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Lemonade, Inc. (LMND) Q1 2021 revenue name Transcript

a close up of a logo: Lemonade, Inc. (LMND) Q1 2021 Earnings Call Transcript © offered through The Motley fool Lemonade, Inc. (LMND) Q1 2021 salary name Transcript

Lemonade, Inc. (NYSE: LMND)

Q1 2021 earnings call

may additionally 12, 2021, 8:00 a.m. ET

Contents:
  • prepared Remarks
  • Questions and solutions
  • name contributors
  • prepared Remarks:

    Operator

    CONSTELLATION brands, INC.

    decent day, and welcome to the Lemonade Inc. first-quarter 2021 earnings conference call. [Operator instructions] i might now want to flip the conference over to Yael Wissner-Levy, vice president of communications. Please go forward.

    Yael Wissner-Levy -- vice president of Communications

    respectable morning and welcome to Lemonade's first-quarter 2021 earnings name. My identify is Yael Wissner-Levy, and that i am the VP of communications at Lemonade. joining me nowadays to discuss our effects are Daniel Schreiber, CEO and co-founder; Shai Wininger, president, COO, and co-founder; and Tim Bixby, Lemonade's chief financial officer. A letter to shareholders protecting the enterprise's first-quarter 2021 financial outcomes is purchasable on our investor family members site, investor.lemonade.com.

    earlier than we begin, i would like to remind you that administration's remarks on this name may also comprise ahead-searching statements inside the that means of the private Securities Litigation Reform Act of 1995. actual outcomes might also range materially from those indicated by using these ahead-looking statements as a result of a number of crucial factors, together with these discussed within the risk elements element of our kind 10-k filed with the SEC on March 8, 2021 and our other filings with the SEC. Any ahead-searching statements made on this name signify our views only as of today, and we undertake no responsibility to replace them. We can be relating to certain non-GAAP financial measures on state-of-the-art name, reminiscent of adjusted EBITDA and adjusted gross profit, which we consider may be crucial to traders to verify our operating performance.

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    this article is a transcript of this conference call produced for The Motley idiot. whereas we strive for our silly premier, there may be error, omissions, or inaccuracies during this transcript. as with every our articles, The Motley idiot does not assume any accountability for your use of this content material, and we strongly motivate you to do your own research, together with taking note of the call yourself and studying the business's SEC filings. Please see our terms and stipulations for additional details, together with our necessary Capitalized Disclaimers of legal responsibility.

    The Motley fool owns shares of and recommends Lemonade, Inc. The Motley idiot has a disclosure coverage.

    Reconciliations of these non-GAAP monetary measures to probably the most at once related GAAP economic measures are included in our letter to shareholders. Our letter to shareholders additionally contains tips about our key working metrics together with a definition of every metric, why each is valuable to buyers and the way we use each and every to computer screen and manipulate our enterprise. With that, i could flip the name over to Daniel, who will begin with just a few opening remarks. Daniel?

    Daniel Schreiber -- Chief government Officer and Co-Founder

    first rate morning. i'm chuffed to be able to document on one more quarter of robust advances along our key efficiency warning signs. As in comparison to the first quarter of 2020, our top line, which is in force top class, grew 89% to $252 million, representing an accelerated cost of growth in comparison to the prior quarter. premium per client additionally extended at an accelerated rate to 25% year on year as recent product launches endured to bolster our economics.

    Tim will elaborate on all our numbers almost immediately. right through our last name, I spoke most likely cryptically about a new product launch we're tremendously focused on internally, and we have due to the fact that unveiled that this secret product is Lemonade automobile. in all probability that wasn't an incredible shock, however I do nevertheless get requested why vehicle assurance. smartly, when asked why he robs banks, the notorious bankrupt, Willie Sutton, answered as a result of it truly is where the money is.

    and that i can say a great deal the same element about car assurance. The automobile insurance market is about $300 billion in the U.S. on my own, and that's about 70x bigger than the renters insurance market and 80x better than the pet insurance market. it be also 3 times better than all of the homeowners market.

    And when you consider that Google developments suggests that searches for Lemonade motor vehicle coverage and Lemonade auto assurance outnumber searches to Lemonade home insurance, we accept as true with we have a combating opportunity of taking a sizable chunk out of this tremendous pie. Now, setting apart the large new market that Lemonade automobile opens up, it's going to also optimistically be a big unencumber of value for our existing groups. For one, we believe that our homeowners insurance customers nowadays already spend about $1 billion on vehicle insurance, but they have been unable to spend it at Lemonade and our impending launch will resolve for that. For an extra, we have been promoting householders assurance easily with one hand tied behind our back due to the fact that we can't bundle householders and automobile coverage in the way our rivals do.

    So Lemonade car not only opens up an enormous new market, but I do predict it to be a lift for our present owners company as smartly. The subsequent question I get requested is something like this. With such forbidding incumbents like GEICO and innovative, who've definitely done mastery over the direct-to-client auto insurance area, how can Lemonade conceivably compete? neatly, those organizations are indeed bold, and that they've been doing their issue seeing that 1936 and '37, respectively. Now they each and every have tens of billions of bucks of in force top class, and they spend billions of dollars a year on promoting and have performed so for a lot of, a long time.

    that each one adds up to actual heft and we now have gigantic recognize for these competitors as neatly we may still. however strengths and weaknesses are two facets of the same coin, and all that legacy and bulk comes on the cost of nimbleness. That could be an issue for them seeing that the motor vehicle business is going through a as soon as-in-a-century dislocation, and that can also favor the legacy free. mostly, when innovations are continual or incremental, the merits of those innovations accrue to incumbents.

    however when they're discontinuous or disruptive, they usually accrue to the improvement of disruptors or rookies. and i suppose that the transformations within the mobility space are very a whole lot of the latter kind. automobiles are relocating from being mechanical systems to being digital systems, morphing from being dumb appliances into smart robots, and from being remoted gadgets to being nodes on a community. Tesla is certainly showing the way.

    but while the majority of vehicles will take some years to be as completely related as a Tesla, their drivers already are. The smartphone every driver brings to their excursion has exquisitely sensitive sensor, enabling us to derive gravitational magnetic place and directional measurements that we will map onto using metrics like how an awful lot an individual drives, how aggressively and even if on accident-susceptible roads or on extraordinarily protected ones. finally, and in contrast to records from linked cars, smartphone-based mostly sensors also permit us to become aware of distracted using, a particularly predictive risk factor and to entice drivers across different cars they pressure rather than homing in precisely on a single motor vehicle despite the motive force who's using it. The upshot is that the information streams from vehicles and from their drivers allow us to graduate from pricing based on make and mannequin as has been carried out for generations to pricing in response to utilization and behaviors.

    This could be transformative for the vehicle coverage trade. i love to consider of the variety of precision underwriting that expertise is enabling has been corresponding to the revolution unleashed via the invention of the microscope. earlier than microscopes existed, every person thought that a drop of blood turned into only a monolithic blob. Whereas after we had microscopes, we could see purple blood cells and white blood cells and the undeniable fact that they are very erratically dispensed and of diverse sizes and function diverse behaviors.

    and i think the identical can be proper with these related streams. in its place of pricing a big community of americans as notwithstanding they're monolithic, related gadgets and related drivers permit us to do precision underwriting. This may truly be a video game changer. it be not that these technologies are unavailable to corporations like GEICO, or not it's that they could threaten their sizable book of company and undermine the aggressive potential, the old means of doing issues that they've constructed up over these many years.

    That may be why GEICO resisted telematics for a really long term and simplest reluctantly dipped their toe within the water no longer that lengthy in the past. Warren Buffett addressed this in the recent Berkshire Hathaway annual familiar meeting, and he stated right here, GEICO obviously missed the bus and have been late when it comes to appreciating the price of telematics. He introduced right here, optimistically, they'll see the light of day before no longer too long. So why do many incumbents adopt these technologies half-heartedly, and often after they do undertake them, they'll underweight their indicators and their quotes? I consider or not it's as a result of these new technologies, this means to spoil up groups that they have been treating as far as monolithic and pricing them to their standard, these new applied sciences will reveal that about half of these corporations are actually who are paying.

    they're superior hazards than typical. And the adoption of those technologies will cause reducing their rates, in an effort to mean losing premiums. and they're going to additionally reveal that the different half of those companies are underpaying, that they're worse risks than the average. And a good way to require raising their quotes, which in flip will mean losing purchasers and once again losing top rate.

    so that you can see why the all the time-linked automobile, the always-related driver introduced a reset of how motor vehicle insurance may also be structured, underwritten and priced. this is effective to gamers with out a legacy enterprise to protect and who designed their enterprise from the get-go for these emerging realities. In a minute, i'll surrender to Shai. but simply earlier than I do, i would like to change gears and handle the Texas freeze also referred to as winter storm Uri.

    This became the fierce winter storm that hit Texas and neighboring states in February and impacted hundreds of thousands inflicting power outages, icy roads, frozen pipes and unluckily, a good deal of struggling. We got about a whole yr's price of claims in the first few days, proposing an severe stress examine for both our operations and financials. The effects, we believe may still be very reassuring to our group, our purchasers and our investors. i could delivery with the operations stress check.

    on the onset of Uri, our claims event group activated our catastrophe or CAT operational manner. And people and know-how rose to the occasion and a majority of claims were utterly resolved inside one week of the storm's onset. As always, we put our clients first and are proud to have delivered superior-in-classification delightful event to them in a major time of want. web Promoter scores for our claims interactions linked to the crisis were just about 70, based on our ordinary non-CAT journey and at a stage that I trust is with out parallel in our business.

    Turning to the economic stress test. All those claims from Uri and CAT in customary in the quarter brought about 50 percentage points to our gross loss ratio. Yet our EBITDA counsel for the yr remains materially in accordance with analyst consensus ahead of the storm. The explanation is fairly standard.

    we have extensive reinsurance programs in vicinity for just such eventualities and they labored very tons as promised. All instructed, the Texas freeze was by a long way the most severe disaster Lemonade has had to contend with, and it indicates within the unexpected spike of our gross loss ratio. but it's fairly an awful lot the handiest predominant area during which it indicates. You might have expected that the years' worth of claims packed right into a single week would also crush our techniques or crush our teams or cause a degradation in consumer satisfaction or at least lead us to restate our EBITDA assistance.

    It has not. it is a powerful testament to the fiscal and operational underpinnings of Lemonade and to the resilience of our tech, americans and partnerships. And with that, let me give up to Shai for some greater updates. Shai, over to you.

    Shai Wininger -- President, Chief working Officer, and Co-Founder

    thanks, Daniel. Let me start with Lemonade lifestyles. ultimate time we spoke, i discussed that not like old products, our time period lifestyles assurance company can be launching step by step. We spent the first finished quarter publish launch ironing out the kinks via checking out and enhancing the product to make certain it promises on the Lemonade promise and offers an exquisite journey for our shoppers.

    We saw that we have made big growth in this entrance. and have moved to center of attention on becoming the term life company. On different fronts, we're happy with the rate during which our non-renters products are becoming, with householders, pet and existence representing roughly half of our new company in the last quarter, up from roughly a third a year ago. This diversification is strategically important to us.

    Our programs have turn into more and more refined at optimizing price range allocation for every product to be sure maximum ROI. Seasonal and native fluctuations sought after are average. And so after we see a decline in profitability or quantity for product A, we divert dollars to product B to maintain efficient growth. We're one after the other seeing appealing go-selling developments across our business.

    here's some of the reasons we're excited to share a new metric with you today, annual greenback retention or ADR. Our ADR has more desirable considerably in contemporary quarters, up to 81% in Q1 '21 from 70% a yr in the past. present Lemonade customers who are paying for further products are a massive driver of this improvement, contributing 7 percent aspects within the existing duration. And as we look ahead to our car launch, we see skills for a significant acceleration in ADR as neatly.

    lastly, I in fact shared Daniel's exhilaration about Lemonade vehicle and desired to share a sneak peek into how we are presently considering in regards to the product. which you can predict every thing you already love about Lemonade, now for your motor vehicle. a delightful conversation with our chatbot, Maya, will assist you get the customized household free policy in minutes. It could be a superbly designed event this is effortless and fast.

    Claims may be paid promptly and will continue to assist charities on behalf of our valued clientele. we are going to even have eye-catching pricing for ambiance-pleasant cars and EVs. here's in keeping with our company core values as a B corp and public improvement employer. we've a commitment to the public respectable.

    And so our products will, of direction, embody that as well. And with that, let me give up to Tim for somewhat more detail round our monetary outcomes and outlook. Tim?

    Tim Bixby -- Chief monetary Officer

    tremendous. Thanks, Shai. i could provide a little extra colour on our Q1 effects in addition to expectations for the 2d quarter and the entire yr of 2021 and then we are going to take your questions. We had an additional potent quarter of growth pushed by way of additions of recent clients as well as a persisted boost in premium per customer.

    In force top rate grew 89% in Q1 as in comparison to Q1 within the prior yr to $251.7 million. We believe that this metric captures the total scope of our top-line growth earlier than the affect of reinsurance and inspite of the timing of customer acquisition throughout the quarter. top rate per customer extended 25% versus the prior yr to $229 million. This increase become pushed with the aid of a mix of expanded cost of policies over time in addition to combine shift toward higher-price homeowner and pet guidelines.

    And once again, as in prior quarters, roughly two-thirds of the growth in premium per customer in Q1 turned into pushed by way of this product mix shift, including pass income and the ultimate one-third from improved coverage levels and pricing. Gross earned top rate in Q1 increased eighty four% as in comparison to the prior year to $fifty six.2 million, in response to the enhance in, in drive premium. Our gross loss ratio was 121% for Q1. This contains 50 percent points associated with the Texas freeze and different CATs.

    In Q1 2020, our seventy two% gross loss ratio protected 2 percent facets of this CAT influence. And if we exclude the CAT affect from both of those durations, our Q1 2021 loss ratio become correct based on the prior 12 months. working expenses, excluding loss and loss adjustment expense, expanded to 25% in Q1 as compared to the prior 12 months, with income and advertising rate up 52%, smartly lower than the tempo of our top rate growth. The prior-12 months G&A cost line, as a reminder, did have a onetime non-money expense of $12.2 million related to the creation of the Lemonade basis.

    We also continued so as to add new Lemonade team members in all areas of the business in aid of client and top class increase in each present and future product launches and as a result noticed raises in each and every of the other rate traces. Our international headcount grew simply over a hundred% versus the prior year to 661 with a enhanced boom rate in customer-facing departments and product development teams. Our web loss become $49 million in Q1 as compared to the $36.5 million we pronounced within the first quarter of 2020 with a peculiarly bigger client in, in force top class base, whereas adjusted EBITDA loss was $forty one.three million in Q1 as in comparison to $22.four million in the first quarter of 2020. Our complete money, money equivalents and investments ended the quarter at roughly $1.2 billion, reflecting primarily the web proceeds from our January follow-on offering of about $640 million, partly offset by the use of money from operations of $forty.3 million for the reason that yr-end 2020.

    And with these desires and metrics in mind, i may define our particular financial expectations for the 2nd quarter and an up to date full 12 months of 2021. For the second quarter, we are expecting in drive top rate at June 30 between $283 million and $288 million, gross earned premium between $63.5 million and $65 million, revenue between $26 million and $27 million, adjusted EBITDA loss of between $forty three million and $40 million, stock-based mostly compensation rate of about $13 million and capital costs of approximately $3 million. And for the complete 12 months of 2021, we are expecting in drive top rate at December 31 of between $376 million and $382 million, gross earned premium between $279 million and $283 million, revenue between $117 million and $a hundred and twenty million and adjusted EBITDA loss between $173 million and $163 million, inventory-based compensation fee of approximately $50 million and capital expenses of approximately $eleven million. And as a reminder, please word that GAAP accounting guidelines are such that ceded premiums are excluded from GAAP salary.

    because of the trade in our reinsurance structure constructive final July 1 to a significant proportional reinsurance structure, our year-over-yr income and gross margin comparisons don't seem to be directly comparable in this length. thus, we submit in force top rate and gross earned top class as metrics that we consider are positive to analysts and investors as a result of both catch the standard growth trajectory of the business earlier than this influence of reinsurance. And with that, i might like to turn the call back over to Daniel, who will tackle some questions from our shareholders. Daniel?

    Daniel Schreiber -- Chief govt Officer and Co-Founder

    Thanks, Tim. As we did final quarter, we invited our shareholders in spite of the dimension of their keeping to post questions or to upvote questions with a purpose to be certain to address the considerations that are deemed most pressing by means of our neighborhood. and looking on the most upvoted questions this quarter, we see a number of primary topics. One turned into captured via Kayun about automobiles and in particular tie-ins with OEMs and notably manufacturers of self sustaining cars.

    a further from Niel is about boom and how we're planning to outpace our rivals. Our third most upvoted question changed into from Sanjay with an addendum from Aria about how AI is advancing and even if we would agree with offering it as a provider to others. and eventually, i'd want to address a query from Dean about blockchain and decentralized coverage and whether that poses an extended-time period threat to get rid of. So let me tackle these in flip.

    So related to partnerships with automobile OEMs, i will be able to basically say that we see the vigour of that. and i predict it to trend that we will see greater of as OEMs like Tesla and others dip their toe into the world of in hint. cars as I talked about in my opening feedback are morphing interconnected platforms and that has huge implications for risk alternative, chance pricing and possibility mitigation. at the same time, I think that tons of the benefit of the linked automobile to insurers is already accessible these days via connected drivers.

    The cell no longer only does a fine job of monitoring chance components, it itself is a risk factor and a chance ingredient that can not be tracked in any other method. Reportedly, one out of each 4 vehicle accidents within the united states is caused via texting and riding. by means of some estimates, driving well distracted by means of cellphone is 6x greater prone to cause an accident than even riding while under the influence of alcohol. So while we're longing for leveraging the entire tech it is embedded into subsequent-era automobiles and perhaps to partnering with OEMs within the fullness of time, we don't consider we deserve to look forward to these linked vehicles, which remain a tiny fraction of the cars on the street to turn into well-known so as to drag automobile insurance into the digital age.

    Already today, each car, even that 1973 hand-me-down from grandma is, in impact, outfitted with a slew of precision sensors able to generating predictive insights and flow them in precise time to an appropriately knowledgeable AI. All that know-how is packed into the driver's pocket. And we plan to leverage that energy from day 1 with out looking ahead to linked automobiles to become mainstream. And to Neal's query about boom, as Tim simply recapped, we're in reality seeing not best powerful boom but accelerated boom.

    Given how younger our company is and the way terribly tremendous our market is, just made that much larger by means of entering into the motor vehicle assurance area, it be my expectation that we are going to see many greater years of very fast growth, anything which our competitors definitely do not at the present time. And provided that our unit economics continue to be match and powerful, we'll continue to lean into increase investments. that is what happened in Q1 and the yield is as I say accelerating boom in, in drive premium and in internet consumer provides. additionally, as we continue to launch new items, we have been reporting accelerated growth in our top rate per client too.

    And here too, I believe that we've a long time of giant growth forward of us. i'm hoping that addresses your query. And Sanjay requested about our AI. Given the nature of our closed-loop remarks system, our AI always receives more desirable with each consumer interaction.

    And as we extend our product offering and develop the scope of our relationships with our customers, our information turns into richer and certainly instruct our AI engine to increasingly complicated, difficulty fixing and improving capabilities. Now, there are no concrete plans for an AI day, to your question. however let me share one of the most specific examples that might also assist illustrate the a ways-achieving affects of AI expertise on our enterprise. One factor that we call Watchtower or the attention in the sky.

    We use desktop learning to investigate alerts coming from orbiting satellites in house to discover catastrophic movements all over in real time. This expertise permits us to enter into our CAT response protocols sooner than likely every other assurance enterprise and to deliver most advantageous-in-type client journey, nevertheless it additionally enables us to reduce the incidence of unhealthy risk in our ebook by using blockading campaigns and infrequently valued clientele and customer acquisition in impacted regions an awful lot, an awful lot quicker. And an additional example that involves mind is whatever thing that we name The Sixth experience. For every client or potential consumer, we're capable of assemble facts that enables us to produce some thing like a digital footprint or fingerprint and stuff like device id and IP tackle and face detection and all different different things that I won't difficult on.

    So when the customer whose claim has been denied or is suspected as fraudulent will create a brand new account and publish a brand new video project or in any other case make claims which are dishonest, we're fairly respectable at straight away detecting these and shutting them down, whatever that incumbents the use of e mail or name facilities would actually no longer be in a position to do at all. You simply can not join the dots within the extra common ways of working. And the upside of this is that we are able to trap fraud networks that up to now, to the best of our competencies, with ease went undetected and people claims would had been paid. We also use satellite tv for pc imagery and desktop imaginative and prescient to extract suggestions about residences we insure, no matter if it be roof varieties or even if there's a swimming pool or different vital alerts.

    And we do that right through the onboarding of our valued clientele. And this makes it possible for us to deliver what I nevertheless consider to be the quickest and most pleasant and most easy onboarding journey while expanding the precision of our pricing and underwriting. And we see this is one other part of our enterprise as smartly. So our customer aid and claims administration engines are very substantially driven via machine researching.

    We're capable of use know-how to automate a good portion of our customer interactions and greater lately, with definite sub groupings of interactions. for instance, in pet insurance, which we launched just a few months ago, the pet preventative claims and that we developed technology that comfortably eliminates the want for humans completely. and not only does that allow us to pay out a meaningful percentage of our claims instantly at a lower can charge, it also provides a pretty good customer experience. And it does that while allowing us, in fact throughout the board, to achieve very excessive tiers of operational effectivity and scalability.

    And we've, depending on the incumbent, we have now accomplished a ratio of about five instances, most likely greater than that, the number of valued clientele served through every Lemonade worker relative to what the business knows. So 5, sometimes 10 times better ranges of effectivity when it comes to as a minimum head count. and that is relatively impactful. So as an example, simply remaining month, we gave again to our customer help crew, whatever like 3,200 hours because our AI expertise solved and finished on a starting to be share of incoming consumer requests than they had prior to now.

    All various things the place our consumer desired to trade their tackle or recent documents or asking about their price heritage or including a companion to their policy, all different things like that. So we in fact do see this impacting our enterprise throughout the board. And with one of the vital good-notch ability on the earth in the box of laptop learning and AI at Lemonade, the development of those tools is now part of our DNA, truly has been from the get-go. And tools like this naturally don't simply have an impact on one enviornment of our enterprise.

    somewhat, the affect is very extensive and touches every point of Lemonade from customer onboarding to claims administration and in fact, to the fundamentals of our company model. And facts and laptop learning and automation, because it's constructed into the textile of our business, that's why to Aria's question, we do not see ourselves renting it out or licensing it to others. Our enterprise is vertically built-in, and the AI is deeply built-in. And this isn't some exterior bolt-on that we might license out or that we'd are looking to license out.

    it's the very essence of our company, and we are expecting it to stay that method. and at last, I are looking to address Dean's question about blockchain and no matter if it poses a chance to Lemonade. Let me say that both Shai and i and others on our crew take a keen interest in blockchain. We basically are each moderately invested in crypto with events towards gaps and certainly DeFi, decentralized finance.

    These are potent applied sciences and paradigms. and i do consider there are some purposes for these technologies in certain areas of assurance. as an instance, Nexus Mutual is performing some very entertaining work on ensuring wise contracts. And so I do think decentralized finance and blockchains like Ethereum existing alternatives for businesses like Lemonade to build new items that make certain new realities and new courses of assets.

    however I do not, for the second, see how they could deliver an option or develop into a possibility to the kind of items Lemonade presents these days. homeowners, existence, pet, motor vehicle assurance, These cannot be profoundly betted by crypto. And here's why. Decentralized finance, DeFi as it's regularly occurring, its vigour comes from the trustless nature of the blockchain.

    And when deciding on even if an enormous world adventure has took place, Oracle, as they're generic, offers an honest option to pump true-world routine into sensible contracts in a thank trustless way. So If I wish to region a bet on a blockchain prediction market on the outcome of an election, for example, there are systems and protocols so one can allow a wise contract to know if the event occurred and it does that in a thank trustless approach after which it could possibly settle the bet therefore. The same would practice to guaranteeing towards definite extremely visible consequences, say, where there is some big concept took vicinity on a given day or whether a landmark constructing changed into standing on a given day. but when the question at hand is whether or not my computer was stolen at my native coffee store, there definitely is not any API for that tips and asking the neighborhood to reside coin and vote with be terribly inefficient, and i suppose probably produce very unfair outcomes anyway.

    personal lines assurance is essentially about have confidence. and that's why at Lemonade, now we have worked so difficult to build a trusting and trustworthy business. it be definitely developed into the fabric of our business, into the enterprise mannequin, into the video game thought and behavioral economics upon which Lemonade relies. So trustless own -- excuse me, trustless own traces insurance, as a minimum the usage of the present state-of-the-paintings of blockchain aren't an improvement on what we've already constructed.

    So whereas the realm of DeFi opens up new alternatives, new products, new markets, I do not see yet how it will also be leveraged to do a stronger job at what Lemonade does these days. i will be able to say notwithstanding that if future trends change that assessment, that you may be sure that we will be at the innovative of setting up and deploying them. And with that, let me turn the call back over to the operator, if you want to now take some questions from our chums on the street.

    Questions & solutions:

    Operator

    [Operator instructions] today's first question comes from Matt Carletti with JMP. Please go ahead.

    Matt Carletti -- JMP Securities -- Analyst

    hi there, thanks. good morning. Daniel, i wanted to ask first query on auto. you will have talked rather a little bit during the past in regards to the flywheel at Lemonade and type of how your computer systems get smarter with time, kind of the greater iterations they get to move through.

    And in other places in auto, principally telematics, now we have considered other companies form of move through that technique and it could take three, 4 years to kind of hit their stride and get their issues zeroed in. are you able to help us square these two? and how for Lemonade sort of you're going to hit the floor working along with your auto product? Will you do the telematics in-residence or might we expect to peer you take competencies of outsourced enterprise like CMT or real movement that is way down that direction already?

    Daniel Schreiber -- Chief government Officer and Co-Founder

    So there may be a number of factors that I consider will interplay here. And we're no longer giving too a whole lot assistance about exactly what we're doing in motor vehicle except we're able to launch, however i'll are attempting and provides you ample to give you a sense of how we're considering this stuff. So the primary is that as insurance groups have found lengthy ago, alerts from driving and drivers and different facets of the car assurance product are very powerful, nonetheless it is also first rate to get indicators from outside. In different phrases, good valued clientele in householders items tend to be good valued clientele in car assurance as smartly.

    responsible human beings tends to express their responsible nature across different things when at home and when out of domestic as well. So with 1 million customers that we are going to be targeting who are on our books and have vehicle assurance, we will at least have a good bit of statistics earlier than we even promote and judge to whom to advertise our new products. So this is one aspect that i would say. And the 2d is that some elements of bearing on of telematics is a depend of public checklist.

    So we don't have to start utterly from the standstill. the way the insurance space works in the united states is that we can take a glance at how different behaviors, distinct telematic alerts had been rated by using competitors. And a great deal as we do with all of our items, when we delivery, whether we do not need our personal facts, we do tend to use the best available facts accessible as a place to begin and then we refine it over time. So instead of simply guessing, we're actually in a stunning effective place to get the top-quality practices which are accessible nowadays as a starting point and then construct on them.

    Frankly, whether the alerts are amassed via one know-how or yet another and you mentioned a couple of vendors is a secondary query. In other words, there's two things which know-how is collecting the sensory statistics and kind of sending it domestic. after which secondly, how are those rated as an coverage ranking factor. And as I say, despite how the technology has developed, the score components that are being applied by using competitors these days is a be counted of public list and may function our beginning element.

    Matt Carletti -- JMP Securities -- Analyst

    it truly is very advantageous. thanks. and then one other if I may simply on Uri and the Texas, the MPS score of 70 on the claims, which is relatively impressive. actually, the question is, what do you intend to do with that? Like it truly is a true asset.

    should we predict to see some form of advertising and marketing crusade in Texas or elsewhere based mostly upon that? have you ever viewed any just type of note of mouth in new consumer trends following the storm?

    Daniel Schreiber -- Chief government Officer and Co-Founder

    we now have had -- we perpetually have satisfied consumers spreading observe of mouth. They are inclined to tweet about their experiences, in case you look at the Lemonade's Twitter deal with, you'll see a substantial amount of people talking about their decent journey. And we do see referrals from shoppers on a gorgeous standard groundwork. or not it's no longer nearly Uri.

    it's in regards to the continuous day in and day trip, an obsession with high stages of client satisfaction right through the existence cycle. So I do not know that there will be a Uri certain event. i'm not sure how tasteful that would be, however the idea that treating valued clientele well and delighting them and getting to excessive NPS does yield lengthy-term price to the enterprise is a components that we're very committed to.

    Matt Carletti -- JMP Securities -- Analyst

    fair ample. thanks very an awful lot for the solutions.

    Daniel Schreiber -- Chief executive Officer and Co-Founder

    thank you.

    Operator

    And our next query these days comes from Michael Phillips with Morgan Stanley. Please go ahead.

    Michael Phillips -- Morgan Stanley -- Analyst

    Thanks. decent morning, all and sundry. Congrats on the information and looking out forward to seeing how it develops. So one query there too for me on the different facet.

    I bet can you talk about I bet perhaps -- you mentioned how no impact in guidance for the year in premiums in drive considering the fact that you are no longer even to working out yet. however I guess you're doing stuff there. So perhaps speak on have an effect on on either side of the underwriting margin, each on the price facet -- I assume you might be hiring people and perhaps doing some filings and things like that. So I do not know if there is going to be some -- probably a bit bit of force on the expense side.

    and then might be a little bit long run, once you are are living, concepts on the loss ratio aspect. however you are decent and been around for ages, new business does have somewhat of a higher loss ratio. So any drive you could are expecting there on the loss ratio aspect on that? So these two facets, please.

    Tim Bixby -- Chief fiscal Officer

    Yeah. hello, Mike. it's Tim. So a few ideas there.

    As we have with prior launches, we now have taken into account doubtless the titanic majority of the anticipated costs and are reasonably conservative on the right-line affect. And we have taken that strategy also with automobile. motor vehicle is a bit extra amplified. it be a much bigger product.

    there may be a bigger crew concentrated on it. really, the greatest team in the business from a construction perspective is focused on car as we noted, and it be an extended lead time. So we expect to launch it, nevertheless it's now not within the subsequent couple of months. So for the -- this full yr, i might predict you might have obtained the big majority of our fees.

    we have -- we expect some of those unknowns, and we now have performed that during the past. As we get nearer to a more concrete launch date, then surely, we'll update how we see the exact-line developing from the vehicle launch. but here's consistent with how we've got completed the prior launches with existence, with pet and our shift to householders. From a loss ratio perspective, we variety of face this already these days.

    So we've said what we believe of as a new company penalty, which is in case you launch new products, you enter new markets, you usher in a new category of customer. issues are a bit bit more difficult, however that's within the model nowadays. So Daniel cited that whatever like half of our enterprise at this aspect coming in is something apart from renters. So new things are a significant a part of the book these days, householders, pet, lifestyles now starting up.

    So this is anything we've got handled in the past. We do know that car, it's a different animal. or not it's a much bigger market. there may be extra challenges.

    but once again, I think i'd element you again to our initial comments that some of these uncertainties, some of those disruptions, we think can favor the greater agile company. And here's anything we have now, I believe, carried out fairly neatly with in three consecutive product launches simply during the last year or so. So we're gearing up and we're excited for the launch when it comes.

    Michael Phillips -- Morgan Stanley -- Analyst

    good enough. Tim, does that imply -- I mean certainly, you will not have any policies yet and also you have not rolled it out or launched it. So no have an impact on on the advice for in force top class. Does that mean the counsel for the year on EBITDA contemplates to your incremental fees from the rollout?

    Tim Bixby -- Chief financial Officer

    It contemplates the entire expenses we are expecting to hit this 12 months, yeah. And so -- and yeah, yeah. it's about it.

    Michael Phillips -- Morgan Stanley -- Analyst

    ok. Cool. and then a separate question. You outlined a couple of times in the letter, I just wanted possibly a bit more particulars on new entry facets for consumers and type of new channels that you just're seeing or the use of.

    can you speak a bit bit greater about that?

    Tim Bixby -- Chief monetary Officer

    Yeah. I consider it's a theme, appropriate? So or not it's now not a sudden new exchange that we're seeing. but a part of the purpose we're capable of boost our advertising effectivity -- really, this quarter, I believe we introduced in something like forty% greater greenbacks for each dollar invested, and that's after rather tremendous growth final year. And so we're continuing to peer improvement in advertising efficiency, which on the scale at this time is a superb factor to peer carrying on with.

    when it comes to the channels, we're all the time looking and checking out new channels. The precise indicator, I feel, is the share of the purchasers that come through the greatest channels. And that has declined, which is first rate news. We're less dependent on the greatest channels continuously over time.

    a couple of years ago, anything like 90% of our business became coming during the largest channels. That has more advantageous out to eighty% last yr and whatever like 70% now. So gigantic channels, by way of definition, there is slightly of an eighty, 20 rule, however we're carrying on with to see diversification. We're trying out new channels.

    once more, you are no longer -- i wouldn't hang your breath for tremendous Bowl adverts, however we're energetic in all the locations the place we think our shoppers are spending time, and no matter if it's online, whether it's social media, whether it truly is Google, fb, YouTube and kind of the regular suspects, however additionally complemented with the aid of more moderen channels that we're trying out. and that i would are expecting that awareness to continue to diversify over the coming couple of years.

    Michael Phillips -- Morgan Stanley -- Analyst

    adequate, thank you, Tim. recognize it.

    Operator

    And our subsequent query today comes from Jason Helfstein with Oppenheimer. Please go forward.

    Jason Helfstein -- Oppenheimer & Co. Inc. -- Analyst

    Thanks. First, I simply wish to say our concepts are with the crew in Israel with everything this is happening. Two questions. One, Tim, you simply mentioned within the closing query, you're leaning extra into advertising and marketing.

    just -- is there a method to kind of quantify such as you're leaning greater into advertising but you might be also seeing bigger lifetime price and how you can evaluate that versus a yr in the past on the IPO or do you desire us to form of use that retention metric that you just're saying as a reality. So just a few extra colour on, once more, how these advertising investments are truly -- how they connect with larger LTV? and then is -- secondly, is there a method to suppose about what the adjusted gross earnings would were without the 50 facets of CAT have an effect on? just the exact dollar adjustment, did you ought to take any of that for your gross income line?

    Tim Bixby -- Chief fiscal Officer

    bound. So delivery off with the advertising comment or question. So leaning in is basically two things. or not it's spending greater greenbacks in absolute terms, but additionally searching for endured effectivity positive factors.

    Now the counter drive to that is we're doing new things. So we're launching new items. Pet continues to grow definitely nicely. existence is awfully new and nascent.

    And so while we're at all times concentrated on acquiring profitable valued clientele, we are going to be a little bit extra aggressive on constructing our more moderen products and our greater mature products. Renters, for example, i might think it's the most mature, the returns continue to be very powerful. And so whereas we'll no longer proactively go after unprofitable business, these are the two balances. and then possibly think of traditionally, there may be been a ratio of our advertising spend, which is our direct increase spend as a p.c of total sales and advertising, it truly is a bunch we have disclosed, it be within the Q.

    That ratio has been kind of 70% to seventy five%. it is persisted in that range, and that tells you because the absolute bucks boost, we're able to keep that ratio. And so by means of leaning in, that is truly what we're . From a gross income standpoint, rough order of magnitude, and here is a part of the rationale we're capable of, I suppose, have a very good outcome with the Texas freeze, part of it's the improvement of timing, appropriate? So we had a bit bit of a preview on our last quarterly call as a result of we failed to have all of the suggestions, but we had a very good volume of assistance to support book us.

    The universal losses had been in the roughly mid-$20 million range. The influence on us because of our percentage of reinsurance is roughly 25% of that. So i might believe of that and it's somewhat embedded within the gross earnings number. however i would believe of 25% of that total number is the rough affect.

    Absent that, you might have considered the nice 12 months-on-yr boom in gross earnings as we have now considered in prior quarters.

    Jason Helfstein -- Oppenheimer & Co. Inc. -- Analyst

    thank you.

    Operator

    And our subsequent question today comes from Ross Sandler of Barclays. Please go ahead.

    Ross Sandler -- Barclays -- Analyst

    hey. Daniel, one technical question after which one for Tim. Daniel, so how might the IOS 14.5 replace with IDFA impact the enterprise's potential to compile records from the phone. i know that's been a part of the method in the past.

    and how vital is telephone facts versus the suggestions that consumers supply you in the onboarding circulation? and then, Tim, thanks for the new metrics around retention. I think Shai noted that 7 elements of the fresh eleven-element increase become from bundling products. Is that in the main the story or is there anything else it really is riding up that retention rate? and that i believe the definition is a bit diverse than what changed into within the S-1. may you simply bridge the difference between the fresh disclosed retention and the S-1 retention? Thanks lots.

    Daniel Schreiber -- Chief govt Officer and Co-Founder

    sure. first rate to seek advice from you. Thanks for the questions. The Apple adjustments don't materially have an effect on us as most suitable we will tell.

    For one, we are typically cell heavy -- sorry, internet heavy in terms of -- when it comes to our onboarding. So loads of our transactions ensue on sites. however we do not do anything else other than when purchasers are locked in. And certainly, it's an outstanding time to reiterate, we don't sell the information.

    We do not use the facts. We do not have promote. We don't do the rest with the records aside from use the information just for the functions of the app itself. So we're in relatively safe waters, and we don't see the rest meaningfully altering in how we operate or our capacity to collect or use facts altering actually in any respect as a result of 14.5.

    Tim Bixby -- Chief fiscal Officer

    And Ross, when it comes to the retention metrics. So simply as a refresh, in view that a year in the past, due to the fact that the S-1, we now have mentioned consumer retention, unit retention, the number of shoppers that we keep over time. That has persisted to be stable. without doubt, lots greater absolute numbers, a good deal higher market, a good deal improved penetration in the U.S., and that retention has endured to be stable.

    We do -- and bear in mind, these growth fees, 80% plus annual growth quotes, but the bulk of our business are first-year purchasers. And so sustaining and conserving and seeing some development in these retention quotes is a true high quality that we see. the brand new metric annual greenback retention is, adequate, in those cohorts that you're preserving, what are they spending? and that they're continuously spending extra over time. a couple of issues are occurring.

    One is we've numerous products to sell them. So sure, cross-promoting is a key part. So today, we have received consumers who can have two policies and in reality, three guidelines with the addition of lifestyles and optimistically, we are going to add to that with car before too lengthy. We're additionally seeing increased insurance amounts even though.

    So americans get a bit more knowledgeable. we've outreach programs. They turn into a little wealthier. All that can power a better level of coverage and enhanced usual top class.

    it be in reality a mixture of those. So the S1 metric is very particular to a 12-month duration. The dollar retention now definitely captures all of the other ways that we are able to generate greater price from customers as we hold them.

    Operator

    thank you. And our subsequent query nowadays comes from Ralph Schackart with William Blair. Please go ahead.

    Ralph Schackart -- William Blair -- Analyst

    hi, good morning. Thanks for taking the query. Two, if I could. First, kind of going returned to the primary query.

    simply curious how a whole lot of the auto coverage pricing can be in the beginning based on third-birthday party statistics sources? and maybe more importantly, maybe communicate to your potential and opportunity to leverage your own connected auto and driver statistics over time, the way you consider it is going to be sort of an potential or a big potential probably compared to incumbents. after which 2nd, your cleanse procedure historically has been widespread to be very kind of trouble-free, frictionless. i'm simply curious with auto, will or not it's an identical journey or system with the intention to require an easy picture or video to be submitted to the bot? simply curious how that kind of submission technique looks versus your latest products. thanks.

    Daniel Schreiber -- Chief govt Officer and Co-Founder

    bound. hello. So Shai hinted that a few of this in his prior feedback. i may take your 2d query first, which is that lots of the experiences that our valued clientele have come to affiliate with Lemonade will completely be carrying over into the car product.

    So once more, without being too certain about how with a purpose to work, the concept of getting a trouble-free adventure, first rate claims, a fine deal of automation and seamlessness is whatever that we're very dedicated to. and that i believe everyone who's been looking ahead to this product could have felt that the wait changed into price it. this is going to be a very wonderful and i believe compelling product, which will be differentiated in terms of the event quite vastly from what's accessible today. So I feel that may be relatively enjoyable.

    And sure, the types of issues that you just're asking me about are the sorts of issues that you should expect to discover seamlessly integrated into the product. in terms of the facts units, it be worth distinguishing between information sets and rating rules. so that you, Ralph, today, wouldn't have the records that a GEICO or progressive or State Farm has. but in spite of this, that you may go in and see how they rate in line with the quotes and types that they have filed with regulators on a state-by means of-state basis.

    So the lookup desk that says, make and mannequin is weighted this a whole lot and driving adventure is weighted this a lot and credit score ranking if it be used is weighted this a great deal, and many others. All these factors are available. despite the fact that you do not have that records at hand, you can know the way that statistics is deployed. And my earlier remark become in fact saying that the bloodless start problem of why we've got obtained a great circulate of facts coming in because from day 1, we will have very rich information coming from our shoppers.

    but you have not had the cycle to know a way to map these statistics onto risk elements and therefore, onto prices, that problem receives solved through the use of the current costs which have been permitted by regulators for others, and you may see how different possibility factors have been rated. And that gives a very amazing starting element. What we've completed with different products, and i predict we will do with consumers smartly is beginning there and then have our remarks loop make us smarter and with a bit of luck, we achieve parity relatively quickly after which we become with an advantaged play. however it really is how we birth and the way we solve for the issue.

    So it be no longer so a whole lot a scarcity of information or using anyone else's records. or not it's about the use of score components and weights that regulators have accredited and mapping them onto facts that we ourselves will generate. I think -- i am simplifying, but I feel in wide strokes, that offers you a way of how we strategy this.

    Ralph Schackart -- William Blair -- Analyst

    exquisite. it really is useful. Thanks, Daniel.

    Operator

    And our subsequent query these days comes from Tracy Benguigui with Barclays. Please go ahead.

    Tracy Benguigui -- Barclays -- Analyst

    thank you. respectable morning. You outlined that as you grow in auto, that could also have a boom have an effect on in homeowners. and i'm simply questioning in case you could supply some context to us of how we should still think about the normal CAT load in the future as householders will become a extra significant a part of your enterprise combine.

    Tim Bixby -- Chief fiscal Officer

    So i would suppose about a couple of issues. I feel there may be perhaps two questions there. I suppose there may be just most likely with a bit of luck, pent-up demand in all probability in our consumer base for those valued clientele who may favorite to have dissimilar policies or a bundling improvement. no matter if or not it's for cut price or can charge or ease of use or whatever, we found that extra policy kinds brings us improved outcomes, better value per customer, improved retention, greater customer delight.

    We don't see vehicles any distinct. definitely, the motor vehicle can also be more of a driver for a lot of shoppers. From a CAT point of view, our transition to a less targeted book of enterprise in the renters product and more in householders can have an accelerated influence on the CAT node, however stronger diversification throughout the country, which has been huge. We began out in three or four states.

    We're now in near 50 states counting on the product. So we're starting to see the opposite impact the place we're extra various throughout the nation. So our greatest states was a larger share of the business, now it's declining. So there may be variety of opposing forces I believe which will stream the loss ratio influence around.

    it is common that motor vehicle suppliers tend to have a a little bigger loss ratio. That effect is not misplaced on us. it's some thing we are going to believe about as we get closer to issues just like the discounts in pricing, but I believe it's a little untimely for us to say a whole lot about that.

    Tracy Benguigui -- Barclays -- Analyst

    adequate, anticipating hear more about that sooner or later. I wouldn't have any further query.

    Tim Bixby -- Chief economic Officer

    thank you.

    Operator

    And our next query comes from Arvind Ramnani with Piper Sandler. Please go ahead.

    Arvind Ramnani -- Piper Sandler -- Analyst

    hello. Congrats on a good quarter. I also desired to ask about auto insurance. considering this auto market is very significant, how are you brooding about cadence of advertising and marketing and planning of valued clientele? Are you at the beginning going to present this just your present consumers and then you'll open it up to new purchasers.

    i used to be just trying to get an realizing of your go-to-market method.

    Tim Bixby -- Chief economic Officer

    Yeah, or not it's a little early. We're no longer reasonably to the point where we're able to give greater specifics concerning the launch. we are going to try this as we get closer. but i might seem to our recent launches of other items as a guide.

    we now have found there could be large pent-up demand for all of our all of our items. truly, you'll see as many searches for Lemonade automobile assurance as you could for products that we actually at the moment promote. So that is an outstanding indication. now we have unfolded the funnel to compile e mail addresses and activity from competencies valued clientele as of a number of weeks in the past with the announcement.

    So this is a further approach that we variety of get a pretty good feel for the market acceptance. Our existing client base is absolutely the most wonderful vicinity to start, 1 million-plus customers, 1.1 million purchasers. And what we found with the pet launch and we're starting to see variety of the eco-friendly shoots and the lifestyles launches, there are individuals for whom the Lemonade product is a choice factor. when we launched Pet, there were dozens of alternative ways and vendors where you could get pet insurance, yet we had ratings and ratings of shoppers in the first day, purchasing pet insurance from us.

    And so that tells you that there's something in regards to the Lemonade brand, the Lemonade adventure it's diverse. And so i would hope that we'll see that equal dynamic for automobile whatever like half of our new existence customers and our new pet purchasers -- or present shoppers as hostile to the different half the place individuals who're new to Lemonade. So those, I consider, are good guideposts, And we are going to share extra -- we will share extra before too lengthy as we get smarter about our specific launch.

    Arvind Ramnani -- Piper Sandler -- Analyst

    fantastic. and i know I neglected this, but two in reality brief ones. simply from a regulatory point of view, what number of states will you delivery with?

    Tim Bixby -- Chief economic Officer

    we now have no longer announced that in particular. however again, i might factor to our other launches. we would like to have a large launch, but we're also -- pace to market is important, so it can be a balance of those two. but we will be launching in a great percentage of our customer base.

    And once more, as we get it closer, some of the regulatory hurdles can be a little unpredictable in terms of timing. We do be aware of the effect, however we do not always understand the accurate timing. And so again, it truly is part of what the precise focus is that this yr, is both internally, the product and the client journey, but additionally the external regulatory ambiance, we are able to -- we're parallel pathing on all of these efforts.

    Arvind Ramnani -- Piper Sandler -- Analyst

    first-rate. and i understand you clarified kind of margin have an impact on from investments. You should make pleasing the order product. however have you -- does tips -- revenue tips encompass auto or -- is it simply auto as covered or is it just on the margin influence?

    Tim Bixby -- Chief fiscal Officer

    So the -- now we have not given particular dollar figures, however i can e book you in a couple of ways. So in case you examine our worker base, 661 employees, about half of those are consumer-facing and about 25% are product and engineering. And so where you see nowadays, many of the focal point and the trouble for our new product launch is within the product and expertise area. And so while we're carrying on with to rent and those numbers will develop over the path of the yr, a major percentage is already reflected in that number and is definitely mirrored in the advice for the rest of the yr.

    The consumer-dealing with investment comes closer to launch. And so once again, we've layered into the suggestions, all the prices we are expecting to incur this year in line with our current launch plans and well-nigh no excellent-line have an effect on. So it's a pretty conservative strategy. it's the biggest crew in -- within the tech group focused on automobile however everything is layered into the tips.

    Arvind Ramnani -- Piper Sandler -- Analyst

    neatly, thanks.

    Operator

    And our subsequent question these days comes from Josh Shanker with financial institution of america. Please go ahead.

    Josh Shanker -- bank of the usa Merrill Lynch -- Analyst

    thank you for taking my query. Is there any detail you can give us on gross top class in force or coverage combine by classification? And if there is any alterations to your typical premium with the aid of category from tips given prior S-1 from that?

    Tim Bixby -- Chief fiscal Officer

    I can give a little bit of colour on that. So one of the crucial issues we stated is that our new company coming in is heading towards roughly 50% renters. in the past, that turned into greatly better and that is the reason been declining -- not declining, however the home, pet and existence has been starting to be at a stunning healthy clip. So now that mix is nearer to 50-50.

    The ordinary e-book of company is now 50-50. it really is the brand new company coming in. So the ordinary booklet of company is heading that direction. Pet in combination is still operating around 10% of the ebook and residential homeowners nonetheless in 30% latitude.

    So believe of it as likely roughly 40% of the typical is new products. existence just getting begun.

    Josh Shanker -- bank of the united states Merrill Lynch -- Analyst

    and that's on a top rate foundation -- or this on a policy basis -- premium foundation, now not a coverage groundwork?

    Tim Bixby -- Chief economic Officer

    yes, that is correct. On a policy groundwork, nevertheless roughly -- the shift has continued roughly ninety% of our customers, on a customer count number basis, are renters. And the stability, property owner and pet policies.

    Josh Shanker -- bank of the united states Merrill Lynch -- Analyst

    And no material adjustments in general fee per policy over the last few months or six months I should say?

    Tim Bixby -- Chief economic Officer

    No dramatic alterations. proceed to move developments and basically the combine shift using the majority of the boost in top class per client, however there may be all the time roughly a 3rd of that top rate per client trade has persisted to be pushed via better insurance, extra so than fee raises.

    Josh Shanker -- bank of the us Merrill Lynch -- Analyst

    and then on pet, to what extent are you expanding the TAM? And to what extent are you having assurance consumers -- switchers from a different provider's policy?

    Tim Bixby -- Chief financial Officer

    I won't have the change percent at hand, and i'm not sure we've disclosed that yet, but we are able to probably comply with up on that if it's some thing we've shared. or not it's definitely a mix of individuals who are first-time buyers of pet assurance as well as some switchers. it be a a whole lot much less penetrated market. So in the U.S., it appears to be a more suitable chance that somebody has no longer had pet insurance earlier than, but it really is all I have at hand presently.

    Operator

    [Operator signoff]

    length: 64 minutes

    name contributors:

    Yael Wissner-Levy -- vp of Communications

    Daniel Schreiber -- Chief govt Officer and Co-Founder

    Shai Wininger -- President, Chief operating Officer, and Co-Founder

    Tim Bixby -- Chief economic Officer

    Matt Carletti -- JMP Securities -- Analyst

    Michael Phillips -- Morgan Stanley -- Analyst

    Jason Helfstein -- Oppenheimer & Co. Inc. -- Analyst

    Ross Sandler -- Barclays -- Analyst

    Ralph Schackart -- William Blair -- Analyst

    Tracy Benguigui -- Barclays -- Analyst

    Arvind Ramnani -- Piper Sandler -- Analyst

    Josh Shanker -- bank of the united states Merrill Lynch -- Analyst

    more LMND evaluation

    All salary name transcripts


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