Build-A-Bear Workshop (BBW) investor relations material

Brand strength and market position

• Achieved over 90% aided brand awareness and is recognized as the #1 North American toy retailer.

• Generates approximately 100 million store and web visits annually, with 80% of store visits being planned.

• Maintains over 20 million loyalty members and is considered one of the 20 most influential retailers in North America.

• Brand is multi-generational, with 30 billion annual media and PR impressions, and strong pop culture relevance.

Financial performance and growth

• Fiscal 2025 marked the fifth consecutive record year, with revenue of $529.8M (+6.7%) and EBITDA of $81.4M (15.4% margin).

• Free cash flow reached $39.5M, and $39M was returned to shareholders in 2025.

• Net retail sales grew 50% from 2019 to $486M, and third-party revenue increased 191% to $44M.

• ROIC was 27.2% in 2025, with consistent returns positioning for further growth.

Business diversification and expansion

• About 40% of sales are to teens and adults, with web demand doubling from 2019 to 2025.

• Operates 379 corporate and 295 third-party locations across 37 countries as of Q2 2026.

• Expanded store formats include tourist locations, concourse shops, shop-in-shops, ATMs, and wholesale.

• Net new unit growth in 2025 was 64 locations, with guidance for at least 50 new units in 2026.