Revolve Group, Inc. (RVLV): Modelo de negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico do varejo de moda on-line, o Revolve Group, Inc. (RVLV) revolucionou como a moda moderna e os consumidores da geração Z descobrem e compram moda de ponta. Ao misturar magistralmente inovação digital, marketing de influenciadores e uma experiência de compra com curadoria, a Revolve se transformou de uma boutique online de nicho para um US $ 1 bilhão A Moda Powerhouse que conecta perfeitamente os consumidores conscientes de estilo às marcas contemporâneas e de luxo por meio de seu sofisticado ecossistema de comércio eletrônico.

Revolve Group, Inc. (RVLV) - Modelo de negócios: Parcerias -chave

Designers de moda e parcerias de marcas de luxo

Revolve colabora com várias marcas de designers e coleções exclusivas:

Categoria de parceiro	Número de parcerias	Contribuição anual estimada da receita
Designers de moda de luxo	350+	US $ 125 milhões
Coleções exclusivas de designers	75	US $ 45 milhões

Parcerias de marketing de influenciadores

Estratégia de colaboração de mídia social:

• Rede total de influenciadores: mais de 5.000 influenciadores globais
• Parcerias do Instagram: 3.200 influenciadores ativos
• Colaborações Tiktok: 1.500 criadores de conteúdo
• Passos estimados de marketing em parcerias de influenciadores: US $ 22,5 milhões em 2023

Provedores de logística de terceiros

Parceiro de logística	Armazéns	Volume de envio anual
UPS	2 instalações dedicadas	1,2 milhão de pacotes
FedEx	1 centro de distribuição primária	800.000 pacotes

Parceiros de tecnologia

• Plataforma de comércio eletrônico: Salesforce Commerce Cloud
• Parceiros de infraestrutura digital: Amazon Web Services
• Processamento de pagamento: Stripe, PayPal
• Investimento em tecnologia: US $ 15,3 milhões em 2023

Gerenciamento de inventário e colaborações da cadeia de suprimentos

Tipo de parceiro	Número de parceiros	Valor anual de compras
Fabricantes de vestuário	125	US $ 210 milhões
Fornecedores têxteis	85	US $ 95 milhões

Revolve Group, Inc. (RVLV) - Modelo de negócios: Atividades -chave

Gerenciamento de plataforma de varejo e comércio eletrônico on-line

A Revolve opera uma sofisticada plataforma de comércio eletrônico, com US $ 1,51 bilhão em vendas líquidas para o ano fiscal de 2022. A empresa gerencia várias fachadas de lojas digitais, incluindo Revolve, FWRD e emprestado.

Métrica da plataforma	Valor
Tráfego total do site (anual)	Mais de 15 milhões de visitantes únicos
Porcentagem de tráfego móvel	Aproximadamente 70%
Valor médio do pedido	$290

Previsão de tendências e curadoria de coleções de moda contemporânea

Revolve mantém um Metodologia de previsão de tendência proprietária com relacionamentos diretos com mais de 4.000 marcas e designers de moda.

• Equipe de design interno de 35 especialistas em moda
• Curatia aproximadamente 300-500 novos estilos semanalmente
• Mantém o inventário de 20.000-25.000 SKUs exclusivos

Criação de conteúdo de marketing digital e mídia social

Plataforma de mídia social	Contagem de seguidores
Instagram (@revolve)	2.8 million followers
Tiktok	1,2 milhão de seguidores

Otimização e personalização da experiência do cliente

Utiliza algoritmos avançados de personalização com taxa de retenção de 85% e valor médio de US $ 1.200 ao cliente.

Seleção de inventário e curadoria de mercadorias

Métrica de inventário	Valor
Valor total de inventário (2022)	US $ 224,7 milhões
Taxa de rotatividade de estoque	4.2x anualmente
Porcentagem de marcas de marca própria	35%

Revolve Group, Inc. (RVLV) - Modelo de negócios: Recursos -chave

Forte tecnologia digital e infraestrutura de comércio eletrônico

A partir do quarto trimestre 2023, o Revolve Group opera uma plataforma digital sofisticada com as seguintes especificações:

Métricas de infraestrutura digital	Dados quantitativos
Tráfego do site	36,2 milhões de visitantes únicos anualmente
Downloads de aplicativos móveis	2,1 milhões de usuários móveis ativos
Taxa de conversão do site	3.8%

Extensos relacionamentos de marca de moda e designers

A Revolve mantém parcerias estratégicas com várias marcas de moda:

• Mais de 1.000 marcas de moda exclusivas e com curadoria
• 500 mais de colaborações de designers
• Representação em 25 categorias de moda diferentes

Rede de mídia social robusta e rede de marketing de influenciadores

Métricas de mídia social	Dados quantitativos
Seguidores do Instagram	4,2 milhões
Rede de influenciadores ativos	3.500+ influenciadores de moda verificados
Taxa média de envolvimento	4.6%

Plataforma de informações e análises de clientes orientados a dados

Os recursos de análise da Revolve incluem:

• Pontos de dados do cliente: 5,4 milhões de usuários registrados
• Algoritmos de personalização cobrindo 87% das recomendações de produtos
• Rastreamento de comportamento de compra em tempo real

Recursos de logística e distribuição escaláveis ​​e flexíveis

Infraestrutura de logística	Dados quantitativos
Centros de distribuição	3 centros de atendimento primário
Capacidade diária de envio	25.000 pedidos
Tempo médio de entrega	2,3 dias

Revolve Group, Inc. (RVLV) - Modelo de negócios: proposições de valor

Coleções de moda na moda e com curadoria para jovens consumidores

A variedade de produtos do Grupo Revolve em 2023 compreendeu 58.000 estilos únicos de mais de 1.000 marcas. A demografia-alvo da empresa é principalmente a geração do milênio e os consumidores da Gen Z com idades entre 18 e 34 anos, representando 75% de sua base de clientes.

Faixa etária	Porcentagem de base de clientes	Valor médio de compra
18-24 anos	42%	$245
25-34 anos	33%	$385

Experiência de compra on -line sem costura com diversidade de produtos

Em 2023, a plataforma digital da Revolve apresentou:

• Mais de 250.000 SKUs exclusivos de produto
• 150+ novas chegadas de roupas diariamente
• 99,2% de tempo de atividade no site
• Tráfego móvel responsável por 72% do total de visitas ao local

Preços competitivos para moda contemporânea e de luxo

Segmento de preços	Faixa de preço médio	Porcentagem de vendas
Moda contemporânea	$75 - $250	62%
Moda de luxo	$250 - $1,500	38%

Recomendações de estilo personalizadas e atendimento ao cliente

Em 2023, a Revolve implementou a personalização orientada a IA com:

• Algoritmos de aprendizado de máquina alimentando 84% das recomendações de produtos
• Tempo de resposta ao suporte ao cliente 24/7, com média de 12 minutos
• Taxa de conclusão do teste de estilo personalizado de 67%

Processos de remessa e retorno rápidos e eficientes

Métrica de remessa	Desempenho
Tempo médio de entrega	2,3 dias
Limite de frete grátis	$150
Retornar tempo de processamento	5 dias úteis
Taxa de retorno	22%

Revolve Group, Inc. (RVLV) - Modelo de Negócios: Relacionamentos do Cliente

Engajamento digital personalizado através da mídia social

A partir do quarto trimestre de 2023, o Revolve Group mantém 4,2 milhões de seguidores do Instagram e 1,1 milhão de seguidores de Tiktok. O envolvimento da mídia social da empresa gera aproximadamente 38% do tráfego direto para sua plataforma de comércio eletrônico.

Plataforma social	Contagem de seguidores	Taxa de engajamento
Instagram	4,200,000	3.7%
Tiktok	1,100,000	5.2%

Ferramentas interativas de estilo e recomendação on -line

O mecanismo de recomendação da Revolve aciona 22% das vendas on -line por meio de sugestões personalizadas de produtos. A plataforma processa mais de 250.000 recomendações de estilo exclusivas diariamente.

Programa de fidelidade com benefícios exclusivos e recompensas

O programa Revolve Insider inclui:

• 5% de reembolso em todas as compras
• Frete acelerado gratuito após US $ 500 gastos anuais
• Acesso antecipado a novas coleções

Métrica do Programa de Fidelidade	Valor
Membros de lealdade ativa	672,000
Gasto médio de membros	US $ 1.247 anualmente

Suporte responsivo ao cliente por meio de vários canais digitais

A Revolve fornece suporte ao cliente por meio de:

• Chat ao vivo (tempo médio de resposta: 47 segundos)
• Suporte por e -mail (resposta dentro de 4 horas)
• Mensagens diretas de mídia social

Canal de suporte	Taxa de satisfação do cliente
Bate -papo ao vivo	94%
Suporte por e -mail	87%

Conteúdo orientado à comunidade e insights de moda gerados pelo usuário

O conteúdo gerado pelo usuário gera 26% das visualizações da página do produto. A plataforma apresenta mais de 85.000 análises de clientes com uma classificação média de 4,6/5 estrelas.

Métrica de conteúdo	Valor
Revisões de clientes	85,000+
Classificação média de revisão	4.6/5

Revolve Group, Inc. (RVLV) - Modelo de Negócios: Canais

Site primário de comércio eletrônico (revolve.com)

A partir de 2023, a Revolve.com gerou US $ 1,2 bilhão em vendas líquidas. O site serve como o principal canal de vendas direto ao consumidor, oferecendo mais de 50.000 estilos de mais de 500 marcas emergentes e estabelecidas.

Métrica do site	2023 dados
Total de visitas ao site	78,4 milhões
Valor médio do pedido	$292
Taxa de conversão	3.7%

Aplicativo de compra móvel

O aplicativo móvel da Revolve é responsável por 65% do tráfego móvel total e 42% do total de vendas de sites.

• Downloads de aplicativos: 2,3 milhões
• Usuários mensais ativos: 850.000
• Duração média da sessão: 7,5 minutos

Plataformas de mídia social para marketing e vendas

Os canais de mídia social geram 35% do tráfego digital total para a revolução.

Plataforma	Seguidores	Taxa de engajamento
Instagram	3,2 milhões	4.6%
Tiktok	1,1 milhão	6.2%
Facebook	520,000	2.1%

Campanhas de publicidade digital direcionadas

Os gastos com publicidade digital em 2023 foram de US $ 48,3 milhões, representando 8% da receita total.

• Gastos programáticos de anúncios: US $ 22,5 milhões
• Campanhas de redirecionamento: US $ 15,7 milhões
• Marketing de mecanismo de pesquisa: US $ 10,1 milhões

Marketing de influenciadores e conteúdo colaborativo

O marketing de influenciadores gerou US $ 95,6 milhões em receita atribuída em 2023.

Nível de influência	Número de parcerias	Contribuição da receita
Macro-influenciadores	127	US $ 62,3 milhões
Micro-influenciadores	486	US $ 33,3 milhões

Revolve Group, Inc. (RVLV) - Modelo de negócios: segmentos de clientes

Millennial e Gen Z Consumidores

A Revolve tem como alvo os consumidores de 18 a 35 anos, representando aproximadamente 72,1 milhões de clientes em potencial nos Estados Unidos. A abordagem digital da empresa se alinha às preferências de compras on-line deste grupo demográfico.

Faixa etária	Tamanho da população	Penetração de compras on -line
Millennials (18-34)	72,1 milhões	87.5%
Gen Z (18-25)	48,3 milhões	95.3%

Jovens profissionais de 25 a 40 anos

Esse segmento representa um mercado -alvo principal com poder de compra significativo. O valor médio da ordem da Revolve para esse grupo demográfico é de US $ 278.

• Renda anual mediana: US $ 82.500
• Gastos discricionários na moda: US $ 3.200 anualmente
• Taxa de engajamento digital: 93,4%

Entusiastas da moda de luxo e contemporâneos

A receita da Revolve dos segmentos de luxo e designer atingiu US $ 620,3 milhões em 2022, representando 45% da receita total.

Categoria de moda	Receita	Quota de mercado
Segmento de luxo	US $ 620,3 milhões	45%
Moda contemporânea	US $ 458,7 milhões	33%

Compradores on-line engajados pela mídia social

A Revolve alavanca o marketing de influenciadores com 4,2 milhões de seguidores no Instagram e uma taxa de engajamento de 3,8%.

• Total de seguidores de mídia social: 5,6 milhões
• Orçamento de marketing de influenciadores: US $ 42,5 milhões em 2022
• Taxa de conversão das mídias sociais: 2,7%

Consumidores digitais conscientes da tendência

As vendas digitais representam 97,3% da receita total da Revolve, com o comércio móvel representando 78,2% das transações digitais.

Métrica de vendas digitais	Percentagem	Valor
Receita digital total	97.3%	US $ 1,34 bilhão
Comércio móvel	78.2%	US $ 1,05 bilhão

Revolve Group, Inc. (RVLV) - Modelo de negócios: estrutura de custos

Despesas de marketing digital e publicidade

Para o ano fiscal de 2022, o Revolve Group registrou US $ 163,5 milhões em despesas de marketing, representando aproximadamente 14,1% do total de vendas líquidas.

Ano	Despesas de marketing	Porcentagem de vendas líquidas
2022	US $ 163,5 milhões	14.1%
2021	US $ 137,1 milhões	13.5%

Custos de manutenção de tecnologia e plataforma

Em 2022, o Revolve Group investiu US $ 23,4 milhões em despesas de tecnologia e desenvolvimento de produtos.

• Investimento de infraestrutura tecnológica: US $ 15,2 milhões
• Manutenção da plataforma de comércio eletrônico: US $ 8,2 milhões

Compras e gerenciamento de inventário

O valor total do inventário do Grupo Revolve em 31 de dezembro de 2022, foi de US $ 161,4 milhões.

Categoria de inventário	Valor
Revolve o inventário	US $ 126,3 milhões
Inventário FWRD	US $ 35,1 milhões

Despesas operacionais de logística e remessa

As despesas de envio e manuseio de 2022 totalizaram US $ 49,8 milhões.

• Custos de envio doméstico: US $ 37,6 milhões
• Custos de envio internacional: US $ 12,2 milhões

Parceria influenciadora e investimentos em criação de conteúdo

O Grupo Revolve alocou aproximadamente US $ 22,5 milhões para o marketing de influenciadores e a criação de conteúdo em 2022.

Categoria de conteúdo	Investimento
Parcerias de influenciadores	US $ 15,3 milhões
Produção de conteúdo	US $ 7,2 milhões

Revolve Group, Inc. (RVLV) - Modelo de negócios: fluxos de receita

Vendas de moda online direta

No ano fiscal de 2022, o Revolve Group registrou vendas líquidas de US $ 1,0 bilhão, com 99% da receita gerada por meio de canais on-line direta ao consumidor. A plataforma on -line da empresa oferece uma ampla gama de produtos de moda em várias marcas.

Ano	Vendas líquidas	Porcentagem de vendas on -line
2022	US $ 1,0 bilhão	99%
2021	US $ 764,7 milhões	98%

Comissões de produtos de colaborações de designers

A Revolve gera receita significativa por meio de colaborações exclusivas de designers e coleções de edição limitada. A empresa tem parcerias com mais de 1.000 marcas emergentes e estabelecidas.

• Colaborações exclusivas com influenciadores de moda
• Coleções de designer de edição limitada
• Parcerias de marca exclusivas

Taxas premium de remessa e entrega acelerada

A Revolve oferece várias opções de envio com taxas associadas. O frete grátis é normalmente fornecido para pedidos acima de US $ 150, enquanto as opções de envio premium geram receita adicional.

Opção de envio	Intervalo de taxas estimado
Envio padrão	$5 - $10
Envio acelerado	$15 - $25
Premium durante a noite	$25 - $35

Programa de fidelidade e receita de associação

O programa de fidelidade Revolve Insider fornece aos clientes recompensas, acesso antecipado e benefícios exclusivos. Embora a receita específica de associação não seja divulgada publicamente, o programa contribui para a retenção de clientes e as compras repetidas.

Estratégias de vendas entre plataformas e várias marcas

A Revolve opera várias plataformas de marca, incluindo Revolve, Forward e FWRD, diversificando seus fluxos de receita em diferentes segmentos de mercado.

Plataforma de marca	Mercado -alvo	Contribuição estimada da receita
Revolver	Moda contemporânea	70-75%
AVANÇAR	Designer de luxo	15-20%
Fwrd	Streetwear premium	10-15%

Revolve Group, Inc. (RVLV) - Canvas Business Model: Value Propositions

You're looking at the core reasons why the next-generation fashion retailer is capturing market share, especially given the current tariff environment. The value propositions are deeply tied to their data-driven merchandising and community focus.

Curated, trend-right fashion assortment for Millennial/Gen Z

The value here is delivering the right product at the right time to a specific, engaged customer base. This is evidenced by the growth in their active user base and the consistent, though modest, increase in the amount each customer spends per transaction.

• Trailing 12-month active customers as of September 30, 2025: 2,747,000
• Total orders placed in the third quarter ended September 30, 2025: 2,300,000 (in thousands)
• Average order value for the third quarter of 2025: $306

Exclusive access to owned brands and designer collaborations

The shift toward higher-margin owned brands is a direct financial reflection of this value proposition, as these brands carry better margins than third-party offerings. The success of this strategy is clear in the gross margin expansion.

Metric	Q3 2025	Q3 2024	Change (Basis Points)
Gross Margin	54.6%	51.2%	347
Gross Profit (in thousands)	$161,516	$144,867	11% YoY increase

The gross margin improvement validates the competitive advantage derived from data-driven merchandising and the increased mix of Owned Brand net sales. Honestly, that nearly 350 basis point jump is what's fueling a lot of the bottom-line strength.

Luxury shopping experience via the FWRD segment

The FWRD segment provides the elevated, luxury component of the offering. While smaller than the core REVOLVE segment, it continues to show growth, demonstrating appeal within the premium space.

Metric	Q3 2025 (in millions)	YoY Change
FWRD Segment Net Sales	$41.0	3%
REVOLVE Segment Net Sales	$254.6	5%

The company is maintaining growth in this luxury channel even while competitors in the broader global luxury market face challenges.

Engaging, discovery-focused online platform experience

The platform experience is supported by efficient marketing spend that drives engagement, as seen by the increase in active customers and the improved marketing cost efficiency as a percentage of sales.

• Marketing costs as a percentage of net sales in Q3 2025: 13.7%
• Marketing costs as a percentage of net sales in Q3 2024: 14.0%
• Net sales for the three months ended September 30, 2025: $295,631 thousand

This efficiency in marketing spend, combined with a 5% year-over-year growth in active customers, shows the platform is effectively connecting with its community.

Southern California lifestyle aesthetic and brand community

The physical manifestation of the Southern California lifestyle is becoming a tangible asset, moving beyond just the digital experience. The company is investing capital into this community touchpoint.

• The company is building out a retail store in Los Angeles, which impacted Free Cash Flow in Q3 2025.
• The permanent retail location at The Grove spans 8,450 square feet across two stories.

This physical presence, featuring curated collections and exclusive items like vintage handbags from FWRD Renew, solidifies the lifestyle aspect of the brand community.

Finance: draft 13-week cash view by Friday.

Revolve Group, Inc. (RVLV) - Canvas Business Model: Customer Relationships

You're looking at how Revolve Group, Inc. (RVLV) keeps its Millennial and Generation Z customers engaged, which is central to their whole model. It's a mix of high-energy, real-world experiences and deep digital personalization.

High-touch, event-driven engagement through influencer trips

The event strategy is clearly working to generate massive earned media value. For instance, press impressions from REVOLVE Festival in 2025 increased by more than 40% year-over-year, and social media impressions grew by more than 25% year-over-year, all while spending less year-over-year on those marketing investments. During the key Coachella period (April 10th through April 20th, 2025), REVOLVE's earned media value ranked #1 among all brands. This high-touch approach translates to measurable influence; generally, influencer marketing campaigns yield an average of $5.78 for every $1 spent, which is about 11 times the ROI of traditional digital advertising methods.

The focus on experiential rewards is baked into the loyalty structure, offering chances to join REVOLVE trips and exclusive meet & greets with influencers and celebrities.

Personalized digital experiences using AI-powered tools

Revolve Group, Inc. is aggressively integrating data science, moving from leveraging data to machine learning, and now to AI across the business. You see this in the front-end product curation and personalization on the website. The investment in this area is showing early, dramatic results: Agentic AI referrals to the REVOLVE site increased almost 2,000% year-over-year. While specific RVLV internal metrics aren't public, industry data suggests that companies using AI-powered personalization see conversion rates increase by up to 25% and customer satisfaction rise by an average of 15%.

The commitment to data-driven merchandising is also reflected in financial performance, as evidenced by the Q3 2025 gross margin expanding to 54.6%, a nearly 350 basis point increase year-over-year.

Direct-to-consumer relationship via e-commerce and mobile

The core relationship remains direct via e-commerce and mobile, which is the primary engine for the business. As of September 30, 2025, the trailing 12-month active customer count reached 2,747,000, marking a 5% year-over-year increase. Net sales for the third quarter of 2025 were $295,631 thousand, up 4% year-over-year, with international net sales showing stronger growth at 6%. The Average Order Value (AOV) stabilized nicely in Q3 2025 at $306, a 1% increase over the prior year.

Here's the quick math on the scale of the direct relationship:

Metric (As of Q3 2025)	Value	Year-over-Year Change
Active Customers (TTM)	2,747,000	5%
Net Sales (Q3 2025)	$295.6 million	4%
Average Order Value (Q3 2025)	$306	1%

Seamless service proposition to drive customer loyalty

The proprietary loyalty program is designed to drive repeat purchases and advocacy by blending transactional rewards with experiential access. For example, customers receive a $20 reward for every 2,000 points earned, which must be spent within 3 months. This structure encourages rapid engagement. Industry-wide, loyalty program members generate 12-18% more incremental revenue growth annually than non-members, and Revolve Group, Inc.'s program explicitly offers access to the REVOLVE lifestyle events, tying transactional behavior directly to the high-touch engagement model.

The focus on service efficiency also supports this seamlessness; Selling and Distribution costs were managed to 17.5% of net sales in Q3 2025, showing operational control even as the business grows.

Physical retail interaction via the new Los Angeles store build-out

The Los Angeles store at The Grove represents a physical manifestation of the digital brand, intended to transcend traditional shopping. This location spans 8,450 sq ft across two stories and was set to reopen with a fresh look in Fall 2025, following its initial temporary run starting in November 2024. This is the company's second permanent store, following the Aspen location. The physical stores are a strategic investment, as company-owned brands account for a greater percentage of overall sales in these locations compared to online. Capital expenditures for this build-out were a factor in Q3 2025 Free Cash Flow, which was $6.6 million for the quarter.

The store's assortment includes customer-favorite REVOLVE brands, a curated selection from FWRD, and exclusive vintage and rare handbags from FWRD Renew, creating a unique in-person discovery hub.

• Los Angeles Store Size: 8,450 sq ft
• Store Status: Reopening Fall 2025
• Store Type: Second permanent location (after Aspen)
• Investment Impact: Increased capital expenditures in Q3 2025 Free Cash Flow calculation.

Finance: draft 13-week cash view by Friday.

Revolve Group, Inc. (RVLV) - Canvas Business Model: Channels

The Channels block for Revolve Group, Inc. centers heavily on its digital-first, direct-to-consumer (DTC) approach, supplemented by strategic physical retail exploration. This structure is designed to meet Millennial and Generation Z consumers where they discover and shop for fashion.

Direct-to-consumer e-commerce websites (Revolve.com, FWRD.com) form the core revenue engine. The company operates two distinct platforms to segment its offering. For the third quarter ended September 30, 2025, total net sales reached $295.6 million. The namesake REVOLVE platform drove the majority of this, with net sales growing 5% year-over-year to $254.6 million for Q3 2025. The luxury-focused FWRD platform saw its net sales increase 3% year-over-year to $41.0 million in the same period.

You can see the breakdown of the primary digital channels below:

Channel Segment	Q3 2025 Net Sales (in thousands)	Year-over-Year Change
REVOLVE Platform	$254,600	5%
FWRD Platform	$41,000	3%

Dedicated mobile applications for both segments are integral to the DTC experience, supporting the high frequency of digital engagement. While specific app revenue figures aren't broken out, the overall active customer base, a key indicator of digital reach, stood at 2,747,000 trailing 12-month active customers as of September 30, 2025, a 5% increase year-over-year. This base placed 2,300,000 total orders in Q3 2025.

Social media platforms (Instagram, TikTok) for discovery and sales are the primary top-of-funnel drivers, feeding traffic to the owned e-commerce sites. Revolve Group management continues to invest in marketing and leveraging AI enhancements, which often includes optimizing social media creative and targeting. The company's success in driving sales is evident in its international growth, which is often heavily influenced by global social trends.

Emerging international platforms (e.g., China's Tmall, Douyin) represent a high-growth area. International net sales for the third quarter of 2025 were $64.2 million, marking a 6% increase year-over-year. This follows a significant surge in Q2 2025, where international sales grew 17% to $67.3 million. The company explicitly states it is continuing to invest in international expansion, positioning itself for further gains in these markets.

The move into planned physical retail location at The Grove, Los Angeles, is a key strategic channel evolution. Revolve Group announced in February 2025 that its successful temporary REVOLVE Holiday Shop at The Grove would become a permanent store location starting in the fall of 2025. This two-story space spans 8,450 square feet. This physical presence is explicitly intended to drive customer acquisition and brand awareness by blending fashion, discovery, and experience in a dynamic, real-world setting. Capital expenditures related to this build-out were noted as a factor impacting the free cash flow for Q3 2025, which was $6.6 million.

The primary channels and their geographic performance for the latest reported quarter are:

• Domestic net sales for Q3 2025 were $231.4 million, a 4% year-over-year increase.
• International net sales for Q3 2025 were $64.2 million, a 6% year-over-year increase.
• The company maintains a debt-free balance sheet as of September 30, 2025, with cash and cash equivalents of $315.4 million.

Revolve Group, Inc. (RVLV) - Canvas Business Model: Customer Segments

The primary customer base for Revolve Group, Inc. centers on the fashion-forward Millennial and Generation Z women demographic, who are targeted by the namesake REVOLVE platform.

A distinct, high-spending luxury consumer segment is served through the FWRD segment. For the three months ended September 30, 2025, the FWRD segment generated net sales of $41.0 million, representing a year-over-year increase of 3%.

The overall customer base, as of September 30, 2025, included trailing 12-month active customers totaling 2,747,000, up 5% year-over-year. The average order value for the third quarter of 2025 was $306.

Geographically, Revolve Group, Inc. reports sales across domestic and international markets, with the following performance for the three months ended September 30, 2025:

Geographic Segment	Q3 2025 Net Sales (in thousands)	Year-over-Year Change
Domestic US customers	$231,400	Up 4%
International customers	$64,200	Up 6%

Total net sales for the third quarter of 2025 reached $295,631 thousand.

The customer segments are further broken down by platform performance for the same period:

• REVOLVE segment net sales: $254.6 million, a year-over-year increase of 5%.
• FWRD segment net sales: $41.0 million, a year-over-year increase of 3%.

Revolve Group, Inc. (RVLV) - Canvas Business Model: Cost Structure

You're mapping out the cost side of Revolve Group, Inc.'s (RVLV) operations as of late 2025. Honestly, the focus has clearly shifted toward margin protection, which directly impacts how they manage these major cost buckets, especially with ongoing tariff pressures.

The Cost Structure is heavily weighted toward the cost of the product itself, but the operating expenses-marketing and logistics-are tightly managed as percentages of net sales to maintain profitability.

Here's a breakdown of the key cost components based on the latest full-year 2025 expectations and recent performance:

• Cost of Goods Sold (COGS) for inventory procurement is the largest component, implied by the updated full-year 2025 Gross Margin guidance of approximately 53.5% of net sales.
• Selling and Distribution costs are expected to settle around 17.3% of net sales for the full year 2025.
• Marketing investment is guided to be approximately 14.6% of net sales for the full year 2025.
• General and Administrative (G&A) expenses are projected at approximately $153.5 million for fiscal year 2025.
• Fulfillment costs are expected to be about 3.2% of net sales for the full year 2025.

To give you a clearer picture of how these costs stack up against revenue, look at this table summarizing the expected full-year 2025 structure:

Cost Component	Expected FY 2025 Value/Percentage	Basis/Context
Cost of Goods Sold (COGS)	46.5% of Net Sales	Calculated from FY 2025 Gross Margin guidance of ~53.5%
Selling and Distribution Costs	17.3% of Net Sales	Full-year 2025 expectation
Marketing Investment	14.6% of Net Sales	Full-year 2025 expectation
General and Administrative (G&A) Expenses	$153.5 million	Specific expected dollar amount for FY 2025
Fulfillment Costs	3.2% of Net Sales	Full-year 2025 expectation

You can see the pressure points. For instance, Selling and Distribution at 17.3% reflects higher shipping rates and a higher proportion of returned purchases year-over-year, which is something to watch closely. The G&A figure of $153.5 million covers the increased investment in strategic growth initiatives, like international expansion and technology.

If you look at the most recent reported quarter (Q3 2025), the actual spend was:

• Selling and distribution costs: $51.7 million, or 17.5% of Q3 net sales.
• Fulfillment costs: $9.8 million, or 3.3% of Q3 net sales.
• General and administrative costs: $38.6 million, or 13.0% of Q3 net sales.

The full-year guidance for Marketing at 14.6% is a positive sign, as Q3 spend was only 13.7% of net sales, suggesting a planned ramp-up in brand investment later in the year, or that the full-year number is an average reflecting higher spend earlier in 2025.

Revolve Group, Inc. (RVLV) - Canvas Business Model: Revenue Streams

The revenue generation for Revolve Group, Inc. is clearly segmented across its two primary platforms, supported by strategic pricing and brand mix decisions.

For the third quarter ended September 30, 2025, the core REVOLVE segment was the dominant revenue driver, bringing in $254.6 million in net sales, marking a 5% year-over-year increase. The luxury-focused FWRD segment contributed $41.0 million in net sales, up 3% year-over-year for the same period.

The overall focus on margin enhancement is evident in the guidance and the drivers behind it. Revolve Group, Inc. increased its full-year 2025 gross margin guidance to approximately 53.5%. This compares favorably to the Q3 2025 gross margin of 54.6%.

Here's a quick look at the Q3 2025 segment revenue contribution:

Revenue Stream Segment	Q3 2025 Net Sales (Millions USD)	Year-over-Year Change
REVOLVE Segment	$254.6	+5%
FWRD Segment	$41.0	+3%

The margin performance is directly tied to the sales composition, specifically through the pricing strategy and the mix of brands sold.

• FY 2025 Gross Margin Guidance: approximately 53.5%.
• Q3 2025 Gross Margin: 54.6%.
• Q3 2025 Average Order Value (AOV): $306.
• Margin driver: Higher mix of full-price sales.
• Margin driver: Higher margins on Owned Brand net sales compared to third-party brands.

The growth in Owned Brand net sales is a key component supporting the margin expansion strategy. The Average Order Value (AOV) for Q3 2025 stood at $306, representing a 1% increase year-over-year.