Revenue increased 13.7% to $149.6 million
Active customers increased 8.7% to
2.26 million
Warby Parker Inc. (NYSE: WRBY) (the “Company”), a
direct-to-consumer lifestyle brand focused on vision for all, today
announced financial results for the second quarter ended June 30,
2022.
“Q2 was another quarter where Warby Parker made strong progress
against our core strategic growth initiatives, gained market share,
and delighted customers despite shifts in consumer spending,” said
Co-Founder and Co-CEO Neil Blumenthal.
“We offer products and services people need to see, and believe
we offer unparalleled value and a superior customer experience that
well position us over the long term. Our team remains focused on
sustainable growth, expanding profitability, and providing vision
for all,” added Co-Founder and Co-CEO Dave Gilboa.
Second Quarter 2022
Highlights
- Net revenue increased $18.1 million, or 13.7%, to $149.6
million compared to second quarter 2021 and increased 19.1% on a
3-year CAGR basis compared to the second quarter of 2019.
- Increased active customers 8.7% to 2.26 million year over
year.
- Average revenue per customer increased 8.2% year over year to
$254.
- Q2 2022 GAAP net loss of $32.2 million.
- Q2 2022 adjusted EBITDA(1) of $5.9 million and an adjusted
EBITDA margin of 4.0%.
- Opened 9 new stores during the quarter, ending the quarter with
178 stores.
- More than doubled revenue of our contact lens offering.
- Maintained a Net Promoter Score of 80.
Second Quarter 2022 Financial
Results
For the second quarter of 2022, compared to the second quarter
of 2021:
- Net revenue increased $18.1 million, or 13.7%, to $149.6
million.
- Active customers increased by 180,000, or 8.7%, to 2.26
million.
- Gross profit dollars increased 10.6% to $86.3 million.
- Gross margin was 57.7% compared to 59.3% in the prior year. The
decline in gross margin was primarily driven by the increased
penetration of contact lenses, which carry lower gross margins than
eyeglasses, reflecting Warby Parker’s strategy to grow its contact
lens offering, the impact of the growth in the Company's store
count driving higher store occupancy and depreciation costs, and an
increase in salary and benefit costs associated with optometrists
as we scale our eye exam offering across our fleet. This was
partially offset by the scaling of progressive lenses and leverage
from the Company’s in-house optical laboratory network.
- Selling, general and administrative expenses (“SG&A”)
increased $31.6 million to $118.4 million, primarily driven by an
increase of $16.2 million in stock-based compensation expense and
related employer payroll taxes and $3.3 million of charitable
expenses for the donation of stock to the Warby Parker Impact
Foundation, partially offset by $4.1 million of costs incurred in
the first quarter of 2021 associated with our direct listing.
Excluding these expenses in both years, SG&A increased $16.2
million to $88.5 million, on an adjusted basis(1). On this basis,
SG&A as a percentage of revenue increased 420 basis points to
59.2% from 55.0%, primarily due to an increase in salary expense
for our retail employees due to the growth in our store count,
increased corporate overhead expenses, mostly related to costs we
incurred to operate as a public company, which we did not incur in
Q2 2021, and investments in our technology infrastructure. These
costs were partially offset by reduced costs of the Company’s Home
Try-On program.
- Net loss increased $21.9 million to $32.2 million, primarily as
a result of the increase in SG&A described above.
- Adjusted EBITDA(1) decreased $4.9 million to $5.9 million.
- Adjusted EBITDA margin(1) decreased 420 basis points to
4.0%.
Balance Sheet Highlights
Warby Parker ended the second quarter of 2022 with $211.6
million in cash and cash equivalents.
Updated 2022 Outlook
For the full year 2022, Warby Parker is revising its outlook to
the following:
- Net revenue of $584 to $595 million, representing growth of 8%
to 10% versus full year 2021.
- Adjusted EBITDA margin(1) of approximately 3.8% to 4.4%, or
Adjusted EBITDA(1) of approximately $22 to $26 million, which
includes an estimated impact of approximately $7.5 million related
to the disruption caused by Omicron to the start of the year.
- 40 new store openings bringing total store count to 201.
“We are pleased that our second quarter top-line performance was
in-line with our expectations and adjusted EBITDA was ahead,
especially given the uncertain macroeconomic environment,” said
Chief Financial Officer Steve Miller. “In light of these
challenges, we have rationalized our expense base and adopted a new
outlook on the remainder of the year. As a leadership team, we are
taking a disciplined approach to managing costs to set us up for
sustainable growth and profitability.”
The guidance and forward-looking statements made in this press
release and on our conference call are based on management's
expectations as of the date of this press release.
(1) Please see the reconciliation of non-GAAP financial measures
to the most comparable GAAP financial measure in the section titled
“Non-GAAP Financial Measures” below.
Webcast and Conference
Call
A conference call to discuss Warby Parker’s second quarter 2022
results as well as third quarter and full year 2022 outlook is
scheduled for 8:00 a.m. ET today. To participate, please dial
844-200-6205 from the U.S. or 929-526-1599 from international
locations. The conference passcode is 175643. A live webcast of the
conference call will be available on the investors section of the
Company’s website at investors.warbyparker.com where presentation
materials will also be posted prior to the conference call. A
replay will be made available online approximately two hours
following the live call for a period of 90 days.
Forward-Looking
Statements
This press release and the related conference call, webcast and
presentation contain forward-looking statements within the meaning
of Section 27A of the Securities Act of 1933, as amended, and
Section 21E of the Securities Exchange Act of 1934, as amended.
These statements may relate to, but are not limited to,
expectations of future operating results or financial performance,
including expectations regarding achieving profitability and our
GAAP and non-GAAP guidance for the quarter ending September 30,
2022 and the year ending December 31, 2022, and expectations
regarding the number of new store openings during the year ending
December 31, 2022; management’s plans, priorities, initiatives and
strategies; and expectations regarding growth of our business.
Forward-looking statements are inherently subject to risks and
uncertainties, some of which cannot be predicted or quantified. In
some cases, you can identify forward-looking statements because
they contain words such as “anticipate,” “believe,” “contemplate,”
“continue,” “could,” “estimate,” “expect,” “intend,” “may,” “plan,”
“potential,” “predict,” “project,” “should,” “target,” “toward,”
“will,” or “would,” or the negative of these words or other similar
terms or expressions. You should not put undue reliance on any
forward-looking statements. Forward-looking statements should not
be read as a guarantee of future performance or results and will
not necessarily be accurate indications of the times at, or by,
which such performance or results will be achieved, if at all.
Forward-looking statements are based on information available at
the time those statements are made and are based on current
expectations, estimates, forecasts, and projections as well as the
beliefs and assumptions of management as of that time with respect
to future events. These statements are subject to risks and
uncertainties, many of which involve factors or circumstances that
are beyond our control, that could cause actual performance or
results to differ materially from those expressed in or suggested
by the forward-looking statements. In light of these risks and
uncertainties, the forward-looking events and circumstances
discussed in this press release may not occur and actual results
could differ materially from those anticipated or implied in the
forward-looking statements. These risks and uncertainties include
our ability to manage our future growth effectively; our
expectations regarding cost of goods sold, gross margin, channel
mix, customer mix, and selling, general, and administrative
expenses; planned new retail stores in 2022 and going forward;
increases in component and shipping costs and changes in supply
chain; our ability to compete successfully; our ability to manage
our inventory balances and shrinkage; our ability to engage our
existing customers and obtain new customers; the growth of our
brand awareness; the effects of the ongoing COVID-19 pandemic; the
effects of seasonal trends on our results of operations; our
ability to stay in compliance with extensive laws and regulations
that apply to our business and operations; our ability to
adequately maintain and protect our intellectual property and
proprietary rights; our reliance on third parties for our products,
operation and infrastructure; our duties related to being a public
benefit corporation; the ability of our Co-Founders and Co-CEOs to
exercise significant influence over all matters submitted to
stockholders for approval; the effect of our multi-class structure
on the trading price of our Class A common stock; and the increased
expenses associated with being a public company. Additional
information regarding these and other risks and uncertainties that
could cause actual results to differ materially from the Company's
expectations is included in our Annual Report on Form 10-K for the
year ended December 31, 2021, filed with the SEC on March 18, 2022.
Except as required by law, we do not undertake any obligation to
publicly update or revise any forward-looking statement, whether as
a result of new information, future developments, or otherwise.
Additional information regarding these and other factors that
could affect the Company’s results is included in the Company’s SEC
filings, which may be obtained by visiting the SEC's website at
www.sec.gov. Information contained on, or that is referenced or can
be accessed through, our website does not constitute part of this
document and inclusions of any website addresses herein are
inactive textual references only.
Glossary
Active Customer is defined as a unique customer that has made at
least one purchase of any product or service in the preceding
12-month period.
Average Revenue per Customer is defined as net revenue for a
given period divided by the number of Active Customers as of the
end of that same period.
Non-GAAP Financial
Measures
We use Adjusted EBITDA, Adjusted EBITDA margin, Adjusted net
income, Adjusted earnings per share, Adjusted cost of goods sold
(“Adjusted COGS”), Adjusted gross profit, and Adjusted selling,
general, and administrative expenses (“Adjusted SG&A”) as
important indicators of our operating performance. Collectively, we
refer to these non-GAAP financial measures as our “Non-GAAP
Measures.” The Non-GAAP Measures, when taken collectively with our
GAAP results, may be helpful to investors because they provide
consistency and comparability with past financial performance and
assist in comparisons with other companies, some of which use
similar non-GAAP financial information to supplement their GAAP
results.
Adjusted EBITDA is defined as net income (loss) before interest
and other income, taxes, and depreciation and amortization as
further adjusted for stock-based compensation expense and related
employer payroll taxes, non-cash charitable donations, and
non-recurring costs such as direct listing or other transaction
costs. Adjusted EBITDA margin is defined as Adjusted EBITDA divided
by net revenue.
Adjusted net income is defined as net income (loss) adjusted for
stock-based compensation expense and related employer payroll
taxes, non-cash charitable donations, and non-recurring costs such
as direct listing or other transaction costs, and as further
adjusted for estimated income tax on such adjusted items.
Adjusted earnings per share is defined as Adjusted net income
(loss) divided by weighted average shares outstanding.
Adjusted COGS is defined as cost of goods sold adjusted for
stock-based compensation expense and related employer payroll
taxes.
Adjusted gross profit is defined as net revenue minus Adjusted
COGS.
Adjusted SG&A is defined as SG&A adjusted for
stock-based compensation expense and related employer payroll
taxes, non-cash charitable donations, and non-recurring costs such
as direct listing or other transaction costs.
The Non-GAAP Measures are presented for supplemental
informational purposes only. A reconciliation of historical GAAP to
Non-GAAP financial information is included under “Selected
Financial Information” below.
We have not reconciled our Adjusted EBITDA margin guidance to
GAAP net income (loss) margin, or Net Margin, or Adjusted EBITDA to
GAAP net income (loss) because we do not provide guidance for GAAP
Net Margin or GAAP net income (loss) due to the uncertainty and
potential variability of stock-based compensation and taxes, which
are reconciling items between GAAP Net Margin and Adjusted EBITDA
margin and GAAP net income (loss) and Adjusted EBITDA,
respectively. Because such items cannot be reasonably provided
without unreasonable efforts, we are unable to provide a
reconciliation of the Adjusted EBITDA Margin guidance to GAAP Net
Margin and Adjusted EBITDA to GAAP net income (loss). However, such
items could have a significant impact on GAAP Net Margin and GAAP
net income (loss).
About Warby Parker
Warby Parker (NYSE: WRBY) was founded in 2010 with a mission to
inspire and impact the world with vision, purpose, and
style–without charging a premium for it. Headquartered in New York
City, the co-founder-led lifestyle brand pioneers ideas, designs
products, and develops technologies that help people see, from
designer-quality prescription glasses (starting at $95) and
contacts, to eye exams and vision tests available online and in
more than 175 retail stores across the U.S. and Canada.
Warby Parker aims to demonstrate that businesses can scale, do
well, and do good in the world. Ultimately, the brand believes in
vision for all, which is why for every pair of glasses or
sunglasses sold, they distribute a pair to someone in need through
their Buy a Pair, Give a Pair program. To date, Warby Parker has
worked alongside its nonprofit partners to distribute more than 10
million glasses to people in need.
Selected Financial Information
Warby Parker Inc. and
Subsidiaries
Condensed Consolidated Balance
Sheets (Unaudited)
(Amounts in thousands, except
share data)
June 30, 2022
December 31, 2021
Assets
Current assets:
Cash and cash equivalents
$
211,603
$
256,416
Accounts receivable, net
901
992
Inventory
70,791
57,095
Prepaid expenses and other current
assets
12,513
13,477
Total current assets
295,808
327,980
Property and equipment, net
128,472
112,195
Right-of-use lease assets
115,463
—
Other assets
3,814
471
Total assets
$
543,557
$
440,646
Liabilities and Stockholders’
Equity
Current liabilities:
Accounts payable
$
30,932
$
30,890
Accrued expenses
49,838
60,840
Deferred revenue
18,306
22,073
Current lease liabilities
18,737
—
Other current liabilities
2,047
4,301
Total current liabilities
119,860
118,104
Deferred rent
—
36,544
Non-current lease liabilities
139,735
—
Other liabilities
1,931
—
Total liabilities
261,526
154,648
Commitments and contingencies
Stockholders’ equity:
Common stock, $0.0001 par value; Class A:
750,000,000 shares authorized at June 30, 2022 and December 31,
2021, 95,592,528 and 94,901,623 issued and outstanding at June 30,
2022 and December 31, 2021, respectively; Class B: 150,000,000
shares authorized at June 30, 2022 and December 31, 2021,
18,978,739 and 18,719,184 shares issued and outstanding as of June
30, 2022 and December 31, 2021, respectively, convertible to Class
A on a one-to-one basis
11
11
Additional paid-in capital
841,699
779,212
Accumulated deficit
(559,540
)
(493,241
)
Accumulated other comprehensive (loss)
income
(139
)
16
Total stockholders’ equity
282,031
285,998
Total liabilities and stockholders’
equity
$
543,557
$
440,646
Warby Parker Inc. and
Subsidiaries
Condensed Consolidated
Statements of Operations (Unaudited)
(Amounts in thousands, except
share and per share data)
Three Months Ended June
30,
Six Months Ended June
30,
2022
2021
2022
2021
Net revenue
$
149,624
$
131,560
$
302,842
$
270,533
Cost of goods sold
63,277
53,507
126,849
108,699
Gross profit
86,347
78,053
175,993
161,834
—
—
Selling, general, and administrative
expenses
118,428
86,861
241,814
167,621
Loss from operations
(32,081
)
(8,808
)
(65,821
)
(5,787
)
Interest and other income, net
(38
)
(440
)
108
(306
)
Loss before income taxes
(32,119
)
(9,248
)
(65,713
)
(6,093
)
Provision for income taxes
47
1,059
586
1,202
Net loss
$
(32,166
)
$
(10,307
)
$
(66,299
)
$
(7,295
)
Deemed dividend upon redemption of
redeemable convertible preferred stock
—
(8,524
)
—
(13,137
)
Net loss attributable to common
stockholders
$
(32,166
)
$
(18,831
)
$
(66,299
)
$
(20,432
)
Net loss per share attributable to common
stockholders, basic and diluted
$
(0.28
)
$
(0.35
)
$
(0.58
)
$
(0.38
)
Weighted average shares used in computing
net loss per share attributable to common stockholders, basic and
diluted
114,679,892
54,019,802
114,393,420
53,986,670
Warby Parker Inc. and
Subsidiaries
Condensed Consolidated
Statements of Cash Flows (Unaudited)
(Amounts in thousands)
Six Months Ended June
30,
2022
2021
Cash flows from operating activities
Net loss
$
(66,299
)
$
(7,295
)
Adjustments to reconcile net loss to net
cash provided by operating activities:
Depreciation and amortization
15,017
9,823
Stock-based compensation
53,908
11,670
Non-cash charitable contribution
3,270
—
Change in operating assets and
liabilities:
Accounts receivable, net
89
(112
)
Inventory
(13,704
)
(7,759
)
Prepaid expenses and other assets
(2,385
)
126
Accounts payable
1,461
(3,118
)
Accrued expenses
(8,367
)
(2,689
)
Deferred revenue
(3,762
)
(8,339
)
Other current liabilities
233
1,859
Deferred rent
—
282
Right-of-use lease assets and current and
non-current lease liabilities
3,985
—
Other liabilities
1,930
457
Net cash used in operating activities
(14,624
)
(5,095
)
Cash flows from investing activities
Purchases of property and equipment
(31,869
)
(21,215
)
Net cash used in investing activities
(31,869
)
(21,215
)
Cash flows from financing activities
Proceeds from stock option exercises
228
1,369
Proceeds from shares issued in connection
with employee stock purchase plan
1,754
—
Employee tax withholding remitted in
connection with exercise or release of equity awards
—
(2,532
)
Proceeds from repayment of related party
loans
—
44
Stock repurchases
—
(8,085
)
Payment for Tender Offer
—
(18,031
)
Net cash provided by (used in) financing
activities
1,982
(27,235
)
Effect of exchange rates on cash
(302
)
132
Net decrease in cash and cash
equivalents
(44,813
)
(53,413
)
Cash and cash equivalents, beginning of
period
256,416
314,085
Cash and cash equivalents, end of
period
$
211,603
$
260,672
Supplemental disclosures
Cash paid for income taxes
$
297
$
265
Cash paid for interest
62
68
Non-cash investing and financing
activities:
Purchases of property and equipment
included in accounts payable and accrued expenses
$
3,579
$
4,168
Related party loans issued in connection
with stock option exercises
—
13,827
Warby Parker Inc. and
Subsidiaries
Reconciliation of GAAP to
Non-GAAP Measures (Unaudited)
The following table reconciles
adjusted EBITDA and adjusted EBITDA margin to the most directly
comparable GAAP measure, which is net loss:
Three Months Ended June
30,
Six Months Ended June
30,
2022
2021
2022
2021
(in thousands)
(in thousands)
Net loss
$
(32,166
)
$
(10,307
)
$
(66,299
)
$
(7,295
)
Adjusted to exclude the following:
Interest and other income, net
38
440
(108
)
306
Provision for income taxes
47
1,059
586
1,202
Depreciation and amortization expense
7,880
5,118
15,017
9,823
Stock-based compensation expense(1)
26,867
10,409
54,244
11,670
Non-cash charitable donation(2)
3,270
—
3,270
—
Transaction costs(3)
—
4,091
—
4,369
Adjusted EBITDA
5,936
10,810
6,710
20,075
Adjusted EBITDA margin
4.0
%
8.2
%
2.2
%
7.4
%
(1)
Represents expenses related to the
Company’s equity-based compensation programs and related employer
payroll taxes, which may vary significantly from period to period
depending upon various factors including the timing, number, and
the valuation of awards granted, vesting of awards including the
satisfaction of performance conditions, and the impact of
repurchases of awards from employees. For the three and six months
ended June 30, 2022, the amount includes $0.1 million and $0.3
million of employer payroll costs, respectively, associated with
releases of RSUs and option exercises.
(2)
Represents charitable expense recorded in
connection with the donation of 178,572 shares of Class A common
stock to the Warby Parker Impact Foundation in May 2022.
(3)
Represents (i) costs directly attributable
to the preparation for our Direct Listing and (ii) expenses
incurred in connection with the cash tender offer completed in June
2021.
Warby Parker Inc. and
Subsidiaries
Reconciliation of GAAP to
Non-GAAP Measures (Unaudited)
The following table presents our non-GAAP,
or adjusted, financial measures for the periods presented as a
percentage of revenue. Each cost and operating expense is adjusted
for transaction costs and stock-based compensation expense and
related employer payroll taxes.
Reported
Adjusted
Reported
Adjusted
Three Months Ended
June 30,
Three Months Ended
June 30,
Six Months Ended
June 30,
Six Months Ended
June 30,
2022
2021
2022
2021
2022
2021
2022
2021
(unaudited, in
millions)
(unaudited, in
millions)
(unaudited, in
millions)
(unaudited, in
millions)
Cost of goods sold
$
63.3
$
53.5
$
63.0
$
53.5
$
126.8
$
108.7
$
126.4
$
108.7
% of Revenue
42.3
%
40.7
%
42.1
%
40.7
%
41.9
%
40.2
%
41.7
%
40.2
%
Gross profit
$
86.3
$
78.1
$
86.6
$
78.1
$
176.0
$
161.8
$
176.5
$
161.8
% of Revenue
57.7
%
59.3
%
57.9
%
59.3
%
58.1
%
59.8
%
58.3
%
59.8
%
Selling, general, and administrative
expenses
$
118.4
$
86.9
$
88.5
$
72.4
$
241.8
$
167.6
$
184.8
$
151.6
% of Revenue
79.2
%
66.0
%
59.2
%
55.0
%
79.8
%
62.0
%
61.0
%
56.0
%
Net (loss) income
$
(32.2
)
$
(10.3
)
$
(1.4
)
$
3.7
$
(66.3
)
$
(7.3
)
$
(5.7
)
$
7.0
% of Revenue
(21.5
) %
(7.8
) %
(0.9
) %
2.8
%
(21.9
) %
(2.7
) %
(1.9
) %
2.6
%
Warby Parker Inc. and
Subsidiaries
Reconciliation of GAAP to
Non-GAAP Measures (Unaudited)
The following table reflects a
reconciliation of each non-GAAP, or adjusted, financial measure to
its most directly comparable financial measure prepared in
accordance with GAAP:
Three Months Ended June
30,
Six Months Ended June
30,
2022
2021
2022
2021
(unaudited, in
thousands)
(unaudited, in
thousands)
Cost of goods sold
$
63,277
$
53,507
$
126,849
$
108,699
Adjusted to exclude the following:
Stock-based compensation expense(1)
235
—
470
—
Adjusted cost of goods sold
$
63,042
$
53,507
$
126,379
$
108,699
Gross profit
$
86,347
$
78,053
$
175,993
$
161,834
Adjusted to exclude the following:
Stock-based compensation expense(1)
235
—
470
—
Adjusted gross profit
$
86,582
$
78,053
$
176,463
$
161,834
Selling, general, and administrative
expenses
$
118,428
$
86,861
$
241,814
$
167,621
Adjusted to exclude the following:
Stock-based compensation expense(1)
26,632
10,409
53,774
11,670
Non-cash charitable donation(2)
3,270
—
3,270
—
Transaction costs(3)
—
4,091
—
4,369
Adjusted selling, general, and
administrative expenses
$
88,526
$
72,361
$
184,770
$
151,582
Net loss
$
(32,166
)
$
(10,307
)
$
(66,299
)
$
(7,295
)
Provision for income taxes
47
1,059
586
1,202
Loss before income taxes
(32,119
)
(9,248
)
(65,713
)
(6,093
)
Adjusted to exclude the following:
Stock-based compensation expense(1)
26,867
10,409
54,244
11,670
Non-cash charitable donation(2)
3,270
—
3,270
—
Transaction costs(3)
—
4,091
—
4,369
Adjusted provision for income taxes(4)
593
(1,572
)
2,455
(2,978
)
Adjusted net (loss) income
$
(1,389
)
$
3,680
$
(5,744
)
$
6,968
Deemed dividend upon redemption of
redeemable convertible preferred stock
—
(8,524
)
—
(13,137
)
Adjusted net loss attributable to common
stock
$
(1,389
)
$
(4,844
)
$
(5,744
)
$
(6,169
)
Weighted average shares - diluted
114,679,892
54,019,802
114,393,420
53,986,670
Adjusted diluted loss per share
$
(0.01
)
$
(0.09
)
$
(0.05
)
$
(0.11
)
(1)
Represents expenses related to the
Company’s equity-based compensation programs and related employer
payroll taxes, which may vary significantly from period to period
depending upon various factors including the timing, number, and
the valuation of awards granted, vesting of awards including the
satisfaction of performance conditions, and the impact of
repurchases of awards from employees. For the three and six months
ended June 30, 2022, the amount includes $0.1 million and $0.3
million, respectively, of employer payroll costs associated with
releases of RSUs and option exercises, all of which is included in
SG&A.
(2)
Represents charitable expense recorded in
connection with the donation of 178,572 shares of Class A common
stock to the Warby Parker Impact Foundation in May 2022.
(3)
Represents (i) costs directly attributable
to the preparation for our Direct Listing and (ii) expenses
incurred in connection with the cash tender offer completed in June
2021.
(4)
The adjusted provision for income taxes is
based on long-term estimated annual effective tax rates of 29.94%.
The Company may adjust its adjusted tax rate as additional
information becomes available or events occur which may materially
affect this rate, including impacts from the rapidly evolving
global tax environment, significant changes in our geographic mix,
merger and acquisition activity, or changes in our business
outlook.
View source
version on businesswire.com: https://www.businesswire.com/news/home/20220810005852/en/
Investor Relations: Brendon Frey, ICR
Investors@warbyparker.com
Media: Lena Griffin lena@derris.com
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