ThredUp Inc. (NASDAQ:TDUP) Q4 2022 Earnings Call Transcript

Dylan Carden: Okay. And then the consignment versus product outlook, I know you’re not going to kind of break out revenue guidance by those two items. But do you think that sort of where the consumer is in the first quarter, they’re kind of rounding out the bottom of the declines in the consignment business. Is that fair?

James Reinhart: Yeah. No. I think the mix in Q4 was pushed towards products, because we had turned off supply from the non-RaaS business. So we have a lot more supply coming in from RaaS, which a good portion of that is owned. And then you also had an outsized quarter from Europe and Europe is — the majority of that is owned. So I think that’s what you saw happen in Q4. That being said, when you get into 2023, we do have to kind of burn through a lot of that RaaS supply. So I wouldn’t expect a dramatic shift to consignment in 2023, but I would just say, it improve — slight improvement as we go through 2023.

Dylan Carden: Excellent. Okay. And then lastly, any — I guess you had mentioned that you sort of turned supply off for second, any update on processing throughput kind of where you stand there?

James Reinhart: Yeah. I think, Dylan, in our remarks, we expect the backlog to be in a really good place by mid-summer. We turned on DC07.

Dylan Carden: Excellent.

James Reinhart: So processing is in a good place. We think the mix of bags coming in RaaS-related versus CMP-related is in a good place. We think the unit economics of all those bags coming in is as good as it’s ever been. So I think everything is really coming together nicely for us across processing and the unit economics.

Dylan Carden: Excellent. Okay. Thanks a lot guys. Nice quarter.

James Reinhart: Thanks.

Operator: Your next question comes from Alexandra Steiger from Goldman Sachs. Please go ahead.

Alexandra Steiger: Thank you for taking my questions. I do want to follow up on your full year EBITDA guide. Could you please discuss how you think about margins progressing through the year and given your goal to achieve profitability in the back half? And then second, could you help us understand the different building blocks of your EBITDA guide in terms of the factors that are inside versus outside of your control? Thank you.

Sean Sobers: Yeah. From an EBITDA perspective, as you kind of roll from, let’s take it from Q4 of 2022, if you take out the impact of the breakage, we kind of had four consecutive quarters of improving EBITDA rates and we kind of expect that evolution to continue through 2023. How do we get there? I think it’s as simple as growth and improving unit economics. In growth, you will see in kind of our overall guidance, we’re going to be able to spend more, spend more on marketing, spend more on operations, both of those are going to fuel growth. And then on unit economics, we talked about the new DCs and the strategic initiatives that James has mentioned. But I was I think those are your drivers towards what happened in 2022, where we’re headed in 2023 and how are we going to get there from an overall breakeven perspective on an EBITDA rate perspective.

James Reinhart: And Alexandra, the only thing I would add is that, none of the guidance for 2023 implies some big consumer recovery, right? I think our implicit in that is, these are investments we’re making in the conditions in which we find ourselves and so I think we’re navigating the business in this environment to a really good place. And I think if the market recovers and gets better, that would be good for everyone and we can take advantage of that.

Alexandra Steiger: That’s very helpful. Thank you.