ZKH Group Stock

Ladies and gentlemen, good day, and welcome to ZKH Group Limited Second Quarter 2026 Earnings Conference Call. Today's conference is being recorded. At this time, I would like to turn the conference over to Daecy Xu, Head of Investor Relations. Please go ahead, ma'am.

Good morning, and welcome to ZKH Second Quarter 2020 Earnings Conference Call. With me are Mr. Eric Chen, our Founder, Chairman and CEO; Mr. Gerry Wang, our CFO; and Mr. David Liu, our CEO. Eric will begin with an overview of our quarterly performance and business strategy, followed by Jerry, who will review our financial highlights. After the prepared remarks, we will open the call for Q&A, and David will join us for a Q&A session.

Today's discussion may include forward-looking statements. Related factors are described in our today's press release. and we'll also discuss certain non-GAAP financial measures for comparison purposes only. Please refer to the earnings release for definitions of these measures and a reconciliation of GAAP to non-GAAP results.

With that, I will turn the call over to Eric. Eric, please go ahead.

[Interpreted]

Hello, everyone. Thank you for joining ZKH Second Quarter 2026 Earnings Call. Building on the strong start to the year, our business gained further momentum in the second quarter. extending the growth trajectory that we returned to in the fourth quarter of last year. Both GMV and revenue grew year-over-year for a third consecutive quarter in their fast growth in recent quarters. Growth was broad with our key industries and core customer segments, further reinforcing our foundation for sustained growth.

As our business continues to scale, the quality of growth and profitability improved in tandem. Gross profit grew faster than GMV in the quarter lifting gross margin both year-over-year and sequentially. Supported by greater economies of scale, a more favorable customer and product mix and steady gains in operating efficiency, we achieved quarterly operating -- we achieved quarterly operating profitability for the first time. Adjusted net income also delivered a significant turnaround, reversing from a loss in the same period last year.

These results reinforce the steady improvement in our fundamentals and demonstrate that our strategic initiatives and capability building efforts are translating more quickly into operating results. Based on current business trends, we expect GMV growth to accelerate further in the second half of the year, with profitability improving more meaningfully.

Next, let me walk you through some of the business highlights in the quarter. Starting with GMV. Second quarter GMV grew by 19% year-over-year. while GMV on the DKH platform increased by 23%, accelerating further from the first quarter. Based on current trends, we expect GMV growth to pick up further in the third quarter. Multiple customer segments drove growth in tandem this quarter, creating a more balanced growth profile. Regional SME customers maintained the strong momentum that began in the fourth quarter of last year, with GMV up 30% year-over-year.

Reflecting continued improvement in our coverage of and service capabilities for the SME market. The SME market offers significant growth potential. Demand is fragmented procurement needs are diverse, and gross margins are higher. Rapid expansion in this segment not only adds momentum to our overall growth, but also improves our customer mix and overall gross margin.

Meanwhile, our business with central SOEs and industry key accounts remained solid, delivering double-digit GMV growth year-over-year. Notably, following adjustments last year, GMV from state-owned enterprises, including centrally administered SOEs, returned to growth of more than 20% year-over-year this quarter. Performance was also strong across key industries. Our specialized product and service capabilities built over years of serving a wide range of industrial use cases are increasingly translating into strong results.

Steel and nonferrous metals led the way with GMV doubling year-over-year. Communications and Electronics, fine chemicals and pharmaceuticals and utilities also delivered strong growth with GMV in each sector increasing by more than 30% year-over-year.

While we continue to deepen our domestic business, our overseas expansion accelerated further from the first quarter, with first half GMV increasing more than tenfold year-over-year. During the quarter, we continued to advance our international business on 2 fronts: supporting Chinese manufacturers as they expand globally and deepening localized operations in key overseas markets. On the first front, we provide Chinese manufacturers expanding overseas with one-stop MRO solutions, spanning coordinated product sourcing in China and abroad compliance support and local performance.

On the second front, we continued to build out our localized operations starting with MRO use cases in warehousing and supply chains where our business model has been validated. Our new Sky private label products also gained traction through online channels primarily Amazon, with categories such as material handling forklifts and industrial fans, delivering encouraging sales and earning strong customer recognition. We also established a dual sourcing system for key product categories with sources in China and overseas, further strengthening the resilience of our international supply chain.

As these initiatives take hold, our overseas business is beyond early market exploration into a new stage in which capability building and business expansion are advancing in parallel with an increasingly clear path forward.

The progress we achieved across our businesses was underpinned by the continued strengthening of our core capabilities. During the quarter, we remain focused on 3 areas central to our long-term competitiveness, products, fulfillment and AIs. Starting with products. we continue to deepen our presence in specialized high barrier MRO categories and strengthen collaboration with leading manufacturers. These efforts enhanced the depth of our services. in specialized categories and further differentiated our offerings.

During the quarter, GMV from electrical automation customers grew 160% year-over-year driven by our strategy of focusing on key product categories and high potential industries. To address customers' end-to-end needs across control, safety, sensing and connectivity for intelligent production lines. We deepened our offerings in sensors, PCs, industrial safety, industrial IoT and robotics forming a comprehensive automation product portfolio.

At the industry level, we positioned ourselves early in 3 sectors with high automation intensity, new energy, semiconductors and communications and electronics. This enabled us to capture growing demand arising from capacity expansion and intelligent product line upgrades. Growth among semiconductor customers was particularly strong with GMV up more than 100-fold year-over-year. We also expanded our collaboration with Intel in edge control. jointly advancing visual intern and industrial control product solutions as we cultivate our next growth curve beyond control, safety and sensing.

Meanwhile, our private label business is an important driver of both competitive differentiation and profitability. During the quarter, we added more than 700 private label SKUs, driving private label GMV growth up more than 25% year-over-year and listing private label product share of total GMV to approximately 10%. In addition to contributing incremental revenue, this also improved our overall gross margin.

As we broaden the portfolio, we are also building out end-to-end capabilities from product development through testing and validation. Our in-house testing system now covers multiple core product lines with rigorous validation across performance, safety, compliance and reliability. These capabilities further improve product development efficiencies and quality consistency, providing strong support for scaling our private label business.

Turning to fulfillment. We continue to optimize our multi-tiered warehousing and distribution network while enhancing supply capabilities and customer experience in specialized MRO categories. During the quarter, we completed the build-out of a dedicated hazardous materials warehouse in Tongzhou Gabe province. Further strengthening our compliance storage and supply assurance capabilities for hazardous chemicals.

As of quarter end, our nationwide fulfillment network comprised more than 30 distribution centers, 109 transit warehouses, more than 200 company-operated delivery vehicles and more than 6,000 EVM smart vending machines deployed at customer production sites. This integrated network strengthens our end-to-end fulfillment capabilities from regional inventory deployment and last-mile delivery to on-site on-demand product access.

As we expanded our net network coverage, we also improved warehouse operations and transportation scheduling, further improving operating leverage. In the quarter, fulfillment expenses as a share as a percentage of net revenues declined to 3.7% from 4.2% a year ago.

We also made solid progress on the AI and digitalization front, guided by our goal of building industry-leading full-stack AI capabilities for industrial supplies. We continue to strengthen our technology stack and expand AI adoption across customer-facing and internal use cases. These efforts are accelerating the conversion of our extensive industry data and technological expertise into tangible customer value and operating results.

A key milestone this quarter was the June launch of Domino, our industrial supplies Big Data engine powered by more than 1 billion product parameters, Domino features automated data labeling, self-learning and end-to-end traceability. This provides customers with a high-quality data foundation for MRO data governance, motto training and intelligent applications. Through this platform, we are further unlocking the value of MRO data and enabling it to evolve from an internal resource to industry infrastructure that can be offered externally.

Building on this foundation, we continued to expand the use cases for our Linglong MRO industry-specific foundation model and its suite of AI agents, integrating AI more deeply into customers' business processes. Today, solutions such as AI materials manager, Linda, the yen and AI marketplace are already deployed across manufacturing, chemicals, ports and automotive covering key workflows such as materials data governance, product search and selection, enterprise knowledge management and collaboration and warehouse item recognition.

Notably, AI materials manager has served more than 8,600 customers and has been implemented in more than 15 cases involving state-owned enterprises, including centrally administered SOEs. To date, it has processed more than 24 million rows of materials data, helping customers streamline materials management and reduce inventory cost. Internally, we continue to scale AI adoption across our organization and business processes to improve operating efficiency.

During the quarter, internal AI applications saved more than 12,000 employee hours and AI-assisted coding accounted for over 70% of our coating activity. We also continue to encourage business teams to participate in AI innovation and the co-development of new use cases. More than 200 employees across 22 departments are now actively involved, bringing AI capabilities into a new -- into a growing range of new business processes.

Beyond strengthening our own capabilities, we are also actively contributing to the broader industry ecosystem. In June, we co-hosted the inaugural China Industrial Supply Sumit or CIS, with several national -- with several national trade associations and industry organizations. As China's first MRO Industry Summit focused on collaboration and value creation -- the event brought together more than 2,000 attendees from over 1,000 companies, including many industry leaders, senior executives and experts from across the value chain.

The event set industry records for both attendance and the seniority of its guests. Its success further enhanced ZKH's influence within the industry and provided an important platform for deeper engagement with key stakeholders. Going forward, we will continue to leverage our platform strength to promote knowledge sharing and coordination across the value chain, creating greater long-term value for the industry as a whole.

Looking ahead to the second half, we will remain focused on strengthening our core competencies, including enhancing product supply capabilities, improving fulfillment efficiency and building greater organizational strengths. These are the cornerstones of our long-term competitiveness and will lay a solid foundation for sustained growth in business scale and further improvements in profitability.

With that, I will turn the call over to our CFO, Jerry Wang to walk you through our financial results. Thank you.

Okay. Thank you, Eric, and thank you, everyone, for joining our earnings conference call today. Now let me walk you through our financial performance for the second quarter of 2026. The Building on a strong start to the year, we delivered continued improvement across key financial metrics in the second quarter. GMV growth accelerated to its fastest pace in the past few quarters. while our gross profit margin expanded even further as operating leverage became increasingly evident, our profitability also improved significantly.

Notably, we achieved operating profitability for the first time, marking an important financial milestone for the company. Together, these results demonstrate our ability to maintain growth momentum while improving operational quality, supported by the increasing benefits of scale and disciplined execution of our strategic priorities.

Let's now take a closer look at the second quarter financial performance, starting with GMV and revenue. The gross recoveries that began in the second half of last year, gained further momentum in the second quarter. with GMV and revenue posting accelerated year-over-year growth. GMV increased 18.9% year-over-year to RMB 2.9 billion while net revenues grew 12.8% to RMB 2.4 billion, representing the fastest growth for both metrics in recent quarters.

This strong performance was primarily driven by robust growth among SMB customers and key accounts across our core industries, along with a continued recovery in business with central SOEs. As GMV growth accelerated, gross profit grew even faster, increasing 20.3% year-over-year from RMB 357 million to RMB 430 million. As a result, gross profit as a percentage of GMV edged up to 14.9% compared with 14.8% in the same period last year and 14.4% in the first quarter of 2026.

This improvement reflected the continued optimization of our customer and product mix as well as the increasing GMV contribution from private label offerings. Driven by improved operating leverage and operating efficiency, total operating expenses decreased 0.8% year-over-year to RMB 425 million in the quarter. Operating expenses as a percentage of net revenues improved notably, declining from 19.8% in the same period last year to 17.4%. Breaking it down Fulfillment expenses were RMB 90 million, representing 3.7% of net revenues, down from 4.2% in the same period last year.

Sales and marketing expenses were RMB 151 million, representing 6.2% of net revenues, down from 6.9% in the same period last year. R&D expenses were RMB 35 million, representing 1.4% of net revenues, down from 1.9% in the same period last year. General and administrative expenses were RMB 150 million, representing 6.1% of net revenues, down from 6.8% in the same period last year.

Looking ahead, we expect GMV and revenue growth to accelerate further in the second half of the year. Combined with our continued focus on operating efficiency, -- this should drive further improvement in our operating expense ratio and strengthen our operating leverage. On the international front, as we noted previously, overseas expansion remains an important long-term strategic priority for the company.

In the first half of this year, international GMV exceeded RMB 95 million marking a significant step up in scale. As we continue to grow this business, we remain disciplined in managing expenses and focused on return on investments. Going forward, we expect our international business to turn profitable in the second half of this year. Our faster GMV growth, improving operating efficiency and greater operating leverage drove a significant year-over-year improvement in profitability.

In the second quarter, our operating profit, non-GAAP EBITDA and non-GAAP adjusted net profit all turned positive. In particular, non-GAAP EBITDA reached RMB 42 million, compared with negative RMB 39 million in the same period last year, while non-GAAP adjusted net profit reached RMB 39 million compared with negative RMB 37 million a year ago.

Turning to our balance sheet. We continued to maintain a solid liquidity position. As of June 30, 2026. Cash and cash equivalents, restricted cash and short-term investments totaled RMB 1.7 billion, providing ample financial flexibility to support our day-to-day operations and strategic priorities. Operating cash flow followed a seasonal pattern that is similar to last year, with net outflows in the first half and net inflows in the second half as customer collections accelerate.

For the first half of 2026, net cash used in operating activities decreased to RMB 156 million from RMB 208 million in the first half of 2025, reflecting continued improvement in our working capital management. To conclude, the second quarter of 2026, marks an important financial milestone for the company as we achieved positive operating profit for the first time and delivered a significant improvement in non-GAAP adjusted net profit. Based on current trends, we expect to maintain high teens GMV growth in the second half of the year, while continued to improve profitability.

This should put us in a solid position to achieve our full year business and profitability targets and lay a solid foundation for even stronger performance in 2027. Okay. This concludes our prepared remarks. Thank you. We can now open for Q&A.

[Operator Instructions]. If you wish to ask your question to management in Chinese, please immediately repeat your question in English. The first question comes from Jin Guan with CICC.

[Foreign Language]

Good evening management, we noticed that the company's TMA growth accelerated to around 80% this quarter year-over-year. could management walk us through the key drivers behind this acceleration and which subsectors, customer segments or product line are staying stronger momentum. And what's your outlook for GMV growth in the second half and full year?

[Interpreted]

Thank you very much for that question. So indeed, we achieved acceleration in terms of our GMV growth in the second quarter 2026 and it's faster than any past quarters. And this goes to show how we are gaining share in this highly fragmented MRO market in China. We can approach this question from 3 perspectives, namely industries, customers and private labels.

So firstly, let's talk about industries. We have been continually investigating or rather investing in high-growth industries. So the following are some of the industries that have been growing over 30% in Q2 this year from a GMV perspective, and they are still and nonfee-primarily nonferic metals, growing at over 103% utilities grew 57%, Fine Chemicals and pharmaceuticals grew 37%. Food and agricultural products, 37%; Communications and Electronics 35% and we have also been consistently gaining customers from emerging and strategic industries such as semiconductors, robotics and optical communications.

So secondly, in terms of our customer mix, I would like to talk about how we perform on the SME customers front -- and just to clarify the definition of what we mean by an SME customers. We're talking about customer with a revenue of over RMB 1 billion. So it's not technically a small customer or a small company, right? But relatively speaking, it's small compared to some of the large guys or central and local OEs. And so a big highlight of Q2 is that the GMV for these SMEs have reached over -- reached 30%.

And so the GMV growth for this segment is outperforming the company's overall GMV growth. And like discussed earlier, we believe this type of customers can reflect the improvement of the product and service capabilities for ZKH more than any other types of customers because these customers are getting increasingly demanding in terms of their requirements for services. So as a result, traditional and conventional trading companies are being eliminated.

And secondly, the business -- our business is evolving from sales driven to supply driven or supply change event. I'll explain what I mean by this. So before, we were basically selling whatever the customers wanted and demand it, right? But now with the capabilities of our product improving, we are more in a position to sell what we recommend and what's available on our part. And that's definitely a huge increase in terms of efficiency and productivity.

At the same time, the gross margins on part of the SMEs are higher than large customers. So the growth of SMEs, outstripping the overall company is definitely conducive to the improvement of our overall gross margin. And these SMEs are usually located in the outskirts of cities, which means delivery and the fulfillment for them is easier. And GMV-wise, these SME customers are accounting for about 30% and of total GMV, while large customers and by large customers, I mean key accounts or leading companies of various sectors and those SOEs.

So these larger customers account for 60% GMV-wise, -- and we expect SME GMV share to continue to rise in the future.

And thirdly, my last point is on private labels. So for Q2, private labels achieved a growth of over 25%, outstripping overall growth and GMV share has reached 10% margin towards our long-term goal of 30% for it. And the gross margins for private labels are higher than nonprivate labels. It's usually 10% higher. So this trend of private labels as a share of overall GMV increasing will also be conducive to the overall gross margins improving.

Looking out to the second half of this year and the entire year's -- if you look at the order trend, July, August this year, we expect GMV growth for Q3 is going to be higher than Q2's 18.9%. So it's going to continue to accelerate. And the Q4, especially the month of December is a peak month or peak quarter for orders throughout the year. And we are confident that we are able to sustain this growth and be able to achieve our overall growth of 15% to 20% growth for GMV this year. And that was my answer to your question. Thank you.

Thank you. The next question comes from Zooming a with Huatai Securities.

[Foreign Language]

[Interpreted]

Question against the backdrop of ongoing AI waves. Have you observed any incremental changes in purchasing behavior and caps of different customer groups how will DKH capture the opportunities? Have AI applications launched previously such as the AI and materials manager made further progress recently. In addition, what is the latest progress on establishing the AI subsidiary as alluded to earlier.

[Interpreted]

So this is the CTO of the company, and I'll take this question. So indeed, we have observed some incremental changes in customer purchasing behavior as AI applications gradually mature. -- we observed each trends that are quite notable. First, customers are changing how they express their needs and access procurement services. In the past, MRO products procurement rely primarily on key searches catalog filters or manual requests for quotations, Increasingly, customers are becoming accustomed to describing their requirements directly in a natural language.

Some provide AI systems with equipment models, use cases and technical specifications and expect that the systems to clarify their needs, select suitable product models or recommend the right products to them. The second trend we observe is that the demand for high-quality data is increasing for AI2 participate meaningfully in procurement decisions. data such as product parameters, specifications, product alternatives, brands and materials. These things must be it accurate.

We, therefore, believe that high-quality structured and specialized data will become even more important in the era of AI. Third, SMEs are becoming more receptive to self-service and smart procurement. In the past, many procurement services required repeated communication between our sales representatives and the customers' procurement people. In the future, AI may be able to handle a significant portion of the standardized work, reducing service costs while improving the customer service or rather a customer service experience.

So as regards to AI materials manager, which we launched previously, it continues to evolve. It has now served more than 8,600 customers, representing a year-over-year growth of 93% in terms of customer count and has begun generating revenue. We are also continuing to build a competitive moat around our full-stack AI capabilities for MRO products. And then September, November, October this year, we plan to work with Intel, a leading global chip maker to launch our LinalM, which is an industry-leading edge model and solution for industrial vision.

We also intend to establish deep collaboration with leading domestic chip makers integrating AI material Manager and the Linglonmodel with their technologies at both the model and agent layers.

So regarding the AI subsidiary you were asking about, we are proceeding with this establishment according to plan. The primary reason for setting up an independent company is to give the business a more independent and a flexible organizational structure, talent model and greater flexibility for future capital activities. At the same time, subsidiary will maintain deep synergy with ZKH in industrial data, customer use cases and supply chain resources.

Our goal is to develop it into a smart infrastructure company serving the industrial sector. And that was my answer to your question.

The next question comes from Leo Chang with Deutsche Bank.

[Foreign Language]

So transfer myself. -- even in management, congrats on the strong results. I have 2 questions. First 1 is regarding our international business. could management update us on the company's internationalization progress, including GMV contribution, some expansion and your outlook for future international markets.

The second question is could management provide an update on the shareholder return plan such as share repurchase program or other related initiatives?

[Interpreted]

So in terms of our international business, growth wise, revenue has been growing very strongly, a tenfold increase compared to the same period last year. So for the first half of this year, GMV was RMB 95 million, and we expect second half to continue this strong growth. Secondly, international business has always been part of our long-term strategy, and we will continue to make investments into it.

And there's 2 parts our international business. Part 1 is we will continue to support Chinese businesses as they expand their business in overseas markets. And based on existing customer relations, we will leverage more overseas orders and at the same time, strengthen our last night fulfillment capability in different locales, geographies and regions. The second part to our international business is localized business, which is happening primarily in the U.S. and Texas specifically as we speak.

At the same time, as was talked about in the prepared remarks, while our online sales by way of Amazon is also increasing greatly. So overall, we are valuing efficiency more when it comes to making investments in our overseas business. And we will avoid strong loading expenses ahead of business needs, and we will try to turn a profit for this sometime in the second half of this year for our international business.

When it comes to shareholder returns, in June 2025, the company authorized a USD 50 million worth of share back program, which remains valid through June of 2027. As of the end of the Q2 this year, the company had cumulatively repurchased approximately 2.49 million ADSs, which translates into about USD 7.67 million. We intend to set up the pace or whether to step up the pace of share buybacks. And once our profits begin to scale more meaningfully, we will also consider starting to pay dividends to our shareholders. And that was my answer to your question.

And that concludes the question-and-answer session. I would like to turn the conference back over to management for closing remarks.

Thank you once again for joining us today. You can find the webcast of today's call on ir.vts.com. If you have any further questions, please feel free to contact us. Our contact information can be found in today's press release. Thank you, and have a great day.

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

[Portions of this transcript that are marked [Interpreted] were spoken by an interpreter present on the live call.]

Ladies and gentlemen, good day, and welcome to ZKH Group Limited's First Quarter 2026 Earnings Conference Call.

Today's conference is being recorded. At this time, I would like to turn the conference over to [Daecy Xu], Head of Investor Relations. Please go ahead, ma'am.

Good morning, and welcome to ZKH First Quarter of 2026 Earnings Conference Call. With me are Mr. Eric Chen, our Founder, Chairman and CEO; and Mr. Max Lai, our CFO. Today's discussion may include forward-looking statements. Related factors are described in our today's press release, and we will also discuss certain non-GAAP financial measures for comparison purposes only. Please refer to the earnings release for definitions of these measures and a reconciliation of GAAP to non-GAAP results.

With that, I will turn the call over to Eric. Eric, please go ahead.

[Interpreted]

Hello, everyone. Thank you for joining our first quarter 2026 earnings conference call. We entered 2026 with strong momentum, building on the recovery trajectory established in the second half of last year. As our business steadily scaled, the quality of our growth also improved. In the first quarter, both GMV and revenue growth accelerated year-over-year for the second consecutive quarter. GMV returned to double-digit growth and revenue delivered its strongest year-over-year performance in recent quarters.

On the profitability front, our operating quality continued to improve. Gross margin achieved expansion sequentially, reflecting an improving trend. Driven by refined operations, improved organizational efficiency and the ongoing benefits of operating leverage, adjusted net profit was up 103% year-over-year, marking the first time we have achieved adjusted profitability in the first quarter.

Delivering these solid results during the first quarter an off-season for the MRO industry reinforces our confidence in achieving double-digit GMV growth and full year profitability in 2026. From a cash flow perspective, net cash outflow from operating activities narrowed significantly year-over-year, further enhancing our financial resilience. Overall, the strategic initiatives we have implemented over the past several quarters, focused on optimizing customer mix and operational efficiency, continue to deliver tangible results and position us for steadier, higher-quality growth going forward.

This quarter. Starting with GMV. First quarter GMV increased 12.9% year-over-year, representing a meaningful acceleration compared with both the year ago period and the prior quarter. Based on current order activity shipment trends, we expect GMV growth to accelerate further in the second quarter. This strong performance was fueled by the continued expansion of our customer base.

During the quarter, the number of transacting customers increased 11% year-over-year to 66,000, reflecting the accelerating adoption of online procurement among Chinese manufacturers. This growing customer base provides a solid foundation for our long-term sustainable growth.

Beyond overall customer growth, we also saw broad-based strength across customer segments. GMV from SME customers on the ZKH platform increased more than 20% year-over-year growth. SMEs typically have more fragmented demand and a broader range of procurement needs, making them a strong indicator of our platform's service capabilities. As online procurement adoption continues to deepen among small- and medium-sized manufacturers, we believe there is significant room to further increase penetration in this customer segment.

We also saw a more pronounced recovery among central SOE customers during the quarter, with GMV returning to double-digit year-over-year growth and improving meaningfully on both a sequential and year-over-year basis.

Performance among our industry key accounts was in line with expectations with GMV growing more than 20% year-over-year across major verticals, including electrical manufacturing, communications, electronics, new energy and steel and non-ferrous metals. We also expanded our presence in emerging sectors such as semiconductors, energy storage, optical modules, robotics and optical communications, strengthening our customer base among industry leaders in these high-growth markets.

The GBB platform also maintained strong momentum with GMV increasing more than 30% year-over-year. As a key platform serving distributors, resellers and micro and small businesses, GBB leverages a more standardized e-commerce-driven operating model to expand customer coverage and improve online conversion. More importantly, it creates strong synergies with the ZKH platform, effectively extending our service reach and providing an additional growth driver for the broader business.

Turning to our international business. We continue to expand both our customer base and geographic footprint during the quarter, delivering robust growth with revenues increasing more than sixfold year-over-year. While continuing to strengthen our end-to-end capabilities to support Chinese manufacturers expanding overseas, we also advanced our local U.S. operations through enhancements in product development, multichannel sales and fulfillment.

From an operating strategy perspective, we remain committed to high-quality growth with a strong focus on operating discipline and investment efficiency. Our goal for this year is to reach breakeven for our international business. The continued expansion of our customer base and business scale reflects our long-term investments in building core capabilities and the strong execution behind these efforts. During the quarter, with customer value at the heart of our strategy, we expanded our product portfolio, strengthened our supply chain capabilities and accelerated AI adoption across business scenarios, further enhancing our one-stop platform service capabilities.

Starting with product capabilities. We further strengthened our core product offering by sharpening our focus on high-value industries and highly specialized industrial scenarios. During the quarter, we identified 10 priority product lines, including factory automation, electrical automation, pumps, pipes and valves and cutting tools and increased resource allocation to support their growth.

By improving coordination between production and sales, optimizing bulk procurement and enhancing specialized operational capabilities, we further bolstered the competitiveness of these key product lines. Taking factory automation or FA as an example, we launched the FA Mall during the quarter, a one-stop digital procurement and technical services platform tailored to the automation value chain.

The platform offers a broad range of FA components and integrates key capabilities such as intelligent product selection, 3D modeling and technical support, helping customers address traditional procurement pain points, including complex product selection and high technical barriers.

As our key product lines continue to advance, we have also deepened customer penetration in core industries. By category, professional and high-precision MRO products such as FA components, industrial lubricants and chemical reagents, all achieved solid double-digit GMV growth, further solidifying our core competitive advantage in highly specialized industrial scenarios.

In addition, we continue to strengthen our platform's overall supply capabilities. By the end of the first quarter, the number of sellable SKUs on the platform increased to $27 million, up from $23 million at the end of the prior quarter. Building on this foundation, we further expanded our private label portfolio by accelerating new product development.

In the first quarter, we introduced more than 400 new private label SKUs, including innovative items such as lightweight breathable bump caps and anti-static [indiscernible] gloves, covering diverse scenarios from personal protection and tools to cleaning and office supplies. These efforts further enhanced the competitiveness of our private label products and expanded our customer reach. GMV from private label products grew by over 20% year-over-year and accounted for approximately 9.7% of total GMV in the first quarter of 2026.

On the fulfillment front, we continue to enhance our warehouse network and strengthen last-mile delivery capabilities, further reinforcing our multi-tier operating system. In the first quarter, the capacity of our self-operated fleet continued to grow, improving both delivery coverage and responsiveness. At the same time, our prior investments in warehouse network optimization and automation drove a 36% year-over-year improvement in warehouse utilization efficiency.

These end-to-end enhancements across warehousing, transportation and delivery contributed to a 17% year-over-year reduction in our comprehensive fulfillment expenses for the quarter. Looking ahead, as we continue upgrading warehouse operations and digitalizing fleet scheduling, we believe there is further room to drive down our comprehensive fulfillment cost ratio.

While continuing to strengthen our product and fulfillment capabilities, we are also actively forging future-proof long-term technological advantages, guided by our goal of building industry-leading full stack AI capabilities for industrial supplies, we are systematically deploying AI across key industry use cases.

At the data layer, we continue to enhance the ZKH data dictionary and industry knowledge graph capabilities, improving the structure, interconnectivity and real-world applicability of industrial product data. We also strengthened data governance through AI-powered data annotation. Together, these efforts have established a stronger data foundation for broader AI applications across our business.

In 2026, our goal is to build the industry's first knowledge graph exceeding 100 million industrial product data points and 10 million industry relations. This will further strengthen AI's ability to understand and operate in complex industrial supply scenarios. Taking the request for quote scenario as an example, while many procurement needs can be fulfilled directly through our online platform, quotation workflows remain an important customer entry point. Today, approximately 30% of material matching and product identification tasks within quotation workflows are already handled by AI. By the end of 2026, we aim to increase the overall AI-powered product identification rate to 70% with data-intensive product lines such as fasteners, pumps, pipes and valves and hand tools expected to reach 80% to 90%.

We believe these advancements will meaningfully improve quotation completion rates, inventory turnover and sales conversion rates.

At the model layer, our Hangjia Linglong MRO vertical large language model continued to evolve, further improving its ability to understand, reason and execute tasks in complex industrial supply scenarios. During the quarter, we expanded image-based training to strengthen the model's multimodal capabilities and officially launched Hangjia Huiyan, the industry's first intelligent visual search engine for MROs.

Powered by advanced image recognition, Hangjia Huiyan can rapidly identify material types and specifications and pair them with specific application context to deliver intelligent diagnostics and product recommendations. This significantly improved communication and procurement efficiency in complex industrial supply scenarios.

At the orchestration layer, we are also actively building our MRO AI developer platform by integrating proprietary models and AI tool chains, standardizing advanced AI capabilities and making them easier for cross-functional teams to access and apply. We also launched our AI for -- all initiative across the organization, encouraging teams to develop and deploy AI tools tailored to specific business scenarios and accelerating AI adoption across the company.

In the first quarter alone, our teams developed and launched more than 60 AI agents and RPA bots driving meaningful efficiency gains and freeing up more than 2,000 human labor hours per month. Our IP development efficiency also continued to improve. In 2026, we aim to increase our AI code generation rate from approximately 30% today to 80%.

At the application layer, we have established an integrated AI ecosystem spanning core business functions, including merchandising, sales, operations and customer service. Within this ecosystem, we have developed a diverse portfolio of AI agents such as AI quotation assistant, AI material manager and ProductRecom, which are increasingly delivering tangible business value across our operations.

In 2026, as we continue to refine and scale these AI applications, we expect AI-driven sales to grow meaningfully.

As we move through 2026, we will continue investing in product capabilities, fulfillment capacity and AI innovation, further strengthening our comprehensive service offerings for complex industrial scenarios and reinforcing our long-term competitive advantages. Building on this foundation, we will remain focused on high-quality growth by driving greater operational efficiency and earnings, steadily advancing towards our goal of full year profitability.

I'll now turn the call over to our CFO, Max Lai, to present our financial results. Thank you, everyone.

Thank you, Eric, and thanks, everyone, for making time to join our earnings call today. Now let me walk you through our financial performance for the first quarter of 2026. We started the year with solid momentum across key financial metrics.

In the first quarter, we delivered accelerated top-line growth, improved operating efficiency and greatly enhanced profitability. Notably, we achieved non-GAAP adjusted profitability, marking our first profitable first quarter on an adjusted basis and a meaningful turnaround from the same period last year. These results reflect the improving quality of our growth, increasing scalability of our operating model and the ongoing benefits of strategic initiatives we've implemented over the past several quarters.

Let's now take a closer look at first quarter's financial performance, starting with the top line. During the quarter, we built on the improving trend established in the second half of last year with both GMV and revenues accelerated year-over-year for the second consecutive quarter. GMV increased by 12.9% year-over-year to RMB 2.45 billion, while total revenues grew by 9.2% year-over-year to RMB 2.11 billion, both representing our strongest quarterly growth in recent periods.

This performance was supported by the continued expansion of our customer base and stronger platform engagement. Our earnings profile also strengthened during the quarter, supported by improved operating leverage and ongoing efficiency gains. Gross profit increased by 6.6% year-over-year to RMB 354 million, while gross margin moderated slightly year-over-year from 17.2% to 16.7%. Our underlying margin trends improved sequentially with GMV-based gross margin increased by 90 basis points.

Going forward, we will continue to improve business quality through 3 priorities: a more balanced customer and product mix, higher contribution from private label products and greater supply chain efficiency. On operational efficiency, we maintained strong cost discipline while continuing to invest in capabilities that support our long-term growth.

Total operating expenses decreased by 8.8% year-over-year to RMB 376.5 million, representing 17.8% of net revenues compared with 21.3% in the same period last year. Breaking this down, fulfillment expenses decreased by 16.8% year-over-year to RMB 77.6 million. Sales and marketing expenses remained relatively stable at RMB 137.6 million. R&D expenses decreased by 25.9% year-over-year to RMB 29.3 million. General and administrative expenses decreased by 7.9% year-over-year to RMB 131.9 million. This improvement reflected continued reinforcement of our operating model, enhanced organizational efficiency and more disciplined resource allocation. During the quarter, GMV per effective employee increased by over 20% year-over-year, reflecting a meaningful improvement in our workforce productivity. In addition, as we mentioned earlier, we continue to optimize our overseas business strategy with a stronger focus on operating quality and investment efficiency. This contributed to lower overseas-related spending and further improvement in our overall expense structure.

These efficiency gains translated into significant improvement in profitability compared to the same period last year. Operating loss narrowed by 72.2% to RMB 22.5 million with operating loss margin improving to negative 1.1% from negative 4.2%. Non-GAAP EBITDA turned positive at RMB 4.2 million compared with negative RMB 52 million in the prior year period, with margin increasing to positive 0.2% from negative 2.7%.

Most notably, we achieved a non-GAAP adjusted net profit of RMB 1.7 million compared with non-GAAP adjusted net loss of RMB 50.2 million in the same period last year. This significant turnaround reflects the combined impact of top line recovery, improved operating efficiency and further operating leverage.

Turning to balance sheet. We maintained a healthy liquidity position. As of March 31, 2026, our cash and cash equivalents, restricted cash and short-term investments totaled RMB 1.84 billion, providing us with ample financial flexibility to support our business operations and strategic priorities. Operating cash flow also improved meaningfully year-over-year. Net cash used in operating activities was RMB 34 million in the first quarter compared with cash outflow of RMB 97.1 million in the same period of 2025, reflecting continued improvement in our working capital management.

To recap, the first quarter marked a strong start to 2026. We delivered accelerated top line growth continued improvement in operating efficiency and substantial gains in profitability. Notably, we achieved our first non-GAAP adjusted net profit -- net profitability in the seasonally soft first quarter. Looking ahead, our focus remains on high-quality growth and disciplined execution. This concludes our prepared remarks. Thank you.

We would now like to open the call for the questions. Operator, please go ahead.

[Operator Instructions]

The first question comes from Leo Chiang with Deutsche Bank.

[Foreign Language]

The first quarter company's gross margin improved quarter-over-quarter, but it still declined year-over-year. Could management share your view on the long-term trend of gross margin? And what factors could constrain further improvement in gross margin? And what action has the company taken to improve gross margin?

[Interpreted]

Thank you for the question. I will take this question from 3 parts. So, namely category mix, customer mix and private labels. So, for category mix, we have lots of SKUs and product lines, and so things are quite fragmented. And the gross margins of different products vary greatly. For some product lines, gross margins are lower, but the growth for their gross profits and the GMV is relatively fast. So, in the short run, they might drive down the overall gross margins. But if they are able to still drive customer penetration, expand our supply capabilities and contribute to the growth of our absolute gross profit, then there's still value in operating those categories.

At the same time, some MRO products gross margins and gross profits are going up simultaneously, especially for our advantageous product lines. By that, I mean things like PPE or personal protective equipment, cleaning, OEM fasteners, handling and storage and security, et cetera. And these categories are reflecting better profit conversion efficiency, so to speak.

And as these high-quality product lines are taking a higher share out of the entire portfolio, this will be conducive to improving our overall gross margin structure.

So, in terms of your question about Q1 being lower year-over-year, it was primarily due to the gross margin drop in categories, including diesel, transformer oil and silicon photonics wafers. And that has driven down our gross margin. But overall, our gross margin is pretty solid.

So, for my second point about customer mix, usually, the gross margin for SME customers is higher than key accounts or large customers. And so the share of the GMV on the part of SME customers, that trend will impact on the trend of our overall gross margins. So currently, SME customers' GMV accounts for about 30-plus percent of the total, while key accounts GMV accounts for about 60%. And the SME customers are growing at 20% GMV-wise. So, from a customer mix perspective, our gross margin is improving.

So, in terms of private labels, gross margins for private labels are typically higher than non-private labels. So, that trend will also impact the overall gross margin trend. And private label GMV currently accounts for 9.7% and our long-term goal for it is to reach over 30%. Overall, the gross margin -- so in terms of managing gross margin, we will not pursue the maximization of a single product or a single quarter for the gross margin to maximize, but we care more about the improvement of our overall supply capabilities, the deepening of our customer reach and the growth of our absolute gross profits.

And we understand how gross margin across different product lines varies by a lot. So, the adjustment and changes to product portfolio for different stages of our development will impact overall gross margin, but our long-term goal is to drive gross profit continuously by way of advantageous product lines, private labels and the optimization of customer mix and improvement of our purchasing efficiencies.

The next question comes from Xiaodan Zhang with CICC.

[Foreign Language]

I will translate myself. We noticed that high-tech manufacturing such as communication electronics, auto manufacturing and equipment manufacturing accelerated its growth in first quarter and in April. Could management share more about whether we are seeing a similar trend? And how does -- how is our performance in these sectors? And also any initiatives have been introduced to expand our market share in these sectors?

[Interpreted]

Thank you for the question. Indeed, we have seen how players in the advanced manufacturing sector buying more in terms of MROs. And these include sectors like electrical manufacturing, communication, electronics, alternative energy or new energy and non-ferrous metals. The GMV for the aforementioned sectors all achieved a year-over-year growth of over 20%. And for semiconductors, energy storage, optical modules, robotics and optical communication, these emerging sectors, we are accumulating more and more customer resources. And other sectors that have been growing relatively fast are steel steel -- so specifically for steel and non-ferrous metal, if we look at the daily average order volume from January through April, this metric has grown 100% for steel and non-ferrous metals.

And for the same metric, so basically daily average order volume Jan through April grew by 45% for communication electronics and 33% for alternative energies. And refined chemicals, pharmaceuticals, electrical manufacturing have all grown very quickly.

And in terms of the measures we're taking to improve our sector penetration and our share, we did 3 things. First is we have formed a sector-specific sales forces to target these customers in these specific sectors.

Secondly, we're building out sector sector-specific commodity pools and a customer-specific commodity pool for these sectors. And in order to embrace the growth in robotics and smart products, we have launched the FA or factory automation Mall, as was alluded to in the prepared remarks. That was my answer to this question. Thank you.

The next question comes from [Brook Wang] with CITIC.

[Foreign Language]

The company's overseas business revenue increased by sixfold year-over-year in the first quarter. Could you please introduce this year's strategy for the overseas business?

[Interpreted]

Thank you for that question. Yes, indeed, for the first few months of this year, we not only achieved the year-over-year growth, we also achieved month-over-month growth. Two things about the overseas business. Firstly, we are primarily serving Chinese companies going abroad. So, we will be relying and leveraging our existing customer relations with those Chinese customers to drive more overseas orders. We will also strengthen our last mile fulfillment capabilities when it comes to serving the different geographies overseas.

Secondly, localized operations in America are extremely important to us. So, we will be more focused, more laser-focused in our business there. And specifically, we'll be focusing on providing the categories needed for warehousing operations. We would get that done well before we branch out into other SKUs and categories.

Overall, when it comes to developing and expanding our business in overseas markets, we will focus more on the efficiency and returns of our investments and spend, and we would not spend ahead of time. And our goal is to try to break even for our overseas business this year. That concludes my answer to this question. Thank you.

And that concludes the question-and-answer session. I would like to turn the conference back over to management for any additional or closing comments.

Thank you once again for joining us today. You can find the webcast of today's call on ir.zkh.com. If you have any further questions, please feel free to contact us. Our contact information can be found in today's press release. Thank you, and have a great day.

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

[Portions of this transcript that are marked [Interpreted] were spoken by an interpreter present on the live call.]

Ladies and gentlemen, good day, and welcome to ZKH Group Limited's Fourth Quarter and Fiscal Year 2025 Earnings Conference Call. Today's conference is being recorded. At this time, I would like to turn the conference over to Jin Li, Head of Investor Relations. Please go ahead, ma'am.

Good morning, and welcome to ZKH's Fourth Quarter and Full Year 2025 Earnings Conference Call. With me are Mr. Eric Chen, our Founder, Chairman and CEO; and Mr. Max Lai, our CFO.

Today's discussion may include forward-looking statements. Related factors are described in our today's press release. and we will also discuss certain non-GAAP financial measures for comparison purpose only. Please refer to the earnings release for definitions of these measures and a reconciliation of GAAP to non-GAAP results.

With that, I will turn the call over to Eric. Eric, please go ahead.

[Interpreted] Hello, everyone. Thank you for joining our fourth quarter and full year 2025 earnings conference call. Throughout 2025, we advanced our strategic optimization efforts while strengthening core capabilities across product offerings and technological innovation. As these initiatives took hold, we began to see clear signs of stabilization and recovery in the second half of the year. Both GMV and revenue largely recovered to prior year levels in the third quarter, then accelerated into solid year-over-year growth in the fourth quarter.

At the same time, our earnings quality continued to strengthen. We successfully returned to profitability in the fourth quarter. With an adjusted net profit of RMB 14.8 million and achieved half year breakeven for the first time. Our cash flow profile also strengthened meaningfully. We recorded positive operating cash flow in both the fourth quarter and full year 2025, further enhancing the resilience and flexibility of our financial position. These results signal that we have moved past the transitional effects of strategic optimization and entered a healthier, more resilient phase of development.

Now let me walk you through some of the business highlights in the fourth quarter. At a fundamental level, our growth foundation has continued to strengthen. In the fourth quarter, overall GMV grew 8.5% year-over-year and approximately 11% sequentially. Based on order pipeline and shipment trends, we expect year-over-year GMV growth to accelerate into double digits in the first quarter this year. A key driver of our GMV growth was the continued expansion and deepening of our customer base.

In the fourth quarter, the number of transacting customers approached 74,000, representing a year-over-year increase of 60%, the fastest quarterly growth in recent years. By customer segment, GMV from both key accounts and SME customers on our ZKH platform maintained year-over-year growth during the quarter.

Among key accounts, we have now covered over 680 of China's top 1,000 manufacturers with several core industry verticals delivering particularly strong momentum, specifically GMV from customers in electrical equipment manufacturing, chemicals, steel and nonferrous metals as well as transportation increased by more than 20% year-over-year. Notably, certain SOE customers previously affected by strategic optimization showed clear recovery with GMV returning to year-over-year growth and expanding by over 20% sequentially.

Among SME customers, growth momentum remained strong with GMV increasing by more than 20% year-over-year in the fourth quarter. This growth was primarily driven by the continued expansion of our regional service network, the strengthening of our digital marketing capabilities and the broader application of AI tools that enhance customer identification, demand matching and conversion efficiency. Beyond reinforcing our growth trajectory, rapid SME expansion also contributes positively to our margin profile. As this segment continues to scale, we believe it will become an increasingly meaningful driver of both our overall growth and margin expansion.

Internationally, we made encouraging progress. Sequentially, GMV from this business grew by approximately 50%, while the number of customers grew by around 20%. At the same time, our fulfillment network continued to expand and now covers 17 countries. Looking ahead to 2026, we will advance our international strategy by deepening localized service capabilities and further expanding our global footprint. Underpinning this customer and market expansion is the systematic bolstering of our supply side infrastructure. During the quarter, we enhanced our platform ecosystem across product assortment, brands, supplier partnerships and fulfillment network. These efforts reinforced our product competitiveness and fulfillment capabilities, enabling us to deliver a truly one-stop procurement solution while supporting profitability improvement over time.

Starting with product assortment. We continued to strengthen our category capabilities by building long-term competitiveness in scenario-driven and standardized solutions. By the end of 2025, the number of SKUs on our platform had expanded to 23 million, up 33% from the end of 2024. This growth was primarily concentrated in highly specialized MRO categories such as factory automation, chemical reagents and instrumentation. From a product mix perspective, we further deepened our presence in technically demanding high-entry barrier MRO segments such as spare parts, industrial chemicals as well as processing and manufacturing components.

In the fourth quarter, we saw over 20% year-over-year GMV growth in several professional categories, including power transmission equipment, instrumentation and chemical reagents. These results further strengthen our moat in the specialty MRO supply market.

Our private label product business saw continued expansion in the fourth quarter with the launch of 349 new SKUs. For the full year, private label GMV rose 21% year-over-year, increasing its contribution to total GMV from 6.7% in 2024 to 8.3%. We remain committed to our long-term strategy as we steadily work toward our goal of 30% GMV share. Private label products do more than just provide customers with high-quality alternatives at a compelling value. They are also essential to building customer loyalty, enhancing supply chain control and optimizing our overall product mix. Over time, we expect this business to become a meaningful driver of our margin expansion.

Turning to our supplier ecosystem. We had established partnerships with nearly 20,000 suppliers by the end of 2025. Building on this foundation, we also established strategic partnerships with multiple leading brands and industry players on a deeper level, expanding relationships beyond simple transactions into broader collaborations across supply chain, data and market development to build a truly integrated industrial services ecosystem.

On the fulfillment front, we further strengthened our warehousing and end-to-end delivery network. Our multi-tier fulfillment infrastructure now comprises 30 distribution centers, over 100 transit warehouses and a self-operated fleet of over 200 delivery vehicles, further enhancing our last-mile delivery capabilities. At the same time, our operational efficiency improved significantly. During the quarter, our through warehouse fulfillment cost declined by around 13% year-over-year, marking this the eighth consecutive quarter of double-digit reductions.

Warehouse labor productivity and space utilization at our distribution centers also increased by around 20% year-over-year, bringing our operational efficiency to industry-leading levels. As we continue to optimize our warehouse network and in-warehouse operations, we expect our through warehouse fulfillment cost to improve further this year.

While continuing to strengthen our supply side capabilities, we have also been strengthening our AI and digital capabilities to make our value chain more efficient and intelligent. During the quarter, we deepened our AI strategy across 3 layers: data infrastructure, industry-specific models and scenario application. These measures are accelerating the translation of AI innovation into scalable business value creation. At the data layer, we have made significant strides in building our proprietary data foundation through the ZKH Data Dictionary with total data assets expanding to the petabyte level.

As AI applications were deployed more broadly across our operations and AI coding tools became increasingly integrated into our R&D workflow total token consumption doubled year-over-year in 2025. Monthly usage now exceeds 80 billion tokens. This reflects the increasing depth of AI inference, broader application scope and greater automation across our platform. Looking ahead, we expect token usage to increase by at least tenfold over the next 2 to 3 years. At the same time, our average cost per million tokens continues to decline on a year-over-year basis. As the depth, specialization and integrity of our data assets continue to improve, our AI capabilities across key operational scenarios have also strengthened significantly. In particular, we're seeing notable performance improvements in areas such as intelligent RFQ processing, precise product identification and pricing optimization.

At the model layer, we launched H-Nimble in 2025, the industry's first large language model purpose-built for the MRO sector. The model completed regulatory filing with the Cyberspace Administration of China in September and has since begun scaled deployment. In specialized industrial settings, H-Nimble is already demonstrating clear advantages in handling complex professional MRO scenarios. At the application layer, AI is increasingly embedded into our core business processes, strengthening both our platform capabilities and service efficiency.

For customer-facing services, AI is already delivering tangible value across several key operational scenarios. For example, our AI Material Management Agent has helped nearly 10,000 customers organize and standardize more than 15 million lines of material data. Previously, processing 1,000 lines of material data required roughly 15 person days of manual work. Today, AI can complete the same task in roughly 3 minutes. In product selection and recommendation, our AI ProductRecom Agent has improved supply-demand matching and conversion efficiency. In 2025 alone, this agent served more than 30,000 customers and generated over RMB 200 million in sales.

Internally, we are accelerating the deployment of our AI Smart Workbench and RPA Digital Workforce at scale, building a more intelligent and highly automated operational infrastructure. By the end of 2025, the number of RPA digital employees had exceeded 5,000, already surpassing the size of our full-time workforce and becoming a key pillar of our intelligent operations framework. Over the course of the year, these digital employees helped save nearly 1 million man hours. At the same time, our AI Workbench has significantly reduced the need for manual cross-system operations. This is driving a fundamental shift in our business as we move from high-touch to low-touch workflows.

In 2025, the AI Smart Workbench autonomously executed more than 520,000 system operations, delivering substantial productivity gains in process-intensive roles. For example, our productivity in customer service and procurement increased by approximately 45% and 50% year-over-year, respectively, improving labor cost efficiency in these functions. In 2026, we expect the AI Smart Workbench to further enhance the ability of our AI agents to understand and execute increasingly complex business processes. This will continue the evolution of our operating model from a low-touch to a no-touch model, unlocking further operational efficiencies and providing a stronger foundation for our scalable growth.

Looking ahead, we will continue to build on our core strengths in products, supply chain and AI. This will further reinforce our long-term competitive advantages as we work to establish ZKH as the trusted infrastructure for industrial MRO procurement. At the same time, we'll focus on improving the quality and efficiency of our core business, enhancing our organic growth drivers and further optimizing our customer mix and cost structure, positioning us to achieve full year profitability in 2026.

Now I'll turn the call over to our CFO, Max Lai, to present our financial results. Thank you, everyone.

Thank you, Eric, and thanks, everyone, for making time to join our earnings call today. I'm pleased to walk you through our financial performance for the fourth quarter and full year 2025. We concluded the year with strong momentum across key financial metrics. In the fourth quarter, we delivered accelerated top line growth, improved operational efficiency and achieved a return to profitability. These results reflect the improvement of our core business fundamentals and the growing benefits of business optimization we've implemented over the past several quarters.

Let me begin with our top line performance. In the fourth quarter, we generated a solid year-over-year and sequential growth signaling strengthening momentum in our business and robust market demand. GMV grew by 8.5% year-over-year and 11.3% sequentially to RMB 2.92 billion, while total revenues grew by 7.9% year-over-year and 9.8% sequentially to RMB 2.56 billion. This performance was supported by the continued expansion of our customer base as well as our enhanced product offering and fulfillment capabilities.

For the full year, GMV declined by 3.3% year-over-year to RMB 10.1 billion, primarily due to the impact of strategic optimization that continued to weigh on results in the first half of the year. But the company's operational performance showed clear signs of inflection points in the second half of 2025. Total revenues increased by 2.6% year-over-year to RMB 9 billion.

Turning to our margin profile. Gross profit margin in the fourth quarter was 15.5% compared with 17.1% in the same period last year, primarily reflecting temporary unfavorable change in product mix. That being said, the underlying drivers of our long-term margin expansion remains well in place. The ongoing growth of our high-margin SME customers and private label products provides a structural tailwind for our margin profile. In addition, our continued progress in procurement efficiency and supply chain capabilities is expected to further support gradual margin improvement over time.

For the full year, gross profit margin was 16.4% compared with 17.2% in 2024. The decrease was mainly due to a lower contribution from our marketplace model, which carries 100% gross profit margin under the net revenue recognition basis. However, on a GMV basis, our gross profit margin improved by roughly 15 basis points year-over-year to 14.6%. Notably, gross margin for GBB platform increased by 98.6 basis points year-over-year to 6.5%. Meanwhile, the take rate of marketplace model rose by 57.4 basis points year-over-year to 13.1%, highlighting continued monetization improvement across our platform ecosystem.

On operational efficiency, we generated solid operating leverage in the fourth quarter as cost efficiency continued to improve with scale and AI applications. Total operating expenses decreased by 3% year-over-year to RMB 424.6 million and decreased to 16.6% of net revenues compared with 18.5% in the same period last year. For the full year, total operating expenses declined by 8.7% year-over-year, while operating expenses as a percentage of net revenues improved to 18.8% from 21.1%. This operational efficiency gains translated into a meaningful improvement in profitability.

In the fourth quarter, operating loss narrowed by 13.4% year-over-year to RMB 28.2 million, with the margin improving to negative 1.1% from negative 1.4%. Non-GAAP EBITDA turned positive at RMB 19.7 million compared with a loss of RMB 13.3 million in the prior year period, with the margin improving by roughly 133 basis points. Most notably, we achieved a non-GAAP adjusted net profit of RMB 14.9 million in the fourth quarter, representing a very significant turnaround from a non-GAAP adjusted net loss of RMB 15 million in the same period last year.

For the full year, operating loss narrowed by 37% year-over-year to RMB 213.3 million, with the margin improving to negative 2.4% from negative 3.9% in 2024. Non-GAAP EBITDA improved by 58.9% to negative RMB 79.3 million, with margin improving to negative 0.9% from negative 2.2%. Adjusted net loss narrowed by 46.1% year-over-year to RMB 85.9 million, with margin improving to negative 1% from negative 1.8%.

Turning to our balance sheet and cash flow. We maintained a strong and healthy cash position. As of December 31, 2025, our cash and cash equivalents, restricted cash and short-term investments totaled RMB 1.92 billion. This provides us with ample liquidity to support ongoing operations and strategic initiatives. Operating cash flow also improved sequentially. In the fourth quarter, net cash generated from operating activities reached RMB 116.1 million, reflecting improved operating performance and disciplined working capital management.

In closing, 2025 marks a year of meaningful financial and operational progress for the company. We strengthened our financial fundamentals, improved operational efficiency and significantly narrowed loss while continuing to invest in capabilities that support long-term growth. As a result, we returned to profitability in the fourth quarter and closed the year with stronger operating leverage, renewed growth momentum. Our operational model today is structurally more resilient, supported by enhanced product and supply chain capabilities, a more disciplined cost base and deeper integration of AI across our operations.

Looking ahead, our strategic focus remains clear: continue to drive high-quality growth, expand margins and maintain disciplined execution as we advance towards sustainable profitability.

Thank you. I would now like to open the call for Q&A. Operator, please go ahead.

[Operator Instructions] The first question comes from Leo Chiang with Deutsche Bank.

[Foreign Language] I will translate myself. Congratulations on the robust 4Q results. My question is about gross margin. We noted a decline in the gross margin year-over-year in Q4. Could management please explain the reason behind this? And additionally, will the long-term goal and the trend for improving gross margin be affected?

[Interpreted] Thank you very much for that question. So to answer your question, the Q4 changes -- the gross margin changes in Q4 was primarily caused by 2 things. First is the change in product mix. As we know, there have been changes and fluctuation in the commodity prices, and that has led to some customers pulling ahead the purchasing of certain products, for example, wires and cables, right? And wires and cables use copper whose pricing has been rising. And the gross margin for these products tend to be lower, and that have driven down the overall gross margin. And the similar products include things like white oil and stuff like that.

Secondly, the percent of -- or SOE customers as a percent of total customers in terms of their business value and volume have increased slightly. But if you look through our gross margin January through March of this year, things have been improving gradually. And of course, because of the war that's ongoing in the Middle East, there's now price hikes regarding oil, petroleum. So suppliers are jacking up their prices. Of course, that needs to be considered as a double-edged sword as even though on the short run, it's going to put some downward pressure on our gross margins. But in the long run, it's going to provide opportunities for more sales and more expansive or expansion opportunities.

For the full year, if you look across all of our production lines, our goal is definitely to achieve higher margins by way of lowering costs on 3 different fronts, namely purchasing, private labels and cost optimization regarding certain sectors. And we need to understand that gross margin -- gross profit margins vary from product line to product line. What we care most about is the overall profitability, and we will try to drive that up over time. So that was my answer to this question.

The next question comes from Jin Han with CICC.

[Foreign Language] I will translate myself. The company's private label achieved a 20% growth in this year, increasing share to 8.3%. Could management please introduce the company's growth targets for private label this year? Additionally, as the company sell more private label products, how does the company manage relationship and commutation with nonprivate label suppliers?

[Interpreted] Sure. Private labels are extremely important for us. It's an extremely important driver for us. Our target for private labels in 2026 is for it to grow by another 30%. And we started investing in private labels. We doubled down on our investments into private labels last year. And our goal is to drive its share of our GMV to roughly 10% for this year, 2026. As for our relationship with non-private label suppliers, of course, first off, we won't do private labels for all categories. We will look into categories -- we will comb through all categories to identify the ones where we could provide better value by doing private labels on. And for those categories, we will have a private label version of those categories.

And if you look across history and globally, whenever a platform grows to a certain -- grew to a certain size, private labels will emerge and some of the categories will shift and migrate towards private labels. And that is a great appeal to the business we are in. So as we scale, both private labels and branded products will coexist and thrive. So I think driving up the share of our private labels as a percent of our GMV is an important strategy for us. As offering certain kind of -- a certain degree of competition against our suppliers will definitely drive up customer satisfaction and create more value for our customers. And customer satisfaction, in my opinion, trumps all the other factors.

Okay. Was there a follow-up? Or was that the answer for the question?

That was the full answer.

The next question comes from Shen Qiang Wang with CITIC.

[Foreign Language] I will translate my questions. Could you please introduce the company's most important objectives for this year as well as the growth targets and the strategies for China domestic business?

[Interpreted] Sure. The most important objective for us in 2026 is to achieve full year profitability as alluded in the prepared remarks. Meanwhile, we will continue to build out our core competencies to lay a firm groundwork for future development. So there's 3 aspects we will try to push for in order to achieve this two-pronged objective. Firstly, we will continue to create value by digging into our product competencies or to make our products more competitive. So basically to offer better products at lower prices.

Secondly, for our medium to large customers, we will continue to dig deeper, revolving their needs so as to drive up their wallet share with us as well as gross profit margins.

On the customer front, so aside from serving key accounts well, we will be systematically doing business development with SME customers and expand our base of SME manufacturers. Specifically, we will be focusing on doing online and offline ad campaigns, content marketing and brick-and-mortar off-line promoters kind of thing to expand that coverage. And that's what we're going to focus on this year. And we will also accelerate the expansion of the overseas market, especially when it comes to serving well Chinese manufacturers that are going abroad because this trend is only accelerating, and we will need to take advantage of that very well.

Secondly, in order to ensure profitability, we need to, first and foremost, focus on the product side of things. So let me backtrack a little bit. We need to improve the quality of our business, and there's 2 things specifically that we will need to be doing. Firstly, as was alluded to in the prepared remarks, we need to focus on what we believe is the real MROs, what we were referring to as highly specialized MRO products. So specifically, through the synergy between sales and production lines, we will need to improve the quality of our customers. What I mean by that is to turn low gross margin -- gross profit margin customers into higher gross profit margin ones.

Secondly, we need to do a good job managing our cash flow and continuously optimize our account receivables and inventory management and maximize our operational efficiency to achieve better quality of operations.

Thirdly, we will continue to expand our R&D capabilities and focus on innovation. On the product front, we will be fully leveraging our R&D center in Taicang and have that work in tandem with our production base in Shenzhen to do continuous R&D and testing so as to make our MRO products more competitive. We will also continue to pay attention to the data space and the AI R&D space. We are looking to get more AI products developed and materialized this year so as to achieve a new source of growth.

Last but definitely not the least, is team build-out because a strong team, a competent team is essential to our sustainable growth. And we made quite a bit of progress last year, but there's still more room for improvement. So our goal is to build a team with high-quality talent and with a very high morale. And we will also be looking at how we distribute our personnel across different industries and geographies so as to focus our resources on the most profitable and the most efficient areas. So that was all of my -- that was my full answer. Thank you.

And that concludes the question-and-answer session. I would like to turn the conference back over to management for any additional or closing comments.

Thank you once again for joining us today. You can find the webcast of today's call on ir.zkh.com. If you have any further questions, please feel free to contact us. Our contact information can be found in today's press release. Thank you, and have a great day.

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

[Portions of this transcript that are marked [Interpreted] were spoken by an interpreter present on the live call.]

Ladies and gentlemen, good day, and welcome to ZKH Group Limited Third Quarter 2025 Earnings Conference Call. Today's conference is being recorded. At this time, I would like to turn the conference over to Jin Li, Head of Investor Relations. Please go ahead.

Good morning, and welcome to our third quarter earnings conference call. With me are Mr. Eric Chen, our Founder, Chairman and CEO; and Max Lai, our CFO.

Today's discussion may include forward-looking statements. Related factors are described in our today's press release. And we will also discuss certain non-GAAP financial measures for comparison purpose only. Please refer to the earnings release for definitions of these measures and a reconciliation of GAAP to non-GAAP results.

With that, I will turn the call over to Eric. Eric, please go ahead.

[Interpreted] Hello, everyone. Thank you for joining the Third Quarter 2025 Earnings Conference Call for ZKH Group. In the third quarter, thanks to our team's concerted efforts, we are pleased to see signs of stabilization and recovery in our business following nearly four quarters of proactive business optimization and adjustment.

In the third quarter, the number of transacting customers exceeded 70,000, reaching a new quarterly high and strengthening the foundation for future growth. Both GMV and the number of transacting customers among industry key accounts and regional SME customers continue to grow year-over-year. The company's gross margin continued its upward trend.

As a result, our third quarter GMV, revenue and gross profit largely recovered to their prior year levels. From an order flow perspective, average weekday order value rose from approximately RMB 37 million in July to approximately RMB 52 million November to date, representing an improvement of over 40%. Compared to the previous year, this level has also grown to about -- grown by about 20%. We expect this positive momentum in average weekday order value to continue through the remainder of the year.

Taken together, these advancements underscore that we are firmly back on a growth trajectory. In the third quarter, our total operating expenses were down by 14% year-over-year to approximately RMB 420 million.

Overall, our profitability meaningfully improved during the quarter. Operating loss, net loss and adjusted net loss all narrowed significantly. Our adjusted net loss was down by approximately 78% year-over-year to just RMB 14 million. Our adjusted net loss margin also improved to 0.6%. Moreover, we once again achieved monthly breakeven in September, and we are on track to deliver quarterly profitability in the fourth quarter.

In terms of cash flow, we generated net cash of approximately RMB 100 million from operating activities for the third quarter, primarily driven by the substantial narrowing of losses and continued optimization of working capital management, including accounts receivable and accounts payable.

Our business development is underpinned by the ongoing advancement, refinement, and application of our product capabilities in AI technologies. In the third quarter, we continued to make strides in both areas, propelling business growth, while enhancing operational efficiency. As a professional one-stop MRO procurement service platform, the breadth and depth of our product offerings are fundamental to our growth. We strategically operate 32 product lines, each with a tailored approach. Some product lines are highly specialized with an emphasis on curation, while others prioritize expanding product variety and supplier base.

In the third quarter, we added over 2.3 million sellable SKUs across categories such as chemical reagents, machining and transmission, bringing our total sellable SKUs to more than 19 million. We also onboarded over 1,200 new suppliers, primarily OEMs, further enriching our product offerings and solidifying our core advantage as a one-stop procurement platform.

Our private label products are a key strategic initiative to provide our customers with high value-for-money offerings, enhancing our overall product competitiveness.

In the third quarter, we launched over 600 new private label SKUs, spanning categories such as security-related products, personal protective equipment, tools, and material handling and storage products. The GMV of our private label products maintained double-digit growth, outpacing the company's overall growth rate.

Looking ahead, we plan to steadily increase our private label products contribution to total GMV from around 8% today to approximately 30%.

We will continue to focus on professional and industrial-grade MRO categories, that are -- that is spare parts, chemicals and manufacturing parts. These areas serve as key differentiators and value drivers that set us apart from our competitors. For product lines where we have distinct advantages, such as our chemical product line of industrial lubricants and adhesives, we have developed a robust and reliable supply chain comprised of 13 specialized chemical warehouses, three of which are dedicated to hazardous materials and an in-house fleet for distribution and delivery.

We will continue to enhance our integrated capabilities from product selection to last-mile delivery and on-site service, further reinforcing our competitive moat. In the third quarter, our chemical product line achieved double-digit year-over-year GMV growth.

In the AI realm, we are continuing to advance our AI infrastructure across both the data and application layers, focusing on intelligent business processes and data governance to systematically improve our sales and operational efficiency. We have already deeply integrated AI across various business scenarios including material cataloging and management, product recommendation, sales conversion, data standardization and workflow automation.

AI has emerged as an increasingly important driver of cost reduction, efficiency improvement, business growth, R&D productivity and data asset enhancement.

At the opening of the 8th China International Import Expo in November, we officially launched Expert Linglong, our proprietary AI large model and intelligent agent suite, specifically designed and developed for the MRO industry vertical.

Expert Linglong marked a significant milestone for ZKH in empowering the entire MRO supply chain with AI. Our AI Smart Workbench, one of Expert Linglong's core applications enables automation across 45 business process scenarios, such as creating orders or issuing invoices with a single prompt. It has significantly reduced cross-system, manual operations and enhanced process efficiency, platform-wide synergy and workforce productivity. Measured by order volume processed per employee, in the third quarter, our customer service productivity increased by 42% year-over-year, while procurement productivity increased by 52%.

Moreover, AI has become the key engine for capturing customer needs and improving supply-demand matching efficiency. Our ProductRecom Agent continues to improve product recommendation accuracy generating over RMB 100 million in new incremental sales revenue since its launch in the fourth quarter of 2024 through the end of the third quarter this year.

Our AI tools also excel in complex business scenarios. For example, processing a 300-line customer inquiry traditionally takes 3 hours. By combining AI with expert experience, this task can now be completed in 30 seconds with 98% accuracy. Since the start of the year, we have utilized AI to optimize our product classification models and system rules boosting the platform's automated product classification rate from 11% to 31%. This not only reduces manual intervention, but also increases product onboarding efficiency and improves the accuracy of matching customer needs.

Moving forward, we will continue to develop our self-service AI-driven procurement agent to speed up responses and further elevate customer experience.

Our Expert Linglong large model is also empowering upgrades across our R&D system. Our R&D teams have widely adopted AI coding tools with over 15% of our code now being generated by AI, significantly improving development efficiency.

Looking ahead, the Expert Linglong large model will remain at the core of our AI development, driving deeper technological empowerment across our product, supply chain and last-mile delivery capabilities. We believe that AI is more than the tool. It is a key force reshaping the MRO supply chain ecosystem.

In summary, the third quarter was highly productive. We drove steady progress in all of our business segments, in line with our strategic road map, building stronger growth momentum across the board.

Looking ahead, we remain committed to advancing our development goals of product excellence, AI-driven growth and profitability improvement, delivering long-term value to our customers and shareholders.

Now I will turn the call over to our CFO, Max Lai, to present our financial results. Thank you, everyone.

Thank you, Eric, and thanks, everyone, for making time to join our earnings call today. I'm pleased to walk you through our robust financial performance, driven by revenue recovery, enhanced profitability metrics and possible operating cash flow.

Let me begin with the top line. Both GMV and revenues returned to approximately last year's levels, with GMV down 2.3% year-over-year to RMB 2.62 billion and total revenues up 2.1% to RMB 2.33 billion. This performance indicates that the headwinds from our business optimization initiatives has largely cycled through, providing greater visibility for renewed top line growth in the quarters ahead.

Notably, the number of transacting customers exceed 70,000 reaching a new quarterly high and private label GMV grew 16.7% year-over-year, outpacing the overall business and reaching 8.2% of total GMV.

Turning to business quality. Our gross margin remained healthy at 16.8% compared with 17% a year ago. On a GMV basis, our gross margin continued to improve, expanding by 41.5 basis points year-over-year to 14.9%.

Specifically, gross margin for our product sales 1P model increased by 11.2 basis points to 16.2 percentage on ZKH Platform and 223.8 basis points to 7.7% on the GBP Platform. Additionally, we take our take rate of Marketplace model rose by 47.5 basis points to 13.1% year-over-year. These gains were mainly driven by our optimized procurement costs and a high contribution from our private label products, which typically deliver high margins.

On operational efficiency, our disciplined focus on streamlining the costs and enhancing productivity continue to yield tangible results. Total operating expenses decreased 14.4% year-over-year to RMB 493.8 million, representing 18.1% of net revenues, a significant improvement from 21.6% in the prior year period.

Breaking this down, fulfillment expenses were RMB 90.4 million down 9.8% year-over-year, reflecting lower employee benefits and warehouse rental costs.

Sales and marketing expenses declined 13.2% to RMB 145.9 million primarily driven by lower employee benefits and travel expenses.

R&D expenses decreased 19% to RMB 40.3 million mainly attributable to lower employee benefits. And general and administration expenses were RMB 145.8 million, down 17% year-over-year, driven by lower employee benefits expenses and lower credit loss allowances.

Efficiency gains underpinned margin improvements and a substantial reduction in losses. Operating loss narrowed 69.3% to RMB 32.3 million, with margin improving to negative 1.4% from negative 4.6%.

Non-GAAP EBITDA improved to a loss of RMB 8.5 million from RMB 62.8 million, with margin improving to negative 0.4% from negative 2.8%. Adjusted net loss narrowed to RMB 14.1 million from RMB 66.2 million and margin improved to negative 0.6% from negative 2.9%. As of 30 September 2025, our cash position remained strong at RMB 1.9 billion. Net cash generated from operating activity was RMB 105.5 million compared with net cash used in operating activity of RMB 160.5 million in the same period of 2024.

To conclude, our first quarter results demonstrate clear signs of stabilization and recovery, underpinned by a more balanced customer mix, a higher-margin product portfolio driven by private label growth and a structural efficiency gain from AI-enabled process optimization and strengthened supply chain capabilities.

Looking ahead, we expect to capitalize on this momentum through disciplined investment in AI and data capabilities, continuous enhancement of our product and supply chain capabilities and focused execution while advancing our international expansion. We remain focused on top line growth, further margin expansion and loss reduction on our path towards sustainable profitability.

Thank you. And I would like to now open the call for Q&A. Operator, please go ahead.

[Operator Instructions] The first question comes from Xiaodan Zhang with CICC.

[Foreign Language] So, according to publicly available information, JD Industrial is preparing for an IPO in Hong Kong. So could management share your views on the competitive landscape of MRO market in China?

[Interpreted] So I believe this JD MRO looking to get listed is a very good thing for ZKH and for the industry at large. Because it's very good in terms of spreading this idea of doing one stop purchasing on e-commerce platforms. And it's definitely an opportunity that our times have afforded us. China being the #1 manufacturer in the world is actually big enough for leading MRO companies to exist. And these MRO companies cannot only serve Chinese manufacturers, but also benefit global ones.

And in the MRO space, we have seen different kinds of players, including those players traditionally engaged in supplying office supplies. As ZKH, we started out in serving and selling chemicals and industrial-grade MROs. So, we are really specialized -- we specialize in selling spare parts, chemicals and manufactured goods. And we have built an innovation center in Taichung. This goes to show how we are committed to be deeply involved and integrating our services.

And so, in terms of R&D, testing, product selection and comparison, and we would like to use the specialty of ours to help our customers better. We have also built our own warehouses and last-mile delivery capabilities. So, this supply chain capability can not only serve the whole of China, but also the rest of the world.

And in terms of the competitive landscape, I would say, over the years, things have really stabilized and as leaders in the space, our advantages are becoming increasingly marked. And the fact that we are able to have acquired lots and lots of SMEs goes to show that there has been a great improvement to our supply chain capabilities. So basically, at the end of the day, we are committed and focused on beefing up and enhancing our supply chain capabilities in the MRO space. That was my answer to your question. Thank you.

Are you ready for your next question? The next question comes from Leo Chiang with Deutsche Bank.

[Foreign Language] Let me translate myself. Management just mentioned in the prepared remarks that the company will commit to advancing development goals of profitability improvement. What are the reasons the company has not been profitable so far? And how does the company consider and balance between profitability and the mid- to long-term development investment?

[Interpreted] So, we got lots of investment and funding along our journey. As a start-up -- start-ups have different phases, right? In early days, we were more focused on the health of our cash flow. So, more of the funds were used and spent on infrastructure build-out and the build-out of our core capabilities and the competencies. So, we were suffering losses primarily due to these investments that we made in order to beef up our core competencies. But I believe we are entering a new phase now. This is a phase marked by profitability, and we're going to use some of the profits and spend the profits to further build our core competencies.

Now that we are profitable, one thing that is clear is we are having an increasingly strong operating leverage. Specifically, our expense ratio keeps dropping, while our fulfillment gross margin keeps rising. And our profitability is getting better. And this is very much in line with our original plan for our development.

In terms of specific profit and losses, '21, we made a loss of RMB 910 million due to the loss and loss of investments that we made. 2022, we made a loss of RMB 630 million. '23 losses were RMB 290 million. '24, RMB 160 million. '25, we saw losses greatly narrowed and in Q4, we are very likely to turn a profit.

So we are pretty certain that our GMV growth year-over-year could reach 15% to 20% per year going forward. In terms of how we're going to go about striking a balance between profitability and long-term growth, I think, it comes down a lot to control of expenses. So, we will continue to improve our efficiency and control our expenses as well as enhancing our capabilities of customer acquisition. We will also keep investing in our core competencies, while ensuring profitability. So these core competencies include R&D when it comes to AI, R&D when it comes to product capabilities and our overseas business expansion. So, we will not only make sure that our profitability is sustainable, but also we will enhance it while ensuring long-term growth.

The next question comes from Ruchen Tang with CITIC.

[Foreign Language] So, let me quickly translate the question first. So, looking for -- looking out on your latest developments and the future plans for overseas expansion, could you talk us a little bit about how you think about developing your business in the States versus serving Chinese companies as they go abroad?

[Interpreted] Overall, when it comes to going abroad, there's two parts. One is serving Chinese companies as they go abroad as there's lots and lots of Chinese companies that are currently taking their business globally. Also, we're going to develop business in the U.S. Mainland and Europe, we're actually already actively doing that. But after a period of testing things out, we have made some adjustments as well. So firstly, we still highly value Chinese companies going abroad. And because investments there on our part are pretty limited, and the certainty of this business is very high.

So in Q3, for example, we have already finished the MRO purchasing and delivery for some of our customers for quite a few Chinese customers rather in Thailand, Malaysia, Indonesia and Mexico, for their local factories. And we have finished things like product certification, customers' clearance, et cetera. As for our business in the U.S., we believe that's going to be a mid- to long-term play. So because it's going to take longer time in terms of product prep getting to market, so we decided to control -- we have decided to control our investment pace and cadence in the U.S. And overall, we believe our overseas business will achieve breakeven in the whole of 2026.

So that was actually all of my answer to this question.

And that concludes the question-and-answer session. I would like to turn the conference back over to management for any additional or closing comments.

Thank you once again for joining us today. You can find the webcast of today's call on ir.zkh.com. If you have any further questions, please feel free to contact us. Our contact information can be found in today's press release. Thank you, and have a great day.

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

[Portions of this transcript that are marked [Interpreted] were spoken by an interpreter present on the live call.]