Good day, and ladies and gentlemen, welcome to Quhuo's Third Quarter 2021 Earnings Conference Call. At this time, all participants are in a listen-only mode. After management's prepared remarks, there will be a Q&A session. Today's conference call is being recorded. If you have any objections, you may disconnect at this time. I would now like to turn the conference over to your host for today's conference call, Mr. Eric Yuan. Please go ahead.

Okay. Thank you, operator. Hello, everyone. Welcome to Quhuo's third quarter 2021 Earnings Conference Call. The company's results were released earlier today and are available on our website. On the call today are Leslie Yu, Chairman and CEO; Co-Founder, Barry Ba; and CFO, Sandra Ji. Leslie will review business operations and the company highlights followed by Sandra, who will discuss financials and guidance. They will be available to answer your questions in the Q&A session that follows. Before we begin, I would like to remind you that this call may contain forward-looking statements made under the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Such statements are based on management's current expectations and current market and operating conditions, and relate to the events that involve known or unknown risks, uncertainties and other factors, of which are difficult to predict and many of which are beyond the company's control, which may cause the company's actual results, performance and achievements to differ materially from those in the forward-looking statements. Further information regarding lease and other risks, uncertainties and factors is included in the company's filings with the U.S. SEC. The company does not undertake any obligation to update any forward-looking statements as a result of the new information, future events or otherwise, except as required under law. With that, I will now turn the call over to our Chairman, CEO, Mr. Leslie Yu. Please go ahead, sir.

Thank you, Eric, and thank you all for joining our third quarter 2021 earnings call. We are pleased to report another strong quarter. Quhuo's total revenues grew by 44% year-over-year, reaching RMB 1.1 billion, in line with our prior guidance. All of our three main business lines: on-demand delivery, mobility and housekeeping solutions, all enjoyed continued strong demand with our top line growth, outpacing that of the industry. Now let me walk you through our key business performance in Q3. First, let's look at our biggest revenue contributor. The on-demand delivery business. Its revenue reached RMB 1.05 billion, up 38% year-over-year, exceeding the RMB 1 billion mark for the first time. For Q3, the aggregate number of delivery orders were 159 million, up 59% year-over-year. This growth rate was clearly faster than the industry average, showing our ability to quickly gain market share. This impressive result in our on-demand food delivery business were enabled by our strategy to aggressively penetrate into new cities and expand our service network. By Q3, we provided our on-demand delivery services in 1,231 business circles across 87 cities nationwide, compared with 1,067 business circles across 70 cities in the same period in 2020. In addition, we expand our coverage of serving chain merchants directly, including supermarkets and chain restaurants. This so-called new retail business, gaining the strong momentum in Q3. We believe that the COVID-19 containment measures across China served as a positive catalyst for our clients in metro areas to adopt new ways to purchase living necessities. They place orders online and get instant delivery offline. This positions Quhuo were very well in capturing new business opportunities in this burgeoning segment, as evidenced by our community and the grocery delivery, enjoying explosive growth in Q3, with revenue up 262% year-over-year. Furthermore, our expanded network…

Thanks, Leslie. Hello, everyone. Welcome to Quhuo's third quarter 2021. Please be reminded that all amounts quoted here will be RMB unless stated otherwise. For this quarter, our total revenues were RMB 1,105.5 million, representing an increase of 43.7% year-over-year, primarily due to the rapid growth of our major business lines. Revenues from on-demand delivery solutions were RMB 1,047 million, representing an increase of 38% from RMB 758.8 million in the third quarter of 2020, primarily due to the increase in the number of delivery orders were fulfilled as a result of the industry growth as our continued penetration and expansion into new geographic markets. Revenues from Mobility service solutions consisting of shared-bike maintenance, ride hailing and the freight service solutions were 34.6 million, representing an increase of from 364.5% from 7.4 million in the third quarter of 2020, primarily due to our enlarged customer base as a service scope for shared-bike maintenance solutions as the commencement of freight service solutions in July 2021. Revenues from housekeeping and accommodation solutions were RMB 21.9 million, representing a significant increase of 538% from RMB 3.4 million in the third quarter of 2020, primarily because we enlarged our customer base for housekeeping and accommodation solutions to include hotels and the B&Bs following our acquisition of Lailai and the Chengtu Home. Our cost of revenues were RMB 1,055.1 million representing an increase 53.2% year-over-year, primarily due to our business expansion, which resulted in increased costs, proportionate to our revenue growth as the incremental hiring expenses and higher equipment costs to expand workforce on our platform and to secure additional resources in preparation for the anticipated increased demand of our solutions and our continuous business expansion plan in the first quarter. General and administrative expenses were RMB 56.2 million, representing a decrease of 45.6% from…

Thank you. [Operator Instructions] Your first question comes from Dillon Heslin from ROTH Capital Partners. Please ask your question.

Hi, good morning, good afternoon. I hope everyone is well. Thanks for taking my questions. First, I know some of the other gig economy companies in China talked about some weakness in consumer demand from both the COVID variant of Delta and then some flooding and other macro impacts. Did you guys see anything similar in 3Q and if so, has any of those trends normalized for 4Q?

Hi. This is Leslie. And even though the COVID-19 containment measures across the overall China, we can see we capture the business opportunity, and we have very strong growth. So compared with our - according to our growth, we consider that the market for on-demand delivery and for housekeeping and for mobility is still very strong. And we expect that the Q4, as indicated by Sandra in the financial outlook, we're still expanding that there will be huge demand, and we will maintain this growth, although there will be like a spring festival followed up by Q4. So we mainly focused on the profitability driven in Q4, but we expected that the demand for the service and for the revenue growth is still strong. Thank you.

Thanks. And secondly, your gross margins were a little bit under pressure again in 3Q, down a bit more from 2Q versus what they were last year. How much of that is one time in nature from some of the platform expenses you incurred to grow in terms of like technology and hardware? And then what sort of like a steady state forward gross margin outlook for 4Q and beyond?

I would like to explain the reason why the gross profit is a little bit down in Q3. That is because we have recruited a lot of staff preparing for this Q4 because we are already expecting very strong growth compared with last year. Overall, it's about 80% growth compared with last year. So for this coming winter, we need to prepare people in advance, because in this year, particularly, in the market, the labor is more - the supply of the labors compared with the last few years is relatively limited. So we have to get more people on board with us, prepared for the Q4. And also because we are facing some extreme weather according to the forecast for this winter. So we're prepared for our winter equipment a little bit early and it's a full preparement in Q3. That's the reason why we -- a little bit of cost has been increased in our operational cost, but it is one-off investment in the winter equipment and also in the labor recruitment cost. A –Unidentified Company Representative: And I can give you a rough picture of the first quarter gross profit margin. We expect the margin will be better than this quarter. Thank you.

Got it. That's helpful. One more, if I may, can you sort of talk a little bit more about the multi-city deployment? What's your go-to-market strategy there? Like how do you select which city - I'm not - I'm sorry, not multi-city, multi-service, which cities get the multi-service and how do you onboard some of your workers onto that platform?

For multiple jobs completed and also we consider a multi-scenario deployment, actually, that we - this is national-wide and strategy. And we basically will provide for our workers for multi-job opportunities. But for these workers, possibly and this does not have this kind of skill or capability, so we have online training system and the other equipped with inside purchase. So with these two systems will help them to adapt them to the new job opportunities and help them to get the income - more income. Besides of that, we have called this screen system. Yes, we have a screen system on Quhuo plat. This screen system will help to record and this personnel and the qualification and the skill set and the work record in the system. And we use a kind of like algorithms to help us to identify and match the people to the right jobs. And when these people in the system being matched and we will encourage them and provide them with the training program and on some kind of encouragement and they will be better, easier and also be encouraged to work in the new job opportunities. That's how we can keep the more workforce in our platform to have more job opportunities and increasing about 28% quarter-over-quarter.

Thank you. That’s it from me.

There are no further questions at this time. Ladies and gentlemen, that does conclude our conference for today. Thank you for participating. You may now all disconnect.