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  "documentTitle": "SmileDirectClub | Investor Presentation Deck | 48 slides",
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  "presentationDate": "2023-02-01 00:00:00",
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      "text": "Referrals as a % of Aligner Orders\nQ1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022\n20% 21% 23% 22% 21% 21% 20% 20% 20% 21% 21% 20%",
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      "text": "Marketing & selling expenses ($ in millions)\n72% $142 32% $35 40% $67 43% $79 49% $97 55% $96 70% $96 79% $99 64% $97 57% $71 55% $58 74% $64\nQ1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022\nActual $ % of Net Revenue",
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      "text": "Marketing & selling expenses ($ in millions)\n$323 FY 2020 $388 FY 2021 $290 FY 2022",
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      "text": "smile\nDIRECT CLUB",
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      "text": "Regarding locations, we had 124 permanent SmileShop locations as of quarter end, compared to 117 locations at the end of Q3 2022",
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      "text": "Marketing and selling expenses were $64 million, or 74.1% of net revenue in the quarter compared to 78.6% of net revenue in Q4 2021.\nTotal spend was down $35mm as we continue to focus on marketing efficiency and rationalized store costs.\nQ4 higher spend as a % of revenue is due to the seasonal increase in preparation for higher volumes in Q1 associated with our “new year, new you\" campaign.",
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      "text": "We also held 32 pop-up events over the course of the quarter, for a total of 156 location sites at the end of the quarter.",
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      "text": "Full year costs were lower year over year due to the focus on efficiency measures throughout the year.",
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      "text": "Current Partner Network global locations are now 1,078 active or pending training which represents a net increase of 128 locations from Q3 2022\nIncreased Partner Network growth driven by new CarePlus rollout targeted for 1H 2023",
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