Hello, ladies and gentlemen. Thank you for standing by for Viomi Technology Company Limited's Earnings Conference Call for the First Quarter 2019. At this time, all participants are in listen only mode. [Operator Instructions] Today's conference call is being recorded. I will now turn the call over to your host Ms. Cecilia Li of The Piacente Group, the company's investor relations partner. Please go ahead, Cecilia.

Thank you, operator. Hello, everyone and welcome to Viomi Technology Co. Limited Earnings Conference Call for the first quarter 2019. As a reminder, this conference is being recorded. The company's financial and operating results were issued in press release earlier today and are posted online. You can download earnings press release and the sign up for the company's e-mail distribution list by visiting the IR section of the company's website at ir.viomi.com. Participating in today's call are Mr. Xiaoping Chen, the Founder, Chairman of Board of Directors and the Chief Executive Officer; and Mr. Shun Jiang, the Chief Financial Officer. The company's management will begin with prepared remarks, and the call will conclude with a Q&A session. Before we continue, please note today's discussion will contain forward-looking statements made under the Safe Harbor provisions of U.S. Private Securities Litigation Reform Act of 1995. Forward-looking statements involve inherent risks and uncertainties. As such, the company's actual results maybe materially different from the views expressed today. Further information regarding these and other risks and uncertainties is included in the company's registration statement on Form F-1 and other filings as filed with the U.S. Securities and Exchange Commission. The company does not assume any obligation to update any forward-looking statements, except as required by law. Please also note that Viomi's earnings press release and this conference call include discussions of unaudited GAAP financial information as well as unaudited non-GAAP financial measures. Viomi's press release contains a reconciliation of the unaudited non-GAAP measures to the unaudited most directly comparable GAAP measures. I will now turn the call over to Viomi's Founder and CEO, Mr. Xiaoping Chen. Mr. Chen will deliver his remarks in Chinese, followed immediately by English translation. Mr. Chen, please go ahead.

[Foreign Language]

Thank you, Xiaoping. This is Shun, Viomi's CFO. I will quickly translate Mr. Chen's remarks before providing an operational update and discuss our financial performance for the first quarter of 2019. Hello, everyone. Thank you for joining today's earnings call. 2019 began positively as we continued a strong growth momentum from last year with robust operating and financial performance in the first quarter. First quarter net revenues more than doubled year-over-year, as we continue to experience robust market demand across our product portfolio, while further enhancing our brand recognition and channel penetration. Our sustained revenue growth and healthy profitability once again demonstrated the viability of our highly scalable business model as well as our strong execution capabilities. We launched numerous newly exciting product lines over the past several months, further enriching and diversifying our IoT-enabled product portfolio, strengthening our IoT @ Home platform and bringing our users more comprehensive and enhanced experiences across multiple scenarios. These products include complementary models of our flagship 21Face series of smart refrigerators, washing machines, water heaters as well as range hoods. In addition to value-added products, such as sweeper robots, food processors, rice cookers amongst many others. Moreover, we also introduced our revolutionary AirBot premium range hood, developed with state-of-the-art space engine principles, as well as the 5G Face smart refrigerator, developed for the upcoming 5G era. These products attracted wide attention from mainstream media, including CCTV and People's Daily as well as the consumer market, and are a testament to a strong innovation product development and marketing capabilities. In addition to these Viomi branded products, we also brought to market a new series of Xiaomi branded products including new 500-gallon and 600-gallon series of water purifier products as well as small appliances products such as food processors which have also been well received…

We will now begin the question-and-answer session. [Operator Instructions] The first question comes from Xudong Chen of CICC. Please go ahead.

[Foreign Language] Thank you for taking my question. I have two questions. The first one is since the U.S. and China trade friction became a hot issue recently what's your view on the impact for U.S. and China trade friction, will that just affect the confidence of the investor or this will change the situation of demand and supply for the market? That's the first one. And second one since AI plus IoT became Xiaomi's key strategy for maybe -- will be several years and what's the company's role in that AI plus IoT strategy? And when will the IoT product reach high shipments?

Thanks Xudong. I'll answer your first question and then Xiaoping will answer your second question. So, in terms of the impact of U.S./China relationships so we have not noticed any material short-term impacts from the recent U.S./China trade frictions and our business momentum remained strong. We have no sales into the U.S. nor do we source any raw materials or products from U.S.-based suppliers and hence have negligible if any exposure to the U.S. market or any respective tariffs. Having said that as a consumer products company we would not be immune to any industry-wide impacts in the future should the frictions remain prolonged.

[Foreign Language] In terms of the second question Xiaomi strategy for AI plus IoT I think that we viewed this time a couple of different factors. So, one, obviously, Xiaomi as well as other participants entering into the AI plus IoT space as well as the smart home space will help to educate consumers on the benefits as well as the capabilities of such products and help the industry transform at a more rapid pace. So, we think that their entry will definitely be beneficial to the overall industry growth as a whole. Secondly, in terms of benefits to Viomi obviously as an important strategic partner to Xiaomi, we are able to generate additional product sales through additional product partnerships with Xiaomi. Currently, the major product that we partner with them on is of course the water purifiers, but as discussed during the call just now we have several new and exciting product categories to be announced very shortly over the coming months and will also be able to benefit from Xiaomi's increased presence in the AI plus IoT or smart home space. And in terms of overall industry growth, a few data points according to iResearch, the penetration for smart home products was only currently around 34% for 2018 as compared to 100% for products such as televisions or smartphones. This ratio is expected to increase to over 64% over the next five years. So that's number one. And number two, according to the consumer IoT Outlook 2025 White Paper that we co-released together with IDC in March, the average number of smart home devices per Chinese household is only 0.9 units in 2018, which is expected to increase to 6.8 units by 2025. So we very much think that the IoT space particularly the smart home product space is still in a very nascent phase in China with significant growth potential.

Thank you.

Thank you.

The next question comes from Lillian Lou of Morgan Stanley. Please go ahead.

Hello, management thanks a lot for the introduction. I have three questions; one is the follow-up on Xiaomi's AI IoT initiative. Because I think one of the thing is how we balance our own branded home appliances right now versus the new category we're going to do for Xiaomi and what specifically the categories we're going to push for Xiaomi and how much contribution are we budgeting for the next one or two years? That's the first question. And the second is on channel as mentioned we are expanding channels and also with Pinduoduo and other new channels into our network. Can you provide us some details about the contribution split of revenue by different channels? Xiaomi versus non-Xiaomi and all the third-party channel et cetera. And third question is about the SG&A investment because obviously we're quite focused on expanding market share and the footprint. What kind of investment into market are we budgeting for? And what impact to our margin going forward? Thanks.

Thanks, Lillian. So I'll just go one by one. So in terms of the partnership with Xiaomi in additional categories, we can't disclose as of yet the exact product categories. But as mentioned both in terms of large appliances as well as small appliances we expect to be together with Xiaomi announcing several new partnerships over the coming months. So you should be seeing these new markets -- these new products being announced as soon as say June. In terms of how we think about balancing Xiaomi products versus Viomi-branded products. So we think about Xiaomi -- additional product partnership with Xiaomi as say incremental SKUs and incremental channels that are complementary and also differentiated with our existing Viomi product portfolio. So you won't have a situation where it's an exact same product and one is Xiaomi branded and one is Viomi branded. There will definitely be a delineation in terms of the positioning or the design as well as the target audience for these incremental products. Your second question on the channel breakdown. So in the first quarter due to the lower contribution of the overall sales of water purifiers, sales through the Xiaomi channel is approximately 37% of our total revenues. For the full year and taking into consideration these new product corporations, we expect Xiaomi to represent around 40% or just over 40% of our total revenues for the full year. In the first quarter for Xiaomi -- for non-Xiaomi channels, those roughly split two-thirds offline and one-third offline. For online channels, roughly one-third was JD, one-third was Yopine and the remaining one-third, other online channels including Tmall, Jumei, Dangdang, Suning, Pinduoduo et cetera. And on your third question. In terms of OpEx, so non-GAAP OpEx as a percentage of sales was approximately 21% for the first quarter of 2019. As we had discussed previously on the last earnings -- previous earnings calls as the first quarter is generally a seasonally low quarter, operating expenses as a percent of sales will generally be higher than in seasonally high quarters such as the second and fourth quarters. But for the full year, you should be expecting say around 20% for selling and marketing expenses plus R&D plus G&A. There's three categories. Non-GAAP net margin was 7.9% in the first quarter as compared to 7.1% for the full year of 2019, which is relatively in line with our previous expectations. And as discussed based on our current outlook, we expect non-GAAP net margins to be around a similar margin -- similar region that we experienced in 2018 and the first quarter of this year for the full year of 2019.

Great. Thank you very much.

[Operator Instructions] The next question comes from Joy Wei of 86Research. Please go ahead.

Hi, Shun Jiang and Congratulations on solid results. I have a question regarding our strategy for our own brand awareness. How do we compete in the comparative home appliance market? For example, we noted that we have put a lot of emphasis on the connectivity function of our products. Are we seeing the speed of the consumers adopting the IoT products to pick up? And what's the general strategy to increase our brand awareness? And what's the implication of the cost and expense financials? Thanks.

Yes. Thanks, Joy. So to answer your question in a couple of aspects, I guess, so to increase brand awareness we have several means. One is to obviously continue to open our offline experienced stores, together with the appropriate marketing and promotional events surrounding these store openings. So for these IoT products that do require a certain degree of consumer education, we feel that our offline experience stores are a very important channel to allow consumers to test first hand the functionalities as well as the benefits of connectivity of these products. Second is, these large-scale product launch events, such as the AWE event in March together with the related third-party media coverage that these events are able to do generate. As you may have seen following the AWE event in March, there was quite widespread media coverage including some mainstream channels such as the People's Daily CCTV of our brand, which is definitely a positive. Third, traditional advertising channels, such as billboards, newspaper, magazine, ads as well as celebrity sports persons, obviously, very important in the home appliances space in China as well. And we will continue to invest in these initiatives. And lastly, the social marketing initiatives, such as our WeChat program as well as related social media advertising campaigns. So those are the main avenues that we are currently using to increase our brand awareness. Your second point on, what affects have we seen. I think there a couple of operating metrics that we have disclosed, the continued significant increase in our connected household user base now over two million household users an increase of over one million users over the past 12 months, as well as the continued increase in users with two or more of our products is currently at 15.2% as compared to just over 10% a year ago. So these two metrics show that not only are we increasing our user base, but this user base is also more and more connected to the Internet and buying more of our products.

Thank you. That's helpful.

[Operator Instructions] As there are no further remarks now -- further questions now, I'd like to turn the call back over to the company for closing remarks.

Okay. Thank you.

Thank you once again for joining us.

Go ahead.

Yes. If you have further questions, please feel free to contact Viomi's Investor Relations department through the contact information provided on our website or The Piacente Group, the company's Investor Relations consultant. Operator, you can get along.

Thank you. This concludes this conference call. You may now disconnect your line. Thank you.