RLX Technology Inc. (NYSE:RLX) Q2 2023 Earnings Call Transcript August 18, 2023

Operator: Hello, ladies and gentlemen. Thank you for standing by for RLX Technologies Second Quarter 2023 Earnings Conference Call. [Operator Instructions] Today's conference call is being recorded and is expected to last for about 40 minutes. I will now turn the call over to your host, Mr. Sam Tsang, Head of Capital Markets for the company. Please go ahead, Sam.

Sam Tsang: Thank you very much. Hello, everyone, and welcome to RLX Technology's second quarter 2023 earnings conference call. The company's financial and operational results were released through PR Newswire services today and have been made available online. You can also view the earnings press release by visiting the IR section of our website, ir.relxtech.com. Participants on today's call will include our CEO, Ms. Kate Wang, our CFO; Mr. Chao Lu; and myself, Sam Tsang, Head of Capital Markets. Before we continue, please note that today's discussion will contain forward-looking statements 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, intend, believe, potential, continue or other similar expressions.

Forward-looking statements involve inherent 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 company, it affiliates, advisers and representatives who do not undertake any obligation to update these forward-looking information, except as required under the applicable law. Please note that RLX Technology's earnings press release and this conference call include discussions of unaudited GAAP financial measures as well as unaudited non-GAAP financial measures. RLX press release contains a reconciliation of the unaudited non-GAAP measures to the unaudited GAAP measures.

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I will now turn the call over to Ms. Kate Wang. Please go ahead.

Kate Wang: Thank you, Sam. And thanks, everyone, for making time to join our earnings conference call today. In the second quarter, we continued to forge ahead our recovery path, made a challenging environment brought about by the lingering impact of the illegal products on the e-vapor industry. However, we worked hard to improve our product portfolio and operational efficiency. And we are happy to say that our efforts yielded positive results in both our financial and operational performance for the quarter. Before I go deeper into our second quarter efforts and performance, let me briefly update you on the recent market conditions. As we shared on our last call, the prevalence of illegal products in China have significantly impacted on the client-compliant product sales and slowed the industry's recovery in the positive -- in the post-regulatory era.

In March, regulators took steps to maintain a fair and orderly market and initiated special action lasting over months to combat illegal products. Although these measures were somehow -- somewhat effective, they ended in April, and we have since seen a resurgence of illegal products in the market. As a compliant participant in the e-vapor industry, we have continued to strictly comply with regulations, concentrating on improving our products to cater to users' various needs and increase our competitiveness. Thanks to our growing portfolio of high-quality products and regulators crack down efforts, the overall market conditions have improved compared to earlier this year. And our sales improved quarter-over-quarter. However, the negative impact of illegal products continues to pose a challenge, and we participate in more bumps on our path to full recovery.

This is especially true when considering the difficulties our global counterparts have faced under similar circumstance. Let's use the United States as an example. In 2020, California state lawmakers passed a law prohibiting menthol cigarettes and other flavored tobacco products. This law went into effect in late 2022. As a result, smokers have been looking for alternatives such as flavored e-vapors, which are becoming increasingly popular across the country. These products are available from both legal and the illegal sources. The legitimate manufacturers are working on developing and marketing California compliant products, but competing with the easy availability of flavored products in the market is difficult. In the same way, China's compliant e-vapor brands are losing market share to illegal flavored products.

Although our compliant products offer better quality and safety, the playing field is not level. Illegal products becoming a broader range of flavors and at a lower cost since their manufacturers do not pay taxes. These noncompliant products are unregulated and lack quality and safety assurance, which harms the overall reputation of the e-vapor industry. Now over the illegal trade results in tax losses for the government and finds its way into young teenagers targets, given the shrinking size of compliant channels and fast-growing scale of the illegal channels filled by illegal products. Though we believe that regulators will limit the impact of these products in the long run, the presence in the market will impede our recovery in the short term.

Nevertheless, we are confident that our premium products will continue to bring users trust and support. Adult smokers will realize the advantages of our products and develop new habits, which will ultimately boost our momentum. Now let's move on to our strategic efforts in the second quarter. First and foremost, we continue to enhance our product portfolio, incorporating users' feedback and maintaining high-quality standards. We are excited to announce that we've expanded our cartridges offerings from 15 in May to 20 in July. We have top-notch research and development capabilities, efficient supply chain management and strong quality control systems that the laws to produce high-quality products consistently. Our RLX physiochemistry lab enabled us to closely monitor the chemical composition of our e-liquid and aerosols ensuring that any potentially harm emissions are kept to the minimum.

Additionally, we are broadening our scientific research to further enhance product safety and explore the possibility of greater harm reduction. Our expanded research will cover topics ranging from chemistry and biology to social science. At RLX, we prioritize user preference in highly valued consumer feedback, especially as we develop new products to meet the diverse needs while adhering to regulations. During the quarter, we continued to improve our user service management and systems to enhance our customer service teams' abilities and ensure that users receive the best possible experience. Additionally, we expanded our initiatives to address user feedback encouraging them to interact with us more extensively and offer more specific opinions and suggestions.

Next, I would like to discuss our ESG initiatives. We recently released our third ESG report, highlighting our progress towards sustainability in 2022. At RLX, we believe that fulfilling our social responsibility is a key competitive advantages for our brand, which adult smokers trust. To guide our ESG efforts and disclosures, we performed several material analysis each year which examines various issues in relation to the importance in higher sustainable development and relevance to our stakeholders. In light of the introduction of regulatory policies and national standards for e-cigarettes. In 2022, we prioritized product innovation, harm reduction and product quality in this year's initiatives. In addition, our material analysis consider external stakeholders, continue to emphasize on corporate climate actions prompting us to proactively formulate low-carbon development strategies and strengthen our climate-related information disclosures.

We also prioritized public health in our ESG efforts, investing in technological innovation to minimize the impact of e-vapor products on the public. Through our 1+4 Research Chain, we conduct systematic scientific evaluations and research reduction. Validating these efforts, our subsidiary, Shenzhen Wuxin Technology was appointed as 2022 Guangdong Provincial Engineering Technology Research Center for new type atomizer intelligent atomizers and inhalation by the Department of Science and Technology of Guangdong province in December 2022. We are committed to realizing technology to advance public health initiatives and continuously refining our forward looking ESG strategy to benefit our company, the stakeholders and community for the long term.

As we move into the second half of the year, we expect an uneven in pumping recovery. However, we believe our effective strategy, premium products, resilient business model in the core capabilities will guide us through the ever-changing market. We will deepen our commitment to offering compliant high-quality products to adult smokers, positioning RLX for long-term growth as we strive to create sustainable value for all stakeholders. With that, I will now turn the call over to our CFO, Chao Lu. He will elaborate further on some of our last quarter's initiatives and go over our operational and financial results in more detail.

Chao Lu: Thank you, Kate, and hello, everyone. I will now provide an overview of our operational and financial results for the second quarter of 2023. Despite facing external challenges, we recorded total revenue of RMB 378 million, representing an impressive 100% increase from the previous quarter. This improvement was mainly due to the efforts of regulators who track down on illegal products during March and April and our continuous efforts to improve our product offerings, which led to an increase in sales. Kate mentioned that our company follows industry regulations strictly and offers only products approved under the new national standards. Therefore, our sales recovery was somewhat disrupted by the resurgence of illegal flavored products after the regulator's special action ended in April.

These illegal products are manufactured by unauthorized factories that offer a wide range of tempting flavors at lower prices than compliant products since they don't pay taxes. This creates an unfair market environment and affects the entire industry's recovery in the legal market. To promote the e-vapor industry's recovery and the long-term health -- healthy growth, we have been encouraging customers to call 12313 if they find people selling illegal products. Additionally, regulators offer rewards for information regarding potential violations of related regulations. We are hopeful that these efforts will be effective in progressively reducing and eliminating illegal products from the marketplace in the long run. Regarding our profitability, we previously stated in our first quarter earnings call that we anticipate our margin will gradually increase as our sales improve in the upcoming quarters.

The deleveraging effect caused by reduced sales is expected to lessen over the time. In the second quarter, our gross profit margin rose to 26.1% from the previous quarter's 24.2%. We're confident that our efforts to enhance operating efficiency and product design will further increase our core business gross margin. We have made significant business changes in response to the new regulations and are working hard to control costs and make our operations more efficient. We are happy to report that our efforts have been successful resulting in improvements in our overall operating efficiency. Our non-GAAP operating expenses have decreased by 7% on a quarterly basis. It's also worth noting that excluding salaries and welfare benefits, our non-GAAP operating expenses decreased by 58% compared with the same period last year.

In the second quarter of 2023, we recorded a non-GAAP net income of RMB 86 million. Our non-GAAP basic net income per ADS was RMB 0.064 and non-GAAP diluted net income per ADS was RMB 0.062 for the same period. We're confident that our profitability will continue to rise in the upcoming quarters as we strive to enhance our supply chain and operational efficiencies. Encouragingly, our operating cash flow has finally turned positive at three consecutive quarters of operating cash outflows. We recorded an operating cash inflow of RMB 41 million in the second quarter of 2023, mainly due to better management of our working capital and inventories. Our cash position remains strong. As of June 30, 2023, we had cash and cash equivalents, restricted cash, short-term bank deposits, net short-term investments, long-term bank deposits net and net long-term investment securities net totaling RMB 15.8 billion.

We are confident that our strong cash position will enable us to navigate the changing markets. We aim to achieve additional cost savings and efficiency enhancements to speed up recovery. This concludes our prepared remarks today. We will now open the call to questions. Operator, please go ahead.

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