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
Other Revenue and adjustments (6)
Total Net Revenue
(5)
smile
DIRECT CLUB
$
Q1 2018
42,827
$1,731
74.2 $
Q2 2018
(7.5)
(2.6)
64.1 $
3.6
0.7
68.4 $
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
119.7 $
Q1 2019
109,894
$1,767
194.1 $
(18.9)
(14.6)
181.5 $
8.4
10.6
3.1
3.8
128.5 $ 177.7 $ 195.8 $ 180.2 $
(17.3)
(11.6)
165.2 $
9.1
3.4
6.5
Q4 2018
76,372
$1,797
137.3 $
(13.8)
(6.5)
117.0 $
Q2 2019
122,047
$1,761
214.9 $
Q3 2019
106,070
$1,788
189.6 $
(15.5)
(12.0)
162.2 $
11.5
Q4 2019
115,042
$1,771
203.7 $
(16.3)
(12.9)
174.5 $
12.7
9.5
196.7 $
Note: All information in this file is publicly available from our SEC filings.
(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 Q119, $1.851mm for Q219, $1.817mm for Q319, $2.005mm for Q419, $2.035mm for Q120, and $1.997 for Q220. See footnote 5
(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 Smile Pay 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.
Q1 2020
122,751
$1,770
217.3 $
(21.3)
(25.1)
170.9 $
12.7
13.0
196.7 $
Q2 2020
57,136
$1,817
103.8
(9.3)
(16.6)
77.9
12.7
16.5
107.1
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