The RealReal Announces Third Quarter 2024 Results

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The RealReal's Q3 results show meaningful progress in its path to profitability. Revenue growth of 11% to $148 million and improved Adjusted EBITDA of $2.3 million mark significant milestones. The 430 basis point expansion in gross margin to 74.9% demonstrates stronger operational efficiency.

Key positives include 14% growth in consignment revenue and 7% increase in active buyers to 389,000. The reduction in net loss from $(23) million to $(18) million shows improved cost management. The 2% increase in average order value to $522 indicates sustained premium positioning in the luxury resale market.

Management's decision to raise full-year guidance suggests confidence in Q4 performance and business momentum. However, the company still needs to demonstrate consistent profitability to justify its valuation.

11/04/2024 - 04:05 PM

Q3 2024 Revenue of $148 million, up $15 million or 11% Year-Over-Year
Q3 2024 Net Loss of $(18) million, or (12.1)% of Total Revenue, improved $5 million Year-Over-Year
Q3 2024 Adjusted EBITDA of $2.3 million or 1.6% of Total Revenue, increased $9 million Year-Over-Year

SAN FRANCISCO, Nov. 04, 2024 (GLOBE NEWSWIRE) -- The RealReal (Nasdaq: REAL)—the world’s largest online marketplace for authenticated, resale luxury goods—today reported financial results for its third quarter ended September 30, 2024. Third quarter 2024 gross merchandise value (GMV) and total revenue increased 6% and 11% respectively, compared to the third quarter of 2023. During the quarter, consignment revenue grew 14% compared to the same period in 2023. Third quarter Adjusted EBITDA improved $9 million compared to the third quarter of 2023.

“I am pleased to report strong results for the third quarter, and I am encouraged by the continued strength in supply trends as we enter the fourth quarter," said Rati Levesque, Chief Executive Officer of The RealReal. “Third quarter GMV, Total Revenue, and Adjusted EBITDA all exceeded our prior expectations, enabling us to raise our full year outlook.”

Levesque continued, “Our team is focused on delivering against our 2024 commitments. I’m encouraged by our results and by how our teams are executing against our vision to change the way people shop for the better, creating a unique circular shopping experience built on technical expertise and high-touch human service.”

Third Quarter Highlights

GMV was $433 million, an increase of 6% compared to the same period in 2023
Total Revenue was $148 million, an increase of 11% compared to the same period in 2023
Gross Profit was $111 million, an increase of $17 million compared to the same period in 2023
Gross Margin was 74.9%, an increase of 430 basis points compared to the same period in 2023
Net Loss was $(18) million or (12.1)% of total revenue, compared to $(23) million or (17.2)% of total revenue in the same period in 2023
Adjusted EBITDA was $2.3 million or 1.6% of total revenue compared to $(7.0) million or (5.2)% of total revenue in the same period in 2023
GAAP basic net loss per share was $(0.16) compared to $(0.22) in the prior year period and GAAP diluted net loss per share was $(0.17) compared to $(0.22) in the prior year period
Non-GAAP basic and diluted net loss attributable to common shareholders per share was $(0.09) compared to $(0.15) in the prior year period
Top-line-related Metrics
- Trailing three months active buyers was 389,000, an increase of 7% compared to the same period in 2023
- Orders were 829,000, an increase of 4% compared to the same period in 2023
- Average order value (AOV) was $522, an increase of 2% versus the same period in 2023

Q4 and Full Year 2024 Guidance
Based on market conditions as of November 4, 2024, we are raising our full year guidance. Additionally, we are providing guidance for fourth quarter 2024 GMV, Total Revenue and Adjusted EBITDA, which is a Non-GAAP financial measure.

We have not reconciled forward-looking Adjusted EBITDA to net income (loss), the most directly comparable GAAP measure, because we cannot predict with reasonable certainty the ultimate outcome of certain components of such reconciliations including payroll tax expense on employee stock transactions that are not within our control, or other components that may arise, without unreasonable effort. For these reasons, we are unable to assess the probable significance of the unavailable information, which could materially impact the amount of future net income (loss).

	Q4 2024	Full Year 2024
GMV	$484 - $500 million	$1.810 - $1.826 billion
Total Revenue	$158 - $165 million	$595 - $602 million
Adjusted EBITDA	$6.5 - $9.5 million	$4.7 - $7.7 million

Webcast and Conference Call
The RealReal will host a conference call to review the company’s third quarter 2024 results beginning at approximately 2:00 p.m. Pacific Time today (5:00 p.m. Eastern Time). A live webcast of the conference call and accompanying materials will be available online at investor.therealreal.com. A replay of the webcast will be available at the same location.

About The RealReal, Inc.
The RealReal is the world’s largest online marketplace for authenticated, resale luxury goods, with 37 million members. With a rigorous authentication process overseen by experts, The RealReal provides a safe and reliable platform for consumers to buy and sell their luxury items. We have hundreds of in-house gemologists, horologists and brand authenticators who inspect thousands of items each day. As a sustainable company, we give new life to pieces by thousands of brands across numerous categories—including women's and men's fashion, fine jewelry and watches, art and home—in support of the circular economy. We make selling effortless with free virtual appointments, in-home pickup, drop-off and direct shipping. We handle all of the work for consignors, including authenticating, using AI and machine learning to determine optimal pricing, photographing and listing their items, as well as shipping and customer service.

Investor Relations Contact:
Caitlin Howe
IR@therealreal.com

Press Contact:
Mallory Johnston
PR@therealreal.com

Forward Looking Statements
This press release contains forward-looking statements relating to, among other things, the future performance of The RealReal that are based on the company's current expectations, forecasts and assumptions and involve risks and uncertainties. In some cases, you can identify forward-looking statements by terminology such as “may,” “will,” “should,” “could,” “expect,” “plan,” “anticipate,” “target,” “contemplate,” “project,” “believe,” “estimate,” “predict,” “intend,” “potential,” “continue,” “ongoing” or the negative of these terms or other comparable terminology. These statements include, but are not limited to, statements about future operating and financial results, including our strategies, plans, commitments, objectives and goals, in particular in the context of the impacts of recent geopolitical events, including the conflict between Russia and Ukraine and the Israel-Hamas war, and uncertainty surrounding macro-economic trends, the debt exchange, financial guidance, anticipated growth in 2024, the anticipated impact of generative AI, and long-range financial targets and projections. Actual results could differ materially from those predicted or implied and reported results should not be considered as an indication of future performance. Other factors that could cause or contribute to such differences include, but are not limited to, inflation, macroeconomic uncertainty, geopolitical instability, any failure to generate a supply of consigned goods, pricing pressure on the consignment market resulting from discounting in the market for new goods, failure to efficiently and effectively operate our merchandising and fulfillment operations, labor shortages and other reasons.

More information about factors that could affect the company's operating results is included under the captions “Risk Factors” and “Management's Discussion and Analysis of Financial Condition and Results of Operations” in the company's most recent Annual Report on Form 10-K for the year ended December 31, 2023 and subsequent Quarterly Reports on Form 10-Q, copies of which may be obtained by visiting the company's Investor Relations website at https://investor.therealreal.com or the SEC's website at www.sec.gov. Undue reliance should not be placed on the forward-looking statements in this press release, which are based on information available to the company on the date hereof. The company assumes no obligation to update such statements.

Non-GAAP Financial Measures
To supplement our unaudited and condensed financial statements presented in accordance with generally accepted accounting principles (“GAAP”), this earnings release and the accompanying tables and the related earnings conference call contain certain non-GAAP financial measures, including Adjusted EBITDA, Adjusted EBITDA as a percentage of total revenue (“Adjusted EBITDA Margin”), free cash flow, non-GAAP net loss attributable to common stockholders, and non-GAAP net loss per share attributable to common stockholders, basic and diluted. We have provided a reconciliation of these non-GAAP financial measures to the most directly comparable GAAP financial measures in this earnings release.

We do not, nor do we suggest that investors should, consider such non-GAAP financial measures in isolation from, or as a substitute for, financial information prepared in accordance with GAAP. Investors should also note that non-GAAP financial measures we use may not be the same non-GAAP financial measures, and may not be calculated in the same manner, as that of other companies, including other companies in our industry.

Adjusted EBITDA is a key performance measure that our management uses to assess our operating performance. Because Adjusted EBITDA facilitates internal comparisons of our historical operating performance on a more consistent basis, we use this measure as an overall assessment of our performance, to evaluate the effectiveness of our business strategies and for business planning purposes. Adjusted EBITDA may not be comparable to similarly titled metrics of other companies.

We calculate Adjusted EBITDA as net loss before interest income, interest expense, other (income) expense net, provision (benefit) for income taxes, depreciation and amortization, further adjusted to exclude stock-based compensation, employer payroll tax expense on employee stock transactions, legal settlement charges, restructuring, warehouse fire costs (net), gain on extinguishment of debt, change in fair value of warrant liabilities and certain one-time expenses. The employer payroll tax expense related to employee stock transactions are tied to the vesting or exercise of underlying equity awards and the price of our common stock at the time of vesting, which may vary from period to period independent of the operating performance of our business. Adjusted EBITDA has certain limitations as the measure excludes the impact of certain expenses that are included in our statements of operations that are necessary to run our business and should not be considered as an alternative to net loss or any other measure of financial performance calculated and presented in accordance with GAAP.

In particular, the exclusion of certain expenses in calculating Adjusted EBITDA and Adjusted EBITDA Margin facilitates operating performance comparisons on a period-to-period basis and, in the case of exclusion of the impact of stock-based compensation and the related employer payroll tax expense on employee stock transactions, excludes an item that we do not consider to be indicative of our core operating performance. Investors should, however, understand that stock-based compensation and the related employer payroll tax expense will be a significant recurring expense in our business and an important part of the compensation provided to our employees. Accordingly, we believe that Adjusted EBITDA and Adjusted EBITDA Margin provide useful information to investors and others in understanding and evaluating our operating results in the same manner as our management and board of directors.

Free cash flow is a non-GAAP financial measure that is calculated as net cash (used in) provided by operating activities less net cash used to purchase property and equipment and capitalized proprietary software development costs. We believe free cash flow is an important indicator of our business performance, as it measures the amount of cash we generate. Accordingly, we believe that free cash flow provides useful information to investors and others in understanding and evaluating our operating results in the same manner as our management.

Non-GAAP net loss per share attributable to common stockholders, basic and diluted is a non-GAAP financial measure that is calculated as GAAP net loss plus stock-based compensation expense, provision (benefit) for income taxes, payroll tax expenses on employee stock transactions, legal settlement charges, restructuring charges, gain on extinguishment of debt, change in fair value of warrant liabilities and certain one-time expenses divided by weighted average shares outstanding. We exclude the effect of our liability classified warrants to arrive at the weighted average common shares outstanding when their effect is anti-dilutive. We believe that making these adjustments before calculating per share amounts for all periods presented provides a more meaningful comparison between our operating results from period to period.

THE REALREAL, INC. Statements of Operations (In thousands, except share and per share data) (Unaudited)

	Three Months Ended September 30,						Nine Months Ended September 30,
		2024			2023			2024			2023
Revenue:
Consignment revenue	$	116,908		$	102,852		$	345,270		$	302,072
Direct revenue		15,623			17,356			45,056			63,196
Shipping services revenue		15,224			12,964			46,163			40,663
Total revenue		147,755			133,172			436,489			405,931
Cost of revenue:
Cost of consignment revenue		13,326			13,577			39,714			43,681
Cost of direct revenue		12,925			15,686			38,970			61,162
Cost of shipping services revenue		10,791			9,837			32,347			30,859
Total cost of revenue		37,042			39,100			111,031			135,702
Gross profit		110,713			94,072			325,458			270,229
Operating expenses:
Marketing		11,604			11,591			40,646			44,460
Operations and technology		66,199			61,038			194,593			194,645
Selling, general and administrative		47,512			44,788			141,364			138,959
Restructuring		—			(856	)		196			37,396
Total operating expenses ⁽¹⁾		125,315			116,561			376,799			415,460
Loss from operations		(14,602	)		(22,489	)		(51,341	)		(145,231	)
Change in fair value of warrant liability		744			—			(9,209	)		—
Gain on extinguishment of debt		—			—			4,177			—
Interest income		1,940			2,260			6,272			6,717
Interest expense		(5,948	)		(2,673	)		(15,468	)		(8,018	)
Loss before provision for income taxes		(17,866	)		(22,902	)		(65,569	)		(146,532	)
Provision for income taxes		72			47			178			247
Net loss attributable to common stockholders	$	(17,938	)	$	(22,949	)	$	(65,747	)	$	(146,779	)
Net loss per share attributable to common stockholders
Basic	$	(0.16	)	$	(0.22	)	$	(0.61	)	$	(1.45	)
Diluted	$	(0.17	)	$	(0.22	)	$	(0.61	)	$	(1.45	)
Weighted average shares used to compute net loss per share attributable to common stockholders
Basic		109,016,060			102,648,790			107,043,946			101,087,793
Diluted		112,418,751			102,648,790			107,043,946			101,087,793

⁽¹⁾ Includes stock-based compensation as follows:
Marketing	$	225		$	382		$	707		$	1,181
Operations and technology		2,533			3,115			7,527			10,107
Selling, general and administrative		5,000			5,039			14,346			15,005
Total	$	7,758		$	8,536		$	22,580		$	26,293

THE REALREAL, INC. Condensed Balance Sheets (In thousands, except share and per share data) (Unaudited)

	September 30, 2024			December 31, 2023
Assets
Current assets
Cash and cash equivalents	$	153,179		$	175,709
Accounts receivable, net		15,953			17,226
Inventory, net		19,921			22,246
Prepaid expenses and other current assets		22,677			20,766
Total current assets		211,730			235,947
Property and equipment, net		95,218			104,087
Operating lease right-of-use assets		79,142			86,348
Restricted cash		14,911			14,914
Other assets		5,251			5,627
Total assets	$	406,252		$	446,923
Liabilities and Stockholders’ Deficit
Current liabilities
Accounts payable	$	10,795		$	8,961
Accrued consignor payable		73,242			77,122
Operating lease liabilities, current portion		22,487			20,094
Convertible senior notes, net, current portion		26,600			—
Other accrued and current liabilities		92,573			82,685
Total current liabilities		225,697			188,862
Operating lease liabilities, net of current portion		91,274			104,856
Convertible senior notes, net		276,483			452,421
Non-convertible notes, net		131,427			—
Warrant liability		19,626			—
Other noncurrent liabilities		7,158			4,083
Total liabilities		751,665			750,222
Stockholders’ deficit:
Common stock, $0.00001 par value; 500,000,000 shares authorized as of September 30, 2024, and December 31, 2023; 109,689,946 and 104,670,500 shares issued and outstanding as of September 30, 2024, and December 31, 2023, respectively		1			1
Additional paid-in capital		839,958			816,325
Accumulated deficit		(1,185,372	)		(1,119,625	)
Total stockholders’ deficit		(345,413	)		(303,299	)
Total liabilities and stockholders’ deficit	$	406,252		$	446,923

THE REALREAL, INC. Condensed Statements of Cash Flows (In thousands) (Unaudited)

	Nine Months Ended September 30,
		2024			2023
Cash flows from operating activities:
Net loss	$	(65,747	)	$	(146,779	)
Adjustments to reconcile net loss to cash used in operating activities:
Depreciation and amortization		24,806			23,530
Stock-based compensation expense		22,580			26,293
Reduction of operating lease right-of-use assets		11,280			12,999
Bad debt expense		1,844			1,565
Non-cash interest expense		3,761			575
Issuance costs allocated to liability classified warrants		374			—
Accretion of debt discounts and issuance costs		1,607			1,920
Property, plant, equipment, and right-of-use asset impairments		—			33,817
Provision for inventory write-downs and shrinkage		2,479			8,836
Gain on debt extinguishment		(4,177	)		—
Change in fair value of warrant liability		9,209			—
Loss related to warehouse fire, net		279			—
Other adjustments		(628	)		(556	)
Changes in operating assets and liabilities:
Accounts receivable, net		(571	)		(2,922	)
Inventory, net		96			9,474
Prepaid expenses and other current assets		990			1,897
Other assets		229			(2,856	)
Operating lease liability		(15,263	)		(21,399	)
Accounts payable		837			(1,550	)
Accrued consignor payable		(5,006	)		(15,018	)
Other accrued and current liabilities		10,036			(1,499	)
Other noncurrent liabilities		(163	)		(118	)
Net cash used in operating activities		(1,148	)		(71,791	)
Cash flow from investing activities:
Insurance proceeds related to warehouse fire		461			—
Capitalized proprietary software development costs		(8,051	)		(9,870	)
Purchases of property and equipment		(9,168	)		(25,528	)
Net cash used in investing activities		(16,758	)		(35,398	)
Cash flow from financing activities:
Proceeds from exercise of stock options		118			19
Taxes paid related to restricted stock vesting		(467	)		(501	)
Proceeds from issuance of stock in connection with the Employee Stock Purchase Program		624			446
Cash received from settlement of capped calls in conjunction with the Note Exchange		396			—
Issuance costs paid related to the Note Exchange		(5,298	)		—
Net cash used in financing activities		(4,627	)		(36	)
Net decrease in cash, cash equivalents and restricted cash		(22,533	)		(107,225	)
Cash, cash equivalents and restricted cash
Beginning of period		190,623			293,793
End of period	$	168,090		$	186,568

The following table reflects the reconciliation of net loss to Adjusted EBITDA for each of the periods indicated (in thousands):

	Three Months Ended September 30,						Nine Months Ended September 30,
		2024			2023			2024			2023
Adjusted EBITDA Reconciliation:
Net loss	$	(17,938	)	$	(22,949	)	$	(65,747	)	$	(146,779	)
Depreciation and amortization		8,270			7,744			24,806			23,530
Interest income		(1,940	)		(2,260	)		(6,272	)		(6,717	)
Interest expense		5,948			2,673			15,468			8,018
Provision for income taxes		72			47			178			247
EBITDA		(5,588	)		(14,745	)		(31,567	)		(121,701	)
Stock-based compensation		7,758			8,536			22,580			26,293
Payroll taxes expense on employee stock transactions		76			74			250			142
Legal settlement		—			—			600			1,100
Restructuring charges ⁽¹⁾		—			(856	)		196			37,396
Gain on extinguishment of debt ⁽²⁾		—			—			(4,177	)		—
Change in fair value of warrant liability ⁽³⁾		(744	)		—			9,209			—
One time expenses ⁽⁴⁾		822			—			1,211			159
Adjusted EBITDA	$	2,324		$	(6,991	)	$	(1,698	)	$	(56,611	)

(1) Restructuring charges for the three and nine months ended September 30, 2023 consists of impairment of right-of-use assets and property and equipment, employee severance charges, gain on lease terminations, and other charges, including legal and transportation expenses.

(2) The gain on extinguishment of debt for the nine months ended September 30, 2024 reflects the difference between the carrying value of the Exchanged Notes and the fair value of the 2029 Notes.

(3) The change in fair value of warrant liability for the three and nine months ended September 30, 2024 reflects the remeasurement of the warrants issued by the Company in connection with the Note Exchange in February 2024.

(4) One time expenses for the three and nine months ended September 30, 2024 consists of vendor services settlements and estimated losses, net of estimated insurance recoveries related to the fire at one of our New Jersey authentication centers. One time expenses for the nine months ended September 30, 2023 consists of retention bonuses for certain executives incurred in connection with our founder's resignation on June 6, 2022.

A reconciliation of GAAP net loss to non-GAAP net loss attributable to common stockholders, the most directly comparable GAAP financial measure, in order to calculate non-GAAP net loss attributable to common stockholders per share, basic and diluted, is as follows (in thousands, except share and per share data):

	Three Months Ended September 30,						Nine Months Ended September 30,
		2024			2023			2024			2023
Net loss	$	(17,938	)	$	(22,949	)	$	(65,747	)	$	(146,779	)
Stock-based compensation		7,758			8,536			22,580			26,293
Payroll tax expense on employee stock transactions		76			74			250			142
Legal settlement		—			—			600			1,100
Restructuring charges		—			(856	)		196			37,396
Provision for income taxes		72			47			178			247
Gain on extinguishment of debt		—			—			(4,177	)		—
Change in fair value of warrant liability		(744	)		—			9,209			—
One time expenses		822			—			1,211			159
Non-GAAP net loss attributable to common stockholders	$	(9,954	)	$	(15,148	)	$	(35,700	)	$	(81,442	)
Weighted-average common shares outstanding to calculate Non-GAAP net loss attributable to common stockholders per share, basic and diluted		109,016,060			102,648,790			107,043,946			101,087,793
Non-GAAP net loss attributable to common stockholders per share, basic and diluted	$	(0.09	)	$	(0.15	)	$	(0.33	)	$	(0.81	)

The following table presents a reconciliation of net cash provided for (used in) operating activities to free (negative) cash flow for each of the periods indicated (in thousands):

	Three Months Ended September 30,						Nine Months Ended September 30,
		2024			2023			2024			2023
Net cash provided for (used in) operating activities	$	9,073		$	(10,933	)	$	(1,148	)	$	(71,791	)
Purchase of property and equipment and capitalized proprietary software development costs		(6,939	)		(8,120	)		(17,219	)		(35,398	)
Free (negative) cash flow	$	2,134		$	(19,053	)	$	(18,367	)	$	(107,189	)

Key Financial and Operating Metrics:

	September 30, 2022			December 31, 2022			March 31, 2023			June 30, 2023			September 30, 2023			December 31, 2023			March 31, 2024			June 30, 2024			September 30, 2024

GMV	$	440,659		$	492,955		$	444,366		$	423,341		$	407,608		$	450,668		$	451,941		$	440,914		$	433,074
NMV	$	325,105		$	367,382		$	327,805		$	303,918		$	302,912		$	335,245		$	334,815		$	329,422		$	335,191
Consignment Revenue	$	93,874		$	110,199		$	102,643		$	96,577		$	102,852		$	113,500		$	115,648		$	112,714		$	116,908
Direct Revenue	$	34,005		$	33,252		$	24,953		$	20,887		$	17,356		$	15,964		$	12,709		$	16,724		$	15,623
Shipping Services Revenue	$	14,824		$	16,204		$	14,308		$	13,391		$	12,964		$	13,909		$	15,443		$	15,496		$	15,224
Number of Orders		952			993			891			789			794			826			840			820			829
Take Rate		36.0	%		35.7	%		37.4	%		36.7	%		38.1	%		37.7	%		38.4	%		38.5	%		38.6	%
Active Buyers ⁽¹⁾		404			430			388			351			364			381			384			381			389
AOV	$	463		$	496		$	499		$	537		$	513		$	545		$	538		$	538		$	522

(1) During the three months ended June 30, 2024, we updated active buyers to be buyers who purchased goods through our online marketplace during the 3 months ended on the last day of the period presented. Previously we had measured buyers who purchased goods during the 12 months ended on the last day of the period presented. The prior periods have been updated to active buyers during the 3 months ended on the last day of the period presented.

FAQ

What was The RealReal's (REAL) revenue in Q3 2024?

The RealReal reported revenue of $148 million in Q3 2024, representing an 11% increase year-over-year.

How much was The RealReal's (REAL) GMV in Q3 2024?

The RealReal's Gross Merchandise Value (GMV) was $433 million in Q3 2024, up 6% compared to Q3 2023.

What was The RealReal's (REAL) Adjusted EBITDA in Q3 2024?

The RealReal's Adjusted EBITDA was $2.3 million or 1.6% of total revenue in Q3 2024, improving from -$7.0 million in Q3 2023.

How many active buyers did The RealReal (REAL) have in Q3 2024?

The RealReal had 389,000 active buyers in the trailing three months of Q3 2024, a 7% increase compared to the same period in 2023.

The RealReal Announces Third Quarter 2024 Results

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The RealReal Announces Third Quarter 2024 Results

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