Kanzhun Limited (NASDAQ:BZ) Q2 2023 Earnings Call Transcript

Timothy Zhao: [Foreign Language] Thank you management for taking my question. I have two questions. I think first, in the current market environment where we see a bigger number of the jobseekers than the recruitment demand, what is our strategies in improving the ARPU as well as the paying ratio of the enterprise users? And do we have other monetization consideration on our massive user base? And what is our guidance or outlook on the paying number of customers as well as ARPU trend into the second half of this year? And if we break it down into SMEs, offline billings and white-collar versus blue-collar, what will be the breakdown change over time in the second half? And secondly, is on the OP margin in the second half. Just wondering if management have any guidance, that would be very helpful. Thank you.

Jonathan Peng Zhao: [Foreign Language] [Interpreted] Thank you for your question. So, in the first and second quarter of this year, we do have — we do expect a lot of jobseekers will find it more difficult to find a job and much easier for the enterprise to do the recruitment. But we have been quite — very, very cautious on whether we should initiate some kind of monetization for the jobseekers who are much more difficult under these circumstances and we take — we took no action. And for the enterprise users, I just talked about number, which is our last 12-month paid enterprise customers number is 4.5 million and which is approximately over 2 million than paid enterprises, that is a very small portion compared to more than 15 million enterprises in China.

So, we have learned that from our successful practice in blue-collars and lower-tier cities this year, we have — we saw that our business model is very adaptive. So, we continue to bring more customers from platform and converting them into paid customers. And for your question, whether there are new initiatives for monetization products, in terms of monetization strategy, we believe that if you can provide higher value, if you can provide [indiscernible] massive scale, you should definitely can do something, do more things in the new monetization products, new commercial products. That is actually part of the things what we are doing. And hopefully, you can be patient enough to see that. Regarding your question about the trend in ARPU, our CFO will take that question.

Phil Yu Zhang: Thanks, Timothy, for questions. So regarding the paid enterprise customers number, in the quarter, we did record a very healthy rebound for the paid enterprise customers number. So, that metric was back to 4.5 million for the trailing 12 months paid enterprise customers. And in recent months, we witnessed a very quick increase for the small medium-sized enterprise users pay to use our service. So this is the main driver behind that increased number. So their purchase of our service is more through online self-serve purchases. So basically, because of their contribution to the online — their contribution to our total revenue increasing, so that drags a little bit of the overall ARPU. In terms of the large enterprises, their ARPU — this year’s ARPU compared with prior years is a little bit lower.

But sequentially, we are witnessing that their ARPU is recovering. So from the beginning of this year, we’re continuously seeing that their ARPU are increasing. So in terms of the sector, blue-collar, particularly urban services from lower-tier cities, contribute higher for the paid customers. And the quick rebound of paid enterprise customers, this fact also reflects, I think, firstly, this is a sign of a recovery of the many aspects of the economy. Secondly, our recruiting services can bring good value propositions to those businesses. So that’s the reasons behind. And in terms of the company’s margin, in this quarter, so basically in first quarter and second quarter, we continuously saw faster revenue growth. So given the future revenue streams will continue to rise while major cost and expenses items are capped as mild growth pace, we think that our operating margin will maintain at healthy level and with upside potentials.