워터드롭(WDH) 2026년 2분기 실적 발표회: 보험 성장에 힘입어 매출 72.8% 증가

핵심 요약

• 워터드롭(Waterdrop Inc., WDH)은 2026년 2분기 순영업수익이 보험 수익의 80.5% 증가에 힘입어 전년 동기 대비 72.8% 증가한 14억 4,800만 위안을 기록했다고 발표했다.
• 영업이익은 전년 동기 대비 14.3%, 전분기 대비 39.2% 증가한 약 1억 1,100만 위안을 기록했다. 주주 귀속 순이익은 전년 동기 대비 10.3% 감소했지만, 전분기 대비로는 27.9% 증가한 약 1억 2,600만 위안을 기록했다.
• 보험 관련 수입은 13억 3,000만 위안에 달했다. 신규 유입 고객 수는 전분기 대비 32.3% 증가했으며, 장기 보험의 초년도 보험료는 33.4% 증가했다.
• AI 기반 사용자 상호작용을 통해 달성한 초년도 보험료는 1억 위안에 육박했다. 경영진은 AI를 독립된 사업이라기보다 매출 성장과 영업 효율성 향상을 통해 기여하도록 활용할 계획이라고 밝혔다.
• 경영진은 2026년 연간 전체 매출이 전년 대비 40% 이상 성장하고, 영업이익은 10% 이상 성장하는 것을 목표로 하고 있다.
• 이사회는 ADS당 0.03달러의 배당금 지급과 향후 12개월 동안 최대 5,000만 달러 규모의 신규 자사주 매입 프로그램을 승인했다.

핵심 재무 데이터

사업 및 영업 실적

보험 사업

보험 관련 수입은 전년 동기 대비 80.5%, 전분기 대비 15.4% 증가한 13억 3,000만 위안을 기록했다. 부문 영업이익은 전분기 대비 20% 증가한 1억 8,000만 위안으로 집계됐다.

고객 유치는 활발하게 유지됐다. 신규 유입 고객 수는 전분기 대비 32.3% 증가했고, 장기 보험의 초년도 보험료는 33.4% 성장했다. 유병자 전용 보험 상품은 3억 1,000만 위안의 초년도 보험료를 창출했으며, 장애/간병 보험은 8,400만 위안을 기여했다.

워터드롭은 가입 문턱을 낮춘 상품을 지속해서 확대했다. 신규 상품으로는 건강 고지 없이 가입 가능하며 5년 갱신을 보장하는 장기 중증질환 상품인 '롱이바오(Rongyi Bao)'가 포함됐다. 또한 건강 고지 없이 평생 보장을 제공하는 특정 질환 보장 상품인 '지싱가오자오(Jixing Gaozhao)'도 확대했다.

고객 접점 전반에 적용된 AI 애플리케이션을 통해 약 1억 위안의 초년도 보험료가 발생했다. 'AI 의료보험 전문가'가 지원한 초년도 보험료는 전분기 대비 25.6% 증가했다. 'KEYI.AI'는 분기 말까지 1만 3,000건 이상의 인수 심사 문의에 응답했으며, 'AI 슈퍼 사전 판매 보조' 서비스 이용자 수는 전분기 대비 50% 가까이 증가했다.

의료 크라우드펀딩 및 임상시험

2026년 6월 30일 기준, 워터드롭 의료 크라우드펀딩은 약 4억 9,900만 명의 기부자로부터 총 747억 위안을 모금하여 382만 명의 환자를 지원했다. 회사는 자산 은닉, 신원 위험 및 제출 서류 간 불일치를 감지하기 위한 AI 기반 리스크 관리 시스템을 지속적으로 고도화했다.

디지털 임상시험 솔루션 사업은 이번 분기 동안 전년 동기 대비 54% 증가한 1,500명 이상의 환자를 등록시켜 누적 등록 환자 수가 1만 7,000명을 넘어섰다. 만성질환 환자 등록은 80% 증가했으나, 경영진은 이러한 연구가 일반적으로 선별 탈락률이 높고 더 정확하고 신속한 환자 매칭이 요구된다고 설명했다.

'이파인드(E-Find)' 플랫폼은 이번 분기 동안 167개의 신규 프로젝트 계약을 체결했다. 해당 플랫폼과 협력하는 제약회사 및 임상시험수탁기관(CRO) 수는 255개사를 넘어섰다.

주주 환원

이사회는 2026년 10월 9일 기준 주주를 대상으로 ADS당 0.03달러(보통주당 0.003달러)의 현금 배당을 승인했다. 총배당금 지급액은 약 1,080만 달러로 추정되며, 지급은 11월 초에 진행될 예정이다.

또한 워터드롭은 향후 12개월 동안 최대 5,000만 달러 규모의 자사주 매입 프로그램을 이사회로부터 승인받았다. 첫 자사주 매입 프로그램을 시작한 이래 2026년 8월 31일 기준 회사는 누적 6,290만 ADS를 약 1억 2,000만 달러에 매입했다.

경영진 가이던스

2026년 연간 실적과 관련해 경영진은 전체 매출이 전년 대비 40% 이상, 영업이익은 10% 이상 성장하는 것을 목표로 하고 있다.

회사는 2026년 하반기와 2027년 연간에 걸쳐 활발한 고객 유치 기조를 유지할 것으로 예상한다. 경영진은 신규 고객 유치를 통한 가치가 고객 생애주기 동안 갱신, 업셀링, 크로스셀링을 통해 단계적으로 실현될 것으로 기대하고 있다.

워터드롭은 AI 분야로 더 많은 인재와 토큰 관련 지출을 전환하는 한편, 전체 연구개발(R&D) 비용 비율은 경영진이 적정하다고 판단하는 수준에서 안정적으로 유지될 것으로 예상한다. 사용 규모가 확대됨에 따라 지출이 늘어날 수 있으나, 애플리케이션별 투자수익률(ROI) 원칙에 따라 제어될 예정이다.

리스크 및 주요 관전 포인트

• 워터드롭이 제3자 트래픽 채널에 대한 투자를 늘리면서 영업 및 마케팅 비용이 급증했다. 이러한 고객 유치 지출에 따른 수익의 실현 시점과 규모는 주요 영업 고려 사항으로 남아 있다.
• 매출과 영업이익이 증가했음에도 불구하고 주주 귀속 순이익은 세금 관련 항목 및 비경상 손익 영향으로 전년 동기 대비 감소했다.
• 경영진은 보험금 배당금에 대한 기존 과세 규정 집행에 관한 언론 보도가 홍콩 보험에 대한 단기적 고객 심리에 영향을 미쳤다고 언급했다. 다만 이를 홍콩 시장만을 겨냥한 새로운 정책으로 보지는 않는다고 덧붙였다.
• 만성질환 임상 연구는 대상 환자군이 더 크지만 선별 탈락률도 높아 매칭의 정확도와 속도에 대한 요구 수준이 커진다.
• 워터드롭의 휴대용 AI 오피스 보조 장치 및 관련 스마트 하드웨어 사업은 아직 초기 시범 판매 단계에 있다. 경영진은 이들 사업의 현재 재무적 영향이 제한적이라고 밝혔다.

애널리스트 Q&A 주요 내용

홍콩 보험 및 보험 배당금 과세: 경영진은 최근의 관심에 대해 홍콩 보험만을 겨냥한 신규 정책이라기보다 기존 과세 규정의 집행이라고 규정했다. 단기적으로 고객 심리에 영향을 미쳤음을 인정하면서도, 다통화 자산 배분, 글로벌 의료 자원 접근성, 상속 계획 등 주요 수요 동인은 여전히 견고하다고 밝혔다.

유병자 보험: 워터드롭은 이 상품군을 수요 주도형 성장 기회로 보고 있다. 회사의 전략은 차별화된 언더라이팅 및 보험금 청구 구조에 건강 상태, 연령 및 고객 시나리오별 AI 기반 매칭을 결합하는 것이다. 경영진은 유병자 보장, 중고가 의료보험, 그리고 건강 관리나 노인 돌봄 서비스와 결합된 상품을 강력한 잠재력을 가진 분야로 꼽았다.

AI 상용화: 경영진은 AI를 주로 독립된 사업으로 상용화할 계획은 없다고 밝혔다. AI의 가치는 고객 유치, 리스크 심사, 자문 서비스, 보험금 청구 등 전반에서 전환율 향상, 매출 성장, 영업 효율성을 통해 나타날 것으로 기대하고 있다.

고객 유치 지출: 경영진은 목표가 단순히 유치 비용을 낮추는 것이 아니라 AI를 통해 상품과 고객 간 매칭 및 전환율을 개선하는 것이라고 밝혔다. 워터드롭은 도달 범위를 지속적으로 확대하는 한편, 계약 갱신과 크로스셀링을 통한 장기적 수익 창출을 추진할 계획이다.

실적발표 콘퍼런스 콜 전문

전체 실적 발표 컨퍼런스 콜 녹취록

경영진 발표

Operator

Good morning, ladies and gentlemen, and thank you for standing by for Waterdrop Inc.'s Second Quarter 2026 Financial Results Earnings Conference Call. [Operator Instructions] As a reminder, today's conference call is being recorded.

I would now like to turn the meeting over to Ms. Tracy Lee. Please proceed, Ms. Lee.

Tracy Lee

Thank you, operator. Dear investors and analysts, this is Tracy Lee from Waterdrop Investor Relations. Please note that discussion today will contain forward-looking statements made under the safe harbor provision of U.S. Private Securities and the Litigation Reform Act of 1995. Forward-looking statements are subject to risks and uncertainties that may cause actual results to differ materially from our current expectations. Potential risks and uncertainties include, but not limited to those outlined in our public filings with the SEC. The company does not undertake any obligation to update any forward-looking statements, except as required under applicable law.

Also, this call includes discussion of certain non-GAAP measures. Please refer to our earnings release for a reconciliation between non-GAAP and GAAP.

Joining us today on the call are Mr. Shen Peng, our Founder, Chairman and CEO; Mr. Ran Wei, Director and GM of Insurance Business; Mrs. Li Jieru, Finance VP, Head of Strategy and Capital Markets.

Certain members of our management team will deliver their remarks in Mandarin, followed by an English translation. Moreover, a webcast replay will be available on our Investor Relations website.

I will now turn the call over to our CEO, Shen Peng. Please go ahead.

Peng Shen

Dear investors and analysts, thank you for joining Waterdrop's Second Quarter 2026 Earnings Conference Call. In this quarter, we maintained growth momentum and achieved a total revenue of CNY 1.45 billion, up 72.8% year-over-year and the net profit attributable to our ordinary shareholders of CNY 130 million. Since the first quarter of 2022, we have maintained profitability for 18 consecutive quarters.

Segment-wise, our insurance business continued to optimize user acquisition and conversion, driving 80.5% year-over-year revenue growth. Waterdrop Medical Crowdfunding had accumulated [indiscernible] medical funds for 3.82 million patients as of the quarter end. Our digital clinical trial solution business performed strongly with quarterly patient enrollment up over 50% year-over-year. This growth trend were underpinned by deep integration of AI across our core business scenarios. As of the end of June, the company has filed 88 large language model patents, including 10 of them overseas.

With strong performance and cash reserves, we continue to prioritize shareholder returns. Our Board recently approved 2 new initiatives. Firstly, the Board has approved a cash dividend of $0.03 per ADS or $0.003 per ordinary share payable to holders of record on October 9, 2026. The aggregate dividend payment is approximately $10.8 million with payments to be made in early November.

Second, the Board approved a share repurchase program of up to $50 million over the next 12 months. Since the initial program launched in 2021, we have repurchased approximately 62.9 million ADS for $121 million as of August 31, 2026.

The company remains committed to sustainable development and to getting back to society in meaningful ways. As of June 30, 2026, Waterdrop Charity platform has partnered with 119 public charitable organizations and launched more than 15,600 charity programs.

Waterdrop remains focused on growth and investment in core businesses. We expect our current incremental investment to continue translating into solid user base and future product potential. We always regard technology as a core driver of this company's growth. Today, our AI capabilities are actively expanded across the platform, enabling us to better capture growth opportunities in our existing businesses and further sharpen our competitive edge. At the same time, we are actively piloting new AI-driven initiatives for global markets and have made early progress in [indiscernible] markets. For full year of 2026, Waterdrop targets more than 40% year-over-year growth in total revenue and over 10% growth in operating profit.

This concludes our overview of Waterdrop's business performance. Now we will walk you through each of our business segments in more detail.

Wei Ran

Hello, everyone. This is Ran Wei. Let me first update you on our insurance business. In the second quarter, insurance-related income reached CNY 1.33 billion, up 80.5% year-over-year and 15.4% quarter-over-quarter. Operating profit was CNY 180 million, up 20% from the previous quarter. With continued refinement in our AI-driven user insight and conversion capabilities, newly acquired customers rose 32.3% sequentially. The first year premiums of long-term insurance grew 33.4% sequentially as we capture market demand for insurance this quarter.

On the product side, our core strategy remains improving the affectability of insurance products. This quarter, we delivered several new products in line with this direction, including the launch of Rongyi Bao, the market's first long-term critical illness insurance product that requires no health disclosure and offers 5-year guaranteed renewability. We also expanded our Jixing Gaozhao product metrics, which now includes the market first specified disease insurance offering lifetime coverage with no health disclosure. During this quarter, products for users with pre-existing conditions contributed CNY 310 million FYP and disability insurance at CNY 84 million.

On the service side, we adopted differentiated scenario-based operations across customer touch points. In this quarter, AI applications across our user-facing interaction scenarios helped generating nearly CNY 100 million in FYP. Among them, AI Pro insurance generates FYP in millions each month. FYP facilitated by our AI Medical Insurance Expert rose by 25.6% sequentially. In WeCom scenario, we executed our strategies directly from the demand identification and user profiling to key moment engagement and batch operation contributing over CNY 10 million in FYP during this quarter.

Long-term insurance sales, the value of AI ultimately comes down to expanding what our life planners can do. As of quarter end, our underwriting assistant KEYI.AI had answered more than 13,000 underwriting questions. Since its launch, our AI Super Pre-Sales Assistant has constantly outperformed human life planners on annual premium per lead. And the number of users it served grew nearly 50% sequentially. Powered by multi-agent collaboration, our AI conversion model captures user preference from natural language interaction, turning them into durable profiles we can draw on over time and proactively surface topics tailored to each user, effectively extending the reach of every life planner we have.

That concludes our update on the insurance business for the second quarter.

Next, let me briefly update on Waterdrop Medical Crowdfunding and Healthcare businesses. As of the end of June 2026, Waterdrop Medical Crowdfunding had cumulatively contribution from around 499 million donors up to 3.82 million patients and raised a total of CNY 74.7 billion. This quarter, we continue to upgrade our AI driven risk control models, further improving asset concealment detection and sensitive identity detection. By combining semantic analysis of ID information, medical materials and user-generated content, the upgraded engine can better identify heating inconsistency and improve risk control efficiency.

In our health care business, our performance exceeding expectations across several key metrics. We enrolled more than 1,500 patients in this quarter, up 54% year-over-year and cumulative patient surpassing 17,000. Growth was driven by the higher matching efficiency and stronger enrollment capability. Oncology projects remain our core focus, while chronic disease projects are growing most of the sequential growth this quarter. Although chronic disease studies have a larger patient pool, they typically carry a high screening failure rates and place greater demand on matching precision and speed.

Chronic disease enrollment increased 80% year-over-year in the second quarter, further validating our enrollment ability in high screening failures enrolling. Meanwhile, our proven enrollment track record is translating into deeper and broader trust among patient partners. In this quarter, E-Find Platform signed 167 new products and the number of pharmaceutical companies and CROs we partnered with surpassed 255. Going forward, we will continue to optimize operational efficiency and work with our partners to advance digitalization across the clinical business progression.

This concludes our update on the Crowdfunding and Healthcare businesses.

Jieru Li

Hello, everyone. This is Li Jieru. Next, I will walk you through our financial highlights for the second quarter of 2026. Before I go into details, please be reminded that all the numbers quoted here will be in RMB. And please refer to our earnings release for detailed information on our financial performance on both the year-over-year and quarter-over-quarter basis, respectively.

In the second quarter of 2026, Waterdrop delivered net operating revenue of CNY 1,448 million, up 72.8% year-over-year, maintaining a strong growth momentum. Our insurance business contributed about CNY 1,333 million in revenue, representing an 80.5% increase year-over-year. Net insurance businesses accounted for around 7.9% of total revenue, including CNY 63.6 million from Medical Crowdfunding service fees and CNY 35.2 million from our digital clinical trial solutions.

Total operating costs and expenses came in at about CNY 1,337 million in the second quarter, up 80.5% year-over-year. Operating costs were CNY 537 million, increasing 29% year-over-year. The increase was primarily driven by business scale expansion, including an increase of around CNY 63.8 million in cost of referrals and service fees as well as an increase of CNY 21.4 million in short message service costs and CNY 11.2 million in personnel costs, respectively.

Sales and marketing expenses reached nearly CNY 638 million compared with CNY 199 million in the same quarter of 2025. The year-over-year increase mainly reflect -- the year-over-year increase mainly reflected our active step-up in public domain traffic investment with marketing expenses for third-party traffic channels increasing by about CNY 450 million and marketing-related professional technical service fees increasing by around CNY 21.8 million. G&A expenses were CNY 93.4 million, up 27.2% year-over-year, mainly due to an increase of CNY 33.3 million in allowance for credit losses. This was partially offset by decreases of nearly CNY 10.5 million in personnel costs and share-based compensation expenses.

R&D expenses were CNY 68.8 million, up 32.4% year-over-year. The increase was mainly driven by cloud server fees, token fees and other IT support expenses, which rose by about CNY 11.1 million as well as an increase of CNY 6.3 million in personnel costs and share-based compensation expenses.

For this quarter, operating profit reached about CNY 111 million, up 14.3% year-over-year and 39.2% quarter-over-quarter. However, due to tax-related items and nonrecurring gains and losses, net profit attributable to shareholders was around CNY 126 million, down 10.3% year-over-year, but up 27.9% quarter-over-quarter.

As of June 30, 2026, cash and cash equivalents, short-term investments and other cash positions totaled about CNY 2.653 billion. Our cash reserves maintains ample and provide solid support for both business investment and shareholder returns.

In terms of shareholder returns, since the launch of our first share repurchase program, we have cumulatively repurchased 62.9 million ADS for approximately USD 120 million as of August 31, 2026. And recently, the Board approved the sixth share repurchase program under which we plan to repurchase up to $50 million over the next 12 months and also approved the sixth cash dividend of approximately USD 10.8 million.

Overall, both the quality and scale of growth in our core businesses improved this quarter. The continued deployment of AI across every scenario in our business is becoming an important driver of efficiency gains. Meanwhile, we are expanding proactively while investing prudently in new initiatives in global markets, which for now have very limited impact on our current period financial results. As these initiatives reach a larger scale, we will keep the capital markets informed in a timely manner. In the future, the company will remain committed to disciplined strategic investments and continue creating long-term value for users and shareholders.

That concludes the company's financial results for the second quarter of 2026. We will now move on to the Q&A session.

Tracy Lee

[Operator Instructions] We now proceed to take our first question, and it comes from the line of Amy Chen of Citi. Her question is, in terms of the Mainland Chinese business in Hong Kong, media have reported that Mainland tax authorities may tax policy dividends. Has management seen any change either in the international business or domestic business?

Wei Ran

Regarding recent market attention, our reading that what we are seeing reflects the enforcement of tax rules that have long been in place rather than a new policy specifically targeting Hong Kong insurance. In the near term, the media coverage have some effect on our customer sentiment as the differentated value of Hong Kong insurance products like multicurrency allocation, access to global health care resources and inheritance planning are clear and fundamental drivers of the Hong Kong insurance market has not changed.

Turning to the drivers of Mainland China insurance market today, the growth is driven by a rising health protection awareness, policy tailwinds for commercial health insurance, continued product innovation and the structural shift of household savings into long-term assets such as insurance in the current low interest rate environment.

Waterdrop serves as diversifying the customer base across multiple markets and multiple service models and our business mix remains solid, and we're confident in serving user demand wherever it rises.

Tracy Lee

We will now take our next question from [indiscernible] of CICC. The question is, we have noticed that several insurers have recently launched health insurance products targeting customers with preexisting conditions. How does management evaluate this opportunity in this category? And what is product strategy in this area?

Wei Ran

As checkups become more common, the chronic illness and living with pre-existing conditions are far more typical. So a clean standard life is actually quite rare. And traditional health care insurance have a long focus on healthy lives and moving the people with pre-existing conditions still go unprotected. The industry consensus is clear, we're shifting from ensuring more healthy people to protecting the health of more people. This is both the real demand side opportunity and a clear path of commercial insurance expanding its coverage. And early practice with federal-level inclusive health plans, that logic is moving to more the commercial medical insurance, critical illness insurance, disability insurance and others. This is not simply diluting underwriting, it is segmenting the disease risk and building differentiated underwriting and claims. So the certain risk can actually be written and paid. For Waterdrop, lowering coverage threshold is central to our product strategy.

On the supply side, we break the demand down by scenario, age and condition, and co-design terms and coverage with our insurer partners. On the acquisition side, we use platform and AI insights to match the right products to the right customer. So people with pre-existing conditions can actually find something that works for them.

Longer term, our view is that health cover for people with pre-existing conditions can become more like auto insurance, people can actually buy it, claim on it and renew it. Accessibility and sustainability will have to move together.

Tracy Lee

We will now take our next two questions from [indiscernible] of Guotai Junan International. The question is, is there a clear time line for AI agent to start generating commercial value? And how will AI investment impact on R&D expenses ratio going forward? And what other new initiatives is the company currently exploring?

Peng Shen

As previously introduced, our AI is planning across four value chains: acquisition, risk screening, and claims, and it grows series by stage. We are not commercializing AI as a strong stand-alone business and its value will show up in our top line growth and bottom line growth we deliver. And as we introduced earlier in the user targeting and conversion, our AI directly support the user computation and the purchase decision, giving nearly CNY 100 million in FYP.

And in our long-term insurance advisory tools like our KEYI.AI and our AI Pre-Sales Assistant can help our life planners work more efficiently and efficiently and close more cases. On our operation, our AI customer service and quality inspection application have fully absorbed the actual volume as we scale.

In our R&D side, the overall R&D ratio is stable, but we are actively shifting resources towards AI, both in the talent and in token cost. As usage scales, the spend will grow naturally, but we are disciplined about ROI under each scenario, and we will keep the overall ratio to a reasonable range.

And turning to our new initiatives, we are incubating a portable AI office assistant, a smart hardware product that leverage our AI know-how, in-house R&D and China's supply chain strength. It is in pilot sales across major global markets with some encouraging early feedback that said it's still an early stage and its financial impact is limited for now. And the experience we are gaining along the way, both for the business and for the company overall is generally valuable.

Tracy Lee

We will now take our next question from Kate Liu of UOB Kay Hian. Her question is, from product and supply perspective, which insurance category does the management view as having strongest growth potential?

Wei Ran

There are two forces that reshaping our health insurance like the raising health protection awareness and aging population. So the market is shifting from standardized products to more tailored to actual needs. Demand driven coverage, including our insurance for pre-existing conditions, mid- to high-end medical insurance and products bundled with health management and elderly care services. A demand that traditional products never really served is being unlocked. We will keep building in this area. And this category play right into the strength we have built through our online platform. We can reach broadly and target precisely leveraging our AI capability and spot protection gap and specific customer groups, matching them with the right products and deliver better, faster service at the point of user consultation. So we will keep building on what we are uniquely good at.

Tracy Lee

Okay. We will now take our next question from [ Xinyu Mo ] of China Securities. The question is, noticing the strong growth in Q2, could you walk us through your recently customer acquisition investment outcomes and what we can expect on the cost side for the rest of 2026 and into 2027?

Peng Shen

We are still in an investment circle in the user acquisition in Q2, and that speed is already show up in the numbers like insurance revenue and operating profit both grew further from the last quarter. And the new users were actually up more than 30% sequentially. This is a combined result of better reach out and conversion and product supply.

And in terms of the user acquisition strategy, we are -- actually we are not simply pursuing the cost reduction. What matters most for us is how we leverage AI capability to better align our product supply with our user profile and improving conversion efficiency. So currently, AI has been embedded across the entire process from our customer acquisition to service and is continually improving our efficiency across our core scenarios.

For the second half of 2026 and the full year 2027, our strategy direction remains consistent. We continue to expect to maintain an active user acquisition pace, exceeding our reach to target customer segments and broadening user acquisition coverage. And at the same time, we expect the user value generated by the current period acquisition to be gradually realized through renewals and upsells and cross-sells over the sequential user life cycle.

Tracy Lee

We have received no further questions online, and this concludes our Q&A session for today. Thank you to all the investors and analysts for joining us today.

Betsy, operator, back to you.

Operator

We are now approaching the end of the conference call. Thank you for your participation in today's conference. You may now disconnect. Have a good day.

[Statements in English on this transcript were spoken by an interpreter present on the live call.]