Barnes & Noble Education (BNED) investor relations material

Strategic transformation and market positioning

• Evolved from a traditional bookstore to a deeply integrated B2B2C platform serving over 1,000 campuses and nearly 6 million students nationwide, focusing on affordability, access, and student success.

• Maintains approximately 30% market share in U.S. college bookstores, with scale, infrastructure, and exclusive institutional relationships as key differentiators.

• Addressed key industry trends: affordability, digital transformation, student outcomes, and operational efficiency, aligning solutions with institutional priorities.

• Deep institutional relationships and embedded technology position the platform as a trusted partner for higher education institutions.

• Integrated platform supports both physical and digital course materials, campus retail, and financial aid solutions.

Growth drivers and business model evolution

• First Day® and First Day Complete® programs have transformed course material delivery from transactional sales to recurring, subscription-like models, improving affordability and student preparedness.

• First Day Complete® adoption has grown from 14,000 students in 2019 to a projected 1.4 million by fall 2026, now active in 232 of 647 physical locations, with over 400 additional opportunities for conversion.

• Each campus conversion to First Day Complete® typically doubles course material revenue and drives ongoing participation growth of 5%-10% annually.

• Expansion into adjacent categories (Room Service, technology, graduation products) and partnerships (Fanatics, Lids) are diversifying revenue streams and deepening campus engagement.

• Additional growth from merchandising, retail, and high-margin partnership opportunities, expanding wallet share across the campus ecosystem.

Financial performance and outlook

• FY26 revenue projected at $1.71B–$1.72B, a 3.4% CAGR since FY22, with First Day® programs expected to represent 44% of total revenue.

• First Day® program revenue is projected to grow from $474M in FY24 to $754M–$760M in FY26, a 26% annual growth rate.

• Adjusted EBITDA improved from negative in FY22/23 to $75M–$77M in FY26, with guidance of $85M–$92M for FY27, reflecting 16% growth at the midpoint.

• SG&A as a percent of revenue declined from 24% in FY22 to 17% in FY26, driven by process optimization and technology investments.

• Total debt reduced by ~$155M since FY22, with FY26 debt at $71M, ~70% lower than FY22, and a new quarterly dividend of $0.08 per share starting July 2026.