Revolve Group, Inc.

If you would like to withdraw your question, again, press the star one. Thank you. At this time, I'd like to turn the conference over to Eric Randerson, vice president of investor relations at Revolve. Thank you. You may begin.

Good afternoon, everyone. And thanks for joining us to discuss Revolve. Good afternoon, everyone. And thanks for joining us to discuss Revolve second quarter, 2024 results. Before we begin, I'd like to mention that we have posted a presentation containing Q2 financial highlights to our investor relations website located at .revolve.com. I would also like to remind you that this conference call will include forward-looking statements, including statements related to our future growth, our inventory balance, our key priorities and operating initiatives, industry trends, our marketing events and impact, our partnerships and strategic acquisitions, our physical retail stores, and our outlook for net sales, gross margin, operating expenses, and effective tax rate. These statements are subject to various risks, uncertainties and assumptions that could cause our actual results to differ materially from these statements, including the risks mentioned in this afternoon's press release, as well as other risks and uncertainties disclosed under the caption, risk factors and elsewhere in our filing with the Securities and Exchange Commission, including without limitation our annual report on form 10K for the year ended December 31, 2023, and our subsequent quarterly reports on form 10Q, all of which can be found on our website at .revolve.com. We undertake no obligation to revise or update any forward-looking statements or information except as required by law. During our call today, we will also reference certain non-GAP financial information, including adjusted EBITDA and free cashflow. We use non-GAP measures in some of our financial discussions as we believe they provide valuable insights on our operational performance and underlying operating results. The presentation of this non-GAP financial information is not intended to be considered in isolation or is a tough suit for or superior to the financial information prepared and presented in accordance with GAP. And our non-GAP measures may be different from non-GAP measures used by other companies. Reconciliation of non-GAP measures to the most directly comparable GAP measures, as well as the definitions of each measure, their limitations and a rationale for using them can be found in this afternoon's press release and in our SEC filings. Joining me on the call today are our co-founders and co-CEOs, Mike Kerenikolas and Michael Mente, as well as Jesse Timmermans, our CFO. Following our prepared remarks, we'll open the call for your questions. With that, I'll turn it over to Mike.

Hello, everyone, and thanks for joining us today. We delivered a strong second quarter highlighted by a return to top line growth, net income more than doubling year over year, and nearly 350 basis point increase in our adjusted EBITDA margin year over year. Contributing to the significant growth and profitability was meaningfully better than expected marketing efficiency, as well as increased logistics efficiencies that also outperformed our guidance, helped by improving trends in our return rate as many of our return rate initiatives begin to take hold late in the second quarter. Most importantly, we achieved these strong results while continuing to invest in initiatives to drive profitable growth and market share gains over the long term. With that introduction, let me step back and provide a brief recap of the second quarter. Net sales were 282 million, an increase of 3% year over year that was driven by improved year over year trends in both segments relative to our comparisons in the first quarter of 2024. Net sales in the revolved segment increased 4% year over year, our best performance in six quarters. This was partially offset by a 4% decline in forward segment net sales, an improvement of 10 points from Ford's year over year comparison in the first quarter of 2024. While we continue to see headwinds in a dynamic luxury environment where Ford competes as one of the financially strongest operators of a multi-brand luxury e-commerce platform, we are actively pursuing opportunities to capitalize on the current environment by investing in strategies to gain market share. Along these lines, Michael will talk about our acquisition of a majority interest in the revered luxury brand and longtime brand partner of Ford, Alexandre Fatié. Net income for the second quarter was $15 million or 21 cents per diluted share, an increase of 111% year over year. Adjusted EBITDA was $20 million, an increase of 97% year over year, driven by a nearly 350 basis point expansion of our adjusted EBITDA margin. Beyond the numbers, I'm excited by our team's execution that has led to continued great progress on the strategic priorities we have outlined on prior calls. I will discuss some of the key highlights since our update last quarter. First, I'm pleased to report that we delivered even greater efficiencies in our logistics costs year over year than last quarter, contributing to our exceptional growth and profitability in the second quarter. Expressed as a percentage of net sales, selling and distribution expense decreased approximately 70 basis points year over year, and fulfillment expense decreased 15 basis points year over year. It was our first year over year decrease in fulfillment costs as a percentage of net sales in two and a half years. I'd like to acknowledge great execution by our operations team for driving these efficiencies in the US and international markets. Shifting to the outlook for driving future efficiency gains, I'm thrilled to report that we are beginning to see early tangible benefits from the initiatives outlined on recent calls designed to reduce our return rates. As a proof point, our return rate declined year over year in the second quarter, representing the first year over year decline for any quarter in more than three years. The financial benefits of potentially reducing our return rate in the future are compelling, considering that for every one point decrease in our return rate, we'd expect to realize cost savings of approximately 30 to 50 basis points in reduced selling and distribution and fulfillment costs. Importantly, many of our efforts to reduce the return rate further elevate the customer experience, including by providing improved size guidance and leveraging technology and data for more personalized merchandising of products less likely to be returned. Second, we delivered strong results in expanding our international presence in the second quarter as net sales from international markets increased 13% year over year. Net sales increased across nearly all major regions, including China, where outstanding growth during the important 618 Shopping Festival in China led Revolve to be recognized as the second largest seller of fashion merchandise on T-Mall Global. The 618 Festival is the second biggest event of the year in China for driving online sales, trailing only singles day in November. I'm also excited that we've recently launched a branded retail presence on the Douyin and Red e-commerce marketplaces that serve more than 750 million monthly active users on a combined basis. These incredibly popular platforms serve a young Gen Z demographic that skews female, a highly relevant audience for our fashion, beauty and lifestyle offerings. Third, we remain committed to efficiently investing to expand our brand awareness, growing our customer base and further strengthening our connection with the next generation consumer. Our team delivered outstanding results in the second quarter across brand and performance marketing channels, leveraging the strength of our brands. For instance, the second quarter was our most efficient quarter for performance marketing investments in nearly four years based on our performance marketing investment calculated as a percentage of net sales. Michael will talk about important wins in brand marketing efficiency measures that are also a key contributor to the increased marketing efficiency reflected in our updated 2024 guidance for marketing investments. And lastly, we continue to leverage AI technology to drive growth and efficiency while further elevating the customer experience. A perfect example is our recent development and successful launch into production of an internally developed AI search algorithm on our forward site. For years, consumers have searched for products on our sites through a third party search platform. With the emergence of AI and as part of our data-driven mindset, I challenged our team to develop and test our own AI search capabilities and test it against the incumbent retail search platform developed by a very large third party technology company. It is incredibly impressive that our internal team of data scientists developed a solution that outperforms the third party search technology, driving higher revenue per search and at a much lower operating cost. With this success, our internally developed AI search algorithm is now live on forward and we are currently A-B testing the algorithm on our Revolve site with promising early results. To wrap up, we still have work to do, yet I feel great about the important progress we have made in the first half of the year. We begin the third quarter of 2024 with solidly positive -over-year growth in net sales for the month of July 2024. And there is momentum building across key growth and efficiency initiatives that we believe may further improve our foundation for profitable growth in the years to come. Now, over to Michael.

Thanks, Mike, and hello everyone. I'm excited by the great progress we have made on our key priorities, especially the meaningful increased efficiency of our marketing and investment year over year as we invest to build our brands and for the strength in our connection with the next generation consumer. Our newly reimagined Revolve Festival in April set the tone for the second quarter by exceeding our expectations and generating a much greater impact on our key metrics within the one-day format in 2024 that we had achieved over an entire weekend for last year's event. But we didn't stop there. We had an incredibly active and efficient second quarter for brand building hosting impactful events at Stagecoach Festival, the Formula One Grand Prix in Miami, the Met Gala in New York, and at our retail store in Athens, as well as in international locations such as Mexico, Jamaica, Central Pay, and Sicily. Particularly exciting was the Revolve and Ford Met Gala after party with rapper and fashionista Cardi B that generated nearly three billion press impressions in top publications including Vogue, Elle, W Magazine, The New York Times, Emerson, E News, and People. At the center of all their press attention was Cardi B's incredible dress at the after party that was custom designed for her by our own brand team. Rave reviews in the press and on social media included page six of the New York Post calling Cardi B's dress our red hot Atelier Revolve number. Most exciting was the cosmopolitan's ranking of the best Met Gala after party looks. Cardi B and our Revolve Atelier dress ranked number one at the very top of the list. Most impressive is that we are much more active in the second quarter of 2024 and delivered significantly increased marketing impacts while spending millions of dollars less year over year. In fact, for the second quarter, year over year growth in our press and social media impressions accelerated meaningfully even though we spent 7.5 million less on brand marketing than in the second quarter of 2023. Our impactful marketing efforts in the second quarter also helped to drive our re-acceleration of active customer growth, turning 12 months active customers increased by 26,000 during the second quarter, with a tripled increase in active customers in the first quarter of 2024. Let's chip gears and talk about our recent acquisition of Alexander Bautier announced in June. We view the luxury industry challenges as an exciting opportunity to go on offense and invest in market share capture supported by our consistent profitability and cash flow generation that sets us apart in fashion e-commerce. So we have had our eye out for opportunities but we took on an exciting transaction late in the second quarter with the acquisition of an 80% ownership stake in Alexander Bautier, an iconic luxury fashion house that we have sold them for for many years. Alexander himself retains the other 20% ownership of the business and he's equally excited to expand the partnership with the Revolve Group. Our team pursued the complex transaction in the depths of French bankruptcy courts, locking a compelling opportunity to acquire the Alexander Bautier business for a commitment to invest 6 million euros over the next three years. I will share just a few reasons why the entire Alexander Bautier team are so excited about the combination. Alexander Bautier is one of only 15 haute couture brands in the world with recognition that is incredibly important to luxury customers. To provide some context, the term haute couture is legally protected and can only be used by brands approved by the Federation of Haute Couture and Fashion including Chanel, Christian Dior, Givenchy, and Alexander Bautier. We expect Revolve and forward to benefit from the association with the revered luxury brand while giving us a direct line into the French fashion ecosystem. The approximately 30 Alexander Bautier employees are based in Paris. The brand marketing impact that Revolve can deliver is an ideal compliment to the Alexander Bautier brand that has dressed an incredible range of A-listers on red carpets, including Kendall Jenner, Rihanna, Beyonce, Taylor Swift, Selena Gomez, Katy Perry, and Brigitte Macron, the first lady of France. In close partnership with Alexander, we intend to relaunch the Bautier brand with a reimagined new collection in the fall, followed by a fashion show during Paris D'Oto week in January, 2025. Also compelling are the expected synergies from our e-commerce experience, the ad-driven merchandise experience, and operational excellence to help grow the Alexander Bautier -to-consumer business, which has historically been very small. Our creative teams are already working hard in designing a new Alexander Bautier e-commerce site. With the Bautier brand coming off a period of underinvestment, in the near term, we will understand that we need to invest ahead of the financial benefits we expect to realize in future years. In summary, there is a whole lot of work to do, yet we see a ton of opportunity to grow this brand on our platform to wholesale and other distribution channels in the years to come. We have also increased our organic investment in our luxury business. Capitalizing on the availability of outstanding talent, we have made a variety of strategic investments that forward that we believe can advance our pursuit of the vast number of effectively abandoned luxury customers that are up for grabs with all the recent industry disruption. As a case in point, two weeks ago, luxury e-commerce retailer Matches Fashion was shut down entirely. The business then in 2022 reportedly generated 460 million in revenue. Also important, the recent industry malaise has reinforced the brands that forward an attractive partner due to our product curation, distinct styling point of view, and incredible brand marketing engine that has attracted young luxury customers. I am pleased to share that Nike has recently committed to sell the full range of products on forward for the first time, building on Nike's success and long-standing partnership, starting them to evolve. Now I will conclude with an update on our evaluation of the physical retail opportunity. I am excited to share that our key performance metrics such as traffic sales and customer engagement at our first permanent retail store in Amston continues to be encouraging. Summer has been a great selling season, further illustrating our potential in this new market opportunity. I view our early momentum in physical retail as impressive considering that we are still doing a great deal on the early stages of our retail journey. Mike and I have always believed that when a part of the business is performing as strongly as Amston has so far, we want to invest into that opportunity in a much bigger way. Exploring retail expansion is especially exciting considering that most apparel sales still happen in physical stores. At the same time, we recognize that physical retail is a new and adjacent market opportunity for us that we haven't fully mastered. We have built an incredible brand that we believe can translate to physical retail, but before we move too quickly and to truly assess the long-term growth potential, we need to first validate that we can replicate the success in Amston and other locations. To guide us through the next phase of our journey in testing physical retail beyond Amston, we have engaged one of the most accomplished retail advisory firms in the market. Our partner has played a key role in retail expansion for some of the world's most respected consumer brands, including Apple, Lululemon, Abercrombie and Fish, and Restoration Hardware. Their deep industry experience will help us navigate critical decisions on evaluation of potential markets, retail site selection, negotiation, architecture and store design. We are very excited to further explore and test the launch of opportunity in physical retail. We should have fun up here than what comes next by our third quarter conference call in early November. To summarize, it feels great to see our team's hard work on growth and efficiency initiatives deliver results on the top and bottom lines. With our powerful brands, we have invested for more than 20 years, operational excellence and strong financial position, especially compared to our fashion and commerce peers. We believe that we are well positioned to pursue profitable growth and market share gains. Now I'll turn it over to Jesse for a discussion on the financials.

Thanks, Michael, and hello everyone. I am very pleased with our second quarter, both from a financial standpoint, and even more so by the progress made by the team on our operational initiatives that gives me increased confidence in our financial outlook moving forward. I will start by recapping our second quarter results and then close with updates on recent trends in the business and our outlook for growth margins and cost structure for the balance of the year. Starting with the second quarter results, net sales were $282 million, a -over-year increase of 3%. Revolved segment net sales increased 4% and forward segment net sales decreased 4% -over-year. In terms of geography, both territories returned to -over-year growth in the second quarter. Domestic net sales increased 1% -over-year and international net sales increased 13% -over-year. Active customers, which is a trailing 12-month measure, grew to 2.6 million, an increase of 5% -over-year. Total orders placed were 2.3 million, flat with the prior year. Average order value, or AOV, increased 2% -over-year to $306, benefiting from the higher mix of net sales at full price -over-year. Another contributor to the improved -over-year net sales growth was that our return rate decreased -over-year in the second quarter, as the many initiatives designed to reduce our return rate in customer-friendly ways have begun to deliver visible results. Consolidated growth margin was 54%, an increase of seven basis points -over-year, driven by a -over-year increase in our higher margin revolved segment. Let's move on to operating expenses, which was a true highlight that drove our meaningful operating leverage in the second quarter. Of note, we delivered better than expected operating expense efficiency across each of the four line items that we guide to each quarter. Fulfillment costs were .3% of net sales, around 10 basis points more favorable than our guidance, and a decrease of 15 basis points -over-year. Selling and distribution costs were .9% of net sales, also better than expected by approximately 10 basis points, and lower by 73 basis points -over-year. This -over-year decrease reflects the continued great work by our teams to drive efficiency in our logistics costs, while also benefiting from the slight decrease in our return rate -over-year. The biggest source of outperformance in the second quarter versus our guidance was marketing, which came in at .2% of net sales, significantly below our guidance of 17% of net sales. This represents a 360 basis point decrease -over-year compared to our marketing investment of .8% of net sales in the second quarter of 2023. General and administrative costs were $33.5 million, around $500,000 lower than our outlook. That reflects a -over-year increase that continue to outpace our net sales growth as we continue to invest in initiatives that support our long-term growth opportunities. Our tax rate was 26% in the second quarter, up slightly from 25% in the prior year, and within our expected range. The increased net sales and growth profit -over-year, the meaningfully improved marketing efficiency, and the outstanding progress driving efficiencies in our logistics costs help us drive impressive growth on the bottom line. Net income was $15 million, or 21 cents per diluted share, an increase of 111% -over-year. Adjusted EBITDA was $20 million, an increase of 97% -over-year. Moving on to the balance sheet and cash flow statements. Net cash used by operating activities was $25 million, and free cash flow was negative $27 million in the second quarter, primarily due to unfavorable working capital movements that more than offset the increased net income. For the six-month -to-date period in 2024, we generated positive operating and free cash flow, although lower -over-year, primarily reflecting an increase in inventory investment to support a return to top-line growth, compared to a declining inventory balance in the first half of 2023, when we were very focused on rebalancing our inventory position. Inventory at June 30, 2024, was $234 million, an increase of 14% -over-year. As of June 30, 2024, our balance sheet remained in a very strong position, with cash and cash equivalents of $245 million and no debt. The decrease in cash and cash equivalents -over-year, compared to June 30, 2023, primarily reflects positive cash flow from operations that was more than offset by our stock repurchases, exceeding $40 million in the last four quarters. Our strong financial position enabled us to execute on our capital allocation strategy

in

an effort to enhance shareholder value through one, investing in the business to support the long-term growth opportunity ahead of us.

Two,

opportunistically pursuing strategic M&A and partnerships, and three, returning capital through our stock repurchase program, where we repurchased approximately 119,000 Class A common shares at an average price of $15.83 during the quarter. Approximately $60 million remained under our $100 million stock repurchase program as of June 30, 2024. Now, let me update you on some recent trends in the business. Since the second quarter ended and provide some direction on our cost structure to help in your modeling of the business for the third quarter and full year, 2024. Starting from the top, our return to positive -over-year net sales growth has continued into the third quarter, with net sales in July, 2024, increasing by a mid-single digit percentage -over-year, a sequential improvement compared to the -over-year trend reported for the second quarter of 2024. Shifting to gross margins. We expect gross margin in the third quarter of 2024 of between 52.3 and 52.5%, which implies an increase of approximately 70 basis points -over-year at the mid-point of the range. For the full year, 2024, we continue to expect gross margins to be between 52.5 and 53%. Fulfillment. We expect fulfillment as a percentage of net sales of approximately .4% for the third quarter of 2024, a decrease of approximately 20 basis points from the fulfillment efficiency ratio in the third quarter of 2023. For the full year, 2024, we continue to expect fulfillment costs of between 3.3 and .5% of net sales. Selling and distribution. We expect selling and distribution costs as a percentage of net sales of approximately .3% for the third quarter of 2024, which implies a -over-year improvement of approximately 70 basis points. For the full year, 2024, we continue to expect selling and distribution costs to improve to a range of between 17.8 and 18% of net sales. I also want to note that our outlook for fulfillment costs and selling and distribution costs continues to assume a return rate that is flat -over-year for the full year, 2024, consistent with our expectation at the beginning of the year. We are optimistic that our great progress in the second quarter of 2024 in reducing the return rate -over-year will continue, and the team is working hard to achieve this. However, since the improved return rate happened late in the second quarter, as encouraged as we are, I am not yet comfortable factoring in a lower return rate into our financial outlook until we can prove it out for a longer period.

Marketing.

We believe our strategies to drive impactful marketing campaigns at an increased level of efficiency will continue. We expect our marketing investment in the third quarter of 2024 to be approximately .2% of net sales, a decrease of approximately 20 basis points -over-year. For the full year, 2024, we now expect our marketing investment to represent between 15.3 and .5% of net sales, which is a decrease of 70 basis points from our prior full year 2024 guidance range for marketing investment. General and administrative. Offsetting some of the increased marketing efficiencies is our expectation for higher G&A costs than our prior full year guidance. We expect G&A expense of approximately $35.5 million in the third quarter. For modeling purposes, remember that our G&A expense in the third quarter of 2023 a year ago included a non-routine accrual of $6.6 million for a then pending legal matter that we do not expect to reoccur this year. For the full year, 2024, we now expect G&A expense of between 135 to $138 million, which at the midpoint is an increase of $3.5 million from the high end of our prior G&A guidance range that we guided to on last quarter's earnings call. The majority of the G&A increase from our prior outlook is related to the Alexandre Valtier acquisition completed late in the second quarter, including around 30 employees based in Paris and our investment to relaunch the Alexandre Valtier brand and D2C website in the coming months. The remainder of the increase in our G&A outlook for the full year 2024 relates to increased investment in certain key areas where we see timely opportunities to invest today to even further increase our competitive position and drive future results, such as the forward investments that Michael discussed, and continued investment in AI technology, where we have already delivered meaningful growth and efficiency gains throughout the company. And lastly, we expect our effective tax rate to be around 24 to 26% in the third quarter and 25 to 26% for the full year 2024. To recap, I am very encouraged by our second quarter results, highlighted by the return to top line growth, operating discipline that drove a more than doubling of net income year over year, and driving the first year over year decrease in our return rate in more than three years. Now we'll open it up to your questions.

At this time, I would like to remind everyone to ask a question, press star followed by the number one on your telephone keypad. Your first question today comes from the line of Rick Battelle with Raymond James. Your line is open.

Thanks, good afternoon everyone, and congrats on the great progress. I was hoping to get some additional color on second quarter results by month. And also any additional color you can add to quarter to date trend as you think about the Revolve platform versus Ford. And I'm curious if the KPIs that drove the second quarter results are the same ones that you're seeing, drive a modest acceleration through July.

Yeah, thanks Rick, and thanks for joining. This is Jesse. On the intra quarter trends for Q2, if you remember last quarter, we said we were up in the low single digit range through April and we closed that plus three. So I think relatively consistent throughout the quarter with maybe a slight improvement as we progress through the quarter. And then that continued in the few July. And then if you look at July, I'd say largely the same trend in July as you saw in Q2 with Revolve and International outperforming the domestic and Ford businesses, but overall really healthy and good progress again as we move through the quarter. And then into July and similar KPIs as well. Great,

and on the returns rate, it sounds like you're not baking in the progress that you saw late in the second quarter for the rest of the year. Does this reflect conservatism until you see a little bit more traction or is there something about maybe the seasonality of the business where returns usually take up around holiday or certain other peak periods that would give you pause in incorporating that into updated guidance?

Yeah, I think I wouldn't necessarily say that it bakes in conservatism. I think it trended well, but in the back half of the quarter. So we don't wanna get too excited yet. There's great progress, but we wanna see a little more traction before we bake that in. And I think we talked about the -over-year decrease in return rate, but I think even more importantly is there is seasonality with return rate from Q1 to Q2. Q2 is generally our highest return rate quarter of the year. And we saw Q1 to Q2 being flat. So just another data point to support that return rate in the second quarter.

Thank you very much.

Your next question comes from the line of Michael Benetti with Evercore. Your line is open.

Hi, this is Jessi Nguyen on behalf of Michael Benetti. Just a little bit on the marketing costs. We lowered the full year guidance, even though second quarter came in lower. And I know we alluded to higher efficiencies on the marketing. Should we be seeing this permanent efficiencies kind of flow through in the out years? And then the other question would be on the active customers trend. How should we think about that heading into the second half of the year?

Yeah, thank you, Jessi again. On the marketing, yeah, we had a great quarter in terms of efficiency, and it's both on the brand marketing side, as Michael mentioned, investing $7.5 million less in Revolve Festival than we did last year and getting even better results. So that was a big driver in Q2, and we're continuing to see that efficiency on the brand marketing side in the back half of Q2 and into the back half of the year. But also important to note is that we did see efficiency on the performance marketing side as well. So that's what we baked into our guidance. If you look into the out years, we'll continue to be opportunistic comes to marketing and kind of read the landscape. So, not commenting too much more beyond that, but really happy with the efficiency this quarter. And then on active customers, great to see that active customer number holding at plus 5% and a incremental increase in the active customer count. As we've communicated on prior calls, we expected that growth rate to come down and approximate the net sales growth rate over time as we lap some of those higher customer growth periods of last year. I think we'll continue to expect to see similar as we go into the back half of the year, but not a significant increase to that growth rate until we lap out of that Q1 2023, heavy markdown period that we're in that drove a lot of new customers. And I think on that customer point, also important to note that the growth came from full price customers, which are very healthy customers, partially offset by lower markdown customers, again, as we comp that Q1 2023 period.

Thanks guys.

Your next question comes from the line of Dylan Cardin with William Blair. Your line is open.

Great, thanks. Just curious, any update on beauty men, attachment rates or sort of how those businesses are trending and any help you can give on, I know it's early days, sort of timing of the retail strategy. I guess you just engaged the consultant but is that in your mind something like a 2025 rollout or anything there would be helpful as well, thanks.

Yeah, I'll start with the beauty and men's. Seeing great progress on both of those areas of the business as we commented, 25% growth on beauty. Men's growing nicely as well. We're also seeing really great growth in the home product category, very small, but still really healthy growth there. So good progress, the team continues to execute add new and exciting brands, especially on the beauty front. And in timing of retail, I think we mentioned on the prepared remarks, we have engaged the consultant, we are actively, I guess, pursuing, investigating, learning but we wanna caution that we are moving very, very pragmatically learning as we go and we'll have an update in our next quarterly class.

And I know you're probably not gonna answer this one but the brand strategy and sort of acquiring the acquisition that you made, I know you're being opportunistic but is that something that if you kind of see those opportunities arise, you wouldn't walk at, you kind of maybe form some sort of stable of brands here?

Yeah, I think the market place is really provided unique opportunities here. We think that forever, forever in our zone to our customer, strong design talent, unique design talent and brands that are aligning with that are overall kind of ready. Those is important. So, we're excited to come across this and if we're able to come across other opportunities with similar type profile and metrics, we wouldn't hesitate to pursue more.

Very good, thank you very much.

Your next question comes from the line of Mark Altzweger with Baird. Your line is open.

Good afternoon, thanks for taking my question. Also wanted to follow up on the marketing, significant upsides to your plan there, significant change to the guide for the year. So, I just want to better understand where you're seeing the efficiencies, what has changed in the landscape relative to a few months ago. I know you said you're pleased with Revolve Festival but I guess the spend there was known at the time that you guided. And just any change to the underlying expectation on the top line that informs that guide for the year?

Yeah,

I'll speak particularly to the brand marketing side where we saw great gains here where significant reduction in spend but actual outperformance compared to last year. And we really challenged the team to continue to evolve and to continue to get better. The landscape outside, what we do on the brand side is a broad universe but also it's a level below with a very diverse portfolio. So, we've reallocated to certain zones and certain strategies that have been super, super effective and challenged the team to really do more with less and they've proven very extremely, incredibly positively that they can do so. So, we will continue to push that but this will enable us to do at the appropriate time is really experiment with different tools, different strategies in the future. So, there's a lot in the future that you'll see from us that is different, experimental and hopefully very, very exciting and effective and that will be coming in the end. We'll seek to drive greater efficiency, reduce spend but continue performance by our internal metrics.

Yeah, and certainly on the digital or performance marketing side, we challenged the team to do more with less and they delivered. That said, I'd say it's very landscape dependent and so sometimes we'll see periods where we're able to get some nice efficiencies. There are also periods where the environment gets a little bit more challenging. So, I think it's difficult to say whether it's a trend that continues through the back half of the year but we're very pleased with the results of the performance marketing side that we've seen thus far.

Thank you. And then Jesse, on gross margin, historically we've seen a bigger sequential uptick in revolve segment Q2 versus Q1 that looks a bit more muted this year. Maybe unpack some of the puts and takes there and just any implications as we think about the back half of the year. Thank you.

Yeah, no significant implications as we look at the back half of the year. I think this year different from years past and of course the last few years have been very abnormal with COVID coming out of COVID inventory correction, et cetera but if you go back in time, there has been more of a seasonal impact there but also much different kind of skew on the full price markdown mix that was more consistent this Q1, Q2 than it has been in the past.

Your next question comes from the line of Oliver Chen with Katie Cowan. Your line is open.

Well, hi everybody. As we look forward to Q4, the comparison tough is a little bit. What are some major catalysts for Q4 in terms of the potential to maintain that comp or improve at any catalysts we should think about for back to school and holiday? Also would love your view of the customer behavior. As you know, the macroeconomics we've been seeing bifurcation and inflation pressure but your growth continues to be really nice. So we'd love your thoughts on how the macros and the health of your customer that they're playing with what you're seeing. Thanks a lot.

Yeah, so we feel really good about the trends we saw in the second quarter continuing to Q3 and we know others out there have commented on some weakening of the customer and some macro pressures. Thankfully, it's not something we're seeing in our own data. How much that speaks to the macro environment versus us just executing well and engaging strength in the market. I think, you know, purely to say but we feel great about our own trends that we're seeing there. As we look at the back half of the year, I'll leave it to Jesse to go into any comp discussion but we're focused on making our business the best it can be. We feel good about the trends and we're hopeful that goes well for each too.

Yeah, yeah, nothing significant to add on the comps. You mentioned, you know, the comps do get slightly tougher. Holiday season, as you know, isn't as big for us as it is for others in terms of seasonality. So I know there's that tough, you know, shorter holiday season, but, you know, while it may have some impact, we don't expect a significant impact there. Back to school is, you know, a great season as well, but again, not over indexing for us like it does others. So I would say nothing specific to call out. And then I think just all of the initiatives that the team has been working on, you know, through last year and into the first half of this year that continue to really take effect and you can see visibly in the results this quarter, we'll continue to build.

Okay, lastly, you've done a really good job like optimizing customer lifetime value with new brands that you've added, own brands with an older customer as well. What are your thoughts on your private label capabilities now and which parts of your assortment do you feel like have the most opportunity for further improvement?

Yeah, thank you. I think that there's definitely been a lot of work there and I think the broadening of the assortment over the past several years of refinement is really, you know, that's also, as Mike mentioned, one of the many things that's continued to drive performance in this challenging environment and we expect this to continue to drive growth in the future. Specifically to own brands, we've seen kind of the arc of, you know, expansion and contraction and now we're in a phase of kind of a chop and ultimately what we believe will be steady expansion over the near term and the long term. I think this is part of it is the expansion outside of, kind of our historic strength of dresses which still remains very, very strong. Expansion to other categories we're supposed to be seeing and even the near term in terms of like, kind of what we would view as more core essential foundation product which also can be stylized and very, and very, very cool, fashionable, but also very premium as well. There's these things that, you know, we know our customer is buying and shopping, but sometimes they're not always thinking of us as the first place to go. So we'll be seeing effort and energy in that space. We think there's also effort and energy that we can see in kind of the younger consumer as well. Like that's an area that's yet to really be fully, fully nurtured. So we see, you know, a broad room back to really, you know, enhance their own bad experience, you know, over the life cycle of the customer as well as kind of like all aspects of the closet. Things that, you know, a lot of room to go in that zone.

Thanks Mike and Mike and Jessie, best regards.

Your next question comes from the line of Matt Coranda with Ross Capital. Your line is open.

Hey guys, thanks for taking the question. Just, can you put a finer point, Jessie, for us on the progression of third quarter last year? Remind us, I think you said comps get tougher, but I'm not sure if you were talking about fourth quarter or you're talking about the progression of the third quarter. So maybe August and September, if you could do that.

Yeah, yeah, sure. I was more referencing the fourth quarter that gets a little tougher that Oliver was referencing. If we look at the third quarter last year, if you recall, we commented that July was down mid single digits. We closed the quarter at minus 4%. So, you know, it's plus or minus in the zone where we're, you know, roughly even comps through the quarter.

Okay, gotcha. And then just one on, since a lot of others have been asked and answered, I was curious on the inventory balance that it looks up quite a bit more than sales year over year. So just wondering, maybe if you could speak to the assortment and what we're positioning for, it sounds, you know, you sound pretty upbeat, like we're gonna see additional growth. And obviously July was good. That seems like maybe we're preparing for some future growth. But maybe just if you could speak to the assortment, how we feel about it, health of inventory, that'd be great.

Yeah, so on the Revolve side, we feel very good about the health of the inventory. It is turning a tick slower than we would like to see, but we feel like the health is good. In the areas where a little bit over invested in our areas of lower markdown risk. So some room for optimization, but we think it's within the zone of a healthy turn that we're able to manage well. And it's something we have our eye on, but we feel good about the mix and the path going forward with the inventory.

Yeah, and maybe just to add to that, Matt, the increase that we're seeing is primarily on the Revolve side, which as you know is much more in favor for us, easier to control. And the assortment's great, like Mike said, forward a few quarters ago. And for the past several quarters, we've been commenting that we feel like around mid-year, we'd be more back in check on the forward side. And we've made great progress there. The differential on the inventory sales growth for forward is much tighter. And so, I think essentially they're on forward.

Your next question comes from the line of Jay Sol with UBS. Your line is open.

Great, thank you. I'm wondering if you can elaborate a little bit on your comments you made about AI, about the internal search engine, and also in the comments about elevating the customer experience that you mentioned in the press release. If you could talk a little bit more about, Nick, kind of where you see the company's ability to really use AI to improve the business going, that'd be helpful. Thank you.

Yeah, so yeah, we're really proud of the results with the internal search. And where it really excels, I think, is in things that traditional search struggle with, right? So it's less about finding specific attributes, although it's great at that, and more about understanding general aesthetics and broader concepts that traditional search struggles with. So, and it wasn't just a small one, too. It's a very resounding, you know, versus, you know, a very respected platform from the third-party company. So, we're really pleased with those results. They look good on Revolve thus far, also. And I think, more broadly speaking, this sort of technology really opens up doors in terms of innovating in the customer experience, right? Where it can be good at search, but the types of things it's good at lend themselves much more broadly than search. Just new ways of customers exploring and navigating the website, new sorts of features we can put together. Some of what, you know, we have in, you know, kind of for smaller portions of our customers, some, you know, initial tests and those types of things. But I think over the coming years, you're gonna see that really evolve a lot. And our goal is to be at the forefront of that.

Your next question comes from the line of Jim Duffy with Stiefel. Your line is open.

Hi, this is Peter McGoldrick on for Jim. Thanks for taking our questions. Jesse, can you break out the increase in G&A dollars in guidance between the Votier business and other investment areas? As we think about normalized G&A run rate going forward, is there any component of that? Is there any component that's a one-time cost related to the relaunch that should not recur? And then related to that, how should we be thinking about the contribution to the top line from the Votier brand?

Yeah, sure. So if you look at the back half of the year and that increase of three and a half million, call it, I'd say about half is, a little more than half is from Votier specifically. And then, you know, a meaningful portion of that remainder is due to the investments that we mentioned, we're still making investments in AI, making some really good investments on the forward side of the business. You know, if you peel back the, you know, call it non-routine and investment areas, G&A is in the kind of mid single digit plus zone, so closer to in line with the sales growth. In terms of contribution from Votier on the top line, not until later this year, early next year, until we see some good movement there. As we mentioned, this is, you know, kind of restart, rebuild, build the website and launch the first collections there later this year into early next year.

Excellent. And then on international regions, you pointed to encouraging signs out of China. I was wondering if you break out contribution from other regions, is anything standing out on a dollar contribution or growth rate basis, and how has international progressed quarter to date relative to the mid single digit growth overall?

Yeah, so Q2 was a really strong quarter for international, both in terms of the absolute result and also just broadly speaking across regions. We saw nearly every region in the green internationally in Q2, and, you know, the standout regions continue to be sort of the standout regions of past quarters, so Mexico in particular, we continue to see really strong growth in. But we're really encouraged by, you know, regions like the United in China, that we saw growth in China despite the pandemic, despite there being some headwinds there. We feel like we've made some good solid progress in China. As you know, a couple of quarters ago, we mentioned we were making a little bit more investments into that region. Obviously there's a huge opportunity there. And so, you know, we started to see some impacts of those investments this quarter, and we're hopeful we'll see more of that in the quarter.

Thank

you. Your next question comes from Sean Dunlop with Morningstar. Your line is open.

Hey guys, thanks for taking the call. I had one on the return rate initiatives. It looks like we shortened to the return window and we used AI fraud detection to sort of avoid wardrobeing. Good to see the progress there. I guess I'm curious, has there been any discernible pushback from consumers? Have they reacted to that at all? I guess with us seeing a little bit less than one order per quarter on average, is that something we would have seen in period or something that we're sort of keeping an eye on in future quarters?

Yeah, great question. So through our own customer service channels, we haven't seen really any kind of pushback against the return policy change. And it's still a very generous, you know, arguably industry leading or certainly amongst the industry leaders in terms of the generousness of the return policy. So the return window was shortened to 30 days for cash credit, but actually 60 days for store credit. So consumers still have quite a long time to return items and we're very friendly with customers if there's any kind of issue or exception. So we think it's been a very positive change. As we look at our own data, there's a whole host of things we've been working on with regards to returns. You know, we think some of the impact in the second quarter may have been from that policy change, but we think a lot of the impact was through a number of these other areas that we've been working on. Some of what started to impact earlier in the quarter, some of which are still near phases as we fine tune them and get them right. So, you know, we'll have to see how the year progresses, but we're hopeful over time we can continue to make a big impact there.

Got it, that's helpful. And then just one more for me on repurchases. Looks like just $1.9 million there during the quarter. And I guess I'm just curious what plays into that capital return philosophy with just a little bit less than 60 million remaining on the authorization. Seems like at current prices, that might be a pretty good investment.

Yeah, yeah, I know we think, you know, over the course of the last four quarters, it's been a great investment. And, you know, like you said, we still have $60 million there available. So we'll continue to be active. No comment on kind of when and how and at what price we buy, but happy with the progress thus far. Got it,

thanks so much. Yeah.

Your next question comes from the line of Ashley Owens with KeyBank. Your line is open.

Hi, thanks. Just a quick one for me and baby on forward, about talked a little about the inventory progress there. Any color on how return rates are looking, and then any insight on the gross margins there. Are we at the point of inflection yet, or when should we start to expect to see that shift? Thanks.

Yeah, no specific comment on return rate, specific to forward, I think just commenting on that overall. And to highlight the return policy change that Mike was mentioning was made on revolve only, we never shifted the forward return policy during COVID like we did on revolve. So not an impact there on forward. In terms of margin, you know, as I mentioned, we made great progress on the inventory balance. Markdown margin is still lower than where we want it to be, and that is showing up in the overall gross margin for forward, you know, with the goal of getting that back into the 40s over the kind of near to midterm.

So, your next question comes from the line of Janine Stichter with DTIG. Your line is open.

Hey, you got Ethan Sagie on for Janine. You know, I just want to ask one quick one on owns brands, which is wondering, you know, as you guys are looking to start expanding that penetration again, if, you know, if you have a target in mind of where you'd like that to get, and if so, what the timeline would be to get there.

Thanks. No, we don't have a particular target when it comes to own brand. I think the ultimate goal is just to get the best product in front of our consumer. I think, you know, for the portion of own brand, we are doing that great. You see, you know, our, you know, even more than a few things down from our peak are per style metrics, our internal per style metrics are better than ever. So feeling incredibly great about that. Feeling confident about expanding. But there is no, you know, long term target. There is no, you know, there are very, you know, modest improvement of the near term is how it's going to be in the near term. But also think that if we continue to do our job for years, I think there's no reason why we can't get to the penetration numbers of the times past. But of course, we think this is far into the future.

Got it. Thank you.

Your next question comes from the line of Janet Kloppenberg with JJK Research. Your line is open.

Hi, everybody. Congratulations on the progress. I just had two quick questions, just getting back to the inventory. I think you said it was isolated to revolve. Is that new categories or deeper investment in private label? You know, maybe help us understand the direction of inventory as we think about the end of the third quarter. And just lastly, as you think about July and your solid trends, any discernible change and spending on dress up versus casual or denim or anything like that that you think you're well positioned for? Thank you.

Yeah, sure, Janet. Thanks for the questions. On inventory, we expect to be kind of -over-year increase in the same zone as we are in Q3 as we are today. No specific kind of categories or third party versus own brand dynamics to call out, but feel good about the health of the inventory there. And again, being on revolves, much more versatile kind of in our control than on the forward side. So very manageable. And then no comments on any more specifics around the July trend. But I gather then to say, what we already said, where revolve and international continued to outpace the domestic and forward side of the business.

Okay, thanks so much.

That's all the time we have for questions today. I will turn the call back to management for closing remarks.

Thank you guys for joining us on this quarterly earnings call. We're really proud of the results and the progress that we've made. Really that has been broad based across number of functions, the entire team performing at a very high level, with a lot of work that's gone, that's an intense foundation that's been laid over to many, many quarters before. We're excited for continued progress ahead, knowing that this is great progress, but also knowing that there's a lot more progress to make, a lot more opportunities immediately in front of us and beyond. We're quite prepared and excited for any trip that's ahead as we have within times past. I'm looking forward to the dynamic landscape and looking forward to another quarter call with you guys very soon.

This concludes today's conference call. You may now disconnect.