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  "documentTitle": "SmileDirectClub | Results Presentation Deck | 23 slides",
  "authorId": "smiledirectclub",
  "authorName": "SmileDirectClub",
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  "sourceTypeLabel": "Investor relations",
  "presentationDate": "2020-08-01 00:00:00",
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  "nDataPoints": 24,
  "notes": "Includes a table of operational metrics and a combo chart showing absolute spend vs percentage of revenue.",
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  "slideHref": "/slides/019de50f-ee2b-739b-a363-e177ec55e0ee/15",
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      "text": "Demonstrates the leverage in sales and marketing spend that we have discussed historically. Even with this reduced spend approximately 60% of club members who purchased in Q2 were new leads. This is close to where we have been historically, but driven by reduced sales and marketing spend.",
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      "text": "Reflects the sustainability of lower sales and marketing spend to support our revenue growth going forward.",
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      "text": "Marketing and selling expenses came in at $35 million or 32% of net revenue in the quarter, compared to 72% of net revenue in Q1 of 2020. Sequentially, marketing and selling as a percentage of revenue declined by 55%.",
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      "kind": "list",
      "text": "Our long-term target of 40-45% of revenue remains intact.",
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      "text": "We expect to continue to perform well against the long-term targets that we have previously provided in the quarters to come.",
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      "text": "Quarterly table showing Referrals as a % of Aligner Orders and SmileShop Count from Q1 2019 to Q2 2020.",
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