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    Jialong Shi • Nomura

    Jialong Shi's questions to Vipshop Holdings Ltd (VIPS) leadership

    Jialong Shi's questions to Vipshop Holdings Ltd (VIPS) leadership • Q1 2025

    Question

    Jialong Shi from Nomura asked about the latest trends in shopping frequency and ARPU for SVIP members, the trend for product return rates, and whether the company's capital return guidance remains intact despite industry challenges.

    Answer

    CEO Eric Shen (interpreted by Jessie Fan) noted that SVIP metrics are stable, with a slight ARPU decline due to new member mix, and that the product return rate has stabilized with only a low single-digit annual increase. CFO Mark Wang reaffirmed the commitment to return no less than 75% of 2024's non-GAAP net income to shareholders in 2025, highlighting over $400 million returned year-to-date.

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    Jialong Shi's questions to Vipshop Holdings Ltd (VIPS) leadership • Q4 2024

    Question

    Jialong Shi from Nomura asked about the application of generative AI within Vipshop's business to improve profitability or reduce costs. He also inquired about the recent trends in ARPU and shopping frequency for Super VIP (SVIP) members.

    Answer

    CEO Eric Shen detailed that Vipshop is actively deploying AI internally for personalization, recommendations, and Q&A to improve productivity and efficiency in areas like customer service and brand partner analytics. Regarding SVIPs, he noted that annual ARPU saw a slight decline due to the dilutive impact of a 16% increase in active SVIP members, as new members take time to ramp up spending. However, he emphasized that the ARPU for the core, long-term SVIP cohort remains very resilient.

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    Jialong Shi's questions to Vipshop Holdings Ltd (VIPS) leadership • Q3 2024

    Question

    Jialong Shi of Nomura sought more color on the reasons for the decline in ARPU for SVIP members and asked whether Vipshop's business benefited from government-funded trade-in subsidies.

    Answer

    CEO Eric Shen, via interpreter Jessie Fan, explained that the small decline in SVIP frequency is being addressed through enhanced membership privileges, expanded discounts, and events to encourage retention and cross-category shopping. Regarding subsidies, he stated the impact was not meaningful, estimating only RMB 400-500 million in additional sales, as the programs target electronics and home appliances, not Vipshop's core apparel category. The company is exploring opportunities should the programs expand.

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    Jialong Shi's questions to JD.Com Inc (JD) leadership

    Jialong Shi's questions to JD.Com Inc (JD) leadership • Q4 2024

    Question

    Jialong Shi inquired about JD.com's strategy regarding artificial intelligence, specifically its deployment of large language models and the expected near-term and long-term impacts on the business.

    Answer

    CEO Sandy Xu detailed a broad, bottom-up adoption of AI across the company, leveraging its deep supply chain data. On the user front, JD launched an AI shopping assistant, 'Jingyan,' and restructured its search and recommendation systems. For merchants, it provides AI-powered tools for operations, marketing, and customer service. In logistics, AI is used for demand forecasting and robotics in fulfillment centers. Ms. Xu stated that AI is already enhancing efficiency, driving growth, and improving user experience, with its role expected to grow significantly.

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    Jialong Shi's questions to Alibaba Group Holding Ltd (BABA) leadership

    Jialong Shi's questions to Alibaba Group Holding Ltd (BABA) leadership • Q2 2025

    Question

    Jialong Shi asked if competitors lowering fees poses a risk of merchant loss for Alibaba and also inquired about the GMV impact from government trade-in subsidy programs and the potential for future subsidies.

    Answer

    Executive Toby Xu addressed the first point, asserting that Alibaba is the most 'merchant-friendly' platform, balancing take rates with merchant health through rebates and supportive policies. Executive Yongming Wu then confirmed that trade-in subsidies since September have significantly accelerated growth in applicable categories like home appliances, with policies and impact varying by region.

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    Jialong Shi's questions to Alibaba Group Holding Ltd (BABA) leadership • Q3 2024

    Question

    Jialong Shi from Nomura asked about potential future divestments of assets like Freshippo, the monetization strategy for the Tongyi Qianwen model beyond compute, and the long-term competitive landscape for AI models in China.

    Answer

    CFO Toby Xu confirmed the strategy to exit non-core businesses but stated that for a successful asset like Freshippo, the company is not planning a sale but is open to introducing strategic investors. CEO Yongming Wu added that the Tongyi Qianwen model generates revenue via API access and creates significant cross-selling opportunities for other cloud services. He believes the future AI market will see high demand for post-training and customization of foundation models.

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