Revolve Group, Inc. Piper Sandler 5th Annual Growth Frontiers Conference

Yeah. Thanks, Anna. Thanks for having us, as always. Great to be in Nashville.

Yeah. Definitely a lot of challenges out there. As you said, a lot of consolidation, a lot of players just going away completely, which we definitely think serves us well. We have great merchandise, powerful brand, and the customer is coming to us for that great product, and really associates with the brand. At the end of the day, I think it is our execution. Again, going back to the merchandise, having the right product at the right time for her, for whatever event she needs. And the powerful brand, and that really speaks to that next-generation consumer and continuing to really resonate with her.

A lot of exciting growth initiatives in play that I'm sure we'll get into, but at the end of the day, I think it's just our great execution and powering through this challenging environment that we're in, and taking advantage of the consolidation and challenges out there.

Yeah. I think like you said, new talent is great, and it's great to have that new talent. Just as important is the tenured team that we have. As you mentioned, Divya's been here for 2 years. I think I am the next least tenured person at almost 10 years. So we have a really strong bench of people that have really been in the business and know the business really well for a decade plus, and almost approaching 2 decades for several of our team members.

We talk about merchandising and Divya, she has been phenomenal at really, I do not want to say modernizing, but really curating the assortment for the customer. The merchandise has been really on point for the last couple of years. It is beyond just the merchandise itself, but really bridging and connecting the merchandise with the marketing plan, with the merchandising, and the story that it is telling, and really personalizing and curating the site for the customer. We have over 100,000 styles on the site at any given point, so it is really important to allow her, enable her to that customer to find the right product for her at the right size and the right fit at the right time. Beyond just the product itself, it is the merchandising, it is the storytelling that permeates, like I said, through the marketing, through the email channels.

Really great progress and really pleased with where the assortment is at. That is both on the Revolve and the FWRD side. Also, men's. Men's has been performing really well and outpacing the business. Phase 1 of the men's expansion is really curating that assortment and really broadening the assortment to that Monday through Friday in addition to that kind of elevated product that we have for the weekend and going out. Raisa, on her great new role of President of Brand and Partnerships, I think this is an elevation of what she has been doing, and partnerships can take many forms.

Historically, it has been more collaborations. If you think about the own brands that we have collaborated on, take Sofia Richie or Elsa or Camila Coelho, where it is a partnership with a celebrity, with an influencer to create a brand. Or the sponsorships that we have at our Revolve Festival, where we are bringing a number of brands in that bring their product and their business to Revolve Festival and are sponsoring Revolve Festival. Or Cotton Shop. We were just in Chicago a couple of weeks ago with Cotton Inc. and did a Cotton Shop there.

Yeah. Really great, and we've done that for a number of years. Those have been many of the partnerships of past. More recently, it's taken it to the next level, and that's what led into this title for Raissa Gerona, and that is the partnership joint venture with Cardi B.