Etsy (ETSY) investor relations material

Leadership vision and growth strategy

• CEO's 15-year tenure has provided deep insight into customer needs and business evolution.

• Four key priorities for growth: earlier shopper engagement, improved buyer-inventory matching, rewarding valuable users, and amplifying Etsy's differentiation through human connection.

• Emphasis on leveraging customer value to drive long-term business and shareholder value.

• Recent diagnostic work led to a renewed focus on these strategic priorities.

• Growth is expected to accelerate by doubling down on these priorities through 2026.

Operational performance and technology

• Sequential improvement in growth, from -9% in Q1 to positive in Q4, driven by discovery and matching initiatives.

• App engagement up 19% and marketing channel clicks up 25% year-over-year, powered by ML-driven recommendations.

• Buyer acquisition improved, with gross adds up 3% year-on-year in Q4.

• Mobile app users have 40% higher LTV, but half of customers are not yet using the app.

• AI and LLMs are enabling richer buyer and inventory understanding, improving search and discovery.

Financials and capital allocation

• Sale of Depop to eBay provided a $1.2 billion cash infusion, about double annual free cash flow.

• Proceeds expected to be used for general corporate purposes, balance sheet management, and stock repurchases.

• Equity base reduced by almost 20% over 24 months through buybacks.

• EBITDA margin guidance for 2024 is 28%-30%, consistent with prior year.

• Over $400 million planned investment in Etsy product in 2024.