About Revolve Group

Revolve Group, Inc. (Revolve) is the next-generation fashion retailer for Millennial and Generation Z consumers. As a trusted premium lifestyle brand and a go-to online source for discovery and inspiration, the company delivers exceptional service and an engaging customer experience with a vast yet curated offering totaling over 100,000 apparel and footwear styles, as well as beauty, accessories and home products. The company's dynamic platform connects a deeply engaged community of millions of consumers, thousands of global fashion influencers and over 1,200 emerging, established and owned brands. To improve on the merchandise offerings of traditional retail, the company has built a custom, proprietary technology platform to manage nearly all aspects of the company's business, with a particular focus on developing sophisticated and highly automated inventory management, pricing and trend-forecasting algorithms. The company's proprietary technology leverages a comprehensive data net that encompasses millions of styles, attributes and customer interactions forming a strategic asset of hundreds of millions of data points. The company has complemented these efforts with an organization built from the ground up to make decisions in a data-first, customer-centric way. The company's approach facilitates constant newness, with over 1,500 new styles launched per week on average in 2023. The company's powerful brands and innovative marketing strategy connect with the growing next-generation customer demographics. The company has built a large community of influencer and brand partners, including thousands of influencers enrolled in the company's proprietary brand ambassador program, as well as some of the most influential celebrities in the world, such as the company's FWRD Creative Director Kendall Jenner. Through the company's strong brand, deep relationships and history of mutually beneficial partnerships, the company has become a partner of choice for influencers worldwide. These marketing efforts deliver authentic, aspirational experiences and lifestyle content that drive long-term loyalty and engagement with the company's community of brands, customers and influencers. The company complements its experiential brand marketing with sophisticated, data-driven performance marketing, the combination of which drives customer acquisition and retention that are key drivers of the company's customer lifetime value. The company's data-driven merchandising and marketing competencies enable an owned brand strategy that further differentiates the company's merchandise assortment, provides increased control of the company's supply chain and has the opportunity to expand gross profit margins over the long-term. The company has built a portfolio of 25 owned brands. In 2023, the company's owned brands represented six out of its top ten brands in the REVOLVE segment and contributed 20.0% of the REVOLVE segment's net sales. The company participates in the large and growing apparel, footwear, beauty, accessories and home product sectors. Growth Strategies The company's growth strategies are to continue to acquire new customers; continue to increase customer loyalty and wallet share; enhance and broaden the company's offering; grow international sales; grow the company's owned brand offering; continue to innovate; and pursue strategic acquisitions and investments. Merchandising, Assortment and Content The company leverages a single platform to sell merchandise primarily through two retail segments, REVOLVE and FWRD, which offer complementary assortments. REVOLVE offers constant newness and discovery through a broad assortment that consists primarily of premium apparel, footwear, beauty and accessories. FWRD offers a curated assortment of iconic designer and emerging luxury brands with a strong and differentiated point of view. The combination of REVOLVE's premium, trend-driven and ready-to-wear assortment and FWRD's focus on luxury statement pieces, such as handbags and shoes, provide a powerful head-to-toe assortment for the many aspects of the company's customer's life. The company offers a broad yet curated assortment of over 100,000 apparel and footwear styles, as well as accessories, beauty and home products, presented in a visually compelling manner to encourage discovery and engagement. The company attracts and maintains strong relationships with a diversified group of premium lifestyle and luxury brands, from emerging designers to globally recognized brands. These brand relationships provide customers with breadth across product categories and styles, while reinforcing the company's position as the destination for discovery. The company updates its sites almost daily with a constant flow of fresh, high-quality, authentic content to provide an inspiring and engaging experience for the company's customers, driving frequent visits to the company's sites and helping to promote the discovery of new, relevant brands and products. The company optimizes its assortment through the development of a portfolio of 25 owned brands that span multiple categories. The company applies market insights and proprietary data analytics to identify gaps and emerging trends within the marketplace. The company then develops new styles for existing brands or launch new brands with a unique aesthetic or category focus to address these areas. When coupled with the company's innovative marketing approach, the company develops strong brand equity for each owned brand. The company brings new owned brand products to market by working with a flexible network of manufacturing partners and third-party suppliers. The company works with suppliers and manufacturers in China, the United States, India and other countries. The company has developed deep relationships with a number of its suppliers and make efforts to ensure that all suppliers share the company's commitment to quality and ethics, including requiring them to certify adherence to the company's Code of Conduct. Marketing Approach The company leverages a variety of marketing and advertising programs to build its brands, drive traffic to the company's websites and mobile applications, acquire new customers, and engage with the company's existing customers. The company is a leader in experiential and influencer marketing, using social media channels and cultural events designed to deliver authentic aspirational experiences featuring the company's premium merchandise to attract and retain customers. The company has a global network of thousands of influencers who regularly create branded REVOLVE and FWRD content. The company is a preferred partner for influencers, as their association with REVOLVE and FWRD enhances their personal brands through the company's exclusive events and premium product offering. The company's network is constantly evolving as the company assesses the breadth of individual influencers' social media followings, relevance, engagement and resonance with the company's target demographics. The company enhances its influencer network with its brand ambassador program that leverages the company's proprietary technology to offer a broader range of perks and incentives for the ambassador and provides the company with unique data insights. The company complements its social media efforts through a variety of brand marketing campaigns and in-person events. The company's events are attended by top influencers who promote the REVOLVE and FWRD brands and the products the company offers. The company's online presence includes the collective following of over 11.6 million Instagram and TikTok followers across REVOLVE, FWRD and the company's individual owned brands as of December 31, 2023. The company complements its powerful social media and influencer marketing with a robust digital performance marketing strategy. The company's digital performance marketing efforts are focused on acquiring and retaining customers through a variety of channels, including paid search and product listing ads, affiliate marketing, paid social, retargeting, search engine optimization, personalized email marketing and mobile 'push' communications through the company's mobile applications. Technology Platform The company's technology integrates seamlessly across multiple functions throughout the organization, connecting in a way that allows constant iteration and optimization. The company's proprietary algorithms and technology infrastructure create the foundation for everything the company does and includes: Data Science. The company's technology mines data from a database the company has built over 20 years, consisting of hundreds of thousands of styles and millions of customer interactions, creating a strategic asset of hundreds of millions of data points. Machine Learning and Artificial Intelligence. The company uses machine learning and artificial intelligence to optimize the company's assortment and personalize the website experience through advanced search and product recommendations. Merchandising. The company's algorithms optimize pricing based on demand, automatically identify and re-order best sellers based on purchase trends and browsing feedback, and optimize the depth of available inventory to maximize margins and net sales at full price. Marketing. The company's algorithms analyze the billions of impressions generated by the company's influencer network and the number of click-throughs and conversion rates from the company's performance marketing efforts to market to consumers. The company uses customer shopping and purchase behavior to personalize the company's email and retargeting efforts seamlessly across multiple customer touchpoints. Site Experience. The company provides a highly differentiated site experience that leverages the company's visual merchandising capabilities to reflect REVOLVE's distinct point of view. The company uses its algorithms and A/B testing to analyze browsing and purchasing patterns and preferences. The company further analyzes the impressions and related conversion rates to most effectively display, style and photograph the company's merchandise. The company leverages these learnings to optimize product placement and site navigation in order to encourage discovery and drive higher conversion and average order value. Customer Service and Relationships. The company's customer service technology is complemented by third party technology and provides the company's representatives with up-to-date and relevant product and fulfillment information to better serve the company's customer regardless of the communication channel. The company generates highly personalized and relevant full life-cycle email and retargeting messaging. The company's systems also continue to learn about each customer through historical purchase behavior as well as direct customer feedback and these learnings are applied to future interactions. Fulfillment. The algorithms the company uses in its fulfillment centers enable the company to efficiently position inventory, including strategically directing products returned by customers to the optimal fulfillment center location and giving customers the ability to pre-order merchandise items that are in the process of being returned to the company's fulfillment centers. These algorithms also determine the most efficient manner to fulfill each order, including optimizing the way in which inventory is picked and when orders are shipped, and combining orders to reduce shipping costs whenever possible. The company continually invests in its fulfillment footprint, capacity and automation to provide the company's customers with best-in-class service. The company's proprietary technology infrastructure is highly scalable and has allowed the company to efficiently grow with its customer demand, vendor base, brands and assortment. The company supplements its technology team with a team of data scientists and analysts that support teams across the organization through reporting and analysis. Customer Service, Fulfillment and Logistics The vast majority of the company's customer service and fulfillment operations are managed directly by the company allowing the company to control the customer experience and provide a premium level of service to the customer. Additionally, in contrast to many eCommerce retailers that now offer many products for sale that are actually fulfilled by brands and other third parties, the company directly fulfills all customer orders from its distribution centers, which ensures that the company can maintain an exceptional customer experience. Customers can engage with the company in 12 languages and pay in over 50 currencies using one of 20 payment methods, including third-party alternatives that allow the company's customers to make installment payments. The company also offers a loyalty program for its customers that leverages in-house technology, which incentivizes cross shopping on the company's sites and affords participating customers benefits, such as early access to new styles, early access to items on sale and invitations to exclusive events. The FWRD preferred customer program enables the company's top-tier customers to receive a personalized, high-touch shopping experience, including early access and curated product selection created by their dedicated stylists. The company's internally developed technology platform enables its customer service, fulfillment and logistics teams to provide a premium customer experience, driving customer satisfaction and loyalty. The company's customer service team, through interactions with its customers by phone, email, chat, SMS, or social media messaging, primarily addresses questions relating to orders, deliveries and returns, and also answers questions regarding fit, color, size and other style matters to ensure customer satisfaction. The company's fulfillment and logistics team oversees order fulfillment, ensuring that orders are efficiently and accurately processed, packed, shipped and delivered to customers. The company continually invests in automation and its fulfillment center network to optimize fulfillment center workflow in an effort to maintain and improve the company's customer experience and gain cost efficiencies. The company offers free two-day shipping and free returns to customers in the United States and in certain areas the company offers free next-day shipping. The company's efficient operations allow the company to ship over 97% of orders on the same day if placed before 3 p.m. Eastern Time. The company is also able to ship to and service customers in over 150 countries and territories and offer shipping within two to three business days for customers representing over 80% of the company's international sales. The company will continue to evaluate opportunities to enhance the company's platform in the United States and internationally. Intellectual Property As of December 31, 2023, the company owned over 780 trademark registrations, over 160 trademark applications and over 70 Internet domain names. The company's trademark registrations and applications, which the company has filed in the United States and in various jurisdictions outside the United States, have focused primarily on the REVOLVE and FWRD word marks and those marks associated with the company's unique individual owned brands. Government Regulation The company's beauty products are subject to regulation by the Federal Trade Commission, the Food and Drug Administration and the Consumer Product Safety Commission, as well as various other federal, state, local and foreign regulatory authorities. These laws and regulations principally relate to the ingredients, proper labeling, advertising, marketing, manufacture, safety, shipment and disposal of the company's products. Seasonality Seasonality in the company's business has not historically followed that of traditional retailers which typically experience concentration of net sales in the fourth quarter (year ended December 2023) in connection with the holidays. The company's operating income has also been affected by these historical trends because many of the company's expenses are relatively fixed in the short term. If the company's growth rates moderate over the long-term, the impact of these seasonality trends on the company's results of operations may become more pronounced. History Revolve Group, Inc. was founded in 2003. The company was incorporated in 2012 as a Delaware limited liability company.