SmileDirectClub Results Presentation Deck

Marketing & selling. Marketing and selling expenses came in at $67 million or 40% of net revenue in the quarter, compared to 73% of net revenue in Q3 of 2019. This demonstrates the leverage in sales and marketing spend that we have discussed historically. We expect to continue to perform well against the long-term targets that we have previously provided in the quarters to come Even with this reduced spend approximately ~70% of club members. who purchased in Q3 were new leads This is close to where we have been historically, but off reduced sales and marketing spend as a percent of revenue This reflects the sustainability of lower sales and marketing spend as a percent of revenue to support our revenue growth going forward Our long-term target of 40-45% of revenue remains intact. smile DIRECT CLUB Quarter Referrals as a % of Aligner Orders SmileShop Count 54% $96mm Q1 2019 20% 223 58% $113mm Q2 Q3 Q4 Q1 2019 2020 2019 2019 Q1 2019 Q2 2019 20% 20% 20% 20% Marketing & selling expenses 310 366 391 73% $131mm 72% $141mm Q3 2019 Q4 2019 Actual $ 72% 418 $142mm Q3 Q2 2020 2020 32% $35mm 21% 42 40% 23% $67mm 92 Q1 2020 Q2 2020 Q3 2020 % of Net Revenue 11

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