2020 Annual Report
13
February 2021
To our shareholders:
Thank you for your continued interest in Wayfair.
“What a year” may be an understatement to describe 2020. The pandemic and its wide-ranging toll,
rising social tensions, and a contentious political atmosphere are challenges that stressed us all and
tested the fibers of our unity. But even as we all continue to contend with these forces, we believe in
our collective resilience and our capacity to bring about change. We believe we will see a better
tomorrow and are committed to contributing to that change in ways large and small at Wayfair.
As we look back, above all else, we are proud of Wayfair’s people. Our employees navigated through
the countless pivots 2020 threw at us with agility. They stepped up for our customers, our communities,
and each other. These tireless efforts bore fruit. Some of this is certainly reflected in our operating
performance, but far more important were the intangible achievements. Our products brought comfort
to our customers’ homes at a time when the home became more important than ever. Collectively, we
developed innovative ways for Wayfair to provide physical and financial COVID-19 relief throughout the
year, and we stood up countless support resources for our colleagues and their families. The team
made record individual donations to further the causes of social justice, COVID-19 recovery, and the
right to vote, all of which Wayfair enthusiastically supported with matching funds. Together, we donated
over $12 million in direct support and innumerable hours of our time through volunteer efforts. There is
much more work to be done. We are confident that we have the right team to be part of the solution and
to navigate Wayfair through any environment.
Over the course of the last 12 months, every business was tested like never before. Wayfair is no
exception. Building a lasting company requires a long-term mindset, ambitious plans, and the discipline
to stick to them. This is something we have long believed and practiced at Wayfair. This past year
proved the durability we are building into our business model. While Wayfair was fortunate in many
respects and learned some lessons in others, our long-term orientation was validated in real time.
Years of investments in technology, logistics, supplier relationships, and talent enabled us to move
quickly and nearly seamlessly to meet the wall of demand that came our way in every geography – and
1
begin to build meaningful connections with 10+ million new active customers on our platform. Truly
durable businesses cannot be built overnight, but when done right, the returns compound for years and
generations. We saw some of that begin to play out in 2020, but there is much more to come.
In this letter last year, we talked about two validating events that would be important for you, our fellow
shareholders: an approaching profitability inflection, and leverage in the continued scaling of our
proprietary logistics network. The subsequent quarters demonstrated the power of our model, but as we
also tend to say in these letters: We are just getting started! We are at the early stages of proving out
just how large the gains embedded in Wayfair’s business model will be, and we expect them to
compound for a very long time.
At only $14 billion in net revenue, we have captured less than 2% of our $800+ billion (and growing)
total addressable market. The opportunity in front of us is immense. There are many reasons why the
winner in our market will have a disproportionately large share, and the Wayfair team is as ambitious
and aggressive as ever as we orient around
future growth and profitability.
both
Our Ambition
We are building the preeminent platform for home. We are neither solely a retailer nor solely a
marketplace. Instead we take on the harder but more valuable challenge to combine the best of both.
We are a platform.
Wayfair aspires to connect every customer across North America and Europe to the full spectrum of
available products and related services, so that they may find the option that is just right for them. Our
infrastructure, technology, and services power and deepen these connections. The end result is loyalty
as customers walk away with a very positive experience and return to Wayfair for inspiration and other
home-related purchases. As we do this again and again, we reinforce our brand and relationship with
tens of millions of customers and tens of thousands of supplier partners.
To bring unparalleled product selection and an intuitive, fast, and enjoyable experience for all who
access our platform, we build tailored solutions to suit the specific needs of the complicated home
category. All of our offerings – whether customer service or end-to-end logistics, marketing capability or
2
visual merchandising innovation, financing or service experiences, or the customer- and supplier-facing
technology that underpins it all – are differentiated, and they will remain so in the future. Everything we
create recognizes the deeply personal and emotional process of making one’s space a home and
makes it easier to do so.
What we are building is unique. Our platform is a hybrid of the best attributes found in both traditional
merchant-led, customer-oriented retailers and innovative technology-based, two-sided marketplaces. In
practice, this means that we are the customer-facing brand. This first-party approach to our customer
sets the standard for their experience by optimizing both the pre-order and post-order processes in a
largely unbranded category. As we earn our customers’ trust, they keep returning to the platform. From
a supplier-facing standpoint, we are a true partner in a third-party construct. We build the tools,
services, and technology they need to successfully reach our customers. It is their product designs,
quality control, and inventory that are on display for the customer. Our priority is to collaborate closely
with each supplier, but to ultimately give them as much control as possible to chart the course of their
business and growth with us. If we do our job right, we help our customers win by delivering the best
possible shopping journey, and we help our suppliers win by delivering solutions that they can then
leverage to steer their businesses to new heights.
What’s to Come
We are well on our way to realizing our vision, but the market is vast and underserved. There is much
work to be done, and Wayfair is uniquely positioned to continue to innovate and seize the opportunity
ahead. We back up our ambitious vision with aggressive but achievable plans. Some of the most
impactful of our priorities today fall along the following dimensions:
-
: After an initial period of investment to stand up many
Scaling newer categories and services
new subcategories and services, we have demonstrated our ability to compete and win. Now, scaling
each becomes the next priority. Scaling does not only mean better economics, though we expect those
too. In this next stage, we will elevate each offering through bespoke technology and features that
make the shopping journey easier and more productive for the customer. A few examples to
demonstrate what we mean:
3
- Our Wayfair Professional (B2B) business in North America is approaching $1.5B in net
revenue (in a $100+ billion market). Now that we have a solid foundation, we will refine our
pre- and post-order offerings for each of the six B2B vertical market segments against which
we are organized.
- After entering Large Appliances only a couple of years ago, several major brands are on the
Wayfair platform today (in 2020, Samsung sponsored Way Day and GE Appliances
sponsored our Cyber 5 events). The next steps are welcoming the small balance of
manufacturers still outstanding, and continuing to enhance our merchandising and product
discovery features to facilitate more brand building and technical differentiation for these
products. These elements will help our customers find the products best suited to their
unique needs versus a more commonplace, commoditized view of appliances.
-
Last year, in services, we significantly upgraded our consumer financing solutions in
partnership with Citi. The offerings, including a store credit card and a co-branded
Mastercard, offer very meaningful consumer benefits, thus amplifying the Wayfair loyalty
cycle. We are now rapidly growing our cardmember base.
This is not an exhaustive list – rather an illustration of the power of building on and scaling what we
have already started in many instances across the platform. As the way we merchandise and service
these newer initiatives becomes increasingly nuanced, we will unlock an even higher-quality experience
for our customers and further strengthen our partnership with our suppliers.
-
: With 31 million+ active customers over the last 12 months,
Expanding our customer reach
Wayfair’s brand appeal already extends well beyond the typical vision of a “core customer.” Our brand
stands for all things home, and we are helping everyone capture that special feeling of home. We are
focused on reinforcing that identity with every type of customer and building their awareness of the
breadth of our platform. We will continue our outreach through an ROI-oriented lens, meeting our
customers anywhere they interact with the category – whether that is on the phone or via email or chat,
through emerging digital channels, or innovative new approaches in traditional channels like direct mail
or physical retail. Consistent with our evergreen practice, we approach each channel through iteration,
testing, and then scaling, with the intent to be a leader across all while making sure to generate a
strong ROI.
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-
: We have redefined what it means to shop online for the
Redefining the supplier experience
home through our customer web and app interfaces. As a platform, our supplier experience should be
equally as rich, intuitive, and powerful. We are bringing more data, more transparency, and more
control to our suppliers in real time via our Partner Home portal, which should in turn translate to better
outcomes for all of our supplier partners on Wayfair no matter their size. We will retain the high-touch
elements that make working with Wayfair exceptional while introducing more self-service tools and
real-time information to enable quicker, more strategic decision-making for all.
-
:
Reinforcing a culture of diversity, equity, and inclusiveness
We are proud of the culture we
have built at Wayfair, but also recognize that there is more we must do to foster an even more inclusive
environment. Wayfair is data-driven, fast-moving, and collaborative. The caliber of talent we have and
are attracting is self-reinforcing: We make the best hires because they want to work with the best
people. Part of what makes us a great team is that
we embrace each individual for what they bring and
how they show up;
we value differing viewpoints and are willing to pivot when presented with
compelling logic. Diverse teams make better decisions, and we are committed to ensuring equity for
underrepresented groups and creating pathways for their advancement into all levels of Wayfair. As
part of that push, we recently committed to a $15 minimum wage for all Wayfairians. We also
announced our role as founding partner of Boston While Black, the first membership network for
Boston-based, Black professionals, entrepreneurs, and graduate students who are seeking connection,
mentorship, and community. These are just a couple of examples to demonstrate how we are
mobilizing to help drive change and make the world the one we want it to be. As one of the largest
employers in Boston and in many other locations where we operate, Wayfair is focused on reinforcing a
culture of inclusivity and diversity within our walls and in our communities. We look forward to leading
other impactful changes on these fronts in the future.
-
Gaining advantage through differentiated technology:
As we scale, we are embracing
technology that keeps us innovative, responsive, and agile. We are a technology company first and
foremost, with more than 3,000 engineers and data scientists among our ranks. As we grow, we are
becoming a larger investor in bespoke technology. Many of our inherent advantages today come from
years of technology investment. Take, for instance, pricing models that take into account complex
demand-response dynamics based on huddles of competitive items, our industry-leading position in
low-cost photorealistic environmental imagery based on proprietary technology for building 3D models
5
and rendering images, or Wayfair’s whole proprietary stack of marketing technology including
advertising attribution data science models and advanced bidding systems that allow us to
cost-effectively identify and attract new customers across a large and growing list of channels. These
are just three examples; there are dozens more. Today we have efforts underway to do things we
would not have thought possible just a few years ago.
As you can tell, the future is ripe with opportunity and we are by no means slowing down as we go after
it. If anything, we are moving faster as consumer behavior changes accelerate. The Wayfair platform is
unique and our long-term-oriented operating philosophy is paying off. At today’s scale, we are
privileged to be able to grow quickly and profitably while continuing to invest in high-ROI initiatives that
will deliver more breakthroughs and facilitate greater share capture over time. Macro events have
challenged all of us over the last year, and they are testing us still. Wayfair and its brand and team are
emerging even stronger, and we will continue to build on that strength both operationally and financially
in the years and decades to come. 2020 was eventful; our plan is to make 2021 just as
transformational. Our intent is to be able to say this same thing each year as our gains compound on
top of the foundation of all of our past work.
We thank you for your support.
Niraj Shah
Steven Conine
Co-Founder, Co-Chairman & CEO
Co-Founder & Co-Chairman
Caution Concerning Forward-Looking Statements: This letter contains forward-looking statements
within the meaning of federal and state securities laws. All statements other than statements of
historical fact contained in this letter, including statements regarding statements regarding our
investment plans and anticipated returns on those investments, the strength of our customer offering,
our future customer growth, our future results of operations and financial position, our business strategy
and our plans and objectives of management for future operations, are forward-looking statements. You
are cautioned not to rely on these forward-looking statements, which are based on current expectations
6
of future events. For important information about the risks and uncertainties that could cause actual
results to vary materially from the assumptions, expectations, and projections expressed in any
forward-looking statements, please review the “Forward-Looking Statements” section of the Wayfair
earnings release issued on February 25, 2021 as well as the most recently filed Wayfair Reports on
Forms 10-K and 10-Q. Wayfair does not undertake to update any forward-looking statement as a result
of new information or future events or developments.
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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
Form 10-K
☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT
OF 1934
For the fiscal year ended December 31, 2020
OR
☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT
OF 1934
For the transition period from to
Commission File Number: 001-36666
Wayfair Inc.
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction of
incorporation or organization)
4 Copley Place
Boston, MA
(Address of principal executive offices)
36-4791999
(I.R.S. Employer
Identification Number)
02116
(Zip Code)
(617) 532-6100
(Registrant's telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act:
Title of each class
Class A Common Stock, $0.001 par value
Trading symbol(s)
W
Name of each exchange on which registered
The New York Stock Exchange
Securities registered pursuant to Section 12(g) of the Act:
None.
Indicate by check mark if the registrant is a well-known seasoned issuer, as defined in Rule 405 of the Securities Act. Yes ☒ No ☐
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the Act. Yes ☐ No ☒
Indicate by check mark whether the registrant: (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange
Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject
to such filing requirements for the past 90 days. Yes ☒ No ☐
Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to
Rule 405 of Regulation S-T during the preceding 12 months (or for such shorter period that the registrant was required to submit such files).
Yes ☒ No ☐
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller reporting
company. See the definitions of "large accelerated filer," "accelerated filer", "smaller reporting company" and "emerging growth company" in
Rule 12b-2 of the Exchange Act:
Large Accelerated Filer
Non-accelerated filer
☒ Accelerated filer
☐ Smaller reporting company
Emerging growth company
☐
☐
☐
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying
with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o
Indicate by check mark whether the registrant has filed a report on and attestation to its management’s assessment of the effectiveness of its
internal control over financial reporting under Section 404(b) of the Sarbanes-Oxley Act (15 U.S.C. 7262(b)) by the registered public accounting firm
that prepared or issued its audit report. ☒
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). Yes ☐ No ☒
The aggregate market value of the voting and non-voting common equity held by non-affiliates as of June 30, 2020 computed by reference to
the closing sale price of $197.61 per share as reported on the New York Stock Exchange on that date was $13.1 billion.
Class
Outstanding at February 15, 2021
Class A Common Stock, $0.001 par value per share
Class B Common Stock, $0.001 par value per share
77,016,878
26,564,197
1
DOCUMENTS INCORPORATED BY REFERENCE
Certain sections of the registrant's definitive Proxy Statement for the 2021 Annual Meeting of Stockholders to be filed with the Securities and
Exchange Commission pursuant to Rule 14A not later than 120 days after end of this fiscal year covered by this Form 10-K are incorporated by
reference into Part III of this Form 10-K.
2
Wayfair Inc.
Annual Report on Form 10-K
For the Fiscal Year Ended December 31, 2020
TABLE OF CONTENTS
Business
Risk Factors
Unresolved Staff Comments
Properties
Legal Proceedings
Mine Safety Disclosures
PART I
Item 1.
Item 1A.
Item 1B.
Item 2.
Item 3.
Item 4.
PART II
Item 5.
Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of Equity
Securities
Selected Consolidated Financial Data
Management's Discussion and Analysis of Financial Condition and Results of Operations
Quantitative and Qualitative Disclosures About Market Risk
Financial Statements and Supplementary Data
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
Controls and Procedures
Other Information
Directors, Executive Officers and Corporate Governance
Executive Compensation
Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters
Certain Relationships and Related Transactions, and Director Independence
Principal Accounting Fees and Services
Item 6.
Item 7.
Item 7A.
Item 8.
Item 9.
Item 9A.
Item 9B.
PART III
Item 10.
Item 11.
Item 12.
Item 13.
Item 14.
PART IV
ITEM 15. Exhibits and Financial Statement Schedules
EXHIBIT INDEX
SIGNATURES
PAGE
4
10
32
32
33
33
34
34
34
48
50
85
86
88
88
88
88
88
88
88
89
94
1
SUMMARY OF THE MATERIAL RISKS ASSOCIATED WITH OUR BUSINESS
Our business is subject to a number of risks that could adversely affect our business, financial condition and operating results.
These risks are discussed more fully below and include, but are not limited to, risks related to:
Risks Related to the novel coronavirus ("COVID-19") Outbreak
•
The recent and ongoing global outbreak and spread of the COVID-19 outbreak, and any future outbreak or other public
health emergency, could materially affect our operations, liquidity, financial condition and operating results.
Risks Related to Our Business and Industry
•
•
•
•
•
•
•
•
Our recent growth rates may not be sustainable or indicative of our future growth.
If we fail to manage our growth effectively, our business, financial condition and operating results could be harmed.
If we fail to acquire new customers or retain existing customers, or fail to do so in a cost-effective manner, we may not
be able to sustain our recent profitability.
Our success depends in part on our ability to increase our net revenue per active customer. If our efforts to increase
customer loyalty and repeat purchasing as well as maintain high levels of customer engagement are not successful, our
growth prospects and net revenue will be materially adversely affected.
Our business depends on our ability to build and maintain strong brands. We may not be able to maintain and enhance
our brands if we receive unfavorable customer complaints, negative publicity or otherwise fail to live up to consumers'
expectations, which could materially adversely affect our business, operating results and growth prospects.
Our efforts to expand our business into new brands, products, services, technologies, and geographic regions will subject
us to additional business, legal, financial and competitive risks and may not be successful.
Expansion of our international operations will require management attention and resources, involves additional risks and
may be unsuccessful, which could harm our future business development and existing domestic operations.
Until fiscal 2020, we had a history of losses and we may be unable to sustain our recent profitability and positive cash
flow in the future as we continue to expand our business.
• We depend on our relationships with third parties, and changes in our relationships with these parties could adversely
impact our net revenue and profits.
•
•
Our failure or the failure of third-party service providers to protect our sites, networks and systems, confidential
information and assets against security breaches or loss could damage our reputation and brand and substantially harm
our business and operating results.
Purchasers of home goods may not choose to shop online, which would prevent us from growing our business.
• We may be subject to product liability and other similar claims if people or property are harmed by the products we sell.
•
Risks associated with the suppliers from whom our products are sourced could materially adversely affect our financial
performance as well as our reputation and brand.
• We may be unable to source new suppliers or strengthen our relationships with current suppliers.
•
•
Seasonal trends in our business create variability in our financial and operating results and place increased strain on our
operations.
Uncertainties in global economic conditions and their impact on consumer spending patterns, particularly in the home
goods market, could adversely impact our operating results.
2
Risks Related to Laws and Regulations
•
•
Government regulation of the Internet and e-commerce is evolving and unfavorable changes or failure by us to comply
with these regulations could substantially harm our business and operating results.
Expansion into new global markets may subject us to additional laws and regulations, requiring additional investment to
comply, which could adversely affect our operating results, or subject us to fines and penalties.
Risks Related to Our Indebtedness
•
Our outstanding indebtedness, or additional indebtedness that we may incur, could limit our operating flexibility and
adversely affect our financial condition.
Risks Related to Ownership of our Class A Common Stock
•
•
The dual class structure of our common stock has the effect of concentrating voting control with our co-founders, which
will limit your ability to influence corporate matters.
Our stock price may be volatile or may decline regardless of our operating performance.
3
Item 1. Business
Overview
PART I
Wayfair is one of the world's largest online destinations for the home. Its co-founders are lifetime tech innovators who have
worked together in the commercial Internet sector since 1995. As engineers themselves, they have created a company culture
deeply rooted in technology and data, and their significant equity ownership in Wayfair has informed their leadership and allowed
them to take a long-term view when building the company. Unless the context indicates otherwise, "Wayfair," "the company,"
"we," "us," "our" and similar terms refer to Wayfair Inc. and its subsidiaries.
Through our e-commerce platform, we offer customers visually inspired browsing, compelling merchandising, easy product
discovery and attractive prices for over twenty-two million products from over 16,000 suppliers. We are focused on bringing our
customers an experience that is at the forefront of shopping for the home online. Wayfair customers span a wide range of
demographics, with annual household income ranging from $25,000 to $250,000, and also include business professionals.
Because each of our customers has a different taste, style, purchasing goal and budget when shopping for her home, we have built
one of the largest online selections of furniture, décor, housewares and home improvement products. We are able to offer this vast
selection of products because we hold minimal inventory. We specialize in the home category and this has enabled us to build a
shopping experience and logistics infrastructure that is tailored to the unique characteristics of our market.
The delivery experience and overall customer service we offer our shoppers are central to our business. The majority of our
products are shipped to customers directly from our suppliers with an increasing proportion flowing through our own logistics
network. We have invested considerably in our logistics network and leverage these capabilities to improve the experience for
both customers and suppliers. This network consists of CastleGate and the Wayfair Delivery Network ("WDN"). We also offer
inbound services via International Supply Chain ("ISC") solutions. Our CastleGate facilities enable suppliers to forward-position
their inventory in our warehouses, allowing us to offer faster delivery. Through WDN, we can directly manage large parcel
deliveries via consolidation centers, cross docks and last mile delivery facilities, which, alongside CastleGate, enables us to speed
up deliveries, decrease our reliance on third parties and undertake efforts to reduce damage. ISC services allow our suppliers to
unlock efficiencies on inbound logistics, including through Asia-based product consolidation and port-to-door freight forwarding
solutions. We believe these investments in logistics capabilities result in an enhanced experience for our customers and suppliers.
In addition to logistics, we offer a range of supplemental media and merchandising services in support of a seamless selling
experience for suppliers. We also believe providing superior customer service is key to delighting our customers. Our customer
service locations are staffed with over 4,100 highly-trained sales and service employees located in the United States ("U.S.") and
Europe.
Segments
Our operating and reportable segments are the U.S. and International, which includes our businesses in Canada, the United
Kingdom and Germany. See Note 13 to the consolidated financial statements, Segment and Geographic Information, included in
Part II, Item 8, Financial Statements and Supplementary Data, of this Annual Report on Form 10-K. Net revenue of the U.S.
segment represented 84% of consolidated net revenue for the year ended December 31, 2020.
Our Industry
The home goods market is large and characterized by specific consumer trends, structural challenges and market dynamics
that are shaping the future of our industry.
Addressable Market Size and Growth
We estimate today the annual U.S. market for home goods is approximately $450 billion, of which approximately 20% is
sold online by our estimates. According to data released by the U.S. Census Bureau, there are approximately 99 million
households in the U.S. with annual incomes between $25,000 and $250,000. Moreover, we believe there are approximately 193
million individuals between the ages of 20 and 64 in the U.S., many of whom are accustomed to purchasing goods online. As
younger generations age, start new families and move into new homes, we expect online sales of home goods to increase. In
addition, we believe the online home goods market will further grow as older generations of consumers become increasingly
comfortable purchasing online. Including our presence in Canada and Western Europe, we believe we have more than doubled the
size of our total addressable market.
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Why Home is Different
Home is shopped differently than other retail verticals. Homes are personal expressions of self and identity, which is why
many consumers seek uniqueness, crave originality and enjoy the feeling created by home design, furniture and décor. Consumers
shopping for home goods often cannot articulate exactly what they are looking for and they rarely know the names of the
manufacturer brands they like, as the category is largely unbranded. We believe search-based websites have difficulty serving
customers shopping for home products in this more emotional, visual and inspirational manner.
When shopping for the home, consumers desire uniqueness, which requires vast selection. In the market for home goods,
consumers with different tastes, styles, purchasing goals and budgets require a broad selection of products and choices. Brick and
mortar home goods retailers must balance scale of selection with the challenges of high inventory carrying costs and limited
showroom and storage space - as a result, to browse a vast selection of products, consumers must shop multiple stores. Other e-
commerce retailers that sell home goods typically focus their shopping experiences around keyword search, instead of a browse-
oriented journey that encourages discovery. We believe the lack of an easy-to-browse, one-stop shopping experience with massive
selection has led to dissatisfaction with home goods shopping both online and off.
Logistics, fulfillment and customer service for home goods products are challenging given the variety of categories and
price points and the mix of heavy and bulky items. Home goods often have a low dollar value to weight ratio compared to other
categories of retail, therefore requiring a logistics network that is optimized for items with those characteristics. Many consumers
also seek first-rate customer service so they are not burdened with managing delivery, shipping and return logistics on their own.
However, we believe big box retailers that serve the mass market for home goods are often unable or unwilling to provide this
level of service.
Our Solution - Key Benefits for Our Customers
We offer broad selection and choice. We have one of the largest online selections of furniture, décor, housewares and home
improvement products, with over twenty-two million products from over 16,000 suppliers. We have built a portfolio of over 100
house brands, which offer a curated brand experience, making it easier for customers to discover styles, products and price points
that appeal to them.
Convenience and value are central to our offering. We are a one-stop shop for consumers in the home goods category, with
competitive pricing reflecting the many supplier participants on our platform and a differentiated and robust merchandising
experience. For items shipped from our CastleGate warehouses, we are able to deliver many products to a majority of the U.S.
population in two days or less.
We give customers inspirational content and an engaging shopping journey. To inspire customers, we produce beautiful
imagery and highly-tailored editorial content both in house and through third parties. We use personalization to create a more
engaging consumer experience and we allow customers to create looks they love with tools such as our Idea Boards. More than
half of the traffic coming to Wayfair.com is from mobile devices and our investment in mobile allows us to deliver value,
convenience and inspiration to consumers anytime and anywhere. Our mobile app also offers customers a powerful way to shop
for their home from their home using our "View in Room 3D" augmented reality tool.
We support our customers' shopping journey from start to finish through everything from financing solutions to customer
support. Our private label and co-branded credit cards build loyalty and encourage repeat shopping with cash back rewards.
Superior customer service is a core part of the experience we offer shoppers. Our customer service organization has over 4,100
employees who help consumers navigate our sites, answer questions and complete orders, as well as specialists focused on
specific product classes. This team helps us build trust with consumers, build our brand awareness, enhance our reputation and
drive sales.
Our Solution - Key Benefits for Our Suppliers
We give suppliers cost-effective access to our large customer base. We sell products from over 16,000 suppliers, many of
which are small, family-run operations without well-known product brands and without easy retail access to a large customer
base. We provide our suppliers with access to our large customer base, with 31.2 million active customers over the last twelve
months, enabling them to increase their sales and access the growing e-commerce market.
Suppliers can leverage our technological expertise to enhance their success on our platform. Our technology platform is
designed to allow suppliers to easily provide us with their full product selection and to highlight selected products for customers
on our sites. We offer our suppliers a view of our demand and inventory needs via powerful data and analytics. Suppliers are also
able to enhance their media and merchandising by using additional services provided by Wayfair, including through sponsored
5
content and 3D image creation. Through our technology platform, we believe many of our suppliers have increased their sales,
which has strengthened their loyalty to us.
Our logistics infrastructure allows us to ship directly to our customers from our suppliers or from our CastleGate
warehouses. This fulfillment network is a key component of our custom-built and seamlessly integrated technology and
operational platform.
Sites and Brands
Each of our customers has a different taste, style, purchasing goal and budget when shopping for her home. To help her find
the right products for her home, we offer a family of sites, each with a unique brand identity that offers a tailored shopping
experience and rich product selection to a different target audience.
Wayfair - Everything home for every budget.
Joss & Main - Stylish designs to discover daily.
AllModern - The best of modern, priced for real life.
Birch Lane - Classic home. Comfortable cost.
Perigold - The widest-ever selection of luxury home furnishings.
Wayfair represents a significant majority of our net revenue and is the only one of our sites that also operates
internationally, operating as Wayfair.ca in Canada, Wayfair.co.uk in the United Kingdom and Wayfair.de in Germany.
On our sites, we also feature certain products under our house brands, such as Three Posts® and Mercury Row®. Through
these house brands, which feature curated selections refined by style and price point, we help our customers navigate our vast
product assortment to find items that uniquely match their needs.
"Direct Retail" sales include net revenue from customers generated through the family of sites described above.
Technology
We have custom-built our proprietary technology and operational platform to deliver the best experience for both our
customers and suppliers. Our success has been built on a culture of data-driven decision-making, operational discipline and an
unwavering focus on the customer. We believe that control of our technology systems, which gives us the ability to update them
often, is a competitive advantage.
Our team of over 3,000 engineers and data scientists has built a full set of technology solutions specific to the home goods
market. Our storefront consists of a large set of tools and systems with which our customers directly interact, that are specifically
tuned for shopping the home goods category by mixing lifestyle imagery with easy-to-use navigation tools and personalization
features designed to increase customer conversion. We have designed operations software to deliver the reliable and consistent
experience consumers desire, with proprietary software enhancing our performance in areas such as integration with our suppliers,
our warehouse and logistics network and our customer service operation. Much of our advertising technology was internally
developed, including campaign management and bidding algorithms for online advertising. This allows us to leverage our internal
data and target customers efficiently across various channels. We also partner selectively with marketing partners where we find
solutions that meet our marketing objectives and deliver a strong return on investment.
Much of the underlying infrastructure for storefront, operations and advertising technology is common across all of our sites
and countries. We rely on a hybrid data infrastructure that integrates a physical data center network with a cloud-based solution
for data storage and processing. Our physical data centers are highly secure, with wide geographic distribution and engineering
resources to support high availability. These systems are monitored 24x7 by our network operations center for performance and
security.
Marketing
Our marketing efforts bring new and repeat customers to our sites and help us acquire their email addresses through various
paid and non-paid advertising methods. Our paid advertising efforts consist primarily of online channels, including search engine
marketing, display advertising and paid social media, and to a lesser extent direct mail and television advertisements. Our non-
paid advertising efforts include search engine optimization, non-paid social media, mobile "push" notifications and email. Upon
acquiring a customer or a potential customer's email address, we seek to increase their engagement with our sites and drive repeat
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purchases. This effort to increase engagement and repeat purchasing is driven by all of our marketing tools, including
personalized email marketing efforts and customer retargeting. We rigorously manage our paid marketing efforts towards the goal
that each new spending initiative is cost-effective with a measurable return on investment within a designated period of time.
Logistics
Our logistics network was built specifically for the home category, where items can be bulky, heavy and prone to damage.
Historically, our primary method of fulfillment was a drop-ship network where integration into our suppliers' back-end
technology infrastructure allowed us to process an order and send it directly to a supplier's warehouse. We would then arrange for
shipment from the loading dock of the supplier's warehouse to the customer's home. Depending on the size of the package, the
delivery would be made either through carriers such as FedEx, UPS, DHL, the U.S. Postal Service or third-party line haul
trucking companies and third-party last mile home delivery agents. Today, an increasing proportion of customer orders is being
shipped from our CastleGate warehouses. This is facilitated by our ISC services, offering inbound freight, drayage and ocean
services for suppliers sending products from Asia with direct delivery to CastleGate locations. The majority of large parcel items
are delivered to the customer through our WDN, which includes consolidation centers, cross docks and last mile delivery
facilities. For smaller items, we partner with carriers to handle the delivery to the customer. We believe that our proprietary
logistics network will help drive incremental sales by delighting our customers with faster delivery times and a better home
delivery experience. Over time we believe this network will also lower our costs per order by reducing damage rates and
leveraging economies of scale in transportation.
Customer Service
Our customer service team consists of approximately 4,100 highly-trained sales and service employees located across the
U.S. and Europe who are available to help our customers with sales and service via phone, email or online chat. Because we view
superior customer service as one of our key values, our sales and service employees receive extensive training as well as
competitive compensation and benefit packages. The team consists of generalists as well as specialists who have deeper expertise
and training in select areas of our catalog, such as lighting, flooring and upholstery.
Our Growth Strategy
Our goal is to further improve our leadership in the home goods market by pursuing the following key strategies:
continue building our brands by delighting our customers;
acquire new customers and increase repeat purchases from existing customers;
invest in technology to further improve our customer and supplier experiences;
grow certain categories where we under-index the broader home goods market today;
increase delivery speed and improve the delivery experience for our customers through the continued build-out of
our proprietary logistics network;
continue to expand internationally; and
opportunistically pursue strategic acquisitions.
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Competition
The market for online home goods and furniture is highly competitive, fragmented and rapidly changing. While we are
primarily focused on the mass market, we compete across all segments of the home goods market. Our competition includes
furniture stores, big box retailers, department stores, specialty retailers and online retailers and marketplaces in the U.S., Canada,
the United Kingdom and Germany, including:
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Furniture Stores: American Freight, Ashley Furniture, Bob's Discount Furniture, Havertys, Raymour & Flanigan
and Rooms To Go;
Big Box Retailers: Bed Bath & Beyond, Home Depot, IKEA, Lowe's, Target and Walmart;
Department Stores: JCPenney, Macy's and Neiman Marcus;
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Specialty Retailers: Arhaus, At Home, Container Store, Crate and Barrel, Design Within Reach, Ethan Allen, Floor
& Decor, LL Flooring, Mitchell Gold + Bob Williams, Restoration Hardware, Room & Board, TJX Companies and
Williams Sonoma;
Online Retailers and Marketplaces: Amazon, Build.com, Houzz, eBay and Overstock
International: Argos, Canadian Tire, Home24, John Lewis, Leon's, Made, Otto and Westwing, in addition to
several of the companies listed above who also compete with us internationally.
We believe that the primary competitive factors in the mass market are vast selection, visually inspiring browsing,
compelling merchandising, ease of product discovery, price, convenience, reliability, speed of fulfillment and customer service.
We believe our technological and operational expertise allows us to provide our customers with a vast selection of goods,
attractive price points, reliable and timely fulfillment, plus superior customer service and that the combination of these capabilities
is what provides us with a sustainable competitive advantage.
Human Capital
At Wayfair, we believe strongly in our people and want to ensure each and every employee is empowered and positioned to
bring their authentic self to work every day.
Wayfair has a dedicated Diversity, Equity and Inclusion team that serves as our internal compass in promoting a global
community, ensuring an inclusive culture and growing market penetration through innovation that only a sense of belonging
across a diverse workforce can provide. We use qualitative and quantitative data to identify levers to create equitable outcomes
for not only our people, but for our customers, our suppliers and our partners.
As we look to the future of our business and the ever changing landscape of our diverse population, we believe that focusing
on leadership commitment and collaboration, awareness and education, building infrastructure to support a diverse population and
growing our employee resource groups is imperative to building a workplace that feels like home.
We believe we have a good relationship with our employees, which include 16,122 full-time equivalent employees as of
December 31, 2020. Additionally, we rely on independent contractors and temporary personnel to supplement our workforce,
primarily in our logistics network. None of our employees are represented by a labor union or covered by a collective bargaining
agreement.
COVID-19 Outbreak
In March 2020, the World Health Organization declared the COVID-19 outbreak to be a global pandemic. The global health
crisis caused by the COVID-19 outbreak, including any resurgences, has and will continue to negatively impact global economic
activity. During this time, our focus remains on promoting the health, safety and financial security of our employees and serving
our customers. As a result, we have taken a number of precautionary measures, including implementing social distancing,
enhanced cleaning measures and COVID-19 testing in our facilities, suspending all non-essential travel, transitioning a large
portion of our employees to working-from-home, reimbursing certain employee technology purchases, establishing employee
welfare programs, providing emergency paid time off and targeted hourly pay increases and developing no-contact delivery
methods.
While the COVID-19 outbreak has not had a material adverse impact on our operations to date and we believe the long-term
opportunity that we see for shopping for the home online remains unchanged, it is difficult to predict all of the positive or negative
impacts the COVID-19 outbreak will have on our business over the short- and long-term.
Additional information regarding the impact of the COVID-19 outbreak on our business is set forth within this Part I, Item
1A, Risk Factors and Part II, Item 7, Management's Discussion and Analysis of Financial Condition and Results of Operations
of this Annual Report on Form 10-K.
Seasonality
Our business is affected by seasonality, which historically has resulted in higher sales volume during our fourth quarter,
which ends December 31. However, during the fiscal year ended December 31, 2020, typical seasonality was disrupted by the
COVID-19 outbreak. Beginning in March 2020, authorities across the U.S. and the globe implemented varying degrees of
restriction on social and commercial activity to promote social distancing in an effort to slow the spread of the illness, including
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travel bans, stay-at-home orders and shutdowns of certain businesses. These factors contributed to higher sales volume during our
second and third quarters of fiscal 2020.
Intellectual Property
We believe our intellectual property, including any trademarks, service marks, copyrights, domain names, patents, trade
dress, trade secrets and proprietary technologies, is an important part of our business. We seek to protect our intellectual property
by relying on federal, state and common law rights in the United States and other countries, as well as contractual restrictions. We
generally enter into confidentiality and assignment of invention assignment agreements with employees and certain contractors
and confidentiality agreements with other third parties, such as suppliers, in order to limit access to, and disclosure and use of, our
confidential information and proprietary technology. In addition to these contractual arrangements, we also rely on a combination
of trademarks, trade dress, domain names, copyrights, trade secrets and patents to help protect our other intellectual property.
Company Information
We began operating as Smart Tech Toys, Inc., a Massachusetts corporation, in May 2002 and changed our name to CSN
Stores, Inc. in February 2003. From 2002 through 2011, the company was bootstrapped by our co-founders and operated as
hundreds of niche websites, such as bedroomfurniture.com and allbarstools.com. In March 2008, we formed, and contributed all
of the assets and liabilities of CSN Stores, Inc. to a subsidiary, CSN Stores LLC, and we continued operating our business through
this Delaware limited liability company. In late 2011, we made the strategic decision to close and permanently redirect over 240
of our niche websites into Wayfair.com. As part of that shift, we changed the name of CSN Stores, Inc. to SK Retail, Inc. and
changed our name from CSN Stores LLC to Wayfair LLC. In connection with our initial public offering, we completed a
corporate reorganization, as a result of which Wayfair Inc. was formed to be a holding company with no material assets other than
100% of the equity interests in Wayfair LLC and SK Retail, Inc.
Available Information
We encourage investors to use our investor relations website, investor.wayfair.com, to find information about us. We
promptly make available on this website, free of charge, the reports that we file or furnish with the Securities and Exchange
Commission ("SEC"), as well as corporate governance information (including our Code of Business Conduct and Ethics). We file
annual reports on Form 10-K, quarterly reports on Form 10-Q, current reports on Form 8-K, proxy and information statements
and amendments to reports filed or furnished pursuant to Sections 13(a), 14 and 15(d) of the Securities Exchange Act of 1934, as
amended (the "Exchange Act"). The SEC maintains a website at www.sec.gov that contains reports, proxy and information
statements and other information regarding Wayfair and other issuers that file electronically with the SEC. Our telephone number
is (617) 532-6100 and our website address is www.wayfair.com. The information contained in our website or connected thereto is
not a part of, or incorporated into, this Annual Report on Form 10-K. Further, our references to website URLs are intended to be
inactive textual references only.
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Item 1A. Risk Factors
Our operations and financial results are subject to various risks and uncertainties, including those described below. We
caution you that the following important factors, among others, could cause our actual results to differ materially from those
expressed in forward-looking statements made by us or on our behalf in filings with the SEC, press releases, communications with
investors and oral statements. Any or all of our forward-looking statements in this Annual Report on Form 10-K and in any other
public statements we make may turn out to be wrong. They can be affected by inaccurate assumptions we might make or by known
or unknown risks and uncertainties. Many factors mentioned in the discussion below will be important in determining future
results. Consequently, no forward-looking statement can be guaranteed. Actual future results may differ materially from those
anticipated in forward-looking statements. We undertake no obligation to update any forward-looking statements, whether as a
result of new information, future events or otherwise. You are advised, however, to consult any further disclosure we make in our
reports filed with the SEC.
Risks Related to the COVID-19 Outbreak
The recent and ongoing global outbreak and spread of the COVID-19 outbreak, and any future outbreak or other public
health emergency, could materially affect our business, liquidity, financial condition and operating results.
In March 2020, the World Health Organization declared the COVID-19 outbreak to be a global pandemic. In response to
this declaration and the rapid spread of COVID-19 globally, authorities across the U.S. and the globe have and continue to
implement varying degrees of restriction on social and commercial activity to promote social distancing in an effort to slow the
spread of the illness, some of which have been subsequently rescinded or modified, such as travel bans, stay-at-home orders and
shutdowns of certain businesses. These measures have impacted and may continue to impact all or portions of our workforce,
operations, suppliers and customers and demand for our products and services. For example, the COVID-19 outbreak has
disrupted the global supply chain, including many of our suppliers, as factory closures and reduced manufacturing output
impacted inventory levels, potentially exacerbated by surging demand for products. During the COVID-19 outbreak, however, we
have seen increased sales and order activity and, at times, lower advertising costs in the market.
The virus also impacted our workforce, moving a large portion of our employees to working-from-home and adding
administrative complexity to our everyday human resources and employee technology functions. Disruption caused by business
responses to the COVID-19 outbreak, including working-from-home arrangements, may create increased vulnerability to
cybersecurity incidents, including breaches of information systems security, which could damage our reputation and commercial
relationships, disrupt operations, increase costs and/or decrease net revenues and expose us to claims from customers, suppliers,
financial institutions, regulators, payment card associations, employees and others, any of which could have a material adverse
effect on our business, financial condition and operating results.
The spread of COVID-19, and any future pandemic, epidemic or similar outbreak, may disrupt our third-party business
partners’ ability to meet their obligations to us, which may negatively affect our operations. These third parties include our
suppliers and logistics providers, such as FedEx, UPS, DHL, the U.S. Postal Service and other third-party delivery agents, as their
workers may be prohibited or otherwise unable to report to work and transporting products within regions or countries may be
limited due to extended holidays, factory closures, port closures and increased border controls and closures, among other things.
We may also incur higher shipping costs due to various surcharges by third-party delivery agents on retailers related to the
increased shipping demand resulting from the COVID-19 outbreak. These higher costs affected us in the fourth quarter of 2020 as
a result of peak surcharges during the holiday season and may continue to affect us in future quarters.
Further, our efforts to mitigate the impact of COVID-19 through social distancing measures, enhanced cleaning
measures, the increased use of personal protective equipment and COVID-19 testing at our warehouses and other facilities, as
well as other steps taken to protect the health, safety and financial security of our employees, may result in other negative impacts
on our operations, including increased costs, reduced efficiency levels or labor disputes resulting in a strike or other work
stoppage or interruption.
The COVID-19 outbreak has also significantly increased economic uncertainty and has led to disruption and volatility in
the global capital markets, which could increase the cost of and accessibility to capital. If we need to access the capital markets,
there can be no assurance that financing may be available on attractive terms, if at all. The COVID-19 outbreak has caused a
significant economic slowdown, which could be of an unknown duration, could lead to increased unemployment, reduced
discretionary consumer spending and a corresponding reduction in demand for our products and could result in a material adverse
effect on our business, financial condition and operating results.
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Governments around the world have implemented fiscal stimulus measures to counteract the effects of the COVID-19
outbreak, however, the magnitude and overall effectiveness of these actions remain uncertain. Further, the full extent of the
impact of COVID-19, including the extent of its impact on our business and financial condition, will depend on numerous
evolving factors that we may not be able to accurately predict, including, but not limited to: the length of time that the outbreak
continues; the availability and distribution of an effective vaccine; its effect on our suppliers, logistics providers and the demand
for our products; the effect of governmental regulations imposed in response to the outbreak; the effect on our customers, their
communities and customer demand and ability to pay for our products and services, which may be affected by prolonged high
unemployment, increased consumer debt levels, changes in net worth due to market conditions and other factors that impact
consumer confidence; disruptions or restrictions on our employees’ ability to work and travel, as well as uncertainty regarding all
of the foregoing. We cannot at this time predict the full impact of the COVID-19 outbreak, but it could have a larger material
adverse effect on our business, liquidity, financial condition and operating results beyond what is discussed within this report. We
will continue to actively monitor the COVID-19 situation and may take further actions that alter our business operations as may
be required by federal, state, local or foreign authorities, or that we determine are in the best interests of our customers,
employees, suppliers, partners, stockholders and communities. We cannot predict with any certainty whether and to what degree
the disruption caused by the COVID-19 outbreak and reactions thereto will continue, and we expect to face difficulty in
accurately forecasting our financial condition and operational results.
As noted above, however, in the short term we have continued to see increased sales and order activity since the
COVID-19 outbreak. These results, as well as those of other metrics such as net revenues, gross margins and other financial and
operating data, may not be indicative of results for future periods. Some of the increased demand is likely due to customers being
required or encouraged to stay at home, school closures and employers requiring employees to work remotely. Some is also likely
attributable to the timing of tax refunds and COVID-related stimulus payments. Such increased demand may increase beyond
manageable levels, may fluctuate significantly, or may not continue, including the possibility that demand may decrease from
historical levels. Much is unknown, including the duration and severity of the COVID-19 outbreak, the amount of time it will take
for normal economic activity to resume, and future government actions that may be taken, and accordingly the situation remains
dynamic and subject to rapid and possibly material change, including but not limited to changes that may materially affect the
operations of our suppliers, logistics providers and customers, which ultimately could result in material adverse effects on our
business, financial condition and operating results.
Additionally, to the extent the COVID-19 outbreak adversely affects our business, results of operations or financial
condition, it may heighten other risks described in this “Risk Factors” section below.
Risks Related to Our Business and Industry
Our recent growth rates may not be sustainable or indicative of our future growth.
Our historical growth rates may not be sustainable or indicative of future growth. We believe that our continued revenue
growth will depend upon, among other factors, our ability to:
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build our brands and launch new brands;
acquire new customers and increase repeat purchases from existing customers;
develop new features to enhance the consumer experience on our sites, mobile-optimized sites and mobile
applications;
increase the frequency with which new and repeat customers purchase products on our sites through merchandising,
data, analytics and technology;
add new suppliers and deepen our relationships with our existing suppliers;
grow certain categories where we under index the broader home goods market today;
enhance the systems our consumers use to interact with our sites and invest in our infrastructure platform;
increase delivery speed and improve the delivery experience for our customers through the continued build-out of
our proprietary logistics network;
continue to expand internationally; and
opportunistically pursue strategic acquisitions.
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We cannot assure you we will be able to achieve any of the foregoing. Our customer base may not continue to grow or may
decline as a result of increased competition and the maturation of our business. Failure to continue our revenue growth rates could
have a material adverse effect on our financial condition and operating results. You should not rely on our historical rate of
revenue growth as an indication of our future performance.
If we fail to manage our growth effectively, our business, financial condition and operating results could be harmed.
To manage our growth effectively, we must continue to implement our operational plans and strategies, improve and
expand our infrastructure of people and information systems and expand, train and manage our employee base. We have rapidly
increased employee headcount since our inception to support the growth in our business. To support continued growth, we must
effectively integrate, develop and motivate a large number of new employees. If our new hires perform poorly, if we are
unsuccessful in hiring, training, managing and integrating these new employees and staff, or if we are not successful in retaining
our existing employees and staff, our business may be harmed. Moreover, in February 2020 we implemented reductions in force
and may in the future implement other reductions in force. Any reduction in force may yield unintended consequences and costs,
such as attrition beyond the intended reduction in force, the distraction of employees, reduced employee morale and adverse
effects to our reputation as an employer, which could make it more difficult for us to hire new employees in the future, and the
risk that we may not achieve the anticipated benefits from the reduction in force. Properly managing our growth will require us to
establish consistent policies across regions and functions, and a failure to do so could likewise harm our business. We also face
significant competition for personnel, particularly in the Boston, Massachusetts and Berlin, Germany areas where our largest
corporate offices are located. Failure to manage our hiring needs effectively or successfully integrate our new hires may have a
material adverse effect on our business, financial condition and operating results.
Additionally, the growth of our business places significant demands on our operations, as well as our management and
other employees. For example, we typically launch hundreds of promotional events across thousands of products each month on
our sites via emails, "push" notifications and personalized displays. These events require us to produce updates of our sites and
emails to our customers on a daily basis with different products, photos and text. Any surge in online traffic and orders associated
with such promotional activities places increased strain on our operations, including our logistics network, and may cause or
exacerbate slowdowns or interruptions. The growth of our business may require significant additional resources to meet these
daily requirements, which may not scale in a cost-effective manner or may negatively affect the quality of our sites and customer
experience. We are also required to manage relationships with a growing number of suppliers, customers and other third parties.
Our information technology systems and our internal controls and procedures may not be adequate to support future growth of our
supplier and employee base. If we are unable to manage the growth of our organization effectively, our business, financial
condition and operating results may be materially adversely affected.
If we fail to acquire new customers or retain existing customers, or fail to do so in a cost-effective manner, we may not be
able to sustain our recent profitability.
Our success depends on our ability to acquire and retain customers in a cost-effective manner. In order to expand our
customer base, we must appeal to and acquire customers who have historically used other means of commerce to purchase home
goods and may prefer alternatives to our offerings, such as traditional brick and mortar retailers, the websites of our competitors
or our suppliers' own websites. We have made significant investments related to customer acquisition and expect to continue to
spend significant amounts to acquire additional customers. Our paid advertising efforts consist primarily of online channels,
including display advertising, paid search advertising, social media advertising, search engine optimization, comparison shopping
engine advertising, television advertising, direct mail, catalog and print advertising. These efforts are expensive and may not
result in the cost-effective acquisition of customers. We cannot assure you that the net profit from new customers we acquire will
ultimately exceed the cost of acquiring those customers. Additionally, actions by third parties to block or impose restrictions on
the delivery of certain advertisements could also adversely impact our business. If we fail to deliver a quality shopping
experience, or if consumers do not perceive the products we offer to be of high value and quality, we may not be able to acquire
new customers or retain existing customers. If we are unable to acquire new customers who purchase products in numbers
sufficient to grow our business, we may not be able to generate the scale necessary to drive beneficial network effects with our
suppliers or efficiencies in our logistics network, our net revenue may decrease, and our business, financial condition and
operating results may be materially adversely affected.
We believe that many of our new customers originate from word-of-mouth and other non-paid referrals from existing
customers. Therefore, we must ensure that our existing customers remain loyal to us in order to continue receiving those referrals.
If our efforts to satisfy our existing customers are not successful, we may not be able to acquire new customers in sufficient
numbers to continue to grow our business, or we may be required to incur significantly higher marketing expenses in order to
acquire new customers.
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We also utilize non-paid advertising. Our non-paid advertising efforts include search engine optimization, non-paid social
media, mobile "push" notifications and email. We obtain a significant amount of traffic via search engines and, therefore, rely on
search engines such as Google, Bing and Yahoo!. Search engines frequently update and change the logic that determines the
placement and display of results of a user's search, such that the purchased or algorithmic placement of links to our sites can be
negatively affected. Moreover, a search engine could, for competitive or other purposes, alter its search algorithms or results,
causing our sites to place lower in search query results. A major search engine could change its algorithms in a manner that
negatively affects our paid or non-paid search ranking, and competitive dynamics could impact the effectiveness of search engine
marketing or search engine optimization. We also obtain a significant amount of traffic via social networking websites or other
channels used by our current and prospective customers. As e-commerce and social networking continue to rapidly evolve, we
must continue to establish relationships with these channels and may be unable to develop or maintain these relationships on
acceptable terms. If we are unable to cost-effectively drive traffic to our sites, our ability to acquire new customers or retain our
existing customers and our financial condition would suffer.
Our success depends in part on our ability to increase our net revenue per active customer. If our efforts to increase
customer loyalty and repeat purchasing as well as maintain high levels of customer engagement are not successful, our growth
prospects and net revenue will be materially adversely affected.
Our ability to grow our business depends on our ability to retain our existing customer base and generate increased net
revenue and repeat purchases from this customer base and maintain high levels of customer engagement. To do this, we must
continue to provide our customers and potential customers with a unified, convenient, efficient and differentiated shopping
experience by:
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providing imagery, tools and technology that attract customers who historically would have bought elsewhere;
• maintaining a high-quality and diverse portfolio of products and services;
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delivering products on time and without damage; and
• maintaining and further developing our mobile platforms.
If we fail to increase net revenue per active customer, generate repeat purchases or maintain high levels of customer
engagement, our growth prospects, operating results and financial condition could be materially adversely affected.
Our business depends on our ability to build and maintain strong brands. We may not be able to maintain and enhance
our brands if we receive unfavorable customer complaints, negative publicity or otherwise fail to live up to consumers'
expectations, which could materially adversely affect our business, results of operations and growth prospects.
Maintaining and enhancing our brands is critical to expanding our base of customers and suppliers. Our ability to maintain
and enhance our brand depends largely on our ability to maintain customer confidence in our product and service offerings,
including by delivering products on time and without damage. If customers do not have a satisfactory shopping experience, they
may seek out alternative offerings from our competitors and may not return to our sites as often in the future, or at all. In addition,
unfavorable publicity regarding, for example, our practices relating to privacy and data protection, product quality, delivery
problems, competitive pressures, litigation or regulatory activity, could seriously harm our reputation. Such negative publicity
also could have an adverse effect on the size, engagement and loyalty of our customer base and result in decreased net revenue,
which could adversely affect our business and financial results. A significant portion of our customers' brand experience also
depends on third parties outside our control, including suppliers, assembly and installation service providers and logistics
providers such as FedEx, UPS, DHL, the U.S. Postal Service and other third-party delivery agents. If these third parties do not
meet our or our customers' expectations, our brands may suffer irreparable damage.
In addition, maintaining and enhancing these brands may require us to make substantial investments, and these investments
may not be successful. If we fail to promote and maintain our brands, or if we incur excessive expenses in this effort, our
business, operating results and financial condition may be materially adversely affected. We anticipate that, as our market
becomes increasingly competitive, maintaining and enhancing our brands may become increasingly difficult and expensive.
Maintaining and enhancing our brands will depend largely on our ability to provide high quality products to our customers and a
reliable, trustworthy and profitable sales channel to our suppliers, which we may not be able to do successfully.
Customer complaints or negative publicity about our sites, products, delivery times, company practices, employees,
customer data handling and security practices or customer support, especially on blogs, social media websites and our sites, could
rapidly and severely diminish consumer use of our sites and consumer and supplier confidence in us and result in harm to our
brands.
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Our efforts to expand our business into new brands, products, services, technologies and geographic regions will subject
us to additional business, legal, financial and competitive risks and may not be successful.
Our business success depends to some extent on our ability to expand our customer offerings by launching new brands and
services and by expanding our existing offerings into new geographies. For example, we recently launched the Kelly Clarkson
Home Collection and Hykkon, a European Union flagship brand, and in 2016 we launched Wayfair.ca in Canada. Launching new
brands and services or expanding internationally requires significant upfront investments, including investments in marketing,
information technology and additional personnel. Expanding our brands internationally is particularly challenging because it
requires us to gain country-specific knowledge about consumers, regional competitors and local laws, construct catalogs specific
to the country, build local logistics capabilities and customize portions of our technology for local markets. We may not be able to
generate satisfactory net revenue from these efforts to offset these costs. Any lack of market acceptance of our efforts to launch
new brands and services or to expand our existing offerings could have a material adverse effect on our business, prospects,
financial condition and operating results. Further, as we continue to expand our fulfillment capability or add new businesses with
different requirements, our logistics networks become increasingly complex and operating them becomes more challenging. There
can be no assurance that we will be able to operate our networks effectively.
We have also entered and may continue to enter new markets in which we have limited or no experience, which may not be
successful or appealing to our customers. These activities may present new and difficult technological and logistical challenges,
and resulting service disruptions, failures or other quality issues may cause customer dissatisfaction and harm our reputation and
brand. Further, our current and potential competitors in new market segments may have greater brand recognition, financial
resources, longer operating histories and larger customer bases than we do in these areas. As a result, we may not be successful
enough in these newer areas to recoup our investments in them. If this occurs, our business, financial condition and operating
results may be materially adversely affected.
Expansion of our international operations will require management attention and resources, involves additional risks,
and may be unsuccessful, which could harm our future business development and existing domestic operations.
We believe international expansion represents a significant growth opportunity for us. We currently deliver products to
customers in a number of countries, and plan to expand into other international markets in order to grow our business, which will
require significant management attention and resources. For example, we have made and will continue to make significant
investments in information technology, logistics, supplier relationships, merchandising and marketing in the foreign jurisdictions
in which we operate or plan to operate. We have limited experience in selling our products to conform to different local cultures,
standards and regulations, and the products we offer may not appeal to customers in the same manner, if at all, in other
geographies. We may have to compete with local companies who understand the local market better than we do and/or may have
greater brand recognition than we do. In addition, to deliver satisfactory performance for customers in international locations, it
may be necessary to locate physical facilities, such as consolidation centers and warehouses, in foreign markets, and we may have
to invest in these facilities before we can determine whether or not our foreign operations are successful. We have limited
experience establishing such facilities internationally and therefore may decide not to continue with the expansion of international
operations. We may not be successful in expanding into additional international markets or in generating net revenue from foreign
operations. Furthermore, different privacy, censorship, liability, intellectual property and other laws and regulations in foreign
countries may cause our business, financial condition and operating results to be materially adversely affected.
Our future results could be materially adversely affected by a number of factors inherent in international operations,
including:
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localization of our product offerings, including translation into foreign languages and adaptation for local practices,
standards and regulations;
the need to vary our practices in ways with which we have limited or no experience or which are less profitable or
carry more risk to us;
new and different sources of competition;
unexpected changes in regulatory requirements, taxes, trade laws, tariffs, export quotas, custom duties or other trade
restrictions;
differing labor regulations where labor laws may be more advantageous to employees as compared to the U.S.;
different or more stringent regulations relating to data protection, privacy, encryption and security, including the use
of commercial and personal information, particularly in the European Union;
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different laws or regulations regarding restrictions on pricing or discounts;
changes in a specific country's or region's political or economic conditions, including the United Kingdom's exit
from the European Union, commonly referred to as "Brexit";
the rising cost of labor in the foreign countries in which our suppliers operate, resulting in increases in our costs of
doing business internationally;
challenges inherent in efficiently managing an increased number of employees over large geographic distances,
including the need to implement appropriate systems, policies, benefits and compliance programs and maintain our
corporate culture across geographies;
risks resulting from changes in currency exchange rates;
limitations on our ability to reinvest earnings from operations in one country to fund the capital needs of our
operations in other countries;
different or lesser intellectual property protection;
exposure to liabilities under anti-corruption and anti-money laundering laws, including the U.S. Foreign Corrupt
Practices Act and similar laws and regulations in other jurisdictions;
business licensing or certification requirements, such as for imports, exports and international operations;
differing payment processing systems as well as consumer use and acceptance of electronic payment methods, such
as payment cards; and
differing fulfillment, distribution, logistics and systems infrastructure.
Operating internationally requires significant management attention and financial resources. We cannot be certain that the
investment and additional resources required to establish and expand our international operations will produce desired levels of
net revenue or profitability. If we invest substantial time and resources to establish and expand our international operations and
are unable to do so successfully and in a timely manner, our business, financial condition and operating results may be materially
adversely affected.
Fluctuations in currency exchange rates could adversely affect our financial performance and our reported results of
operations.
Because we generate net revenue in the local currencies of our international business, our financial results are impacted
by fluctuations in currency exchange rates. The results of operations of our international business are exposed to currency
exchange rate fluctuations as the financial results of the applicable subsidiaries are translated from the local currency to U.S.
dollars for financial reporting purposes. Our consolidated financial statements are denominated in U.S. dollars and as a result
fluctuations in currency exchange rates may adversely affect our results of operations or financial results. If the U.S. dollar
weakens against foreign currencies, the translation of these foreign currency denominated net revenues or expenses will result in
increased U.S. dollar denominated net revenues and expenses. Similarly, if the U.S. dollar strengthens against foreign currencies,
particularly the euro, the British pound, or the Canadian dollar, our translation of foreign currency denominated net revenues or
expenses will result in lower U.S. dollar denominated net revenues and expenses. To date, we have not entered into any currency
hedging contracts. As a result, fluctuations in foreign exchange rates could significantly impact our financial results.
Brexit may continue to have a significant impact on currency exchange rates and the global and European economy
generally. The outcome of the referendum caused volatility in global stock markets and foreign currency exchange rate
fluctuations, including the strengthening of the U.S. dollar against the British pound and the euro, which may continue or worsen
as the withdrawal of the United Kingdom from the European Union is finalized.
Until fiscal 2020, we had a history of losses and we may be unable to sustain our recent profitability and positive cash
flow in the future as we continue to expand our business.
Prior to fiscal 2020, we had a history of losses and negative cash flow and a resulting accumulated deficit of $1.9 billion as
of December 31, 2020. Although we achieved profitability and positive cash flow in fiscal 2020, we can provide no assurance that
we will be profitable in future quarters or achieve our goal of sustained profitability. Because the market for purchasing home
goods online is rapidly evolving and has not yet reached widespread adoption, it is difficult for us to predict our future operating
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results. As a result, we may incur future losses that may be larger than anticipated, and we may not sustain our recent profitability.
Also, we expect our operating expenses to increase over the next several years as we expand internationally, continue to grow our
proprietary logistics network, hire more employees and continue to develop new brands, features and services. Furthermore, if our
future growth and operating performance fail to meet investor or analyst expectations, or if we have future negative cash flow or
losses resulting from our investment in acquiring new customers, our financial condition and stock price could be materially
adversely affected.
System interruptions that impair customer access to our sites or other performance failures or incidents involving our
logistics network, our technology infrastructure or our critical technology partners could damage our business, reputation and
brand and substantially harm our business and results of operations.
The satisfactory performance, reliability and availability of our sites, transaction processing systems, logistics network and
technology infrastructure are critical to our reputation and our ability to acquire and retain customers, as well as maintain
adequate customer service levels.
For example, if one of our data centers fails or suffers an interruption or degradation of services, we could lose customer
data and miss order fulfillment deadlines, which could harm our business. Our systems and operations, including our ability to
fulfill customer orders through our logistics network, are also vulnerable to damage or interruption from inclement weather, fire,
flood, power loss, telecommunications failure, terrorist attacks, labor disputes, cyber-attacks, data loss, acts of war, break-ins,
other physical security threats, earthquake and similar events. In the event of a data center failure, the failover to a back-up could
take substantial time, during which time our sites could be completely shut down. Further, our back-up services may not
effectively process spikes in demand, may process transactions more slowly and may not support all of our sites' functionality.
We use complex proprietary software in our technology infrastructure, which we seek to continually update and improve.
We may not always be successful in executing these upgrades and improvements, and the operation of our systems may be subject
to failure. In particular, we have in the past and may in the future experience slowdowns or interruptions in some or all of our sites
when we are updating them, and new technologies or infrastructures may not be fully integrated with existing systems on a timely
basis, or at all. Additionally, we have expanded our use of third-party services, including third-party "cloud" computing services,
and as a result our technology infrastructure may be subject to slowdowns or interruptions as a result of integration with such
services and/or failures by such third-parties, which are out of our control. Our net revenue depends on the number of visitors who
shop on our sites and the volume of orders we can handle. Unavailability of our sites or reduced order fulfillment performance
would reduce the volume of goods sold and could also materially adversely affect consumer perception of our brand.
We may experience periodic system interruptions from time to time. In addition, continued growth in our transaction
volume, as well as surges in online traffic and orders associated with promotional activities, seasonal trends in our business or the
COVID-19 outbreak, place additional demands on our technology platform and could cause or exacerbate slowdowns or
interruptions. If there is a substantial increase in the volume of traffic on our sites or the number of orders placed by customers,
we may be required to further expand and upgrade our technology, logistics network, transaction processing systems and network
infrastructure. There can be no assurance that we will be able to accurately project the rate or timing of increases, if any, in the use
of our sites or expand and upgrade our systems and infrastructure to accommodate such increases on a timely basis. In order to
remain competitive, we must continue to enhance and improve the responsiveness, functionality and features of our sites, which is
particularly challenging given the rapid rate at which new technologies, customer preferences and expectations, and industry
standards and practices are evolving in the e-commerce industry. Accordingly, we redesign and enhance various functions on our
sites on a regular basis, and we may experience instability and performance issues as a result of these changes.
Any slowdown, interruption or performance failure of our sites and the underlying technology and logistics infrastructure
could harm our business, reputation and our ability to acquire, retain and serve our customers, which could materially adversely
affect our results of operations. Our disaster recovery plan may be inadequate, and our business interruption insurance may not be
sufficient to compensate us for the losses that could occur.
We rely upon Google Cloud to operate certain aspects of our service and any disruption of or interference with our use of
the Google Cloud services would impact our operations and our business would be adversely impacted.
Google Cloud provides a distributed computing infrastructure platform for business operations, or what is commonly
referred to as a "cloud" computing service. We have architected certain of our software and computer systems so as to also utilize
data processing, storage capabilities and other services provided by Google Cloud. Given this, along with our inability to rapidly
switch our Google Cloud operations to another cloud provider, any disruption of or interference with our use of Google Cloud or
any disruption in Google Cloud itself would impact our operations and our business would be adversely impacted.
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Our failure or the failure of third-party service providers to protect our sites, networks, systems, confidential information
and assets against security breaches or loss could damage our reputation and brand and substantially harm our business and
operating results.
We collect, maintain, transmit and store data about our customers, employees, contractors, suppliers, vendors and others,
including credit card information and personally identifiable information, as well as other confidential and proprietary
information. We also employ third-party service providers that store, process and transmit certain proprietary, personal and
confidential information on our behalf. We rely on encryption and authentication technology licensed from third parties in an
effort to secure our systems and assets and securely transmit, encrypt, anonymize or pseudonymize certain confidential and
sensitive information, including credit card numbers. Advances in computer capabilities, new technological discoveries or other
developments may result in the whole or partial failure of this technology to protect our assets, our transaction and personal data
or other confidential and sensitive information from being breached, compromised or lost. Despite all of our efforts to protect
these assets, our security measures and those of our third-party service providers, may not be effective in preventing a failure of
our systems, a loss of assets or a failure of our platforms to operate effectively and be available to us. This may be as a result of
deliberate attempts to infiltrate our systems by state-sponsored attackers or cybercriminals, denial-of-service attacks, viruses,
malicious software, break-ins, phishing attacks, social engineering, security breaches or other attacks, or incidents due to
employee error or malfeasance. Failures may also be caused by various other factors, including, disruptions during the process of
upgrading or replacing computer software or hardware, power outages, computer viruses, hardware and software errors by the
vendors we rely upon, telecommunication or utility failures or natural disasters or other catastrophic events or other disruptions
that may jeopardize the security of our assets or information stored in or transmitted by our sites, networks and systems or that we
or our third-party service providers otherwise maintain, process or transmit including payment card systems and human resources
management platforms. We and our service providers may not anticipate or prevent all types of attacks until after they have
already been launched, and techniques used to obtain unauthorized access to or sabotage systems change frequently and may not
be known until launched against us or our third-party service providers. In addition, security breaches or data and asset leaks can
also occur as a result of non-technical issues, including intentional or inadvertent actions by our employees or by persons with
whom we have commercial relationships.
Cyber security incidents, data or asset losses or breaches of our security measures or those of our third-party service
providers could result in unauthorized access to our sites, networks and systems; unauthorized access to and misappropriation of
personal information, including consumers' and employees' personally identifiable information, or other confidential or
proprietary information of ours or our third parties; limited or terminated access to certain payment methods or fines or higher
transaction fees to use such methods; viruses, worms, spyware or other malware being served from our sites, networks or systems;
deletion or modification of content or the display of unauthorized content on our sites; interruption, disruption or malfunction of
operations; costs relating to breach remediation, deployment or training of additional personnel and protection technologies,
responses to governmental investigations and media inquiries and coverage; engagement of third party experts and consultants;
litigation, regulatory action and other potential liabilities. If any of these breaches of security or other incidents occur, our
reputation and brand could be damaged, our business may suffer, we could be required to expend significant capital and other
resources to alleviate problems caused by such incidents, such as investigative and remediation costs, the costs of providing
individuals and/or data owners with notice of the breach, legal fees, the costs of any additional fraud detection activities, or the
costs of prolonged system disruptions or shutdowns, and we could be exposed to a risk of loss, litigation or regulatory action and
possible liability. In addition, any party who is able to illicitly obtain a customer's password could access that customer's
transaction data or personal information. Any compromise or breach of our security measures, or those of our third-party service
providers, could violate applicable privacy, data security and other laws and regulations, and cause significant legal and financial
exposure, adverse publicity and a loss of confidence in our security measures, which could have a material adverse effect on our
business, financial condition and operating results. Although we maintain privacy, data breach and network security liability
insurance, we cannot be certain that our coverage will be adequate for liabilities actually incurred or that insurance will continue
to be available to us on economically reasonable terms, or at all. We may need to devote significant resources to protect against
security breaches or to address problems caused by breaches, diverting resources from the growth and expansion of our business.
Our business is highly competitive. Competition presents an ongoing threat to the success of our business.
Our business is rapidly evolving and intensely competitive, and we have many competitors in different industries. Our
competition includes furniture stores, big box retailers, department stores, specialty retailers and online retailers and marketplaces
in the U.S., Canada, the United Kingdom and Germany, including those listed in Part I, Item 1, Business.
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We expect competition in e-commerce generally to continue to increase. We believe that our ability to compete successfully
depends upon many factors both within and beyond our control, including:
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the size and composition of our customer base;
the number of suppliers and products we feature on our sites;
our selling and marketing efforts;
the quality, price and reliability of products we offer;
the convenience of the shopping experience that we provide;
our ability to distribute our products and manage our operations; and
our reputation and brand strength.
Many of our current competitors have, and potential competitors may have, longer operating histories, greater brand
recognition, larger fulfillment infrastructures, greater technical capabilities, faster and less costly shipping, significantly greater
financial, marketing and other resources and larger customer bases than we do. These factors may allow our competitors to derive
greater net revenue and profits from their existing customer base, acquire customers at lower costs or respond more quickly than
we can to new or emerging technologies and changes in consumer habits. These competitors may engage in more extensive
research and development efforts, undertake more far-reaching marketing campaigns and adopt more aggressive pricing policies,
which may allow them to build larger customer bases or generate net revenue from their customer bases more effectively than we
do.
Purchasers of home goods may not choose to shop online, which would prevent us from growing our business.
We believe the online market for home goods is less developed than the online market for apparel, consumer electronics and
other consumer products and, we believe, only accounts for a small portion of the market as a whole. If the online market for
home goods does not gain acceptance, our business may suffer. Our success will depend, in part, on our ability to attract
consumers who have historically purchased home goods through traditional retailers. Furthermore, we may have to incur
significantly higher and more sustained advertising and promotional expenditures in order to attract additional online consumers
to our sites and convert them into purchasing customers. Specific factors that could impact consumers' willingness to purchase
home goods from us include:
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concerns about buying products, and in particular larger products, without a physical storefront, face-to-face
interaction with sales personnel and the ability to physically examine products;
delivery time associated with online orders;
actual or perceived lack of security of online transactions and concerns regarding the privacy or protection of
personal information;
delayed shipments or shipments of incorrect or damaged products;
inconvenience associated with returning or exchanging items purchased online; and
usability, functionality and features of our sites.
If the shopping experience we provide does not appeal to consumers or meet the expectations of existing customers, we may
not acquire new customers at rates consistent with historical periods, acquired customers may not become repeat customers and
existing customers' buying patterns and levels may be less than historical rates.
We may be subject to product liability and other similar claims if people or property are harmed by the products we sell.
Some of the products we sell may expose us to product liability and other claims and litigation (including class actions) or
regulatory action relating to safety, personal injury, death or environmental or property damage. Some of our agreements with
members of our supply chain may not indemnify us from product liability for a particular product, and some members of our
supply chain may not have sufficient resources or insurance to satisfy their indemnity and defense obligations. Although we
maintain liability insurance, we cannot be certain that our coverage will be adequate for liabilities actually incurred or that
insurance will continue to be available to us on economically reasonable terms, or at all.
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Risks associated with the suppliers from whom our products are sourced could materially adversely affect our financial
performance as well as our reputation and brand.
We depend on our ability to provide our customers with a wide range of products from qualified suppliers in a timely and
efficient manner. Political and economic instability, global or regional adverse conditions, such as pandemics or other disease
outbreaks or natural disasters, the financial stability of suppliers, suppliers' ability to meet our standards, labor problems
experienced by suppliers, the availability or cost of raw materials, merchandise quality issues, currency exchange rates, trade tariff
developments, transport availability and cost, including import-related taxes, transport security, inflation and other factors relating
to our suppliers are beyond our control. As an example, the COVID-19 outbreak has and may continue to adversely impact
supplier facilities and operations due to extended holidays, factory closures and risks of labor shortages, among other things,
which may materially and adversely affect our business, financial condition and operating results.
Our agreements with most of our suppliers do not provide for the long-term availability of merchandise or the continuation
of particular pricing practices, nor do they usually restrict such suppliers from selling products to other buyers. There can be no
assurance that our current suppliers will continue to seek to sell us products on current terms or that we will be able to establish
new or otherwise extend current supply relationships to ensure product acquisitions in a timely and efficient manner and on
acceptable commercial terms. Our ability to develop and maintain relationships with reputable suppliers and offer high quality
merchandise to our customers is critical to our success. If we are unable to develop and maintain relationships with suppliers that
would allow us to offer a sufficient amount and variety of quality merchandise on acceptable commercial terms, our ability to
satisfy our customers' needs, and therefore our long-term growth prospects, would be materially adversely affected.
Further, we rely on our suppliers’ representations of product quality, safety and compliance with applicable laws and
standards. If our suppliers or other vendors violate our agreements, applicable laws or regulations, or implement practices
regarded as unethical, unsafe, or hazardous to the environment, it could damage our reputation and negatively affect our operating
results. Further, concerns regarding the safety and quality of products provided by our suppliers could cause our customers to
avoid purchasing those products from us, or avoid purchasing products from us altogether, even if the basis for the concern is
outside our control. As such, any issue, or perceived issue, regarding the quality and safety of any items we sell, regardless of the
cause, could adversely affect our brand, reputation, operations and financial results.
We also are unable to predict whether any of the countries in which our suppliers' products are currently manufactured or
may be manufactured in the future will be subject to new, different, or additional trade restrictions imposed by the U.S. or foreign
governments or the likelihood, type or effect of any such restrictions. Any event causing a disruption or delay of imports from
suppliers with international manufacturing operations, including the imposition of additional import restrictions, restrictions on
the transfer of funds or increased tariffs or quotas, could increase the cost or reduce the supply of merchandise available to our
customers and materially adversely affect our financial performance as well as our reputation and brand. Furthermore, some or all
of our suppliers' foreign operations may be adversely affected by political and financial instability, resulting in the disruption of
trade from exporting countries, restrictions on the transfer of funds or other trade disruptions.
In addition, our business with foreign suppliers, particularly with respect to our international sites, may be affected by
changes in the value of the U.S. dollar relative to other foreign currencies. For example, any movement by any other foreign
currency against the U.S. dollar may result in higher costs to us for those goods. Declines in foreign currencies and currency
exchange rates might negatively affect the profitability and business prospects of one or more of our foreign suppliers. This, in
turn, might cause such foreign suppliers to demand higher prices for merchandise in their effort to offset any lost profits
associated with any currency devaluation, delay merchandise shipments, or discontinue selling to us altogether, any of which
could ultimately reduce our sales or increase our costs.
We may be unable to source new suppliers or strengthen our relationships with current suppliers.
We have relationships with over 16,000 suppliers. Our agreements with suppliers are generally terminable at will by either
party upon short notice. If we do not maintain our existing relationships or build new relationships with suppliers on acceptable
commercial terms, we may not be able to maintain a broad selection of merchandise, and our business and prospects would suffer
severely.
In order to attract quality suppliers to our platform, we must:
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demonstrate our ability to help our suppliers increase their sales;
offer suppliers a high quality, cost-effective fulfillment process; and
continue to provide suppliers with a dynamic and real-time view of our demand and inventory needs.
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If we are unable to provide our suppliers with a compelling return on investment and an ability to increase their sales, we
may be unable to maintain and/or expand our supplier network, which would negatively impact our business.
We depend on our suppliers to perform certain services regarding the products that we offer.
As part of offering our suppliers' products for sale on our sites, suppliers are often responsible for conducting a number of
traditional retail operations with respect to their respective products, including maintaining inventory and preparing merchandise
for shipment to our customers. In these instances, we may be unable to ensure that suppliers will perform these services to our or
our customers' satisfaction in a manner that provides our customer with a unified brand experience or on commercially reasonable
terms. If our customers become dissatisfied with the services provided by our suppliers, our business, reputation and brands could
suffer.
We depend on our relationships with third parties, and changes in our relationships with these parties could adversely
impact our net revenue and profits.
We rely on third parties to operate certain elements of our business. For example, carriers such as FedEx, UPS, DHL and the
U.S. Postal Service deliver many of our small parcel products, and third party national, regional and local transportation
companies deliver a portion of our large parcel products, including through our WDN. As a result, we may be subject to shipping
delays or disruptions caused by inclement weather, natural disasters, system interruptions and technology failures, labor activism,
health epidemics (including the COVID-19 outbreak) or bioterrorism. We are also subject to risks of breakage or other damage
during delivery by any of these third parties. We also use and rely on other services from third parties, such as cloud computing
services, telecommunications services, customs, consolidation and shipping services, as well as warranty, installation, assembly
and design services. We may be unable to maintain these relationships, and these services may also be subject to outages and
interruptions that are not within our control. For example, failures by our telecommunications providers have in the past and may
in the future interrupt our ability to provide phone support to our customers. Third parties may in the future determine they no
longer wish to do business with us or may decide to take other actions that could harm our business. We may also determine that
we no longer want to do business with them. If products are not delivered in a timely fashion or are damaged during the delivery
process, or if we are not able to provide adequate customer support or other services or offerings, our customers could become
dissatisfied and cease buying products through our sites, which would adversely affect our operating results.
If our internal control over financial reporting or our disclosure controls and procedures are not effective, we may not be
able to accurately report our financial results, prevent fraud or file our periodic reports in a timely manner, which may cause
investors to lose confidence in our reported financial information and may lead to a decline in our stock price.
The Sarbanes-Oxley Act of 2002 requires that we maintain effective internal control over financial reporting and disclosure
controls and procedures. In particular, we must perform system and process evaluation, document our controls and perform
testing of our key control over financial reporting to allow management and our independent public accounting firm to report on
the effectiveness of our internal control over financial reporting, as required by Section 404 of the Sarbanes-Oxley Act. Our
testing, or the subsequent testing by our independent public accounting firm, may reveal deficiencies in our internal control over
financial reporting that are deemed to be material weaknesses. If we are not able to comply with the requirements of Section 404
in a timely manner, or if we or our accounting firm identify deficiencies in our internal control over financial reporting that are
deemed to be material weaknesses, the market price of our stock would likely decline and we could be subject to lawsuits,
sanctions or investigations by regulatory authorities, including SEC enforcement actions, and we could be required to restate our
financial results, any of which would require additional financial and management resources.
We continue to invest in more robust technology and resources to manage those reporting requirements. Implementing the
appropriate changes to our internal controls may distract our officers and employees, result in substantial costs and require
significant time to complete. Any difficulties or delays in implementing these controls could impact our ability to timely report
our financial results. For these reasons, we may encounter difficulties in the timely and accurate reporting of our financial results,
which would impact our ability to provide our investors with information in a timely manner. As a result, our investors could lose
confidence in our reported financial information, and our stock price could decline.
In addition, any such changes do not guarantee that we will be effective in maintaining the adequacy of our internal
controls, and any failure to maintain that adequacy could prevent us from accurately reporting our financial results.
Further, we have not experienced any material impact to our internal controls over financial reporting despite the fact that
most of our employees continue to work remotely due to the COVID-19 outbreak, but we may experience a material impact in the
future. As the majority of our employees are expected to work from home, new processes, procedures and controls could be
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required to respond to changes in our business environment, and should any key employees become ill from COVID-19 and
unable to work, our ability to operate our internal controls may be adversely affected.
We may be unable to accurately forecast our financial and operating results and appropriately plan our expenses in the
future.
Our financial and operating results are inherently uncertain and difficult to forecast because they generally depend on the
volume, timing and type of orders we receive, all of which are uncertain. In particular, we cannot be sure that our historical
growth rates, trends and other key performance metrics are meaningful predictors of future growth. In addition, our mix of
product offerings is highly variable from day-to-day and quarter-to-quarter. This variability makes it difficult to predict sales and
could result in significant fluctuations in our net revenue from period-to-period. Our business is also affected by general economic
and business conditions globally. As a result, forecasted financial and operating results may differ materially from actual results,
which could materially adversely affect our financial condition and stock price. For example, if certain of our assumptions or
estimates prove to be wrong, we may spend more than we anticipate acquiring and retaining customers or may generate less net
revenue per active customer than anticipated, which could cause us to miss our earnings guidance or negatively impact the results
we report, either of which could negatively impact our stock price.
Seasonal trends in our business create variability in our financial and operating results and place increased strain on
our operations.
Historically, we have experienced surges in online traffic and orders associated with promotional activities and seasonal
trends. This activity may place additional demands on our technology systems and logistics network and could cause or
exacerbate slowdowns or interruptions. Any such system, site or service interruptions could prevent us from efficiently receiving
or fulfilling orders, which may reduce the volume or quality of goods or services we sell and may cause customer dissatisfaction
and harm our reputation and brand.
During the fiscal year ended December 31, 2020, typical seasonality was disrupted by the COVID-19 outbreak, which
resulted in increased sales volume during our second and third quarters of fiscal 2020.
Our ability to raise capital in the future may be limited, and our failure to raise capital when needed could prevent us
from growing.
In the future, we could be required to or may decide to raise capital through public or private financing or other
arrangements. Such financing may not be available on acceptable terms, or at all, and our failure to raise capital when needed or
desired could harm our business. Our ability to raise additional capital, if and when required, will depend on, among other factors,
investor demand, our operating performance, our credit rating and the condition of the capital markets. We may sell Class A
common stock, convertible securities and other equity securities in one or more transactions at prices and in a manner as we may
determine from time to time. Our convertible notes are and any future issuance of equity or equity-linked securities would be
dilutive to holders of our Class A common stock. New investors in such subsequent transactions could gain rights, preferences
and privileges senior to those of holders of our Class A common stock or our convertible notes. Debt financing, if available, may
involve restrictive covenants and could reduce our operational flexibility or profitability. If we cannot raise funds on acceptable
terms, we may not be able to grow our business or respond to competitive pressures.
Our business may be adversely affected if we are unable to provide our customers a cost-effective shopping platform that
is able to respond and adapt to rapid changes in technology.
The number of people who access the Internet through devices other than personal computers, including mobile phones,
smartphones, smartwatches, handheld computers such as notebooks and tablets, video game consoles and television set-top
devices, has increased dramatically in the past few years. We continually upgrade existing technologies and business applications
to keep pace with these rapidly changing and continuously evolving technologies, and we may be required to implement new
technologies or business applications in the future. The implementation of these upgrades and changes requires significant
investments and as new devices, operating systems and platforms are released, it is difficult to predict requirements or the
problems we may encounter in developing applications for these alternative devices, operating systems and platforms.
Additionally, we may need to devote significant resources to the support and maintenance of such applications once created. Our
results of operations may be affected by the timing, effectiveness and costs associated with the successful implementation of any
upgrades or changes to our systems and infrastructure to accommodate such alternative devices, operating systems and platforms.
Further, in the event that it is more difficult or less compelling for our customers to buy products from us on their mobile or other
devices, or if our customers choose not to buy products from us on such devices or to use mobile or other products that do not
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offer access to our sites or limit the effectiveness of our marketing or other offerings, our customer growth could be harmed and
our business, financial condition and operating results may be materially adversely affected.
Significant merchandise returns could harm our business.
We allow our customers to return products, subject to our return policy. If merchandise returns are significant, our business,
prospects, financial condition and results of operations could be harmed. Further, we modify our policies relating to returns from
time to time, which may result in customer dissatisfaction or an increase in the number of product returns. Many of our products
are large and require special handling and delivery. From time to time our products are damaged in transit, which can increase
return rates and harm our brand.
Uncertainties in global economic conditions and their impact on consumer spending patterns, particularly in the home
goods market, could adversely impact our operating results.
Consumers may view a substantial portion of the products we offer as discretionary items rather than necessities. As a
result, our operating results are sensitive to changes in macro-economic conditions that impact consumer spending, including
discretionary spending. Some of the factors adversely affecting consumer spending include levels of unemployment; consumer
debt levels; changes in net worth based on market changes and uncertainty; home foreclosures and changes in home values or the
overall housing, residential construction or home improvement markets; fluctuating interest rates; credit availability, including
mortgages, home equity loans and consumer credit; government actions; fluctuating fuel and other energy costs; fluctuating
commodity prices and general uncertainty regarding the overall future economic environment. Adverse economic changes in any
of the regions in which we sell our products could reduce consumer confidence and could negatively affect net revenue and have a
material adverse effect on our operating results.
Our business relies heavily on email and other messaging services, and any restrictions on the sending of emails or
messages or an inability to timely deliver such communications could materially adversely affect our net revenue and business.
Our business is highly dependent upon email and other messaging services for promoting our sites and products. Daily
promotions offered through emails and other messages sent by us, or on our behalf by our vendors, generate a significant portion
of our net revenue. We provide daily emails and "push" communications to customers and other visitors informing them of what
is available for purchase on our sites that day, and we believe these messages are an important part of our customer experience
and help generate a substantial portion of our net revenue. If we are unable to successfully deliver emails or other messages to our
subscribers, or if subscribers decline to open our emails or other messages, our net revenue and profitability would be materially
adversely affected. Changes in how webmail applications organize and prioritize email may also reduce the number of subscribers
opening our emails. For example, Google's Gmail service has a feature that organizes incoming emails into categories and such
categorization or similar inbox organizational features may result in our emails being delivered in a less prominent location in a
subscriber's inbox or viewed as "spam" by our subscribers and may reduce the likelihood of that subscriber opening our emails.
Actions by third parties to block, impose restrictions on or charge for the delivery of emails or other messages could also
adversely impact our business. From time to time, Internet service providers or other third parties may block bulk email
transmissions or otherwise experience technical difficulties that result in our inability to successfully deliver emails or other
messages to third parties. Changes in the laws or regulations that limit our ability to send such communications or impose
additional requirements upon us in connection with sending such communications would also materially adversely impact our
business. Our use of email and other messaging services to send communications about our sites or other matters may also result
in legal claims against us, which may cause us increased expenses, and if successful might result in fines and orders with costly
reporting and compliance obligations or might limit or prohibit our ability to send emails or other messages. We also rely on
social networking messaging services to send communications and to encourage customers to send communications. Changes to
the terms of these social networking services to limit promotional communications, any restrictions that would limit our ability or
our customers' ability to send communications through their services, disruptions or downtime experienced by these social
networking services or decline in the use of or engagement with social networking services by customers and potential customers
could materially adversely affect our business, financial condition and operating results.
We are subject to risks related to online transactions and payment methods.
We accept payments using a variety of methods, including credit card, debit card, PayPal, credit accounts (including
promotional financing), gift cards and customer invoicing. We rely on third parties to provide many of these payment methods
and payment processing services, including certain Wayfair-branded programs and promotional financing. As we offer new
payment options to consumers, we may be subject to additional regulations, compliance requirements and fraud. For certain
payment methods, including credit and debit cards, we pay interchange and other fees, which may increase over time and raise our
operating costs and lower profitability. We also offer private label and/or co-branded credit card programs, which could adversely
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affect our operating results if terminated. We are also subject to payment card association operating rules and certification
requirements, including the Payment Card Industry Data Security Standard and rules governing electronic funds transfers, which
could change or be reinterpreted to make it difficult or impossible for us to comply. As our business changes, we may also be
subject to different rules under existing standards, which may require new assessments that involve costs above what we currently
pay for compliance. If we fail to comply with the rules or requirements of any provider of a payment method we accept, if the
volume of fraud in our transactions limits or terminates our rights to use payment methods we currently accept, or if a data breach
occurs relating to our payment systems, we may, among other things, be subject to fines or higher transaction fees and may lose,
or face restrictions placed upon, our ability to accept credit card and debit card payments from consumers or to facilitate other
types of online payments. If any of these events were to occur, our business, financial condition and operating results could be
materially adversely affected.
We occasionally receive orders placed with fraudulent credit card data. We may suffer losses as a result of orders placed
with fraudulent credit card data even if the associated financial institution approved payment of the orders. Under current credit
card practices, we may be liable for fraudulent credit card transactions. We may also suffer losses from other online transaction
fraud, including fraudulent returns. If we are unable to detect or control credit card or transaction fraud, our liability for these
transactions could harm our business, financial condition and operating results.
Our business could suffer if we are unsuccessful in making, integrating and maintaining acquisitions and investments.
As part of our business strategy, we may acquire other companies, businesses or assets. However, we may not be able to
find suitable acquisition candidates, and we may not be able to complete acquisitions on favorable terms, if at all. Acquisitions
involve numerous risks, any of which could harm our business, including: difficulties in integrating the technologies, operations,
existing contracts and personnel of an acquired company; difficulties in supporting and transitioning customers and suppliers, if
any, of an acquired company; diversion of financial and management resources from existing operations or alternative acquisition
opportunities; failure to realize the anticipated benefits or synergies of a transaction; failure to identify all of the problems,
liabilities or other shortcomings or challenges of an acquired company or technology, including issues related to intellectual
property, regulatory compliance practices, liabilities related to data security and privacy of customer data, the acquired company's
internal controls over financial reporting, including revenue recognition or other accounting practices; employee or customer
issues; risks of entering new markets in which we have limited or no experience; potential loss of senior management or other key
employees, customers and suppliers from either our current business or an acquired company's business; inability to generate
sufficient net revenue to offset acquisition costs; additional costs or equity dilution associated with funding the acquisition; and
possible write-offs or impairment charges relating to acquired businesses, and these liabilities may be greater than the warranty
and indemnity limitations we negotiate.
In addition, our investments in properties may not be fully realized. We continually review our operations and facilities in
an effort to reduce costs and increase efficiencies. For strategic or other operational reasons, we may decide to consolidate or co-
locate certain aspects of our business operations or dispose of one or more of our properties. If we decide to fully or partially
vacate a leased property, we may incur significant costs, including facility closing costs, employee separation and retention
expenses, lease termination fees, rent expense in excess of sublease income, impairment charges for right-of-use ("ROU") assets
and leasehold improvements and accelerated depreciation of assets. Any of these events may materially adversely affect our
business, financial condition and operating results.
We rely on the performance of members of management and highly skilled personnel, and if we are unable to attract,
develop, motivate and retain well-qualified employees, our business could be harmed.
We believe our success has depended, and continues to depend, on the efforts and talents of Niraj Shah, one of our co-
founders, co-chairman of the board of directors (the "Board") and our Chief Executive Officer, Steven Conine, one of our co-
founders and co-chairman of the Board and the other members of our senior management team. The loss of any of our senior
management or other key employees could materially harm our business. Our future success also depends on our continuing
ability to attract, develop, motivate and retain highly qualified and skilled employees, particularly mid-level managers, engineers
and merchandising and technology personnel. The market for such positions in the Boston area and other cities in which we
operate is competitive. Qualified individuals are in high demand, and we may incur significant costs to attract them. Our inability
to recruit and develop mid-level managers could materially adversely affect our ability to execute our business plan, and we may
not be able to find adequate replacements. All of our officers and other U.S. employees are at-will employees, meaning that they
may terminate their employment relationship with us at any time, and their knowledge of our business and industry would be
extremely difficult to replace. If we do not succeed in attracting well-qualified employees or retaining and motivating existing
employees, our business, financial condition and operating results may be materially adversely affected.
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We may not be able to adequately protect our intellectual property rights.
We regard our customer lists, trademarks, domain names, copyrights, patents, trade dress, trade secrets, proprietary
technology and similar intellectual property as critical to our success, and we rely on trademark, copyright and patent law, trade
secret protection, agreements and other methods with our employees and others to protect our proprietary rights. We might not be
able to obtain broad protection in the U.S. or internationally for all of our intellectual property, and we might not be able to obtain
effective intellectual property protection in every country in which we sell products or perform services. For example, we are the
registrant of marks for our brands in numerous jurisdictions and of the Internet domain name for the websites of Wayfair.com,
Wayfair.ca, Wayfair.co.uk, Wayfair.de and our other sites, as well as various related domain names. However, we have not
registered our marks or domain names in all major international jurisdictions and may not be able to register or use such domain
names in all of the countries in which we currently or intend to conduct business. Further, we might not be able to prevent third
parties from registering, using or retaining domain names that interfere with our consumer communications or infringe or
otherwise decrease the value of our marks, domain names and other proprietary rights.
The protection of our intellectual property rights may require the expenditure of significant financial, managerial and
operational resources. We may initiate claims or litigation against others for infringement, misappropriation or violation of our
intellectual property rights or proprietary rights or to establish the validity of such rights. Any litigation, whether or not it is
resolved in our favor, could result in significant expense to us and divert the efforts of our technical and management personnel,
which may materially adversely affect our business, financial condition and operating results. Moreover, the steps we take to
protect our intellectual property may not adequately protect our rights or prevent third parties from infringing or misappropriating
our proprietary rights, and we may not be able to broadly enforce all of our trademarks or patents. Any of our patents, marks or
other intellectual property rights may be challenged by others or invalidated through administrative process or litigation. Our
patent and trademark applications may never be granted. Additionally, the process of obtaining intellectual property protections is
expensive and time-consuming, and we may not be able to pursue all necessary or desirable actions at a reasonable cost or in a
timely manner. Even if issued, there can be no assurance that these protections will adequately safeguard our intellectual property,
as the legal standards relating to the validity, enforceability and scope of protection of patent and other intellectual property rights
are uncertain. We also cannot be certain that others will not independently develop or otherwise acquire equivalent or superior
technology or intellectual property rights. We may also be exposed to claims from third parties claiming infringement of their
intellectual property rights, demanding the release or license of open source software or derivative works that we developed using
such software (which could include our proprietary code) or otherwise seeking to enforce the terms of the applicable open source
license. These claims could result in litigation and could require us to purchase a costly license, publicly release the affected
portions of our source code, be limited in or cease using the implicated software unless and until we can re-engineer such software
to avoid infringement or change the use of the implicated open source software.
We have been, and may again be, accused of infringing intellectual property rights of third parties.
The e-commerce industry is characterized by vigorous protection and pursuit of intellectual property rights, which has
resulted in protracted and expensive litigation for many companies. We are subject to claims and litigation by third parties that we
infringe their intellectual property rights, and we expect additional claims and litigation with respect to infringement to occur in
the future. The costs of supporting such litigation and disputes are considerable, and there can be no assurances that favorable
outcomes will be obtained. As our business expands and the number of competitors in our market increases and overlaps occur,
we expect that infringement claims may increase in number and significance. Any claims or proceedings against us, whether
meritorious or not, could be time-consuming, result in considerable litigation costs, require significant amounts of management
time or result in the diversion of significant operational resources, any of which could materially adversely affect our business,
financial condition and operating results.
Legal claims regarding intellectual property rights are subject to inherent uncertainties due to the oftentimes complex issues
involved, and we cannot be certain that we will be successful in defending ourselves against such claims. In addition, some of our
larger competitors have extensive portfolios of issued patents. Many potential litigants, including patent holding companies, have
the ability to dedicate substantially greater resources to enforce their intellectual property rights and to defend claims that may be
brought against them. Furthermore, a successful claimant could secure a judgment that requires us to pay substantial damages or
prevents us from conducting our business as we have historically done or may desire to do in the future. We might also be
required to seek a license and pay royalties for the use of such intellectual property, which may not be available on commercially
acceptable terms, or at all. Alternatively, we may be required to develop non-infringing technology or intellectual property, which
could require significant effort and expense and may ultimately not be successful.
We have received in the past, and we may receive in the future, communications alleging that certain items posted on or
sold through our sites violate third-party copyrights, designs, marks and trade names or other intellectual property rights or other
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proprietary rights. Brand and content owners and other proprietary rights owners have actively asserted their purported rights
against online companies, including Wayfair. In addition to litigation from rights owners, we may be subject to regulatory, civil or
criminal proceedings and penalties if governmental authorities believe we have aided and abetted in the sale of counterfeit or
infringing products.
Such claims, whether or not meritorious, may result in the expenditure of significant financial, managerial and operational
resources, injunctions against us or the payment of damages by us. We may need to obtain licenses from third parties who allege
that we have violated their rights, but such licenses may not be available on terms acceptable to us, or at all. These risks have been
amplified by the increase in third parties whose sole or primary business is to assert such claims.
We are engaged in legal proceedings that could cause us to incur unforeseen expenses and could occupy a significant
amount of our management's time and attention.
From time to time, we are subject to litigation or claims that could negatively affect our business operations and financial
position. As we have grown, we have seen a rise in the number of litigation matters against us. These matters have included
intellectual property claims, employment related litigation, as well as consumer and securities class actions, each of which are
typically expensive to defend. Litigation disputes could cause us to incur unforeseen expenses, result in site unavailability, service
disruptions and otherwise occupy a significant amount of our management's time and attention, any of which could negatively
affect our business operations and financial position. We also from time to time receive inquiries and subpoenas and other types
of information requests from government authorities and we may become subject to related claims and other actions related to our
business activities. While the ultimate outcome of investigations, inquiries, information requests and related legal proceedings is
difficult to predict, such matters can be expensive, time-consuming and distracting, and adverse resolutions or settlements of those
matters may result in, among other things, modification of our business practices, reputational harm or costs and significant
payments, any of which could negatively affect our business operations and financial position.
We cannot guarantee that our stock repurchase program will be fully consummated or that it will enhance long-term
shareholder value. Stock repurchases could also increase the volatility of the trading price of our stock and could diminish our
cash reserves.
In August 2020, the Board authorized a stock repurchase program of up to $700 million of our Class A common stock (the
“2020 Repurchase Program”), which does not have an expiration date and replaced our previous $200 million stock repurchase
authorization approved by the Board in 2018, which was terminated simultaneously. Although the Board has authorized the 2020
Repurchase Program, the program does not obligate us to repurchase any specific dollar amount or to acquire any specific number
of shares. We cannot guarantee that the 2020 Repurchase Program will be fully consummated or that it will enhance long-term
stockholder value. The program could affect the trading price of our Class A common stock and increase volatility, and any
announcement of a termination of this program may result in a decrease in the trading price of our Class A common stock. In
addition, this program could diminish our cash reserves.
Risks Related to Laws and Regulations
Government regulation of the Internet and e-commerce is evolving, and unfavorable changes or failure by us to
comply with these regulations could substantially harm our business and operating results.
We are subject to general business regulations and laws as well as regulations and laws specifically governing the Internet
and e-commerce. Existing and future regulations and laws could impede the growth of the Internet, e-commerce or mobile
commerce. These regulations and laws may involve taxes, tariffs, privacy and data security, anti-spam, content protection,
electronic contracts and communications, consumer protection, Internet neutrality and gift cards. It is not clear how existing laws
governing issues such as property ownership, sales and other taxes and consumer privacy apply to the Internet as the vast majority
of these laws were adopted prior to the advent of the Internet and do not contemplate or address the unique issues raised by the
Internet or e-commerce. It is possible that general business regulations and laws, or those specifically governing the Internet or e-
commerce, may be interpreted and applied in a manner that is inconsistent from one jurisdiction to another and may conflict with
other rules or our practices. We cannot be sure that our practices have complied, comply or will comply fully with all such laws
and regulations. Any failure, or perceived failure, by us to comply with any of these laws or regulations could result in damage to
our reputation, a loss in business and proceedings or actions against us by governmental entities or others. Any such proceeding or
action could hurt our reputation, force us to spend significant amounts in defense of these proceedings, distract our management,
increase our costs of doing business, decrease the use of our sites by consumers and suppliers and may result in the imposition of
monetary liability. We may also be contractually liable to indemnify and hold harmless third parties from the costs or
consequences of non-compliance with any such laws or regulations. In addition, it is possible that governments of one or more
countries may seek to censor content available on our sites or may even attempt to completely block access to our sites. Adverse
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legal or regulatory developments could substantially harm our business. In particular, in the event that we are restricted, in whole
or in part, from operating in one or more countries, our ability to retain or increase our customer base may be adversely affected,
and we may not be able to maintain or grow our net revenue and expand our business as anticipated. Further, as we enter new
market segments or geographical areas and expand the products and services we offer, we may be subject to additional laws and
regulatory requirements or prohibited from conducting our business, or certain aspects of it, in certain jurisdictions. We will incur
additional costs complying with these additional obligations and any failure or perceived failure to comply would adversely affect
our business and reputation.
Failure to comply with federal, state and international laws and regulations relating to privacy, data protection and
consumer protection, or the expansion of current, or the enactment of new, laws or regulations relating to privacy, data
protection and consumer protection, could adversely affect our business and our financial condition.
A variety of federal, state and international laws and regulations govern the collection, use, retention, sharing, export and
security of personal information. Laws and regulations relating to privacy, data protection and consumer protection are complex
and rapidly evolving and subject to potentially differing interpretations. These requirements may be interpreted and applied in a
manner that is inconsistent from one jurisdiction to another or may conflict with other rules or our practices. As a result, our
practices may not comply, or may not comply in the future, with all such laws, regulations, requirements and obligations. Any
failure, or perceived failure, by us to comply with our posted privacy policies or with any federal, state or international privacy or
consumer protection-related laws, regulations, industry self-regulatory principles, industry standards or codes of conduct,
regulatory guidance, orders to which we may be subject or other legal obligations relating to privacy or consumer protection could
adversely affect our reputation, brand and business, and may result in claims, proceedings or actions against us by governmental
entities or others or other liabilities or require us to change our operations and/or cease using certain data sets. Any such claim,
proceeding or action could hurt our reputation, brand and business, force us to incur significant expenses in defense of such
proceedings, distract our management, increase our costs of doing business, result in a loss of customers and suppliers and may
result in the imposition of monetary penalties and otherwise adversely affect our financial condition and operating results. We
may also be contractually required to indemnify and hold harmless third parties from the costs or consequences of non-
compliance with any laws, regulations or other legal obligations relating to privacy or consumer protection or any inadvertent or
unauthorized use or disclosure of data that we store or handle as part of operating our business.
Foreign data protection, privacy and other laws and regulations have historically been more restrictive than those in the U.S.
The European Union (the "EU"), for example, traditionally has imposed stricter obligations under its laws and regulations relating
to privacy, data protection and consumer protection than the U.S. In May 2018, the General Data Protection Regulation (the
"GDPR") governing data practices and privacy in the EU became effective and replaced the data protection laws of the individual
member states. The GDPR imposes several requirements on companies that process personal data, including requirements relating
to the processing of health and other sensitive data, the consent of the individuals to whom the personal data relates, the
information provided to the individuals regarding data processing activities, the notification of data processing obligations to the
competent national data protection authorities and certain measures to be taken when engaging third-party processors. The GDPR
also imposes strict rules on the transfer of personal data out of the European Economic Area (the “EEA”), including to the U.S.
Failure to comply with the requirements of the GDPR, and the related national data protection laws of the EU member states, may
result in fines and other administrative penalties, including potential fines of up to 20 million euros or 4% of annual global
revenues, whichever is greater. The GDPR also confers a private right of action on data subjects and consumer associations to
lodge complaints with supervisory authorities, seek judicial remedies, and obtain compensation for damages resulting from
violations of the GDPR. The GDPR regulations may impose additional responsibility and liability in relation to personal data that
we process, and we may be required to put in place additional mechanisms ensuring compliance with the new data protection
rules, including as implemented by individual countries. This may be onerous and adversely affect our business, financial
condition, results of operations and prospects. In addition, further to the United Kingdom's (the “UK”) exit from the EU on
January 31, 2020, the GDPR ceased to apply in the UK at the end of the transition period on December 31, 2020. However, as of
January 1, 2021, the UK’s European Union (Withdrawal) Act 2018 incorporated the GDPR (as it existed on December 31, 2020
but subject to certain UK specific amendments) into UK law (the “UK GDPR”). The UK GDPR and the UK Data Protection Act
2018 set out the UK’s data protection regime, which is independent from but aligned to the EU’s data protection regime. Non-
compliance with the UK GDPR may result in monetary penalties of up to £17.5 million or 4% of worldwide revenue, whichever
is higher. The UK, however, is now regarded as a third country under the GDPR which means that transfers of personal data from
the EEA to the UK will be restricted unless an appropriate safeguard, as recognized by the GDPR, has been put in place.
Although, under the EU-UK Trade Cooperation Agreement it is lawful to transfer personal data between the UK and the EEA for
a 6 month period following the end of the transition period, with a view to achieving an adequacy decision from the European
Commission during that period. Like the GDPR, the UK GDPR restricts personal data transfers outside the UK to countries not
regarded by the UK as providing adequate protection (this means that personal data transfers from the UK to the EEA remain free
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flowing). Compliance with the GDPR and the UK GDPR is a rigorous and time-intensive process that may increase our cost of
doing business or require us to change our business practices, and despite those efforts, there is a risk that we may be subject to
fines and penalties, litigation, and reputational harm in connection with any future EU or UK activities. Brexit has created
uncertainty in data protection issues involving the UK, and could also lead to further legislative and regulatory changes. It remains
unclear how the UK data protection laws or regulations will develop in the longer term and how data transfer to and from the UK
will be regulated notwithstanding Brexit. The full effects of Brexit are uncertain and will remain so until the UK and EU reach a
definitive resolution with regards to outstanding trade and legal matters. Given these possibilities and others we may not
anticipate, as well as the lack of comparable precedent, the full extent to which our business, results of operations, and financial
condition could be adversely affected by Brexit is uncertain. Outside the EU, there are many countries with data protection laws,
and new countries are adopting data protection legislation with increasing frequency. Many of these laws may require consent
from consumers for the use of data for various purposes, including marketing, which may reduce our ability to market our
products. There is no harmonized approach to these laws and regulations. Consequently, we increase our risk of non-compliance
with applicable foreign data protection laws and regulations as we continue our international expansion. We may need to change
and limit the way we use personal information in operating our business and may have difficulty maintaining a single operating
model that is compliant. Compliance with such laws and regulations will result in additional costs and may necessitate changes to
our business practices and divergent operating models, which may adversely affect our business and financial condition.
In addition, various U.S. and foreign federal, state, and local legislative and regulatory bodies, or self-regulatory
organizations, may expand current laws or regulations, enact new laws or regulations or issue revised rules or guidance regarding
privacy, data protection and consumer protection. Any such changes may force us to incur substantial costs or require us to
change our business practices. This could compromise our ability to pursue our growth strategy effectively and may adversely
affect our ability to acquire customers or otherwise harm our business, financial condition and operating results. For
example, California enacted the California Consumer Privacy Act (“CCPA”), which became effective on January 1, 2020, and the
and the California electorate recently approved the California Privacy Rights Act of 2020 (“CPRA”), which expands upon the
CCPA and is scheduled to take effect on January 1, 2023 (with a lookback to January 1, 2022). The potential effects of the CCPA
and the CPRA are far-reaching and may require us to further modify our data processing practices and policies and incur
additional costs and expenses in an effort to comply.
If the use of “cookie” tracking technologies is further restricted, regulated, or blocked, or if changes in technology cause
cookies to become less reliable or acceptable as a means of tracking consumer behavior, the amount or accuracy of Internet
user information we collect would decrease, which could harm our business and operating results.
Federal, state and international governmental authorities continue to evaluate the privacy implications inherent in the use of
proprietary or third-party "cookies" and other methods of online tracking for behavioral advertising and other purposes. U.S. and
foreign governments have enacted, have considered or are considering legislation or regulations that could significantly restrict
the ability of companies and individuals to engage in these activities, such as by regulating the level of consumer notice and
consent required before a company can employ cookies or other electronic tracking tools or the use of data gathered with such
tools. Additionally, some providers of consumer devices and web browsers have implemented, or announced plans to implement,
means to make it easier for Internet users to prevent the placement of cookies, to block other tracking technologies or to require
new permissions from users for certain activities, which could if widely adopted significantly reduce the effectiveness of such
practices and technologies. We may have to develop alternative systems to determine our customers’ behavior, customize their
online experience, or efficiently market to them if customers block cookies or regulations introduce additional barriers to
collecting cookie data. The regulation of the use of cookies and other current online tracking and advertising practices or a loss in
our ability to make effective use of services that employ such technologies could increase our costs of operations and limit our
ability to acquire new customers on cost-effective terms and consequently, materially adversely affect our business, financial
condition and operating results.
Changes in tax treatment of companies engaged in e-commerce may adversely affect the commercial use of our sites and
our financial results.
Due to the global nature of the Internet, it is possible that various states or foreign countries might attempt to impose
additional or new regulation on our business or levy additional or new sales, income or other taxes relating to our activities. Tax
authorities at the international, federal, state and local levels are currently reviewing the appropriate treatment of companies
engaged in e-commerce and digital services. New or revised international, federal, state or local tax regulations or court decisions
may subject us or our customers to additional sales, income and other taxes. For example, on June 21, 2018, the U.S. Supreme
Court rendered a 5-4 majority decision in South Dakota v. Wayfair Inc., 17-494 where the Court held, among other things, that a
state may require an out-of-state seller with no physical presence in the state to collect and remit sales taxes on goods the seller
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ships to consumers in the state, overturning existing court precedent. Other new or revised taxes and, in particular, digital taxes,
sales taxes, VAT and similar taxes could increase the cost of doing business online and decrease the attractiveness of selling
products over the Internet. New taxes and rulings could also create significant increases in internal costs necessary to capture data
and collect and remit taxes. Any of these events could have a material adverse effect on our business, financial condition and
operating results.
Risks Related to our Indebtedness
Our outstanding indebtedness, or additional indebtedness that we may incur, could limit our operating flexibility and
adversely affect our financial condition.
As of December 31, 2020, we had $3.3 billion of indebtedness outstanding. Our indebtedness included unsecured 0.375%
Convertible Senior Notes due 2022 that mature on September 1, 2022 (the "2022 Notes"), unsecured 1.125% Convertible Senior
Notes due 2024 that mature on November 1, 2024 (the "2024 Notes"), unsecured 1.00% Convertible Senior Notes due 2026 that
mature on August 15, 2026 (the "2026 Notes"), unsecured 0.625% Convertible Senior Notes due 2025 that mature on October 1,
2025 (the “2025 Notes”, and together with the 2022 Notes, the 2024 Notes and the 2026 Notes, the "Non-Accreting Notes") and
unsecured 2.50% Accreting Convertible Senior Notes due 2025 that mature on April 1, 2025 (the “2025 Accreting Notes” and
together with the Non-Accreting Notes, the “Notes”). At maturity of the Non-Accreting Notes, unless earlier purchased, redeemed
or converted, we will settle any conversions in cash, shares of Wayfair's Class A common stock or a combination thereof, at our
election. At maturity of the Accreting Notes, unless earlier purchased, redeemed or converted, we will settle any conversions in
shares of Wayfair's Class A common stock. If any Notes are not converted at or prior to maturity, we will be required to pay the
holder thereof the principal amount or, with respect to the 2025 Accreting Notes, the accreted principal amount, in cash. We pay
interest semiannually in arrears at fixed rates per annum of 0.375% for the 2022 Notes, 1.125% for the 2024 Notes, 0.625% for
the 2025 Notes and 1.00% for the 2026 Notes. The 2025 Accreting Notes accrue interest at a rate of 2.50% per annum, which
accretes semiannually to the principal amount. Under certain circumstances, the holders of the Notes may require us to repay all
or a portion of the principal and interest outstanding under the Notes in cash prior to the maturity date, which could have an
adverse effect on our liquidity and financial condition.
We have the ability to borrow up to $200 million under our senior secured revolving credit facility (the "Revolver") to
finance working capital and provide funds for permitted acquisitions, repurchases of equity interests and other general corporate
purposes. If we draw down on this facility, our interest expense and principal repayment requirements will increase, which could
have an adverse effect on our financial results and our ability to make payments on the Notes. Further, the agreements governing
the Revolver contain numerous requirements, including affirmative, negative and financial covenants. Our failure to comply with
any of these covenants or to meet any payment obligations under the Revolver could result in an event of default which, if not
cured or waived, would result in any amounts outstanding, including any accrued interest and unpaid fees, becoming immediately
due and payable. We might not have sufficient working capital or liquidity to satisfy any repayment obligations in the event of an
acceleration of those obligations.
Our business may not be able to generate sufficient cash flow from operations, and we can give no assurance that future
borrowings will be available to us in amounts sufficient to enable us to pay our indebtedness as such indebtedness matures,
including the Notes, and to fund our other liquidity needs. If this occurs, we will need to refinance all or a portion of our
indebtedness on or before maturity, and there can be no assurance that we will be able to refinance any of our indebtedness on
commercially reasonable terms, or at all. We may need to adopt one or more alternatives, such as reducing or delaying planned
expenses and capital expenditures, selling assets, restructuring debt, or obtaining additional equity or debt financing. These
alternative strategies may not be implemented on satisfactory terms, if at all. Our ability to refinance our indebtedness or obtain
additional financing, or to do so on commercially reasonable terms, will depend on, among other things, our financial condition at
the time, restrictions in agreements governing our indebtedness, and other factors, including the condition of the financial markets
and the markets in which we compete.
Further, we may from time to time seek to retire, restructure, repurchase or redeem, or otherwise mitigate the equity dilution
associated with, our outstanding convertible debt, through cash purchases, stock buybacks of some or all of the shares underlying
convertible notes, and/or exchanges for equity or debt, in open-market purchases, privately negotiated transactions or otherwise.
Such repurchases, exchanges or liability management exercises, if any, will be upon such terms and at such prices and sizes as we
may determine, and will depend on prevailing market conditions, our liquidity requirements, contractual restrictions and other
factors. The amounts involved may be material.
28
If we do not generate sufficient cash flow from operations, and additional borrowings, refinancings or proceeds from asset
sales are not available to us, we may not have sufficient cash to enable us to meet all of our obligations, including our obligations
under the Notes.
The conditional conversion feature of any series of the Non-Accreting Notes, if triggered, and conversion of the 2025
Accreting Notes may adversely affect our financial condition and operating results.
If the conditional conversion feature of any series of our Non-Accreting Notes is triggered, holders of such series of Non-
Accreting Notes will be entitled to convert the applicable series of Non-Accreting Notes at any time during specified periods at
their option. If one or more holders elect to convert their Non-Accreting Notes, unless we elect to satisfy our conversion
obligation by delivering solely shares of our Class A common stock (other than paying cash in lieu of delivering any fractional
share), we would be required to settle a portion or all of our conversion obligation through the payment of cash, which could
adversely affect our liquidity. If the holders of the 2025 Accreting Notes convert their 2025 Accreting Notes, we would be
required to settle all of our conversion obligation by delivering shares of our Class A common stock. During 2020, CBEP
Investments, LLC ("Charlesbank") converted $253.1 million of accreted principal of the 2025 Accreting Notes and received
3,490,175 shares of our Class A common stock. In January 2021, GHEP VII Aggregator, L.P ("Great Hill") converted
$253.1 million of accreted principal of the 2025 Accreting Notes and received 3,490,175 shares of our Class A common stock. To
the extent we satisfy our conversion obligation of the Non-Accreting Notes by delivering shares of our Class A common stock or
if the holders of the 2025 Accreting Notes convert their 2025 Accreting Notes, we would be required to deliver a significant
number of shares, which would cause dilution to our existing stockholders. In addition, even if holders do not elect to convert
their Notes in such circumstances, we could be required under applicable accounting rules to reclassify all or a portion of the
outstanding principal of the applicable series of Notes as a current rather than long-term liability, which would result in a material
reduction of our net working capital.
Risks Related to Ownership of our Class A Common Stock
The dual class structure of our common stock has the effect of concentrating voting control with our co-founders, which
will limit your ability to influence corporate matters.
Our Class B common stock has ten votes per share, and our Class A common stock, which is the stock that is publicly
traded, has one vote per share. Following our initial public offering (the "IPO"), our Class B common stock was held primarily by
our co-founders, other executive officers, directors and their affiliates. Due to optional conversions of Class B common stock into
Class A common stock following the IPO, our Class B common stock is currently held primarily by our co-founders and their
affiliates. As of December 31, 2020, our co-founders and their affiliates owned shares representing approximately 28.0% of the
economic interest and 78.7% of the voting power of our outstanding capital stock. This concentrated control limits your ability to
influence corporate matters for the foreseeable future. For example, these stockholders are able to control elections of directors,
amendments of our certificate of incorporation or bylaws, increases to the number of shares available for issuance under our
equity incentive plans or adoption of new equity incentive plans and approval of any merger or sale of assets for the foreseeable
future. This control may materially adversely affect the market price of our Class A common stock. Additionally, holders of our
Class B common stock may cause us to make strategic decisions or pursue acquisitions that could involve risks to you or may not
be aligned with your interests. The holders of our Class B common stock are also entitled to a separate vote if we seek to amend
our certificate of incorporation to increase or decrease the par value of a class of our common stock or in a manner that alters or
changes the powers, preferences or special rights of the Class B common stock in a manner that affects its holders adversely.
Future transfers by holders of Class B common stock will generally result in those shares converting on a 1:1 basis to
Class A common stock, which will have the effect, over time, of increasing the relative voting power of those holders of Class B
common stock who retain their shares in the long-term, which may include our executive officers.
29
Our stock price may be volatile or may decline regardless of our operating performance.
The market price of our Class A common stock may fluctuate significantly in response to numerous factors, many of which
are beyond our control, including the risks described elsewhere herein, as well as:
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•
•
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•
•
•
•
actual or anticipated fluctuations in our results of operations;
the financial projections we may provide to the public, any changes in these projections or our failure to meet these
projections;
failure of securities analysts to initiate or maintain coverage of our company, changes in financial estimates or
ratings by any securities analysts who follow our company or our failure to meet these estimates or the expectations
of investors;
announcements by us or our competitors of new businesses, services or products, significant technical innovations,
acquisitions, strategic partnerships, joint ventures, operating results or capital commitments;
changes in operating performance and stock market valuations of other technology or retail companies generally, or
those in our industry in particular;
price and volume fluctuations in the overall stock market, including as a result of trends in the economy as a whole;
changes in interest rates;
changes in the Board or our management;
sales of large blocks of our Class A common stock, including sales by our executive officers, directors and
significant stockholders;
lawsuits threatened or filed against us;
changes in laws or regulations applicable to our business;
changes in our capital structure, such as future issuances of debt or equity securities, including in connection with an
acquisition or upon conversion of some or all of our outstanding Notes;
short sales, hedging and other derivative transactions involving our capital stock;
general economic conditions in the U.S. and abroad; and
other events or factors, including those resulting from war, incidents of terrorism or responses to these events.
In addition, stock markets have experienced extreme price and volume fluctuations that have affected and continue to affect
the market prices of equity securities of many technology companies, including e-commerce companies. Stock prices of many
technology companies, including e-commerce companies, have fluctuated in a manner unrelated or disproportionate to the
operating performance of those companies. Volatility in our stock price could adversely affect our business and financing
opportunities and expose us to litigation. Securities litigation can subject us to substantial costs, divert resources and the attention
of management from our business and materially adversely affect our business, financial condition and operating results.
Short selling could increase the volatility of our stock price.
We believe our Class A common stock has been the subject of significant short selling efforts by certain market
participants. Short sales are transactions in which a market participant sells a security that it does not own. To complete the
transaction, the market participant must borrow the security to make delivery to the buyer. The market participant is then
obligated to replace the security borrowed by purchasing the security at the market price at the time of required replacement. If
the price at the time of replacement is lower than the price at which the security was originally sold by the market participant, then
the market participant will realize a gain on the transaction. Thus, it is in the market participant’s interest for the market price of
the underlying security to decline as much as possible during the period prior to the time of replacement. Short selling may
negatively affect the value of our stock to the detriment of our stockholders.
In addition, market participants with disclosed short positions in our stock have published, and may in the future continue to
publish, negative information regarding us that we believe is inaccurate and misleading. We believe that the publication of this
negative information may in the future lead to downward pressure on the price of our stock.
30
Substantial sales of shares of our Class A common stock could cause the market price of our Class A common stock to
decline.
Sales of a substantial number of shares of our Class A common stock in the public market, or the perception that these sales
might occur, could depress the market price of our Class A common stock and could impair our ability to raise capital through the
sale of additional equity securities. We are unable to predict the effect that such sales may have on the prevailing market price of
our Class A common stock.
The capped calls expose us to counterparty risk and may affect the value of our common stock.
In connection with the issuance of each series of Non-Accreting Notes, we entered into capped calls with certain financial
institutions, which we refer to as the option counterparties. The capped calls are expected generally to reduce the potential dilution
upon conversion of the Notes and/or offset any cash payments we are required to make in excess of the principal amount of
converted Notes, as the case may be, with such reduction and/or offset subject to a cap. From time to time, the option
counterparties or their respective affiliates may modify their hedge positions by entering into or unwinding various derivative
transactions with respect to our Class A common stock and/or purchasing or selling our Class A common stock or other securities
of ours in secondary market transactions. This activity could cause a decrease in the market price of our Class A common stock.
In addition, the option counterparties are financial institutions, and we will be subject to the risk that one or more of the
option counterparties may default or otherwise fail to perform, or may exercise certain rights to terminate, their obligations under
the capped calls. Our exposure to the credit risk of the option counterparties will not be secured by any collateral. If an option
counterparty becomes subject to insolvency proceedings, we will become an unsecured creditor in those proceedings with a claim
equal to our exposure at the time under such transaction. Our exposure will depend on many factors but, generally, our exposure
will increase if the market price or the volatility of our Class A common stock increases. In addition, upon a default or other
failure to perform, or a termination of obligations, by an option counterparty, we may suffer more dilution than we currently
anticipate with respect to our Class A common stock. We can provide no assurances as to the financial stability or viability of the
option counterparties.
If securities or industry analysts do not publish research or reports about our business, or publish negative reports about
our business, our share price and trading volume could decline.
The trading market for our Class A common stock depends in part on the research and reports that securities or industry
analysts publish about us or our business, our market and our competitors. We do not have any control over these analysts. If one
or more of the analysts who cover us downgrade our shares or change their opinion of our shares, our share price would likely
decline. If one or more of these analysts cease coverage of our company or fail to regularly publish reports on us, we could lose
visibility in the financial markets, which could cause our share price or trading volume to decline.
Our management has broad discretion over our existing cash resources and might not use such funds in ways that
increase the value of your investment.
Our management generally has broad discretion over the use of our cash resources, and you will be relying on the judgment
of our management regarding the application of these resources. Our management might not apply these resources in ways that
increase the value of your investment.
31
Anti-takeover provisions in our charter documents and under Delaware law could make an acquisition of our company
more difficult, limit attempts by our stockholders to replace or remove our current management and limit the market price of
our Class A common stock.
Provisions in our certificate of incorporation and bylaws may have the effect of delaying or preventing a change of control
or changes in our management. Our certificate of incorporation and bylaws include provisions that:
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permit the Board to establish the number of directors and fill any vacancies and newly created directorships;
when the outstanding shares of our Class B common stock represent less than 10% of the then outstanding shares of
Class A common stock and Class B common stock, provide that the Board will be classified into three classes with
staggered, three year terms and that directors may only be removed for cause;
require super-majority voting to amend some provisions in our certificate of incorporation and bylaws;
authorize the issuance of "blank check" preferred stock that the Board could use to implement a stockholder rights
plan;
eliminate the ability of our stockholders to call special meetings of stockholders;
when the outstanding shares of our Class B common stock represent less than 10% of the then outstanding shares of
Class A common stock and Class B common stock, prohibit stockholder action by written consent, which requires
all stockholder actions to be taken at a meeting of our stockholders;
provide that the Board is expressly authorized to make, alter or repeal our bylaws;
restrict the forum for certain litigation against us to Delaware;
reflect the dual class structure of our common stock, as discussed above; and
establish advance notice requirements for nominations for election to the Board or for proposing matters that can be
acted upon by stockholders at annual stockholder meetings.
These provisions may frustrate or prevent any attempts by our stockholders to replace or remove our current management
by making it more difficult for stockholders to replace members of the Board, which is responsible for appointing the members of
our management. In addition, because we are incorporated in Delaware, we are governed by the provisions of Section 203 of the
Delaware General Corporation Law, which generally prohibits a Delaware corporation from engaging in any of a broad range of
business combinations with any holder of at least 15% of our capital stock for a period of three years following the date on which
the stockholder became a 15% stockholder.
Item 1B. Unresolved Staff Comments
None.
Item 2. Properties
As of December 31, 2020, we operated the following logistics and customer service facilities:
Description of Use:
Logistics
Logistics
Customer service
Customer service
Leased Square
Footage
Reportable
Segment
(square footage in thousands)
14,734 United States
3,787
International
2,258 United States
International
205
Our corporate headquarters are in Boston where we occupy approximately 1.2 million square feet of office space. In
addition, we occupy 0.2 million square feet of office space in London and Berlin for our international operations.
32
Item 3. Legal Proceedings
Information for this item may be found in Note 7 to the consolidated financial statements in Item 8, which is incorporated
herein by reference.
Item 4. Mine Safety Disclosures
Not applicable.
33
Item 5. Market for Registrant's Common Equity, Related Stockholder Matters and Issuer Purchases of Equity
Securities
PART II
Certain Information Regarding the Trading of Our Common Stock
Our Class A common stock is traded on the New York Stock Exchange ("NYSE") under the symbol "W".
Holders of Our Common Stock
As of February 15, 2021, there were 251 holders of record of shares of our Class A common stock and 272 holders of
record of shares of our Class B common stock. The actual number of stockholders is greater than the number of record holders,
and includes stockholders who are beneficial owners, whose shares are held of record by banks, brokers and other financial
institutions.
Securities Authorized for Issuance Under Equity Compensation Plans
Information regarding our equity compensation plans and securities authorized for issuance thereunder is set forth under
Part III, Item 12, Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters, of this
Annual Report on Form 10-K.
Recent Purchases of Equity Securities
On August 21, 2020, the Board authorized the repurchase of up to $700 million of our Class A common stock (the “2020
Repurchase Program”). The 2020 Repurchase Program does not have an expiration date but may be suspended or terminated by
the Board at any time.
The following table presents information related to our repurchases of common stock for the periods indicated:
Issuer Purchases of Equity Securities
Total Number of Shares
Purchased (1)
Average Price Paid per
Share
Total Number of Shares
Purchased as Part of
Publicly Announced
Plans or Programs (1)
Approximate Dollar
Value of Shares that
May Yet Be Purchased
Under the Plans or
Programs (2)
(in thousands)
Period
October 1-31, 2020
November 1-30, 2020
December 1-31, 2020
Total
— $
412,077 $
— $
412,077 $
—
242.65
—
242.65
— $
412,077 $
— $
412,077 $
—
462,800
—
462,800
(1) Represents shares repurchased under the 2020 Repurchase Program
(2) Represents the amount remaining under the 2020 Repurchase Program as of the specified period end dates
Item 6. Selected Consolidated Financial Data
Reserved.
Item 7. Management's Discussion and Analysis of Financial Condition and Results of Operations
Forward-Looking Statements
This Annual Report on Form 10-K contains forward-looking statements within the meaning of Section 27A of the Securities
Act of 1933, as amended (the "Securities Act") and Section 21E of the Exchange Act. All statements other than statements of
historical fact contained in this Annual Report on Form 10-K, including statements regarding our investment plans and anticipated
returns on those investments, our future customer growth, our future results of operations and financial position, available
liquidity and access to financing sources, our business strategy, plans and objectives of management for future operations,
34
consumer activity and behaviors, developments in our technology and systems and anticipated results of those developments and
the impact of the COVID-19 outbreak and our response to it, are forward-looking statements. In some cases, you can identify
forward-looking statements by terms such as "may," "will," "should," "expects," "plans," "anticipates," "could," "intends,"
"target," "projects," "contemplates," "believes," "estimates," "predicts," "potential" or "continue" or the negative of these terms or
other similar expressions.
Forward-looking statements are based on current expectations of future events. We cannot guarantee that any forward-
looking statement will be accurate, although we believe that we have been reasonable in our expectations and assumptions.
Investors should realize that if underlying assumptions prove inaccurate or that known or unknown risks or uncertainties
materialize, actual results could vary materially from Wayfair’s expectations and projections. Investors are therefore cautioned not
to place undue reliance on any forward-looking statements. These forward-looking statements speak only as of the date of this
Annual Report on Form 10-K and, except as required by applicable law, we undertake no obligation to publicly update or revise
any forward-looking statements contained herein, whether as a result of any new information, future events or otherwise.
Factors that could cause or contribute to differences in our future results include, without limitation, the following:
• our ability to acquire new customers and sustain and/or manage our growth;
• our ability to increase our net revenue per active customer;
• our ability to build and maintain strong brands;
• our ability to manage our global growth and expansion;
• our ability to compete successfully;
• the rate of growth of the Internet and e-commerce;
• economic factors, such as interest rates, the housing market, currency exchange fluctuations and changes in customer
spending;
• disruptions or inefficiencies in our supply chain or logistics network, including any impact of the COVID-19 outbreak on
our suppliers and third party carriers and delivery agents;
• potential impacts of the COVID-19 outbreak on our business, financial condition and results of operations;
• world events, natural disasters, public health emergencies (such as the COVID-19 outbreak), civil disturbances and
terrorist attacks; and
• developments in, and the outcome of, legal and regulatory proceedings and investigations to which we are a party or are
subject, and the liabilities, obligations and expenses, if any, that we may incur in connection therewith.
A further list and description of risks, uncertainties and other factors that could cause or contribute to differences in our
future results include the cautionary statements herein and in our other filings with the Securities and Exchange Commission,
including those set forth under Part I, Item 1A, Risk Factors of this Annual Report on Form 10-K. We qualify all of our forward-
looking statements by these cautionary statements.
Overview
Wayfair is one of the world's largest online destinations for the home. Through our e-commerce business model, we offer
visually inspired browsing, compelling merchandising, easy product discovery and attractive prices for over twenty-two million
products from over 16,000 suppliers.
We believe an increasing portion of the dollars spent on home goods will be spent online and that there is an opportunity for
acquiring more market share. Our business model is designed to grow our net revenue by acquiring new customers as well as
stimulating repeat purchases from our existing customers. Through increasing brand awareness as well as paid and unpaid
35
advertising, we attract new and repeat customers to our sites. We turn these customers into recurring shoppers by creating a
seamless shopping experience across their entire journey — offering best-in-class product discovery, purchasing, fulfillment and
customer service.
In fiscal year 2020, our business reached an inflection of profitability, benefiting from years of investment developing our
logistics platform, international footprint and technological capabilities. The sharp acceleration in demand for home products and
an uptick in purchasing online during 2020, both heightened by COVID-related factors, served to highlight the durability of
Wayfair's business model as well as the attractive nature of our customer unit economics. As of December 31, 2020, we had
reached 31.2 million active customers over the last twelve months, and 70% of 2020 orders came from repeat buyers. We
continued to manage our advertising spend according to a return on investment-oriented approach that carefully tracks and
monitors the results of advertising campaigns to ensure the appropriate return targets are being met. We also leveraged operating
costs such as infrastructure expenses and employee salaries, particularly as the pace of hiring slowed and proved substantially
below revenue growth.
COVID-19 Outbreak
We are continuing to closely monitor the impact of the COVID-19 outbreak on our business, results of operations and
financial results. The situation surrounding the COVID-19 outbreak remains fluid and the full extent of the positive or negative
impact of the COVID-19 outbreak on our business will depend on certain developments including the length of time that the
outbreak continues, the impact on consumer activity and behaviors and the effect on our customers, employees, suppliers, partners
and stockholders, all of which are uncertain and cannot be predicted. See Part I, Item 1A, Risk Factors for additional details. Our
focus remains on promoting the health, safety and financial security of our employees and serving our customers. As a result, we
have taken a number of precautionary measures, including implementing social distancing, enhanced cleaning measures and
COVID-19 testing in our facilities, suspending all non-essential travel, transitioning a large portion of our employees to working-
from-home, reimbursing certain employee technology purchases, establishing employee welfare programs, providing emergency
paid time off and targeted hourly pay increases and developing no-contact delivery methods.
In an effort to contain or slow the COVID-19 outbreak, authorities around the world have implemented various measures,
some of which have been subsequently rescinded or modified, including travel bans, stay-at-home orders and shutdowns of
certain businesses. We anticipate that these actions and the global health crisis caused by the COVID-19 outbreak, including any
resurgences, will continue to negatively impact global economic activity. While the COVID-19 outbreak has not had a material
adverse impact on our operations to date and we believe the long-term opportunity that we see for shopping for the home online
remains unchanged, it is difficult to predict all of the positive or negative impacts the COVID-19 outbreak will have on our
business in the short- and long-term.
In the short term, we have continued to see increased sales and order activity in the market since the COVID-19 outbreak.
To serve the increased orders, we have hired and are continuing to hire additional frontline and sales and service workers.
However, much is unknown and accordingly the situation remains dynamic and subject to rapid and possibly material change. We
will continue to actively monitor the situation and may take further actions that alter our business operations as may be required
by federal, state, local or foreign authorities, or that we determine are in the best interests of our customers, employees, suppliers,
partners, stockholders and communities.
Factors Affecting our Performance
We believe that our performance and future success depend on a number of factors that present significant opportunities for
us but also pose risks and challenges, including those discussed in Part I, Item 1A, Risk Factors.
36
Key Financial and Operating Metrics
We measure our business using key financial and operating metrics, as well as Adjusted EBITDA, Free Cash Flow and
Adjusted Diluted Earnings (Loss) per Share (see “Non-GAAP Financial Measures”). Our Free Cash Flow and Adjusted Diluted
Earnings (Loss) per Share are measured on a consolidated basis, while our Adjusted EBITDA is measured on a consolidated and
reportable segment basis. All other key financial and operating metrics are derived and reported from our consolidated net
revenue.
We use the following metrics to assess the near and longer-term performance of our overall business:
Key Financial Statement Metrics:
Net revenue
Gross profit
Income (loss) from operations
Net income (loss)
Earnings (loss) per share:
Basic
Diluted
Key Operating Metrics:
Active customers (1)
LTM net revenue per active customer (2)
Orders delivered (3)
Average order value (4)
Non-GAAP Financial Measures:
Adjusted EBITDA
Free Cash Flow
Adjusted Diluted Earnings (Loss) per Share
Year Ended December 31,
2020
2019
2018
(in thousands, except LTM Net Revenue per Active
Customer, Average Order Value and per share data)
$
$
$
$
$
$
$
$
$
$
$
14,145,156 $
9,127,057 $
6,779,174
4,112,171 $
2,147,332 $
1,586,723
360,349 $
(929,941) $
(473,279)
184,996 $
(984,584) $
(504,080)
1.93 $
1.86 $
(10.68) $
(10.68) $
(5.63)
(5.63)
31,194
20,290
453 $
448 $
60,999
37,641
232 $
241 $
15,155
443
28,084
239
946,888 $
(496,544) $
(214,986)
1,082,297 $
(597,698) $
(137,094)
5.04 $
(8.03) $
(4.11)
(1) The number of active customers represents the total number of individual customers who have purchased at least once
directly from our sites during the preceding twelve-month period. The change in active customers in a reported period
captures both the inflow of new customers as well as the outflow of existing customers who have not made a purchase in
the last twelve months. We view the number of active customers as a key indicator of our growth.
(2) LTM net revenue per active customer represents our total net revenue in the last twelve months divided by our total
number of active customers for the same preceding twelve-month period. We view LTM net revenue per active customer
as a key indicator of our customers' purchasing patterns, including their initial and repeat purchase behavior.
(3) Orders delivered represents the total orders delivered in any period, inclusive of orders that may eventually be returned. As
we ship a large volume of packages through multiple carriers, actual delivery dates may not always be available, and as
such we estimate delivery dates based on historical data. We recognize net revenue when an order is delivered, and
therefore orders delivered, together with average order value, is an indicator of the net revenue we expect to recognize in a
given period. We view orders delivered as a key indicator of our growth.
(4) We define average order value as total net revenue in a given period divided by the orders delivered in that period. We
view average order value as a key indicator of the mix of products on our sites, the mix of offers and promotions and the
purchasing behavior of our customers.
37
Results of Consolidated Operations
Net revenue
In 2020, net revenue increased by $5.0 billion, or 55.0% compared to 2019, primarily due to growth in our customer base,
with the number of active customers increasing by 53.7% in 2020 compared to 2019. There was an increase in order frequency,
with LTM orders per active customer increasing by 5.4% in 2020 compared to 2019. Additionally, we believe our merchandising
investments encouraged active customers to spend more on average in 2020 than the prior year, with LTM net revenue per active
customer increasing 1.1% in 2020 compared to 2019. Our U.S. net revenue increased 53.3% in 2020 from 2019, while our
International net revenue increased 64.8% year over year. International Net Revenue Constant Currency Growth (see “Non-
GAAP Measures” below) was 64.9% in 2020 from 2019.
U.S. net revenue
International net revenue
Net revenue
Year Ended December 31,
2020
2019
% Change
(in thousands)
$
11,900,658 $
7,764,831
2,244,498
1,362,226
$
14,145,156 $
9,127,057
53.3 %
64.8 %
55.0 %
For more information on our segments, see Note 13 to the consolidated financial statements, Segment and Geographic
Information, included in Part II, Item 8, Financial Statements and Supplementary Data, of this Annual Report on Form 10-K.
Cost of goods sold
Cost of goods sold is sensitive to many factors, including quarter-to-quarter variability in product mix, pricing strategies,
changes in wholesale, shipping and fulfillment costs and fees earned for supplier services rendered. In 2020, cost of goods sold
increased by $3.1 billion, or 43.7%, compared to 2019. Of the increase in cost of goods sold, $2.5 billion was due to the increase
in products sold to our larger customer base. In addition, shipping and fulfillment costs increased $0.6 billion as a result of the
increase in products delivered during the period.
The increase in cost of goods sold is primarily driven by an increase in the number of orders delivered, partially offset by
efficiencies gained in shipping costs from our logistics network. The decrease in cost of goods sold as a percentage of net revenue
is primarily a result of unlocking incremental margin from merchandising investments and efficiencies generated from our
logistics network.
Cost of goods sold
As a percentage of net revenue
Year Ended December 31,
2020
2019
% Change
(in thousands)
$ 10,032,985
$ 6,979,725
43.7 %
70.9 %
76.5 %
38
Operating expenses
Operating expenses are comprised of customer service and merchant fees, advertising and selling, operations, technology,
general and administrative expenses. We disclose separately the equity-based compensation and related taxes that are included in
customer service and merchant fees and selling, operations, technology and general and administrative expenses.
Customer service and merchant fees (1)
Advertising
Selling, operations, technology, general and administrative (1)
Total operating expenses
As a percentage of net revenue:
Customer service and merchant fees (1)
Advertising
Selling, operations, technology, general and administrative (1)
Year Ended December 31,
2020
2019
% Change
(in thousands)
$
509,559
$
356,727
1,412,173
1,830,090
1,095,840
1,624,706
$ 3,751,822
$ 3,077,273
42.8 %
28.9 %
12.6 %
21.9 %
3.6 %
10.0 %
12.9 %
26.5 %
3.9 %
12.0 %
17.8 %
33.7 %
(1) Includes equity-based compensation and related taxes as follows:
Customer service and merchant fees
Selling, operations, technology, general and administrative
Year Ended December 31,
2020
2019
(in thousands)
$
$
16,072 $
9,473
270,600 $
226,129
Our equity-based compensation and related taxes included in customer service and merchant fees and selling,
operations, technology, general and administrative increased by $51.1 million in 2020 compared to 2019 as a result
of increased restricted stock units awarded in 2020 from 2019.
The following table summarizes operating expenses as a percentage of net revenue, excluding equity-based
compensation and related taxes:
Customer service and merchant fees
Selling, operations, technology, general and
administrative
Customer Service and Merchant Fees
Year Ended December 31,
2020
2019
3.5 %
11.0 %
3.8 %
15.3 %
Excluding the impact of equity-based compensation and related taxes, our expenses for customer service and merchant fees
increased by $146.2 million in 2020 compared to 2019, primarily due to the increase in net revenue during 2020. Expenses for
customer service and merchant fees, both including and excluding equity-based compensation and related taxes, as a percentage
of net revenues declined in 2020 from 2019, primarily due to order volumes that increased faster than our customer service hiring
to serve the increased orders.
Advertising
Our advertising expenses increased by $316.3 million in 2020 compared to 2019, primarily as a result of an increase in
online advertising. Advertising decreased as a percentage of net revenue in 2020 compared to 2019, primarily attributable to
efficiencies in our advertising spend and partially offset by increased investment to generate future customer growth.
39
Selling, operations, technology, general and administrative
Excluding the impact of equity-based compensation and related taxes, our expenses for selling, operations, technology,
general and administrative activities increased by $160.9 million in 2020 compared to 2019, primarily attributable to increases in
personnel costs, rent, information technology and depreciation and amortization. As a percentage of net revenue, selling,
operations, technology, general and administrative expenses decreased to 12.9% in 2020 compared to 17.8% in 2019, primarily
due to the pace of corporate headcount net hiring relative to the increase in net revenue.
Interest (expense), net
Our interest (expense), net increased by $91.9 million in 2020 compared to 2019, primarily attributable to new issuances of
convertible notes.
Interest (expense), net
Other (expense) income, net
Year Ended December 31,
2020
2019
% Change
(in thousands)
$
(146,397) $
(54,514)
168.5 %
Our other (expense) income, net increased by $11.5 million in 2020 compared to 2019, primarily attributable to the
$12.8 million loss for the extinguishment of debt for the 2022 Notes.
Year Ended December 31,
2020
2019
% Change
(in thousands)
Other (expense) income, net
$
(8,633) $
2,881
(399.7) %
Provision for income taxes, net
Our provision for income taxes, net increased by $17.3 million in 2020 compared to 2019, primarily related to income
earned in the U.S. and certain foreign jurisdictions and U.S. state income taxes, offset by the recognition of a discrete tax benefit
related to excess tax benefits on equity awards for U.S. employees.
Provision for income taxes, net
$
20,323 $
3,010
575.2 %
Year Ended December 31,
2020
2019
% Change
(in thousands)
40
Liquidity and Capital Resources
Sources of Liquidity
At December 31, 2020, our principal source of liquidity was cash and cash equivalents and short- and long-term investments
totaling $2.6 billion. In addition, we have a $200 million senior secured revolving credit facility that matures on February 21,
2022 (the “Revolver”). Wayfair had issued letters of credit, primarily as security for certain lease agreements, for approximately
$57.0 million as of December 31, 2020, which reduces the availability of credit under the Revolver. Excluding liquidity available
through our Revolver, the following table shows sources of liquidity as of December 31, 2020 and 2019:
Cash and cash equivalents
Short-term investments
Long-term investments
Working capital
December 31,
2020
2019
(in thousands)
$
$
$
$
2,129,440 $
461,698 $
— $
582,753
404,252
155,690
880,208 $
(234,381)
We believe that our existing cash and cash equivalents and investments, cash generated from operations and the borrowing
availability under our Revolver will be sufficient to meet our anticipated cash needs for at least the foreseeable future. However,
our liquidity assumptions may prove to be incorrect, and we could exhaust our available financial resources sooner than we
currently expect. In addition, we may elect to raise additional funds at any time through equity, equity-linked or debt financing
arrangements. Further, we may from time to time seek to retire, restructure, repurchase or redeem, or otherwise mitigate the
equity dilution associated with, our outstanding convertible debt, through cash purchases, stock buybacks of some or all of the
shares underlying convertible notes and/or exchanges for equity or debt, in open-market purchases, privately negotiated
transactions or otherwise. Such repurchases, exchanges or liability management exercises, if any, will be upon such terms and at
such prices and sizes as we may determine, and will depend on prevailing market conditions, our liquidity requirements,
contractual restrictions and other factors. The amounts involved may be material.
Our future capital requirements and the adequacy of available funds will depend on many factors, including those described
herein and in our other filings with the SEC, including those set forth in Part I, Item 1A, Risk Factors. In addition, the COVID-19
outbreak and related measures to contain its impact have caused disruption in the capital markets, which could make obtaining
financing more difficult and/or expensive. As a consequence, we may not be able to secure additional financing to meet our
operating requirements on acceptable terms, or at all. If we raise additional funds through the issuance of equity, equity-linked or
debt financing arrangements, those securities and instruments may have rights, preferences or privileges senior to the rights of our
common stock, and the holders of our equity securities may experience dilution. We will continue to monitor our liquidity during
this time of historic disruption and volatility in the global capital markets due to the COVID-19 outbreak.
Credit Agreement and Convertible Debt
Under the terms of our Revolver, we may use proceeds to finance working capital and to provide funds for permitted
acquisitions, repurchases of equity interests and other general corporate purposes. Any amounts outstanding under the Revolver
are due at maturity.
As of December 31, 2020, we had $3.3 billion of indebtedness outstanding. The conditional conversion features of the 2022
Notes, 2024 Notes and 2026 Notes were triggered during the fourth quarter of 2020, and the 2022 Notes, 2024 Notes and 2026
Notes therefore became convertible in the first quarter of 2021 pursuant to the applicable last reported sales price conditions. The
conditional conversion feature of the 2025 Notes was not triggered during the fourth quarter of 2020, and the 2025 Notes were
therefore not convertible in the first quarter of 2021 pursuant to the applicable last reported sales price conditions. The 2025
Accreting Notes are convertible at any time prior to the second business day immediately preceding the maturity date. There have
been no material conversions to date of the 2024 Notes, 2025 Notes or 2026 Notes. During 2020, Charlesbank converted
$253.1 million of accreted principal of the 2025 Accreting Notes and received 3,490,175 shares of Wayfair’s Class A common
stock. In January 2021, Great Hill converted $253.1 million of accreted principal of the 2025 Accreting Notes and received
3,490,175 shares of Wayfair's Class A common stock.
Whether any of the Non-Accreting Notes will be convertible in future quarters will depend on the satisfaction of the
applicable last reported sales price condition or another conversion condition in the future. If one or more holders elect to convert
41
their Non-Accreting Notes at a time when any such Non-Accreting Notes are convertible, unless we elect to satisfy our
conversion obligation by delivering solely shares of our Class A common stock (other than paying cash in lieu of delivering any
fractional share), we would be required to settle a portion or all of our conversion obligation through the payment of cash, which
could adversely affect our liquidity.
For information regarding our credit agreement and convertible notes, see Note 6, Debt and Other Financing included in
Part II, Item 8, Financial Statements and Supplementary Data, of this Annual Report on Form 10-K.
Stock Repurchase Program
On August 21, 2020, the Board authorized Wayfair to repurchase, from time to time, up to $700 million of our Class A
common stock in the open market, through privately negotiated transactions, or otherwise, including pursuant to a Rule 10b5-1
plan (the “2020 Repurchase Program”). The 2020 Repurchase Program replaced our previous $200 million stock repurchase
authorization approved by the Board in 2018 (the “2018 Repurchase Program”). Wayfair repurchased 432,548 shares of Class A
common stock for approximately $143.0 million under the 2018 Repurchase Program before it was simultaneously terminated and
replaced by the 2020 Repurchase Program. The 2020 Repurchase Program does not obligate Wayfair to purchase any shares of
Class A common stock and has no expiration but may be suspended or terminated by the Board at any time. The actual timing,
number and value of shares repurchased in the future will be determined by Wayfair in its discretion and will depend on a number
of factors, including market conditions, applicable legal requirements, our capital needs and whether there is a better alternative
use of capital. As of December 31, 2020, Wayfair has repurchased 823,470 shares of Class A common stock for approximately
$237.2 million under the 2020 Repurchase Program.
Trends and Historical Cash Flows
Net income (loss)
Net cash from (for) operating activities
Net cash for investing activities
Net cash from financing activities
Operating Activities
Year Ended December 31,
2020
2019
2018
(in thousands)
$
$
$
$
184,996 $
(984,584)
1,416,731 $
(196,818)
(236,075) $
(854,837)
352,588 $
786,504
$
$
$
$
(504,080)
84,861
(260,287)
467,463
Cash flows in connection with operating activities consisted of net income (loss) adjusted for certain non-cash items
including depreciation and amortization, equity-based compensation and certain other non-cash expenses, as well as the effect of
changes in working capital and other activities. Operating cash flows can be volatile and are sensitive to many factors, including
changes in working capital and our net income (loss).
Cash from operating activities in 2020 increased by $1.6 billion from 2019 primarily due the increase in net income (loss) of
$1.2 billion, increase in cash from operating assets and liabilities of $215.4 million, increase in depreciation and amortization
expense of $93.3 million, increase in amortization of discount and issuance costs related to our convertible notes of $72.2 million,
increase in equity-based compensation of $48.8 million and increase in other non-cash items of $14.3 million.
Investing Activities
Cash for investing activities in 2020 decreased $618.8 million from 2019 due to the increase in sales and maturities of short-
and long-term investments of $464.7 million, decrease in purchases of property and equipment of $85.7 million, decrease in
purchases of short- and long-term investments of $72.2 million and decrease in other investing activities of $15.5 million,
partially offset by the increase of site and software development costs of $19.3 million. Purchases of property and equipment and
site and software development costs (collectively, "Capital Expenditures") were 2.4% of net revenue for the year
ended December 31, 2020 and related primarily to equipment purchases and improvements for leased warehouses within our
expanding logistics network and ongoing investments in our proprietary technology and operational platform. On an absolute
dollar basis, we expect Capital Expenditures for the first quarter of 2021 to be within the range of $68.0 million to $78.0 million
as we continue to build out our technology and logistics network.
42
Financing Activities
Cash from financing activities in 2020 decreased $433.9 million from 2019 due to the payments to partially extinguish our
2022 Notes of $1.0 billion, $380.2 million of Class A common stock repurchased through stock repurchase programs, repayment
of $200.0 million of the outstanding balance under our Revolver, partially offset by the $200.0 million proceeds from the
borrowing under our Revolver during 2020. The decrease is also attributable to the increase for premiums paid for our 2026
Capped Calls and 2025 Capped Calls of $109.3 million, partially offset by the increase of $1.1 billion for proceeds from the
issuance of our 2025 Notes and 2025 Accreting Notes and increase of $3.4 million other investing activities.
Off-Balance Sheet Arrangements
We do not engage in any off-balance sheet activities. We do not have any off-balance sheet interest in variable interest
entities, which include special purpose entities and other structured finance entities.
Contractual Obligations
The following table summarizes our contractual obligations as of December 31, 2020:
Long-term debt (1)
Operating leases (2)
Purchase obligations (3)
Other commitments (4)
Total
Less than
1 year
1 - 3
Years
3 - 5
Years
More than
5 Years
Payment Due by Period
(in thousands)
$ 3,513,999 $
26,765 $
68,991 $ 2,460,005 $
958,238
$ 1,250,722 $
149,590 $
326,111 $
308,007 $
467,014
$
$
333,270 $
97,415 $
235,855 $
— $
—
127,879 $
2,497 $
17,791 $
17,972 $
89,619
(1) Represents future interest and principal payments on the Notes. For information regarding our convertible notes, see Note
6, Debt and Other Financing, in the notes to the consolidated financial statements included in Part II, Item 8, Financial
Statements and Supplementary Data of this Annual Report on Form 10-K.
(2) Represents the future minimum lease payments under non-cancellable leases. For information regarding our lease
obligations, see Note 5, Leases, in the notes to the consolidated financial statements included in Part II, Item 8, Financial
Statements and Supplementary Data of this Annual Report on Form 10-K.
(3) Represents the future payments for enforceable and legally binding software license commitments. For information
regarding our purchase obligations, see Note 7 Commitments and Contingencies in the notes to the consolidated financial
statements included in Part II, Item 8, Financial Statements and Supplementary Data of this Annual Report on Form 10-K.
(4) Represents the future minimum lease payments for additional, non-cancellable operating leases, primarily related to build-
to-suit warehouse leases that have not yet commenced. For more information see Note 5, Leases, in the notes to the
consolidated financial statements included in Part II, Item 8, Financial Statements and Supplementary Data of this Annual
Report on Form 10-K.
Non-GAAP Financial Measures
Adjusted EBITDA
To provide investors with additional information regarding our financial results, we have disclosed here and elsewhere in
this Annual Report on Form 10-K Adjusted EBITDA, a non-GAAP financial measure that we calculate as net income (loss)
before depreciation and amortization, equity-based compensation and related taxes, interest (expense), net, other (expense)
income, net, provision for income taxes, net, non-recurring items and other items not indicative of our ongoing operating
performance. We have provided a reconciliation below of Adjusted EBITDA to net income (loss), the most directly comparable
GAAP financial measure.
We have included Adjusted EBITDA in this Annual Report on Form 10-K because it is a key measure used by our
management and the Board to evaluate our operating performance, generate future operating plans and make strategic decisions
regarding the allocation of capital. In particular, the exclusion of certain expenses in calculating Adjusted EBITDA facilitates
operating performance comparisons on a period-to-period basis as these costs may vary independent of business performance.
43
Accordingly, we believe that Adjusted EBITDA provides useful information to investors and others in understanding and
evaluating our operating results in the same manner as our management and the Board.
Adjusted EBITDA has limitations as an analytical tool, and you should not consider it in isolation or as a substitute for
analysis of our results as reported under GAAP. Some of these limitations are:
•
•
•
•
•
•
•
Although depreciation and amortization are non-cash charges, the assets being depreciated and amortized may have to be
replaced in the future, and Adjusted EBITDA does not reflect cash capital expenditure requirements for such
replacements or for new capital expenditure requirements;
Adjusted EBITDA does not reflect equity-based compensation and related taxes;
Adjusted EBITDA does not reflect changes in our working capital;
Adjusted EBITDA does not reflect income tax payments that may represent a reduction in cash available to us;
Adjusted EBITDA does not reflect interest expenses associated with our borrowings;
Adjusted EBITDA does not include other items not indicative of our ongoing performance; and
Other companies, including companies in our industry, may calculate Adjusted EBITDA differently, which reduces its
usefulness as a comparative measure.
Because of these limitations, you should consider Adjusted EBITDA alongside other financial performance measures,
including various cash flow metrics, net income (loss) and our other GAAP results.
The following table reflects the reconciliation of net income (loss) to Adjusted EBITDA for each of the periods indicated:
Reconciliation of Adjusted EBITDA:
Net income (loss)
Depreciation and amortization
Equity-based compensation and related taxes
Interest expense, net
Other expense (income), net
Provision for income taxes, net
Other (1)
Adjusted EBITDA
Year Ended December 31,
2020
2019
2018
(in thousands)
$
184,996 $
(984,584) $
(504,080)
285,711
296,872
146,397
8,633
20,323
3,956
192,419
240,978
54,514
(2,881)
3,010
—
123,542
136,415
28,560
204
2,037
(1,664)
$
946,888 $
(496,544) $
(214,986)
(1) We recorded a $4.0 million loss related to severance costs associated with February 2020 workforce reductions. The
values were recorded in selling, operations, technology, general and administrative expenses. In 2018, we terminated
the lease of a warehouse we had vacated in 2017 and recorded a one-time gain of $1.7 million related to the
difference in the expected future net lease commitments and the actual costs incurred to terminate the lease.
Free Cash Flow
To provide investors with additional information regarding our financial results, we have also disclosed here and elsewhere
in this Annual Report on Form 10-K Free Cash Flow, a non-GAAP financial measure that we calculate as net cash from or for
operating activities less Capital Expenditures. We have provided a reconciliation below of Free Cash Flow to net cash from or for
operating activities, the most directly comparable GAAP financial measure.
We have included Free Cash Flow in this Annual Report on Form 10-K because it is an important indicator of our business
performance as it measures the amount of cash we generate. Accordingly, we believe that Free Cash Flow provides useful
information to investors and others in understanding and evaluating our operating results in the same manner as our management.
44
Free Cash Flow has limitations as an analytical tool because it omits certain components of the cash flow statement and does
not represent the residual cash flow available for discretionary expenditures. Further, other companies, including companies in our
industry, may calculate Free Cash Flow differently. Accordingly, you should not consider Free Cash Flow in isolation or as a
substitute for analysis of our results as reported under GAAP. Because of these limitations, you should consider Free Cash Flow
alongside other financial performance measures, including net cash from or for operating activities, Capital Expenditures, and our
other GAAP results.
The following table presents a reconciliation of net cash from or for operating activities to Free Cash Flow for each of the
periods indicated:
Net cash from (for) operating activities
Purchase of property and equipment
Site and software development costs
Free Cash Flow
Net Revenue Constant Currency Growth
Year Ended December 31,
2020
2019
2018
(in thousands)
$
1,416,731 $
(196,818) $
84,861
(186,040)
(148,394)
(271,742)
(129,138)
(159,205)
(62,750)
$
1,082,297 $
(597,698) $
(137,094)
To provide investors with additional information regarding our financial results, we have disclosed in this Annual Report on
Form 10-K Net Revenue Constant Currency Growth, a non-GAAP financial measure that we calculate by translating the current
period local currency net revenue by the currency exchange rates used to translate our financial statements in the comparable
prior-year period.
Net Revenue Constant Currency Growth is included in this Annual Report on Form 10-K because it is an important
indicator of our operating results. Accordingly, we believe that Net Revenue Constant Currency Growth provides useful
information to investors and others in understanding and evaluating trends in our operating results in the same manner as our
management.
Net Revenue Constant Currency Growth has limitations as an analytical tool, and you should not consider it in isolation or
as a substitute for analysis of our results as reported under GAAP. For example, Net Revenue Constant Currency Growth rates, by
their nature, exclude the impact of foreign exchange, which may have a material impact on net revenue.
Adjusted Diluted Earnings (Loss) per Share
To provide investors with additional information regarding our financial results, we have disclosed in this Annual Report on
Form 10-K Adjusted Diluted Earnings (Loss) per Share, a non-GAAP financial measure that we calculate as net income (loss)
plus equity-based compensation and related taxes, provision for income taxes, net, non-recurring items, other items not indicative
of our ongoing operating performance, and, if dilutive, interest expense associated with convertible debt instruments under the if-
converted method divided by the weighted-average number of shares of common stock used in the computation of diluted
earnings (loss) per share. Accordingly, we believe that these adjustments to our adjusted diluted net income (loss) before
calculating per share amounts for all periods presented provides a more meaningful comparison between our operating results
from period to period.
Adjusted Diluted Earnings (Loss) per Share has limitations as an analytical tool, and you should not consider it in isolation
or as a substitute for analysis of our results as reported under GAAP. For example, Adjusted Diluted Earnings (Loss) per Share,
by their nature, excludes equity-based compensation and related taxes, provision for income taxes, net, non-recurring items, other
items not indicative of our ongoing operating performance, and, if dilutive, interest expense associated with convertible debt
instruments under the if-converted method.
Because of these limitations, you should consider Adjusted Diluted Earnings (Loss) per Share alongside other financial
performance measures.
45
A reconciliation of the numerator and denominator for diluted earnings (loss) per share, the most directly comparable
GAAP financial measure, and the numerator and denominator for Adjusted Diluted Earnings (Loss) per Share, is as follows:
Numerator:
Net income (loss)
Effect of dilutive securities:
Year Ended December 31,
2020
2019
2018
(in thousands, except per share data)
$
184,996 $
(984,584) $
(504,080)
Interest expense associated with convertible debt instruments
—
—
—
Numerator for diluted EPS - net income (loss) available to common
stockholders after the effect of dilutive securities
Adjustments to net income (loss)
Interest expense associated with convertible debt instruments
Equity-based compensation and related taxes
Provision for income taxes, net
Other
Numerator for Adjusted Diluted EPS - Adjusted net income (loss)
Denominator:
Denominator for basic EPS - weighted-average number of shares of
common stock outstanding
Effect of dilutive securities:
Employee stock options
Restricted stock units
Convertible debt instruments
Dilutive potential common shares
Denominator for diluted EPS - adjusted weighted-average number of
shares of common stock outstanding after the effect of dilutive securities
Adjustments to effect of dilutive securities:
Employee stock options
Restricted stock units
Convertible debt instruments
184,996
(984,584)
(504,080)
8,790
296,872
20,323
3,956
514,937 $
—
240,978
3,010
—
(740,596) $
—
136,415
2,037
(1,664)
(367,292)
$
95,825
92,200
89,472
29
3,483
—
3,512
—
—
—
—
—
—
—
—
99,337
92,200
89,472
—
—
2,913
—
—
—
—
—
—
Denominator for Adjusted Diluted EPS - adjusted weighted-average
number of shares of common stock outstanding after the effect of
dilutive securities
Diluted Earnings (Loss) per Share
Adjusted Diluted Earnings (Loss) per Share
102,250
1.86 $
5.04 $
$
$
92,200
(10.68) $
(8.03) $
89,472
(5.63)
(4.11)
Critical Accounting Policies
Our financial statements are prepared in accordance with accounting principles generally accepted in the U.S. The
preparation of our financial statements and related disclosures requires us to make estimates, assumptions and judgments that
affect the reported amount of assets, liabilities, net revenue, costs and expenses and related disclosures. We believe that the
estimates, assumptions and judgments involved in the accounting policies described below have the greatest potential impact on
our financial statements and, therefore, we consider these to be our critical accounting policies. Accordingly, we evaluate our
estimates and assumptions on an ongoing basis. Our actual results may differ from these estimates under different assumptions
and conditions. See Note 1, Summary of Significant Accounting Policies, in the notes to the consolidated financial statements
included in Part II, Item 8, Financial Statements and Supplementary Data, of this Annual Report on Form 10-K for information
about these critical accounting policies, as well as a description of our other significant accounting policies.
46
Revenue Recognition
We generate net revenue through product sales generated primarily through our family of sites.
We recognize revenue using the gross method for product sales generated through our family of sites only when we have
concluded that Wayfair controls the product before it is transferred to the customer. Wayfair controls products when it is the entity
responsible for fulfilling the promise to the customer and takes responsibility for the acceptability of the goods, assumes inventory
risk from shipment through the delivery date, has discretion in establishing prices and selects the suppliers of products sold. We
recognize net revenue when the product has been delivered to the customer.
We ship a large volume of packages through multiple carriers. When delivery dates are not available, we estimate delivery
dates based on historical data. Net revenue from product sales includes shipping costs charged to the customer and is recorded net
of taxes collected from customers, which are remitted to governmental authorities. Cash discounts and rebates earned by
customers at the time of purchase are deducted from gross revenue in determining net revenue. Allowances for sales returns are
estimated and recorded based on prior returns history, recent trends and projections for returns on sales in the current period.
We recognize gift cards and site credits in the period they are redeemed. Unredeemed gift cards and site credits not subject
to requirements to remit balances to governmental agencies are recognized as net revenue based on historical redemption patterns,
which are substantially within twenty-four months of issuance.
We maintain a membership rewards program for purchases made with our private label Wayfair credit card and co-branded
Mastercard ("Credit Card Program"). Enrolled customers earn points that may be redeemed for future purchases. We defer a
portion of our revenue associated with rewards that are ultimately expected to be redeemed.
As part of the Credit Card Program, in exchange for providing intellectual property, we receive payments based on spending
activity and the profitability of the card. Revenue based on the spending activity of the underlying accounts is recognized as the
respective card purchases occur and profit share is recognized based on the performance of the underlying portfolio.
Leases
We generally lease office and warehouse facilities under noncancelable agreements. Upon each agreement's commencement
date, we determine if the agreement is part of an arrangement that is or that contains a lease, determine the lease classification and
recognize ROU assets and lease liabilities for all leases with the exception of leases with terms of 12 months or less. We have
arrangements with lease and non-lease components, and we account for lease and non-lease components separately for our
warehouse and fulfillment center arrangements. For all other lease arrangements, we account for lease and non-lease components
as a single lease component. As of December 31, 2020 and 2019 we did not have material finance lease arrangements.
Lease liabilities and their corresponding ROU assets are recorded based on the present value of lease payments over the
expected lease term at the lease commencement date. As most of our leases do not provide an implicit rate, we use an estimated
incremental borrowing rate (“IBR”) based on the information available at the commencement date to determine the present value
of future payments. The determination of the IBR requires judgment and is primarily based on publicly-available information for
companies within the same industry and with similar credit profiles. We adjust the rate for the impact of collateralization, the
lease term and other specific terms included in each lease arrangement. The IBR is determined at the lease commencement and is
subsequently reassessed upon a modification to the lease arrangement. The ROU asset also includes any lease payments made
prior to the commencement date and excludes lease incentives and initial direct costs incurred.
Lease expense for minimum lease payments is recognized on a straight-line basis over the lease term. Our lease terms may
include options to extend or terminate the lease when it is reasonably certain that we will exercise that option.
We review ROU assets for impairment whenever events or changes in circumstances indicate that the carrying amount of
the ROU asset may not be recoverable. When such events occur, we compare the carrying amount of the ROU asset to the
undiscounted expected future cash flows related to the ROU asset. If the comparison indicates that an impairment exists, the
amount of the impairment is calculated as the difference between the excess of the carrying amount over the fair value of the
ROU asset. If a readily determinable market price does not exist, fair value is estimated using discounted expected cash flows
attributable to the ROU asset.
For additional information regarding our lease arrangements, see Note 5, Leases, in the notes to the consolidated financial
statements included in Part II, Item 8, Financial Statements and Supplementary Data, of this Annual Report on Form 10-K.
47
Convertible Debt
Upon the issuance of convertible debt with debt and equity components, we evaluate the different components and features
of the hybrid instrument and determine whether certain elements are embedded derivative instruments that require bifurcation.
Components of convertible debt instruments that upon conversion may be settled fully in cash or partly in cash based on a net-
share settlement basis are accounted for separately as long-term debt and equity when the conversion feature of the convertible
bonds constitute an embedded equity instrument. When an equity instrument is identified, proceeds from issuance are allocated
between debt and equity by measuring first the liability component and then determining the equity component as the residual
amount. The liability component is measured as the fair value of a similar nonconvertible debt, which results in the recognition of
a debt discount. In subsequent periods, we amortize the debt discount to interest (expense), net within the consolidated statements
of operations, using the interest method based on the expected maturity of the debt. The equity component is reported in
additional paid-in capital within the consolidated statement of stockholders' deficit and is not remeasured as long as it continues to
meet the conditions for equity classification.
We allocate transaction costs to issue the convertible debt using the same proportions applied to the proceeds from the
convertible debt. Transaction costs attributable to the liability component are recorded as a direct deduction from the related debt
liability in the consolidated balance sheets, and they are amortized to interest (expense), net within the consolidated statements of
operations over the term of the convertible debt using the effective interest rate method. Transaction costs attributable to the
equity component are netted within additional paid-in capital within the consolidated statement of stockholders' deficit.
For additional information regarding our convertible debt, see Note 6, Debt and Other Financing, in the notes to the
consolidated financial statements included in Part II, Item 8, Financial Statements and Supplementary Data, of this Annual
Report on Form 10-K.
Recent Accounting Pronouncements
For information about recent accounting pronouncements, see Note 1, Summary of Significant Accounting Policies, in the
notes to the consolidated financial statements included in Part II, Item 8, Financial Statements and Supplementary Data, of this
Annual Report on Form 10-K.
Item 7A. Quantitative and Qualitative Disclosure About Market Risk
We have operations both within the U.S. and internationally, and we are exposed to market risks in the ordinary course of
our business, including the effects of interest rate changes, foreign currency fluctuations and inflation. Information relating to
quantitative and qualitative disclosures about these market risks is below.
Interest Rate Sensitivity
Cash and cash equivalents and short- and long-term investments were held primarily in cash deposits, certificates of deposit,
money market funds and investment grade corporate debt. The fair value of our cash, cash equivalents and short- and long-term
investments will fluctuate with movements of interest rates, increasing in periods of declining rates of interest and declining in
periods of increasing rates of interest.
Our 2022 Notes, which were issued in September 2017, carry a fixed interest rate of 0.375% per year, our 2024 Notes,
which were issued in November 2018, carry a fixed interest rate of 1.125% per year, our 2026 Notes, which were issued in
August 2019, carry a fixed interest rate of 1.00% per year, our 2025 Accreting Notes, which were issued in April 2020, carry a
fixed interest rate of 2.50% per year and our 2025 Notes, which were issued in August 2020, carry a fixed interest rate of 0.625%
per year. Since the Notes bear interest at a fixed rate, we have no direct financial statement risk associated with changes in interest
rates.
Interest on the revolving line of credit incurred pursuant to the credit agreements described herein would accrue at a floating
rate based on a formula tied to certain market rates at the time of incurrence; however, we do not expect that any changes in
prevailing interest rates will have a material impact on our results of operations.
Foreign Currency Risk
Most of our sales are denominated in U.S. dollars, and therefore, our total net revenue is not currently subject to significant
foreign currency risk. However, as our international business has grown, fluctuations in foreign currency exchange rates have
started to have a greater impact. Our operating expenses are denominated in the currencies of the countries in which our
48
operations are located or in which net revenue is generated, and as a result we face exposure to adverse movements in foreign
currency exchange rates, particularly changes in the British Pound, Euro and Canadian Dollar, as the financial results of our
international operations are translated from local currency, or functional currency, into U.S. dollars upon consolidation.
Fluctuations in foreign currency exchange rates may cause us to recognize transaction gains and losses in our consolidated
statements of operations. To date, foreign currency transaction gains and losses have not been material to our financial statements,
and we have not engaged in any foreign currency hedging transactions, but we may do so in the future. The effect of foreign
currency exchange on our business historically has varied from quarter to quarter and may continue to do so, potentially
materially. In addition, volatile market conditions arising from the COVID-19 outbreak may result in changes in exchange rates,
and in particular a weakening of foreign currencies relative to the U.S. dollar may negatively affect our net revenue as expressed
in U.S. dollars.
Inflation
We do not believe that inflation has had a material effect on our business, financial condition or results of operations. We
continue to monitor the impact of inflation in order to minimize its effects through pricing strategies, productivity improvements
and cost reductions. If our costs were to become subject to significant inflationary pressures, we may not be able to fully offset
such higher costs through price increases. Our inability or failure to do so could harm our business, financial condition and results
of operations.
49
Item 8. Financial Statements and Supplementary Data
WAYFAIR INC.
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Report of Independent Registered Public Accounting Firm
Consolidated Balance Sheets
Consolidated Statements of Operations
Consolidated Statements of Comprehensive Income (Loss)
Consolidated Statement of Stockholders' Deficit
Consolidated Statements of Cash Flows
Notes to Consolidated Financial Statements
51
54
55
56
57
58
59
50
Report of Independent Registered Public Accounting Firm
To the Stockholders and the Board of Directors of Wayfair Inc.
Opinion on the Financial Statements
We have audited the accompanying consolidated balance sheets of Wayfair Inc. (the Company) as of December 31, 2020 and
2019, the related consolidated statements of operations, comprehensive income (loss), stockholders’ deficit and cash flows for
each of the three years in the period ended December 31, 2020, and the related notes (collectively referred to as the “consolidated
financial statements”). In our opinion, the consolidated financial statements present fairly, in all material respects, the financial
position of the Company at December 31, 2020 and 2019, and the results of its operations and its cash flows for each of the three
years in the period ended December 31, 2020, in conformity with U.S. generally accepted accounting principles.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States)
(PCAOB), the Company’s internal control over financial reporting as of December 31, 2020, based on criteria established in
Internal Control—Integrated Framework issued by the Committee of Sponsoring Organizations of the Treadway Commission
(2013 framework) and our report dated February 25, 2021 expressed an unqualified opinion thereon.
Adoption of New Accounting Standard
As discussed in Note 1 to the consolidated financial statements, the Company changed its method for accounting for leases in
2019.
Basis for Opinion
These financial statements are the responsibility of the Company’s management. Our responsibility is to express an opinion on the
Company’s financial statements based on our audits. We are a public accounting firm registered with the PCAOB and are
required to be independent with respect to the Company in accordance with the U.S. federal securities laws and the applicable
rules and regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audits in accordance with the standards of the PCAOB. Those standards require that we plan and perform the
audit to obtain reasonable assurance about whether the financial statements are free of material misstatement, whether due to error
or fraud. Our audits included performing procedures to assess the risks of material misstatement of the financial statements,
whether due to error or fraud, and performing procedures that respond to those risks. Such procedures included examining, on a
test basis, evidence regarding the amounts and disclosures in the financial statements. Our audits also included evaluating the
accounting principles used and significant estimates made by management, as well as evaluating the overall presentation of the
financial statements. We believe that our audits provide a reasonable basis for our opinion.
Critical Audit Matters
The critical audit matters communicated below are matters arising from the current period audit of the consolidated financial
statements that were communicated or required to be communicated to the audit committee and that: (1) relate to accounts or
disclosures that are material to the financial statements and (2) involved our especially challenging, subjective or complex
judgments. The communication of critical audit matters does not alter in any way our opinion on the consolidated financial
statements, taken as a whole, and we are not, by communicating the critical audit matters below, providing separate opinions on
the critical audit matters or on the accounts or disclosures to which they relate.
51
Description of
the Matter
Completeness of Sales Return Reserves
As described in Note 2 to the consolidated financial statements, the Company had product
revenue of $14.1 billion for the year ended December 31, 2020, which was net of sales return
reserves of $72.8 million.
How We
Addressed the
Matter in Our
Audit
Description of
the Matter
Auditing the Company's measurement of sales return reserves on product revenue under its
contracts with customers was especially challenging because the calculation involves
subjective management assumptions about products delivered as of the balance sheet date that
could be subject to return in future periods under the Company's returns policy.
We obtained an understanding, evaluated the design and tested the operating effectiveness of
internal controls over the Company's sales return reserve process. For example, we tested
controls over management's assessment of the assumptions about expected returns by segment
as of the balance sheet date. To test the Company’s reserves for returns on product revenue,
our audit procedures included, among others, testing the accuracy and completeness of the
underlying data used in the calculations and evaluating the significant assumptions used by
management to estimate its reserves.
To test management’s significant assumptions, we (1) agreed revenues by month for each
segment in the analysis to the Company’s sales order system (2) examined sales return levels
in the last month of the year and after year-end for unusual items or trends not consistent with
the Company’s analysis of product returns and (3) tested the accuracy of the Company’s
reserves for returns on product revenue recorded in prior periods by comparing the reserve to
returns actually processed. We also compared the Company’s projections of future sales
returns as of the balance sheet date with actual returns made subsequent to year end.
Allocation of Convertible Notes Issuances and Settlements to Debt and Equity
As described in Note 6 to the consolidated financial statements, the Company issued $1.5
billion in aggregate principal of 0.625% convertible senior notes due 2025 (the “2025 Notes”)
pursuant to an Indenture dated August 14, 2020. The 2025 Notes include a cash settlement
feature, which requires the Company to separate the 2025 Notes into liability and equity
components. Upon issuance, the Company allocated $1.2 billion to the liability component of
the 2025 Notes and $0.3 billion to the equity component of the 2025 Notes. The Company
used approximately $1.0 billion of the net proceeds from the offering to repurchase
approximately $0.3 billion in aggregate principal amounts due under the convertible senior
notes due 2022 (the “2022 Notes”). Additionally, in 2020, $0.1 billion aggregate principal of
the 2022 Notes were settled upon conversion by the holders for 670,610 shares of Wayfair’s
Class A common stock. The accounting for the repurchases and conversions of the 2022
Notes requires the Company to allocate consideration transferred to the holders to the liability
and equity components of the 2022 Notes being settled. The Company allocated $0.4 billion
and $0.8 billion to the liability and equity components of the 2022 Notes from the total
settlement consideration transferred to the holders.
Auditing the Company’s determination of the values allocated to the liability and equity
components in both the issuance of the 2025 Notes and repurchases and conversions of the
2022 Notes was complex and highly judgmental as a result of the significant estimation
required to determine the fair value of the liability component in each transaction. The fair
value of the liability components was measured at the estimated fair value of a similar debt
instrument without the conversion option. The fair value of similar debt instruments that do
not have an associated conversion feature was determined using the Company’s estimated
credit spread. Specifically, the credit spreads underlying the estimated effective interest rates
for the 2022 and 2025 Notes were estimated using binomial lattice models and observing a
range of credit spreads of comparable companies with similar credit ratings. In addition,
management further estimated a credit rating for the Company using a synthetic credit rating
model based on the Company’s financial performance as of each valuation date.
52
How We
Addressed the
Matter in Our
Audit
We obtained an understanding, evaluated the design and tested the operating effectiveness of
internal controls that address the risks related to the Company’s process for determining the
fair value of similar debt that does not have an associated conversion feature.
To test the Company’s measurements of the liability and equity components of the 2025
Notes issuance and 2022 Notes repurchase, we (i) evaluated whether the valuation
methodology was appropriate in the circumstances, giving consideration to the nature of the
instruments being valued, the premise of the valuation, the business and environment in which
the Company operates, and the lack of observable market data, (ii) assessed whether the
assumptions on which the estimates were based, individually and taken as a whole, were
consistent with the general economic environment, the economic environment of the
Company’s business and industry in which it operates, and existing market information, (iii)
performed comparative calculations and a sensitivity analysis to test the reasonableness of
significant assumptions used in the Company’s valuation analysis, and (iv) prepared
independent calculations to corroborate the estimate prepared by management. In performing
our procedures, we also involved a valuation professional to assist in our evaluations.
/s/ Ernst & Young LLP
We have served as the Company’s auditor since 2012.
Boston, Massachusetts
February 25, 2021
53
WAYFAIR INC.
CONSOLIDATED BALANCE SHEETS
Assets:
Current assets
Cash and cash equivalents
Short-term investments
Accounts receivable, net
Inventories
Prepaid expenses and other current assets
Total current assets
Operating lease right-of-use assets
Property and equipment, net
Long-term investments
Other noncurrent assets
Total assets
Liabilities and Stockholders' Deficit:
Current liabilities
Accounts payable
Other current liabilities
Total current liabilities
Long-term debt
Operating lease liabilities
Other noncurrent liabilities
Total liabilities
Commitments and contingencies (Note 7)
Stockholders’ deficit:
Convertible preferred stock, $0.001 par value per share: 10,000,000 shares authorized
and none issued at December 31, 2020 and 2019
Class A common stock, par value $0.001 per share, 500,000,000 shares authorized,
72,980,490 and 66,642,611 shares issued and outstanding at December 31, 2020 and
2019
Class B common stock, par value $0.001 per share, 164,000,000 shares authorized,
26,564,234 and 26,957,815 shares issued and outstanding at December 31, 2020 and
2019
Additional paid-in capital
Accumulated deficit
Accumulated other comprehensive loss
Total stockholders' deficit
Total liabilities and stockholders' deficit
See notes to consolidated financial statements.
54
December 31,
2020
2019
(in thousands, except share and per
share data)
$
2,129,440 $
461,698
110,299
52,152
292,213
3,045,802
808,375
684,306
—
31,446
582,753
404,252
99,720
61,692
228,721
1,377,138
763,400
624,544
155,690
32,276
$
4,569,929 $
2,953,048
$
1,156,624 $
1,008,970
2,165,594
2,659,243
869,958
67,031
908,097
703,422
1,611,519
1,456,195
822,602
6,940
5,761,826
3,897,256
—
73
27
—
67
27
698,482
1,122,548
(1,885,950)
(2,065,423)
(4,529)
(1,427)
(1,191,897)
(944,208)
$
4,569,929 $
2,953,048
WAYFAIR INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
Net revenue
Cost of goods sold
Gross profit
Operating expenses:
Customer service and merchant fees
Advertising
Selling, operations, technology, general and administrative
Total operating expenses
Income (loss) from operations
Interest (expense), net
Other (expense) income, net
Income (loss) before income taxes
Provision for income taxes, net
Net income (loss)
Earnings (loss) per share:
Basic
Diluted
Weighted-average number of shares of common stock outstanding used
in computing per share amounts:
Basic
Diluted
Year Ended December 31,
2020
2019
2018
(in thousands, except per share data)
$
14,145,156 $
9,127,057 $
6,779,174
10,032,985
4,112,171
6,979,725
2,147,332
5,192,451
1,586,723
509,559
1,412,173
1,830,090
3,751,822
360,349
356,727
1,095,840
1,624,706
3,077,273
260,046
774,189
1,025,767
2,060,002
(929,941)
(473,279)
(146,397)
(54,514)
(28,560)
(8,633)
2,881
(204)
205,319
20,323
(981,574)
(502,043)
3,010
2,037
184,996 $
(984,584) $
(504,080)
1.93 $
1.86 $
(10.68) $
(10.68) $
(5.63)
(5.63)
$
$
$
95,825
99,337
92,200
92,200
89,472
89,472
See notes to consolidated financial statements.
55
WAYFAIR INC.
CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS)
Net income (loss)
Other comprehensive income (loss):
Foreign currency translation adjustments
Net unrealized (loss) gain on available-for-sale investments
Year Ended December 31,
2020
2019
2018
(in thousands)
$
184,996 $
(984,584) $
(504,080)
(3,085)
(17)
120
233
553
30
Comprehensive income (loss)
$
181,894 $
(984,231) $
(503,497)
See notes to consolidated financial statements.
56
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WAYFAIR INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
Cash flows from operating activities:
Net income (loss)
Adjustments to reconcile net income (loss) to net cash from (for) operating activities
Depreciation and amortization
Equity-based compensation
Amortization of discount and issuance costs on convertible notes
Other non-cash adjustments
Changes in operating assets and liabilities:
Accounts receivable, net
Inventories
Prepaid expenses and other current assets
Other assets
Accounts payable and other current liabilities
Other liabilities
Net cash from (for) operating activities
Cash flows from investing activities:
Purchase of short- and long-term investments
Sale and maturities of short-and long-term investments
Purchase of property and equipment
Site and software development costs
Other investing activities, net
Net cash for investing activities
Cash flows from financing activities:
Proceeds from borrowings
Repayment of borrowings
Proceeds from issuance of convertible notes, net of issuance costs
Premiums paid for capped call confirmations
Payments to extinguish convertible debt
Repurchase of common stock
Other financing activities, net
Net cash from financing activities
Effect of exchange rate changes on cash and cash equivalents
Net increase (decrease) in cash and cash equivalents
Cash and cash equivalents:
Beginning of year
End of year
Supplemental Cash Flow Information:
Cash paid for interest on long-term debt
Non-cash impact to equity upon conversion of convertible debt, net of taxes
Cash paid for interest on finance lease obligations
Construction costs capitalized under finance lease obligations and other leases
Purchase of property and equipment included in accounts payable and other liabilities
Year Ended December 31,
2020
2019
2018
(in thousands)
$
184,996
$
(984,584) $
(504,080)
285,711
276,208
134,288
12,638
(14,726)
9,947
(61,259)
(532)
531,526
57,934
1,416,731
(481,670)
580,153
(186,040)
(148,394)
(124)
(236,075)
200,000
(200,000)
2,027,758
(255,024)
(1,040,349)
(380,237)
440
352,588
13,443
1,546,687
192,419
227,451
62,111
(1,691)
(49,187)
(15,631)
(32,590)
(1,329)
393,013
13,200
(196,818)
(553,858)
115,468
(271,742)
(129,138)
(15,567)
(854,837)
—
—
935,146
(145,728)
—
—
(2,914)
786,504
(1,557)
(266,708)
123,542
127,564
22,585
(56)
(12,792)
(18,319)
(65,195)
(8,157)
385,647
34,122
84,861
(99,002)
61,068
(159,205)
(62,750)
(398)
(260,287)
—
—
562,047
(93,438)
—
—
(1,146)
467,463
(1,536)
290,501
582,753
849,461
2,129,440
$
582,753
$
558,960
849,461
17,407
306,889
—
—
29,915
$
$
$
$
$
7,763
—
—
—
41,181
$
$
$
$
$
1,554
—
9,058
125,796
15,383
$
$
$
$
$
$
See notes to consolidated financial statements.
58
Notes to Consolidated Financial Statements
1. Summary of Significant Accounting Policies
Description of Business and Basis of Presentation
Wayfair Inc. is one of the world's largest online destinations for the home. Through its e-commerce business model, Wayfair
offers visually inspired browsing, compelling merchandising, easy product discovery and attractive prices for over twenty-two
million products from over 16,000 suppliers. These financial statements consolidate the operations and accounts of Wayfair Inc.
and its wholly-owned subsidiaries. Unless the context indicates otherwise, references to “we,” “us” and “our” refer to Wayfair
Inc. and its subsidiaries. All intercompany accounts and transactions have been eliminated. Below is a summary of Wayfair’s
wholly-owned subsidiaries with operations:
Subsidiary
Wayfair LLC
CastleGate Logistics Inc.
CastleGate Trade Services LLC
SK Retail, Inc.
Wayfair Maine LLC
Wayfair Transportation LLC
Wayfair Securities Corporation
Wayfair Stores Limited
Wayfair (UK) Limited
Wayfair Deutschland Ltd. & Co. KG
Wayfair Deutschland GP Ltd.
CastleGate Logistics Canada Inc.
CastleGate Logistics Hong Kong Limited
Wayfair (BVI) Ltd.
Use of Estimates
Location
U.S.
U.S.
U.S.
U.S.
U.S.
U.S.
U.S.
Republic of Ireland
United Kingdom
Germany
Germany
Canada
Hong Kong
British Virgin Islands
We prepared the consolidated financial statements in conformity with accounting principles generally accepted in the United
States of America ("GAAP"). Any reference in these notes to applicable guidance is meant to refer to the authoritative GAAP as
found in the Accounting Standards Codification ("ASC") and Accounting Standards Update ("ASU") of the Financial Accounting
Standards Board ("FASB"). The preparation of financial statements in conformity with GAAP requires management to make
estimates and assumptions that affect the reported amounts of assets and liabilities, as well as the disclosure of contingent assets
and liabilities, at the date of and during the reported period of the consolidated financial statements. Actual results could differ
from those estimates. Certain prior period amounts have been reclassified to conform to the current period presentation.
Cash and Cash Equivalents
Wayfair considers all highly liquid investments purchased with an original maturity (at the date of purchase) of three months
or less to be the equivalent of cash. Cash equivalents, which consist primarily of money market accounts, are carried at cost,
which approximates fair value.
Investments
Investments consist of certificates of deposits and marketable securities with original maturities of greater than three
months. Short-term investments mature in less than twelve months from the balance sheet date. We determine the cost basis of an
investment sold using the specific identification method.
To the extent the amortized cost basis of the available-for-sale debt securities exceeds the fair value, management assesses
the debt securities for credit loss, however management considers the risk of credit loss to be minimized by Wayfair's policy of
investing in financial instruments issued by highly-rated financial institutions. When assessing the risk of credit loss, management
considers factors such as the severity and the reason of the decline in value (i.e., any changes to the rating of the security by a
rating agency or other adverse conditions specifically related to the security) and management's intended holding period and time
59
Notes to Consolidated Financial Statements (Continued)
horizon for selling. During the years ended December 31, 2020, 2019 and 2018, Wayfair did not recognize any credit losses
related to its available-for-sale debt securities. Further, as of December 31, 2020 and 2019, Wayfair did not record an allowance
for credit losses related to its available-for-sale debt securities.
Concentrations of Credit Risk
Financial instruments that subject Wayfair to credit risk consist of cash and cash equivalents, short- and long-term
investments and accounts receivable. The risk for cash and cash equivalents is minimized by Wayfair's policy to maintain these
balances with major financial institutions of high-credit quality. At times, cash balances may exceed federally insured limits;
however, to date, Wayfair has not incurred any losses on these investments. As of December 31, 2020 and 2019, Wayfair had
$281.0 million and $48.2 million in banks located outside of the U.S. The risk for short- and long-term investments is minimized
by Wayfair's policy of investing in financial instruments issued by highly-rated financial institutions.
Accounts Receivables, Net
Accounts receivable are stated net of the allowance for credit losses, which are recorded based on historical losses as well as
management's expectation of future collections. Uncollectible amounts are written off against the allowance after all collection
efforts have been exhausted. Wayfair's exposure to credit loss is minimized through fraud assessments performed prior to
customer checkout and Wayfair's policy of monitoring the creditworthiness of its customers to which it grants credit terms in the
normal course of business. Further, management believes credit risk is mitigated since approximately 99% of the net revenue
recognized for the twelve months ended December 31, 2020 was collected in advance of recognition.
Inventories
Inventories consisting of finished goods are stated at the lower of cost or net realizable value, determined by the first-in,
first-out (FIFO) method, and consist of product for resale. Inventory costs consist of cost of product and inbound shipping and
handling costs. Inventory costs also include direct and indirect labor costs, rent and depreciation expense associated with
Wayfair's fulfillment centers. Inventory valuation requires Wayfair to make judgments, based on currently available information,
about the likely method of disposition, such as through sales to individual customers, liquidations and expected recoverable values
of each disposition category.
Deferred Costs In-Transit
Deferred costs in-transit to customers are recorded in prepaid expenses and other current assets.
Property and Equipment
Property and equipment are stated at cost, net of depreciation. Expenditures for maintenance and repairs are charged to
expense as incurred, whereas betterments are capitalized as additions to property and equipment. Depreciation on property and
equipment is calculated on the straight-line method over the estimated useful lives of the assets as follows:
Class
Furniture and computer equipment
Site and software development costs
Leasehold improvements
Site and Software Development Costs
Range of Life
(In Years)
3 to 7
2
The lesser of useful life or lease term
Wayfair capitalizes certain costs associated with the development of its sites and internal-use software products after the
preliminary project stage is complete and until the site enhancements or software is ready for its intended use. Wayfair also
capitalizes implementation costs incurred in cloud computing hosting arrangements. Upgrades and enhancements are capitalized
if they will result in added functionality. Capitalized costs are amortized over a two-year period. Costs incurred in the preliminary
stages of development, after the software is ready for its intended use and for maintenance of internal-use software are expensed
as incurred.
60
Notes to Consolidated Financial Statements (Continued)
Long-Lived Assets
Wayfair reviews long-lived assets for impairment whenever events or changes in circumstances, such as service
discontinuance or technological obsolescence, indicate that the carrying amount of the long-lived asset may not be recoverable.
When such events occur, Wayfair compares the carrying amount of the asset to the undiscounted expected future cash flows
related to the asset. If the comparison indicates that an impairment exists, the amount of the impairment is calculated as the
difference between the excess of the carrying amount over the fair value of the asset. If a readily determinable market price does
not exist, fair value is estimated using discounted expected cash flows attributable to the asset.
Leases
Wayfair generally leases office and warehouse facilities under noncancelable agreements. Upon each agreement's
commencement date, we determine if the agreement is part of an arrangement that is or that contains a lease, determine the lease
classification and recognize right-of-use ("ROU") assets and lease liabilities for all leases with the exception of leases with terms
of 12 months or less. We have arrangements with lease and non-lease components, and we account for lease and non-lease
components separately for our warehouse and fulfillment center arrangements. For all other lease arrangements, we account for
lease and non-lease components as a single lease component. Operating lease ROU assets are classified in operating lease right-
of-use assets in the consolidated balance sheets. Operating lease liabilities are classified as other current liabilities and operating
lease liabilities based on when lease payments are due. As of December 31, 2020 and 2019 we did not have material finance lease
arrangements.
Lease liabilities and their corresponding ROU assets are recorded based on the present value of lease payments over the
expected lease term at the lease commencement date. As most of our leases do not provide an implicit rate, we use an estimated
incremental borrowing rate (“IBR”) based on the information available at the commencement date of the respective lease to
determine the present value of future payments. The determination of the IBR requires judgment and is primarily based on
publicly available information for companies within the same industry and with similar credit profiles. We adjust the rate for the
impact of collateralization, the lease term and other specific terms included in each lease arrangement. The IBR is determined at
the lease commencement and is subsequently reassessed upon a modification to the lease arrangement. The ROU asset also
includes any lease payments made prior to the commencement date and excludes lease incentives and initial direct costs incurred.
Lease expense for minimum lease payments is recognized on a straight-line basis over the lease term. Our lease terms may
include options to extend or terminate the lease when it is reasonably certain that we will exercise that option.
We review ROU assets for impairment whenever events or changes in circumstances indicate that the carrying amount of
the ROU asset may not be recoverable. When such events occur, we compare the carrying amount of the ROU asset to the
undiscounted expected future cash flows related to the ROU asset. If the comparison indicates that an impairment exists, the
amount of the impairment is calculated as the difference between the excess of the carrying amount over the fair value of the
ROU asset. If a readily determinable market price does not exist, fair value is estimated using discounted expected cash flows
attributable to the ROU asset.
Contingent Liabilities
Wayfair has certain contingent liabilities that arise in the ordinary course of business activities. Wayfair accrues for loss
contingencies when losses become probable and are reasonably estimable. If the reasonable estimate of the loss is a range and no
amount within the range is a better estimate, the minimum amount of the range is recorded as a liability. Wayfair does not accrue
for contingent losses that, in our judgment, we consider to be reasonably possible, but not probable; however, we disclose the
range of such reasonably possible losses.
61
Notes to Consolidated Financial Statements (Continued)
Foreign Currency Translation
The functional currency of Wayfair is the U.S. dollar, while the functional currencies of certain wholly-owned subsidiaries
outside the U.S. are as follows:
Subsidiary
Wayfair Stores Limited
Wayfair Deutschland Ltd & Co KG
Wayfair Deutschland GP Ltd.
Wayfair (BVI) Ltd.
Wayfair (UK) Limited
CastleGate Logistics Canada Inc.
CastleGate Logistics Hong Kong Limited
Functional Currency
Euro
Euro
Euro
Euro
Pound sterling
Canadian dollar
Hong Kong dollar
The financial statements of Wayfair are translated to U.S. dollars using year-end exchange rates for assets and liabilities and
average exchange rates for revenue and expenses. Capital accounts are translated at their historical exchange rates when the
capital transaction occurred. Translation adjustments arising from the use of differing exchange rates from period to period are
included in other comprehensive income (loss) below net income (loss) and accumulated other comprehensive loss within total
stockholders’ deficit. Transaction gains and losses are included in other (expense) income, net, which is reflected in net income
(loss).
Revenue Recognition
Wayfair primarily generated net revenue through product sales on its family of sites.
Wayfair recognizes net revenue on product sales through Wayfair's family of sites using the gross method when Wayfair has
concluded it controls the product before it is transferred to the customer. Wayfair controls products when it is the entity
responsible for fulfilling the promise to the customer and takes responsibility for the acceptability of the goods, assumes inventory
risk from shipment through the delivery date, has discretion in establishing prices and selects the suppliers of products sold.
Wayfair recognizes net revenue from sales of its products upon delivery to the customer. As Wayfair ships a large volume of
packages through multiple carriers, actual delivery dates may not always be available and as such Wayfair estimates delivery
dates based on historical data.
Net revenue from product sales includes shipping costs charged to the customer and is recorded net of taxes collected from
customers, which are recorded in other current liabilities and are remitted to governmental authorities. Cash discounts and rebates
earned by customers at the time of purchase and estimates for sales return allowances are deducted from gross revenue in
determining net revenue.
Wayfair maintains a membership rewards program for customer purchases made with our private label Wayfair credit card
and co-branded Mastercard ("Credit Card Program"). In exchange for providing intellectual property as part of the Credit Card
Program, we record net revenues based on spending activity and the profitability of the card portfolio. Spending activity of the
underlying accounts represents customer purchases used with their respective cards, and the profitability of the card portfolio is
based on the financial performance of the underlying credit portfolio.
Net revenue from contracts with customers is disaggregated by geographic region because this manner of disaggregation
best depicts how the nature, amount, timing and uncertainty of revenue and cash flows are affected by economic factors. Refer to
Note 13, Segment and Geographic Information, for additional detail.
Wayfair has three types of contractual liabilities: (i) cash collections from its customers prior to delivery of products
purchased, which are initially recorded in unearned revenue, and are recognized as net revenue when the products are delivered,
(ii) unredeemed gift cards and site credits, which are initially recorded in unearned revenue, and are recognized in the period they
are redeemed, and (iii) membership rewards redeemable for future purchases, which are earned by customers on purchases made
through the Credit Card Program, and are initially recorded in other current liabilities, and recognized as net revenue when
redeemed. The portion of gift cards and store credits not expected to be redeemed are recognized as net revenue based on a pattern
of historical redemptions, which are substantially within twenty-four months from the date of issuance.
62
Notes to Consolidated Financial Statements (Continued)
Cost of Goods Sold
Costs of Goods sold consists of:
Product Costs: Wayfair capitalizes into inventory costs for the purchase price we pay to suppliers of products sold, direct
and indirect labor costs, rent, depreciation and inbound shipping and handling costs. Product costs are offset by rebates Wayfair
earns through allowances and supplier incentive programs. Wayfair earns rebates when goods are shipped, and amounts earned
and due from suppliers under these rebate programs are included in other current assets and are reflected as a reduction of cost of
goods sold. Vendor allowances earned on Wayfair owned inventory reduce the carrying cost of inventory and are recognized in
cost of goods sold when the inventory is sold. Product costs are also offset by media and merchandising offerings provided to our
suppliers, which are not considered distinct from the purchase of goods from those suppliers.
Shipping and Fulfillment Costs: Shipping costs include outbound shipping costs. Fulfillment costs include costs incurred to
operate and staff our fulfillment centers and provide other inbound supply chain services such as ocean freight and drayage. Costs
to operate and staff the CastleGate and WDN networks include rent and depreciation expenses associated with various facilities,
costs to receive, inspect, pick, package and prepare customer orders for delivery, and direct and indirect labor costs including
payroll, payroll-related benefits and equity-based compensation. Shipping and Fulfillment costs are offset by fees earned by
providing logistic services to suppliers including order fulfillment, warehousing and inbound supply chain services such as ocean
freight and drayage through Wayfair's CastleGate business. Fulfillment fees are earned upon completion of preparing customer
orders for shipment, warehousing fees are earned upon completion of each storage date and inbound supply chain services are
earned on a straight-line basis as the shipments move from origin to destination. Shipping and Fulfillment costs were $2.0 billion,
$1.4 billion and $1.1 billion, for the years ended December 31, 2020, 2019 and 2018.
Customer Service and Merchant Fees
Customer service and merchant fees consist of labor-related costs, including payroll, payroll-related benefits and equity-
based compensation of our employees involved in customer service activities, merchant processing fees associated with customer
payments made by credit cards and debit cards and other variable fees. Merchant processing fees totaled $267.7 million, $179.7
million and $133.4 million in the years ended December 31, 2020, 2019 and 2018.
Advertising
Advertising consists of direct response performance marketing costs, such as display advertising, paid search advertising,
social media advertising, search engine optimization, comparison shopping engine advertising, television advertising, direct
mail, catalog and print advertising. Costs for advertising are expensed when the advertising begins. Prepayments for advertising
that has not been incurred are included in prepaid expenses and other current assets, and advertising costs that have been
incurred but not paid are included in other current liabilities.
Selling, Operations, Technology, General and Administrative
Selling, operations, technology, general and administrative expenses primarily include labor-related costs, including equity-
based compensation, of our operations group, which includes our supply chain and logistics team, our technology team that builds
and supports our sites, category managers, buyers, site merchandisers, merchants, marketers and the team who executes our
advertising strategy, and our corporate general and administrative team, which includes human resources, finance and accounting
personnel. Also included are administrative and professional service fees which include audit and legal fees, insurance,
depreciation, rent and other corporate expenses.
Equity-Based Compensation
Wayfair recognizes its equity-based payments to employees and non-employees as gross expense over the service period
based on their grant date fair values with actual forfeitures recognized as they occur. Wayfair has granted stock options, restricted
common stock and restricted stock units. Restricted stock values are determined based on the quoted market price of our Class A
common stock on the date of grant.
Income Taxes
Income taxes are accounted for under the asset and liability method. Under the asset and liability method, deferred tax assets
and liabilities are recognized for the future tax consequences attributable to differences between the financial statement carrying
amounts of existing assets and liabilities and their respective tax bases.
63
Notes to Consolidated Financial Statements (Continued)
Deferred tax assets and liabilities are measured using enacted tax rates expected to apply to taxable income in the years in
which those temporary differences are expected to be recovered or settled. The effect on deferred tax assets and liabilities of a
change in tax rates is recognized in income in the period that includes the enactment date. Wayfair records valuation allowances
to reduce deferred income tax assets to the amount that is more likely than not to be realized. As of December 31, 2020, we
maintained a full valuation allowance against our net worldwide deferred tax asset.
Wayfair determines whether it is more likely than not that a tax position will be sustained upon examination. If it is not more
likely than not that a position will be sustained, no amount of benefit attributable to the position is recognized. The tax benefit to
be recognized of any tax position that meets the more likely than not recognition threshold is calculated as the largest amount that
is more than 50% likely of being realized upon resolution of the contingency.
We evaluate at the end of each reporting period whether some or all of the undistributed earnings of our foreign subsidiaries
are permanently reinvested. Our position is based upon several factors including management's evaluation of Wayfair and its
subsidiaries' financial requirements, the short- and long-term operational and fiscal objectives of Wayfair and the tax
consequences associated with the repatriation of earnings.
Earnings (Loss) Per Share
Wayfair follows the two-class method when computing earnings (loss) per share for its two issued classes of common stock
- Class A and Class B. Basic earnings (loss) per share is computed using the weighted-average number of shares of common stock
outstanding during the period. Diluted earnings (loss) per share is computed using the weighted-average number of shares of
common stock outstanding during the period plus, if dilutive, common stock equivalents outstanding during the period and stock
issuable upon conversion of our convertible debt instruments. Wayfair's common stock equivalents consist of shares issuable
upon the release of restricted stock units, and to a lesser extent, the incremental shares of common stock issuable upon the
exercise of stock options. The dilutive effect of these common stock equivalents is reflected in diluted earnings (loss) per share by
application of the treasury stock method. The dilutive effect of shares issuable upon conversion of our convertible debt
instruments are included in the calculation of diluted earnings (loss) per share under the if-converted method.
For periods in which Wayfair has reported net losses, diluted earnings (loss) per share is the same as basic earnings (loss)
per share, as the effects of common stock equivalents outstanding and shares issuable upon conversion of convertible debt
instruments are antidilutive and therefore excluded from the calculation of diluted earnings (loss) per share.
Wayfair allocates undistributed earnings between the classes on a one-to-one basis when computing earnings (loss) per
share. As a result, basic and diluted earnings (loss) per Class A and Class B shares are equivalent.
Adoption of New Accounting Principles
Wayfair adopted ASU No. 2016-13, Financial Instruments–Credit Losses (Topic 326), Measurement of Credit Losses on
Financial Instruments, as subsequently amended (“ASU 2016-13”) on January 1, 2020, using the modified retrospective transition
method. This ASU revised how entities account for credit losses for most financial assets and certain other instruments that are
not measured at fair value through net income. As of January 1, 2020, our adoption of ASU 2016-13 resulted in a $5.5 million
cumulative adjustment to our accumulated deficit.
Wayfair adopted ASU No. 2016-02, Leases ("ASU 2016-02") on January 1, 2019, using the modified retrospective
approach. Wayfair also elected the package of practical expedients, which among other things, allowed Wayfair to carry forward
historical lease classification. The adoption of the standard resulted in (1) the derecognition of building assets and finance lease
obligations for certain leases that did not pass the sale-leaseback criteria, (2) the derecognition of construction in progress assets
and other long-term liabilities for certain lease arrangements whereby Wayfair was no longer considered the deemed construction
owner of the construction projects and (3) the recognition of operating lease ROU assets and lease liabilities for lease
arrangements with an initial term greater than twelve months.
64
Notes to Consolidated Financial Statements (Continued)
New Accounting Pronouncements
In August 2020, the FASB issued ASU No. 2020-06, Debt—Debt with Conversion and Other Options (Subtopic 470-20)
and Derivatives and Hedging—Contracts in Entity’s Own Equity (Subtopic 815-40) (“ASU 2020-06”). This ASU simplifies the
accounting for convertible instruments by removing the separation models for convertible debt with cash conversion features and
convertible instruments with a beneficial conversion feature. Under ASU 2020-06, a convertible debt instrument with those
features will generally be reported as a single liability at its amortized cost with no separate accounting for the embedded
conversion features. We expect the elimination of these models will reduce reported interest expense for Wayfair’s existing
convertible instruments currently falling under the scope of those models. ASU 2020-06 requires the application of the if-
converted method when calculating diluted earnings per share, eliminating our ability to use the treasury stock method when
certain conditions are met. The ASU is effective for annual reporting periods beginning after December 15, 2021, with early
adoption permitted no earlier than fiscal years beginning after December 15, 2020. We are currently evaluating the impact of the
adoption of this ASU on our consolidated financial statements.
65
2. Supplemental Financial Statement Disclosures
Accounts Receivable, Net
For the year ended December 31, 2020, we reported accounts receivable of $110.3 million, net of allowance for credit losses
of $21.4 million. For the year ended December 31, 2019, we reported accounts receivable of $99.7 million, net of allowance for
credit losses of $22.8 million. Other than the adjustment related to the adoption of ASU 2016-13, changes in the allowance for
credit losses were not material for the year ended December 31, 2020.
Prepaid Expenses and Other Current Assets
The following table presents the components of prepaid expenses and other current assets as of December 31,
2020 and 2019:
Prepaid expenses and other current assets:
Deferred costs in transit
Prepaid expenses
Supplier receivables and credits receivable
Other current assets
Total prepaid expenses and other current assets
Other Noncurrent Assets
December 31,
2020
2019
(in thousands)
$
156,240 $
104,947
50,205
62,165
23,603
46,177
48,328
29,269
$
292,213 $
228,721
The following table presents the components of other noncurrent assets as of December 31, 2020 and 2019:
Other noncurrent assets:
Goodwill and intangible assets, net
Other noncurrent assets
Total other noncurrent assets
December 31,
2020
2019
(in thousands)
$
$
17,263 $
14,183
31,446 $
18,809
13,467
32,276
Amortization expense related to intangible assets was $1.5 million, $0.8 million and $0.9 million for the years ended
December 31, 2020, 2019 and 2018. Goodwill was $0.4 million for the years ended December 31, 2020 and 2019. For the years
ended December 31, 2020, 2019 and 2018, no impairment of goodwill or intangible assets had been recorded.
66
Other Current Liabilities
The following table presents the components of other current liabilities as of December 31, 2020 and 2019:
Other current liabilities:
Unearned revenue
Employee compensation and related benefits
Short-term lease liability (Note 5)
Advertising
Sales tax payable
Sales return allowance
Other accrued expenses and current liabilities
Total other current liabilities
December 31,
2020
2019
(in thousands)
$
292,525 $
155,574
97,286
90,251
104,502
72,835
195,997
$
1,008,970 $
167,641
141,922
91,104
71,597
62,173
38,042
130,943
703,422
Contractual liabilities included in unearned revenue and other accrued expenses and current liabilities were $292.5 million
and $5.6 million, respectively, at December 31, 2020, and $167.6 million and $4.6 million, respectively, at December 31, 2019.
During the year ended December 31, 2020, Wayfair recognized $142.3 million and $3.4 million of net revenue included in
unearned revenue and other accrued expenses and current liabilities, which was recorded as of December 31, 2019.
3. Cash and Cash Equivalents, Investments and Fair Value Measurements
Investments
As of December 31, 2020 and 2019, all of Wayfair’s marketable securities, which primarily consisted of corporate bonds
and other government obligations that are priced at fair value, were classified as available-for-sale investments. During the year
ended December 31, 2020, Wayfair collected $161.3 million of proceeds from the sale of long-term investments and recognized a
realized gain of $0.8 million. During the years ended December 31, 2019 and 2018, Wayfair did not have any realized gains or
losses.
67
Notes to Consolidated Financial Statements (Continued)
The following tables present details of Wayfair’s investment securities as of December 31, 2020 and 2019:
Amortized
Cost
December 31, 2020
Gross
Unrealized
Gains
Gross
Unrealized
Losses
(in thousands)
Estimated
Fair Value
$
461,683 $
20 $
(5) $
461,698
—
$
461,683 $
—
20 $
—
—
(5) $
461,698
Amortized
Cost
December 31, 2019
Gross
Unrealized
Gains
Gross
Unrealized
Losses
(in thousands)
Estimated
Fair Value
$
404,294 $
20 $
(62) $
404,252
155,616
$
559,910 $
92
112 $
(18)
(80) $
155,690
559,942
Short-term:
Investment securities
Long-term:
Investment securities
Total
Short-term:
Investment securities
Long-term:
Investment securities
Total
Fair Value Measurements
Wayfair's financial assets and liabilities are measured at fair value, which is defined as the price that would be received to
sell an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date (exit
price). The three levels of inputs used to measure fair value are as follows:
▪
▪
▪
Level 1—Unadjusted quoted prices in active markets for identical assets or liabilities
Level 2—Unadjusted quoted prices in active markets for similar assets or liabilities, unadjusted quoted prices for
identical or similar assets or liabilities in markets that are not active, or inputs other than quoted prices that are
observable or can be corroborated by observable market data for substantially the full-term of the asset or liability
Level 3—Unobservable inputs that are supported by little or no market activity and that are significant to the fair value
of the asset or liability
This hierarchy requires Wayfair to use observable market data, when available, and to minimize the use of unobservable
inputs when determining fair value. We classify our cash equivalents and certificate of deposits within Level 1 because we value
these investments using quoted market prices. The fair value of our Level 1 financial assets is based on quoted market prices of
the identical underlying security. We classify short- and long-term investments within Level 2 because unadjusted quoted prices
for identical or similar assets in markets are not active. None of our assets are classified as Level 3.
68
Notes to Consolidated Financial Statements (Continued)
The following tables set forth the fair value of Wayfair's financial assets measured at fair value on a recurring basis as of
December 31, 2020 and 2019:
Cash and cash equivalents:
Cash
Cash equivalents
Total cash and cash equivalents
Short-term investments:
Investment securities
Other noncurrent assets:
Certificate of deposit
Long-term:
Investment securities
Total
Cash and cash equivalents:
Cash
Cash equivalents
Total cash and cash equivalents
Short-term investments:
Investment securities
Other noncurrent assets:
Certificate of deposit
Long-term:
Investment securities
Total
Level 1
Level 2
Level 3
Total
December 31, 2020
(in thousands)
$
638,621 $
— $
— $
638,621
1,490,819
2,129,440
—
—
—
461,698
5,200
—
—
—
—
—
—
—
—
1,490,819
2,129,440
461,698
5,200
—
$
2,134,640 $
461,698 $
— $
2,596,338
Level 1
Level 2
Level 3
Total
December 31, 2019
(in thousands)
$
308,521 $
— $
— $
274,232
582,753
—
—
—
404,252
5,076
—
—
—
—
—
308,521
274,232
582,753
404,252
5,076
—
587,829 $
155,690
559,942 $
$
—
— $
155,690
1,147,771
69
Notes to Consolidated Financial Statements (Continued)
4. Property and Equipment, net
The following table summarizes property and equipment, net as of December 31, 2020 and 2019:
Furniture and computer equipment
Site and software development costs
Leasehold improvements
Construction in progress
Less: Accumulated depreciation and amortization
Property and equipment, net
December 31,
2020
2019
(in thousands)
$
527,777 $
431,546
398,874
28,806
509,120
297,252
228,514
45,503
1,387,003
1,080,389
(702,697)
(455,845)
$
684,306 $
624,544
Depreciation and amortization expense was $284.2 million, $191.6 million and $122.6 million, of which $131.6 million,
$81.6 million and $51.3 million was attributable to the amortization expense of site and software development costs for the years
ended December 31, 2020, 2019 and 2018. For the years ended December 31, 2020, 2019 and 2018, no impairment of long-lived
assets had been recorded. Total costs capitalized of site and software development costs, net of accumulated amortization, totaled
$157.6 million and $123.5 million as of December 31, 2020 and 2019.
5. Leases
Wayfair has lease arrangements for warehouse, Wayfair Delivery Network facilities, which includes consolidation centers,
cross docks and last mile delivery facilities and office spaces. These leases expire at various dates through 2034. Operating lease
expense was $158.6 million, $122.0 million and $66.7 million in 2020, 2019 and 2018. Sublease income was $11.2 million in
2020 and immaterial in 2019 and 2018.
The following table presents other information related to leases:
Year Ended December 31,
2020
2019
(in thousands)
Supplemental cash flows information:
Cash payments included in operating cash flows from lease arrangements
Right-of-use assets obtained in exchange for lease obligations
$
$
157,267
133,814
$
$
109,163
301,053
Additional lease information:
Weighted average remaining lease term
Weighted average discount rate
December 31,
2020
December 31,
2019
8 years
6.5 %
10 years
6.7 %
70
Notes to Consolidated Financial Statements (Continued)
Future minimum lease payments under non-cancellable leases as of December 31, 2020 were as follows:
2021
2022
2023
2024
2025
Thereafter
Total future minimum lease payments
Less: Imputed interest
Total
The following table presents total operating leases liabilities:
Balance sheet line item:
Other current liabilities
Operating lease liabilities
Total operating leases
Amount
(in thousands)
$
149,590
165,624
160,487
157,219
150,788
467,014
1,250,722
(283,478)
$
967,244
December 31,
2020
(in thousands)
$
$
97,286
869,958
967,244
As of December 31, 2020, Wayfair had additional operating lease commitments that had not yet commenced of
approximately $127.9 million to be contractually delivered in 2021 with lease terms ranging between 2 to 15 years.
6. Debt and Other Financing
The following table presents the outstanding principal amount and carrying value of debt and other financing as of the dates
presented:
Debt Instrument
Principal
Amount
Unamortized
Debt Discount
Net Carrying
Amount
Principal
Amount
Unamortized
Debt Discount
Net Carrying
Amount
December 31, 2020
December 31, 2019
(in thousands)
Revolving Credit Facility
2022 Notes
$
18,036 $
$
(1,596)
—
16,440 $
2024 Notes
2026 Notes
2025 Notes
575,000
948,750
(132,892)
(242,911)
442,108
705,839
1,518,000
(289,954)
1,228,046
2025 Accreting Notes
288,464
(21,654)
266,810
$
431,250 $
(59,830)
575,000
948,750
(161,275)
(277,700)
—
—
—
—
—
371,420
413,725
671,050
—
—
Total Debt
Short-term debt
Long-term debt
$ 2,659,243
$
—
$ 2,659,243
$ 1,456,195
$
—
$ 1,456,195
71
Notes to Consolidated Financial Statements (Continued)
Revolving Credit Facility
Wayfair Inc., and certain of its subsidiaries (together, the “Guarantors”), and Wayfair Inc.’s wholly-owned subsidiary
Wayfair LLC, as borrower (the "Borrower"), have a credit agreement with certain lenders, which provides for a $200 million
senior secured revolving credit facility that matures on February 21, 2022 (the “Revolver”). Wayfair has issued letters of credit,
primarily as security for certain lease agreements, for approximately $57.0 million as of December 31, 2020, which reduces the
availability of credit under the Revolver. Any amounts outstanding under the Revolver are due at maturity. In addition, subject to
the terms and conditions set forth in the credit agreement, Wayfair is required to make certain mandatory prepayments prior to
maturity.
In August 2020, in connection with the 2020 Repurchase Program, Wayfair amended the credit agreement to increase
Wayfair’s stock repurchase basket in the negative covenant for restricted payments. In October 2020, Wayfair also increased the
revolving loan commitment to $200 million through an incremental commitment joinder. In 2020, Wayfair borrowed under the
Revolver, and Wayfair had repaid all borrowings as of December 31, 2020. As a result, there were no revolving loans outstanding
under the Revolver as of December 31, 2020.
Wayfair’s obligations under the Revolver are guaranteed by the Guarantors. The obligations of the Borrower and the
Guarantors are secured by first-priority liens on substantially all of the assets of the Borrower and the Guarantors, including, with
certain exceptions, all of the capital stock of Wayfair Inc.’s domestic subsidiaries and 65% of the capital stock of Wayfair Inc.’s
first-tier foreign subsidiaries.
Revolver borrowings bear interest through maturity at a variable rate based upon, at the Borrower’s option, either the
Eurodollar rate or the base rate (which is the highest of (x) Citibank’s prime rate, (y) one-half of 1.00% in excess of the federal
funds effective rate and (z) 1.00% in excess of the one-month Eurodollar rate), plus, in each case an applicable margin. As of
December 31, 2020, the applicable margin for Eurodollar rate loans was 1.50% per annum and the applicable margin for base rate
loans was 0.50% per annum. The applicable margin is subject to specified changes depending on Wayfair’s liquidity, as defined
in the credit agreement.
The Revolver contains affirmative and negative covenants customarily applicable to senior secured credit facilities,
including covenants that, among other things, limit or restrict the ability of Wayfair LLC and the Guarantors, subject to negotiated
exceptions, to incur additional indebtedness and additional liens on their assets, engage in mergers or acquisitions or dispose of
assets, pay dividends or make other distributions, voluntarily prepay other indebtedness, enter into transactions with affiliated
persons, make investments and change the nature of their businesses. The Revolver also contains customary events of default,
subject to thresholds and grace periods, including, among others, payment default, covenant default, cross default to other
material indebtedness and judgment default. In addition, the Revolver requires Wayfair to maintain certain levels of free cash
flow, as defined in the credit agreement. As of December 31, 2020, Wayfair was in compliance with all covenants.
Convertible Non-Accreting Notes
The following table summarizes certain terms related to our outstanding convertible notes, excluding the 2025 Accreting
Notes:
Convertible Non-
Accreting Notes
2022 Notes
2024 Notes
2026 Notes
2025 Notes
Maturity Date
September 1, 2022
November 1, 2024
August 15, 2026
October 1, 2025
Annual Coupon
Rate
Annual Effective
Interest Rate
Payment Dates for Semi-Annual
Interest Payments in Arrears
0.375%
1.125%
1.00%
0.625%
6.0%
8.1%
6.4%
5.2%
March 1 and September 1
May 1 and November 1
February 15 and August 15
April 1 and October 1
72
Notes to Consolidated Financial Statements (Continued)
In September 2017, Wayfair issued $431.25 million in aggregate principal amount of 0.375% Convertible Senior Notes due
2022 (the "2022 Notes"), which includes the exercise in full of a $56.25 million option granted to the initial purchasers. In
connection with the 2022 Notes, Wayfair entered into capped calls that covered, initially, the number of shares of Wayfair’s Class
A common stock underlying the 2022 Notes, subject to anti-dilution adjustments substantially similar to those applicable to the
2022 Notes (the “2022 Capped Calls”).
In November 2018, Wayfair issued $575.0 million in aggregate principal amount of 1.125% Convertible Senior Notes due
2024 (the "2024 Notes"), which included the exercise in full of a $75.0 million option granted to the initial purchasers. In
connection with the 2024 Notes, Wayfair entered into capped calls that covered, initially, the number of shares of Wayfair’s Class
A common stock underlying the 2024 Notes, subject to anti-dilution adjustments substantially similar to those applicable to the
2024 Notes (the “2024 Capped Calls”).
In August 2019, Wayfair issued $948.75 million in aggregate principal amount of 1.00% Convertible Senior Notes due 2026
(the "2026 Notes"), which included the exercise in full of a $123.75 million option granted to the initial purchasers. In connection
with the 2026 Notes, Wayfair entered into capped calls that covered, initially, the number of shares of Wayfair’s Class A common
stock underlying the 2026 Notes, subject to anti-dilution adjustments substantially similar to those applicable to the 2026 Notes
(the “2026 Capped Calls”).
In August 2020, Wayfair issued $1.518 billion in aggregate principal amount of 0.625% Convertible Senior Notes due 2025
(the “2025 Notes”, and together with the 2022 Notes, 2024 Notes, 2026 Notes, the “Non-Accreting Notes”), which included the
exercise in full of a $198.0 million option granted to the initial purchasers. In connection with the issuance of the 2025 Notes,
Wayfair entered into capped calls that covered, initially, the number of shares of Wayfair’s Class A common stock underlying the
2025 Notes, subject to anti-dilution adjustments substantially similar to those applicable to the 2025 Notes (the “2025 Capped
Calls”).
Convertible Accreting Notes
In April 2020, Wayfair issued $535.0 million in aggregate original principal amount of 2.50% Accreting Convertible Senior
Notes due 2025 (the "2025 Accreting Notes", and collectively with the Non-Accreting Notes, the “Notes”) to GHEP VII
Aggregator, L.P ("Great Hill"), CBEP Investments, LLC ("Charlesbank") and The Spruce House Partnership LLC. The 2025
Accreting Notes are fully and unconditionally guaranteed on a senior unsecured basis by Wayfair LLC, a wholly-owned
subsidiary of Wayfair Inc., as guarantor. No cash interest is payable on the 2025 Accreting Notes. Instead, the 2025 Accreting
Notes accrue interest at a rate of 2.50% per annum, which accretes to the principal amount on April 1 and October 1 of each year.
The 2025 Accreting Notes will mature on April 1, 2025, unless earlier purchased, redeemed or converted. The annual effective
interest rate of the 2025 Accreting Notes is 4.4%.
Seniority of Notes
The Notes are general senior unsecured obligations of Wayfair. The Notes rank senior in right of payment to any of
Wayfair’s future indebtedness that is expressly subordinated in right of payment to the Notes, rank equal in right of payment to
Wayfair’s existing and future unsecured indebtedness that is not so subordinated and are effectively subordinated in right of
payment to any of Wayfair’s secured indebtedness to the extent of the value of the assets securing such indebtedness. The Non-
Accreting Notes are structurally subordinated to all existing and future indebtedness and liabilities of Wayfair’s subsidiaries,
including Wayfair LLC’s guaranty of the 2025 Accreting Notes, and the 2025 Accreting Notes are structurally subordinated to all
existing and future indebtedness and liabilities of Wayfair’s subsidiaries (other than Wayfair LLC).
Indentures
The Notes are governed by separate indentures between Wayfair, as issuer, and U.S. Bank National Association, as trustee.
The Non-Accreting Notes indenture also includes Wayfair LLC, as guarantor. Each indenture contains customary terms and
covenants, including that upon certain events of default occurring and continuing, either the trustee or the holders of not less than
25% in aggregate principal amount of the respective notes then outstanding may declare the entire principal amount of the
respective notes plus accrued interest, if any, to be immediately due and payable.
73
Notes to Consolidated Financial Statements (Continued)
Conversion and Redemption Terms of the Notes
Wayfair's Notes will mature at their maturity date unless earlier purchased, redeemed or converted. The Notes’ initial
conversion terms are summarized below:
Convertible Notes Maturity Date
Free Convertibility
Date
Initial Conversion
Rate per $1,000
Principal
Initial
Conversion Price Redemption Date
2022 Notes
2024 Notes
2026 Notes
2025 Notes
2025 Accreting
Notes
September 1, 2022
June 1, 2022
November 1, 2024
August 1, 2024
August 15, 2026
May 15, 2026
October 1, 2025
July 1, 2025
9.6100
8.5910
6.7349
2.3972
$104.06
$116.40
$148.48
$417.15
September 8, 2020
May 8, 2022
August 20, 2023
October 4, 2022
April 1, 2025
-
13.7931
$72.50
May 9, 2023
The conversion rate is subject to adjustment upon the occurrence of certain specified events, including certain distributions
and dividends to all or substantially all of the holders of Wayfair’s Class A common stock, but will not be adjusted for accrued
and unpaid interest.
Wayfair will settle any conversions of the Non-Accreting Notes in cash, shares of Wayfair’s Class A common stock or a
combination thereof, with the form of consideration determined at Wayfair’s election. The holders of the Non-Accreting Notes
may convert all or a portion of the notes prior to certain conversion dates (the “Free Convertibility Date”) under the following
circumstances (in each case, as applicable to each series of Non-Accreting Notes):
•
•
•
•
during any calendar quarter (and only during such calendar quarter) after December 31, 2020, if the last reported sale
price of Wayfair’s Class A common stock for at least 20 trading days (whether or not consecutive) during a period of 30
consecutive trading days ending on, and including, the last trading day of the immediately preceding calendar quarter is
greater than or equal to 130% of the conversion price on each applicable trading day;
during the five business day period after any ten consecutive trading day period (the “measurement period") in which the
trading price (as defined in the applicable indenture) per $1,000 principal amount of the notes for each trading day of the
measurement period was less than 98% of the product of the last reported sale price of Wayfair’s Class A common stock
and the conversion rate on each such trading day;
if Wayfair calls the notes for redemption, at any time prior to the close of business on the second scheduled trading day
immediately preceding the redemption date; and
upon the occurrence of specified corporate events (as set forth in the applicable indenture)
On or after the applicable Free Convertibility Date until the close of business on the second scheduled trading day
immediately preceding the applicable maturity date, holders of the Non-Accreting Notes may convert their Non-Accreting Notes
at any time.
The following Non-Accreting Notes are convertible during the calendar quarter ended March 31, 2021: the 2022 Notes, the
2024 Notes and the 2026 Notes. The 2025 Notes are not convertible during the first quarter of 2021.
The holders of the 2025 Accreting Notes may convert all or a portion of their 2025 Accreting Notes at any time prior to the
second business day immediately preceding the maturity date. Wayfair will settle any conversion of 2025 Accreting Notes with a
number of shares of Wayfair’s Class A common stock per $1,000 original principal amount of 2025 Accreting Notes equal to the
accreted principal amount of such original principal amount of 2025 Accreting Notes divided by the conversion price.
Upon the occurrence of a fundamental change (as defined in the applicable indenture), holders of the Notes may require
Wayfair to repurchase all or a portion of the Notes for cash at a price equal to 100% of the principal amount (or accreted principal
amount) of the Notes to be repurchased plus any accrued but unpaid interest to, but excluding, the fundamental change repurchase
date (such interest to be included in the accreted principal amount for the 2025 Accreting Notes). Holders of the Non-Accreting
Notes who convert their respective notes in connection with a make-whole fundamental change or a notice of redemption (each as
defined in the indenture) may be entitled to a premium in the form of an increase in the conversion rate of the respective notes.
Holders of the 2025 Accreting Notes who convert in connection with a make-whole fundamental change (as defined in the
applicable indenture) may be entitled to a premium in the form of an increase in the conversion rate.
74
Notes to Consolidated Financial Statements (Continued)
Wayfair may not redeem the Notes prior to certain dates (the “Redemption Date”). On or after the applicable Redemption
Date, Wayfair may redeem for cash all or part of the applicable series of Notes if the last reported sale price of Wayfair’s Class A
common stock equals or exceeds 130% (Non-Accreting Notes) or 276% (2025 Accreting Notes) of the conversion price then in
effect for at least 20 trading days (whether or not consecutive), including at least one of the five trading days immediately
preceding the date on which Wayfair provides notice of redemption, during any 30 consecutive trading days ending on, and
including the trading day immediately preceding the date on which Wayfair provides notice of the redemption. The redemption
price will be either 100% of the principal amount (or accreted principal amount) of the notes to be redeemed, plus accrued and
unpaid interest, if any, or the if-converted value holder elects to convert their Notes upon receiving notice of redemption.
Accounting for Non-Accreting Notes
In accounting for the issuance of the Non-Accreting Notes, Wayfair separated the Non-Accreting Notes into liability and
equity components. The carrying amount of each Non-Accreting Note's liability component was calculated by measuring the fair
value of a similar liability that did not have an associated convertible feature. The carrying amount of each Non-Accreting Note's
equity component, representing the conversion option, which does not meet the criteria for separate accounting as a derivative as
it is indexed to Wayfair's own stock, was determined by deducting the fair value of the Non-Accreting Note's liability component
from the par value of the Non-Accreting Note. The difference between the carrying amount of the Non-Accreting Note and the
liability component represents the debt discount for the Non-Accreting Note, which was recorded as a direct deduction from the
related debt liabilities and is amortized to interest expense using the effective interest method over the term of the Non-Accreting
Note.
The equity components of the 2022 Notes, 2024 Notes, 2026 Notes and 2025 Notes of approximately $95.8 million, $181.5
million, $280.3 million and $297.4 million, respectively, are included in additional paid-in capital and are not remeasured as long
as they continue to meet the conditions for equity classification. Wayfair allocated transaction costs related to the components of
the Non-Accreting Notes using the same proportions as the proceeds from the corresponding Non-Accreting Notes. Transaction
costs attributable to the liability components were recorded as direct deductions from the related debt liabilities and amortized to
interest expense over the terms of the corresponding Non-Accreting Notes, and transaction costs attributable to the equity
components were netted with the corresponding equity components in shareholders’ deficit.
Accounting for Accreting Notes
In accounting for the issuance of the 2025 Accreting Notes, Wayfair determined there was a beneficial conversion feature,
which represents the excess of the fair value of the underlying common stock at the commitment date less the effective conversion
price of the shares convertible at that time. The beneficial conversion feature of $39.4 million was recorded to additional paid-in
capital and represents a debt discount to the 2025 Accreting Notes, which was recorded as a direct deduction from the related debt
liability. It is amortized to interest expense using the effective interest method over the term of the 2025 Accreting Notes. All
transaction costs incurred were recorded as a direct deduction from the related debt liability and are amortized to interest expense
using the effective interest method over the term of the 2025 Accreting Notes. Interest for the 2025 Accreting Notes is amortized
to interest expense using the effective interest method over the term of the 2025 Accreting Notes and recorded to other long-term
liabilities. Upon accretion to the principal amount on April 1 and October 1 of each year, Wayfair will reclassify the interest
accrued as of that date to long-term debt. The beneficial conversion feature for additional shares, which would be issued upon
conversion of paid-in-kind interest, is recorded as additional interest expense and additional paid-in capital over the term of the
2025 Accreting Notes as such interest accrues.
Proceeds from Notes Transactions
The net proceeds from the sale of the 2022 Notes, 2024 Notes, 2026 Notes, 2025 Notes and 2025 Accreting Notes were
approximately $420.4 million, $562.0 million, $935.1 million, $1.5 billion and $527.4 million, respectively, after deducting the
initial purchasers’ discounts, if applicable, and the offering expenses payable by Wayfair. We used approximately $44.2 million,
$93.4 million, $145.7 million and $255.0 million of the net proceeds from the 2022 Notes, 2024 Notes, 2026 Notes and 2025
Notes, respectively, to purchase the Capped Calls. We intend to use the remainder of the net proceeds from the Notes for working
capital and general corporate purposes, including, but not limited to, operating and capital expenditures. We may also use a
portion of the net proceeds to finance acquisitions, strategic transactions, investments, repurchases of our Class A common stock
or the repayment, redemption, purchase or exchange of indebtedness (including the Notes).
75
Notes to Consolidated Financial Statements (Continued)
Extinguishment and Conversions of Notes
In August 2020, Wayfair used $1.0 billion of the net proceeds from the issuance of the 2025 Notes to repurchase for cash in
privately negotiated repurchase transactions $343.4 million in aggregate principal amount of the 2022 Notes.
Additionally, in 2020, $69.8 million aggregate principal of the 2022 Notes were settled upon conversion by the holders for
670,610 shares of Wayfair’s Class A common stock. In accounting for these transactions, Wayfair allocated $380.2 million of the
total fair value of the consideration received from the 2025 Notes to the debt component of the repurchased 2022 Notes by
estimating the fair value of a similar liability that did not have an associated convertible feature. The $12.8 million loss on
extinguishment of the 2022 Notes recorded to other (expense) income, net, primarily represents the difference between the total
fair value of consideration allocated to the debt component and the $368.8 million carrying value, net of the remaining
unamortized debt discount and debt issuance costs. Wayfair applied the $832.0 million residual value of the total fair value of the
consideration to the equity component in additional paid-in capital.
In October 2020, Charlesbank converted $253.1 million of accreted principal of the 2025 Accreting Notes and received
3,490,175 shares of Wayfair’s Class A common stock. Upon Charlesbank's conversion of the 2025 Accreting Notes, the
remaining debt discount for those notes of $19.8 million was immediately recognized as interest expense in the fourth quarter of
2020. In January 2021, Great Hill converted $253.1 million of accreted principal of the 2025 Accreting Notes and received
3,490,175 shares of Wayfair's Class A common stock.
Interest Expense
The following table presents total interest expense recognized for the Notes for the years ended December 31:
Year Ended December 31,
2020
2019
Convertible Notes
Contractual
Interest
Expense
Debt Discount
Amortization
Total Interest
Expense
Contractual
Interest
Expense
Debt Discount
Amortization
Total Interest
Expense
2022 Notes
2024 Notes
2026 Notes
2025 Notes
2025 Accreting Notes
$
1,054 $
13,775 $
14,829 $
1,617 $
20,080 $
(in thousands)
6,469
9,488
3,611
8,324
28,382
34,759
20,369
25,438
34,851
44,247
23,980
33,762
6,469
3,342
—
—
26,161
12,205
—
—
21,697
32,630
15,547
—
—
Total
$
28,946 $
122,723 $
151,669 $
11,428 $
58,446 $
69,874
Fair Value of Notes
The estimated fair value of the 2022 Notes, 2024 Notes, 2026 Notes, 2025 Notes and 2025 Accreting Notes was
$38.4 million, $1.2 billion, $1.6 billion, $1.4 billion and $923.7 million, respectively, as of December 31, 2020. The estimated fair
value of the Non-Accreting Notes was determined through consideration of quoted market prices. The estimated fair value of the
2025 Accreting Notes was determined through an option pricing model using Level 3 inputs including volatility and credit spread.
The fair values of the Non-Accreting Notes and the 2025 Accreting Notes are classified as Level 2 and Level 3, respectively, as
defined in Note 3, Cash and Cash Equivalents, Investments and Fair Value Measurements. The if-converted value of the 2022
Notes, 2024 Notes, 2026 Notes and 2025 Accreting Notes exceeded the principal value by $21.1 million, $540.5 million,
$494.1 million and $610.0 million, respectively, as of December 31, 2020. The if-converted value of the 2025 Notes did not
exceed the principal value as of December 31, 2020.
Capped Calls
The 2022 Capped Calls, 2024 Capped Calls, 2026 Capped Calls and 2025 Capped Calls (collectively, the "Capped Calls")
are expected generally to reduce the potential dilution and/or offset the cash payments Wayfair is required to make in excess of
the principal amount of the Notes upon conversion of the Notes if the market price per share of Wayfair’s Class A common stock
is greater than the strike price of the applicable Capped Call (which corresponded to the initial conversion price of the applicable
Non-Accreting Notes and is subject to certain adjustments under the terms of the applicable Capped Call), with such reduction
76
Notes to Consolidated Financial Statements (Continued)
and/or offset subject to a cap based on the cap price of the applicable Capped Calls (the "Initial Cap Price"). The Capped Calls
can, at Wayfair’s option, remain outstanding until their maturity date, even if all or a portion of the Non-Accreting Notes are
converted, repurchased or redeemed prior to such date.
Each of the Capped Calls has an initial cap price per share of Wayfair’s Class A common stock, which represented a
premium over the last reported sale price (or, with respect to the 2025 Capped Calls, the volume-weighted average price) of
Wayfair’s Class A common stock on the date the corresponding Non-Accreting Notes were priced (the "Cap Price Premium"),
and is subject to certain adjustments under the terms of the corresponding agreements. Collectively, the Capped Calls cover,
initially, the number of shares of Wayfair’s Class A common stock underlying the Non-Accreting Notes, subject to anti-dilution
adjustments substantially similar to those applicable to the Non-Accreting Notes.
The initial terms for the Capped Calls are presented below:
Capped Calls
2022 Capped Calls
2024 Capped Calls
2026 Capped Calls
2025 Capped Calls
Maturity Date
September 1, 2022
November 1, 2024
August 15, 2026
October 1, 2025
Initial Cap Price
Cap Price Premium
$154.16
$219.63
$280.15
$787.08
100%
150%
150%
150%
The Capped Calls are separate transactions from the Non-Accreting Notes, are not subject to the terms of the Non-Accreting
Notes and will not affect any holder’s rights under the Non-Accreting Notes. Similarly, holders of the Non-Accreting Notes do
not have any rights with respect to the Capped Calls. The Capped Calls do not meet the criteria for separate accounting as a
derivative as they are indexed to Wayfair's stock. The premiums paid for the Capped Calls were included as a net reduction to
additional paid-in capital within shareholders’ deficit.
7. Commitments and Contingencies
Purchase Obligations
Wayfair has entered into purchase obligations that represent enforceable and legally binding software license commitments.
Our payments due under these purchase obligations are $97.4 million in 2021, $121.2 million in 2022, $114.6 million in 2023 and
no other commitments thereafter. These payments exclude payments for contracts that are able to be canceled, both in full or in
part, since they do not represent legally binding arrangements.
Collection of Sales or Other Similar Taxes
Wayfair has historically collected and remitted sales tax based on the locations of its physical operations. On June 21, 2018,
the U.S. Supreme Court rendered a 5-4 majority decision in South Dakota v. Wayfair Inc., 17-494. Among other things, the Court
held that a state may require an out-of-state seller with no physical presence in the state to collect and remit sales taxes on goods
the seller ships to consumers in the state, overturning existing court precedent. Several states and other taxing jurisdictions have
presented, or indicated that they may present, Wayfair with sales tax assessments. The aggregate assessments received as
of December 31, 2020 are not material to Wayfair's business and Wayfair does not expect the Court's decision to have a
significant impact on its business.
Legal Matters
From time to time Wayfair is involved in claims that arise during the ordinary course of business. Although the results of
litigation and claims cannot be predicted with certainty, Wayfair does not currently believe that the outcome of any of these other
legal matters will have a material adverse effect on Wayfair's results of operation or financial condition. Regardless of the
outcome, litigation can be costly and time consuming, as it can divert management's attention from important business matters
and initiatives, negatively impacting Wayfair's overall operations. In addition, Wayfair may also find itself at greater risk to
outside party claims as it increases its operations in jurisdictions where the laws with respect to the potential liability of online
retailers are uncertain, unfavorable, or unclear.
On November 18, 2020, certain of our present and former directors, along with Great Hill Partners, L.P., Great Hill,
Charlesbank Capital Partners, LLC and Charlesbank, were named as defendants in a shareholder derivative lawsuit filed in the
Court of Chancery of the State of Delaware by the Equity-League Pension Trust Fund. Wayfair is named as a nominal defendant.
The derivative complaint primarily alleges that the director defendants breached their fiduciary duties with respect to Wayfair’s
issuance of the 2025 Accreting Notes, and further alleges that the non-director defendants were unjustly enriched on the basis of
77
Notes to Consolidated Financial Statements (Continued)
the issuance. The complaint asserts causes of action for breach of fiduciary duty and unjust enrichment and seeks disgorgement of
proceeds received as a result of the issuance, other equitable relief and damages and attorneys’ fees and costs. At this time, based
on available information regarding this litigation, we are unable to reasonably assess the ultimate outcome of this case or
determine an estimate, or a range of estimates, of potential losses.
8. Employee Benefit Plans
Wayfair has a defined-contribution, incentive savings plan pursuant to Section 401(k) of the Internal Revenue Code. The
plan covers all full-time employees who have reached the age of 21 years. Employees may elect to defer compensation up to a
dollar limit (as allowable by the Internal Revenue Code), of which up to 4% of an employee's salary will be matched by Wayfair.
The amounts deferred by the employee and the matching amounts contributed by Wayfair both vest immediately. The amount
expensed under the plan totaled approximately $31.7 million, $27.9 million and $18.2 million in the years ended December 31,
2020, 2019 and 2018.
9. Stockholders’ Deficit
Preferred Stock
Wayfair authorized 10,000,000 shares of undesignated preferred stock, $0.001 par value per share, for future issuance. As of
December 31, 2020, Wayfair had no shares of undesignated preferred stock issued or outstanding.
Common Stock
Wayfair authorized 500,000,000 shares of Class A common stock, $0.001 par value per share, and 164,000,000 shares of
Class B common stock, $0.001 par value per share, of which 72,980,490 and 66,642,611 shares of Class A common stock and
26,564,234 and 26,957,815 shares of Class B common stock were outstanding as of December 31, 2020 and 2019. The rights of
the holders of Class A common stock and Class B common stock are identical, except with respect to voting and conversion
rights. Each share of Class A common stock is entitled to one vote per share and each share of Class B common stock is entitled
to ten votes per share. Each share of Class B common stock may be converted into one share of Class A common stock at the
option of its holder and will be automatically converted into one share of Class A common stock upon transfer thereof, subject to
certain exceptions. In addition, upon the date on which the outstanding shares of Class B common stock represent less than 10%
of the aggregate number of shares of the then outstanding Class A common stock and Class B common stock, or in the event of
the affirmative vote or written consent of holders of at least 66 2/3% of the outstanding shares of Class B common stock, all
outstanding shares of Class B common stock shall convert automatically into Class A common stock. Subject to preferences that
may apply to any shares of preferred stock outstanding at the time, the holders of common stock are entitled to receive dividends
out of funds legally available if Wayfair's Board of Directors (the "Board"), in its discretion, determines to issue dividends and
then only at the times and in the amounts that the Board may determine. Since Wayfair's initial public offering through
December 31, 2020, 55,474,180 shares of Class B common stock were converted to Class A common stock.
Stock Repurchase Program
On August 21, 2020, the Board authorized the repurchase of up to $700 million of Wayfair’s Class A common stock (the
“2020 Repurchase Program”). The 2020 Repurchase Program replaced Wayfair’s previous $200 million stock repurchase
authorization approved by the Board in 2018, which was terminated simultaneously. During the year ended December 31, 2020,
Wayfair repurchased $380.2 million of its Class A common stock through the stock repurchase programs at an average price of
$302.71 per share. During the year ended December 31, 2019, Wayfair did not repurchase any shares of common stock.
10. Equity-Based Compensation
The Board adopted the 2014 Incentive Award Plan ("2014 Plan") to grant cash and equity incentive awards to eligible
participants in order to attract, motivate and retain talent. The 2014 Plan is administered by the Board for awards to non-employee
directors and by the compensation committee of the Board for other participants and provides for the issuance of stock options,
SARs, restricted common stock, restricted stock units ("RSUs"), performance shares, stock payments, cash payments, dividend
awards and other incentives. Prior to the adoption of the 2014 Plan, Wayfair LLC issued certain equity awards pursuant to the
Wayfair LLC Amended and Restated Common Unit Plan (the "2010 Plan"), which was administered by the Board of Wayfair
LLC. Awards issued under the 2010 Plan that remain outstanding currently represent Class A or Class B common stock of
Wayfair Inc.
The 2014 Plan initially made 8,603,066 shares of Class A common stock available for future award grants. The 2014 Plan
also contains an evergreen provision whereby the shares available for future grants are increased on the first day of each calendar
78
Notes to Consolidated Financial Statements (Continued)
year from January 1, 2016 through and including January 1, 2024. As of January 1, 2021, 6,224,792 shares of Class A common
stock were available for future grant under the 2014 Plan. Shares or RSUs forfeited, withheld for minimum statutory tax
obligations, and unexercised stock option lapses from the 2010 and 2014 Plans are available for future grants under the 2014 Plan.
The following table presents activity relating to stock options for the year ended December 31, 2020:
Outstanding at December 31, 2019
Options exercised
Outstanding and exercisable at December 31, 2020
Shares
Weighted-Average
Exercise Price
43,606 $
(24,560) $
19,046 $
3.00
3.01
2.99
Weighted-Average
Remaining
Contractual Term
(Years)
1.5
0.5
The intrinsic value of stock options exercised was $4.6 million and $4.8 million for the years ended December 31, 2020 and
2019. Aggregate intrinsic value of stock options outstanding and currently exercisable is $4.2 million as of December 31, 2020.
All stock options were fully vested at December 31, 2020.
The following table presents activity relating to RSUs for the year ended December 31, 2020:
Unvested at December 31, 2019
RSUs granted
RSUs vested
RSUs forfeited/canceled
Outstanding as of December 31, 2020
Shares
Weighted-Average
Grant Date
Fair Value
8,112,736 $
2,441,898 $
(3,015,462) $
(1,563,873) $
5,975,299 $
95.69
196.04
97.15
105.42
134.03
The intrinsic value of RSUs vested was $562.3 million and $358.6 million for the years ended December 31, 2020 and
2019. The aggregate intrinsic value of RSUs unvested was $1.3 billion as of December 31, 2020. Unrecognized equity-based
compensation expense related to RSUs expected to vest over time is $728.3 million with a weighted-average remaining vesting
term of 1.2 years as of December 31, 2020.
Equity-based compensation was classified as follows in the consolidated statements of operations for the years ended
December 31:
Year Ended December 31,
2020
2019
2018
Cost of goods sold
Customer service and merchant fees
Selling, operations, technology, general and administrative
(in thousands)
$
9,494 $
5,376 $
14,835
251,879
9,286
212,789
Total equity-based compensation
$
276,208 $
227,451 $
2,549
5,524
119,491
127,564
Equity-based compensation costs capitalized as site and software development costs was $17.3 million for the year ended
December 31, 2020. The amount qualifying for capitalization during the years ended December 31, 2019 and 2018 was not
material.
79
Notes to Consolidated Financial Statements (Continued)
11. Income Taxes
The components of the provision for income taxes, net for the years ended December 31, 2020, 2019 and 2018 are
presented below:
2020
2019
2018
(in thousands)
Current:
Federal
State
Foreign
Deferred:
Federal
State
Foreign
$
— $
— $
7,817
2,164
9,036
1,306
—
874
2,136
—
—
—
Provision for income taxes, net
$
20,323 $
3,010 $
—
744
78
(86)
(24)
1,325
2,037
The actual provision for income taxes, net differs from the expected provision for income taxes computed at the U.S.
Federal statutory tax rate of 21% due to the following:
Year Ended December 31,
2020
2019
2018
(in thousands)
Provision for income taxes at the federal statutory rate
$
43,116 $
(206,131) $
(105,429)
State income tax expense, net of federal benefit
Foreign tax rate differential
Non-deductible equity-based compensation expense
Windfall benefits from equity-based compensation
Change in valuation allowance
Change in tax rate
Limitation on officer's compensation
Debt integration termination
Other
Provision for income taxes, net
18,518
18,591
7,671
(51,024)
(26,982)
(847)
8,103
—
3,177
20,323 $
(40,136)
(22,584)
24,346
6,604
(28,915)
236,863
(2,293)
6,509
—
6,163
3,010 $
14,976
3,267
(29,003)
119,370
197
5,283
9,236
6,724
2,037
$
We recorded a provision for income taxes, net of $20.3 million, representing an effective tax rate of 9.88%. The effective
tax rate differs from the U.S. Federal statutory rate of 21% primarily as a result of excess tax benefits on equity awards for U.S.
employees and the valuation allowance maintained against our worldwide net deferred tax asset.
The components of income (loss) before income taxes determined by tax jurisdiction, are as follows:
U.S.
Foreign
Total
Year Ended December 31,
2020
2019
2018
(in thousands)
$
$
399,973 $
(194,654)
205,319 $
(699,347) $
(282,227)
(981,574) $
(327,356)
(174,687)
(502,043)
80
Notes to Consolidated Financial Statements (Continued)
The tax effects of temporary differences that give rise to significant portions of deferred tax assets and liabilities for the
periods presented are as follows:
Deferred tax assets:
Accounts receivable
Inventories
Net operating loss carryforwards
Equity-based compensation expense
Intangibles
Accrued payroll
Accrued expenses and reserves
Charitable contributions
Leases
Gross deferred tax assets
Less: Valuation allowance
Net deferred tax assets
Deferred tax liabilities:
Prepaid expenses
Capitalized technology
Property and equipment
Operating lease right-of-use asset
Convertible debt
481(a) adjustments
Other
Total deferred tax liabilities
December 31,
2020
2019
(in thousands)
$
5,507 $
1,048
433,543
12,720
9,274
36,580
23,633
—
255,381
777,686
5,909
871
470,199
14,929
10,675
21,395
14,539
872
239,259
778,648
(328,116)
(412,898)
449,570
365,750
$
(4,889) $
(35,261)
(41,543)
(211,727)
(167,043)
(8,103)
(1,934)
(5,930)
(27,354)
(14,191)
(197,680)
(120,447)
—
(148)
(470,500)
(365,750)
Non-current net deferred tax assets (liabilities)
$
(20,930) $
—
The valuation allowance decreased by $84.8 million during 2020. The decrease in the valuation allowance is the result of
Wayfair utilizing its deferred tax assets related to historical net operating losses to offset current year taxable income, as well as a
decrease in valuation allowance through equity as a result of the deferred tax liability recorded related to our convertible debt
issuances. This is partially offset by establishing a valuation allowance against the current year operating losses of our foreign
entities.
In determining the need for a valuation allowance, Wayfair has given consideration to the cumulative book income and loss
positions of each of its entities as well as its worldwide cumulative income position. We have assessed, on a jurisdictional basis,
the available means of recovering deferred tax assets, including the ability to carry-back net operating losses, the existence of
reversing temporary differences, the availability of tax planning strategies and available sources of future taxable income. At
December 31, 2020, we maintain a full valuation allowance against our worldwide net deferred tax assets.
As of December 31, 2020, Wayfair had federal net operating loss carryforwards available to offset future federal taxable
income of $1.2 billion. In addition, Wayfair had state net operating loss carryforwards available in the amount of $1.0 billion
which are available to offset future state taxable income. Of the federal net operating loss carryforwards, $150.7 million begin to
expire in the year ending December 31, 2037. The remaining $1.0 billion of federal net operating loss carryforwards do not
expire. The state net operating loss carryforwards begin to expire in the year ending December 31, 2023. Our ability to utilize
these federal and state net operating loss carryforwards may be limited in the future if we experience an ownership change
pursuant to Internal Revenue Code Section 382. An ownership change occurs when the ownership percentages of 5% or greater
81
Notes to Consolidated Financial Statements (Continued)
stockholders change by more than 50% over a three-year period. Through December 31, 2020, we have determined that none of
our tax attributes were subject to such a restrictive limitation.
As of December 31, 2020, Wayfair also had foreign net operating loss carryforwards available to offset future foreign
income of $949.8 million. The Canadian net operating loss of $18.2 million will expire in the year ending December 31, 2038.
The remaining foreign net operating loss carryforwards do not expire.
As of December 31, 2020, Wayfair has not provided for U.S. deferred income taxes on undistributed earnings of its foreign
subsidiaries of approximately $6.0 million since these earnings are deemed to be indefinitely reinvested. Upon distribution of
those earnings in the form of dividends or otherwise, we could be subject to income taxes as well as withholding taxes. The
amount of taxes attributable to the undistributed earnings is immaterial.
Wayfair establishes reserves for uncertain tax positions based on management's assessment of exposures associated with tax
deductions, permanent tax differences and tax credits. The tax reserves are analyzed periodically and adjustments are made as
events occur to warrant adjustment to the reserve. Reserves for uncertain tax positions as of December 31, 2020 and 2019 are not
material and would not impact the effective tax rate if recognized as a result of the valuation allowance maintained against our net
deferred tax assets.
Wayfair's policy is to recognize interest and penalties related to unrecognized tax benefits and penalties as a component of
the provision for income taxes, net. Related to the unrecognized tax benefits noted above, we did not accrue any penalties and
interest during 2020, 2019 or 2018 because we believe that such additional interest and penalties would be insignificant.
Wayfair's tax jurisdictions include the U.S., the UK, Germany, Ireland, Canada, Hong Kong and the British Virgin Islands.
The statute of limitations with respect to our U.S. federal income taxes has expired for years prior to 2017. The relevant U.S. state
statutes vary and years prior to 2016 are generally closed. The statute of limitations for our foreign income taxes vary, but have
expired for years prior to 2016. However, preceding years remain open to examination by U.S. federal and state and foreign
taxing authorities to the extent of future utilization of net operating losses generated in each preceding year.
12. Earnings (Loss) per Share
The following table presents the calculation of basic and diluted earnings (loss) per share:
Numerator:
Numerator for basic EPS - Net income (loss)
Effect of dilutive securities:
Year Ended December 31,
2020
2019
2018
(in thousands, except per share data)
$
184,996 $
(984,584) $
(504,080)
Interest expense associated with convertible debt instruments
—
—
—
Numerator for diluted EPS - net income (loss) available to common
stockholders after the effect of dilutive securities
Denominator:
Denominator for basic EPS - weighted-average number of shares of
common stock outstanding
Effect of dilutive securities:
Employee stock options
Restricted stock units
Convertible debt instruments
Dilutive potential common shares
Denominator for diluted EPS - adjusted weighted-average number of
shares of common stock outstanding after the effect of dilutive securities
Earnings (Loss) per Share:
$
184,996 $
(984,584) $
(504,080)
95,825
92,200
89,472
29
3,483
—
3,512
—
—
—
—
—
—
—
—
99,337
92,200
89,472
Basic
Diluted
$
$
1.93 $
1.86 $
(10.68) $
(10.68) $
(5.63)
(5.63)
82
Notes to Consolidated Financial Statements (Continued)
The potential common shares from anti-dilutive securities excluded from the weighted-average shares of common stock
used to calculate diluted earnings (loss) per share were as follows:
Outstanding employee stock options
Unvested restricted common stock
Unvested restricted stock units
Shares related to convertible debt instruments
Total
Year Ended December 31,
2020
2019
2018
(in thousands)
—
—
192
20,115
20,307
44
—
8,113
15,474
23,631
80
20
7,971
9,084
17,155
Wayfair may settle conversions of the Non-Accreting Notes in cash, shares of Wayfair's Class A common stock or any
combination thereof at its election. Wayfair will settle conversions of the 2025 Accreting Notes in shares. The Capped Calls are
generally expected to reduce the potential dilution of Wayfair's Class A common stock upon any conversion of the Notes and/or
offset the cash payments Wayfair is required to make in excess of the principal amount of the Notes upon conversion of the Notes
if the market price per share of Wayfair’s Class A common stock is greater than the strike price of the Capped Calls (which
corresponded to the initial conversion price of the Non-Accreting Notes and is subject to certain adjustments under the terms of
the Capped Calls), with such reduction and/or offset subject to the Initial Cap Price. The number of shares of Wayfair's Class A
common stock potentially issuable and obtainable at the respective conversion prices of the Notes and the Capped Calls,
respectively, as of December 31, 2020, are as follows:
2022 Notes /
2022 Capped
Calls
2024 Notes /
2024 Capped
Calls
2026 Notes /
2026 Capped
Calls
(in thousands)
2025 Accreting
Notes
2025 Notes /
2025 Capped
Calls
Shares potentially issuable from
convertible debt instruments
Shares obtainable from the exercise
of capped calls
Total
173
4,940
6,390
(1,347)
(1,174)
(2,322)
2,618
(3,003)
3,387
3,979
—
3,979
3,639
(1,710)
1,929
For more information on the structure of the Notes and the Capped Calls, including potential adjustments to the conversion
prices used to determine the shares presented in the preceding table, see Note 6, Debt and Other Financing.
13. Segment and Geographic Information
Operating segments are defined as components of an enterprise for which separate financial information is available that is
evaluated on a regular basis by the Chief Operating Decision Maker ("CODM") in deciding how to allocate resources to an
individual segment and in assessing performance. Wayfair’s CODM is its Chief Executive Officer.
Wayfair's operating and reportable segments are the U.S. and International. These segments reflect the way the CODM
allocates resources and evaluates financial performance, which is based upon each segment's Adjusted EBITDA. Adjusted
EBITDA is defined as net income (loss) before depreciation and amortization, equity-based compensation and related taxes,
interest (expense), net, other (expense) income, net, provision for income taxes, net, non-recurring items and other items not
indicative of our ongoing operating performance. These charges are excluded from the evaluation of segment performance
because it facilitates reportable segment performance comparisons on a period-to-period basis as these costs may vary
independent of business performance. The accounting policies of the segments are the same as those described in Note
1, Summary of Significant Accounting Policies.
Wayfair allocates certain operating expenses to the operating and reportable segments, including customer service and
merchant fees and selling, operations, technology, general and administrative expenses based on the usage and relative
contribution provided to the segments. It excludes from the allocations certain operating expense lines, including depreciation and
amortization, equity-based compensation and related taxes, interest (expense), net, other (expense) income, net and provision for
income taxes, net. There are no revenue transactions between Wayfair's reportable segments.
83
Notes to Consolidated Financial Statements (Continued)
U.S.
The U.S. segment primarily consists of amounts earned through product sales through Wayfair's family of sites in the U.S.
International
The International segment primarily consists of amounts earned through product sales through Wayfair's international sites.
Net revenue from external customers for each group of similar products and services are not reported to the CODM.
Separate identification of this information for purposes of segment disclosure is impractical, as it is not readily available and the
cost to develop it would be excessive. No individual country outside the U.S. provided greater than 10% of consolidated net
revenue.
The following tables present net revenues and Adjusted EBITDA attributable to Wayfair’s reportable segments for the
periods presented:
U.S. net revenue
International net revenue
Total net revenue
Adjusted EBITDA:
U.S.
International
Total reportable segments Adjusted EBITDA
Less: reconciling items (1)
Net income (loss)
Year Ended December 31,
2020
2019
2018
(in thousands)
$ 11,900,658 $
7,764,831 $
5,813,070
2,244,498
1,362,226
966,104
$ 14,145,156 $
9,127,057 $
6,779,174
Year Ended December 31,
2020
2019
2018
(in thousands)
$
1,041,892 $
(179,010) $
(19,049)
(95,004)
(317,534)
946,888
(761,892)
(496,544)
(488,040)
(195,937)
(214,986)
(289,094)
$
184,996 $
(984,584) $
(504,080)
(1) The following adjustments are made to reconcile total reportable segments Adjusted EBITDA to consolidated net income
(loss):
Depreciation and amortization
Equity-based compensation and related taxes
Interest expense, net
Other expense (income), net
Provision for income taxes, net
Other (1)
Total reconciling items
Year Ended December 31,
2020
2019
2018
(in thousands)
$
285,711 $
192,419 $
296,872
146,397
8,633
20,323
3,956
761,892 $
240,978
54,514
(2,881)
3,010
—
488,040 $
$
123,542
136,415
28,560
204
2,037
(1,664)
289,094
(1) We recorded a $4.0 million loss related to severance costs associated with February 2020 workforce reductions. The
values were recorded in selling, operations, technology, general and administrative expenses. In 2018, we terminated
84
Notes to Consolidated Financial Statements (Continued)
the lease of a warehouse we had vacated in 2017 and recorded a one-time gain of $1.7 million related to the
difference in the expected future net lease commitments and the actual costs incurred to terminate the lease.
The following table presents long-lived assets attributable to Wayfair's reportable segments reconciled to the amounts:
Geographic long-lived assets:
U.S.
International
Total reportable segment long-lived assets
Plus: reconciling corporate long-lived assets
Total long-lived assets
Year Ended December 31,
2020
2019
(in thousands)
$
718,681 $
163,753
882,434
610,247
731,963
144,803
876,766
511,178
$
1,492,681 $
1,387,944
U.S. and International long-lived assets consist of property and equipment, net and operating lease ROU assets. Corporate
long-lived assets consist of property and equipment, net and operating lease ROU assets at our corporate facilities.
The following table presents total assets attributable to Wayfair's reportable segments reconciled to consolidated amounts:
Assets by segment:
U.S.
International
Total reportable segment assets
Plus: reconciling corporate assets
Total assets
Year Ended December 31,
2020
2019
(in thousands)
$
1,122,391 $
1,076,733
214,707
1,337,098
3,232,831
190,167
1,266,900
1,686,148
$
4,569,929 $
2,953,048
U.S. and International segment assets consist primarily of accounts receivable, net, inventories, prepaid expenses and other
current assets, property and equipment, net and operating lease ROU assets. Corporate assets include cash and cash equivalents,
short- and long-term investments, long-lived assets at our corporate facilities, capitalized internal-use software and website
development costs and other noncurrent assets.
14. Related Party Transactions
As discussed in Note 6, Debt and Other Financing, in April 2020, pursuant to the terms of the amended and restated
purchase agreement, dated April 7, 2020 (the "Purchase Agreement"), Wayfair issued $535.0 million in aggregate original
principal amount of 2025 Accreting Notes. The issuance of the 2025 Accreting Notes constitutes a related party transaction
because of Michael W. Choe's positions as a director of Wayfair (as of May 12, 2020) and Managing Director and Chief
Executive Officer of Charlesbank Capital Partners, LLC, the sole owner of the ultimate general partner of Charlesbank, a party to
the Purchase Agreement; Michael Kumin's positions as a director of Wayfair and a Managing Partner at Great Hill Partners, LP,
Manager of the ultimate general partner of Great Hill, a party to the Purchase Agreement; and the limited partnership interests
held by Niraj Shah and Steve Conine, Wayfair's co-founders and co-chairmen, in affiliates of Great Hill and Charlesbank.
Item 9. Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
None.
85
Item 9A. Controls and Procedures
Disclosure Controls and Procedures
Our management, with the participation of our chief executive officer ("CEO") and chief financial officer ("CFO"),
evaluated the effectiveness of our disclosure controls and procedures (as defined in Rules 13a-15(e) and 15d-15(e) under the
Exchange Act) as of December 31, 2020. Based on such evaluation, our CEO and CFO have concluded that, as of December 31,
2020, our disclosure controls and procedures are effective in ensuring that (a) the information required to be disclosed by us in the
reports that we file or submit under the Exchange Act is recorded, processed, summarized and reported within the time periods
specified in the SEC's rules and forms, and (b) such information is accumulated and communicated to our management, including
our principal executive officer and principal financial officer, as appropriate to allow timely decisions regarding required
disclosure.
Changes in Internal Control Over Financial Reporting
There were no changes in our internal control over financial reporting identified in connection with the evaluation required
by Rules 13a-15(d) or 15d-15(d) of the Exchange Act during the quarter ended December 31, 2020, that materially affected, or are
reasonably likely to materially affect, our internal control over financial reporting. We have not experienced any material impact
to our internal controls over financial reporting despite the fact that most of our employees continue to work remotely due to the
COVID-19 outbreak. We are continually monitoring and assessing the COVID-19 situation and our internal controls to minimize
any impact on their design and operating effectiveness.
Management's Annual Report on Internal Control Over Financial Reporting
Our management is responsible for establishing and maintaining adequate internal control over financial reporting (as
defined in Rules 13a-15(f) and 15d-15(f) under the Exchange Act). Internal control over financial reporting is a process designed
to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for
external purposes in accordance with generally accepted accounting principles, and includes those policies and procedures that: (i)
pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the transactions and dispositions of
our assets; (ii) provide reasonable assurance that transactions are recorded as necessary to permit preparation of financial
statements in accordance with generally accepted accounting principles, and that our receipts and expenditures are being made
only in accordance with authorizations of our management and directors; and (iii) provide reasonable assurance regarding
prevention or timely detection of unauthorized acquisition, use or disposition of our assets that could have a material effect on our
financial statements. Our management conducted an evaluation of the effectiveness of our internal control over financial reporting
based on the framework in Internal Control-Integrated Framework issued by the Committee of Sponsoring Organizations of the
Treadway Commission (2013 framework). Based on this evaluation, management concluded that our internal control over
financial reporting was effective as of December 31, 2020 to provide reasonable assurance regarding the reliability of financial
reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting
principles. Management reviewed the results of its assessment with our Audit Committee. The effectiveness of our internal
control over financial reporting as of December 31, 2020 has been audited by Ernst & Young LLP, an independent registered
public accounting firm, as stated in its report which is included immediately following Item 9A. Controls and Procedures, in this
Annual Report on Form 10-K.
Limitations on Disclosure Controls and Procedures and Internal Control over Financial Reporting
Our disclosure controls and procedures and internal control over financial reporting are designed to provide reasonable
assurance of achieving their objectives as specified above. Management does not expect, however, that our disclosure controls
and procedures or our internal control over financial reporting will prevent or detect all error and fraud. Any control system, no
matter how well designed and operated, is based upon certain assumptions and can provide only reasonable, not absolute,
assurance that its objectives will be met. Further, no evaluation of controls can provide absolute assurance that misstatements due
to error or fraud will not occur or that all control issues and instances of fraud, if any, within Wayfair have been detected.
86
Report of Independent Registered Public Accounting Firm
To the Stockholders and the Board of Directors of Wayfair Inc.
Opinion on Internal Control over Financial Reporting
We have audited Wayfair Inc.’s internal control over financial reporting as of December 31, 2020, based on criteria established in
Internal Control-Integrated Framework issued by the Committee of Sponsoring Organizations of the Treadway Commission
(2013 framework) (the COSO criteria). In our opinion, Wayfair Inc. (the Company) maintained, in all material respects, effective
internal control over financial reporting as of December 31, 2020, based on the COSO criteria.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United States)
(PCAOB), the consolidated balance sheets of the Company as of December 31, 2020 and 2019, the related consolidated
statements of operations, comprehensive income (loss), stockholders’ deficit and cash flows for each of the three years in the
period ended December 31, 2020, and the related notes and our report dated February 25, 2021 expressed an unqualified opinion
thereon.
Basis for Opinion
The Company's management is responsible for maintaining effective internal control over financial reporting and for its
assessment of the effectiveness of internal control over financial reporting included in the accompanying Management’s Annual
Report on Internal Control over Financial Reporting. Our responsibility is to express an opinion on the Company's internal control
over financial reporting based on our audit. We are a public accounting firm registered with the PCAOB and are required to be
independent with respect to the Company in accordance with the U.S. federal securities laws and the applicable rules and
regulations of the Securities and Exchange Commission and the PCAOB.
We conducted our audit in accordance with the standards of the PCAOB. Those standards require that we plan and perform the
audit to obtain reasonable assurance about whether effective internal control over financial reporting was maintained in all
material respects.
Our audit included obtaining an understanding of internal control over financial reporting, assessing the risk that a material
weakness exists, testing and evaluating the design and operating effectiveness of internal control based on the assessed risk, and
performing such other procedures as we considered necessary in the circumstances. We believe that our audit provides a
reasonable basis for our opinion.
Definition and Limitations of Internal Control Over Financial Reporting
A company’s internal control over financial reporting is a process designed to provide reasonable assurance regarding the
reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally
accepted accounting principles. A company’s internal control over financial reporting includes those policies and procedures that
(1) pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the transactions and dispositions of
the assets of the company; (2) provide reasonable assurance that transactions are recorded as necessary to permit preparation of
financial statements in accordance with generally accepted accounting principles, and that receipts and expenditures of the
company are being made only in accordance with authorizations of management and directors of the company; and (3) provide
reasonable assurance regarding prevention or timely detection of unauthorized acquisition, use, or disposition of the company’s
assets that could have a material effect on the financial statements.
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements. Also,
projections of any evaluation of effectiveness to future periods are subject to the risk that controls may become inadequate
because of changes in conditions, or that the degree of compliance with the policies or procedures may deteriorate.
/s/ Ernst & Young LLP
Boston, Massachusetts
February 25, 2021
87
Item 9B. Other Information
None.
Item 10. Directors, Executive Officers and Corporate Governance
PART III
We have adopted a written code of business conduct and ethics that applies to our directors, officers and employees,
including our principal executive officer, principal financial officer, principal accounting officer or controller, or persons
performing similar functions. A copy of the code may be found at the Investor Relations section of our website, located at
investor.wayfair.com under the link for "Governance." We intend to make all required disclosures regarding any amendments to,
or waivers from, any provisions of the code at the same location of our website.
The other information required by this item is incorporated by reference from our proxy statement for our 2021 annual
meeting of stockholders, which we will file with the Securities and Exchange Commission within 120 days of December 31,
2020.
Item 11. Executive Compensation
The information required by this item is incorporated by reference from our proxy statement for our 2021 annual meeting of
stockholders, which we will file with the Securities and Exchange Commission within 120 days of December 31, 2020.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder Matters
The information required by this item is incorporated by reference from our proxy statement for our 2021 annual meeting of
stockholders, which we will file with the Securities and Exchange Commission within 120 days of December 31, 2020.
Item 13. Certain Relationships and Related Transactions, and Director Independence
The information required by this item is incorporated by reference from our proxy statement for our 2021 annual meeting of
stockholders, which we will file with the Securities and Exchange Commission within 120 days of December 31, 2020.
Item 14. Principal Accounting Fees and Services
The information required by this item is incorporated by reference from our proxy statement for our 2021 annual meeting of
stockholders, which we will file with the Securities and Exchange Commission within 120 days of December 31, 2020.
PART IV
Item 15. Exhibits and Financial Statement Schedules
(a) The following documents are filed as part of this Annual Report on Form 10-K:
(1) Financial Statements:
The financial statements are filed as part of this Annual Report on Form 10-K under Item 8, Financial Statements and
Supplementary Data.
(2) Financial Statement Schedules:
The financial statement schedules are omitted because they are either not applicable or the information required is presented
in the financial statements and notes thereto under Item 8, Financial Statements and Supplementary Data.
(3) Exhibits:
See the Exhibit Index immediately following the signature page of this Annual Report on Form 10-K, which is incorporated
herein by reference.
88
EXHIBIT INDEX
Exhibit
Number
Exhibit Description
3.1 Restated Certificate of Incorporation of the
Company
3.2 Amended and Restated Bylaws of Wayfair
4.1 Specimen stock certificate evidencing the shares of
4.2
Class A common stock of the Company
Indenture, dated as of September 15, 2017, by and
between Wayfair Inc. and U.S. Bank National
Association, as trustee
4.3 Form of 0.375% Convertible Senior Notes due
2022 (included in Exhibit 4.2)
4.4
Indenture, dated as of November 19, 2018, by and
between Wayfair Inc. and U.S. Bank National
Association, as trustee
4.5 Form of 1.125% Convertible Senior Notes due
4.6
2024 (included in Exhibit 4.4)
Indenture, dated as of August 19, 2019, by and
between Wayfair Inc. and U.S. Bank National
Association, as trustee
4.7 Form of 1.00% Convertible Senior Notes due 2026
(included in Exhibit 4.6)
4.8 Form of Indenture by and between Wayfair Inc.,
Wayfair LLC, as Guarantor, and U.S. Bank
National Association, as trustee
4.9 Form of 2.50% Accreting Convertible Senior Notes
4.10
due 2025 (included in Exhibit 4.8)
Indenture, dated as of August 14, 2020, by and
between Wayfair Inc. and U.S. Bank National
Association, as trustee
4.11 Form of 0.625% Convertible Senior Notes due
2025 (included in Exhibit 4.10)
Incorporated by Reference
Filed
Herewith
Form
8-K
File No.
001-36666
Filing Date
10/8/2014
Exhibit
Number
3.1
8-K
S-1
8-K
001-36666
10/8/2014
333-198171
9/19/2014
001-36666
9/15/2017
3.2
4.1
4.1
8-K
001-36666
11/19/2018
4.1
8-K
001-36666
8/19/2019
4.1
8-K
001-36666
4/8/2020
4.1
8-K
001-36666
8/17/2020
4.1
4.12 Description of Wayfair Securities
X
10.1+ Second Amended and Restated 2010 Incentive Plan
10.2+ Form of Deferred Unit Agreement under the
Second Amended and Restated 2010 Incentive Plan
10.3+ 2014 Incentive Award Plan
10.4+ Form of Option Agreement under the 2014
Incentive Award Plan (adopted fiscal 2014)
10.5+ Form of Restricted Stock Unit Agreement under
the 2014 Incentive Award Plan (adopted fiscal
2014)
10.6+ Form of Restricted Stock Unit Agreement under
the 2014 Incentive Award Plan (adopted fiscal
2018)
10.7+ Form of Restricted Stock Agreement under the
2014 Incentive Award Plan (adopted fiscal 2014)
10.8+ Form of Indemnification and Advancement
Agreement for Directors and Executive Officers
S-1
S-1
S-1
S-1
S-1
333-198171
8/15/2014
333-198171
8/15/2014
333-198171
9/19/2014
333-198171
9/19/2014
10.1
10.2
10.3
10.4
333-198171
9/19/2014
10.5
10-K
001-3666
2/25/2019
10.6
S-1
333-198171
9/19/2014
10.6
8-K
001-36666
1/8/2018
10.1
89
10.9+ Form of Amended and Restated Letter Agreement
dated May 6, 2014 between the Company and each
of Niraj Shah and Steven Conine
S-1
333-198171
8/15/2014
10.11
10.10+ Letter Agreement dated October 2, 2013 between
S-1
333-198171
8/15/2014
10.12
the Company and Michael Fleisher, as amended
May 5, 2014
10.11 Amended and Restated Credit Agreement dated
8-K
001-36666
2/22/2019
10.1
February 21, 2019 among Wayfair LLC, Wayfair
Inc., each other Loan Party from time to time party
thereto, each Lender from time to time party
thereto and Citibank, N.A., as Administrative
Agent, Swing Line Lender and L/C Issuer
10.12 Amendment No. 1 to the Amended and Restated
10-Q
001-36666
11/3/2020
10.14
Credit Agreement, dated August 21, 2020, among
Wayfair LLC, Wayfair Inc., each other Loan Party
from time to time party thereto, each Lender from
time to time party thereto and Citibank, N.A., as
Administrative Agent, Swing Line Lender and L/C
Issuer
10.13 2020 Incremental Commitment Joinder Agreement
10-Q
001-36666
11/3/2020
10.15
and Consent to Waiver, dated October 30, 2020,
among Silicon Valley Bank, as an Incremental
Lender, the other Lenders party thereto, Wayfair
LLC, Wayfair Inc. and Citibank, N.A., as
Administrative Agent.
10.14 Letter Agreement, dated September 11, 2017,
between Citibank, N.A. and Wayfair Inc. regarding
the 2017 Base Capped Call Transaction
8-K
001-36666
9/15/2017
10.2
10.15 Letter Agreement, dated September 11, 2017,
8-K
001-36666
9/15/2017
10.3
between Goldman Sachs & Co. LLC and Wayfair
Inc. regarding the 2017 Base Capped Call
Transaction
10.16 Letter Agreement, dated September 11, 2017,
between Bank of America, N.A. and Wayfair Inc.
regarding the 2017 Base Capped Call Transaction
10.17 Letter Agreement, dated September 14, 2017,
between Citibank, N.A. and Wayfair Inc. regarding
the 2017 Additional Capped Call Transaction
8-K
001-36666
9/15/2017
10.4
8-K
001-36666
9/15/2017
10.5
10.18 Letter Agreement, dated September 14, 2017,
8-K
001-36666
9/15/2017
10.6
between Goldman Sachs & Co. LLC and Wayfair
Inc. regarding the 2017 Additional Capped Call
Transaction
10.19 Letter Agreement, dated September 14, 2017,
8-K
001-36666
9/15/2017
10.7
between Bank of America, N.A. and Wayfair Inc.
regarding the 2017 Additional Capped Call
Transaction
10.20 Letter Agreement, dated November 14, 2018,
8-K
001-36666
11/19/2018
10.2
between Morgan Stanley & Co. LLC and Wayfair
Inc. regarding the 2018 Base Capped Call
Transaction
10.21 Letter Agreement, dated November 14, 2018,
8-K
001-36666
11/19/2018
10.3
between Goldman Sachs & Co. LLC and Wayfair
Inc. regarding the 2018 Base Capped Call
Transaction
10.22 Letter Agreement, dated November 14, 2018,
between Bank of America, N.A. and Wayfair Inc.
regarding the 2018 Base Capped Call Transaction
8-K
001-36666
11/19/2018
10.4
90
10.23 Amended and Restated Letter Agreement, dated
November 15, 2018, between Citibank, N.A. and
Wayfair Inc. regarding the 2017 Base Capped Call
Transaction
10.24 Amended and Restated Letter Agreement, dated
November 15, 2018, between Goldman Sachs &
Co. LLC and Wayfair Inc. regarding the 2017 Base
Capped Call Transaction
10.25 Amended and Restated Letter Agreement, dated
November 15, 2018, between Bank of America,
N.A. and Wayfair Inc. regarding the 2017 Base
Capped Call Transaction
10.26 Amended and Restated Letter Agreement, dated
November 15, 2018, between Citibank, N.A. and
Wayfair Inc. regarding the 2017 Additional Capped
Call Transaction
10.27 Amended and Restated Letter Agreement, dated
November 15, 2018, between Goldman Sachs &
Co. LLC and Wayfair Inc. regarding the 2017
Additional Capped Call Transaction
10.28 Amended and Restated Letter Agreement, dated
November 15, 2018, between Bank of America,
N.A. and Wayfair Inc. regarding the 2017
Additional Capped Call Transaction
10.29 Letter Agreement, dated November 27, 2018,
between Morgan Stanley & Co. LLC and Wayfair
Inc. regarding the 2018 Additional Capped Call
Transaction
8-K
001-36666
11/19/2018
10.5
8-K
001-36666
11/19/2018
10.6
8-K
001-36666
11/19/2018
10.7
8-K
001-36666
11/19/2018
10.8
8-K
001-36666
11/19/2018
10.9
8-K
001-36666
11/19/2018
10.10
8-K
001-36666
11/29/2018
10.1
10.30 Letter Agreement, dated November 27, 2018,
8-K
001-36666
11/29/2018
10.2
between Goldman Sachs & Co. LLC and Wayfair
Inc. regarding the 2018 Additional Capped Call
Transaction
10.31 Letter Agreement, dated November 27, 2018,
8-K
001-36666
11/29/2018
10.3
between Bank of America, N.A. and Wayfair Inc.
regarding the 2018 Additional Capped Call
Transactions
10.32 Letter Agreement, dated August 14, 2019, between
Goldman Sachs & Co. LLC and Wayfair Inc.
regarding the 2019 Base Capped Call Transactions
10.33 Letter Agreement, dated August 14, 2019, between
Citibank, N.A. and Wayfair Inc. regarding the 2019
Base Capped Call Transactions
10.34 Letter Agreement, dated August 14, 2019, between
JPMorgan Chase Bank, N.A. and Wayfair Inc.
regarding the 2019 Base Capped Call Transactions
10.35 Letter Agreement, dated August 16, 2019, between
Goldman Sachs & Co. LLC and Wayfair Inc.
regarding the 2019 Base Capped Call Transactions
10.36 Letter Agreement, dated August 16, 2019, between
Citibank, N.A. and Wayfair Inc. regarding the 2019
Base Capped Call Transactions
10.37 Letter Agreement, dated August 16, 2019, between
JPMorgan Chase Bank, N.A. and Wayfair Inc.
regarding the 2019 Base Capped Call Transactions
10.38 Form of Registration Rights Agreement by and
between Wayfair Inc. and GHEP VII Aggregator,
L.P., CBEP Investments, LLC and The Spruce
House Partnership LLC
91
8-K
001-36666
8/19/2019
10.2
8-K
001-36666
8/19/2019
10.3
8-K
001-36666
8/19/2019
10.4
8-K
001-36666
8/19/2019
10.5
8-K
001-36666
8/19/2019
10.6
8-K
001-36666
8/19/2019
10.7
8-K
001-36666
4/8/2020
10.2
10.39 Letter Agreement, dated August 11, 2020, between
Barclays PLC and Wayfair Inc. regarding the Base
Capped Call Transaction
10.40 Letter Agreement, dated August 11, 2020, between
Citibank, N.A. and Wayfair Inc. regarding the Base
Capped Call Transaction
10.41 Letter Agreement, dated August 11, 2020, between
Morgan Stanley & Co. LLC and Wayfair Inc.
regarding the Base Capped Call Transaction
10.42 Letter Agreement, dated August 11, 2020, between
Goldman Sachs & Co. LLC and Wayfair Inc.
regarding the Base Capped Call Transaction
10.43 Letter Agreement, dated August 11, 2020, between
Nomura Global Financial Products Inc. and
Wayfair Inc. regarding the Base Capped Call
Transaction
8-K
001-36666
8/17/2020
10.2
8-K
001-36666
8/17/2020
10.3
8-K
001-36666
8/17/2020
10.4
8-K
001-36666
8/17/2020
10.5
8-K
001-36666
8/17/2020
10.6
10.44 Letter Agreement, dated August 11, 2020, between
8-K
001-36666
8/17/2020
10.7
Bank of Montreal and Wayfair Inc. regarding the
Base Capped Call Transaction
10.45 Letter Agreement, dated August 12, 2020, between
Barclays Bank PLC and Wayfair Inc. regarding the
Additional Capped Call Transaction
8-K
001-36666
8/17/2020
10.8
10.46 Letter Agreement, dated August 12, 2020, between
8-K
001-36666
8/17/2020
10.9
Citibank, N.A. and Wayfair Inc. regarding the
Additional Capped Call Transaction
10.47 Letter Agreement, dated August 12, 2020, between
Morgan Stanley & Co. LLC and Wayfair Inc.
regarding the Additional Capped Call Transaction
10.48 Letter Agreement, dated August 12, 2020, between
Goldman Sachs & Co. LLC and Wayfair Inc.
regarding the Additional Capped Call Transaction
10.49 Letter Agreement, dated August 12, 2020, between
Nomura Global Financial Products Inc. and
Wayfair Inc. regarding the Additional Capped Call
Transaction
8-K
001-36666
8/17/2020
10.10
8-K
001-36666
8/17/2020
10.11
8-K
001-36666
8/17/2020
10.12
10.50 Letter Agreement, dated August 12, 2020, between
8-K
001-36666
8/17/2020
10.13
Bank of Montreal and Wayfair Inc. regarding the
Additional Capped Call Transaction
21.1 Subsidiaries of the Company
23.1 Consent of Ernst & Young LLP
31.1 Certification of Chief Executive Officer pursuant to
Rule 13a-14(a) of the Securities Exchange Act of
1934, as amended, as adopted pursuant to
Section 302 of the Sarbanes-Oxley Act of 2002
31.2 Certification of Chief Financial Officer pursuant to
Rule 13a-14(a) of the Securities Exchange Act of
1934, as amended, as adopted pursuant to
Section 302 of the Sarbanes-Oxley Act of 2002
32.1# Certification of Chief Executive Officer pursuant to
18 U.S.C. §1350, as adopted pursuant to
Section 906 of the Sarbanes-Oxley Act of 2002
32.2# Certification of Chief Financial Officer pursuant to
18 U.S.C. §1350, as adopted pursuant to
Section 906 of the Sarbanes-Oxley Act of 2002
101.INS XBRL Instance Document
101.SCH XBRL Taxonomy Schema Linkbase Document
X
X
X
X
X
X
X
X
92
101.CAL XBRL Taxonomy Calculation Linkbase Document
101.DEF XBRL Taxonomy Definition Linkbase Document
101.LAB XBRL Taxonomy Labels Linkbase Document
101.PRE XBRL Taxonomy Presentation Linkbase Document
104 Cover Page Interactive Data File (formatted as
inline XBRL with applicable taxonomy extension
information contained in Exhibits 101.*)
X
X
X
X
X
+ Indicates a management contract or compensatory plan
# This certification is deemed not filed for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (Exchange
Act), or otherwise subject to the liability of that section, nor shall it be deemed incorporated by reference into any filing under the
Securities Act of 1933, as amended or the Exchange Act.
93
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly caused
this report to be signed on its behalf by the undersigned, thereunto duly authorized.
SIGNATURES
WAYFAIR INC.
By:
/s/ NIRAJ SHAH
Niraj Shah
Chief Executive Officer and President
Date: February 25, 2021
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the following
persons on behalf of the registrant and in the capacities and on the dates indicated.
Signature
Title
Date
/s/ NIRAJ SHAH
Niraj Shah
/s/ MICHAEL FLEISHER
Michael Fleisher
/s/ STEVEN CONINE
Steven Conine
/s/ JULIE BRADLEY
Julie Bradley
/s/ MICHAEL CHOE
Michael Choe
/s/ ANDREA JUNG
Andrea Jung
/s/ MICHAEL KUMIN
Michael Kumin
/s/ JEFFREY NAYLOR
Jeffrey Naylor
/s/ ANKE SCHÄFERKORDT
Anke Schäferkordt
/s/ MICHAEL E. SNEED
Michael E. Sneed
Chief Executive Officer and President, Co-Founder
and Director (Principal Executive Officer)
February 25, 2021
Chief Financial Officer (Principal Financial and
Accounting Officer)
February 25, 2021
Co-Founder and Director
February 25, 2021
February 25, 2021
February 25, 2021
February 25, 2021
February 25, 2021
February 25, 2021
February 25, 2021
February 25, 2021
Director
Director
Director
Director
Director
Director
Director
94
Stock Price Performance Graph
The graph set forth below compares the five-year cumulative total stockholder return on our Class A common
stock with the five-year cumulative total return of the S&P Retail Select Industry Index and the NYSE Composite,
resulting from an initial investment of $100 in each on December 31, 2015 and, assuming the reinvestment of any
dividends, based on closing prices. Measurement points are the last trading day of each fiscal quarter during 2016,
2017, 2018, 2019 and 2020.
Note: Stock price performance shown in the Stock Price Performance Graph for our Class A common stock is
historical and not necessarily indicative of future price performance.
Period EndingIndex ValueComparison of Cumulative Total ReturnWayfair Inc.NYSE COMPOSITES&P Retail Select Industry Index12/31/1503/31/1606/30/1609/30/1612/31/1603/31/1706/30/1709/30/1712/31/1703/31/1806/30/1809/30/1812/31/1803/31/1906/30/1909/30/1912/31/1903/31/2006/30/2009/30/2012/31/200200400600800 BR94419L-0321-10KW