SmileDirectClub Investor Presentation Deck
Marketing & selling.
Marketing and selling expenses came in at $79
million or 43% of net revenue in the quarter,
compared to 72% of net revenue in Q4 of 2019.
ā
Our efficient deployment of acquisition spend,
continued advancements in aided awareness and
referral rates, access to highly efficient lead
sources, and our highly curated fulfillment network
of SmileShops have positioned us well to continue
to perform well against our long-term targets.
On SmileShops, we had 114 permanent locations
as of quarter end, and held 104 pop-up events over
the course of the quarter, for a total of 218 location
sites.
These pop-up events are a critical component
to supporting our demand, function in the
same capacity as a permanent SmileShop,
and enable us to fully leverage our
SmileShop resources to fulfill demand that is
coming through aided awareness, referrals,
and marketing.
Our long-term target of 40-45% margin remains
intact.
smile
DIRECT CLUB
Referrals
as a % of
Aligner
Orders
Quarter
73%
$131
Marketing & selling expenses ($ in millions)
Q3 2019
72%
$141
Q4
2019
Q4 2019
Q1 Q2 Q3 Q4
2020 2020
2020 2020
20% 20% 21% 23% 22%
72%
$142
Q1 2020
Actual $
32%
$35
Q2 2020
40%
$67
Q3 2020
% of Net Revenue
43%
$79
Q4 2020
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