Investor Presentation Q4 2024 As of March 11, 2025 Exhibit 99.2
CONFIDENTIAL All information in this presentation is as of March 11, 2025. Forward-Looking Statements Certain statements included in this presentation are forward-looking statements for purposes of the safe harbor provisions under the United States Private Securities Litigation Reform Act of 1995. Forward-looking statements are statements other than statements about historical fact. The forward looking statements in this presentation include, but are not limited to, statements regarding year-over-year revenue growth in fourth quarter of 2025, 2025 positive Adjusted EBITDA, prioritizing human health, scaling our marketplace, transitioning to Shopify, increases in selection, focus on profitability and cash flow, stabilization of revenue, consistent profitable revenue growth, scaling our advertising investment with a high return, maintaining operating and expense discipline, optimizing growth in 2025, growing product mix through third-party expansion, owned brand innovation and acquisitions, strengthening customer loyalty, future conversion improvement, first quarter 2025 revenue being the lowest revenue quarter, improvement of revenue through the second and third quarters of 2025, year-over-year growth in the low single digit percentage range in the fourth quarter of 2025, full year 2025 revenue being flat to down in the mid–single digit percentage range year-over-year, and 2025 Adjusted EBITDA being in the breakeven to low-single digit millions range. These forward-looking statements are subject to a number of risks and uncertainties, and you should not rely upon the forward-looking statements as predictions of future events. The future events and trends discussed in this presentation may not occur and actual results could differ materially and adversely from those anticipated or implied in the forward-looking statements. Grove cannot guarantee that future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. Except as required by law, Grove disclaims any obligation to update these forward-looking statements to reflect future events or circumstances. The forward-looking statements are subject to a number of risks and uncertainties, including: potential disruptions relating to the implementation of Shopify, changes in business, market, financial, political and legal conditions; risks relating to the uncertainty of the projected financial information; Grove’s ability to successfully expand its business; competition; risks relating to growing inflation and rising interest rates; risks relating to the Shopify transition and those factors discussed in documents of Grove filed, or to be filed, with the U.S. Securities and Exchange Commission. If any of these risks materialize or our assumptions prove incorrect, actual results could differ materially from the results implied by these forward-looking statements. These forward-looking statements should not be relied upon as representing Grove’s assessments as of any date subsequent to the date of this presentation. Non-GAAP Information Grove uses certain non-GAAP measures in this presentation including Adjusted EBITDA. Grove believes the presentation of its non-GAAP financial measures enhances investors' overall understanding of the company's historical financial performance. The presentation of the company's non-GAAP financial measures is not meant to be considered in isolation or as a substitute for the company's financial results prepared in accordance with GAAP, and the company's non-GAAP measures may be different from non-GAAP measures used by other companies. Reconciliations of these non-GAAP financial measures to the most comparable GAAP measures, may be found in the Appendix at the end of this presentation. Safe Harbor Statement/Non-GAAP Measures
Grove’s transformation fuels momentum for 2025 and beyond 2024 ● Sequential revenue growth in fourth quarter ● $1.3M positive adjusted EBITDA in FY24 ● Positive Operating Cash Flow in last three quarters of 2024 ● Removed default subscriptions and opened business model ● Optimized own Fulfillment Center network ● Paid off term debt ($72M) 2025 ● Expect Year-over-year growth in fourth quarter and full year positive Adjusted EBITDA ● Prioritize human health in addition to environmental health ● Scale our marketplace with two acquisitions completed in first quarter ● Complete transition to Shopify platform
CONFIDENTIAL Our journey to building a healthier home and planet Transformed business model by shifting away from default subscriptions and pre-set baskets. 2024 Became a Public Benefit Corporation reinforcing its commitment to environmental and social impact. 2021 Officially became a Certified B Corporation, affirming our high standards for social and environmental performance. 2014 Founded as ePantry to deliver healthy, sustainable home essentials directly to consumers. 2012 Prioritizing environmental and human health, making Grove the destination for conscientious consumers. 2025 and Beyond Grove Collaborative rebranded and launched first-party brand products in the home cleaning category. 2016
Our mission is to transform the products you use every day into a force for environmental and human health. Your home, healthier.
CONFIDENTIAL Grove Collaborative: The leading platform for conscientious consumers A differentiated alternative to Amazon and mass retailers. Helping consumers reduce exposure to chemical additives and microplastics. Every product meets rigorous standards for health, sustainability, and performance. Leading the way Beyond Plastic™A higher standard Vetted essentials for a healthier home, body, and planet
CONFIDENTIAL Empowering customers to create a healthier home and planet The mindful shopper wants healthy, sustainable products, but faces obstacles. CURATED QUALITY We vet every product for safety and sustainability, from PFAS-free cookware to glass baby bottles. provides: HARMFUL INGREDIENTS in many products GREENWASHING and misleading claims DIFFICULTY FINDING high-quality, truly sustainable solutions BEYOND PLASTIC™ Beyond Plastic™ badges allow customers to easily reduce plastic in their homes, lessening exposure to chemical additives and microplastics. EDUCATIONAL SUPPORT Science-backed guidance for confident choices backed by physicians and nutritionists. PERSONALIZED HELP Tailored recommendations and auto-replenishment.
CONFIDENTIAL Expanding our reach to reflect our broader commitment to a healthier home and planet Human and Environmental Health BEFORE 5 million customers 2 reached through cleaning focus and subscription boxes 57 million conscientious consumers 1 want healthier, planet-friendly products for their families Note: (1) Halstead Strategy Group, 2021 (2) Number of lifetime customers who have placed an order with Grove prior to business model changing in March 2024 AFTER Better serve the remaining 52 million consumers with expanded human and environmental health offering
CONFIDENTIAL Consumers are prioritizing natural and sustainable products like never before Notes: (1) McKinsey, Consumers care about sustainability—and back it up with their wallets. (February 2023) (2) Deloitte, Creating value from sustainable products. (April 2023) cumulative growth over 5 years for products with sustainability-related claims 2 of U.S. consumers believe that living sustainably is important 1 80% +28% WELLNESS-DRIVEN PURCHASINGSUSTAINABILITY MATTERS Consumers are voting with their wallets—brands that align with sustainability and wellness are positioned for long-term growth.
CONFIDENTIAL Grove’s turnaround roadmap 2020-2021 PRIORITIZE REVENUE GROWTH - High marketing investment - Prioritized customer growth 2022-2023 DRIVE TO PROFITABILITY - Full P&L optimization - Prioritized return on marketing investment - Implemented cost discipline 2024-2025 TRANSFORMATION - Shift to open shopping experience - Expand focus to environmental and human health - Rapidly increase selection - Focus on profitability and cash flow - Repay term-debt - Stabilize revenue 2026 & Beyond PROFITABLE GROWTH - Consistent, profitable revenue growth - Scale advertising investment with high return on investment - Maintain operating and expense discipline
CONFIDENTIAL Successfully navigating our transformation to profitable growth REVENUE GROWTHBALANCE SHEET STRENGTHPROFITABILITY ENVIRONMENTAL & HUMAN HEALTH Positive 2024 Adjusted EBITDA of +$1.3M Q4 2024 marked the third consecutive quarter with positive operating cash flow $72M term debt repayment resulted in a stronger balance sheet and reduced interest expense entering 2025 Reduced inventory by $9.4M year-over-year, aligning our inventory levels with the current scale of our business First quarter of sequential revenue growth in Q4 2024, +2.5%, since Q1 2022 Expanded third-party brand offerings 30% y/y in Q4 compared to Q4 2023 Acquired Grab Green and 8Greens to strengthen product offerings Plastic intensity decreased year-over-year, even with increased third-party brand expansion Updating our tagline to "Your home, healthier™" to reflect our broader focus on human health and environmental health
CONFIDENTIAL MEASURING OUR IMPACT From strategic vision to financial results
CONFIDENTIAL Scaled back advertising while charting our path to profitable growth began in 2022 but accelerated in Q2 2023 +2.5% sequential revenue growth Cohort stabilization Revenue stabilizing as business optimizes for efficiency and lays foundation for growth Quarterly Revenue ($M)
CONFIDENTIAL Expense discipline driving Adjusted EBITDA and cash flow improvements Significant Adjusted EBITDA improvement Positive operating cash flow in last 3 quarters Operating Cash Flow ($M)Adjusted EBITDA ($M) 3 consecutive quarters of positive operating cash flow One-time expenses (Lease termination) and interest payments
CONFIDENTIAL Growth in customer value is unlocking revenue opportunities GROWING ORDER VALUE Note: (1) As of the last day of each reporting period, we determine our number of DTC Active Customers by counting the number of individual customers who submitted orders through our DTC platform, and for whom an order has shipped, at least once during the preceding 364-day period. DTC Net Revenue per Order INCREASED ENGAGEMENT HIGHER SPENDING +24% DTC Orders per Active Customer1 DTC Net Revenue per Active Customer1
CONFIDENTIAL Loyal customers and subscription growth driving long-term success INCREASING SUBSCRIPTION ENGAGEMENT 86% of orders now include one or more subscriptions STABLE VIP RENEWAL RATE 74% renewal rate Note: (1) Renewal rate is number of paid VIP renewals over the total number of VIP members with refunds removed (2) Existing customers only (2) Retently. 2024 NPS Benchmark. (March 2024) % of Orders with 1+ Subscriptions 2 VIP Renewal Rate 1 +800bps New Customer Net Promoter Score 3 HAPPY CUSTOMERS Business model change driving +30% increase in new customer satisfaction Business model changed
CONFIDENTIAL Improved efficiency fueling margin expansion and sustainable profit growth EXPANDING MARGINS CONTROLLING EXPENSES REDUCING INVENTORY Note: (1) 2022 includes $42.9M of Stock Based Compensation +470bps GAAP Gross Margin GAAP SG&A ($M) GAAP Inventory ($M) -65%
CONFIDENTIAL STRATEGIC FOCUS Building a trusted marketplace with a winning product mix
CONFIDENTIAL Our 2025 strategy is concentrated around three strategic initiatives 19 Empowering 57M conscientious consumers to create a healthier home and planet SCALE PLATFORM TO WIN Optimize growth with leading technology and strong operations GROW PRODUCT MIX Through third-party expansion, owned brand innovation and M&A BUILD CUSTOMER LOVE Strengthening loyalty through trust, storytelling, and personalized experiences MAKING GROVE THE PREFERRED CHOICE
CONFIDENTIAL 20 MARKETING FRAMEWORK EFFICIENT COST STRUCTURE Strategic cost optimization Streamlined workforce Skilled customer support BOX ECONOMICS 9+ units per order1 $67+ net revenue per order1 Low-cost shipping STREAMLINED OPERATIONS Optimized two-node fulfillment center network Efficient variable costs per order Guided, personalized experience Media mix informed by data science Robust mechanisms to drive repeat orders Targeted full-funnel approach Transition to Shopify Scalable technology stack Optimized User experience INDUSTRY-LEADING PLATFORM A higher standard: Where value meet values PLATFORM SCALED TO WIN Trusted, curated marketplace Note: (1) As of Q4 2024
CONFIDENTIAL GROW PRODUCT MIX Win in human health and wellness EXPAND NON-VMS Target white space categories to aid the customer journey of building and maintaining a healthy home environment, e.g. clean cooking, water bottles, and other durables VMS GROWTH Improve customer conversion through increased selection, increased marketing exposure, and enhanced content ADVISORY BOARD Experts for credibility and trust Ongoing product vetting, ingredient standards maintenance, and input
CONFIDENTIAL GROW PRODUCT MIX Third-party learning from VMS success VMS success lays the blueprint for further expansion into white space categories Customers trust us1: 89% of customers trust Grove for health and wellness needs. Increased order value: 20%+ higher net revenue per order. Stronger loyalty2: ~3x better lifetime value (LTV). Wellness: herbal formulas, protein bars, and wellness teas Baby: diapering and feeding Pet: dog and cat food Clean Cooking & Healthy Home Solutions: durables, water bottles, etc VMS Category Net Revenue per Order Meeting demand through rapid assortment expansion Adding 100+ brands and increasing assortment by 40% in 2025 Third Party Average Order ValueSKU count (1) Internal Survey - 2023 (2) 2.7x higher six month LTV for customers that purchase Wellness Products compared to those that have not.
CONFIDENTIAL Owned brands strategy evolution Building our portfolio of exclusive products CORE CLEANING: REFILLABLES AND CONCENTRATES EVOLUTION IN THE HOME: PAPER, TRASH, DURABLES Industry leading sustainability: meeting and exceeding eco-conscious expectations Seasonal scents create excitement New formats allowing for broader reach to customers Bamboo based paper enabling unique market offering Frequently used items drive subscriptions Engaging marketing content for customer acquisition MARGIN ACCRETIVE EXPANSION High margins enabling competitive pricing Wellness assortment driving into next generation category GROW PRODUCT MIX
CONFIDENTIAL Builds trust and relationships through education and inspiration Provides educational tips and swaps Bridges education and commerce Guide customers towards educational content, enabling informed purchasing decisions. BUILD CUSTOMER LOVE Earn trust through authentic content Deepen trust and brand authority with engaging, educational storytelling that inspires informed choices Product Rich EditorialsOrganic SocialHome Planet Blog PLPs and PDPs
CONFIDENTIAL Supplemental
26CONFIDENTIAL Financial outlook Revenue ➔ First quarter revenue is expected to be the lowest revenue quarter in 2025 and going forward, including the negative revenue impact of the Shopify transition. ➔ Revenue is expected to improve through the second and third quarters, leading to year-over-year growth in the low-single-digit percentage range in the fourth quarter ➔ Full-year 2025 revenue is expected to be approximately flat to down mid-single digit percentage year-over-year Adjusted EBITDA ➔ Full-year 2025 Adjusted EBITDA is expected to be in the breakeven to low-single digit millions range 2025 Guidance
CONFIDENTIAL Balance Sheet and Cash Balance Sheet Dec. 31, 2023 Dec. 31, 2024 Ending Cash, Cash Equivalents & Restricted Cash $94.9 million $24.3 million Outstanding Debt $79.5 million Term + ABL $7.5 million ABL Cash & Debt
CONFIDENTIAL Jeff Yurcisin, Chief Executive Officer Proven direct-to-consumer leadership as CEO of multiple billion-dollar brands, succeeding founders three times Experience overseeing owned brand creation, product development, and using tech to deliver a superior customer experience Passionate about the private sector being a force for good Tom Siragusa, Interim Chief Financial Officer Hands-on management of and strategic planning for Grove’s turnaround strategy across finance, accounting, and analytics Meticulous oversight of financial health, operational efficiency, and growth initiatives Managed engagements with companies ranging from small firms to large public corporations across strategy and transactions, including financial due diligence, as well as assurance services. Jason Buursma, Vice President, Marketing Broad experience across marketing functions, including individual and cross-functional channels, to build brands and customer bases Manages day-to-day integrated marketing across acquisition, retention, brand, and public relations channels to articulate Grove’s value proposition and offering to new and existing customers Former professional athlete with passion for team-building Scott Giesler, General Counsel Nearly 20 years of experience overseeing private and public ecommerce company legal functions Managed mergers, acquisitions, and other corporate reorganizations, initial public offerings, public and private company financing transactions, and public company governance. Leadership Team With Depth of Ecommerce Experience to Execute Jennifer Pann, Vice President, Merchandising & E-Commerce 25+ years of expertise working across product categories for merchandising, inventory, and supply chain for e-commerce and brick and mortar retailers Leads all aspects of physical product buying and merchandising for Grove, including owned brand innovation as well as third-party category and product expansion
CONFIDENTIAL Appendix
CONFIDENTIAL Adjusted EBITDA Reconciliation $MM (1) Note: (1) Totals in table may not sum due to rounding Q1 2023 Q2 2023 Q3 2023 Q4 2023 FY 2023 Q1 2024 Q2 2024 Q3 2024 Q4 2024 FY 2024 Net Loss ($13.1) ($10.9) ($9.8) ($9.5) ($43.2) ($3.4) ($10.1) ($1.3) ($12.6) ($27.4) Stock-Based Compensation $4.9 $4.9 $2.1 $3.6 $15.5 $3.1 $3.4 $2.8 $2.7 $12.0 Depreciation and Amortization $1.4 $1.4 $1.5 $1.5 $5.8 $2.2 $2.4 $2.8 $2.4 $9.8 Changes in Fair Value of Derivative Liabilities $0.3 ($1.7) $2.7 ($1.5) ($0.2) ($0.2) $0.0 ($7.8) ($1.9) ($9.9) Transaction Costs Allocated to Derivative Liabilities upon Business Combination ($3.7) — — — ($3.7) — — — — — Interest Income ($0.4) ($1.0) ($1.2) ($1.1) ($3.8) ($1.1) ($1.0) ($0.6) ($0.4) ($3.1) Interest Expense $3.7 $4.0 $4.1 $4.2 $16.1 $4.1 $4.1 $2.9 $1.6 $12.8 Restructuring Expenses $0.0 $0.6 — $3.2 $3.8 ($2.9) $2.2 $1.2 $1.6 $2.0 Loss on Extinguishment of Debt — — — — — — — — $5.0 $5.0 Provision for Income Taxes $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 $0.0 Litigation and legal settlement expenses — — $0.7 ($0.2) $0.5 — — — — — Adjusted EBITDA ($6.8) ($2.6) $0.2 $0.1 ($9.2) $1.9 $1.1 ($0.0) ($1.6) $1.3
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