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  "docSlug": "e1e74a335d1b286a2b866ebe6978ddaa",
  "documentTitle": "SmileDirectClub | Results Presentation Deck | 27 slides",
  "authorId": "smiledirectclub",
  "authorName": "SmileDirectClub",
  "documentKindSlug": "conference-presentation",
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  "sourceTypeSlug": "investor_relations",
  "sourceTypeLabel": "Investor relations",
  "presentationDate": "2020-11-01 00:00:00",
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  "pageNumber": 11,
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  "density": "overcrowded",
  "nDataPoints": 21,
  "notes": "The slide shows a combination of a data table (referrals and shop count) and a combo chart (bar for absolute spend, line for % of revenue).",
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  "slideHref": "/slides/019de510-2cb6-742c-b2d5-c10f3bce9397/11",
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  "components": [
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        "h": 0.45,
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      "kind": "chart",
      "text": "Marketing & selling expenses combo chart showing absolute spend in $ and % of net revenue.",
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      "kind": "list",
      "text": "We expect to continue to perform well against the long-term targets that we have previously provided in the quarters to come. Our long-term target of 40-45% of revenue remains intact.",
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      "kind": "list",
      "text": "Marketing and selling expenses came in at $67 million or 40% of net revenue in the quarter, compared to 73% of net revenue in Q3 of 2019. This demonstrates the leverage in sales and marketing spend that we have discussed historically.",
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      "text": "Even with this reduced spend approximately ~70% of club members who purchased in Q3 were new leads. This is close to where we have been historically, but off reduced sales and marketing spend as a percent of revenue. This reflects the sustainability of lower sales and marketing spend as a percent of revenue to support our revenue growth going forward.",
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      "kind": "table",
      "text": "Quarterly table showing Referrals as a % of Aligner Orders and SmileShop Count from Q1 2019 to Q3 2020.",
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      "text": "Marketing & selling.",
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