Build-A-Bear Workshop (BBW) Investor Presentation summary

Brand strength and market position

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

• Approximately 100 million store and web visits annually, with 20 million loyalty members.

• Multi-generational appeal, with 40% of sales to teens and adults and strong pop culture presence.

• One of the 20 most influential retailers in North America, with 30 billion annual media and PR impressions.

• Expanded product offerings and store formats, including tourist locations, shop-in-shops, and ATMs.

Financial performance and growth

• Fiscal 2024 revenue reached $496.4M (+3.6%), with EBITDA of $81.1M (16.3% margin).

• Net retail sales grew 42% from 2019 to $460M, and third-party revenue rose 140% to $36M.

• Free cash flow in 2024 was $27.6M, and ROIC was 33%.

• Four consecutive years of record growth and profits, with 64 net new units in 2024.

• Systemwide sales in 2024 were $548.1M, exceeding reported revenue.

Business model evolution and diversification

• Diversified beyond kids: 40% of sales now to teens and adults, with web demand up 110% since 2019.

• Expanded reasons for purchase beyond birthdays to holidays and life events.

• Store footprint evolved to 375 corporate stores and 276 third-party locations in 33 countries.

• Partner-operated stores launched domestically in 2018 and internationally in 2023.

• Multiple store models deliver strong unit economics, with cash-on-cash returns up to 363%.