Significant Adjusted EBITDA Improvement
Adjusted EBITDA loss narrowed to $4.0M in Q4 (an improvement of $23M or 84% year-over-year) and full-year adjusted EBITDA loss improved to $31M, a $113M improvement versus 2024 (about 79% improvement).
Material Gross Margin Expansion
Gross margin was 24.6% in Q4, up 160 basis points year-over-year; full-year gross margin improved 390 basis points to 24.7%, driven by better vendor negotiations, improved product mix, tighter inventory controls and structural freight/returns changes.
Top-Line Stabilization Signals
Management reported the year-over-year revenue gap narrowed meaningfully in Q4 and early 2026 has shown low- to mid-single-digit year-over-year revenue increases; the company is targeting low- to mid-single-digit revenue growth for full-year 2026 (e-commerce base).
Operational Efficiency and Cost Reductions
Sales & marketing spend decreased by $15M and improved efficiency by ~350 basis points as a percent of revenue; G&A and tech expense decreased by $15M year-over-year to $33M, and the company exceeded its commitment to achieve a $150M annual run-rate reduction.
Improved Customer and Order Metrics
Average order value (AOV) improved 7% in Q4; orders delivered increased 13% quarter-over-quarter (Q4 vs Q3 2025), indicating improving activation and fulfillment performance.
Better Cash Flow and Working Capital Progress
Full-year cash used in operating activities improved by more than $118M (about a 67% improvement year-over-year); combined cash, restricted cash and inventory balance at quarter end totaled $207M.
Clear Strategic 3-Pillar Ecosystem Plan and M&A Activity
Management reiterated a structured '3-pillar' strategy (omnichannel retail, protection/financial services, home services) and disclosed near-term transactions including the Kirkland's acquisition expected to close in Q2, aiming to add omnichannel scale (~$1.5B current plus a potential additional ~$500M transaction) and further transformative acquisitions across pillars to approach a potential ~$3B annualized run rate.
Margin Expansion Roadmap and Long-Term Targets
Company targeting structural progression of gross margin toward a 24%–26% framework midpoint (25%) for the base business in 2026 and anticipates consolidated margin expansion above 30% over time as Pillar 2 and Pillar 3 higher-margin businesses scale.