Warby Parker Inc. — Call Transcript 2026

We're good to go? You can hear us all right? All right. We can get moving here. Good afternoon, everyone. I am Mark Altschwager, senior retail analyst at Baird, and I'm pleased to welcome back Warby Parker. Warby Parker is a mission-driven vision care and lifestyle brand and a D2C pioneer in the eyewear category, now operating 337 stores in the U.S. and Canada with an evolving holistic vision care offering. The company's at an inflection point, building on sustained profitability, the upcoming fall launch of Warby Parker Intelligent Eyewear in partnership with Google and Samsung, continued store expansion, and even a new buyback authorization announced earlier this year. Presenting today, we have Dave Gilboa, Co-Founder and Co-CEO, as well as Adrian Mitchell, Chief Financial Officer, who joined the company in February. Thanks for having us. Thanks for coming back. All right. Jumping in here, Dave. Warby has now crossed some important milestones. Mentioned earlier, GAAP profitability, 337 stores, the start of the Intelligent Eyewear chapter with Google and Samsung. For investors who may be a bit newer to the story, could you frame how the company is positioned today versus a few years ago, and what you see as the most important strategic priorities for 2026? Sure. Yeah, we've really been kind of describing it to our team as we're entering act three as a business. Act one was around when we launched, when we pioneered the direct-to-consumer, made on the internet model. That was really designed to solve our own problems as frustrated consumers. We saw a massive category that had very little innovation on the product side or distribution side. At the time, less than 1% of prescription glasses were sold online. This was back in 2010. Even today, a remarkably low portion of the category has moved online. There just hasn't been that much innovation in terms of consumer experience and distribution. On the product side, most glasses are marked up 10-20 times what they cost to manufacture. You haven't seen the same dynamics that you have in other consumer categories, where as supply chains evolve and become more efficient, those savings are passed on to consumers. Instead, there's been just a massive consolidation in the category. You have a few large companies that have very high margins, that have kind of created the illusion of choice for consumers, and have not been forced to innovate the same way that competition has led to innovation in other sectors. That was really the inspiration for why we launched the business back in 2010. For the first few years, we were selling prescription glasses online in ways that other people weren't. That was act one. Act two was evolving into a holistic vision care business, opening stores. We now have over 300 stores across the country. We're opening about a store a week. We still believe that there's massive opportunity for us to continue to expand our retail footprint. There's about 45,000 optical shops in the U.S. for comparison. Those stores enable us to offer eye exams. Every one of our new stores, we're hiring world-class doctors, installing state-of-the-art technology, including retinal cameras. We're expanding our insurance offerings and making it easier for customers to use their insurance benefits at Warby Parker, whether they're in network or not. We've been scaling our contact lens business. We've introduced a number of different lens options and frame options and just significantly expanded our portfolio of products and services that consumers can get from Warby Parker and really focused on making it a one-stop shop, so you can get your prescription, your glasses, your contacts from us, and choose whether you want to engage with us online or offline for any of those components. That's really Act two that we've been investing against and still see a lot of runway to expand. Now we're entering Act three, which is the AI era. We believe we're positioning ourselves to be the leading eyewear company in the AI era. We feel fortunate to partner with some really great technology companies in Google and Samsung to introduce our first line of Intelligent Eyewear that will hit the market this fall. We've been prototyping the products and wearing them on a daily basis, they're really remarkable devices that we can't wait to introduce to our customers. For the first time, we'll be selling products that are native for the AI era. We're also using AI to transform every part of our business, how we're engaging with customers, how we're evaluating diagnostics capabilities in our exam room, like retinal imaging, building our own capabilities to make our doctors more efficient, introducing new capabilities on our website to make it easier for our customers to shop for glasses, and really evolving every part of our business at a speed that we have not been able to move at until this year. Adrian, you joined as CFO in February after a notable run as Macy's COO and CFO, prior leadership roles at some other large retailers. Roughly four months in, could you share your initial perceptions of Warby Parker? What stood out? What do you see as the biggest opportunities? Where do you see the opportunities to apply your operational and financial playbook? Any areas where you'd anticipate the company evolving its approach over time? Well, the first four months has been a terrific journey, and it's been a tremendous amount of fun. Still learning a tremendous amount about the business. I would say the first thing is just the strength of the brand. When you look at the eyewear category and just the quality of the customer experience, it's actually quite impressive. Being inside the company, seeing the level of care that we take in terms of every dimension of the customer experience, whether that be in the physical channel or the digital channel, is actually incredibly humbling. There's tremendous care there. The second thing is Warby Parker is a unique combination of mission and performance. In addition to having a strong and compelling customer experience, we have a very healthy balance sheet. We have very strong unit economics with regards to our stores, we're also very mission-driven. Every pair of glasses that we actually sell, we actually donate. This year we announced that we've donated over 25 million pairs of glasses to over 65 countries around the world. That was a big part of what attracted me to the company as well, is that combination of the mission-driven with the performance-driven. The third thing that I think is really interesting is there's tremendous amount of runway within the business. We only have about 1.2% market share, and when you think about the engines of margin and top-line growth, there are multiple engines. One is just the penetration within the eyewear space, but there's a tremendous amount of runway with insurance. There's a tremendous amount of runway with eye exams. There's a tremendous amount of runway with Intelligent Eyewear. There's a tremendous amount of runway with regards to sun and sports and performance glasses. Very exciting opportunity, lots of innovation, lots of newness, which is very contrary to a lot of what the category actually offers today, but a tremendous amount of upside potential for the brand. On the macro, we look at Q1 results, revenue is up a little over 8%. The company cited some weather disruption, some softer industry traffic, as well as slower e-commerce as you sunset the Home Try-On program. With that backdrop, how would you characterize the health of the eyewear consumer today versus three or six months ago? Do you see eyewear as more or less discretionary in this environment? Yeah. The optical industry is interesting in that it has some dynamics of healthcare and non-discretionary spend and then some dynamics of fashion and discretionary dynamics and we are impacted by both. What we described in Q1, there were a couple unique elements. Some extreme weather that was particularly disruptive given where our stores are located. The first quarter where we had sunset our Home Try-On program and Q1 being the highest volume quarter for Home Try-On for our business historically. We're not expecting those to be kind of recurring headwinds throughout the year. Once we've moved past some of those elements, we're seeing the consumer behavior that we would expect in a normal, healthy environment. There's no question that consumers in general have a lot on their minds these days, and consumer sentiment surveys continue to set record lows. In that environment we believe consumers are still spending, they're just being more choiceful in kind of where those dollars are going. Given that we've always had what we believe is the strongest value proposition in the category, and that the value differential between the products we offer and the prices that consumers pay at competitors continues to grow. As really the vast majority of growth in the category over the last few years has come from taking price. We've maintained our entry $95 price point for a pair of prescription glasses. We have introduced a number of other products over time at a variety of price points that have been well-received. We think it's important to differentiate from value and kind of pass savings on to consumers. In that environment, believe that we'll continue to take share like we have over the last year and even into Q1, where we had some of those unique elements. Just a quick follow-up there. Can you speak to how your assortment is performing across the various price points and how that's informing your read on consumer behavior? Sure. Yeah. Over the years, we've introduced a variety of products at different price points, including two different progressive lens options that are around $300 or $400. That includes the frame and the lenses, a comparable quality product at most optical shops is well over $1,000. For example, we recently introduced our first sport collection, which starts at $195. You can get prescription sport lenses including the frame for $295. Elsewhere, that would be $800+ easily. I think we continue to stand for value. I think our customers recognize the quality of the product, and they're willing to pay more than $95, as long as there is rationale for it. We're very mindful around kind of how we price our product. It also, in an environment where people are looking for opportunities to save dollars on certain offerings, it's nice to be able to offer a range of options for our customers. Great. I want to spend some time on the Intelligent Eyewear. Google I/O a few weeks ago, you and Google gave us a first look at the design, a rounded silhouette, it's an audio first form factor, Gemini built in. You've confirmed it's launching in the fall. Still a lot of details to come. With what you can share, could you walk us through where you are on launch readiness, what rollout sequencing may look like, and just what success looks like over the first 12 months? Sure. We've been working quite literally around the clock on getting this product ready for launch. The product itself is ready, and we've been wearing the devices ourselves and are having increasingly magical moments of everything from getting assistance on installing a car seat where I was fumbling around and the glasses identified the make and the model of the car seat without me having to tell it what those factors were. Seeing how I was inserting the seat belt wrong and giving me live instruction on how to install it correctly, to having superpowers of being able to have someone speak to you in a different language, and having real-time translation and hearing their voice with zero latency, and be able to have a full conversation. To just having your attention back in the real world, being able to throw on a pair of glasses and ask it to query your calendar, send messages, while you're just staying more engaged with the real world. In my screen time, I got a notice that it was down 60% since I'd started wearing these prototypes. It's just a much more human way to interact with the world than how you see people, especially around New York, just walking on the sidewalk or restaurants, everyone's hunched over, staring at their hand. We're incredibly excited to get these out to the world. We've been investing in every part of our business from our optical labs and from a supply chain standpoint, marrying the consumer electronics precision in standardization with the custom bespoke elements and nature of prescription lenses is not trivial, and so we've been standing up new processes there. We've designed display units and demo experiences for all of our stores. We've created an immersive digital experience that can showcase the technology, and we've been working hand in glove with our partners at Google and Samsung to ensure that these products are ready at scale. We're ready to go. This is a new category that we want to make sure that the launch experience is seamless and consistent and cohesive. One of the reasons that Google and Samsung were excited to partner with us was because of that customer experience we're able to deliver, and that this will be a controlled environment in each of our 300+ stores and online. That's the only place that people will be purchasing these products to start. Once we get the launch dynamics in a stable place, we can think about additional points of distribution. We're excited to drive a lot of traffic to our stores and generate lots of new customers once we get these launched. Beyond the initial Google collaboration, how do you think about the long-term opportunity in Intelligent Eyewear? Is this an incremental category expansion beyond glasses, contacts, exams? Is it potentially larger than traditional eyewear over time? Just how do you think through that? Yeah. We believe this is a transformative opportunity for our business and the optical industry as a whole. That this is a computing device that's native for the AI era. For the first time since the iPhone was introduced, is going to unbundle a lot of the functionality that has increasingly been stuffed into a phone form factor. People will still walk around with phones, but you'll be able to keep them in your pocket for most of the time. That there's going to be really widespread adoption of Intelligent Eyewear, and we believe we're best positioned to capture that demand, given the eyewear-first nature of this category. That it's different from watches or earbuds, in that the same form factor doesn't work for every face, and something that people wear on their face, people are going to want choice in design and aesthetics are going to be critically important. Comfort is critically important, and we have a lot of expertise there. Our partners in Google and Samsung appreciate that this is different from a phone or a watch. We believe that Google, in particular, has the best capability in terms of their software, their operating system, and their AI capabilities that will be hard for anyone else to match. We're very enthusiastic about how big this opportunity is. Switching gears to store expansion, that still is a core driver to the business. You opened 14 stores in the first quarter. Long-term goal to add roughly 50 per year. You've discussed 900+ as the long-term TAM. Just talk a little bit more about the store playbook, productivity with the recent openings, target markets, and just any evolution in the unit economics versus a couple of years ago. Yeah, I can take that one. The stores really is a strategic asset for us. A large portion of our capital expenditures every year go into opening and remodeling our existing stores. Just to put in perspective, about 3/4 of our volume in terms of revenue actually comes from the retail channel. The balance actually comes from the digital channel. If you think about the evolution of our stores over time, we first opened stores only to sell glasses. Now that's evolved into contacts. That's evolved into new categories like performance sun. That's evolved into eye exams. One of the things that's really important to us is that over 90% of our stores now actually have access to exams, which is a real opportunity for us because there are a lot of our customers who shop with us every year that actually don't know we offer exams. What we do see is the most valuable customer starts with exams and buys other products. The attachment rate between products and exams is actually incredibly high. We're really migrating from a growth standpoint to not just selling glasses or contacts by themselves, but really adding to that portfolio with exams, and the stores are a perfect vehicle for that. What's also very interesting is the economics around the stores continue to be very attractive. We hold ourselves very accountable to making sure that the return on those stores far exceed our cost of capital, have very healthy NPV, and also making sure that we have a payback in and around 20 months in terms of payback and a contribution four-wall margin in and around 35% within two years. Vast majority of our stores meet that criteria, so we have a very healthy portfolio. As we think about that store productivity, can you talk a little bit more about the exam capacity and now that that's in nearly 90% of stores, how is that impacting the store productivity? It's really giving us a tremendous amount of access to be able to service a lot of customers who have eye exams. Today, the eye exam portion of our revenue is a single-digit number part of our business, but we now have the capacity and the technology with retinal imaging to be able to absorb tremendous amount of capacity. We've actually built ahead of demand in terms of our new store operations, but we're very excited about building greater awareness among customers who currently shop with us and customers who will shop with us in the future to actually add exams to their portfolio. Those customers are just much stickier. They come more often, they spend more with us, it's a great opportunity for us to continue to drive the returns from those investments. If you look at the rest of the category, it's really driven by exam patients and customers. There's very little kind of browsing and casual shopping that happens in an optical shop, whether that's an independent or a LensCrafters. People are going there. They're starting their journey by booking an exam. They're generally very low traffic, low customer counts. These are high-value customers. Once someone gets an exam, across the category, over 70% of them buy glasses at the same place at the same time that they get that exam. These are high transaction values. For us, historically, the vast majority of our business came from people that had gotten an exam elsewhere, have had to have the awkward conversation with a doctor about why they're not buying glasses from them, come to one of our stores or our website. Now, we've really invested in standing up that exam business and are seeing that drive meaningful growth for us amongst those highest value customers. As Adrian said, we have a lot of customers who have been buying glasses from us for years that don't realize that we offer exams, and so there's still a very significant awareness opportunity for us. On Target, the first five shop-in-shops opened the back half of last year, I think more to come in 2026. Can you talk about what you learned from that initial grouping of stores and how that informs your pace of expansion? Yeah, it's still quite early, actually. We're still learning about how this model works. We have it spread across a number of geographies in a number of different formats. One of the most attractive things about what we've seen is that we are seeing a healthy number of new customers that we've not seen before. Most of those stores are not even open a year yet, really it's just a learning opportunity for us at this point. Looking at gross margin, Adrian, gross margin did compress a bit in Q1 on doctor headcount, some occupancy deleverage, tariffs, these investments in exam capacity. Can you walk through some of the building blocks of gross margin as we think about the balance of 2026? What are the puts and takes, and where do you see margin going over the medium term? Yeah, absolutely. Q1 was quite unusual from the perspective of inclement weather just really impacted our operations like it did for most consumer businesses. There were certainly a number of days where we had closed labs and closed stores, so that was really the major driver of the deleverage. Outside of the weather, what you see is a business that's growing low double digits. That's pretty consistent with our algorithm. As we think about looking ahead, there are a number of factors that we should actually see gross margin expansion as we actually compare to last year, which will progress through the rest of the year. One is that we're operating this year in a more favorable tariff environment versus where we were last year. We would expect that to be favorable as we look to the future of the year. We also are pushing the mix towards higher value, higher margin products. We're seeing continued penetration with our progressive product. We've introduced our Warby Parker Sport product, which has very healthy margins. Our lens enhancements are actually quite attractive to customers. Those are the kinds of choices that customers make that contribute to that margin profile. The third thing is we're also investing in innovation and efficiencies within our labs. We're bringing a number of those capabilities online, particularly in the back half of the year, which will also enhance our margin performance. The last thing is we've had a lot of innovation with our Add a Pair and Save offer, which we introduced in mid-April. Effectively, we have customers with a second pair that get 20% off that pair of equal or lesser value. For us, it's been accretive on the margin side, but also has helped us increase our average order value as well. I want to ask about vision insurance. Insurance penetration, that's been a multi-year opportunity for Warby. Industry mix, I think, is over 50% insurance paid. You've historically been more under-penetrated there. You've made big progress. Versant Health partnership last year, I think nearly doubled in-network lives for Warby. Could you give us an update on the insurance carrier expansion, the impact on the customer that you've seen, and any major carrier integrations on the near-term roadmap that could accelerate the mix? Sure. Yeah, similar to my comment around the category being driven by exam customers, it is also driven by vision insurance where the vast majority of transactions start by someone looking at where they are in-network. The scale that we have been able to build without having that being a driving force, I think, speaks to the value proposition and the customer experience and the brand that we have been able to build. In a lot of ways, causing customers more friction to come to us than the traditional way that they are used to shopping for glasses. That being said, we want to make it as easy as possible for our customers to use their insurance benefits, and it has been a major priority for us. As we open more stores, as we have more doctors, as we have a broader assortment of glasses and contacts, we become more similar to the providers that vision insurance carriers are used to working with. There are more employees that are complaining to their benefits manager that they want to use their in-network benefits at Warby Parker, and they're upset that they're not able to. Those benefits managers call their account manager at VSP and EyeMed and I'd say we are increasingly having fruitful conversations with the leadership teams at the carriers where we're not in-network yet. We have some pilots in place that we're excited about and see opportunities to add additional in-network lives over time. We don't want to wait for that, and so in the meantime, we're also making it easier for people to use their out-of-network benefits with us. Until a few weeks ago, if you were not in-network with us, we would tell you that you would still get significant value shopping at Warby Parker, and you could submit for out-of-network reimbursement on your own, but we couldn't tell you how much you would receive in reimbursement. Now we can look up your exact benefit plan, tell you that you'll get $100 back on your frames and $75 back on your lenses, and our team can actually submit that reimbursement on your behalf. That's been really well-received by our team and our customers, and I think there's a lot that we can do to expand awareness of how easy it is to use benefits at Warby. Excellent. We only have a few seconds left, so I guess I'll just ask one final one. If you had to rank the top one or two value drivers for the next 24 months, what should they be? What milestones should investors be holding you accountable to over the next 12 to 24 months? We think it's going to be a really exciting period for the company with a launch of a whole new category of Intelligent Eyewear that we believe is going to be very well-received and really be incremental to the core business. That's kind of a whole new value driver of growth and profitability. Then within the core business, we continue to see massive opportunity for us to roll out stores, build exams, scale insurance, and contact lenses, and expect that will all translate into incremental customer growth and revenue growth and profitability. Okay. I think we can leave it there. Please join me in thanking Dave and Adrian. Management will be available for a brief breakout session next door in the Astor Suite. Thanks for joining us

Speaker 3: We're good to go? You can hear us all right? All right. We can get moving here. Good afternoon, everyone. I am Mark Altschwager, senior retail analyst at Baird, and I'm pleased to welcome back Warby Parker. Warby Parker is a mission-driven vision care and lifestyle brand and a D2C pioneer in the eyewear category, now operating 337 stores in the U.S. and Canada with an evolving holistic vision care offering. The company's at an inflection point, building on sustained profitability, the upcoming fall launch of Warby Parker Intelligent Eyewear in partnership with Google and Samsung, continued store expansion, and even a new buyback authorization announced earlier this year. Presenting today, we have Dave Gilboa, Co-Founder and Co-CEO, as well as Adrian Mitchell, Chief Financial Officer, who joined the company in February. We're good to go? we're good to go You can hear us all right? you can hear us all right All right. all right We can get moving here. we can get moving here Good afternoon, everyone. good afternoon everyone I am Mark Altschwager, senior retail analyst at Baird, and I'm pleased to welcome back Warby Parker. i am mark altschwager senior retail analyst at baird and i'm pleased to welcome back warby parker Warby Parker is a mission-driven vision care and lifestyle brand and a D2C pioneer in the eyewear category, now operating 337 stores in the U.S. and Canada with an evolving holistic vision care offering. warby parker is a mission-driven vision care and lifestyle brand and a d2c pioneer in the eyewear category now operating 337 stores in the u.s and canada with an evolving holistic vision care offering The company's at an inflection point, building on sustained profitability, the upcoming fall launch of Warby Parker Intelligent Eyewear in partnership with Google and Samsung, continued store expansion, and even a new buyback authorization announced earlier this year. the company's at an inflection point building on sustained profitability the upcoming fall launch of warby parker intelligent eyewear in partnership with google and samsung continued store expansion and even a new buyback authorization announced earlier this year Presenting today, we have Dave Gilboa, Co-Founder and Co-CEO, as well as Adrian Mitchell , Chief Financial Officer, who joined the company in February. presenting today we have dave gilboa co-founder and co-ceo as well as adrian mitchell chief financial officer who joined the company in february

Speaker 2: Thanks for having us. Thanks for having us. thanks for having us

Speaker 3: Thanks for coming back. All right. Jumping in here, Dave. Warby has now crossed some important milestones. Mentioned earlier, GAAP profitability, 337 stores, the start of the Intelligent Eyewear chapter with Google and Samsung. For investors who may be a bit newer to the story, could you frame how the company is positioned today versus a few years ago, and what you see as the most important strategic priorities for 2026? Thanks for coming back. thanks for coming back All right. all right Jumping in here, Dave. jumping in here dave Warby has now crossed some important milestones. warby has now crossed some important milestones Mentioned earlier, GAAP profitability, 337 stores, the start of the Intelligent Eyewear chapter with Google and Samsung. mentioned earlier gaap profitability 337 stores the start of the intelligent eyewear chapter with google and samsung For investors who may be a bit newer to the story, could you frame how the company is positioned today versus a few years ago, and what you see as the most important strategic priorities for 2026? for investors who may be a bit newer to the story could you frame how the company is positioned today versus a few years ago and what you see as the most important strategic priorities for 2026

Speaker 2: Sure. Yeah, we've really been kind of describing it to our team as we're entering act three as a business. Act one was around when we launched, when we pioneered the direct-to-consumer, made on the internet model. That was really designed to solve our own problems as frustrated consumers. We saw a massive category that had very little innovation on the product side or distribution side. At the time, less than 1% of prescription glasses were sold online. This was back in 2010. Even today, a remarkably low portion of the category has moved online. There just hasn't been that much innovation in terms of consumer experience and distribution. On the product side, most glasses are marked up 10-20 times what they cost to manufacture. Sure. sure Yeah, we've really been kind of describing it to our team as we're entering act three as a business. yeah we've really been kind of describing it to our team as we're entering act three as a business Act one was around when we launched, when we pioneered the direct-to-consumer, made on the internet model. act one was around when we launched when we pioneered the direct-to-consumer made on the internet model That was really designed to solve our own problems as frustrated consumers. that was really designed to solve our own problems as frustrated consumers We saw a massive category that had very little innovation on the product side or distribution side. we saw a massive category that had very little innovation on the product side or distribution side At the time, less than 1% of prescription glasses were sold online. at the time less than 1% of prescription glasses were sold online This was back in 2010. this was back in 2010 Even today, a remarkably low portion of the category has moved online. even today a remarkably low portion of the category has moved online There just hasn't been that much innovation in terms of consumer experience and distribution. there just hasn't been that much innovation in terms of consumer experience and distribution On the product side, most glasses are marked up 10-20 times what they cost to manufacture. on the product side most glasses are marked up 10-20 times what they cost to manufacture You haven't seen the same dynamics that you have in other consumer categories, where as supply chains evolve and become more efficient, those savings are passed on to consumers. Instead, there's been just a massive consolidation in the category. You have a few large companies that have very high margins, that have kind of created the illusion of choice for consumers, and have not been forced to innovate the same way that competition has led to innovation in other sectors. That was really the inspiration for why we launched the business back in 2010. For the first few years, we were selling prescription glasses online in ways that other people weren't. That was act one. Act two was evolving into a holistic vision care business, opening stores. We now have over 300 stores across the country. We're opening about a store a week. You haven't seen the same dynamics that you have in other consumer categories, where as supply chains evolve and become more efficient, those savings are passed on to consumers. you haven't seen the same dynamics that you have in other consumer categories where as supply chains evolve and become more efficient those savings are passed on to consumers Instead, there's been just a massive consolidation in the category. instead there's been just a massive consolidation in the category You have a few large companies that have very high margins, that have kind of created the illusion of choice for consumers, and have not been forced to innovate the same way that competition has led to innovation in other sectors. you have a few large companies that have very high margins that have kind of created the illusion of choice for consumers and have not been forced to innovate the same way that competition has led to innovation in other sectors That was really the inspiration for why we launched the business back in 2010. that was really the inspiration for why we launched the business back in 2010 For the first few years, we were selling prescription glasses online in ways that other people weren't. for the first few years we were selling prescription glasses online in ways that other people weren't That was act one. that was act one Act two was evolving into a holistic vision care business, opening stores. act two was evolving into a holistic vision care business opening stores We now have over 300 stores across the country. we now have over 300 stores across the country We're opening about a store a week. we're opening about a store a week We still believe that there's massive opportunity for us to continue to expand our retail footprint. There's about 45,000 optical shops in the U.S. for comparison. Those stores enable us to offer eye exams. Every one of our new stores, we're hiring world-class doctors, installing state-of-the-art technology, including retinal cameras. We're expanding our insurance offerings and making it easier for customers to use their insurance benefits at Warby Parker, whether they're in network or not. We've been scaling our contact lens business. We still believe that there's massive opportunity for us to continue to expand our retail footprint. we still believe that there's massive opportunity for us to continue to expand our retail footprint There's about 45,000 optical shops in the U.S. for comparison. there's about 45,000 optical shops in the u.s for comparison Those stores enable us to offer eye exams. those stores enable us to offer eye exams Every one of our new stores, we're hiring world-class doctors, installing state-of-the-art technology, including retinal cameras. every one of our new stores we're hiring world-class doctors installing state-of-the-art technology including retinal cameras We're expanding our insurance offerings and making it easier for customers to use their insurance benefits at Warby Parker, whether they're in network or not. we're expanding our insurance offerings and making it easier for customers to use their insurance benefits at warby parker whether they're in network or not We've been scaling our contact lens business. we've been scaling our contact lens business We've introduced a number of different lens options and frame options and just significantly expanded our portfolio of products and services that consumers can get from Warby Parker and really focused on making it a one-stop shop, so you can get your prescription, your glasses, your contacts from us, and choose whether you want to engage with us online or offline for any of those components. That's really Act two that we've been investing against and still see a lot of runway to expand. Now we're entering Act three, which is the AI era. We believe we're positioning ourselves to be the leading eyewear company in the AI era. We feel fortunate to partner with some really great technology companies in Google and Samsung to introduce our first line of Intelligent Eyewear that will hit the market this fall. We've introduced a number of different lens options and frame options and just significantly expanded our portfolio of products and services that consumers can get from Warby Parker and really focused on making it a one-stop shop, so you can get your prescription, your glasses, your contacts from us, and choose whether you want to engage with us online or offline for any of those components. we've introduced a number of different lens options and frame options and just significantly expanded our portfolio of products and services that consumers can get from warby parker and really focused on making it a one-stop shop so you can get your prescription your glasses your contacts from us and choose whether you want to engage with us online or offline for any of those components That's really Act two that we've been investing against and still see a lot of runway to expand. that's really act two that we've been investing against and still see a lot of runway to expand Now we're entering Act three, which is the AI era. now we're entering act three which is the ai era We believe we're positioning ourselves to be the leading eyewear company in the AI era. we believe we're positioning ourselves to be the leading eyewear company in the ai era We feel fortunate to partner with some really great technology companies in Google and Samsung to introduce our first line of Intelligent Eyewear that will hit the market this fall. we feel fortunate to partner with some really great technology companies in google and samsung to introduce our first line of intelligent eyewear that will hit the market this fall We've been prototyping the products and wearing them on a daily basis, they're really remarkable devices that we can't wait to introduce to our customers. For the first time, we'll be selling products that are native for the AI era. We're also using AI to transform every part of our business, how we're engaging with customers, how we're evaluating diagnostics capabilities in our exam room, like retinal imaging, building our own capabilities to make our doctors more efficient, introducing new capabilities on our website to make it easier for our customers to shop for glasses, and really evolving every part of our business at a speed that we have not been able to move at until this year. We've been prototyping the products and wearing them on a daily basis, they're really remarkable devices that we can't wait to introduce to our customers. we've been prototyping the products and wearing them on a daily basis they're really remarkable devices that we can't wait to introduce to our customers For the first time, we'll be selling products that are native for the AI era. for the first time we'll be selling products that are native for the ai era We're also using AI to transform every part of our business, how we're engaging with customers, how we're evaluating diagnostics capabilities in our exam room, like retinal imaging, building our own capabilities to make our doctors more efficient, introducing new capabilities on our website to make it easier for our customers to shop for glasses, and really evolving every part of our business at a speed that we have not been able to move at until this year. we're also using ai to transform every part of our business how we're engaging with customers how we're evaluating diagnostics capabilities in our exam room like retinal imaging building our own capabilities to make our doctors more efficient introducing new capabilities on our website to make it easier for our customers to shop for glasses and really evolving every part of our business at a speed that we have not been able to move at until this year

Speaker 3: Adrian, you joined as CFO in February after a notable run as Macy's COO and CFO, prior leadership roles at some other large retailers. Roughly four months in, could you share your initial perceptions of Warby Parker? What stood out? What do you see as the biggest opportunities? Where do you see the opportunities to apply your operational and financial playbook? Any areas where you'd anticipate the company evolving its approach over time? Adrian, you joined as CFO in February after a notable run as Macy's COO and CFO, prior leadership roles at some other large retailers. adrian you joined as cfo in february after a notable run as macy's coo and cfo prior leadership roles at some other large retailers Roughly four months in, could you share your initial perceptions of Warby Parker? roughly four months in could you share your initial perceptions of warby parker What stood out? what stood out What do you see as the biggest opportunities? what do you see as the biggest opportunities Where do you see the opportunities to apply your operational and financial playbook? where do you see the opportunities to apply your operational and financial playbook Any areas where you'd anticipate the company evolving its approach over time? any areas where you'd anticipate the company evolving its approach over time

Speaker 1: Well, the first four months has been a terrific journey, and it's been a tremendous amount of fun. Still learning a tremendous amount about the business. I would say the first thing is just the strength of the brand. When you look at the eyewear category and just the quality of the customer experience, it's actually quite impressive. Being inside the company, seeing the level of care that we take in terms of every dimension of the customer experience, whether that be in the physical channel or the digital channel, is actually incredibly humbling. There's tremendous care there. The second thing is Warby Parker is a unique combination of mission and performance. In addition to having a strong and compelling customer experience, we have a very healthy balance sheet. We have very strong unit economics with regards to our stores, we're also very mission-driven. Well, the first four months has been a terrific journey, and it's been a tremendous amount of fun. well the first four months has been a terrific journey and it's been a tremendous amount of fun Still learning a tremendous amount about the business. still learning a tremendous amount about the business I would say the first thing is just the strength of the brand. i would say the first thing is just the strength of the brand When you look at the eyewear category and just the quality of the customer experience, it's actually quite impressive. when you look at the eyewear category and just the quality of the customer experience it's actually quite impressive Being inside the company, seeing the level of care that we take in terms of every dimension of the customer experience, whether that be in the physical channel or the digital channel, is actually incredibly humbling. being inside the company seeing the level of care that we take in terms of every dimension of the customer experience whether that be in the physical channel or the digital channel is actually incredibly humbling There's tremendous care there. there's tremendous care there The second thing is Warby Parker is a unique combination of mission and performance. the second thing is warby parker is a unique combination of mission and performance In addition to having a strong and compelling customer experience, we have a very healthy balance sheet. in addition to having a strong and compelling customer experience we have a very healthy balance sheet We have very strong unit economics with regards to our stores, we're also very mission-driven. we have very strong unit economics with regards to our stores we're also very mission-driven Every pair of glasses that we actually sell, we actually donate. This year we announced that we've donated over 25 million pairs of glasses to over 65 countries around the world. That was a big part of what attracted me to the company as well, is that combination of the mission-driven with the performance-driven. The third thing that I think is really interesting is there's tremendous amount of runway within the business. We only have about 1.2% market share, and when you think about the engines of margin and top-line growth, there are multiple engines. One is just the penetration within the eyewear space, but there's a tremendous amount of runway with insurance. There's a tremendous amount of runway with eye exams. There's a tremendous amount of runway with Intelligent Eyewear. Every pair of glasses that we actually sell, we actually donate. every pair of glasses that we actually sell we actually donate This year we announced that we've donated over 25 million pairs of glasses to over 65 countries around the world. this year we announced that we've donated over 25 million pairs of glasses to over 65 countries around the world That was a big part of what attracted me to the company as well, is that combination of the mission-driven with the performance-driven. that was a big part of what attracted me to the company as well is that combination of the mission-driven with the performance-driven The third thing that I think is really interesting is there's tremendous amount of runway within the business. the third thing that i think is really interesting is there's tremendous amount of runway within the business We only have about 1.2% market share, and when you think about the engines of margin and top-line growth, there are multiple engines. we only have about 1.2% market share and when you think about the engines of margin and top-line growth there are multiple engines One is just the penetration within the eyewear space, but there's a tremendous amount of runway with insurance. one is just the penetration within the eyewear space but there's a tremendous amount of runway with insurance There's a tremendous amount of runway with eye exams. there's a tremendous amount of runway with eye exams There's a tremendous amount of runway with Intelligent Eyewear. there's a tremendous amount of runway with intelligent eyewear There's a tremendous amount of runway with regards to sun and sports and performance glasses. Very exciting opportunity, lots of innovation, lots of newness, which is very contrary to a lot of what the category actually offers today, but a tremendous amount of upside potential for the brand. There's a tremendous amount of runway with regards to sun and sports and performance glasses. there's a tremendous amount of runway with regards to sun and sports and performance glasses Very exciting opportunity, lots of innovation, lots of newness, which is very contrary to a lot of what the category actually offers today, but a tremendous amount of upside potential for the brand. very exciting opportunity lots of innovation lots of newness which is very contrary to a lot of what the category actually offers today but a tremendous amount of upside potential for the brand

Speaker 3: On the macro, we look at Q1 results, revenue is up a little over 8%. The company cited some weather disruption, some softer industry traffic, as well as slower e-commerce as you sunset the Home Try-On program. With that backdrop, how would you characterize the health of the eyewear consumer today versus three or six months ago? Do you see eyewear as more or less discretionary in this environment? On the macro, we look at Q1 results, revenue is up a little over 8%. on the macro we look at q1 results revenue is up a little over 8% The company cited some weather disruption, some softer industry traffic, as well as slower e-commerce as you sunset the Home Try-On program. the company cited some weather disruption some softer industry traffic as well as slower e-commerce as you sunset the home try-on program With that backdrop, how would you characterize the health of the eyewear consumer today versus three or six months ago? with that backdrop how would you characterize the health of the eyewear consumer today versus three or six months ago Do you see eyewear as more or less discretionary in this environment? do you see eyewear as more or less discretionary in this environment

Speaker 2: Yeah. The optical industry is interesting in that it has some dynamics of healthcare and non-discretionary spend and then some dynamics of fashion and discretionary dynamics and we are impacted by both. What we described in Q1, there were a couple unique elements. Some extreme weather that was particularly disruptive given where our stores are located. The first quarter where we had sunset our Home Try-On program and Q1 being the highest volume quarter for Home Try-On for our business historically. We're not expecting those to be kind of recurring headwinds throughout the year. Once we've moved past some of those elements, we're seeing the consumer behavior that we would expect in a normal, healthy environment. There's no question that consumers in general have a lot on their minds these days, and consumer sentiment surveys continue to set record lows. Yeah. yeah The optical industry is interesting in that it has some dynamics of healthcare and non-discretionary spend and then some dynamics of fashion and discretionary dynamics and we are impacted by both. the optical industry is interesting in that it has some dynamics of healthcare and non-discretionary spend and then some dynamics of fashion and discretionary dynamics and we are impacted by both What we described in Q1, there were a couple unique elements. what we described in q1 there were a couple unique elements Some extreme weather that was particularly disruptive given where our stores are located. some extreme weather that was particularly disruptive given where our stores are located The first quarter where we had sunset our Home Try-On program and Q1 being the highest volume quarter for Home Try-On for our business historically. the first quarter where we had sunset our home try-on program and q1 being the highest volume quarter for home try-on for our business historically We're not expecting those to be kind of recurring headwinds throughout the year. we're not expecting those to be kind of recurring headwinds throughout the year Once we've moved past some of those elements, we're seeing the consumer behavior that we would expect in a normal, healthy environment. once we've moved past some of those elements we're seeing the consumer behavior that we would expect in a normal healthy environment There's no question that consumers in general have a lot on their minds these days, and consumer sentiment surveys continue to set record lows. there's no question that consumers in general have a lot on their minds these days and consumer sentiment surveys continue to set record lows In that environment we believe consumers are still spending, they're just being more choiceful in kind of where those dollars are going. Given that we've always had what we believe is the strongest value proposition in the category, and that the value differential between the products we offer and the prices that consumers pay at competitors continues to grow. As really the vast majority of growth in the category over the last few years has come from taking price. We've maintained our entry $95 price point for a pair of prescription glasses. We have introduced a number of other products over time at a variety of price points that have been well-received. We think it's important to differentiate from value and kind of pass savings on to consumers. In that environment we believe consumers are still spending, they're just being more choiceful in kind of where those dollars are going. in that environment we believe consumers are still spending they're just being more choiceful in kind of where those dollars are going Given that we've always had what we believe is the strongest value proposition in the category, and that the value differential between the products we offer and the prices that consumers pay at competitors continues to grow. given that we've always had what we believe is the strongest value proposition in the category and that the value differential between the products we offer and the prices that consumers pay at competitors continues to grow As really the vast majority of growth in the category over the last few years has come from taking price. as really the vast majority of growth in the category over the last few years has come from taking price We've maintained our entry $95 price point for a pair of prescription glasses. we've maintained our entry $95 price point for a pair of prescription glasses We have introduced a number of other products over time at a variety of price points that have been well-received. we have introduced a number of other products over time at a variety of price points that have been well-received We think it's important to differentiate from value and kind of pass savings on to consumers. we think it's important to differentiate from value and kind of pass savings on to consumers In that environment, believe that we'll continue to take share like we have over the last year and even into Q1, where we had some of those unique elements. In that environment, believe that we'll continue to take share like we have over the last year and even into Q1, where we had some of those unique elements. in that environment believe that we'll continue to take share like we have over the last year and even into q1 where we had some of those unique elements

Speaker 3: Just a quick follow-up there. Can you speak to how your assortment is performing across the various price points and how that's informing your read on consumer behavior? Just a quick follow-up there. just a quick follow-up there Can you speak to how your assortment is performing across the various price points and how that's informing your read on consumer behavior? can you speak to how your assortment is performing across the various price points and how that's informing your read on consumer behavior

Speaker 2: Sure. Yeah. Over the years, we've introduced a variety of products at different price points, including two different progressive lens options that are around $300 or $400. That includes the frame and the lenses, a comparable quality product at most optical shops is well over $1,000. For example, we recently introduced our first sport collection, which starts at $195. You can get prescription sport lenses including the frame for $295. Elsewhere, that would be $800+ easily. I think we continue to stand for value. I think our customers recognize the quality of the product, and they're willing to pay more than $95, as long as there is rationale for it. Sure. sure Yeah. yeah Over the years, we've introduced a variety of products at different price points, including two different progressive lens options that are around $300 or $400. over the years we've introduced a variety of products at different price points including two different progressive lens options that are around $300 or $400 That includes the frame and the lenses, a comparable quality product at most optical shops is well over $1,000. that includes the frame and the lenses a comparable quality product at most optical shops is well over $1,000 For example, we recently introduced our first sport collection, which starts at $195. for example we recently introduced our first sport collection which starts at $195 You can get prescription sport lenses including the frame for $295. you can get prescription sport lenses including the frame for $295 Elsewhere, that would be $800+ easily. elsewhere that would be $800+ easily I think we continue to stand for value. i think we continue to stand for value I think our customers recognize the quality of the product, and they're willing to pay more than $95, as long as there is rationale for it. i think our customers recognize the quality of the product and they're willing to pay more than $95 as long as there is rationale for it We're very mindful around kind of how we price our product. It also, in an environment where people are looking for opportunities to save dollars on certain offerings, it's nice to be able to offer a range of options for our customers. We're very mindful around kind of how we price our product. we're very mindful around kind of how we price our product It also, in an environment where people are looking for opportunities to save dollars on certain offerings, it's nice to be able to offer a range of options for our customers. it also in an environment where people are looking for opportunities to save dollars on certain offerings it's nice to be able to offer a range of options for our customers

Speaker 3: Great. I want to spend some time on the Intelligent Eyewear. Google I/O a few weeks ago, you and Google gave us a first look at the design, a rounded silhouette, it's an audio first form factor, Gemini built in. You've confirmed it's launching in the fall. Still a lot of details to come. With what you can share, could you walk us through where you are on launch readiness, what rollout sequencing may look like, and just what success looks like over the first 12 months? Great. great I want to spend some time on the Intelligent Eyewear. i want to spend some time on the intelligent eyewear Google I/O a few weeks ago, you and Google gave us a first look at the design, a rounded silhouette, it's an audio first form factor, Gemini built in. google i/o a few weeks ago you and google gave us a first look at the design a rounded silhouette it's an audio first form factor gemini built in You've confirmed it's launching in the fall. you've confirmed it's launching in the fall Still a lot of details to come. still a lot of details to come With what you can share, could you walk us through where you are on launch readiness, what rollout sequencing may look like, and just what success looks like over the first 12 months? with what you can share could you walk us through where you are on launch readiness what rollout sequencing may look like and just what success looks like over the first 12 months

Speaker 2: Sure. We've been working quite literally around the clock on getting this product ready for launch. The product itself is ready, and we've been wearing the devices ourselves and are having increasingly magical moments of everything from getting assistance on installing a car seat where I was fumbling around and the glasses identified the make and the model of the car seat without me having to tell it what those factors were. Seeing how I was inserting the seat belt wrong and giving me live instruction on how to install it correctly, to having superpowers of being able to have someone speak to you in a different language, and having real-time translation and hearing their voice with zero latency, and be able to have a full conversation. Sure. sure We've been working quite literally around the clock on getting this product ready for launch. we've been working quite literally around the clock on getting this product ready for launch The product itself is ready, and we've been wearing the devices ourselves and are having increasingly magical moments of everything from getting assistance on installing a car seat where I was fumbling around and the glasses identified the make and the model of the car seat without me having to tell it what those factors were. the product itself is ready and we've been wearing the devices ourselves and are having increasingly magical moments of everything from getting assistance on installing a car seat where i was fumbling around and the glasses identified the make and the model of the car seat without me having to tell it what those factors were Seeing how I was inserting the seat belt wrong and giving me live instruction on how to install it correctly, to having superpowers of being able to have someone speak to you in a different language, and having real-time translation and hearing their voice with zero latency, and be able to have a full conversation. seeing how i was inserting the seat belt wrong and giving me live instruction on how to install it correctly to having superpowers of being able to have someone speak to you in a different language and having real-time translation and hearing their voice with zero latency and be able to have a full conversation To just having your attention back in the real world, being able to throw on a pair of glasses and ask it to query your calendar, send messages, while you're just staying more engaged with the real world. In my screen time, I got a notice that it was down 60% since I'd started wearing these prototypes. It's just a much more human way to interact with the world than how you see people, especially around New York, just walking on the sidewalk or restaurants, everyone's hunched over, staring at their hand. We're incredibly excited to get these out to the world. To just having your attention back in the real world, being able to throw on a pair of glasses and ask it to query your calendar, send messages, while you're just staying more engaged with the real world. to just having your attention back in the real world being able to throw on a pair of glasses and ask it to query your calendar send messages while you're just staying more engaged with the real world In my screen time, I got a notice that it was down 60% since I'd started wearing these prototypes. in my screen time i got a notice that it was down 60% since i'd started wearing these prototypes It's just a much more human way to interact with the world than how you see people, especially around New York, just walking on the sidewalk or restaurants, everyone's hunched over, staring at their hand. it's just a much more human way to interact with the world than how you see people especially around new york just walking on the sidewalk or restaurants everyone's hunched over staring at their hand We're incredibly excited to get these out to the world. we're incredibly excited to get these out to the world We've been investing in every part of our business from our optical labs and from a supply chain standpoint, marrying the consumer electronics precision in standardization with the custom bespoke elements and nature of prescription lenses is not trivial, and so we've been standing up new processes there. We've designed display units and demo experiences for all of our stores. We've created an immersive digital experience that can showcase the technology, and we've been working hand in glove with our partners at Google and Samsung to ensure that these products are ready at scale. We're ready to go. This is a new category that we want to make sure that the launch experience is seamless and consistent and cohesive. We've been investing in every part of our business from our optical labs and from a supply chain standpoint, marrying the consumer electronics precision in standardization with the custom bespoke elements and nature of prescription lenses is not trivial, and so we've been standing up new processes there. we've been investing in every part of our business from our optical labs and from a supply chain standpoint marrying the consumer electronics precision in standardization with the custom bespoke elements and nature of prescription lenses is not trivial and so we've been standing up new processes there We've designed display units and demo experiences for all of our stores. we've designed display units and demo experiences for all of our stores We've created an immersive digital experience that can showcase the technology, and we've been working hand in glove with our partners at Google and Samsung to ensure that these products are ready at scale. we've created an immersive digital experience that can showcase the technology and we've been working hand in glove with our partners at google and samsung to ensure that these products are ready at scale We're ready to go. we're ready to go This is a new category that we want to make sure that the launch experience is seamless and consistent and cohesive. this is a new category that we want to make sure that the launch experience is seamless and consistent and cohesive One of the reasons that Google and Samsung were excited to partner with us was because of that customer experience we're able to deliver, and that this will be a controlled environment in each of our 300+ stores and online. That's the only place that people will be purchasing these products to start. Once we get the launch dynamics in a stable place, we can think about additional points of distribution. We're excited to drive a lot of traffic to our stores and generate lots of new customers once we get these launched. One of the reasons that Google and Samsung were excited to partner with us was because of that customer experience we're able to deliver, and that this will be a controlled environment in each of our 300+ stores and online. one of the reasons that google and samsung were excited to partner with us was because of that customer experience we're able to deliver and that this will be a controlled environment in each of our 300+ stores and online That's the only place that people will be purchasing these products to start. that's the only place that people will be purchasing these products to start Once we get the launch dynamics in a stable place, we can think about additional points of distribution. once we get the launch dynamics in a stable place we can think about additional points of distribution We're excited to drive a lot of traffic to our stores and generate lots of new customers once we get these launched. we're excited to drive a lot of traffic to our stores and generate lots of new customers once we get these launched

Speaker 3: Beyond the initial Google collaboration, how do you think about the long-term opportunity in Intelligent Eyewear? Is this an incremental category expansion beyond glasses, contacts, exams? Is it potentially larger than traditional eyewear over time? Just how do you think through that? Beyond the initial Google collaboration, how do you think about the long-term opportunity in Intelligent Eyewear? beyond the initial google collaboration how do you think about the long-term opportunity in intelligent eyewear Is this an incremental category expansion beyond glasses, contacts, exams? is this an incremental category expansion beyond glasses contacts exams Is it potentially larger than traditional eyewear over time? is it potentially larger than traditional eyewear over time Just how do you think through that? just how do you think through that

Speaker 2: Yeah. We believe this is a transformative opportunity for our business and the optical industry as a whole. That this is a computing device that's native for the AI era. For the first time since the iPhone was introduced, is going to unbundle a lot of the functionality that has increasingly been stuffed into a phone form factor. People will still walk around with phones, but you'll be able to keep them in your pocket for most of the time. That there's going to be really widespread adoption of Intelligent Eyewear, and we believe we're best positioned to capture that demand, given the eyewear-first nature of this category. Yeah. yeah We believe this is a transformative opportunity for our business and the optical industry as a whole. we believe this is a transformative opportunity for our business and the optical industry as a whole That this is a computing device that's native for the AI era. that this is a computing device that's native for the ai era For the first time since the iPhone was introduced, is going to unbundle a lot of the functionality that has increasingly been stuffed into a phone form factor. for the first time since the iphone was introduced is going to unbundle a lot of the functionality that has increasingly been stuffed into a phone form factor People will still walk around with phones, but you'll be able to keep them in your pocket for most of the time. people will still walk around with phones but you'll be able to keep them in your pocket for most of the time That there's going to be really widespread adoption of Intelligent Eyewear, and we believe we're best positioned to capture that demand, given the eyewear-first nature of this category. that there's going to be really widespread adoption of intelligent eyewear and we believe we're best positioned to capture that demand given the eyewear-first nature of this category That it's different from watches or earbuds, in that the same form factor doesn't work for every face, and something that people wear on their face, people are going to want choice in design and aesthetics are going to be critically important. Comfort is critically important, and we have a lot of expertise there. Our partners in Google and Samsung appreciate that this is different from a phone or a watch. We believe that Google, in particular, has the best capability in terms of their software, their operating system, and their AI capabilities that will be hard for anyone else to match. We're very enthusiastic about how big this opportunity is. That it's different from watches or earbuds, in that the same form factor doesn't work for every face, and something that people wear on their face, people are going to want choice in design and aesthetics are going to be critically important. that it's different from watches or earbuds in that the same form factor doesn't work for every face and something that people wear on their face people are going to want choice in design and aesthetics are going to be critically important Comfort is critically important, and we have a lot of expertise there. comfort is critically important and we have a lot of expertise there Our partners in Google and Samsung appreciate that this is different from a phone or a watch. our partners in google and samsung appreciate that this is different from a phone or a watch We believe that Google, in particular, has the best capability in terms of their software, their operating system, and their AI capabilities that will be hard for anyone else to match. we believe that google in particular has the best capability in terms of their software their operating system and their ai capabilities that will be hard for anyone else to match We're very enthusiastic about how big this opportunity is. we're very enthusiastic about how big this opportunity is

Speaker 3: Switching gears to store expansion, that still is a core driver to the business. You opened 14 stores in the first quarter. Long-term goal to add roughly 50 per year. You've discussed 900+ as the long-term TAM. Just talk a little bit more about the store playbook, productivity with the recent openings, target markets, and just any evolution in the unit economics versus a couple of years ago. Switching gears to store expansion, that still is a core driver to the business. switching gears to store expansion that still is a core driver to the business You opened 14 stores in the first quarter. you opened 14 stores in the first quarter Long-term goal to add roughly 50 per year. long-term goal to add roughly 50 per year You've discussed 900+ as the long-term TAM. you've discussed 900+ as the long-term tam Just talk a little bit more about the store playbook, productivity with the recent openings, target markets, and just any evolution in the unit economics versus a couple of years ago. just talk a little bit more about the store playbook productivity with the recent openings target markets and just any evolution in the unit economics versus a couple of years ago

Speaker 1: Yeah, I can take that one. The stores really is a strategic asset for us. A large portion of our capital expenditures every year go into opening and remodeling our existing stores. Just to put in perspective, about 3/4 of our volume in terms of revenue actually comes from the retail channel. The balance actually comes from the digital channel. If you think about the evolution of our stores over time, we first opened stores only to sell glasses. Now that's evolved into contacts. That's evolved into new categories like performance sun. That's evolved into eye exams. One of the things that's really important to us is that over 90% of our stores now actually have access to exams, which is a real opportunity for us because there are a lot of our customers who shop with us every year that actually don't know we offer exams. Yeah, I can take that one. yeah i can take that one The stores really is a strategic asset for us. the stores really is a strategic asset for us A large portion of our capital expenditures every year go into opening and remodeling our existing stores. a large portion of our capital expenditures every year go into opening and remodeling our existing stores Just to put in perspective, about 3/4 of our volume in terms of revenue actually comes from the retail channel. just to put in perspective about 3/4 of our volume in terms of revenue actually comes from the retail channel The balance actually comes from the digital channel. the balance actually comes from the digital channel If you think about the evolution of our stores over time, we first opened stores only to sell glasses. if you think about the evolution of our stores over time we first opened stores only to sell glasses Now that's evolved into contacts. now that's evolved into contacts That's evolved into new categories like performance sun. that's evolved into new categories like performance sun That's evolved into eye exams. that's evolved into eye exams One of the things that's really important to us is that over 90% of our stores now actually have access to exams, which is a real opportunity for us because there are a lot of our customers who shop with us every year that actually don't know we offer exams. one of the things that's really important to us is that over 90% of our stores now actually have access to exams which is a real opportunity for us because there are a lot of our customers who shop with us every year that actually don't know we offer exams What we do see is the most valuable customer starts with exams and buys other products. The attachment rate between products and exams is actually incredibly high. We're really migrating from a growth standpoint to not just selling glasses or contacts by themselves, but really adding to that portfolio with exams, and the stores are a perfect vehicle for that. What's also very interesting is the economics around the stores continue to be very attractive. We hold ourselves very accountable to making sure that the return on those stores far exceed our cost of capital, have very healthy NPV, and also making sure that we have a payback in and around 20 months in terms of payback and a contribution four-wall margin in and around 35% within two years. Vast majority of our stores meet that criteria, so we have a very healthy portfolio. What we do see is the most valuable customer starts with exams and buys other products. what we do see is the most valuable customer starts with exams and buys other products The attachment rate between products and exams is actually incredibly high. the attachment rate between products and exams is actually incredibly high We're really migrating from a growth standpoint to not just selling glasses or contacts by themselves, but really adding to that portfolio with exams, and the stores are a perfect vehicle for that. we're really migrating from a growth standpoint to not just selling glasses or contacts by themselves but really adding to that portfolio with exams and the stores are a perfect vehicle for that What's also very interesting is the economics around the stores continue to be very attractive. what's also very interesting is the economics around the stores continue to be very attractive We hold ourselves very accountable to making sure that the return on those stores far exceed our cost of capital, have very healthy NPV, and also making sure that we have a payback in and around 20 months in terms of payback and a contribution four- wall margin in and around 35% within two years. we hold ourselves very accountable to making sure that the return on those stores far exceed our cost of capital have very healthy npv and also making sure that we have a payback in and around 20 months in terms of payback and a contribution four- wall margin in and around 35% within two years Vast majority of our stores meet that criteria, so we have a very healthy portfolio. vast majority of our stores meet that criteria so we have a very healthy portfolio

Speaker 3: As we think about that store productivity, can you talk a little bit more about the exam capacity and now that that's in nearly 90% of stores, how is that impacting the store productivity? As we think about that store productivity, can you talk a little bit more about the exam capacity and now that that's in nearly 90% of stores, how is that impacting the store productivity? as we think about that store productivity can you talk a little bit more about the exam capacity and now that that's in nearly 90% of stores how is that impacting the store productivity

Speaker 1: It's really giving us a tremendous amount of access to be able to service a lot of customers who have eye exams. Today, the eye exam portion of our revenue is a single-digit number part of our business, but we now have the capacity and the technology with retinal imaging to be able to absorb tremendous amount of capacity. We've actually built ahead of demand in terms of our new store operations, but we're very excited about building greater awareness among customers who currently shop with us and customers who will shop with us in the future to actually add exams to their portfolio. Those customers are just much stickier. They come more often, they spend more with us, it's a great opportunity for us to continue to drive the returns from those investments. It's really giving us a tremendous amount of access to be able to service a lot of customers who have eye exams. it's really giving us a tremendous amount of access to be able to service a lot of customers who have eye exams Today, the eye exam portion of our revenue is a single-digit number part of our business, but we now have the capacity and the technology with retinal imaging to be able to absorb tremendous amount of capacity. today the eye exam portion of our revenue is a single-digit number part of our business but we now have the capacity and the technology with retinal imaging to be able to absorb tremendous amount of capacity We've actually built ahead of demand in terms of our new store operations, but we're very excited about building greater awareness among customers who currently shop with us and customers who will shop with us in the future to actually add exams to their portfolio. we've actually built ahead of demand in terms of our new store operations but we're very excited about building greater awareness among customers who currently shop with us and customers who will shop with us in the future to actually add exams to their portfolio Those customers are just much stickier. those customers are just much stickier They come more often, they spend more with us, it's a great opportunity for us to continue to drive the returns from those investments. they come more often they spend more with us it's a great opportunity for us to continue to drive the returns from those investments

Speaker 2: If you look at the rest of the category, it's really driven by exam patients and customers. There's very little kind of browsing and casual shopping that happens in an optical shop, whether that's an independent or a LensCrafters. People are going there. They're starting their journey by booking an exam. They're generally very low traffic, low customer counts. These are high-value customers. Once someone gets an exam, across the category, over 70% of them buy glasses at the same place at the same time that they get that exam. These are high transaction values. For us, historically, the vast majority of our business came from people that had gotten an exam elsewhere, have had to have the awkward conversation with a doctor about why they're not buying glasses from them, come to one of our stores or our website. If you look at the rest of the category, it's really driven by exam patients and customers. if you look at the rest of the category it's really driven by exam patients and customers There's very little kind of browsing and casual shopping that happens in an optical shop, whether that's an independent or a LensCrafters. there's very little kind of browsing and casual shopping that happens in an optical shop whether that's an independent or a lenscrafters People are going there. people are going there They're starting their journey by booking an exam. they're starting their journey by booking an exam They're generally very low traffic, low customer counts. they're generally very low traffic low customer counts These are high-value customers. these are high-value customers Once someone gets an exam, across the category, over 70% of them buy glasses at the same place at the same time that they get that exam. once someone gets an exam across the category over 70% of them buy glasses at the same place at the same time that they get that exam These are high transaction values. these are high transaction values For us, historically, the vast majority of our business came from people that had gotten an exam elsewhere, have had to have the awkward conversation with a doctor about why they're not buying glasses from them, come to one of our stores or our website. for us historically the vast majority of our business came from people that had gotten an exam elsewhere have had to have the awkward conversation with a doctor about why they're not buying glasses from them come to one of our stores or our website Now, we've really invested in standing up that exam business and are seeing that drive meaningful growth for us amongst those highest value customers. As Adrian said, we have a lot of customers who have been buying glasses from us for years that don't realize that we offer exams, and so there's still a very significant awareness opportunity for us. Now, we've really invested in standing up that exam business and are seeing that drive meaningful growth for us amongst those highest value customers. now we've really invested in standing up that exam business and are seeing that drive meaningful growth for us amongst those highest value customers As Adrian said, we have a lot of customers who have been buying glasses from us for years that don't realize that we offer exams, and so there's still a very significant awareness opportunity for us. as adrian said we have a lot of customers who have been buying glasses from us for years that don't realize that we offer exams and so there's still a very significant awareness opportunity for us

Speaker 3: On Target, the first five shop-in-shops opened the back half of last year, I think more to come in 2026. Can you talk about what you learned from that initial grouping of stores and how that informs your pace of expansion? On Target, the first five shop-in-shops opened the back half of last year, I think more to come in 2026. on target the first five shop-in-shops opened the back half of last year i think more to come in 2026 Can you talk about what you learned from that initial grouping of stores and how that informs your pace of expansion? can you talk about what you learned from that initial grouping of stores and how that informs your pace of expansion

Speaker 1: Yeah, it's still quite early, actually. We're still learning about how this model works. We have it spread across a number of geographies in a number of different formats. One of the most attractive things about what we've seen is that we are seeing a healthy number of new customers that we've not seen before. Most of those stores are not even open a year yet, really it's just a learning opportunity for us at this point. Yeah, it's still quite early, actually. yeah it's still quite early actually We're still learning about how this model works. we're still learning about how this model works We have it spread across a number of geographies in a number of different formats. we have it spread across a number of geographies in a number of different formats One of the most attractive things about what we've seen is that we are seeing a healthy number of new customers that we've not seen before. one of the most attractive things about what we've seen is that we are seeing a healthy number of new customers that we've not seen before Most of those stores are not even open a year yet, really it's just a learning opportunity for us at this point. most of those stores are not even open a year yet really it's just a learning opportunity for us at this point

Speaker 3: Looking at gross margin, Adrian, gross margin did compress a bit in Q1 on doctor headcount, some occupancy deleverage, tariffs, these investments in exam capacity. Can you walk through some of the building blocks of gross margin as we think about the balance of 2026? What are the puts and takes, and where do you see margin going over the medium term? Looking at gross margin, Adrian, gross margin did compress a bit in Q1 on doctor headcount, some occupancy deleverage, tariffs, these investments in exam capacity. looking at gross margin adrian gross margin did compress a bit in q1 on doctor headcount some occupancy deleverage tariffs these investments in exam capacity Can you walk through some of the building blocks of gross margin as we think about the balance of 2026? can you walk through some of the building blocks of gross margin as we think about the balance of 2026 What are the puts and takes, and where do you see margin going over the medium term? what are the puts and takes and where do you see margin going over the medium term

Speaker 1: Yeah, absolutely. Q1 was quite unusual from the perspective of inclement weather just really impacted our operations like it did for most consumer businesses. There were certainly a number of days where we had closed labs and closed stores, so that was really the major driver of the deleverage. Outside of the weather, what you see is a business that's growing low double digits. That's pretty consistent with our algorithm. As we think about looking ahead, there are a number of factors that we should actually see gross margin expansion as we actually compare to last year, which will progress through the rest of the year. One is that we're operating this year in a more favorable tariff environment versus where we were last year. We would expect that to be favorable as we look to the future of the year. Yeah, absolutely. yeah absolutely Q1 was quite unusual from the perspective of inclement weather just really impacted our operations like it did for most consumer businesses. q1 was quite unusual from the perspective of inclement weather just really impacted our operations like it did for most consumer businesses There were certainly a number of days where we had closed labs and closed stores, so that was really the major driver of the deleverage. there were certainly a number of days where we had closed labs and closed stores so that was really the major driver of the deleverage Outside of the weather, what you see is a business that's growing low double digits. outside of the weather what you see is a business that's growing low double digits That's pretty consistent with our algorithm. that's pretty consistent with our algorithm As we think about looking ahead, there are a number of factors that we should actually see gross margin expansion as we actually compare to last year, which will progress through the rest of the year. as we think about looking ahead there are a number of factors that we should actually see gross margin expansion as we actually compare to last year which will progress through the rest of the year One is that we're operating this year in a more favorable tariff environment versus where we were last year. one is that we're operating this year in a more favorable tariff environment versus where we were last year We would expect that to be favorable as we look to the future of the year. we would expect that to be favorable as we look to the future of the year We also are pushing the mix towards higher value, higher margin products. We're seeing continued penetration with our progressive product. We've introduced our Warby Parker Sport product, which has very healthy margins. Our lens enhancements are actually quite attractive to customers. Those are the kinds of choices that customers make that contribute to that margin profile. The third thing is we're also investing in innovation and efficiencies within our labs. We're bringing a number of those capabilities online, particularly in the back half of the year, which will also enhance our margin performance. The last thing is we've had a lot of innovation with our Add a Pair and Save offer, which we introduced in mid-April. Effectively, we have customers with a second pair that get 20% off that pair of equal or lesser value. We also are pushing the mix towards higher value, higher margin products. we also are pushing the mix towards higher value higher margin products We're seeing continued penetration with our progressive product. we're seeing continued penetration with our progressive product We've introduced our Warby Parker Sport product, which has very healthy margins. we've introduced our warby parker sport product which has very healthy margins Our lens enhancements are actually quite attractive to customers. our lens enhancements are actually quite attractive to customers Those are the kinds of choices that customers make that contribute to that margin profile. those are the kinds of choices that customers make that contribute to that margin profile The third thing is we're also investing in innovation and efficiencies within our labs. the third thing is we're also investing in innovation and efficiencies within our labs We're bringing a number of those capabilities online, particularly in the back half of the year, which will also enhance our margin performance. we're bringing a number of those capabilities online particularly in the back half of the year which will also enhance our margin performance The last thing is we've had a lot of innovation with our Add a Pair and Save offer, which we introduced in mid-April. the last thing is we've had a lot of innovation with our add a pair and save offer which we introduced in mid-april Effectively, we have customers with a second pair that get 20% off that pair of equal or lesser value. effectively we have customers with a second pair that get 20% off that pair of equal or lesser value For us, it's been accretive on the margin side, but also has helped us increase our average order value as well. For us, it's been accretive on the margin side, but also has helped us increase our average order value as well. for us it's been accretive on the margin side but also has helped us increase our average order value as well

Speaker 3: I want to ask about vision insurance. Insurance penetration, that's been a multi-year opportunity for Warby. Industry mix, I think, is over 50% insurance paid. You've historically been more under-penetrated there. You've made big progress. Versant Health partnership last year, I think nearly doubled in-network lives for Warby. Could you give us an update on the insurance carrier expansion, the impact on the customer that you've seen, and any major carrier integrations on the near-term roadmap that could accelerate the mix? I want to ask about vision insurance. i want to ask about vision insurance Insurance penetration, that's been a multi-year opportunity for Warby. insurance penetration that's been a multi-year opportunity for warby Industry mix, I think, is over 50% insurance paid. industry mix i think is over 50% insurance paid You've historically been more under-penetrated there. you've historically been more under-penetrated there You've made big progress. you've made big progress Versant Health partnership last year, I think nearly doubled in-network lives for Warby. versant health partnership last year i think nearly doubled in-network lives for warby Could you give us an update on the insurance carrier expansion, the impact on the customer that you've seen, and any major carrier integrations on the near-term roadmap that could accelerate the mix? could you give us an update on the insurance carrier expansion the impact on the customer that you've seen and any major carrier integrations on the near-term roadmap that could accelerate the mix

Speaker 2: Sure. Yeah, similar to my comment around the category being driven by exam customers, it is also driven by vision insurance where the vast majority of transactions start by someone looking at where they are in-network. The scale that we have been able to build without having that being a driving force, I think, speaks to the value proposition and the customer experience and the brand that we have been able to build. In a lot of ways, causing customers more friction to come to us than the traditional way that they are used to shopping for glasses. That being said, we want to make it as easy as possible for our customers to use their insurance benefits, and it has been a major priority for us. Sure. sure Yeah, similar to my comment around the category being driven by exam customers, it is also driven by vision insurance where the vast majority of transactions start by someone looking at where they are in-network. yeah similar to my comment around the category being driven by exam customers it is also driven by vision insurance where the vast majority of transactions start by someone looking at where they are in-network The scale that we have been able to build without having that being a driving force, I think, speaks to the value proposition and the customer experience and the brand that we have been able to build. the scale that we have been able to build without having that being a driving force i think speaks to the value proposition and the customer experience and the brand that we have been able to build In a lot of ways, causing customers more friction to come to us than the traditional way that they are used to shopping for glasses. in a lot of ways causing customers more friction to come to us than the traditional way that they are used to shopping for glasses That being said, we want to make it as easy as possible for our customers to use their insurance benefits, and it has been a major priority for us. that being said we want to make it as easy as possible for our customers to use their insurance benefits and it has been a major priority for us As we open more stores, as we have more doctors, as we have a broader assortment of glasses and contacts, we become more similar to the providers that vision insurance carriers are used to working with. There are more employees that are complaining to their benefits manager that they want to use their in-network benefits at Warby Parker, and they're upset that they're not able to. Those benefits managers call their account manager at VSP and EyeMed and I'd say we are increasingly having fruitful conversations with the leadership teams at the carriers where we're not in-network yet. We have some pilots in place that we're excited about and see opportunities to add additional in-network lives over time. We don't want to wait for that, and so in the meantime, we're also making it easier for people to use their out-of-network benefits with us. As we open more stores, as we have more doctors, as we have a broader assortment of glasses and contacts, we become more similar to the providers that vision insurance carriers are used to working with. as we open more stores as we have more doctors as we have a broader assortment of glasses and contacts we become more similar to the providers that vision insurance carriers are used to working with There are more employees that are complaining to their benefits manager that they want to use their in-network benefits at Warby Parker, and they're upset that they're not able to. there are more employees that are complaining to their benefits manager that they want to use their in-network benefits at warby parker and they're upset that they're not able to Those benefits managers call their account manager at VSP and EyeMed and I'd say we are increasingly having fruitful conversations with the leadership teams at the carriers where we're not in-network yet. We have some pilots in place that we're excited about and see opportunities to add additional in-network lives over time. those benefits managers call their account manager at vsp and eyemed and i'd say we are increasingly having fruitful conversations with the leadership teams at the carriers where we're not in-network yet. we have some pilots in place that we're excited about and see opportunities to add additional in-network lives over time We don't want to wait for that, and so in the meantime, we're also making it easier for people to use their out-of-network benefits with us. we don't want to wait for that and so in the meantime we're also making it easier for people to use their out-of-network benefits with us Until a few weeks ago, if you were not in-network with us, we would tell you that you would still get significant value shopping at Warby Parker, and you could submit for out-of-network reimbursement on your own, but we couldn't tell you how much you would receive in reimbursement. Now we can look up your exact benefit plan, tell you that you'll get $100 back on your frames and $75 back on your lenses, and our team can actually submit that reimbursement on your behalf. That's been really well-received by our team and our customers, and I think there's a lot that we can do to expand awareness of how easy it is to use benefits at Warby. Until a few weeks ago, if you were not in-network with us, we would tell you that you would still get significant value shopping at Warby Parker, and you could submit for out-of-network reimbursement on your own, but we couldn't tell you how much you would receive in reimbursement. until a few weeks ago if you were not in-network with us we would tell you that you would still get significant value shopping at warby parker and you could submit for out-of-network reimbursement on your own but we couldn't tell you how much you would receive in reimbursement Now we can look up your exact benefit plan, tell you that you'll get $100 back on your frames and $75 back on your lenses, and our team can actually submit that reimbursement on your behalf. now we can look up your exact benefit plan tell you that you'll get $100 back on your frames and $75 back on your lenses and our team can actually submit that reimbursement on your behalf That's been really well-received by our team and our customers, and I think there's a lot that we can do to expand awareness of how easy it is to use benefits at Warby. that's been really well-received by our team and our customers and i think there's a lot that we can do to expand awareness of how easy it is to use benefits at warby

Speaker 3: Excellent. We only have a few seconds left, so I guess I'll just ask one final one. If you had to rank the top one or two value drivers for the next 24 months, what should they be? What milestones should investors be holding you accountable to over the next 12 to 24 months? Excellent. excellent We only have a few seconds left, so I guess I'll just ask one final one. we only have a few seconds left so i guess i'll just ask one final one If you had to rank the top one or two value drivers for the next 24 months, what should they be? if you had to rank the top one or two value drivers for the next 24 months what should they be What milestones should investors be holding you accountable to over the next 12 to 24 months? what milestones should investors be holding you accountable to over the next 12 to 24 months

Speaker 2: We think it's going to be a really exciting period for the company with a launch of a whole new category of Intelligent Eyewear that we believe is going to be very well-received and really be incremental to the core business. That's kind of a whole new value driver of growth and profitability. Then within the core business, we continue to see massive opportunity for us to roll out stores, build exams, scale insurance, and contact lenses, and expect that will all translate into incremental customer growth and revenue growth and profitability. We think it's going to be a really exciting period for the company with a launch of a whole new category of Intelligent Eyewear that we believe is going to be very well-received and really be incremental to the core business. we think it's going to be a really exciting period for the company with a launch of a whole new category of intelligent eyewear that we believe is going to be very well-received and really be incremental to the core business That's kind of a whole new value driver of growth and profitability. that's kind of a whole new value driver of growth and profitability Then within the core business, we continue to see massive opportunity for us to roll out stores, build exams, scale insurance, and contact lenses, and expect that will all translate into incremental customer growth and revenue growth and profitability. then within the core business we continue to see massive opportunity for us to roll out stores build exams scale insurance and contact lenses and expect that will all translate into incremental customer growth and revenue growth and profitability

Speaker 3: Okay. I think we can leave it there. Please join me in thanking Dave and Adrian. Management will be available for a brief breakout session next door in the Astor Suite. Thanks for joining us Okay. okay I think we can leave it there. i think we can leave it there Please join me in thanking Dave and Adrian. please join me in thanking dave and adrian Management will be available for a brief breakout session next door in the Astor Suite. management will be available for a brief breakout session next door in the astor suite Thanks for joining us thanks for joining us