Full-Year Net Sales and Stability
Net sales were flat at $423.0M for fiscal 2025, stabilizing after declines of 35% in 2023 and 8% in 2024; company exited the year with improving sell-through trends and positive December sell-through in key accounts.
Fourth Quarter Revenue Growth
Q4 net sales were $105.1M, up 4.3% year over year, led by strong holiday performance across professional and DTC channels.
Strong Professional Channel Performance
Professional channel net sales in Q4 increased 18.9% year over year to $36.8M; professional channel net sales grew 5.5% for the full year as management reengaged pros via blitz activations, education, and backbar offerings.
Direct-to-Consumer Momentum
DTC grew 6.6% year over year in Q4 to $43.6M and 3.1% for the year, driven by a revamped digital strategy, strong holiday/wash-and-shine kit performance, and outperformance on TikTok Shop.
Improved Gross Margins and Cash Flow
Adjusted gross profit margin was 70.6% in Q4, up 200 basis points YoY; fiscal 2025 adjusted gross margin was 71.8% (up 40 bps). The company generated positive operating cash flow of $58.7M for the year and ended the quarter with $318.7M in cash.
Adjusted EBITDA and Margin Stabilization
Adjusted EBITDA for fiscal 2025 was $93.9M representing a 22.2% margin. Management describes this margin range as a stabilized base for executing the transformation and long-term growth.
Brand Relaunch and Measurable Marketing Uplift
Brand relaunch produced measurable gains: brand awareness +7%, sentiment +3%, earned media value +14%; engaged ~4,000 creators and generated ~2 billion impressions during 2025 campaigns.
Innovation Pipeline and Strategic Acquisition
Company delivered four of the top five prestige hair care launches (Circana) in 2025, launched No. 3+, claims of clinically proven results (3x stronger, 3x softer after one three-minute use), and completed acquisition of Pervala Bioscience to expand bio‑inspired innovation and white space opportunities.
Working Capital Discipline
Inventory decreased to $60.2M from $75.2M in 2024 (down $15.0M), reflecting improved working capital management amid transformation efforts.