Q4 2023 Rent the Runway Inc Earnings Call

Welcome to rent the runway <unk> fourth quarter and fiscal year 2023 earnings results Conference call.

Operator: Welcome to Rent the Runway's fourth quarter and fiscal year 2023. A question and answer session will follow the formal presentation. If anyone should require operator assistance during the presentation, press star zero on your telephone.

At this time all participants are in a listen only mode.

A question and answer session will follow the formal presentation.

If anyone should require operator assistance during the conference. Please press star zero on your telephone keypad.

As a reminder, this conference is being recorded.

Operator: As a reminder, this conference is being held. I would now like to turn the call over to Rent the Runway's Legal and Administrative Officer, Cara Schembri. You may be dismissed.

I would now like to turn the call over to rent the runway chief legal and administrative officer Carra Schembri.

Cara Schembri: Thank you you may begin.

Cara Schembri: Good afternoon, everyone and thanks for joining us today. During this call we will make references to our Q4 fiscal year 2023 earnings presentation, which can be found in the events and presentation section of our Investor Relations website.

Cara Schembri: Good afternoon, everyone. And thanks for joining us today. During this call, we will make references to our Q4 fiscal year 2023 earnings presentation, which can be found in the events and presentation section of our investor relations website. Before we begin, we would like to remind you that this call will include forward-looking statements. These statements include our future expectations regarding financial results, guidance, and targets, market opportunities, and our growth. These statements are subject to various risks, uncertainties, and assumptions that could cause our actual results to differ materially. These risks, uncertainties, and assumptions are detailed in this afternoon's press release, as well as in our filings with the SEC, including our Form 10-K that will be filed within the next few days. We have no obligation to revise or update any forward-looking statements or information except as required by law.

Cara Schembri: Before we begin we would like to remind you that this call will include forward looking statements. These statements include our future expectations regarding financial results guidance and targets market opportunities and our growth. These statements are subject to various risks uncertainties and assumptions that could cause our actual results to differ materially.

Cara Schembri: Risks uncertainties and assumptions are detailed in this afternoon's press release as well as our filings with the SEC, including our Form 10-K that will be filed within the next few days, we have no obligation to revise or update any forward looking statements or information, except as required by law during.

Cara Schembri: During this call, we will also reference certain non-GAAP financial information. The presentation of this non-GAAP financial information is not intended to be considered in isolation or as a substitute for financial information presented in accordance with GAAP. Reconciliations of GAAP to non-GAAP measures can be found in our press release, slide presentation posted on our investor website, and in our SEC filings. And with that, I'll turn it over to Jack.

Cara Schembri: During this call. We will also reference certain non-GAAP financial information the presentation of this non-GAAP financial information is not intended to be considered in isolation or as a substitute for financial information presented in accordance with GAAP reconciliations of GAAP to non-GAAP measures can be found in our press release slide presentation posted on our Investor website.

Cara Schembri: And in our SEC filings and with that I'll turn it over to Jonathan Hi.

Jonathan: Hi, everyone. Thanks for joining us we're pleased to share that we exceeded top and bottom line guidance for fiscal year 2023 and believe we are ending the year in a great position for both growth and profitability in fiscal year 'twenty 'twenty four.

Jack: Thanks for joining us. We're pleased to share that we exceeded top and bottom line guidance for fiscal year 2023 and believe we are ending the year in a great position for both growth and profitability in fiscal year 2024. We believe 2024 will be a milestone year for Rent the Runway, as we're committed to delivering free cash flow break-even and showing the strength of our business model. Our results in Q4-23 show the stability of our business and that we've turned a corner toward growth. We achieved a historical high Q4 and full year adjusted EBITDA of $11.2 million and $26.9 million, respectively.

Jonathan: We believe 'twenty 'twenty four will be a milestone year for rent the runway as we're committed to delivering free cash flow breakeven and showing the strength of our business model.

Jonathan: Our results in Q4, 23 shows the stability of our business and that we've turned the corner towards growth.

Jonathan: We achieved a historical high in Q4 and full year adjusted EBITDA of $11 2 million and $26 9 million, respectively, Q4, adjusted EBITDA was strong most notably because of record sales success from our try before you buy a business where our subscribers purchase items. They already have at home have already worn.

Jennifer Y. Hyman: Q4 Adjusted EBITDA was strong, most notably because of record sales success from our Try Before You Buy business, where our subscribers purchase items they already have at home, have already worn, and already love. We believe that Try to Buy's Q4 success was primarily due to investments we made into our pricing strategy and technology earlier in 2023, which drove significant increases in customer conversion. For full year 2023, we grew our on-site inventory resale business by 36% by both significantly increasing the number of customers transacting and increasing the units purchased per subscriber. We view this as a strong continued revenue driver in 2024 and beyond. This business line drives strong margins for the business and enables us to fund quicker inventory newness, while also increasing customer loyalty.

Jonathan: And already love, we believe that try to buys Q4 success was primarily due to investments we made into our pricing strategy and technology earlier in 2023, which drove significant increases in customer conversion for full year 2023 we grew our onsite inventory refill business bye.

Jonathan: 36% by both significantly increasing the number of customers transacting and increasingly units purchased per subscriber. We view. This as a strong continued revenue driver in 2024 and beyond this business line drive strong margins to the business and enables us to fund quicker inventory newness, while also increasing.

Jonathan: Or loyalty, our subscribers' viewing trying before they buy to be a key value proposition of our subscription program.

Jennifer Y. Hyman: As subscribers view trying before they buy as a key value proposition of our subscription program, Throughout 2023, we made tangible improvements to our customer experience that are showing up in our metrics. Our Subscription Net Promoter Score is at the highest consistent level it's been in several years, and it improved 20 points from a low in Q2-23 to highs in Q4 that are continuing.

Jonathan: Throughout 2023, we made tangible improvements to our customer experience that are showing up in our metrics subscription net promoter score is that the highest consistent levels. It's been in several years and improved 20 points from a low in Q2 twenty-three to highest in Q.

Jonathan: For that are continuing.

Jennifer Y. Hyman: Customer loyalty is also up 10% year over year. These are solid indicators to us that the positive morality of Rent the Runway is coming back, and growth is ahead. The place where we made the biggest strides in 2023 was around our inventory. In late 22nd, we identified that we had to correct for low inventory depth and saw throughout Q1 and Q2 that lower in-stock rates were leading to higher rates of customer churn.

Jonathan: Customer loyalty rate is also up 10% year over year.

These are solid indicators to us that the positive morality of rent the runway is coming back and growth is ahead.

Jonathan: The place where we've made the biggest strides in 2023 was around our inventory position in late 'twenty. Two we identified that we had to correct for low inventory depth and saw throughout Q1, and Q2, but lower in stock rates were leading to higher rates of customer churn we quickly.

Jennifer Y. Hyman: We quickly addressed this and made tremendous improvements to the inventory experience by the back half of 2023; depths on new styles doubled, and our Q4 in-stock rate was nearly 50% higher than Q4 2022. Inventory churn rate, which represents churners who cite inventory as the primary reason for leaving subscription, decreased by 35% in Q4 2023, relative to Q1 through Q3 2023. What we hope this conveys to current and potential investors is that we're nimble in running our business, can pivot due to our data-driven culture, and we have the focus and execution prowess to find solutions quickly. Not only did we make major strides in 2023 in inventory depth, but we ensured that our selection continued to be more high-end and desirable, with access to the most coveted designer brands in line with our core psychographics.

Jonathan: Actions against Us and made tremendous improvements to the inventory experienced by the back half of 2023 deaths on new styles have doubled and our Q4 in stock rate was nearly 50% higher than Q4 2022.

Jonathan: Inventory churn rate, which represents Turner's who say inventory is the primary reason for leaving subscription decreased by three 5% in Q4, 2023 relative to Q1 through Q3 2023.

Jonathan: What we hope gets conveyed to current and potential investors is that we're nimble and running our business can pivot Judah our data driven culture, and we have the focus and execution prowess to find solutions quickly now.

Not only did we make major strides in 2023 on the inventory depth, we ensured that our selection continued to get more high end and desirable with access to the most coveted designer brands in line with our core Psychographic in Q4 of 2023 we launched luxury special occasion wear into our assortment.

Jennifer Y. Hyman: In Q4 of 2023, we launched luxury special occasion wear into our assortment, which was received with great excitement from our customers. You can expect to see us continue to partner with the best designer brands in the industry to grow our businesses together, with many exciting new designer launches on the platform planned for 2024. We believe Rent the Runway continues to hold the premium brand positioning in the market, appealing to a sophisticated customer who wants to use us for her busy life of work, events, travel, and weekends. A powerful example of Rent the Runway continuing to elevate our premium positioning and premium service is the one-on-one texting concierge service we launched in beta on May 23, and now serves nearly 40% of our first 90-day customers.

Jonathan: <unk>, which was received with great excitement from our customers you can expect to see you see us continue to partner with the best designer brands in the industry to grow our businesses together with many exciting new designer launches on the platform planned for 'twenty 'twenty four we believe rent the runway continues to hold the premium brand.

Jonathan: Positioning in the market appealing to a sophisticated customer who wants to use us for her busy life of work events travel and weekends.

Jonathan: A powerful example of breath of runway continuing to elevate our premium positioning and premium service is the one on one texting concierge service, we launched in beta in May 23, and now serves nearly 40% of our first 90 day customers.

Jennifer Y. Hyman: In 2023, we saw that one-on-one communication with customers improved early term retention by answering questions, styling customers, and helping them get the most out of their members. We plan to continue to scale our concierge program as part of a new 360-degree lifecycle strategy we're implementing and view it as a compelling loyalty lever in 2024 for various customer segments. Lastly, we've spent fiscal year 2023 taking action to achieve free cash flow breakeven in fiscal year 2024. First, we focused on continued improvements to our margins. Fulfillment costs as a percentage of revenue were 29% of revenue in fiscal 2023, compared to 31% in fiscal 2022, driven by continued efficiencies in our warehouses and consolidation of our shipping needs at competitive rates.

Jonathan: In 2023, we saw that one on one communication with customers improved early term retention by answering questions styling customers and helping them get the most out of their membership we plan to continue to scale, our concierge program as part of a new 360 degree lifecycle strategies where implement.

Jonathan: <unk> and view it as a compelling loyalty lover in 'twenty 'twenty four for various customer segments.

Jonathan: Lastly, we spent in fiscal year 2023, taking action to achieve free cash flow breakeven in fiscal year 'twenty 'twenty four.

Jonathan: First we are focused on continued improvements to our margins fulfillment cost as a percentage of revenue were 29% of revenue in fiscal 2023 compared to 31% in fiscal 2022, driven by continued efficiencies in our warehouses and consolidation of our shipping needs at competitive rates, we have moved.

Jennifer Y. Hyman: We have moved towards a more capital-light inventory model, with a third of our inventory procured on consignment, with little to no upfront payment, and 28% of our inventory acquired in 2023 from our Exclusive Designs program, where Rent the Runway collaborates with some of the top designers in the world on exclusive collections at a much lower cost than wholesale procurement. Additionally, our December debt restructuring eliminated cash interest through Q1 of 2025.

Jonathan: Towards the more capital light inventory model with a third of our inventory procured on consignment with little to no upfront payments and 28% of our inventory acquired in twenty-three from our exclusive designs program, where rent the runway collaborates with some of the top designers in the world Unexcused collections at much lower.

Jonathan: <unk> and wholesale procurement our December debt restructuring eliminated cash interest through Q1 of 'twenty 'twenty five lastly throughout fiscal year 2023 we executed various cost reductions, including the January 'twenty 'twenty four restructuring to realign the business behind growth while cutting costs.

Jennifer Y. Hyman: Lastly, throughout fiscal year 2023, we executed various cost reductions, including the January 2024 restructuring to realign the business behind growth while cutting costs. All of these margin and cost improvements that we have already completed make us confident that we will achieve free cash flow breakeven in fiscal year 2024. Now, I would like to turn to 2024.

Jonathan: All of these margin and cost improvements that we have already completed make us confident that we will achieve free cash flow breakeven in fiscal year 'twenty 'twenty four.

Now I would like to turn to 2024, our primary focus in 'twenty 'twenty four is growth and our strategy to focus our resources and energy into two avenues.

Jennifer Y. Hyman: Our primary focus in 2024 is growth, and our strategy to focus our resources and energy into two avenues, reinvigorating full-stack marketing of our brand to widen our funnel of potential customers and digital product innovation to increase customer conversion and loyalty. We think now's the perfect time to put our foot back on the gas paddle as it relates to marketing, as our inventory is in a great position, and the customer experience is as premium as it's ever been. As we've shared before, for almost the entirety of Rent the Runway's existence, the business grew organically, fueled by customers' deep love for our brand, service, and mission of female empowerment, which made them willing advocates of Rent the Runway with their friends.

Jonathan: Reinvigorating full stock marketing of our brand to widen our funnel of potential customers and digital product innovation to increase customer conversion and loyalty.

Jonathan: We think now is the perfect time to put our foot back on the gas paddle as it relates to marketing as our inventory is in a great position in the customer experience is at a premium as it's ever been.

Jonathan: As we've shared before for almost the entirety of rent the runway of existence. The business grew organically fueled by customers deep love for our brand service and mission of female empowerment, which made them willing advocates of rent the runway with their friends I still believe that the most powerful channel to build brands as authentic word of mouth.

Jennifer Y. Hyman: I still believe that the most powerful channel to build brands is authentic word of mouth, though today, more of that word of mouth can happen on social media, in addition to in-real-life experiences. The good news is, despite being pretty quiet on the marketing front for the past few years, we are working from a base of high brand awareness and a significant amount of latent brand love that we believe we have the ability to reactivate. Our first step was hiring an experienced new chief marketing officer. On March 4, we welcomed Natalie McGrath onto the team from Afterpay, where she was responsible for accelerating that brand's impressive growth. Natalie has 20 years of marketing experience at the intersection of fashion, retail, and tech, working for brands like Net-A-Porter, Alexander Wang, and Boohoo.

Jonathan: Today more about word of mouth can happen on social media. In addition to in real life experiences. The good news is despite being pretty quiet on the marketing front for the past few years, we are working from a base of high brand awareness and a significant amount of latent brand loved that we believe we have the ability to reactivate.

Our first step was hiring an experienced new chief marketing officer on March 4th we welcome Natalie Mcgrath onto the team from after pay where she was responsible for accelerating that brands impressive growth Nathalie has 20 plus years of marketing experience at the intersection of fashion retail intact working for brands like meta Forte.

Jonathan: Alexander Wang and Boo Hoo.

Jonathan: Over the next few months you can expect to see us focus on the following five buckets of marketing opportunity.

Jennifer Y. Hyman: Over the next few months, you can expect to see us focus on the following five buckets of marketing opportunity. One, building mid-funnel consideration marketing plans focused on driving customer reasons to believe and supporting incremental conversion. Two, scaling new marketing channels with a social first approach. This means diversifying away from a solely bottom-of-the-funnel meta and Google landscape into many channels that drive new traffic to the site and widen our prospect funnel. Three, rebuilding our lifecycle engine and customer marketing approach. Four, refocusing on a creative strategy that supports customer key segment needs for the discovery of new trends, saving time, and using case-based shopping. Our creative strategy is centered around and supercharges our approach to content.

Jonathan: One building mid funnel consideration marketing plans focused on driving customer reasons to believe in supporting incremental conversion to scaling new marketing channels with the social first approach. This means diversifying away from a solely bottom of the funnel meta and Google landscape into many channels that drive new traffic to the site.

Jonathan: And widen our prospect funnel three rebuilding our lifecycle engine and customer marketing approach for refocusing on accretive strategy that supports customer key segment needs to discovery of new trends saving time and use case based shopping our creative strategy is centered around and super.

Jonathan: Charge, our approach to content and five reinvesting in our reserve rental business, while we expect it may take a few quarters for marketing to Rev. Up our goal is to reactivate the dynamic beloved nature of the rent the runway brand and we will measure our performance through our organic growth in traffic throughout 2024.

Jennifer Y. Hyman: And five, reinvesting in our reserve rental business. While we expect it may take a few quarters for marketing to rev up, our goal is to reactivate the dynamic, beloved nature of the Rent the Runway brand, and we'll measure our performance through organic growth and traffic. Throughout 2024, our customers will see and hear from us a lot more as we plan to activate in real life via partnerships, PR, influencers, celebrities, and, most importantly, content that brings our own customers and mission of female empowerment back to the center of our brand story. As a small example of what I mean, in March, we launched a campaign aligned with International Women's Month that encouraged women to show off their own professional accomplishments or The campaign went viral, receiving over 630 million impressions, I believe due to its authenticity.

Jonathan: Customers will see and hear from US a lot more as we plan to activate in real life via partnership P. R. Influencers celebrity and most importantly content that brings our own customers and mission of female empowerment back to the center of our brand stories.

Jonathan: As a small example of what I mean in March we launched a campaign aligned with international women's month that encourage women to show off their own professional accomplishments are those of their peers on linked in the campaign went viral receiving over 630 million impressions I believe due to its authenticity.

Jennifer Y. Hyman: Over 310,000 people engaged with it on LinkedIn, and thousands of women used the LinkedIn platform to tell inspirational stories of female career success. We also relaunched The Real Runway, which uses our own aspirational customers, self-defined women who are leaders in their fields and avid and authentic users of Rent the Runway to inspire our community. These women create social first content that showcases how the Rent the Runway subscription has been an unlock for them in their own lives. This month, we've partnered with celebrity stylist Maeve Reilly to create styling content that will inspire our customers on how to dress for work and all of their spring events. Maeve is joining us for a series of in-real-life events and pop-ups in New York City, where we're inviting many of our highest LTV and VIP win-back customers.

Jonathan: Over 310000 people engaged with it on Linkedin and thousands of women use the Lincoln platform to tell inspirational stories of female career success.

Jonathan: We also relaunched the real runway, which uses our own aspirational customers self defined women, we're leaders in their fields and avid and authentic users of rent the runway to inspire our community. These women create social first content that showcases how the rent the runway subscription has been an unlock for them in their own.

Jonathan: Lives.

Jonathan: This month, we partnered with celebrity Stylists me Reilly to create styling content that will inspire our customers on how to dress for work and all of their spring events me. This joining us for a series of in real life events and pop ups in New York City, where we're inviting many of our highest LTV and VIP win back customers. We're.

Jennifer Y. Hyman: We're excited to bring the magic and growth back to our brand, and we'll be sure to update you on progress as we go. Our second area of focus this year will be continuing the digital product innovation we started in 2023 to drive increases in conversion and loyalty. In 2023, we made major strides on site performance and speed across all of our surfaces. And we made it easier for users to find inventory they love via enhanced discovery features like Rent the Look, AI Search, new filtering, and upgraded photography and styling. This year, our product work is focused on three main buckets. One, innovations in app and site merchandising. Two, streamlined product UX and design to simplify conversion flows. And three, focus on styling and customer review content that teaches our customers how to wear our items, giving them even more confidence to rent. If you go to our site or app today, you can already see some of this work in action. Earlier this quarter, we transformed our site merchandising to center around use case-based shopping hubs that show her how to get dressed for work, parties, weddings, travel, and weekends. Within each hub, we focus on key trends, must-have items, and styling.

Jonathan: To bring the magic and growth back to our brand and we'll be sure to update you on progress as we go.

Jonathan: Our second area of focus this year will be in continuing the digital product innovation. We started in 2023 to drive increases in conversion and loyalty in 2020 three we made major strides on site performance and speed across all of our surfaces and we made it easier for users to find inventory they love via enhanced disk.

Jonathan: Scott Beury features like rent the look AI search new filtering and upgraded photography and styling. This year. Our product work is focused in three main buckets, one innovations in app and site merchandising to streamlined product UX and design to simplify conversion flows and three four.

On styling and customer review content. The teachers are customers how to wear our items, giving her even more confidence to rent if.

Jonathan: If you go to our site or App today, you can already see some of this work in action earlier this quarter, we transformed our site merchandising to center around use case based shopping hubs that show her how to get dressed for work parties weddings travel and weekends when any within each hub, we focus on key.

Jonathan: <unk> must have items and styling advice visually inspiring potential customers that are limitless closet has everything that could possibly need. They insight is this people don't come to our site to buy a subscription to fashion they come to rent the runway because they need solutions, they're trying to solve functional problems.

Jennifer Y. Hyman: Visually inspiring potential customers that our limitless closet has everything they could possibly need. The insight is this, people don't come to our site to buy a fashion subscription. They come to Rent the Runway because they need solutions. They're trying to solve functional problems like how do I get dressed for work, special occasions, and vacation every day. And they're also trying to solve emotional problems, like how do I express myself through fashion and feel amazing.

Jonathan: Like how do I drive to get dressed for work special occasions vacation every day and they're also trying to solve emotional problems like how do I express myself through fashion and feel amazing with these hubs and boutiques were delivering on the promise of actually helping her get dressed with a limitless closet and an expert fashion.

Jonathan: Point of view.

Jonathan: As the clothing resell and rental market continues to expand I feel confident and rent the runway positioning as the premium offering in the marketplace and the most widely Doe and solution are elevated customer experience is unparalleled with offerings like at home pickup speedy shipping one on one styling.

Jennifer Y. Hyman: With these hubs and boutiques, we're delivering on the promise of actually helping her get dressed with a limitless closet and an expert fashion point of view. As the clothing resale and rental market continues to expand, I feel confident in Rent the Runway's positioning as the premium offering in the marketplace and the most widely known solution. Our elevated customer experience is unparalleled with offerings like at-home pickup, speedy shipping, one-on-one styling, personalized curations, and the most flexible subscription programs. We're continuously iterating to improve the experience. We have strong momentum coming out of fiscal year 2023. Our margins and cost structure are in a great place. The team is fully aligned behind growth.

Jonathan: Personally, it's curation and the most flexible subscription programs, we're continuously iterating to improve the experience we have strong momentum coming out of fiscal year 2023 our margins and cost structure are in a great place. The team is fully aligned behind growth and I'm excited for us to take advantage of this tremendous market.

Jonathan: Though there continues to be enormous market scepticism in our business I'm fired up to prove this wrong once and for all the way to do this will be to drive profitability and growth with that I'll turn it over to Sid.

Sid: Thank you Jen and thank you everyone for joining us.

We believe fiscal year 2024 will be transformational threat thrown at first we expect restaurant, we expect revenue growth for the year.

Sid: We expect the business to be free cash flow breakeven this year.

Sid: Third we expect significant progress in our strategy to improve capital efficiency with almost 50% of new rental product units can be sourced through our share by RTR platform, requiring no or little upfront cost.

Jennifer Y. Hyman: And I'm excited for us to take advantage of this tremendous market. Though there continues to be enormous market skepticism in our business, I'm fired up to prove this wrong once and for all.

Sid: These combined with our exclusive designs platform, we expect that more than 70% of total new units will be sourced through cost advantaged channels. We think this combination of revenue growth, along with operating and capital efficiency reduces business and investment risk considerably.

Unknown Executive: The way to do this will be to drive profitability and growth. With that, I'll turn it over to Jen. Thanks, Jen, and thank you, everyone, for joining us. We believe fiscal year 2024 will be transformational for Rent the Runway. First, we expect revenue growth for the year. Second, we expect the business to be free cash flow breakeven. Third, we expect significant progress in our strategy to improve capital efficiency, with almost 50% of new rental product units to be sourced through a share-by-RTR platform, requiring no or low upfront costs. Indeed, combined with our exclusive design platform, we expect that more than 70% of total new units will be sourced through cost-advantaged channels.

Sid: Our increasingly strategic position within the changing retail and apparel industry.

Sid: Combined with the growing market is accelerating our progress towards a capital light model. We found that brand owners are recognizing the customer visibility, we provide them and are more likely to partner with us on a revenue share basis through share buy RTR. The progress we have made validates our belief that for many brands we are AC.

Sid: Michigan source of new customers will discover these brands on rent the runway or anticipated lower upfront capital outlays for rental product in fiscal year 2024 reflects this trend.

None: Before we turn to results for the year I want to take a moment to discuss our balance sheet.

None: Our recent debt amendment with zero interest for six quarters reflects a constructive relationship with our lending partner.

Unknown Executive: We think this combination of revenue growth, along with operating and capital efficiency, reduces business and investment risk considerably. Our increasingly strategic position within the changing retail and apparel industry, combined with a growing market, is accelerating our progress towards a capital-light model. We found that brand owners are recognizing the customer visibility we provide them and are more likely to partner with us on a revenue share basis through revenue share by RTR. The progress we have made validates our belief that for many brands, we are a significant source of new customers who discover these brands on Rent the Runway. Our anticipated lower upfront capital outlays for rental products in fiscal year 2024 reflect this trend.

None: As John outlined cash generation is a top priority for the company.

None: We believe the actions we are taking in fiscal 'twenty four position the company well to not only grow revenue, but to convert that growth into higher free cash flow.

As we enter fiscal 'twenty for our cost structure is leaner inventory strategy is increasingly capital light and the unit economics are sound. We also operate in a growing market and the two sided platform. We have created deliver substantial value to both customers and our brand partners.

None: The majority of the company's resources are focused on driving revenue growth in fiscal 'twenty four and beyond.

None: In addition to revenue growth based cash generation, we are laying the foundation for the beginnings of both in advertising and resale business in it.

Unknown Executive: Before we turn to the results for the year, I want to take a moment to discuss our balance. Our recent debt amendment, with zero interest for six quarters, reflects our constructive relationship with our lending partners. As Jen outlined, cash generation is a top priority for the company. We believe the actions we are taking in Fiscal 24 position the company well to not only grow revenue but to convert that growth into higher free cash flow. As we enter Fiscal 24, our cost structure is leaner, our inventory strategy is increasingly capital light, and our unit economics are sound. We also operate in a growing market, and the two-sided platform we have created delivers substantial value to both customers and our brand partners. The majority of the company's resources are focused on driving revenue growth in Fiscal 24 and beyond. In addition to revenue growth-based cash generation, we are laying the foundation for the beginnings of both an advertising and resale business. Initially, advertising is largely comprised of a sampling business that makes the most of the millions of shipments we send customers each year. However, there is more we think we can do here.

None: Actually advertising is largely comprised of a sampling business that makes the most of the millions of shipments we sent to customers each year.

None: However, there is more we think we can do here.

Retail as you can see by growth in other revenue consists of building a sale and replenishment business here too we see further potential for sales to both subscribers and non subscribers. It is too early to go into more detail, but we see considerable cash generation potential at rent the runway in these areas.

None: We think that this potential our strong relationship with our lending partner and our strategic position in the industry will allow us to adequately manage our financial position in a timely manner.

None: Let me now turn to our financial results and path to free cash flow breakeven.

None: We ended Q4, 'twenty three with 125954, ending active subscribers down 0.6% year over year average active subscribers during the quarter with 128840 versus 130476 subscribers in the prior year a decrease.

Up one 3% ending active subscribers declined from 131725 subscribers at the end of Q3 2023 due to expected seasonal trends.

Unknown Executive: Resale, as you can see by the growth in other revenues, consists of building a sale and replenishment business. Here, too, we see further potential for sales to both subscribers and non-subscribers. It is too early to go into more detail, but we see considerable cash generation potential at Rent the Runway in these areas.

None: Total revenue for the quarter was $75 $8 million up $4 million or 5% year over year, and up $3 $3 million or four 6% quarter over quarter.

None: Subscription and reserved rental revenue decreased $3 million year over year in Q3, Q4, 'twenty three due to a decline in the reserve business, along with slightly lower average active subscribers, although revenue increased 48, 6% or $3 $4 million year over year due to increased focus on our retail business, which.

Unknown Executive: We think that this potential, our strong relationship with our lending partner, and our strategic position in the industry will allow us to adequately manage our financial position in a timely manner. Let me now turn to our financial results and path to free cash flow breakeven. We ended Q4'23 with 125,954 ending active subscribers, down 0.6% year-over-year. Average active subscribers during the quarter were 128,840 versus 130,476 subscribers in the prior year, a decrease of 1.3%.

None: Drove incremental cash flow and customer loyalty.

None: Total revenue for the year with $298 2 million up $1.8 million year over year or 0.6%.

None: Fulfillment costs were $21 million in Q4, 23 versus $22 $7 million in Q4, 22, and $21 $5 million in Q3 23.

Unknown Executive: Ending active subscribers declined from 131,725 subscribers at the end of Q3'23 due to expected seasonal trends. Total revenue for the quarter was $75.8 million, up $0.4 million, or 0.5% year-over-year, and up $3.3 million, or 4.6% quarter-over-quarter. Subscription and reserve rental revenue decreased $3 million year-over-year in Q4-23 due to a decline in the reserve business, along with slightly lower average active subscribers.

None: So I'm in costs as a percentage of revenue were lower year over year and quarter over quarter at 26, 5% of revenue in Q4 23 compared to 31% of revenue in Q4, 22, and 29, 7% of revenue in Q3 twenty-three fulfillment costs benefited from our new transportation contracts.

None: The U P S and continued warehouse efficiencies.

Gross margin was 39, 4% in Q4 23 versus 44, 2% in Q4 'twenty to Q4, 'twenty three gross margins reflect higher rental product costs due to increased investment in rental product year over year and higher sales through our retail channels.

Unknown Executive: Other revenue increased 48.6% or $3.4 million year-over-year due to an increased focus on our resale business, which drove incremental cash flow and customer loyalty. Total revenue for the year was $298.2 million, up $1.8 million year-over-year, or 0.6%. Fulfillment costs were $20.1 million in Q4'23 versus $22.7 million in Q4'22 and $21.5 million in Q3'23. Fulfillment costs as a percentage of revenue were lower year-over-year and quarter-over-quarter at 26.5% of revenue in Q4'23 compared to 30.1% of revenue in Q4'22 and 29.7% of revenue in Q3'23. Fulfillment costs benefited from a new transportation contract with UPS and continued warehouse efficiency. Growth margins were 39.4% in Q4'23 versus 44.2% in Q4'22. Q4'23 growth margins reflect higher rental product costs due to increased investment in rental products year-over-year and higher sales through resale.

None: Increased investment in rental product reflects the depth adjustments to increase inventory in stock rates in fiscal 'twenty. Three Q4, 'twenty three gross margins increased quarter over quarter to 39, 4% from 34, 8% in Q3 23, due to better fulfillment margins and seasonally lower revenue share expense.

None: It's associated with your receipts.

None: Operating expenses were about 7% lower year over year, primarily due to the favorable impact of our cost reduction efforts in January of 2024, we announced a restructuring plan that will reduce our workforce by approximately 10% by the end of Q2 2024, we believe these reductions will support it.

None: Path to free cash flow profitability, which I will outline shortly.

None: Operating expenses, which includes technology marketing and G&A were 55, 8% of revenue in Q4 twenty-three versus 62% of revenue in Q4, 'twenty, two and 61% in Q3 23.

None: Adjusted EBITDA for the quarter was $11 $2 million or 14, 8% of revenue versus $7 $1 million and nine 4% of revenue in the prior year.

None: Adjusted EBITDA for the year was $26 9 million or 9% of revenue versus $6 $7 million or two 3% of revenue in the prior year adjusted EBITDA year over year reflects the significant progress we have made in reducing fixed cost as well as fulfillment related efficiencies.

Unknown Executive: The increased investment in rental product reflects the depth adjustments to increased inventory in stock rates in fiscal 23. Q4-23 gross margins increased quarter over quarter to 39.4% from 34.8% in Q3-23 due to better fulfillment margins and seasonally lower revenue share expenses associated with new receipts. Operating expenses were about 7% lower year-over-year, primarily due to the favorable impact of a cost-reduction effort.

None: Free cash flow for fiscal year, 2023 was negative $73 million versus negative $90 million to $92 million in fiscal year 2022.

None: I'll now discuss guidance for fiscal year 2024.

None: Let me start with a bridge to cash flow breakeven for fiscal year 'twenty four.

None: Our debt restructuring in December eliminated all cash interest in fiscal 'twenty, four which equates to approximately $5 million in savings on a year over year basis.

Unknown Executive: In January of 2024, we announced a restructuring plan that will reduce our workforce by approximately 10% by the end of Q2 2024. We believe these reductions will support our path to free cash flow profitability, which I will outline shortly. Total operating expenses, which includes technology, marketing, and G&A, were 55.8% of revenue in Q4'23 versus 60.2% of revenue in Q4'22 and 60.1% in Q3'23. Adjusted EBITDA for the quarter was $11.2 million, 14.8% of revenue versus $7.1 million and 9.4% of revenue in the prior year. Adjusted EBITDA for the year was $26.9 million, or 9% of revenue, versus $6.7 million, or 2.3% of revenue in the prior year. Adjusted EBITDA year-over-year reflects the significant progress we have made in reducing fixed costs as well as fulfillment-related efficiencies. Free cash flow for fiscal year 2023 was negative $70.3 million versus negative $92 million in fiscal year 2022.

None: On rental product our fiscal 'twenty four plan is to acquire between 48 and $50 million in capital expenditures, which excludes any impact of timing of payments is found in the supplemental cash flow statement and comply with our debt covenants, which we expect to drive approximately $28 million in rental products Capex savings.

None: Year over year.

None: While a decrease of approximately $28 million or 37% and rental product Capex may seem drastic this reduction largely reflects two things.

None: First a shift towards procuring more inventory via share by our T. R, which is paid upon performance and not capitalized and two the depth adjustment costs incurred in fiscal 'twenty three to increase rental product in stock rates.

On the fixed cost side, we announced a restructuring plan in January which included a 10% reduction in our corporate head counts by Q2 'twenty for the restructuring plan. In addition to fixed cost actions. We took earlier in fiscal 'twenty. Three is expected to result in approximately $11 million of cash savings year over year.

None: In fiscal 'twenty, three we incurred one time costs that were related to the restructuring and debt refinancing.

None: These one time costs combined with other miscellaneous items, such as tax credit deferred revenue and improved working capital are expected to contribute approximately $10 million in year over year free cash flow.

Unknown Executive: I will now discuss guidance for fiscal year 2024. But first, let me start with a bridge to cash flow breakeven for fiscal year 2014. Our debt restructuring in December eliminated all cash interest in Fiscal 24, which equates to approximately $5 million in savings on a year-over-year basis.

None: The savings outlined above imply approximately $54 million in year over year savings, starting with fiscal 'twenty three cash consumption of negative $70 million.

None: These savings reduce cash consumption to negative $16 million, we expect.

Unknown Executive: On rental product, our fiscal 24 plan is to acquire between 48 and $50 million in capital expenditures, which excludes any impact of timing of payments as found in the supplemental cash flow statement and comply with our debt covenants, which we expect to drive approximately $28 million in rental product capex savings year-over-year. While a decrease of approximately 28 million, or 37%, in rental product capex may seem drastic, this reduction largely reflects two things. First, a shift towards procuring more inventory via share-by-RCR, which is paid upon performance and not capitalized. And two, the depth adjustment costs incurred in Fiscal 23 to increase rental product in-stock. On the fixed-cost side, we announced a restructuring plan in January, which included a 10% reduction in our corporate headcount by Q2-24. The restructuring plan, in addition to the fixed-cost actions we took earlier in Fiscal 23, is expected to result in approximately $11 million of cash savings year-over-year. In Fiscal 23, we incurred one-time costs that were related to the restructuring and debt refund.

None: Improvements in variable costs and higher revenue to bridge this gap consistent.

None: Consistent with 2023, we continue to expect improvements in fulfillment costs as a percentage of sales and importantly, we believe the strength of our retail business provides a key lever to drive free cash flow breakeven, even in scenarios with minimal subscription and reserve revenue growth.

None: Let me now outline specific guidance for fiscal 2024, starting with full year guidance.

None: As outlined in the press release, we expect to grow revenue for the year between one and 6% versus fiscal 2023 revenue.

None: We also expect fiscal 2024, adjusted EBITDA margin to be between 15% and 16% of revenue finally, as we just discussed we expect free cash flow breakeven for fiscal 2024.

None: Turning to Q1 'twenty four we expect revenue to be between $73 million and $75 million. We also expect adjusted EBITDA margins for the quarter to be between 7% and 8% of revenue as we typically expect Q1 will see higher upfront revenue share expenses as well as seasonally higher.

Unknown Executive: These one-time costs, combined with other miscellaneous items such as tax credits, deferred revenue, and improved working capital, are expected to contribute approximately $10 million in year-over-year free cash. The savings outlined above imply approximately $54 million in year-over-year savings. Starting with fiscal 23 cash consumption of negative $70 million, these savings reduce cash consumption to negative $16 million.

None: Marketing costs.

None: Note that Q1 is also expected to be a quarter with seasonally high rental product receipts driving higher rental product capital expenditures versus the quarterly average run rate.

None: Let me conclude by reiterating that we expect to grow revenue in fiscal 'twenty, four and reached free cash flow breakeven for the full year, we expect rent the runway and the fiscal 'twenty four is a stronger and sustainable business.

None: We will now take your questions.

Unknown Executive: We expect improvements in variable costs and higher revenue to bridge this gap. Consistent with 2023, we continue to expect improvements in fulfillment costs as a percentage of sales. And importantly, we believe the strength of our resale business provides a key lever to drive free cash flow break-even, even in scenarios with minimal subscription and reserve revenue growth. Let me now outline specific guidance for fiscal 2024, starting with full year guidance. As outlined in the press release, we expect to grow revenue for the year between 1 and 6% versus fiscal 2023. We also expect fiscal 2024 adjusted EBITDA margin to be between 15% and 16% of revenue. Finally, as we just discussed, we expect free cash flow to break-even for fiscal 2024. Turning to Q124, we expect revenue to be between $73 million and $75 million. We also expect adjusted EBITDA margins for the quarter to be between 7% and 8% of revenue.

Thank you we will now be conducting a question and answer session. If you'd like to ask a question. Please press star one on your telephone keypad a.

None: A confirmation tone will indicate that your line is in the question queue and.

None: And you May press star two if you'd like to remove your question from the Q4.

None: For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys.

None: One moment, please while we poll for questions.

None: Our first question comes from the line of Andrew Boone with JMP Securities. Please proceed with your question.

Andrew M. Boone: Thanks, So much for taking my questions I wanted to start off with the 'twenty 'twenty. Four guide can you just help us understand the acceleration that's implied in guidance for 'twenty 'twenty four understood you called out marketing, but is there anything else you can help us bridge the acceleration that you guys are implying.

None: Sure I think the as you know when we I would say that the most important thing to point out here is.

None: The one factor that gives us a very significant amount of confidence in the guidance. We've outlined obviously number one you've seen an improved trajectory from Q3 to Q4. So we are starting to see the benefits of many of the strategies. We've put in place. The second thing that's important to point out is we do have Jen pointed out have seen a 10% improvement year over year.

None: <unk> in churn that is a very direct impact on the growth and retention.

None: We forecast for the year and third I think we have started to make both brand and paid marketing are improvements in the business that we expect to bear fruit in the coming years, So I think everything.

Operator: As we typically expect, Q1 will see higher upfront revenue share expenses, as well as seasonally higher marketing costs. Finally, note that Q1 is also expected to be a quarter with seasonally high rental product receipts driving higher rental product capital expenditures versus the quarterly average run rate. Let me conclude by reiterating that we expect to grow revenue in Fiscal 24 and reach free cash flow break-even for the full year. We expect Rent the Runway to end Fiscal 24 as a stronger and sustainable business. We will now take your questions. We will now be conducting a question and answer session. I'd like to ask, and you may press star 2 if you'd like to remove... participants using speaker equipment.

None: That we're seeing so far in the business.

None: Gives us some confidence that we're very much on track to meet these numbers.

None: I think that what you see as well and you see that we have developed key levers to drive revenue growth. So the reason why we spoke about our retail business and the success that we saw in 2023 as we really built that out as a lever where we're able to drive not only more.

None: Customers interacting with buying things they have at home, they're buying more units from us. It's at high margins is that high ROI on top of the rental revenue we already make from those units. That's a significant lever we've seen really nice momentum and retention we are starting to see nice momentum in acquisition.

Operator: It may be necessary to pick up your handset before. One moment, please, while we pull for questions. Our first question comes from the line of Andrew Boone with JMPC. Thanks so much for taking my questions.

None: And across both our subscription business as well as reserve. So we have a lot of confidence in our growth going into this year and most importantly, when we conducted our our restructuring again it was not just about cost cutting it was about a realignment of the resources of the company aligned growth every.

Unknown Executive: I want to start off with the 2024 guide. Can you just help us understand the acceleration that's implied in guidance for 2024? I understood you called out marketing, but is there anything else you can help us bridge the acceleration that you guys are experiencing? Sure, I think the, as you know, when we, I would say that the most important thing to point out here is the one factor that gives us a very significant amount of confidence in the guidance we've outlined. Obviously, number one, you've seen an improved trajectory from Q3 to Q4, so we are starting to see the benefits The second thing that's important to point out is that we do, as Jen pointed out, have seen a 10% improvement year-over-year in churn. That has a very direct impact on the growth and retention that we forecast for the year.

None: One here is focused on marketing or digital product innovation and so because we're putting all of our resources into these areas. We're already seeing that momentum that's what really gives us confidence in the guide and I would say another thing to keep in mind with Jen just mentioned, but I think it is important to highlight again is we did face throughout fiscal 'twenty three.

None: A fairly considerable set of headwinds from a few different decisions. We made right. One was we faced a decline in the reserve business as we pointed out for several quarters now that business is on a much better trajectory relative to the growth rates of declines in growth that we've seen over the last few quarters. So that's one.

Jennifer Y. Hyman: And thirdly, I think we have started to make both brand and paid marketing improvements in the business that we expect to bear fruit in the coming year. So, I think everything that we're seeing so far in the business gives us some confidence that we're very much on track to meet that. Yeah, I think that what you see as well is that we've developed key levers to drive revenue growth. So the reason why we spoke about our retail business and the success that we saw in 2023 is that we really built that out as a lever where we're able to drive not only more customers interacting with buying things they have at home, but they're buying more units from us. It's at high margins; it's at a high ROI on top of the rental revenue we already make from those units. That's a significant lever.

None: Contributor. The second thing is we obviously embarked on a number of promotional changes throughout fiscal 2023 that we have been transparent about it that heard acquisition throughout the course of this year. We'll obviously have anniversaried those are and I think we're seeing nice behavior among repeat customers.

None: Which gives us confidence that you know well we're on a good trajectory there.

None: Thanks, and then I wanted to ask about the advertising business as you mentioned in the prepared remarks, what are the key hurdles that you guys need to knock down operationally for that to begin to scale in for you guys to to grow that business into something more meaningful.

None: So much guys.

None: Sure look I think it's early days, so I'm not going to get into too much detail as I mentioned the first thing. We we we sent several million shipments to our customers I think historically, what we what we have done is put relatively little effort in trying to maximize the value. We can get from a sampling program what we need.

Jennifer Y. Hyman: We've seen really nice momentum in retention, and we are starting to see nice momentum in acquisition across both our subscription business as well as our reserve. So we have a lot of confidence in our growth going into this year. And most importantly, when we conducted our restructuring, again, it was not just about cost cutting; it was about a realignment of the resources of this company to support growth. Everyone here is focused on marketing or digital product innovation. And so because we're putting all of our resources into these areas, we're already seeing that momentum. That's what really gives us confidence in the guide. And I would say another thing to keep in mind, which Jen just mentioned, but I think it's important to highlight again, is that we did face throughout fiscal 23 a fairly considerable set of headwinds from a few different decisions we made.

None: To do is make sure that we have we have a.

None: Oregon is outreach program to brand we highlight the benefits.

None: Is that our customers can provide those brands and so on so I think we have got the staff now have to start doing some of that I think we have to it's a process that we need to follow but but I'm.

None: Thank you it is a real opportunity for us and frankly, where we're at the beginning stages of taking advantage of that opportunity and I think if you think more broadly.

None: We it's just shared that nearly 50% of the inventory that we are acquiring in 'twenty 'twenty four is going to come.

None: Via revenue share, meaning we don't really pay for it upfront or we paid very low amounts up gun and we revenue share with our brand partners hundreds of them based on the performance of this inventory. The only reason why any brand would interact with us in this way is because they see us as a powerful marketing channel on behalf on the.

Jennifer Y. Hyman: One was that we faced a decline in the reserve business, as we pointed out for several quarters now. That business is on a much better trajectory relative to the growth rates and the declines in growth that we've seen over the last few quarters. So that's one contributor. The second thing is we obviously embarked on a number of promotional changes throughout fiscal 2023 that we have been transparent about and that hurt acquisitions. Throughout the course of this year, we obviously have anniversary bills, and I think we're seeing nice behavior among repeat customers, which gives us confidence that we're on a good trajectory. And then I wanted to ask you about the advertising business that you mentioned in your prepared remarks. What are the key hurdles that you guys need to knock down operationally for that to begin to scale and for you guys to grow that business into something more meaningful? Thanks so much.

None: Half of their brand they know that when this psycho graphic of women with this highly desirable that we have in our rent the runway base interacts with their brand that brand affinity is built and that those experiences drive additional purchases for the for those brands. So we've seen that this platform that we've created.

None: It is this retail 2.0 platform, where we brought essentially all of the benefits of a retail store into someone's home into their real life, where they get to know brands and they develop an affinity and they become customers. So now we are bringing that same prowess of what we've built with fashion brands and we're bringing that into other industries to enable.

None: So that level of kind of new customer acquisition. So we see this as being a really big opportunity for the business.

None: Thank you.

None: Our next question comes from the line of Alexandra Staiger with Goldman Sachs. Please proceed with your question.

Alexandra Staiger: Alexandra Please check if your line is muted.

Unknown Executive: Sure. Look, I think it's early days, so I'm not going to get into too much detail. As I mentioned, the first thing we do is send several million shipments to our customers. I think, historically, what we have done is put relatively little effort into trying to maximize the value we can get from a sampling program.

Alexandra Staiger: Yes apologies for that.

Alexandra Staiger: Two questions if I can so first on marketing.

Alexandra Staiger: Mentioned that you wanted to incrementally invest into marketing going forward post a few quarter self marketing spending being down so how should we think about the cadence of marketing investments through the year and the potential impact as we think about customer grow with persist driving retention among your existing customers and then somewhat related with Natalie.

Unknown Executive: What we need to do is make sure that we have an organized outreach program to brands. We highlight the benefits that our customers can provide those brands, and so on. I think we have got the staff now to start doing some of that. I think it's a process that we need to follow, but I think it is a real opportunity for us. And frankly, we're at the beginning stages of taking advantage of that opportunity. I think you should think more broadly.

Alexandra Staiger: Having joined as our new CMO, how shall we think about kind of like the areas like she will be most focused on them going forward.

Jennifer Y. Hyman: We just shared that nearly 50% of the inventory that we are acquiring in 2024 is going to come via Revenue Share, meaning we don't really pay for it up front, or we pay very low amounts up front, and we share revenue with our brand partners, hundreds of them, based on the performance of this investment. The only reason why any brand would interact with us in this way is that they see us as a powerful marketing channel on behalf of their brand. They know that when this psychographic of women, which is highly desirable, which we have in our Rent the Runway base, interacts with their brand, brand affinity is built, and that those experiences drive additional purchases for those brands.

Alexandra Staiger: So retention at rent the runway is focused.

Alexandra Staiger: And retention is driven by our experience we shared last.

Alexandra Staiger: Last year that retention dropped in the first half of the year because of problems that we had with inventory depth.

We went and we fixed that problem.

Alexandra Staiger: Very quickly we saw that not only did retention rebound, but it improved significantly year over year, 10%. When you look at Q4 versus Q4, that's not just related to inventory adopted related to lots of improvements that we've made to the totality of the customer experience of course there are other.

Alexandra Staiger: Things that we're driving within marketing to drive additional retention across all of our customer segments and that's really a 360 degree lifecycle segment strategy that the marketing team is developing where we're focusing on our customer segments and coming up with different both communications.

Jennifer Y. Hyman: So we've seen that this platform that we've created is this Retail 2.0 platform where we've brought essentially all the benefits of a retail store into someone's home, into their real life, where they get to know brands, they develop an affinity, and they become customers. So now we are bringing that same prowess of what we've built with fashion brands and bringing that into other industries to enable that level of new customer acquisition. So we see this as being a really big opportunity for the business. Thank you.

Alexandra Staiger: <unk> plans and strategies to service those customer segments differently.

Alexandra Staiger: Other elements of the marketing plan that we are focused on and what not only is gonna be focus on is not only lifecycle, but.

Alexandra Staiger: Increasing traffic so opening up the funnel of new customers or who are considering us so you'll see us interact with.

Operator: Our next question comes from the line of Alexandra Steiger with Goldman Sachs. Please proceed with your question. Alexandra, please check if your line is muted.

Alexandra Staiger: We more diverse set of marketing channels to drive more traffic to the site.

Operator: Yes, it was. Apologies for that. Two questions, if I can. So first on marketing, you mentioned that you wanted to incrementally invest in marketing going forward post a few quarters of marketing spending being down. So how should we think about the cadence of marketing investments through the year and the potential impact as we think about customer growth versus driving retention among your existing customers? And then, somewhat related to Natalie having joined as the new CMO, how should we think about the areas she will be most focused on going forward? So retention at Rent the Runway is focused, and retention is driven by our experience. We shared.

Alexandra Staiger:

Alexandra Staiger: Number one number two is reigniting the brand marketing so our business has grown and continues to actually be very strong as it relates to the organic traffic coming to the site people who come to rent the runway directly and investing in our brand activities and authentic ways.

Alexandra Staiger: Rebuilding our relationships with customers so that that customer for a rally you know continues to be a huge source of our acquisition, that's where you'll see us focusing now.

Alexandra Staiger: So much of the underpinning of this is content and the new creative strategy.

Alexandra Staiger: Content strategy at this point fuels organic growth in fuels lifecycle.

Alexandra Staiger: Strategies, it infuses acquisition, because the content strategy informed the efficacy of paid advertising so you'll see us in.

Jennifer Y. Hyman: Last year, retention dropped in the first half of the year because of problems that we had with inventory depth. We went in, we fixed that problem, very quickly, and we saw that not only did retention rebound, but it improved significantly year over year by 10% when you look at Q4 versus Q4. That's not just related to inventory depth; it's related to lots of improvements that we've made to the totality of the customer experience. Of course, there are other things that we're driving within marketing to drive additional retention across all of our customer segments. And that's really a 360-degree lifecycle segment strategy that the marketing team is developing where we're focusing on our customer segments and coming up with different communication plans and strategies to service those customer segments differently.

Innovate, our creative strategy and our content strategy, which will actually help all channels.

Alexandra Staiger: And I would say on the timing of marketing expenditures I would use fiscal 'twenty three and the timing of the quarterly timing of those expenditures as a relatively good guide of what we might expect in fiscal 'twenty four as you know our Q Q1, and Q3 tend to be heavy subscriber acquisition months quarters for us and that's when we typically do.

Alexandra Staiger: Boy a lot of the marketing expenditure that we have but fiscal 'twenty three is a good guide for timing.

None: Got it very helpful. Thank you and then one follow up if I can you didn't mention the broader consumer environment and some macro volatility in your prepared remarks versus obviously some e-commerce companies and also brand calling out you know continued consumer weakness or spending weakness. So just wondering like what you're seeing.

Jennifer Y. Hyman: The other elements of the marketing plan that we are focused on and what Natalie is going to be focused on is not only life cycle but increasing traffic. So opening up the funnel of new customers who are considering us. You'll see us interact with a way more diverse set of marketing channels to drive more traffic to the site, number one. Number two is reinvigorating brand marketing. So our business has grown and continues to actually be very strong as it relates to the organic traffic coming to the site, people who come to Rent the Runway directly, and investing in our brand activities in authentic ways, rebuilding our relationships with customers so that that customer virality, you know, continues to be a huge source of our acquisition. That's where you'll see us focusing now.

None: Seeing across your customer base since the beginning of the year.

None: We're not seeing any macro.

None: That impacts on the business, we feel strong momentum and feel very good about the guidance that we provided to grow this year.

None: Thank you I mean in fact, we're seeing it in many ways the opposite in the sense that our customer loyalty is our customers are willing to buy more items from us.

None: The retail business is growing significantly so we have not our net promoter score is up 20 points. I mean people are having a better experience that drives an increasingly high customer flywheel for us and higher customer morality. So we're not seeing negative impacts to the macro at all and I would say that you know this goes back to some of the things would be.

Unknown Executive: So much of the underpinning of this is content and a new creative strategy. A content strategy, at this point, fuels organic growth, it infuses lifecycle strategies, and it infuses acquisition because the content strategy informs the efficacy of paid advertising. So you'll see us innovate our creative strategy and our content strategy, which will actually help all channels. And on the timing of marketing expenditures, I would use Fiscal 23 and the timing of the quarterly timing of those expenditures as a relatively good guide for what we might expect in Fiscal 24.

None: Talking about in the past, which is we do offer both brand and customers significantly more value at a time when they might be price conscious right. So we're not there's no signs in our business right now.

None: I think it also brings up an important point that we made last year, but it's worth repeating that.

None: We had a relatively flat year last year from a revenue standpoint.

None: The reason for that was our own it.

None: It was that we came into the year with lower inventory depth when we need it we recognized that that was the problem. We solve that problem. We exited the year in a great position related to our inventory, we see that in all of our metrics. So.

Unknown Executive: As you know, Q1 and Q3 tend to be heavy subscriber acquisition months and quarters for us, and that's when we typically deploy a lot of the marketing expenditures that we have. But Fiscal 23 is a good guide for timing.

None: The flatness of our year was self inflicted but we.

Operator: Very helpful. Thank you. And then one follow up, if I can.

None: Now actually have spent 2023 and dramatically not only improving the inventory position, but improving so many other aspects of the customer experience that really set us up for a strong 2024.

Jennifer Y. Hyman: You didn't mention the broader consumer environment and some macro volatility in your prepared remarks versus obviously some e-commerce companies and also brands calling out, you know, continued consumer weakness or spending weakness. So just wondering what you're seeing across your customer base since the beginning of the year. We're not seeing any macro impacts on the business.

None: Thank you. Our next question comes from the line of Ashley Hogan with Jefferies. Please proceed with your question.

Hi, It's Blake Thanks for taking my question and nice job on all the progress wanted to first ask on subscriber growth. I believe you mentioned you are going to try to widen the funnel of potential customers was just wondering if you could elaborate on that has there.

Jennifer Y. Hyman: We feel strong momentum and feel very good about the guidance that we provided to grow this year. You know, we do offer both brands and customers significantly more value, you know, at a time when they might be price conscious, right? So we're not at all times in our business. I think it also brings up an important point that we made last year, but it's worth repeating that we had a relatively flat year last year from a revenue standpoint. The reason for that was our own.

None: Any update in your target customer you could talk about given some of the high end.

None: Luxury additions and the pull back on promos like how would you if you.

You look back over the last three plus years.

Jennifer Y. Hyman: It was that we came into the year with lower inventory depth than we needed. We recognize that that was a problem. We solved that problem, and we ended the year in a great position related to our inventory. We see that in all of our metrics. So, the flatness of our year was self-inflicted, but we now actually have spent 2023 dramatically improving, not only the inventory position, but so many other aspects of the customer experience that really set us up for a strong 2023. Our next question comes from the line of Ashley Helgans with Jeffreys. Please proceed with your question. Hi, it's Blake.

None: How would you talk about your Tam and target customer now versus maybe a few years ago.

None: Yeah.

None: Well I think that by opening up the funnel one of the primary primary ways, we're going to do that is by diversification of our marketing channels. So really just expanding the channels through which we reach customers. So we like some other businesses had.

None: Spend mm to much of our our paid marketing dollars concentrated into the matter platform into the Google platform and you'll see us dramatically diversify our channel mix to drive additional traffic to the site. The other thing that we're focused again on his.

Operator: Thanks for taking our question and nice job on all the progress. One of the first questions on subscriber growth, I believe you mentioned you are going to try to widen the funnel of potential customers. Was just wondering if you could elaborate on that. Has there been any update on your target customer you could talk about given some of the high-end luxury additions and the pullback in promos? Like how would you feel free to look back over the last three plus years?

None: Content and a lot of that content is social first so really driving you know the organic nature of our business and social channels, which is where brands are being built.

None: As it relates to the Psychographic of our customer which is extremely why that there are 16 year olds, who use rent. The runway. There are 76 year old to use rent the runway, it's about a woman who appreciates designer brands.

Jennifer Y. Hyman: How would you talk about your TAM and target customer now versus maybe a few years ago? Well, I think that by opening up the funnel, one of the primary ways we're going to do that is by diversifying our marketing channels. So really just expanding the channels through which we reach customers. So, like some other businesses, we spend too much of our paid marketing dollars concentrated on the meta platform, into the Google platform, and you'll see us dramatically diversify our channel mix to drive additional traffic to the site. The other thing that we're focused again on is content, and a lot of that content is social first. So really driving the organic nature of our business on social channels. As it relates to the psychographic of our customer, which is extremely wide, there are 16-year-olds who use Rent the Runway, and there are 76-year-olds who use Rent the Runway.

None: And who also has been busy life, who are trying to optimize around her time, you know, we do see our customers using us for work for special events for travelling for a weekend with the town has never been a.

None: A problem for us.

None: And so you'll see us focus on this psychographic, which is a more sophisticated customer.

None: Leveraging more channels, and especially leveraging kind of social first content in order to draw this customer and.

None: That's really help you wanted to you and you want a specific example, Blake you know yeah, we know that many of our customers that many agents have careers.

None: And we just this week launched a workwear hub on our side of merchandise content for them for different kinds of office environment styling him for everything from a creative office to a bank to a tech firm differently and we're kind of speed.

Jennifer Y. Hyman: It's about a woman who appreciates designer brands and who also has this busy life, who is trying to optimize it around her time. We do see our customers using us for work, for special events, for traveling, for weekends. The TAM has never been... a problem for us, and so you'll see us focus on this. Psychographic, which is a more sophisticated customer, leveraging more channels and especially leveraging a kind of social first content in order to draw this customer in. That's really helpful. Thank you. If you want a specific example, Blake, you know, we know that many of our customers of many ages have careers. And we just this week launched a workwear hub on our site with merchandise content for them, for different kinds of office environments, styling them for everything from a creative office to a bank to a tech firm differently. And we're kind of speaking to the exact customer that we have, which is someone who wants a solution. She doesn't have time to go shopping.

None: Linking to the exact customer that we have which is someone who wants a solution. She doesn't have time to span shopping we're able to cater to her via our content.

None: And you'll see us not only activate in what we're doing on the site, but we're also following this up with in real life pop ups that are focused on styling. Her for work. We're inviting her into you know a retail environment, where we partnered with a celebrity stylists to help the style our customers around <unk>.

None: We're so you'll.

None: You'll see 360 degree activations across many different channels to address this really unique psychographic that we cater to.

And that's interesting about the the work where the segments you're offering what would you say that fits under your initiatives improving the search tools, because I know that was a big focus.

Jennifer Y. Hyman: We're able to cater to her via our content. And you'll see us not only activate what we're doing on the site, but we're also following this up with real life pop-ups that are focused on styling her for work. We're inviting her into, you know, a retail environment where we partnered with a celebrity stylist to help to style our customers around workwear.

None: Exactly so.

None: We have we started a significant focus in 2023 and product discovery, which is really like how do we help people.

None: Figure out what those 10 items per month that they get from their rent the runway subscription, which ones should pitch they pack and our customers want advice and they want advice for the specific use cases that they have going on in their lives. So in April they might be going on spring break and they're going to be off.

Jennifer Y. Hyman: You'll see 360-degree activations across many different channels to address this really unique psychographic that we cater to. And that's interesting about the Workwear segments you're offering. Would you say that fits under your initiative of improving the search tools? Because I know that was a big focus.

None: So now they can go to kind of use case based hubs that we have on the site to provide real feedback up okay for their travel that they're taking to some sunny destination here all the looks and outfits that we've put together here are the key trends here are the key items that they need they can go into the work where hub and get styling advice and suggestions in that.

Jennifer Y. Hyman: Exactly. So, we started a significant focus in 2023 on product discovery, which is really like how do we help people figure out what those 10 items per month that they get from their Rent the Runway subscription are, which ones should they pick? And our customers want advice for the specific use cases that they have going on in their lives. So in April, they might be going on spring break, and they're going to the office. So now they can go to kind of use case-based hubs that we have on the site that provide real feedback of, okay, for their vacation that they're taking to some sunny destination, here are all of the looks and outfits that we've put together, here are the key trends, here are the key items that they need. They can go into the WorkWear hub and get styling advice and suggestions in that way.

None: That way. So this is really about taking the discovery work, we did in 2023 and really taking it to the next level in 2024 and based on the learnings that we had in 'twenty three.

None: That sounds great and then the last one was I know you've given Q1 guide, but any color you can talk about.

None: And kind of how the months progressed in Q4, and what you're seeing so far.

None: Quarter to date.

None: Yeah.

None: I would just say we're encourage with the business. We think we're you know the reason we provided this guidance is because we obviously feel good about where the business is and the trends that we're seeing are consistent with the guidance, we provided but theres no color on kind of the monthly trends that we're sharing at this point.

Unknown Executive: So this is really about taking the discovery work we did in 2023 and really taking it to the next level in 2024 based on the learnings that we have from 2020. That sounds great. And then the last one was, I know you've given the Q1 guide, but any color you can talk about kind of how the month's progressed in Q4 and what you're seeing so far, quarter to date? I would just say we're encouraged with the business. We think we're, you know, the reason we provided this guidance is because we obviously feel good about where the business is, and the trends that we're seeing are consistent with the guidance we've provided. But there's no color on kind of the monthly trends that we're sharing at this. Okay.

None: Got it thank you very much.

Thank you there are no further questions at this time I would now like to turn the call back over to management for any closing comments.

None: Thank you everyone.

None: I just wanted to reiterate that we do expect fiscal 'twenty four to be a really important year for rent. The runway, we're making significant progress on revenue on free cash flow and on becoming a significantly capital light company. We will see you next time.

None: Thank you.

Unknown Executive: Thank you very much. There are no further questions at this time. I would now like to turn the call back over to management for any, Thank you, everyone. I just want to reiterate that we do expect Fiscal 24 to be a really important year for Rent the Runway. We're making significant progress on revenue, on free cash flow, and on becoming a significantly capital-light company.

None: Yeah.

None: This concludes today's teleconference. You may disconnect your lines at this time goodbye. Thank you for your participation.

None: [noise].

None: [noise] Mhm mhm Hum.

None: Hum.

Hmm.

None: Hmm.

None: [music].

None: Yeah.

None: Hum.

Jennifer Y. Hyman: We'll see you next time. Thank you. This concludes today's teleconference. You may disconnect your lines at this time. Goodbye. Thank you for your participation.

None: [music] Hum.

None: Mhm.

None: [noise] Mhm mhm.

None: Hum.

None: [music].

None: Mhm mhm.

None: Hum.

None: [noise] [music].

None: [noise] Mhm mhm.

None: [music].

None: Mhm.

Hum.

[music].

Mhm.