Urban Outfitters, Inc. · NASDAQ:URBN
Urban Outfitters — Investor Day (June 2025)
33 slides from Urban Outfitters's investor day presentation, Jun 9, 2025
Slide 1: Investor Day
investor day 6/9/2025
Slide 2: Disclaimer
Disclaimer The following discussions may include forward-looking statements. Please note that actual results may differ materially from those statements. Additional information concerning factors that could cause actual results to differ materially from projected results is contained in the Company’
Slide 3: Schedule
investor day Introduction W e lc o m e Schedule ! 1:30–2:30 pm Management Presentations 2:30–4:30 pm Tour with Nuuly leaders 4:30-5:00 pm Q&A 5:00 pm Bus Back to the Hotel 6:00 pm Bus leaves Hotel for BBQ 8:00 pm Bus leaves BBQ for Hotel
Slide 4: URBN Attendees
investor day Introduction URBN Attendees Dick Hayne Chief Executive Officer, URBN Oona McCullough Executive Director of Investor Relations, URBN Frank Conforti Co-President and Chief Operating Officer, URBN Melanie Marein-Efron Chief Financial Officer, URBN Dave Ziel Chief Development Officer, URBN
Slide 5: Agenda: Why Rental
investor day Why Rental A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks
Slide 6: 2018 Customer Landscape
investor day Why Rental 2018 Customer Landscape Shaving Start-Up Harry’s Will How Direct-To-Consumer Brands How Everlane is Building The Be Sold to Owner of Schick for Are Setting The Standard For A Next-Gen Clothing Brand $1.37 Billion Better Retail Experience Feb 22, 2018 MAY 09, 2019 Oct 02, 2018
Slide 7: 2018 Customer Mindset
investor day Why Rental 2018 Customer Mindset Desire For Appetite for Constant Newness Cheaper Options Sustainability is a High general interest Growing Concern in rental
Slide 8: Approaching Rental: Acquire, Partner, Build
investor day Why Rental Approaching Rental ? Acquire ? Partner Build
Slide 9: Agenda: About Nuuly
investor day About Nuuly A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks
Slide 10: Monthly plan
investor day About Nuuly Monthly plan 1 6 $ 98 Nuuly / Month Items / Nuuly / Month Customers have the option to purchase any items they have at home Exclusive brands + unique styles Free 2-day shipping + returns Buy what you love No late fees or damage fees Laundry + dry cleaning included Pause or c
Slide 11: Discovering new brands, personalization, autonomy of choice
investor day About Nuuly discovering new brands personalization & curation autonomy of choice
Slide 12: Customer persona: 28-32, high income
investor day About Nuuly 28-32, high income, no kids Ahead of the curve, early adopter (but not a trend-setter) Loves being recognized for a niche/cool find
Slide 13: Customer persona: 22-27, mid income
investor day About Nuuly 22-27, mid income Concerned with budget, storage space, feeling like everyone dresses the same In the process of defining themselves & their sense of style
Slide 14: Customer persona: 33-40, high income
investor day About Nuuly 33-40, high income, 1+ Kids Looking to be noticed & feel relevant in the midst of many life and body transitions Know what they do/don’t like
Slide 15: Brand partners
“investor day About Nuuly RavpH LAvREN =—- Wawel FARM RIO frlove k Lemos Favorite Daughter AGOLDE MOTHER DAMSON Reformation Levis Selkie MADDER. DONNI. GUIZIO
Slide 16: Agenda: Behind Our Success
investor day Behind Our Success A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks
Slide 17: Growth since launch
investor day Behind Our Success Growth since launch Avg Active Subscribers Average vs Active Subscribers EOQ Subscribers 400,000 300,000 Q3 Q3 Q3 Q3 Q3 Q3 Q4 Q4 Q4 Q4 Q4 Q4 Q2 Q2 Q2 Q2 Q2 Q1 Q1 Q1 Q1 Q1 Q1 200,000 100,000 0 FY20 FY21 FY22 FY23 FY24 FY25 FY26
Slide 18: URBN's Advantages
investor day Behind Our Success URBN’s Advantages Creative & Customer Product Merchant Insights Expertise Shared Strong Cash Services Position
Slide 19: Approaching Rental: Acquire, Partner, Build
investor day Behind Our Success Approaching Rental ? Acquire ? Partner Build
Slide 20: Behind Our Success
investor day Behind Our Success
Slide 21: Custom rental platforms
investor day Behind Our Success Custom rental platforms
Slide 22: Custom rental management system
investor day Behind Our Success Custom rental management system
Slide 23: Creativity is in our DNA
investor day Behind Our Success Creativity is in our DNA
Slide 24: Nuuly stands for fun
investor day Behind Our Success Nuuly stands for fun
Slide 25: Agenda: Reasons to Be Excited
investor day Reasons To Be Excited A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks
Slide 26: Growth since launch
investor day Reasons To Be Excited Growth since launch Avg Active Subscribers Average vs Active Subscribers EOQ Subscribers 400,000 300,000 Q3 Q3 Q3 Q3 Q3 Q3 Q4 Q4 Q4 Q4 Q4 Q4 Q2 Q2 Q2 Q2 Q2 Q1 Q1 Q1 Q1 Q1 Q1 200,000 100,000 0 FY20 FY21 FY22 FY23 FY24 FY25 FY26
Slide 27: Nuuly's Retention vs Competitors
investor day Reasons to be Excited Nuuly’s Retention vs Competitors Rental competitors account retention over time 100% 90% Nuuly 75% Rent the Runway Fashion Pass Armoire Style 50% 50% Gwynnie Bee 41% 41% 42% Vivrelle 25% Source: Earnest insights (Note: Data is based on transaction data for a panel
Slide 28: Nuuly cohort contribution over time
investor day Reasons To Be Excited Nuuly cohort contribution over time FY25 FY24 FY23 FY22 FY21 FY20 FY21 FY22 FY23 FY24 FY25
Slide 29: Growing the Rental Market
investor day Reasons To Be Excited Growing the Rental Market Total Market for US Fashion Rental ($, FY19-25) Nuuly Fashion Pass Armoire Style Sales over time Caastle Vivrelle Le Tote Rent the Runway Source: Earnest insights (Note: Data is based on transaction data for a panel of consumers) FY19 FY20
Slide 30: Our Customer is increasingly new to rental
investor day Reasons To Be Excited 80% Our Customer 82% is increasingly new to rental 60% 66% 55% 40% 45% 34% 20% Previously Used Rental 18% New to Rental 0% 2021 2025 (All Ages) 2025 (Under 30)
Slide 31: Agenda: Nuuly Financials
investor day Nuuly Financials A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks
Slide 32: Nuuly Financials
investor day Nuuly Financials FY23 FY24 FY25 FY23-25 Actual Actual Actual CAGR / BPS Revenue $129.6M $235.9M $378.4M 71% vs LY 172% 82% 60% GP $28.4M 21.9% $48.0M 20.3% $97.7M 25.8% 390bps SG&A $42.3M 32.6% $65.1M 27.6% $84.4M 22.3% -1,030bps OpInc. -$13.9M -10.7% -$17.1M -7.2% $13.3M 3.5% 1,430bps
Slide 33: Closing Remarks
investor day Closing Remarks A g e n d a Why rental About Nuuly Behind our success Reasons to be excited Nuuly financials Closing Remarks