Lemonade (LMND) investor relations material

Growth and financial performance

• Achieved 33% IFP growth, marking 11 consecutive quarters of accelerating growth and significant profitability improvements, with a target of sustaining 30%+ growth for the foreseeable future.

• Customer growth reached 23% and premium per customer increased by 8%, with expectations for this trend to continue through next year and upward pressure anticipated by 2028 due to product mix shifts.

• Car insurance grew 60% year-over-year, with expansion plans to cover the majority of the U.S. by the end of next year, leveraging regulatory efficiency and AI automation in filings.

• LAE (Loss Adjustment Expense) reduced to 5%, well below the industry average, with ongoing improvements across all products driven by AI and automation.

• Positive EBITDA is expected in Q4, with solidly positive full-year EBITDA next year and net income projected within a year after EBITDA turns positive.

Operational efficiency and technology

• Automation and AI have enabled rapid product and state launches, reducing rollout times from months to weeks or days, and improving efficiency in regulatory filings and financial processes.

• AI-driven improvements have not yet fully optimized cross-sell and retention, but significant progress has been made in back-office and operational workflows.

• The company rates itself as a "one" on a ten-point AI deployment scale, indicating substantial room for further AI-driven transformation, though it is ahead of industry peers.

• Cost of deploying AI has remained manageable, with no major budget overruns.

Strategic outlook and capital allocation

• Structural cost advantages are expected to show up in pricing, with a focus on maximizing gross profit dollars rather than margin percentage.

• Gross loss ratio is expected to remain in the mid-60s, with risk mitigation through reinsurance and product mix management.

• Recent improvements in the synthetic agents program have reduced the cost of capital, providing more flexibility to pursue growth.

• Once consistently profitable, the primary bias will be toward reinvesting in growth, with buybacks or dividends considered only if growth moderates.