SmileDirectClub Results Presentation Deck
Gross to net revenue bridge.
($ in millions; except for Aligners Shipped and ASP)
Total Unique Aligner Orders Shipped (¹)
Average Aligner Gross Sales Price ("ASP")
Aligner Gross Revenue
Implicit Price Concession (2)
Reserves and other adjustments (³)
(4)
Aligner Revenue
Financing Revenue (5)
Other Revenue and adjustments (6)
Total Net
$
$
smile
DIRECT CLUB
$
Q1 2018
42,827
$1,731
74.2 $
(7.5)
(2.6)
64.1 $
3.6
0.7
68.4 $
Q2 2018
66,692
$1,739
116.0 $
(11.9)
(4.5)
99.6 $
5.9
1.1
106.6 $
Q3 2018
72,387
$1,773
128.3 $
(13.3)
(5.3)
109.7 $
7.2
2.8
9.7 $
Q4 2018
76,372
$1,797
137.3 $
(13.8)
(6.5)
117.0 $
8.4
3.1
128.5 $
Q1 2019
109,894
$1,767
194.1 $
(17.3)
(11.6)
165.2 $
9.1
3.4
177.7
Q2 2019
122,047
$1,761
214.9 $
(18.9)
(14.6)
181.5 $
10.6
3.8
195.8
(3) Includes impression kit revenue, refunds and sales tax.
(4) As defined in quarterly and annual filings (Aligner Gross Revenue less IPC and Reserves and other adjustments).
(5) Represents interest income earned on our SmilePay financing program, net of IPC starting in 2019, as noted in footnote 2 above.
(6) Includes net revenue related to retainers, whitening, and other ancillary products.
Q3 2019
106,070
$1,788
189.6 $
(15.5)
(12.0)
162.2 $
11.5
6.5
180.2 $
Q4 2019
(1) Each unique aligner order shipped represents a single contracted member.
(2) Estimated based on historical write-off percentages and expected net collections. Excludes implicit price concessions associated with financing revenue
starting in 2019 of $1.035mm for Q1, $1.851mm for Q2, $1.817mm for Q3, and $2.005mm for Q4. See footnote 5 below.
115,042
$1,771
203.7
(16.3)
(12.9)
174.5
12.7
9.5
196.7
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