing deal.

Speaker #1: That's all. Thank you.

Speaker #3: Thanks. That's very helpful.

Jing Yuan: Thanks. That's very helpful.

Speaker #2: Thank you. Our next question today comes from Yikun Zeng with Citrix. Please go ahead.

Operator: Thank you. Our next question today comes from Yikun Zheng with CITICS. Please go ahead.

Speaker #4: Hey, Lizong. 非常感谢提问的机会。我这边问题主要是关于 IP 的势能。我们知道潮玩这个行业，IP 的势能或者说整个 IP 的爆发性和持续性是非常重要的。然后我们做一年其实也做了非常多成功的 IP，就想问一下，未来在 IP 势能的提升上，我们有哪些策略？完全 sorry myself. Good evening, management. Thank you for taking my question. And my question is about the momentum of IPs.

Yikun Zheng: I will translate myself. Good evening, management. Thank you for taking my question, and my question is about the momentum of IPs. So far, we have several very successful IPs such as Wakuku, SIINONO, Xiao. My question is, in the future, how to keep or strengthen the momentum of these popular IPs. Thank you.

Speaker #4: So far, we have several very successful IPs, such as Wakuku, Synono, and Xiao. So my question is: In the future, how can we keep or strengthen the momentum of these popular IPs?

Speaker #4: Thank you.

Speaker #1: Okay. Thank you very much for your question. I will answer in Chinese and my colleague will translate for me. 对，这是一个很好的问题。IP 的势能首先是 IP 自身的特质，也就是说通俗地讲它有没有明星像，还有一个就是 IP 的持续有效的运营，来去维持 IP 的势能。那么核心就是围绕 IP 的本身特质，还有它的目标用户来有策略，并且持续地输出用户喜欢的事件、内容、产品，还有体验。OK.

Peng Li: Okay. Thank you very much for your question. I will answer in Chinese, and my colleague will translate for me.

Tina Tang: IP momentum depends on two factors, the IP's characteristics and ongoing successful operations.

Speaker #3: IP momentum depends on two factors: the IP's characteristics and ongoing successful operations. To maintain this momentum, the key is to consistently deliver events, contacts, products, and experiences that align with the IP's characteristics and connect with the target audience.

Tina Tang: To maintain this momentum, the key is to consistently deliver events, content, products, and experiences that align with the IP's characteristics and connect with our target audience.

Speaker #1: 具体来说，我们在持续地去做下面几件事。第一件就是我们保持资源要聚焦，聚焦在我们核心 IP 上。然后去以此为基础丰富我们的 IP 矩阵。还有就是要有充沛的资源投入，才能够保持住我们核心 IP 的运营动作是持续连贯的。并且从各个维度，就是对于我们这种投入的效果来进行考核。然后加强我们在 IP 运营上面的投入效率。OK。

Peng Li: 具体来说，我们在持续地去做下面几件事。第一件就是我们保持资源要聚焦，聚焦在我们这个核心IP上，然后以此为基础，丰富我们的IP矩阵。还有就是要有充沛的资源投入，才能够保持住我们核心IP的运营动作是持续连贯的。并且从各个维度，对于我们这种投资的效果来进行考核，加强我们在IP运营这个上面的投资效率。OK。

Speaker #3: Specifically, here is what we are doing and will continue to refine in our IP operations strategy. First, we remain focused on our core IPs.

Tina Tang: Specifically, here is what we are doing and will continue to refine in our IP operation strategy. First, we remain focused on our core IPs. We concentrate resources on our core IPs and build our IP portfolio around them. We need steady resources to keep our core IPs running smoothly. At the same time, we closely monitor performance across the multiple dimensions to improve resource efficiency.

Speaker #3: We concentrate resources on our core IPs and build our IP portfolio around them. We need steady resources to keep our core IPs running smoothly.

Speaker #3: At the same time, we closely monitor performance across multiple dimensions to improve resource efficiency.

Speaker #1: 第二点就是通过好的产品和体验来加深用户对我们 IP 的认知。从而能够保持跟提升 IP 的势能。有节奏地去做好我们的产品规划，然后围绕 IP 持续地去迭代创新。今年我们依托着核心的 IP，然后不断地去布局去换代新品。然后同时我们也开发了多材质多种玩法的衍生品。然后选择合适的时机去拓空我们的产品品类。同时在有形的产品以外，我们还用轻资产的运营模式去打造 IP 体验场景。比如最近我们就签下了香港中华码头的邮轮东方之珠号。然后以邮轮为场景去打造我们的 IP 乐园。OK。

Peng Li: 第二点就是通过好的产品和体验，来加深用户对我们IP的认知，从而能够保持跟提升IP的势能，有节奏地去做好我们的产品规划，围绕IP持续地去迭代创新。今年我们依托着核心的IP，不断地去布局，去换代新品。同时我们也开发了多材质、多种玩法的衍生品，选择合适的时机去拓宽我们的产品品类。同时在有形的产品以外，我们还用轻资产的运营模式去打造IP体验场景。比如最近我们就签下了香港中华码头的游轮中方之珠号，以游轮为场景，去打造我们的IP乐园。

Speaker #3: Second, we strengthen user wellness and engagement through high-quality products and experiences. This helps maintain and build IP momentum. We arrange product plans at a steady pace and keep innovating around IP.

Tina Tang: Second, we strengthen the user wellness and engagement through the high quality products and experiences. This helps maintain and build IP momentum. We arrange product plans at a steady pace and keep innovating around IP. This year, we are planning next generation products for our core IPs, along with offerings of new materials and new play styles. We will expand into new categories at the right 时机 right time. Beyond physical products, we are developing IP-driven experiences through a live asset model. For example, we recently signed a ferry at Hong Kong Central Pier, and we turn it into IP theme park on water.

Speaker #3: This year, we're planning next-generation products for our core IPs, along with offerings of new materials and a new play style. We will expand into new categories at the right time.

Speaker #3: And beyond physical products, we're developing IP-driven experiences through a live asset model. For example, we recently signed a ferry at Hong Kong Centre Pier, and we turned it into an IP theme park on water.

Speaker #1: 第三点是我们持续地进行 IP 品牌的运营。通过有合适的综艺栏目、明星合作、品牌活动联名等等方式来打造我们 IP 的影响力。然后第四点是我们会通过自营门店、机器人商店，还有渠道商的这些品牌专区等形式，然后来持续强化我们在 IP 线下的触点。OK。

Peng Li: 第三点是我们持续地进行IP品牌的运营，通过有合适的综艺栏目、明星合作、品牌活动联名等等方式，来打造我们IP的影响力。第四点是我们会通过自营门店、机器人商店，还有渠道商的这些品牌专区等形式，持续强化我们在IP线下的触点。OK。

Speaker #3: Third, we actively manage our IP brands through partnerships. This includes placement in variety shows, celebrity partnerships, and brand collaborations to grow our IP influence over time.

Tina Tang: Third, we actively manage our IP brands through partnerships. This includes the placement in variety shows, celebrity partnerships, and brand collaborations to grow our IP influence over time. Fourth, we're strengthening offline touchpoints through our DTC stores, robo shops, and dedicated branded sections in partner retail locations.

Speaker #3: Fourth, we're strengthening offline touchpoints through our DTC stores, rubber shops, and dedicated branded sections in partner retail locations.

Speaker #1: So, overall, we believe strong fundamentals help us manage and extend an IP’s lifecycle. But this does not come from a single-hit product; it comes from consistent, stable, and systematic operations.

Peng Li: Overall, we believe strong fundamentals help us manage and extend an IP's life cycle. This does not come from a single hit product. It comes from consistent, stable, and systematic operations. Okay, that's all. Thank you.

Speaker #1: Okay. That's all. Thank you.

Speaker #2: Thank you, Mr. Li. That's very clear.

Yikun Zheng: Thank you, Mr. Li. It's very clear.

Speaker #4: Thank you. And our next question comes from DC with Hoitai Securities. Please go ahead.

Operator: Thank you. Our next question comes from DC with Huatai Securities. Please go ahead.

Speaker #5: 李总、谢总，晚上好。感谢这个提问的机会。我的问题主要是关于品类方面。因为过去我们也是受益于整个盲盒和糖浆毛绒这个品类的一个高峰期，然后也实现了在这些品类上的快速布局。那未来的话，我们是否有新的一些品类布局规划值得期待？ Management, good evening. My question is about our company's plan for category expansion in the future. Thank you.

Dai Wen: 李总、谢总晚上好，感谢这个提问机会。我的问题主要是关于品类方面，因为过去我们也是受益于整个盲盒和糖果毛绒这个品类的一个高景气，然后也实现了在这些品类上面的快速布局。那未来的话，我们是否有新的一些品类布局规划值得期待？Management, good evening. My question is about our company's plan for the category expansion in the future. Thank you.

Di Shi: 李总、谢总晚上好，感谢这个提问机会。我的问题主要是关于品类方面，因为过去我们也是受益于整个盲盒和糖果毛绒这个品类的一个高景气，然后也实现了在这些品类上面的快速布局。那未来的话，我们是否有新的一些品类布局规划值得期待？Management, good evening. My question is about our company's plan for the category expansion in the future. Thank you.

Speaker #1: 对，是的。我们一直都特别关注品类延伸的这种机会。但是我们的原则是要围绕着我们的 IP 来去开展，而不是说为了做新品类而做新的品类。那目前我们主要考虑我们 IP 的势能的发展阶段。所以去围绕我们的核心 IP 适当地去拓展一些衍生产品。那我们的布局方向主要会体现在下面三个方面。OK。

Peng Li: 是的，我们一直都特别关注品类延伸的这种机会，但是我们的原则是要围绕着我们的IP来去开展，而不是说为了做新品类而做新的品类。那目前我们主要考虑我们IP的势能的发展阶段，所以去围绕我们的核心IP，适当地去拓展一些衍生产品。那我们的布局方向主要会体现在下面三个方面。

Speaker #3: Yes, we do. We are continuously exploring category expansion opportunities. Our principle is to extend from our IPs, not to launch new categories for their own sake.

Tina Tang: Yes, we do. We are continuously exploring the category expansion opportunities. Our principle is to extend from our IPs, not to launch the new categories for their own sake. At this stage, we mainly consider where each IP is in its life cycle. We carefully expand into merchandise around our core IPs. Our strategy focuses on three key areas

Speaker #3: At this stage, we mainly consider where each IP is in its lifecycle. Then we carefully expand into merchandise around our core IPs. Our strategy focuses on three key areas.

Speaker #1: 第一点就是周边衍生品是我们正在拓展的一个重点方向。我们会逐步地去拓展 IP 相关的这些周边的衍生品，主要包括生活方式类的产品。那么让 IP 从在柜子里的收藏品变成我们日常生活里的陪伴品。OK。

Peng Li: 第一点就是周边衍生品是我们正在拓展的一个重点方向，我们会逐步地去拓展IP相关的这些周边的衍生品，主要包括生活方式类的产品。让IP从在柜子里的收藏品变成我们日常生活里的陪伴品。OK。

Speaker #3: First, merchandise is a key focus for us. We are gradually expanding into IP-related merchandise, particularly lifestyle products. The idea is to transform our IPs from collectibles on a shelf into everyday companions in people's lives.

Tina Tang: First, merchandise is a key focus for us. We gradually expanding into IP related merchandise, particularly lifestyle products. The idea is to transform our IPs from collectibles on a shelf into everyday companions in people's lives.

Speaker #1: 第二点是我们会保持审慎的一个节奏来拓展品类。潮玩行业目前的一个普遍现象是多 SKU 广撒网。但是我们不打算这么干。我们的判断是 IP 的拓展必须跟 IP 本身的内容属性和用户需求匹配起来，而不是为了堆砌更多的 SKU。所以我们倾向于围绕着核心 IP 做精做深，而不是铺开铺全。OK。

Peng Li: 第二点是我们会保持审慎的一个节奏来拓展品类。潮玩行业目前的一个普遍现象是多SKU广撒网，但是我们不打算这么干。我们的判断是IP的拓展必须跟IP本身的内容属性和用户需求匹配起来，而不是为了堆砌更多的SKU。所以我们倾向于围绕着核心IP做精做深，而不是铺开铺全。

Speaker #3: Second, we're expanding at a disciplined pace. There is a common trend in the industry right now: many SKUs and very broad coverage. But that is not our approach.

Tina Tang: Second, we are expanding a disciplined pace. There is a common trend in industry right now, many SKUs, very broad coverage, but that is not our approach. We believe category expansion must align with IP's context and user needs, not to just add more SKUs. We prefer to go deep with our core IPs, not broad.

Speaker #3: We believe category expansion must align with IP's context and user needs, not just add more SKUs. We prefer to go deep with our core IPs, not broad.

Speaker #1: 第三点是我们也在关注智能陪伴和科技加 IP 的新形态的发展。AI 的技术跟潮玩的结合，肯定会成为将来一个新的方向。所以我们也在关注这个方向。但是目前还处在一个研究观察的阶段，还没有具体的落地计划。OK。

Peng Li: 第三点是我们也在关注智能陪伴和科技加IP的这个新形态的发展。AI的技术跟潮玩的结合，肯定会成为将来一个新的方向，所以我们也在关注这个方向，但目前还处在一个研究观察的阶段，还没有具体的一个落地计划。OK。

Speaker #3: Third, we are watching for opportunities like smart companionship and the development of tech-plus IPs. The combination of AI and pop toys is becoming a new direction.

Tina Tang: Third, we are watching for opportunities like smart companionship and tech plus IPs development. The combination of AI and pop toys is becoming a new direction. We're actively researching it, we're still exploring and don't have any specific plans yet.

Speaker #3: We're actively researching it, but we're still exploring and don't have any specific trends yet.

Peng Li: 所以总结来说，我们的品类布局的策略是以IP为核心，先在核心的品类上做深，然后再逐步去延伸到周边衍生品。我们不会追求大而全，但是我们会追求每一个新品类都能够去真正服务好我们的IP，以及和用户之间的情感连接。OK。

Speaker #1: 所以总结来说，就是我们的品类布局的策略是以 IP 为核心。现在核心的品类上做深，然后再逐步去延伸到周边衍生品。我们不会追求大而全，但是我们会追求每一个新品类都能够去真正服务好我们的 IP。以及和用户之间的情感连接。OK。

Speaker #3: So to sum up, stay focused on IP. We go deep in our core categories, then gradually expand into merchandise. We are not trying to cover everything, instead.

Tina Tang: To sum up, stay focused on IP. We go deep in our core categories, then gradually expand into merchandise. We are not trying to cover everything instead. Our goal is to make sure every new category truly supports the emotional connection between our IPs and our users. Thank you.

Speaker #3: Our goal is to make sure every new category truly supports the emotional connection between our IPs and our users. Thank you.

Speaker #5: Yeah, that's all. Thank you.

Peng Li: Yeah, that's all. Thank you.

Speaker #2: Thank you for the answer. That's helpful. Thank you.

Dai Wen: Thank you. That is helpful. Thank you.

Di Shi: Thank you. That is helpful. Thank you.

Speaker #4: Thank you. As there are no further questions, I'd like to hand the conference back to management for closing remarks.

Operator: Thank you. As there are no further questions, I'd like to hand the conference back to management for closing remarks.

Speaker #3: Final questions. Please feel free to contact us or submit a request through our website. We look forward to speaking with everyone on our next call.

Tina Tang: questions, please feel free to contact us or submit a request through our IR website. We look forward to speaking with everyone in our next call. Have a nice day.

Speaker #3: Have a nice day.

Speaker #4: Thank you. That concludes today's conference call. We thank you all for attending today's presentation. You may now disconnect your lines and have a wonderful day.

Operator: Thank you. That concludes today's conference call. We thank you all for attending today's presentation. You may now disconnect your lines and have a wonderful day.

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