Revolve Group, Inc. (NYSE:RVLV) Q3 2020 Earnings Conference Call November 11, 2020 4:30 PM ET Company Participants Erik Randerson - Vice President-Investor Relations Mike Karanikolas - Co-Founder and Co-Chief Executive Officer Michael Mente - Co-Founder and Co-Chief Executive Officer Jesse Timmermans - Chief Financial Officer Conference Call Participants Edward Yruma - KeyBanc Capital Markets Ross Sandler - Barclays Oliver Chen - Cowen Mark Altschwager - Baird Michael Binetti - Credit Suisse Kimberly Greenb ...

Form 10-Q UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2020 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to . Commission file number: 001-38927 (Mark One) REVOLVE GROUP, INC. (Exact name of Registrant as Specified in its Charter) (State or other jurisdiction of incorporation ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 Form 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended March 31, 2020 OR Commission file number: 001-38927 REVOLVE GROUP, INC. (Exact name of Registrant as Specified in its Charter) (State or other jurisdiction of incorporation or organization) Delaware 46-1640160 (I.R.S. Employer Identification No.) 12889 Moore Street Cerritos, California 90703 (Addr ...

Financial Performance - In 2019, Revolve generated $601.0 million in net sales, serving approximately 1.5 million active customers and offering over 500 brands with more than 110,000 unique styles[29]. - Approximately 79% of total net sales in 2019 were from products sold at full retail price, indicating effective data-driven merchandising[30]. - The average order value was $275 in 2019, reflecting the focus on premium merchandise and differentiation from mass market retailers[29]. - In 2019, net sales contributions were approximately 40% from emerging third-party brands, 23% from established third-party brands, 36% from owned brands, and 1% from other sources[43]. Digital and Mobile Growth - Mobile orders accounted for 56.2% of total orders and 53.7% of total net sales in 2019, highlighting the significant growth in digital channels[25]. - Revolve's marketing strategy drove 51% of traffic from free and low-cost sources in 2019, enhancing customer acquisition efficiency[33]. - Approximately 75% of marketing expenses are devoted to performance marketing efforts, including retargeting and paid social[48]. Owned Brands and Product Offering - Owned brands contributed 36.1% of the REVOLVE segment's net sales in 2019, with a steady increase from 20.2% in 2017[35]. - The company has developed a portfolio of 24 owned brands and utilizes proprietary data analytics to identify market gaps and emerging trends[43]. - The company offers over 45,000 apparel and footwear styles, with approximately 84% of net sales coming from apparel and nearly all from women's products in 2019[43]. Customer Experience and Retention - Revolve aims to deepen customer relationships to improve revenue retention and increase wallet share through enhanced customer experience[39]. - The company ships approximately 98% of orders on the same day if placed before noon Pacific Time, enhancing customer experience[53]. - The company is testing a loyalty program and a preferred customer program for high-value customers, offering benefits such as early access to new styles[52]. Technology and Innovation - The proprietary technology platform manages hundreds of millions of data points, optimizing merchandising, marketing, and product development[36]. - The technology platform includes a database built over 17 years with hundreds of thousands of styles and millions of customer interactions, creating a strategic asset of hundreds of millions of data points[49]. - Revolve intends to continue innovating across its user interface, technology platform, and supply chain to enhance customer experience and reduce lead times[41]. - The company has a proven history of leveraging its technology platform to expand capacity and increase service levels in a capital-efficient manner[54]. Economic and Market Risks - The COVID-19 pandemic may materially impact net sales and other operating results due to supply chain disruptions, particularly for products sourced from China[45]. - Most sales are denominated in U.S. dollars, minimizing significant foreign currency risk[369]. - Operating expenses are subject to fluctuations in foreign currency exchange rates, particularly the British Pound[369]. - Foreign currency transaction gains and losses have not been material to consolidated financial statements[369]. - Inflation has not had a material effect on the company's business or financial condition[370]. - The company continues to monitor inflation impacts to minimize effects through pricing strategies and cost reductions[370]. - There is a risk that significant inflationary pressures may not be fully offset by price increases[370].

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 Form 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended September 30, 2019 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to . Commission file number: 001-38927 REVOLVE GROUP, INC. (Exact name of Registrant as Specified in its Charter) (State or other jurisdiction of incorpor ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 Form 10-Q (Mark One) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2019 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to . Commission file number: 001-38927 REVOLVE GROUP, INC. (Exact name of Registrant as Specified in its Charter) (State or other jurisdiction of incorporation ...