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Hello, everyone. Thank you for joining us, and welcome to the 1stDibs Quarter 3 Earnings Call 2026. [Operator Instructions] I will now hand the conference over to Kevin LaBuz, Head of Investor Relationships and Corporate Development. Please go ahead.

Good morning, and welcome to 1stDibs earnings call for the quarter ended September 30, 2026. I'm Kevin LaBuz, Head of Investor Relations and Corporate Development. Joining me today are Chief Executive Officer, David Rosenblatt; Chief Financial Officer, Tom Etergino; and Chief Product Officer and Chief Marketing Officer, Bradford Shellhammer, who will become Chief Executive Officer effective January 1, 2027. In addition to our quarterly results, we have some exciting news to review regarding our leadership transition. This call will be available via webcast on our Investor Relations website at investors.1stdibs.com.

Before we begin, please keep in mind that our remarks include forward-looking statements, including, but not limited to, statements regarding guidance and future financial performance, market demand, growth prospects, business plans, strategic initiatives, business and economic trends and competitive position. Our actual results may differ materially from those expressed or implied in these forward-looking statements as a result of risks and uncertainties, including those described in our SEC filings. Any forward-looking statements that we make on this call are based on our beliefs and assumptions as of today, and we disclaim any obligation to update them, except to the extent required by law.

Additionally, during the call, we will present GAAP and non-GAAP financial measures. A reconciliation of GAAP to non-GAAP measures is included in today's earnings press release, which you can find on our Investor Relations website, along with the replay of this call. Lastly, please note that all growth comparisons are made on a year-over-year basis unless otherwise noted.

I will now turn the call over to our CEO, David Rosenblatt. David?

Thanks, Kevin. Good morning, everyone. I would like to begin with some news. Effective January 1, 2027, Bradford Shellhammer will succeed me as CEO, and I will become Executive Chair. I have had the honor of leading 1stDibs since 2011. I'm proud of what our team has accomplished in my tenure. We changed our business model from a listings website to a transactional marketplace, built the leading technology platform in the industry from scratch, navigated the pandemic e-commerce boom and the correction that followed and took the company public. More recently, we reengineered our cost structure, reached adjusted EBITDA profitability and returned GMV to growth.

That progress continued in the third quarter. Orders grew again on a year-over-year basis for the first time since the fourth quarter of 2024. Conversion grew for the 12th consecutive quarter and active buyers grew sequentially. GMV grew 4%, our second consecutive quarter of GMV growth, against continued mid-single-digit declines for the high-end furniture market. Lastly, we delivered our fourth consecutive quarter of positive adjusted EBITDA with a margin of 4.5% that exceeded the high end of our guidance. The work of the last several years built a strong foundation, and that is exactly why it is time for the next chapter.

Bradford is ready to lead and has a rare combination of attributes that make him the ideal leader of 1stDibs. Professionally, he has spent his career building and scaling online marketplaces, and he knows what makes them work. Personally, he is a collector with a deep understanding of our market and a strong connection to our sellers. Since joining us in August 2025, he has been instrumental in designing and implementing our product road map, which is now driving order growth. Over this time, Bradford's role has expanded to leading most of our day-to-day operations. And as a result, there will be no disruption to the operations of the business.

Bradford has earned my full support, along with the support of our leadership team and our Board. As Executive Chair, I will work with Bradford on strategy and capital allocation and anywhere else I can be helpful.

Thank you to everyone at 1stDibs and to our buyers, sellers and shareholders. Now let me turn it over to Bradford to review our third quarter results.

Thank you, David, and good morning, everyone. I am deeply honored by the opportunity to serve as the next CEO of 1stDibs. Joining the team in August 2025 represented an exciting homecoming for me, bringing together the core chapters of my career. My trajectory in e-commerce began 17 years ago as a co-founder of a design marketplace.

Following that, I stepped into senior leadership positions at eBay and Etsy, where I honed the mechanics of building and expanding global platforms for enthusiast buyers. Leading 1stDibs allows me to combine a lifelong passion for design, luxury, furniture, vintage and collecting, with my background scaling the world's leading digital marketplaces.

Over 2 decades, I have repeatedly observed the following simple truth. Enthusiast buyers demand trust through vetted authenticity, frictionless service and personalized discovery. Concurrently, our dealer community relies on a partner to expand their reach against e-commerce giants and manufacturers. As AI reshapes e-commerce, we believe the intrinsic human desire for exceptional design only intensifies. 1stDibs remains uniquely positioned to capture this expanding global opportunity as the market evolves.

I am grateful to our Board for their confidence and to David for his leadership and mentorship over the years. Building the company through its business model transformation and IPO is no small achievement, and I have learned a great deal from him. David and I will continue to work closely together through the transition. And as Executive Chair, he will serve as a sounding board for me and our executive team.

I will now walk through our third quarter progress and the road map ahead. Our results show that the road map is doing what we designed it to do: deliver a better experience for buyers and sellers. GMV grew 4% to $92.6 million, above the midpoint of our guidance against our toughest comps of 2026. Revenue rose 5% to $23.1 million, above the high end of guidance, and adjusted EBITDA margin reached 4.5%, up 560 basis points from a year ago, also above the high end of guidance. Our results compare favorably to those of our end market.

Based on the credit card data we track, high-end furniture spending declined mid-single digits in the third quarter, while our GMV grew 4%. We believe that outperformance reflects market share gains driven by the product improvements we are making. That work starts with the problems buyers and sellers tell us matter most: finding the right item, trusting that every purchase is fair, authentic and backed by us, ensuring seamless and cost-effective shipping and delivering the service expected at our price point. While we are pleased with our progress, we are still very early in the opportunity. We have a great deal of room to improve in each of these areas, and we're excited about what we will build next.

With that context, let me walk you through the drivers of the quarter's performance. Order volume tells the clearest story. After declines of 12% in the first quarter and 4% in the second, orders grew 1% in the third, our first year-over-year growth since the fourth quarter of 2024. The drivers behind that result are encouraging. Traffic declines moderated relative to the second quarter and in absolute terms, traffic grew sequentially. Conversion grew for the 12th consecutive quarter, which is how we are turning a smaller base of traffic into more orders. In addition, average order value and median order value both increased, so buyers are spending more on each transaction as well. All 3 trends reflect the road map taking hold.

The road map is organized around 4 pillars: discovery, trust, shipping and service. Each one solves a problem for buyers and sellers that exist regardless of macro conditions. The first half of 2026 was about building the technical and operational foundation. In the second half, we are integrating those capabilities into more of the buyer and seller experience. AI is helping us move faster here. AI-assisted development now accounts for over 85% of our new code, up from over 70% last quarter, which lets our teams get improvements to buyers and sellers sooner.

Discovery is the first step in every purchase. Buyers cannot purchase what they cannot find, so improving discovery is a direct driver of growth. With over 1.9 million one-of-a-kind items, that work is harder for us than most marketplaces. Personalization is a key lever for unlocking discovery, and we are early in building it. Our long-term goal is one-to-one personalization at every buyer touch point. Historically, our recommendations relied largely on manual curation and older technology that surfaced items similar to what a buyer had already viewed. Today, we are using machine learning to build a deeper understanding of each buyer, our catalog and how the 2 connect.

Our homepage is becoming a destination for our users. During the quarter, we launched a fully redesigned, personalized homepage for logged-in users. Homepage revisits grew nearly 5% in the third quarter, and engagement is rising alongside visits. In addition, homepage recommendation click-through rate has grown steadily all year, up more than 40% in the third quarter. Our personalization models learn from those explicit buyer signals. In the third quarter, favorite rates, an important signal of intent, reached a record high. Additionally, favoriting from the homepage increased more than 3.5x compared with last year. That suggests personalized content resonates with buyers and is drawing them into more active shopping. Looking forward, we look to introduce personalization to more product and marketing experiences.

Search is where many high-intent journeys begin, and buyers who search convert at nearly 4x the rate of those who do not. Our search still relies heavily on exact keyword matching, which asks buyers to know industry terms. A buyer who admires a Scarpa Africa chair should be able to find similar pieces without knowing that designer's name or the chair's name. Throughout the quarter, we continued to build towards semantic and natural language search, which lets buyers describe what they want in their own words.

We are currently testing 2 capabilities: query understanding for price and semantic hybrid search, which combines keyword matching with AI that understands the meaning behind a query, both built on work we started earlier this year, including AI-generated catalog metadata. During the quarter, we also redesigned how buyers filter and browse. This resulted in an increase in item clicks per session over 5%, meaning buyers are engaging with more of the catalog on each visit. We are also putting our inventory where buyers explore design, having submitted our product catalog feed to ChatGPT.

Lastly, our Tastemakers ambassador program continued to scale with more designers and creators taking partner campaigns. Instagram engagement remains strong, and time viewed on our videos increased 30% sequentially following a strong second quarter. Additionally, we have begun using this content in performance marketing, increasing reach and creating efficiency gains via diversified content.

Next is trust. Last quarter, we expanded our pricing work into a broader trust initiative that covers a full range of signals buyers rely on when they decide to transact on 1stDibs. Trust means that buyers can be confident that the price is fair, the item is authentic and that 1stDibs stands behind every purchase. Our goal is to make trust a product priority and to build the systems that protect buyers and sellers as the marketplace grows. This quarter, we put that focus into practice by restoring seller branding across product pages and buyer-seller messaging. Buyers can once again see a seller's name, location and story, which helps them understand who they are buying from.

Early testing showed that seller branding increased checkout activity. For example, in our app, adding seller branding lifted checkout completion by 8%. The trust that drives the purchase has to carry through to delivery, and that is where our shipping work comes in. When a buyer purchases a $5,000 chair, they want to know exactly where it is and when it will arrive. Today, that experience is inconsistent. Our shipping strategy aims to address this by delivering better pricing, better tracking and better tools to our sellers compared to our experience today.

In the third quarter, we launched the initial phase of our Ship-to-Earn program. Today, approximately 35% of seller-fulfilled shipments lack shipping or delivery tracking statuses. This visibility gap frustrates buyers and makes it difficult for us to promise on-time delivery. Ship-to-Earn solves this. Sellers either use carriers that provide tracking or they upload proof of delivery manually. In early 2027, we plan to enforce this requirement for payout, which will reduce this friction and improve buyer confidence.

Service is the final pillar and is where we turn an order into a lasting relationship. We launched an AI-powered customer service chatbot in the second quarter, and third quarter results have been encouraging. The chatbot now handles nearly 25% of chat support inquiries independently, up from roughly 15% in July. Additionally, we have upgraded our offshore partner to a new vendor capable of handling more complex work, which allows us to redeploy our in-house support team to focus on what matters most, delivering exceptional service to our top buyers.

We are beginning to redeploy our in-house team toward high-value buyers. We recently expanded dedicated support for interior designers with post-sale service leads now working directly with our presale teams to create a seamless experience for our leading design firms. Service is a meaningful part of the value we offer these customers, and this is where our team's expertise has the greatest impact.

On the seller side, we started by removing friction from the listing process. We modernized the seller listing experience by making it easier to upload photos and videos, streamlining the upload form and adding smarter defaults, which contributed to an almost 20% reduction in upload time. We also shipped 2 of our most highly requested features. Sellers can now block lowball offers and set time away, giving them more control over their negotiation flow and availability. In addition, we launched a pilot of our first seller inventory management API, allowing select sellers to update inventory availability status directly, marking items sold, unlisting them or changing hold status without manual data entry. Together, these improvements address friction in common seller workflows, listing, managing offers and managing inventory.

Our product investments are also creating new monetization opportunities. Sponsored listings gives us a valuable way to connect our high-intent audience with sellers. In the second quarter, we migrated to a new partner that we believed would deliver better relevance and performance. In the third quarter, sponsored listings revenue grew over 35%. We are still optimizing the partnership, but the trajectory is positive. As we extend monetization to more surfaces and improve relevance, we see meaningful room to grow revenue while keeping the buyer experience strong.

In the third quarter, we formally launched a category acceleration strategy. We think about categories in this context as subsets of our broader verticals. For example, handbags are a subset of our broader fashion vertical. Historically, we have welcomed any inventory that met our high standards. We now recognize that not all inventory is the same. So we have identified a handful of areas where we have a clear right to win, access to supply and see a strong opportunity for growth. In these categories, our playbook pairs lower commissions with business development, category marketing, structured data and merchandising, supported by product experiences designed around each category. Together, these efforts aim to grow listings and ultimately, GMV.

Reevaluating commissions on a category-by-category basis is the first step. Previously, we applied one commission structure across the marketplace. However, each category carries its own competitive dynamic and seller margin structure. The economics of a branded luxury watch seller, for example, differ significantly from those of an antique furniture dealer. In the second quarter, we began testing lower commissions with a select group of iconic jewelry brands, and the test showed that lower commissions spurred incremental supply. Based on those results, in October, we reduced commissions for select iconic jewelry and watch brands and all handbags, which together represent approximately 7% of our GMV. We will complement this new commission structure with targeted marketing and product enhancements.

Over time, we see a substantial opportunity in these verticals. The global luxury secondhand market is worth tens of billions of dollars, and we believe a more competitive commission structure paired with category-specific product and marketing experiences will attract more supply, which will attract more buyers. Overall, the data on our leading indicators of GMV growth show that we are moving in the right direction. Buyer engagement, as measured by favoriting and other buyer experience metrics, is up substantially. Our growth rate of listings, especially in the acceleration categories, accelerated, and seller satisfaction improved.

Those green shoots impacted orders, which returned to growth for the first time since the fourth quarter of 2024. Our category acceleration strategy is a major opportunity. As these efforts compound, we expect that GMV growth will follow.

I'd like to turn it over to Tom, who will summarize our financial performance and Q4 guidance.

Thanks, Bradford. Good morning, everyone. Since joining 1stDibs, I've had the privilege of working closely with David, and I want to thank him for his leadership in building 1stDibs into the company it is today and for setting us up for what comes next. And I can speak on behalf of the full executive team when I say that we are excited for this next chapter with Bradford as CEO.

With that, let me turn to our results. The third quarter was a solid quarter for 1stDibs. GMV grew 4% to $92.6 million, above the midpoint of our guidance range. Revenue grew 5% to $23.1 million, above the high end of our range. And adjusted EBITDA margin was 4.5%, also above the high end. This marks our fourth consecutive quarter of positive adjusted EBITDA, reflecting our reengineered cost structure and continued cost discipline.

Let me walk you through the numbers. Orders returned to growth, the first year-over-year increase since the fourth quarter of 2024. Orders grew 1%, and all 3 dimensions of our funnel moved in the right direction. Traffic declines once again moderated, and in absolute terms, sessions grew sequentially. Approximately 75% of traffic came from organic sources, reflecting the enduring strength of the 1stDibs brand. Average order value reached approximately $2,700, up 2%. Median order value, which excludes the impact of outlier transactions, grew 7% to approximately $1,400. That growth reflects the trust buyers continue to place in our platform. Conversion grew for the 12th consecutive quarter, which is how we are turning a smaller base of traffic into more orders.

We believe much of that progress reflects our road map, including a more personalized homepage, a redesigned filter experience that is driving higher engagement and faster checkout in our app. Each change removes friction at the point where a buyer decides whether to purchase. Consumer and trade GMV both grew at similar rates. Growth in both channels reinforces that our marketplace meets the needs of buyers across the market even in a challenging environment. On a vertical basis, GMV growth was driven by acceleration in vintage and antique furniture. We ended the quarter with more than 58,200 active buyers, down 8% year-over-year, but up 1% sequentially. Our active buyer count continues to reflect the deliberate reduction in sales and marketing spend enacted in late 2025.

Turning to supply. Unique sellers were approximately 5,600, down 3% and modestly lower than last quarter. Listings grew 3% to over 1.9 million, accelerating from 1% growth last quarter. The catalog continues to expand even as the seller count declines, which means our sellers are listing more inventory on average.

Turning to the income statement. Net revenue reached $23.1 million, up 5%, exceeding the high end of our guidance range. Transaction revenue, which is tied directly to GMV, represented 74% of total revenue. Take rate rose approximately 30 basis points year-over-year, reflecting fewer high-value orders, which carry a lower blended commission rate as well as growth in sponsored listings. Gross profit was $16.9 million, up 3%. Gross margin was 73.2%, within our target range of 72% to 74% and down approximately 110 basis points. The year ago period included a nonrecurring shipping insurance recovery, which contributed about 1 percentage point to that quarter's margin. Excluding that item, gross margin was essentially flat.

Total operating expenses were $19.2 million, down 9%, even as we increased investment in product and engineering. We are spending less overall, but more on work that drives our road map. Sales and marketing expenses were $5.3 million, down 33%. This reflects the strategic realignment implemented in late 2025, which reset our marketing organization and rationalized performance marketing spend as well as lower headcount-related expenses following our recent restructurings. Sales and marketing as a percentage of revenue was 23%, down from 36% a year ago.

Technology development expenses were $6.4 million, up 8%. This increase reflects continued investment in product and engineering in support of our 2026 road map and consistent with our September 2025 strategic realignment. Technology development as a percentage of revenue was 28%, up from 27% a year ago. General and administrative expenses were $6.5 million, up 2%, reflecting the impact of higher headcount-related costs due to our annual merit cycle in March. General and administrative expenses as a percentage of revenue was approximately 28%, down 1% from a year ago. Lastly, provision for transaction losses were approximately $950,000 or 4% of revenue, in line with our historic range of 2% to 4%.

Adjusted EBITDA was $1 million, a margin of 4.5%, above the high end of our guidance range. This is our fourth consecutive quarter of positive adjusted EBITDA, and it reflects continued expense discipline alongside revenue growth. In the third quarter of 2025, adjusted EBITDA was a loss of $240,000 or negative 1.1%. So margins improved by approximately 560 basis points. The cost structure we reset starting in 2022 is allowing revenue growth to flow through to the bottom line. We are expanding margins while continuing to invest in product and engineering.

Turning to the balance sheet. We ended the quarter with cash, cash equivalents and short-term investments of $69 million, up $1.3 million sequentially, driven by positive operating results. Since 2023, we've returned more than $55 million to shareholders through share repurchases. Our Board has now authorized an additional $5 million share repurchase program, which reflects confidence in our ability to generate cash, supported by 4 consecutive quarters of positive adjusted EBITDA and a strong balance sheet. We will continue to balance returns to shareholders with investment in our road map.

Turning to the outlook. Our guidance reflects quarter-to-date results and our forecast for the remainder of the period. We forecast fourth quarter GMV between $89 million and $95 million or down 1% to up 5%. Net revenue of $22.2 million to $23.4 million or down 3% to up 2% and adjusted EBITDA margin between positive 1% and positive 4%. Our GMV guidance reflects 3 factors: first, product-driven growth. Our road map continues to improve the buyer experience across discovery, trust, shipping and service, and we expect that progress to keep supporting our funnel.

Second, faster order growth than in the third quarter. Order growth is the metric we manage most directly. Third, a modest decline in average order value. AOV grew 2% in the third quarter, but quarter-to-date AOV is down low single digits. That moves AOV from a tailwind to a headwind on GMV growth, and our guidance assumes it persists throughout the rest of the quarter. We do not manage to AOV directly, and it can be impacted by a small number of high-value orders.

Turning to revenue guidance. The gap between our GMV and revenue growth outlook is primarily driven by lower take rates related to our category acceleration strategy where we have reduced commissions to attract more supply. Those commissions are the first step in our broader playbook that includes business development, marketing, structured data and product experiences to accelerate listings and GMV in these categories. This is partially offset by our second sponsored event, which takes place in December. Our adjusted EBITDA margin guidance reflects 3 factors: the aforementioned revenue headwind reducing commissions as part of our category acceleration strategy, gross margins toward the lower end of our 72% to 74% range and a sequential seasonal increase in marketing.

Turning to our 2026 financial framework. We continue to expect full year GMV and revenue growth, revenue take rates of approximately 24% to 25%, gross margins of 72% to 74% and positive adjusted EBITDA. Underpinning this plan is the assumption that macroeconomic conditions, particularly those impacting the housing market and consumer discretionary spending, remain stable.

The third quarter results reflect the discipline we have maintained across the business. Total operating expenses declined 9%, and we delivered on our fourth consecutive quarter of positive adjusted EBITDA. At the same time, we increased our investment in product and engineering, and our road map is making progress for buyers and sellers, including a return to order growth. We generated positive free cash flow of $2.9 million in the quarter, and our Board has authorized an additional $5 million share repurchase authorization. We will maintain our discipline around our cost structure while we execute on the road map.

We appreciate your continued support and look forward to updating you on our progress in the coming quarters. Thank you. I will now turn the call over to the operator to take your questions.

[Operator Instructions] Your first question comes from the line of Bobby Brooks with Northland Capital Markets.

I want to say congrats, David, on the successful tenure as CEO, and congrats to Bradford on the move up to CEO. Exciting times. I know that you guys -- Bradford, you gave a lot of color on just the kind of beginnings of commission tweaks, specifically in like jewelry. And it sounds like that's went from pilot stage to expanding it across those categories broadly. But I was curious to hear, obviously, I think you sized it at like 7% of GMV. What about the other 93% of GMV? Is that a focus of starting to kind of revamp commissions across different categories? Just how should we be thinking about that, if that's on the tape going forward?

Bobby, thanks for the kind words for both David and I, and I'm super excited to continue our partnership and relationship with you. On this question, we are currently doing a discovery sprint of research to understand what other opportunities we have to potentially adapt a category acceleration strategy in other places. We want to give the categories that we've gone into first the space that they need to get it right. There is a decent amount of sequencing work that's required to stand this up. I've been part of teams who have done this at scale before. It starts with really activating the inventory base and the seller community, then it leads into a lot of product and catalog opportunities to enrich those listings and make them more easily found. And then it leads into kind of the marketing piece and really the GMV growth that we anticipate on top of it.

So right now, I'd say we do have appetite to expand, but we are not thinking this is something that races to double-digit GMV coverage like in the near term, but we will, based on how this playbook in these categories start to perform and the research that we're currently doing, make informed decisions and come back, and make those calls quarter-by-quarter as it makes sense.

Okay. That does make sense. Any insight of like kind of what categories you might be researching for next? Just would be kind of curious there, still keeping the cards close to the chest.

We've actually done a decent amount of research with our seller base to understand untapped inventory that they currently are sitting on that the commissions just don't work for us. The opportunities are across all of our categories, frankly. Some are bigger than others. But we are looking really at like the L3 level categories, like things like bedroom furniture, for example, and it might be like at that granular level of a focus. But obviously, the home categories and the art categories are ones we're really looking at right now. But again, no decisions have been made. We really want to inform this with data and research.

Fair enough. And then turning to 2027, this product road map has really driven great results so far year-to-date in '26. As we look in the year ahead, is there an evolution in those focuses or maybe an exciting evolution on certain pieces or release of something? Or is it just kind of more of the same?

I would say it's more of the same, but I think the surfaces expand, the experiences potentially evolve and change. But I do think like at least in the near term, the immediate future, we are committed to the 4 pillars, of discovery, trust, shipping and service. We're piloting some awesome things in some of those places. We are shipping really great products.

I'll give you a great example, like personalization is off to the races. We're seeing really awesome engagement in upper funnel metrics. We're seeing explicit signals given to us by our audience at an all-time high. We've essentially taken that strategy and only put it in one place, our homepage. There are a myriad of places we can paint our experience, from like transactional and marketing e-mails to push notifications to PDP and search results. So these pillars are meant to be somewhat long-lasting, and there's a lot to do under them.

So I think the features we've talked about, the strategies we've talked about may evolve, but those pillars, I think, are probably here to stay for quite a bit of time. I think the one like new exciting opportunity is this accelerated category strategy, which is one that complements, I think, all 4 of those pillars. But that's kind of like the new thing that we're kind of making space for in our current thinking, but I think we're going to be committed to these for a little bit of time.

That's great to hear. And then maybe just last one to circle back on the influencer campaigning partnerships. I think you gave some comments in the opening remarks, but is that -- so that seems like something you're going to lean into a little bit more. Just I kind of missed some of it. So I just wanted to hear a little bit more there and catch something if I missed it.

Yes. So this is one of my favorite things that we're doing, and it's super exciting how much it has scaled. We are at a really high number of people in this program. As a reminder, this program is low cost for us and high reward. We get tremendous, awesome, diverse video content that is from people who actually use our product, our sellers and our best buyers, interior designers. And what they do is they create video content that essentially shows off the beauty of our supply and unlocks like how to like find the awesome stuff and treasure in our catalog.

This is off to the races. Like our Instagram engagement rate has increased 30% quarter-over-quarter. We're now taking this content -- because we can use this content anywhere. We have the rights to do that. We're taking this content -- that's originally designed for organic social. We're now putting it into our paid marketing. We are seeing awesome efficiency gains from that. We're reaching new audiences that we weren't doing with more of a listings-based performance marketing strategy of the -- time before. And we're now actually starting to -- this holiday season, starting to bring this on to the platform in product. So we have -- these Tastemakers have curated items for sale.

We're building -- we are about to launch, we might have already launched it, but we're about to launch it if we haven't, a landing experience where they're going to drive traffic from the organic socials to it. And this is our first foray into leveraging this content that we've been using in organic social and paid marketing in our own ecosystem, too, and we actually think it's going to be highly converting, and we're really excited about it. So we're definitely still into this. Just this week, one of the videos made in this program was -- became the most engaged and highest engaged with video of the year. So we're definitely bullish on it still.

That's exciting developments. Appreciate the color. And again, congrats on the move for David as well as you.

Your next question comes from the line of Ralph Schackart with William Blair.

Also, David, I just want to say congrats on your next chapter, and Bradford, congrats on your new role. You previously anticipated a return to GMV growth by Q4, and it looks like we're seeing that play out. And the macro has obviously been really tough. And just assuming that remains muted. Maybe just at a high level, can you provide a framework for the durability of the growth that you expect beyond the fourth quarter? Maybe if you could sort of double-click on the largest contributors to growth in terms of traffic, conversion, AOV mix or any other factors there? I'm sure it's a combination of them all, but just would love to sort of understand how this growth continues.

Thank you for the kind words again. And on behalf of David, thank you as well. He said thank you when he was on mute. So he did acknowledge it. The thing that we're excited about when thinking about GMV growth is just the move and our trajectory around orders. We returned to order growth in Q3, and we have improved those order growth rates over the last 2 quarters, and Q4 guidance assumes that we will improve them again for a third quarter. So we are really excited about that because that is what the team is optimizing for. This is what a lot of our work is geared to -- focus on is to bring more people into our experience and convert them and bring more people back to buy more and buy again. And we believe this is being driven by this product road map that we've talked about, the 4 pillars.

And we believe that order growth really is the most important barometer of our health as a marketplace. And over the long run, we are convinced that GMV will follow that. And so we're really excited about that. AOV can be noisy. It's affected by a small number of orders. So we don't manage to it directly. And our road map is designed to keep compounding across the 4 pillars. And again, I think where we are really excited about the opportunity for GMV growth in the future is really about this order growth that we're starting to see pop.

There are no further questions at this time. This concludes today's call. Thank you for attending. You may now disconnect.

Thank you. Hello everyone, thank you for joining us and welcome to the first DIBS Quarter 2 Earnings Call 2026. After today's prepared remarks, we will host a question and answer session If you would like to ask a question, please press star 1 to raise your hand. To withdraw your question, press star 1 again. I will now hand the conference over to Kevin LaBuzz, Head of Investor Relationships and Corporate Development. Please go ahead.

Good morning and welcome to the first dibs earnings call for the quarter ended June 30th, 2026. I'm Kevin LaBuzz, head of investor relations and corporate development. Joining me today are Chief Executive Officer David Rosenblatt and Chief Financial Officer Tom Medergino. David will provide an update on our business, including our strategy and growth opportunities, and Tom will review our second quarter financial results and third quarter outlook. This call will be available via webcast on our investor relations website. at investors.firstdibs.com. Before we begin, please keep in mind that our remarks include forward-looking statements, including, but not limited to, statements regarding guidance and future financial performance, market demand, growth prospects, business plans, strategic initiatives, business and economic trends, and competitive position. Our actual results may differ materially from those expressed or implied in these forward-looking statements as a result of risk and uncertainties, including those described in our SEC filings.

Any forward-looking statements that we make on this call are based on our beliefs and assumptions as of today. we disclaim any obligation to update them, except to the extent required by law. Additionally, during the call, we will present gap and non-gap financial measures. Reconciliation of GAAP to non-GAAP measures is included in today's earnings press release, which you can find on our investor relations website, along with the replay of this call. Lastly, please note that all growth comparisons are made on a year-over-year basis, unless otherwise noted. I will now turn the call over to our CEO, David Rosenblatt. David?.

Thanks Kevin. Good morning everyone. Our second quarter results confirm that we are on track to sustainable top line growth and positive adjusted EBITDA. GMV of $96 million, up 7%, came in above the high end of our guidance range and was our strongest growth since the fourth quarter of 2024. From our sales and marketing reductions, we believe that we gain market share in the second quarter based on credit card panel data we track. driving that result is a product that is measurably better than it was a year ago, Conversion grew for the 11th consecutive quarter, average order values expanded, and the number of sessions stabilized sequentially. The improvements we have been making in our platform in discovery, pricing, shipping, and service are showing up in the numbers. Based on Q2's performance, we now expect GMV to grow year-over-year for 2026 as a whole. We also continue to expect that GMV will grow in Q4. The demand environment remains challenging. The U.S. housing market continues to hover near a 30-year low, and the spring selling season ended on a weak note.

High-end furniture demand, based on the credit card data we track, continues to decline year over year and has not shown material improvement. Our 2026 GMV growth expectation does not depend on a macro recovery. Q2 is evidence of that. When conditions do normalize, as they eventually will, we are well positioned to benefit. Turning to the financials, the second quarter demonstrated that our re-engineered cost structure is working as intended. GMV of $96 million and revenue of $23.3 million both came in above the high end of guidance and did so despite substantial sales and marketing reductions. Adjusted EBITDA margin of approximately 6% came in well above the high end of guidance, an improvement of over 13 percentage points versus a year ago. From 2022 through 2025, we re-engineered the business to be able to convert revenue recovery into outsized margin expansion.

This dynamic was on full display in Q2, and our confidence in positive full-year adjusted EBITDA remains. With that context, let me walk you through the drivers of the quarter's performance. The funnel told an encouraging story on all three dimensions. Traffic declines moderated relative to the first quarter, and in absolute terms, sessions were flat sequentially, an encouraging sign. Conversion grew for the 11th consecutive quarter, a streak that reflects compounding product improvements. Average order value expanded as well, supported in part by two high-value art sales in the quarter, totaling over $2 million. That speaks to something important, the trust that buyers place in first dibs to facilitate transactions at the high end of the market is a genuine strategic asset, and it is reflected in our AOV trends over the past year.

Together, these three dynamics, moderating traffic declines, expanding order values, and continued conversion growth, drove a return to GMB growth. All three give us confidence that our 2026 roadmap is working. That roadmap is organized around four pillars, discovery, pricing, shipping, and service. Each design to solve specific customer problems that exist independent of the macro environment. AI-assisted development now accounts for over 70% of our new code, up from over 50% last quarter, enabling our team to ship faster than ever. Let me walk you through our progress in the second quarter. Discovery is where we are making the most visible progress and search is at the center of it.

Our goal is to make first dibs searchable in the way that buyers naturally think, rather than the way design experts talk. A buyer who spots a cocoon pendant in a hotel lobby shouldn't need to know what it's called to find something similar on our marketplace. Our catalog is full of one-of-a-kind items that can be difficult to describe. Yet many buyers can recognize exactly what they want when they see it. They simply lack the design vocabulary to search for it. In June, we launched image search on mobile web and desktop, allowing buyers to upload a photo and find visually similar items across our catalog of nearly 1.9 million listings. More broadly, we continued our progression towards semantic and natural language search.

This is not a single feature launch, but a year-long build toward a search experience that understands buyer intent rather than just keywords. To date, we've made real progress by enriching our catalog with AI-powered metadata and by beginning to test semantic hybrid search. On personalization, we are building something meaningfully different from what existed a year ago. Historically, our recommendations worked by surfacing items similar to what a user had viewed, favorited, or searched. Today, we are developing genuine user-level understanding, matching each buyer's affinity to the user. and behaviors to inventory they may never have found on their own. The early data is compelling. Personalized homepage recommendations, which launched in Q2, generated our highest ever click-through rate on a homepage recommendation module. The homepage itself is now evolving to reflect this shift.

Moving from the From an editorialized destination to a personalized feed, with improvements rolling out over the coming quarters. Favorites is also a critical enabler of this strategy. In Q2, we overhauled the Favorites experience to make saving, browsing, and organizing items easier, and we are driving broader adoption across the platform. This matters because Favorites provide powerful personalization signals. The more buyers engage with them, the more precisely we can tailor their experience. Since last quarter, our favorite rate has improved, a trend which has continued in Q3. Notably, favorites usage is one of our strongest predictors of repeat purchase on first dibs, creating a positive feedback loop between engagement and customer lifetime value.

Our Tastemakers Ambassador Program completed its pilot in the second quarter with tangible results. Our Instagram following topped 1 million, our Reels production doubled year-over-year, and total video view time on Instagram tripled versus the first quarter. This content is doing double duty, building organic reach and brand affinity, while simultaneously improving the efficiency of our paid media program. By incorporating tastemaker video into our creative mix, we expanded reach and reduced the cost per ad impression, making new buyer acquisition more efficient, even as we maintain spending discipline. We plan to scale the tastemaker program significantly in the second half of 2026. Once a buyer finds what they are looking for, the next question is simple. Can they trust the price? That is what our pricing roadmap is designed to answer.

In the second quarter, we doubled our price parity coverage, using AI to identify and flag items priced inconsistently across competitor sites. Initial results validate the approach. Items corrected for price parity are showing an increase in sell-through rates. This sends an important signal to buyers that they don't need to cross-reference pricing on first dibs. Price parity is one of many elements of consumer trust in our platform. Based on our progress this quarter, we are expanding our pricing pillar into a broader trust initiative, one that addresses the full range of signals buyers rely on when deciding whether to transact on first dibs, including authenticity seller quality, and platform integrity. Pricing gives buyers confidence in the value of an item, trust that gives them confidence in the platform itself. And given how central trust is to our brand and to buyer confidence, we believe that expanding this work will drive conversion.

More to come on this evolution in the third quarter. Even a buyer who trusts the price can be stopped by shipping uncertainty. That is the friction our shipping roadmap is designed to eliminate. Three priorities guide that effort. Upfront competitive pricing, on-time delivery, and accurate tracking. In Q2, we made the most progress on the competitive pricing front. In May, we deployed ML-powered freight quoting. increasing freight pre-quote coverage from approximately 50% to 75% of listings, and growing overall pre-quote coverage to nearly 90%. More items now show an upfront shipping cost before a buyer reaches checkout, reducing a common source of purchase friction.

We also optimized our parcel rates, making certain shipping categories up to 8% cheaper. for verticals like furniture and art, where shipping can represent a meaningful portion of the total purchase price, lower rates directly improve the economics of a transaction and reduce a barrier to completing a purchase. On tracking, we integrated with a third-party logistics platform that will significantly expand or carrier coverage over time, giving buyers greater visibility into their purchases from seller to doorstep. Together, these improvements are building blocks of our broader multi-year vision, a shipping experience that is fully transparent and cost competitive, anchored by all-in pricing so that every buyer knows their total cost before they commit. All-in pricing eliminates one of the most persistent sources of checkout abandonment in our category. the moment a buyer discovers the shipping cost. When the total price is visible up front, the path from intent to purchase becomes more direct. Exceptional service extends an order into a relationship. That is the animating idea behind our fourth pillar.

In the quarter, we launched a pilot of an AI-powered customer service chatbot, built in partnership with a top provider in the space, available to both buyers and sellers. Early results are promising. The chatbot is resolving a meaningful share of inquiries without human intervention, allowing our service team to focus on the complex high touch interactions where human expertise matters the most. For sellers, we improve the item listing creation process in our seller app, reducing the friction involved in bringing inventory to market. The easier we make it for sellers to list, the faster high-quality supply reaches buyers. The through line across all four pillars is growing confidence. Confidence that our roadmap is the right one, that our team is executing against it, and that the results are showing up where it matters. Our roadmap is not the only place we are building new revenue streams.

The first DIBS50, our annual celebration of the world's top interior designers, marked its ninth year in May. This year, for the first time, we introduced paid event sponsorships. Miele, House of Roll and Serac partnered with us to reach our audience of top interior designers and high net worth buyers, an audience they cannot easily access elsewhere. The core insight is straightforward. Over the years, we have aggregated a uniquely valuable audience and live events give us a new and differentiated way to monetize it. The timing is right as well. As AI generated content becomes ubiquitous, advertisers are placing a growing premium on authentic, curated experiences. exactly what First Stib's events deliver. It's early, but the initial sponsor interest validates the premise that our audience has real commercial value beyond the marketplace itself. plan to host one additional sponsored event in 2026 and to scale events in the future.

The first DIBS50 is a reminder of what makes this platform distinctive. A community of influential designers, a catalog of one of a kind objects, and a level of trust that brands and buyers alike are willing to pay for. Q2 confirms that the roadmap is working, but we are early. The work of improving discovery, trust, shipping, and service across the marketplace as complex as ours is a multi-year endeavor. We have made a strong start and there is a great deal more to do. Thank you for your continued support. I will now turn it over to Tom. to review our second quarter financial results and third quarter outlook.

Thanks, David. Good morning, everyone. From 2022 through 2025, we systematically re-engineered our cost structure, reducing headcount, rationalizing expenses, and rebuilding the foundation of this business with one objective in mind, ensuring that when revenue growth resumed, it would flow disproportionately to the body of the company. bottom line. Q2 provides early evidence that this is working exactly as designed. Across all three metrics, GMV, revenue, and adjusted EBITDA margin, we beat the high end of our guidance. GMV grew 7%, revenue grew 5%, and adjusted EBITDA margin reached approximately 6%. Critically, that margin expansion is happening alongside a deliberate rebalancing of our team towards product and engineering, the highest ROI investment we can make. We are expanding margins while simultaneously concentrating more product our resources on the work that will drive our next phase of growth. Let me walk you through the numbers.

GMV of $96 million was up 7% and above the high end of our guidance range. That growth reflected progress across all three dimensions of our funnel, easing traffic declines, expanding average order values, and continued conversion growth. Traffic declines moderated and relative to the first quarter and sessions were flat on a sequential basis. We ended the quarter with approximately 75% of traffic from organic sources, a continued reflection of the enduring strength of the First Hibs brand. Average order value reached approximately $2,850, up 10% year over year. Median order value, which excludes the impact of outlier transactions, also grew 10% to approximately $1,500. That trend tells us order value expansion is broad-based, a clear signal of that trust buyers place in our platform.

Conversion grew for the 11th consecutive quarter, reflecting the compounding impact of our product investments and giving us continued confidence in our roadmap. While order volume declined year over year, orders grew sequentially. Consumer and trade GMB both grew year over year. Together, the two channels reinforced the same story. Our platform is gaining traction across buyer types independent of the macro environment. On a vertical basis, growth rates improved across all categories relative to the first quarter, with strength in vintage and antique furniture, art, and fashion. We ended the quarter with approximately 57,700 active buyers down 10%, reflecting the deliberate reduction in sales and marketing spend enacted in late 2025.

Turning to supply, unique sellers held steady at approximately 5,700 flat sequentially, reflecting continued stabilization following our 2024 and 2025 pricing actions. Listings grew 1% year-over-year to nearly 1.9 million, providing buyers with a deep and expanding catalog of one-of-a-kind inventory. Turn to the income statement. Net revenue reached $23.3 million, up 5%, exceeding the high end of our guidance range. Transaction revenue, which is tied directly to GMV, represented approximately 74% of total revenue. The quarter also included approximately $270,000 of non-endemic advertising revenue related to the first of 50 sponsorships, an early but tangible contribution from this nascent revenue stream. Trade grades declined approximately 30 basis points year over year, largely driven by a mixed shift to higher value orders which carry a lower blended commission rate. Gross profit was $17.2 million, up 8%.

Gross margin was 73.9%, up 210 basis points year over year, at the high end of our target range of 72 to 74%, helped by modest reductions in professional services, depreciation, and shipping costs. Total operating expenses were $19.3 million, down 11%. That decline did not come at the expense of product investment. Technology development continued to grow year over year, consistent with our decision to rebalance resources towards product and engineering, even as total OPEX declined. Sales and marketing expenses were $5.4 million, down 34%. This reduction reflects the strategic realignment implemented in late 2025, which fundamentally reset our marketing organization and rationalized performance marketing spend, as well as lower headcount-related expenses following our first quarter reorganization. Sales and marketing as a percentage of revenue was 23 percent down from 37 percent a year ago.

Technology development expenses were $6.3 million, up 7%. This increase reflects continued investment in product and engineering in support of our 2026 roadmap, including the impact of our annual marriage cycle in March. Technology development as a percentage of revenue was approximately 27% flat year over year. General administrative expenses were $6.7M up 1%, reflecting the ongoing discipline in our overhead cost base. General administrative as a percentage of revenue was approximately 29% versus 30% a year ago. Lastly, provision for transaction losses were approximately $930,000 or 4% of revenue in line with our historical range of 2 to 4%. As I mentioned previously, total operating expenses were $19.3 million down 11%.

In addition, operating expenses as a percentage of revenue were at the lowest level since we went public in 2021. Adjusted EBITDA was $1.3 million, representing a margin of approximately 6%, well above the high end of our guidance range. This result is a direct product of the cost structure we rebuilt starting in 2022, revenue upside flowing disproportionately to the bottom line, exactly as designed. Turning to the balance sheet, we enter the quarter with cash, cash equivalents, and short-term investments of $67.7 million, down $17.6 million sequentially. That decline primarily reflects two items, $11.1 million in share repurchases and approximately $5.9 million related to a change in our agreement. agreement with our payment processors that resulted in an accounting reclassification of cash and cash equivalents to receivables from payment processors and seller accounts. Industry classification has no economic impact. It is a presentation change only.

Total assets remain unchanged. The offsetting liability to sellers is unchanged, and there is no impact to net income, working capital, or overall financial position. Cash balance appears smaller, but this cash was always offset by an equal payable to the sellers. The offset now simply sits against a different asset account. Excluding it, cash declined approximately $11.7 million, driven primarily by capital returns to shareholders. During the quarter, we repurchased approximately 2.4 million shares for $11.1 million under our 2026 stock repurchase program, exhausting the authorization. Since inception of our repurchase programs, we have repurchased approximately 11.4 million shares for approximately $55.3 million. Before moving to guidance, I want to address our full year free cash flow directly.

Our 2026 financial framework includes a commitment to positive free cash flow and the operational performance of the business supports that. If anything, performance has exceeded our expectations year to date. However, the reclassification I just discussed affects our report free cash flow and means we are no longer likely to generate positive free cash flow in 2026. Excluding the reclassification, the underlying business is generating cash ahead of our original expectations. Turning to the outlook, our guidance reflects quarter-to-date results and our forecast for the remainder of the period. We forecast third-quarter GMV between $89 million and $94 million, or flat to up 6%. Net revenue of $22 million to $22.9 million, or flat to up 4%.

And it does leave a margin between negative 1% and positive 2%. Our GMV guidance reflects three factors. First, product-driven growth. Continued year-over-year GMV growth at the midpoint, a reflection of compounding roadmap progress against a backdrop of significant sales and marketing reductions. Second, quality-driven performance. While While traffic remains a headwind, we expect continued growth in conversion and AOV. Third, seasonal dynamics. The third quarter is our seasonally softest period, and we are facing our toughest year over year GMB comparison of 2026. Our revenue guidance reflects take rate dynamics. Revenue is expected to grow year over year, though at a modestly slower rate than GMV at the midpoint, reflecting a continued mix shift towards higher value orders.

These transactions carry a lower blended commission rate. Our adjusted EBITDA margin guidance reflects two factors. First, structural efficiency. Continued operating expense discipline from actions taken in late 2025. Second, seasonal dynamics. The third quarter is our seasonally softest period. A sequential step down in revenue is the primary driver of lower margin versus key. Q2. Turning to our 2026 financial framework, we are upgrading our expectations for GMV growth based on Q2 performance. Our Our revised financial framework is, we now expect GMB to grow year over year for 2026 as a whole.

We also expect Q4 GMB to grow year over year, our original milestone. We expect revenue take rates of approximately 24 to 25% down from our prior outlook of 25 to 26% as higher order values, which carry a lower blended commission rate represent a growing share of our GMB. We expect to deliver a third consecutive year of revenue growth, reflecting the resilience of our marketplace in the face of a soft market for luxury home goods. We expect gross margins of 72 to 74% up from 71 to 73% in 2025. We remain focused on efficient growth with a full year outlook of positive adjusted EBITDA. free cash flow, as discussed, because of our accounting reclassification related to our payment processor agreements, we are no longer likely to generate positive free cash flow for 2026. Underpinning this plan is the assumption that macroeconomic conditions, particularly those impacting the housing market and the consumer discretionary spending, remain stable. In 2022, we began resetting our expense base with a specific goal in mind, ensuring that when revenue recovered, it would flow disproportionately to the bottom line.

The Q2 is the clearest evidence yet that this design is working. GMB, revenue and adjusted EBITDA all came in above the high end of guidance. We've adjusted EBITDA margin reached approximately 6%. And we achieved all this while continuing to invest in product and engineering, the engine of our long-term growth. We are on plan, we are executing, and our conviction in the path ahead has never been stronger. We appreciate your continued support and look forward to updating you on the progress coming quarters. Thank you. I will now turn the call over to the operator to take your questions.

We will now begin the question and answer session. Please limit yourself to one question and one follow-up. If you would like to ask a question, please press star one to raise your hand. To withdraw your question, press star one again. We ask that you pick up your handset closer to your mouth when asking the question to allow for optimum sound quality. If you are muted locally, please remember to unmute your device. Please stand by while we compile the Q&A roster.

Your first question comes from the line of Bobby Brooks with Northland Capital Markets. Your line is now open. Please go ahead.

Hey, good morning guys and thank you for taking my questions. So it's clear that these strong 2Q results are beginning to reflect the growth and cost initiatives enacted over the last several quarters, but I know you guys aren't satisfied with the current success and want more. So I was curious to hear maybe what are what are some growth or cost initiatives you are maybe planning to implement in the coming quarters or took action on during the second quarter that could continue to bolster results in the coming quarters?.

Hi, Bobby. Good morning. So, I mean, we're really driving growth off our roadmap. That's our focus. And, you know, we got there a couple quarters earlier than we had expected. And I think that is attributable to the strength of our product roadmap. I guess the way we think about it is the first half has really been focused on building a foundation in our four primary areas of focus. And then the second half of the year is going to be focused on broadening the deployment of those across as many service areas as possible. So the four pillars of our roadmap are discovery, which used to be pricing only, but is now expanded to trust shipping and services. And we had wins in each area.

So in terms of discovery, the biggest win is we rolled out a new machine learning model to drive personalization. We applied that initially on the home page and saw really good results. And so we're going to roll that out in the second half. alongside continuing to build towards a better semantic and natural language search capability. In the area of trust, we doubled our price parity coverage in Q2. And as I mentioned, we're going to expand that in the second half to include issues around item and seller quality, item authenticity, and overall platform integrity alongside our continued focus on pricing transparency. In terms of shipping, we had a nice win in the second quarter. We used, again, a new machine learning model to expand freight pre-quote coverage from roughly 50% to 75% of listings, which had the impact of growing our overall pre-quote coverage to 90%.

And going forward, we've got other initiatives focused on incentives for faster handling time, better and broader tracking, and also a continued focus on reducing shipping costs to the buyer. And then lastly, in terms of service, we We've successfully tested an AI-powered customer service chatbot in Q2, and so the second half is going to be about rolling that out more broadly to our service infrastructure, which will have the impact also of freeing up our people to focus on more complex customer service issues. So overall, I'd say it's a good quarter. We're happy with where we are, but we have much, much more in front of us.

behind us. But like I said, I think we're off to a good start. For sure. And you touched on this a bit in the prepared remarks. So I might ask, I'll ask it in a different way than initially I was thinking of it, but it seemed like 2Q results were not bolstered by any trends in the luxury market. So first, is my assumption there correct? And second, how How big of a benefit might we see if a recovery in the luxury housing market plays out for your growth?.

So you are correct. I mean, the syndicated credit card data that we use to track the markets says that luxury home furnishings decline mid single digits in Q2. So that is correct. You know, relative to our own expectations, we attribute the outperformance versus guidance in Q2 to traffic, which stabilized. And then also average order value, which was up 10%. And I think significantly, it wasn't just average order value that increased, but the median order value increased by the same percentage, by 10 percentage points. Which indicates that the strength was relatively broad based. I mean, you know, if the market comes back, it's tough to quantify the impact on us. I mean, other than saying it'll certainly be positive, But I think it's actually part of the reason why we were pleased with our Q2 was not just because our performance came in spite of the continued market contraction, but also we're still comping our sales and marketing spend cutbacks at the end of last year.

Overall, sales and marketing spend was down over 30%. year-over-year in the quarter. So plus 7% on GMV versus plus 30% declines in sales and marketing spend and negative mid-single-digit declines in market, again, I think we interpret as a proof point that that roadmap that I discussed is taking effect.

For sure, that is impressive. And just last question for me, I want to unpack kind of the financial dynamics and kind of expectations going forward as you scale out the tastemakers program. you mentioned the tripling of Instagram view time sequentially. That's something that really struck me. So as you plan of scaling that out in the second half, how does that impact the sales and marketing line item in, And maybe just discuss like how you paid those influencers out. And then secondly, I get a tripling sequentially is unlikely, but of like the view time on Instagram, but what might be your expectations for the growth and engagement as you scale out this program?.

Sure. So let me sort of just talk more qualitatively about the tastemaker program, and then I'll turn it over to Tom to discuss the cost impact. Sure. So we've been, again, incredibly happy with our progress here. You know, I think the truth is we were probably a little late to the party in terms of focusing on social media as a channel, but we're there now. We launched in Q2, and it's off to a great start. You know, you cited some of the data points that we look at, but I think also more qualitatively. it's important, you know, again, not just because it's a hedge against the uncertainty around SEO and trends in the search market, but also it's a way to reach a broader audience and specifically a younger audience than we've reached in the past. You know, you know, in a way that is both cost effective and kind of engaging and so on to them. So this is something we're going to put lot into in terms of energy and effort.

You know, it also does over time help our paid program. But that, you know, I think at the end of the day, it's sort of a win across, you know, many, many dimensions, which is why we're so pleased. Tom, maybe you can say a few words about the cost impact. Yes. So, again, you know, as you know, Bobby, we're very disciplined in our paid marketing program. We've obviously.

Obviously, we've mentioned that it's declined significantly year over year, and we really focused on unit economics. As we start to see that we can buy, right now this is creating more efficiency. So we will continue to buy paid traffic as long as it's profitable. So you could see somewhat of an increase going forward if we can do so profitably. But we're going to stay very disciplined in our paid marketing spend.

Got it. Appreciate the call and congrats on the strong quarter.

Your next question and final question comes from the line of Ralph Shackert with William Blair. Your line is now open. Please go ahead.

Hey, thanks for taking the question. This is Jack Bruncheski on for Ralph. I just wanted to ask about GMV specifically. I know you guys reiterated growth in the fourth quarter and for the full year. I know that you don't provide 27 guidance, but I was wondering if there's some sort of framework you can give for continued growth beyond Q4? And maybe what are the components driving that growth considering that the housing macro remains muted? Thanks, guys.

Sure, of course. So I think we feel good about our GMV trajectory. beyond the end of this year. And I think our conviction in that is even higher now than it was before, given our recent performance. I'd attribute it to a couple things. First of all, the sales and marketing lapping effect will improve from here. We made those cuts at the end of Q3 last year, so we'll get a full quarter's impact in Q4, and then obviously for the following two quarters after that, and then a partial benefit in Q3. next year, 27. Secondly, and I think in the long run, more importantly, the roadmap will continue to compound. The areas of focus on our roadmap are really kind of foundational core drivers of marketplace performance.

Our marketplace is very complex, and so we see this as a multi-year endeavor. So again, we're off to a good start, but there's a lot more ahead of us than there is behind us. Third, in each of those four focus areas, AI is the primary driver of our most important, highest priority, highest impact initiatives. And AI just fundamentally gives us capabilities that we would not have had without it. That's not unique to us as a company, but we are a beneficiary. And I think, you know, long, longer term, Once we rebuild the foundation of the marketplace, I do think we have opportunities to expand our addressable market. And lastly, in terms of your question about the housing market, I don't think, again, as it wasn't in Q2, and it won't be for the next few quarters, I don't think our ability to grow is dependent on a recovery in that market.

But obviously, at some point, this market will recover. And when it does, we'll obviously be a beneficiary of that. But again, I don't think it's required in order to grow. for us to sustain growth beyond 26. Awesome, thank you guys.

This concludes today's call. Thank you for attending. You may now disconnect.

This live transcript is auto-generated without human intervention or review.

[Call has ended.]

Good morning, everyone. Thank you for joining us, and welcome to the 1stdibs Q1 2026 Earnings Conference Call. After today's prepared remarks, we will host a question-and-answer session. [Operator Instructions] I would now like to hand the call over to Kevin LaBuz, Head of Investor Relations and Corporate Development. Kevin, please go ahead.

I'm Kevin LaBuz, Head of Investor Relations and Corporate Development. Joining me today are Chief Executive Officer, David Rosenblatt, and Chief Financial Officer, Tom Etergino. David will provide an update on our business, including our strategy and growth opportunities. and Tom will review our first quarter financial results and second quarter outlook. This call will be available via webcast on our Investor Relations website at 1stdibs.com. Before we begin, please keep in mind that our remarks include forward-looking statements, including, but not limited to, statements regarding guidance and future financial performance, market demand, growth prospects, business plans, strategic initiatives, business and economic trends and competitive position. .

Our actual results may differ materially from those expressed or implied in these forward-looking statements as a result of risks and uncertainties, including those described in our SEC filings. Any forward-looking statements that we make on this call are based on our beliefs and assumptions as of today, and we disclaim any obligation to update them, except to the extent required by law. Additionally, during the call, we will present GAAP and non-GAAP financial measures. A reconciliation of GAAP to non-GAAP measures is included in today's earnings press release, which you can find on our Investor Relations website, along with the replay of this call.

Lastly, please note that all growth comparisons are made on a year-over-year basis, unless otherwise noted. I will now turn the call over to our CEO, David Rosenblatt. David?

Thanks, Kevin. Good morning, everyone. A quarter ago, we shared our expectations for our performance in 2026. Disciplined execution, durable profitability, and steady road map progress. The first quarter delivered on all 3. Our top line results reflect the deliberate sales and marketing reductions we enacted late last year in our bottom line results reflect the structural cost work we have been executing since 2022.

We are on track across revenue, costs and product development and our 2026 financial framework remains unchanged. The demand environment remains challenging. The U.S. housing market continues to hover near a 30-year low, weighing on consumer appetite for luxury home goods. While the near-term backdrop is soft, the long-term opportunity is significant. For example, there are approximately 5 million U.S. households worth at least $5 million. and our active buyer base of approximately 58,300 represents a fraction of that addressable market.

Our goal, however, is to generate growth irrespective of the timing of a market recovery. once conditions normalize, we will be in a strong position to accelerate growth. Turning to the financials. Our performance reflects both market conditions and the decisions we made last year to optimize our cost structure. GMV and revenue were $89.7 million and $22.4 million, down 5% and 1%, respectively, which is a result not only of market conditions, but also of our decision to reduce performance marketing spending by nearly 50% in the fourth quarter of 2025.

Adjusted EBITDA of $600,000 above the midpoint of guidance is proof that our financial model is now capable of generating adjusted EBITDA profitability even in a challenging external environment. We have fundamentally reengineered our business, lowering expenses and head count since late 2022 to ensure future revenue recovery flows disproportionately to the bottom line.

With that context, let me walk you through the quarter's performance. Funnel trends remained consistent. Traffic declines driven primarily by our pullback in performance marketing and substantial sales and marketing head count reductions were partially offset by our tenth consecutive quarter of conversion growth and higher average order values.

This conversion growth is the direct result of sustained product investment, and it gives us confidence that our road map is working. Underpinning these results is a deliberate shift in how we are allocating resources. While total operating expenses declined 11%, technology development spending grew 10%, a reflection of our conviction that product and engineering is our highest ROI investment.

The returns are compounding. AI-assisted development now accounts for over 50% of our new code, up from approximately 30% last quarter, enabling our team to ship faster than ever. Our 2026 road map is where those resources are being deployed, organized around 4 pillars: discovery, pricing, shipping and service. It is designed to remove friction, modernize the botform, and drive our anticipated return to GMV growth by the fourth quarter.

Before walking through our road map progress, it is worth stepping back to explain how we think about product development. Our road map is not organized around market conditions or macro assumptions. It is organized around solving specific customer problems. The barriers that prevent a design enthusiasts from finding the perfect item trusting its price, receiving it seamlessly and getting help when they need it, exists regardless of where the housing market is or what consumer sentiment looks like. Solving them makes 1stdibs a better marketplace in any environment. At the heart of our road map is the transformation in how buyers find and engage with our marketplace. Our goal is to make 1stdibs a daily destination for design enthusiasts by meeting the buyer where she is and by removing the barriers to discovery.

Today, finding the right item still requires too much expertise; the right terminology, the right category knowledge and the right search keyword string. Our discovery road map is designed to change that. In the first quarter was a period of foundational progress in that regard. We began by investing in content and community. In February, we launched 1stdibs tastemakers, our brand ambassador program built around authentic voices from within and around our community.

Early results are promising, with measurable increases in reach and engagement on Instagram. We also debuted Objects of Desire, a podcast hosted by our editorial Director, Anthony Barsele Find and interior designer, Nasozawa, which explores the emotional and cultural stories behind the objects people love. These initiatives are designed to build the daily engagement and brand affinity that drives organic traffic and by our acquisition over time.

Once buyers arrive in our environment, we are making it easier for them to navigate our catalog. Using AI, we significantly enrich the metadata underpinning our inventory, giving our search engine more signal to work with. The results were immediate. Our search success rate improved by nearly 4%, and the number of Knoll results decreased by over 25% and meaning more buyers are finding items to engage with on every visit.

We also redesigned our search bar experience, resulting in a higher search activity. These improvements are the foundation for what comes next. Over the course of 2026, we are building toward AI-powered Symantec and natural language search. The ability for a buyer to describe what they want in plain language and receive tailored results in return. A buyer shouldn't need to know the difference between a Chesterfield and a Knoll sofa to find the perfect piece. They should be able to tell us what they want in the manner they naturally think about it and trust that first dibs will understand. We are building that capability progressively throughout the year. And in the second quarter, we plan to launch Visual Search, allowing buyers to upload an image and find similar items in our catalog. On personalization, the first quarter marks an important shift. We moved our homepage from an editorial first to a recommendation first experience.

For recognized users, the platform now services personalized items based on their behavior and preferences from the moment they arrive, a step toward making 1stdibs a daily habit. We also deepened our work on favorites, driving an increase in the percentage of users who favored it an item sequentially, building the behavioral data that will help power personalization over time.

Our progress in discovery highlights our belief that AI is a catalyst for our marketplace. While our moat remains firmly built on high trust relationships and a physical catalog of one-of-a-kind items, AI is the tool that makes those items discoverable to a broader audience. Discovery brings buyers to the listing. Pricing gives them the confidence to buy it. Buyer Trust is the foundation of every transaction on 1stdibs. Our pricing road map is designed to reinforce that trust by ensuring that every listing is priced transparently, competitively and consistently. In the first quarter, we made progress on price parity, our initiative to ensure that items on 1stdibs are priced consistently across sales channels.

By expanding to 2 additional resale platforms, and by deepening our reach on existing ones, we increased the price parity coverage for listings by 44%. Early data suggests that items priced at parity with other sites convert at higher rates than those that are not, validating our thesis that pricing transparency directly drives buyer trust and confidence.

In the second quarter, we will invest in the offer and product detail page experience to help buyers and sellers reach agreement faster, reducing friction at 1 of the most critical moments in the transaction. We will also more prominently surface our price match guarantee and the pricing of comparable historical transactions, giving buyers greater confidence and context at the point of purchase.

Together, these initiatives are building a pricing environment where buyers can act with conviction. Once the buyer trust the price, the next question is simple. What will it cost to get it delivered? Our vision for shipping is straightforward; reduce costs, increase transparency and eliminate the uncertainty that causes buyers to abandon the purchase.

Cost competitiveness and transparency at checkout are conversion drivers, and we made progress on both. During the quarter, we integrated USPS into our shipping infrastructure, giving buyers access to a broader range of carrier options at meaningfully lower parcel rates, approximately 30% to 50% cheaper for packages under 20 pounds. In the second quarter, we plan to launch an ML-powered quoting tool that will deliver more competitive real-time pricing on our largest items. Categories where shipping costs have traditionally been opaque and expensive. Also on deck for the second quarter is a significant upgrade to our shipment tracking capabilities.

Today, approximately 25% of orders lack real-time tracking, a source of buyer uncertainty that we are committed to eliminating. By expanding our tracking infrastructure from 10 to over 70 supported carriers, we will increase tracking coverage, ensuring that buyers can follow their purchase from seller to doorstep. Together, these initiatives are the building blocks of our multiyear vision, a shipping program that is cost competitive, fully transparent and anchored by all-in pricing, so that every buyer knows the total cost of their purchase before they commit.

Competitive pricing and seamless shipping earn a transaction. Exceptional service earns a relationship. Elevating the level of service we provide to both buyers and sellers is the fourth pillar of our road map. On the seller side, we are rolling out improved listing tools that leverage AI to make it easier and faster to bring inventory to market. These tools reduce friction from generating optimized item titles to streamlining the image upload process, ultimately building toward a more robust AI-assisted listing experience.

Early adoption has been encouraging, and we expect these tools to deepen seller engagement and improve listing quality over time. We are also building an AI-powered client service chatbot for buyers and sellers set to launch in the second quarter. Our expectation is that this will allow us to provide faster, more responsive service at scale. The cumulative impact of these road map investments is reflected in a simple data point, for the second consecutive year, our annual seller sentiment survey confirmed that 1stdibs is the primary sales channel for our sellers, surpassing their own showrooms.

What was a meaningful shift last year is now a confirmed trend. Our sellers are not simply listing on 1stdibs, they are depending on us. That is a powerful foundation as we continue to invest in tools and technology designed to deepen that relationship and drive their success. A quarter ago, we laid out our 2026 financial framework. Positive full year adjusted EBITDA, positive free cash flow, a third consecutive year of revenue growth and a return to GMV growth by the fourth quarter.

One quarter in, we are on track against all four. Our conviction in the durability of our marketplace has never been stronger. Curation, scarcity and human expertise or the foundation of 1stdibs and in an era of AI-generated content. These qualities are becoming more valuable, not less. Thank you for your continued support.

I'll now turn it over to Tom to review our first quarter financial results and second quarter outlook.

Thanks, David. Good morning, everyone. First quarter results were in line with our expectations across the board. For the second consecutive quarter, we generated positive adjusted EBITDA, validating the structural changes we made to our cost base and confirming that our 2026 plan is developing as anticipated. Let me walk you through the numbers. GMV was $89.7 million, down 5%, above the midpoint of guidance. The underlying dynamics played out largely as we expected. Traffic declined across paid and organic channels, a direct and expected consequence of the sales and marketing reductions we enacted in late 2025 as well as the soft demand environment. .

Order volume declined 12% as a result. However, our product investments continue to partially offset these headwinds with conversion growing for the tenth consecutive quarter. Average order value reached approximately $2,750, up 7% and median order value reached approximately $1,400, up 12%, both reflecting a continued mix shift towards higher value transactions especially from trade. Together, these factors led to GMV down 5%, consistent with the fourth quarter.

We ended the quarter with approximately 75% of traffic from organic sources, a continued reflection of the enduring strength of the 1stdibs brand. Trade was a bright spot, growing year-over-year driven by meaningful AOV expansion while consumer GMV declined. On a vertical basis, Vintage and antique furniture grew year-over-year, while all other categories declined. We ended the quarter with approximately 58,300 active buyers, down 10%, reflecting the deliberate reduction in sales and marketing spend enacted in late 2025.

Unique seller count grew modestly on a sequential basis, and we expect to return to growth for the full year as the impact of our 2024 and 2025 pricing actions continues to normalize. Listings grew 2% to nearly $1.9 million. Health of our supply base is further supported by our annual seller sentiment survey, which confirmed for the second consecutive year that 1stdibs is the primary sales channel for our sellers, underscoring the platform's growing importance to their businesses.

Turning to the income statement. Net revenue was $22.4 million, down 1%. Transaction revenue, which is tied directly to GMV was approximately 74% of total revenue, with subscriptions making up most of the remainder. Take rates increased approximately 120 basis points, reflecting our 2025 pricing actions, sponsored listings growth and a favorable prior year comparison due to high-value transactions.

Gross profit was $16.7 million, up 2%. Gross profit margins were approximately 74%, up 2 percentage points year-over-year and at the high end of our target range, driven by a decrease in hosting and software costs as a percentage of revenue.

Turning to operating expenses. Total OpEx declined 11%. The direct continuation of the multiyear cost reset we began in 2022. Within that, the story is one of deliberate reallocation. Sales and marketing expenses were $6.3 million, down 31%. This reduction was a result of the strategic realignment implemented in 2025, which fundamentally reset our marketing organization and rationalized our performance marketing spend.

We made a decision to prioritize unit economics over volume, and these numbers reflect that decision. Sales and margin as a percentage of revenue was 28%, down from 40% a year ago. Technology development expenses were $6.2 million, up 10%, reflecting the impact of our annual merit cycle in March and higher headcount-related costs as we rebalanced our talent towards high-impact product and engineering roles.

As a percentage of revenue, technology development was 28%, up from 25% a year ago. We are systematically reallocating resources away from sales and marketing and towards product and engineering. Within our flat head count framework, we are onboarding the final planned roles in support of our 2026 road map and expect this count rebalancing to conclude by the end of the second quarter, leaving us with a leaner team with more concentrated on platform innovation.

General and administrative expenses were $6.8 million, down 2%. As a percentage of revenue, general and administrative expenses were 30% versus 31% a year ago. Lastly, provision for transaction losses were approximately $700,000, 3% of revenue, down from 4% a year ago and at the midpoint of our historical range of 2% to 4%. As I mentioned previously, total operating expenses were $20 million, down 11%. Total operating expenses also reflect approximately $500,000 in severance charges, predominantly in sales and marketing as we refined our organizational structure to most effectively support our 2026 priorities.

Our commitment to expense discipline remains unchanged. Adjusted EBITDA was approximately $600,000, representing a margin of approximately 2.5%. The last 2 quarters have been adjusted EBITDA positive, both delivering against a challenging demand backdrop. This is the direct result of this cost structure we rebuilt starting in 2022, and it underpins our confidence in positive full year adjusted EBITDA. The first quarter was an encouraging start against our full year free cash flow commitment. We generate $800,000, a positive early indicator that our 2026 target is within reach. we also generated $1.1 million of cash flow from operations.

Cash, cash equivalents and short-term investments ended the quarter at $85.3 million, down $9.8 million sequentially, primarily reflecting $9.1 million in share repurchases. During the quarter, we repurchased approximately 1.7 million shares, leaving approximately $1 million of remaining authorization at quarter end. Since inception, we have repurchased approximately 9 million shares for approximately $44.4 million.

Turning to the outlook. Our guidance reflects quarter-to-date results and our forecast for the remainder of the period. We forecast second quarter GMV between $86 million and $91 million or down 4% to up 1%. The net revenue of $21.6 million to $22.6 million or down 2% to up 2% and adjusted EBITDA margin between negative 2% and positive 2%.

Our GMV guidance reflects a deliberate strategic trade-off, the intentional impact of our sales and marketing reductions as we prioritize a structurally higher margin profile over short-term volume, quality-driven performance, while traffic remains a headwind, we expect continued growth in conversion and AOV and sequential improvement in our year-over-year growth rate helped by progress on our product road map.

Our revenue guidance reflects the continued growth in sponsored listings as well as a modest contribution from our first sponsored event, an initiative we are beginning to test in the second quarter as part of our advertising program. Our adjusted EBITDA margin guidance reflects structural efficiency, realized gains from operating expenses following our September realignment. Strategic reinvestment, a sequential increase in personnel expenses driven by the annual merit increases effective in March and targeted hiring in product and engineering as part of our strategic realignment and gross margin expansion.

We continue to expect gross margins of 72% to 74%. While we are not providing full year guidance at this time, we are confirming our 2026 financial framework. We expect to deliver a third consecutive year of revenue growth, reflecting the resilience of our marketplace. We anticipate a return to positive year-over-year GMV growth by the fourth quarter, driven by the compounding impact of our product road map. We expect gross margins of 72% to 74%, up from 71% to 73% in 2025. We expect revenue take rates of 25% to 26%, up from 24% to 25% in 2025. We remain focused on high-quality, efficient growth with a full year 2026 outlook of positive adjusted EBITDA and positive free cash flow. Underpinning this plan is the assumption that macroeconomic conditions, particularly those impacting the housing market and consumer discretionary spending remains stable.

Our 2026 financial framework is unchanged, and the first quarter gives us confidence that we are on the right path. Gross margins came in at the high end of our target range. Adjusted EBITDA was positive for the second consecutive quarter, we generated free cash flow and our product road map is advancing on schedule. Our plan is working. We appreciate your continued support and look forward to updating you on our progress in the coming quarters. Thank you. I will now turn the call over to the operator to take your questions.

[Operator Instructions]

Your first question comes from the line of Bobby Brooks with Northland Capital Markets. Please go ahead.

First wanted to ask. Last quarter, we discussed a handful of kind of internal levers you could pull, really reignite growth. And I think it would be helpful for investors to hear that discussion as well. So can you talk about those levers and maybe those levers are being pulled today? And if not, maybe the time line of that being pulled?

Sure, of course. So I think you're referring to our product road map. Our road map is organized around 4 of the highest potential areas that we believe we have in the business. and those are discovery, pricing, shipping and service covering the full purchase funnel.

And in Q1, we made progress in each of them. So just calling out a couple of the big ones. I would say the highest impact wins in the quarter were around discovery, shipping and service and maybe just a couple of quick examples. So in search, we implemented AI-driven metadata improvements, which drove a 4% higher search success rate and importantly, reduced Knoll search results by more than 25%. And reducing Knoll search results is especially important in the long tail marketplace like ours. And we're going to keep on charging on search because we do view it as potentially 1 of our highest leverage areas.

So we've got a visual search release lined up for Q2. And then after that, our first natural language search release targeted for Q3. Another example would be shipping, which obviously is a big source of friction, particularly given that furniture is the majority of our GMV. In the quarter, we integrated USPS into our shipping infrastructure which had the impact of reducing personal rates on packages under 20 pounds by 30% to 50%. So we feel like in each of the 4 tracks, we're in a good place, and we're making progress, but we also feel like it's early in that regard and that there's a lot more opportunity ahead of us than there is behind us.

And as with all product road maps, we also expect the impact of these improvements to compound over time.

That's super helpful. And then as I think gears some more -- or stay sticking with the AI surge, think that's interesting -- maybe could explain like what is the 4% search success rate line improvement -- what does that look like when someone is using the website and then like the 25% in Knoll search rate down, that just likely mean if some search, you fought like there's 25% less of the time some the searches for something nothing comes back.

Could you just help...

Yes. I mean you can imagine starting with an alert rate. I mean you can imagine the impact on a buyer of having -- searching for something and getting 0 results, right? -- that manifests itself in at worst a bounce, right? So you leave the experience and invest a much more, a much higher friction discovery process. And then the opposite is true as well, right? I mean when you find what you're looking for, you're that much more likely to proceed to the next step in the funnel.

So again, we've got 1.9 million items. Almost all of them are one of a kind, which means that we drive a disproportionate amount of activity around search, and so that's why I say it's a super high leverage kind of entry point and part of the discovery experience. I think probably a little more so in our business than in a less long-tail oriented marketplace or retail experience.

That's super helpful.

Your next question comes from the line of Ralph Schackart with William Blair. Please go ahead.

First question, just on GMV growth that you noted that you returned by the fourth quarter. Can you just remind us, do you need a change in the macro conditions? Or can you deliver that growth in the current market environment? And David, you've listed a lot of great product improvements and some new innovations and mentioned obviously that they build on each other. Any way you could isolate maybe a couple that you think are having the biggest near-term impact? And then maybe on a longer-term basis, some of those products that you are really excited about that could drive longer and more sustained growth?

Sure. Ralph. So in terms of GMV growth, we do -- first of all, we do remain confident in a return to growth by Q4, and we do not think that, that is dependent on a market recovery. So 2 reasons, really. One is, in Q4, we'll begin lapping a full quarter's worth of the over 40% reduction in sales and marketing spend that we initiated in late -- so until then, obviously, that remains a headwind on GMV growth. Although that said, we're already seeing a trajectory shift, I think.

And then second is we do have strong conviction in our product road map, product road maps for us, as is the case with almost all consumer Internet companies compound over time. And as I mentioned in my answer to Bobby's question, we're seeing early success there, and we do expect that to compound over time. And again, just to come back to the point I just made, I think it is worth pointing out that at the midpoint of Q2 guidance, we do expect GMV growth rates to improve sequentially from the negative 5% in Q1 to negative 2%, again, at the midpoint in Q2.

And from there, we do see a clear and straightforward path to a return to year-over-year growth by Q4 this year. In terms of the product road map, I mean, we do -- we think pretty hard about where we allocate our capital and our scarce human resources. And those 4 areas that I highlighted; discovery, price, service and shipping, we do think are the highest impact areas. And all of them are important. I mean, again, I think as we look at other -- the experience of other marketplaces, certainly in the case of one of the kind marketplaces search is extraordinarily important. If you don't find what you're looking to buy, then there's no reason to come back, and you're certainly less likely for a visit to consummate in an order.

Logistics, again, I don't think we're reinventing the wheel here. Logistics is extraordinarily important on the other side of the funnel. And we were super pleased that we were able to reduce costs by as much as we were for parcel. And we've got a lot ahead of us in terms of logistics. Tracking is something where we're not at table stakes yet in terms of meeting baseline consumer expectations, I think, for e-commerce experiences.

We will be there. We're going to use ML quite heavily to increase our pre-q coverage on freight. So there are lots of levers within shipping, lots of levers within search. I mentioned semantic search and natural language search, which is on the come.

Pricing is an area we've talked about in the past. In Q1, we were able to expand our price parity coverage by 44% and we have some other improvements planned for the consumer experience there. And then lastly, service, we feel like there's an opportunity to substantially increase both our service levels and the efficiency with which we deliver those.

So again, I would just close by saying we're super happy with our progress in Q1, but we have an ambitious slate in front of us. and much more to come than we've already achieved, which is part of the reason why I'm very optimistic about Q4.

We have reached the end of the Q&A session.

Ladies and gentlemen, thank you for joining us, and welcome to the 1stdibs Q4 2025 Earnings Call. [Operator Instructions] I will now hand the call over to Kevin LaBuz, Head of Investor Relations and Corporate Development. Kevin, please go ahead.

Good morning, and welcome to the 1stDibs earnings call for the quarter and year-ended December 31, 2025. I'm Kevin LaBuz, Head of Investor Relations and Corporate Development. Joining me today are Chief Executive Officer, David Rosenblatt; and Chief Financial Officer, Tom Etergino. David will provide an update on our business, including our strategy and growth opportunities, and Tom will review our fourth quarter financial results and first quarter outlook.

This call will be available via webcast on our Investor Relations website at investors.1stdibs.com. Before we begin, please keep in mind that our remarks include forward-looking statements, including, but not limited to, statements regarding guidance and future financial performance, market demand, growth prospects, business plans, strategic initiatives, business and economic trends and competitive position. Our actual results may differ materially from those expressed or implied in these forward-looking statements as a result of risks and uncertainties, including those described in our SEC filings.

Any forward-looking statements that we make on this call are based on our beliefs and assumptions as of today, and we disclaim any obligation to update them, except to the extent required by law. Additionally, during the call, we will present GAAP and non-GAAP financial measures. A reconciliation of GAAP to non-GAAP measures is included in today's earnings press release, which you can find at our Investor Relations website, along with a replay of this call.

Lastly, please note that all growth comparisons are made on a year-over-year basis, unless otherwise noted. I will now turn the call over to our CEO, David Rosenblatt. David?

Thanks, Kevin. Good morning, everyone. 2025 was the year of accountability and focused execution. The hard work and operational rigor we applied across the organization throughout the year culminated in a landmark results. We exited 2025 as an adjusted EBITDA-positive company. Looking ahead, our 2026 financial plan focuses on capitalizing on these gains, while delivering sustained adjusted EBITDA profitability.

In 2026, we expect to deliver a third consecutive year of positive year-over-year revenue growth alongside positive adjusted EBITDA and free cash flow. While we are not providing full year GMV guidance, we anticipate a return to year-over-year GMV growth by the fourth quarter, driven by the compounding impact of our product road map.

Our confidence in this trajectory is rooted in the defensibility of the 1stDibs model. Even in an era of AI-driven content and commerce, we believe the high trust, high complexity world of one-of-a-kind luxury thrives on curation, scarcity and the human expertise of our dealers. By leveraging AI to enhance discovery while maintaining the strength of our vetted seller network, the trust of our buyers and our complex transactional infrastructure, we see AI not as a competitor, but as a catalyst that will help unlock the full potential of our unique catalog.

In the fourth quarter, GMV was $90.2 million at the low end of our guidance range. However, adjusted EBITDA finished above the high end of our range. This performance marks a major inflection point, our first quarter of adjusted EBITDA profitability as a public company. It is important to be clear, in the second half of 2025, we made a conscious trade-off to moderate near-term GMV growth in exchange for a significantly improved adjusted EBITDA profile. This shift in the positive adjusted EBITDA is definitive proof that we do what we say. Reaching this milestone is the direct result of 3 specific commitments we made to you at the start of the year. First, organizational discipline. We exceeded our goal to hold headcount flat, while rebalancing our talent base toward product and engineering.

Second, operating leverage. In our initial 2025 outlook, we targeted generating leverage at mid-single-digit revenue growth. Despite a housing market at a 30-year low, our expense management allowed us to exceed our own leverage targets, proving that our asset-light model is now capable of delivering positive adjusted EBITDA even in a low-growth environment.

Third, product velocity. By leaning into AI-assisted development, which now accounts for approximately 30% of our new code, we delivered our ninth consecutive quarter of conversion growth. With a profitable foundation now in place, we are turning our energy towards driving growth in 2026, while maintaining our rigorous expense discipline.

Having continued to expand our market share in 2025, we entered 2026 from a position of strength. Our road map is designed to remove friction and modernize the platform across 4 pillars: discovery, pricing, shipping and service.

First, discovery. Our 2026 road map centers on transforming 1stDibs into a daily habit for design enthusiasts through a reimagined buyer experience. This plan includes deploying AI-powered semantic and image search to fundamentally change how buyers interact with our catalog. While many potential buyers have a deep appreciation for design, they often lack a collector specialized nomenclature. We are bridging this gap. Instead of needing an exact match, for example, Hermès Birkin 25 Bubblegum Pink Silver hardware, a buyer can use natural language such as asking for a Valentine's Day gift for my wife. While that query traditionally would have yielded limited results, our new AI-driven engine will understand the intent behind the request and surface rich curated matches across categories, from jewelry to fine art.

We are effectively removing the expert requirement from our search bar, making 1stDibs more intuitive for a broader audience.

We are also initiating a major evolution of our personalization engine, centered on a reimagined homepage and feeds that deliver curated recommendations across key buyer touch points. By synthesizing brand maker and price propensity data, we are creating a bespoke experience that anticipates intent, surfacing the right inventory at the right moment of inspiration whether on our platform or through personalized e-mails. To amplify this work, we are launching 1stDibs Tastemakers, our first-ever ambassador program and influencer network. This initiative anchors our transition toward a community-first content strategy. By partnering with a scaled network of authentic voices, from prominent collectors and designers to our own sellers, we are creating the emotional connections that drive daily engagement and fuel discovery. This program allows us to move at the speed of the Zeitgeist.

We have already seen the potential of this approach in early testing. This was the blueprint for our real-time response to Taylor Swift's engagement. Within hours, we mapped a global interest in her vintage watch and unique old mine diamond ring to similar pieces in our inventory. By matching what the world is talking about with our one-of-a-kind supply, we are making 1stDibs more accessible and culturally resonant.

Additionally, we are significantly expanding our sponsored listings program, which serves as a high margin lever for driving revenue growth. We believe there is headroom to scale coverage and increase ad density while maintaining our premium aesthetic. By providing sellers with more sophisticated tools to reach buyers, we are creating a more dynamic ecosystem while driving revenue growth that is independent of GMV fluctuations. In addition to expanding sponsored listings, we are exploring nascent advertising opportunities with external brand partners, both online and offline.

Second is pricing. We are focusing our efforts on helping buyers and sellers reach a shared understanding of value. Our goal is to foster faster consensus by providing both sides of the transaction with the data required for confident decision-making. Central to this effort is a fundamental investment in our negotiations and offer flows, our highest intent signal. We see significant opportunity to optimize the make offer experience, which is often the primary path to purchase for our highest value items. Our 2026 road map focuses on demystifying the negotiation process through better product marketing and more intuitive UI, ensuring that both parties can reach a deal with less friction. By streamlining these interactions, we are increasing marketplace liquidity and creating a more accessible and dynamic platform.

Complementing this work is an initiative centered on price contextualization. Because our catalog is defined by rare one-of-a-kind items, buyers often lack a clear benchmark for value. To address this, we are introducing historical price comps and market data directly into the buyer journey. By making this information more visible, we are providing the transparency required to validate an item's value. Underpinning these initiatives is our expanded enforcement of price parity. In the fourth quarter, we made strides in increasing the volume of listings, covered by our parity solutions, ensuring that our buyers find the most competitive prices on 1stDibs. Looking ahead, we will incorporate AI to further automate and expand this coverage across our catalog. By leveraging technology to scale these protections and promoting our price match guarantee, we are ensuring that 1stDibs remains the definitive destination for value in luxury design.

Third is shipping. We recognize that our current shipping program is too complex and costly, lacking the modern features such as flexibility, precise tracking and reliable on-time delivery that our buyers expect. A primary source of friction is the lack of clarity around roles and responsibilities between 1stDibs, our sellers and our buyers. This ambiguity can add hidden cost to the transaction. To solve this, we are revamping our shipping experience to provide a clear, standardized framework for every participant in the value chain. We expect this move will allow us to streamline operations and lower shipping prices for buyers. This newfound efficiency will enable our move toward all-in pricing. By presenting a single transparent, fully landed cost earlier in the funnel, we will remove the primary hurdle to conversion. We are also leveraging our historical data to develop dynamic shipping rates, providing instant and more competitive quotes globally. This is about eliminating sticker shock and elevating our shipping experience to match the premium nature of our inventory.

Fourth is service. In 2026, we are evolving our service model through technology. Our plan involves integrating AI support to resolve routine inquiries instantly. By offloading these high-volume basic tasks, we can reallocate our client services team to prioritize more nuanced, high-value resolutions and increase our service levels. This shift ensures that our human expertise is focused where it adds the most value, supporting our most loyal buyers and driving repeat purchases.

We are also working to introduce an AI item upload assistant for our sellers. This tool will streamline the listing process and ensure that the most exceptional inventory hits our marketplace faster and with higher quality metadata, allowing us to scale our operations through technology rather than headcount.

In summary, the story of 1stDibs right now is one of focused transformation. Reaching positive adjusted EBITDA this quarter was the culmination of a multiyear journey that began in 2022. We have spent 4 years reengineering our cost structure and refining our marketplace, and we have emerged with a financial foundation that allows us to focus entirely on driving GMV and revenue growth.

As we look toward 2026, we are often asked about the risk of AI disintermediation. We believe that our position is uniquely protected. Our moat is built on a high-trust relationship and a physical collection of one-of-a-kind items, elements that cannot be replicated by an algorithm. We are leaning into AI to help our buyers discover the extraordinary rather than replacing the essential human expertise of our dealers.

With a compelling road map in place, we are positioned for a GMV growth inflection point by the fourth quarter of 2026. We entered this next chapter as a more efficient, more resilient and more ambitious company than at any time in our history. To discuss how this discipline is reflected in our fourth quarter performance and our expectations for the year ahead, I'll turn the call over to Tom.

Thanks, David. Good morning, everyone. Our fourth quarter results marked a landmark inflection point for 1stDibs, our first quarter of positive adjusted EBITDA as a public company. This achievement validates the strategic realignment we executed in September and proves that our asset-light marketplace is capable of delivering adjusted EBITDA profitability even in a constrained environment.

Our multiyear transformation is clear. We began reengineering our cost structure in 2022, accelerated that focus through 2023 and demonstrated early operating leverage in 2024. Today, we are exiting 2025 with fourth quarter adjusted EBITDA of $1.3 million and a 6% margin, a 1,300 basis point expansion over prior year. We have not only delivered on our commitment to reach adjusted EBITDA profitability, we have established a leaner, more resilient baseline for our future. This outcome is a direct result of the accountability David mentioned. Our 2025 plan centered on expanding operating leverage as we have executed against that goal.

We are exiting the year with a strong balance sheet and a business model optimized to generate positive adjusted EBITDA and free cash flow. To appreciate this inflection point, it is helpful to look at our P&L transformation since 2022. Over the last 4 years, we have reduced annual operating expenses by 18% or nearly $18 million, excluding onetime gains from the sale of Design Manager and lowered headcount by more than 30% from our peak. In a business with high operating leverage, the 7% revenue decline we experienced over this 4-year period would typically lead to margin compression. At 1stDibs, we have achieved a positive divergence.

Comparing 2022 to 2025, gross margins have climbed from 69% to 73% and adjusted EBITDA margins improved by approximately 1,900 basis points. Significantly expanding margins during a period of revenue contraction is a significant operational feat, and we entered 2026 with the most efficient financial profile in our history.

Turning to our fourth quarter funnel performance. GMV was $90.2 million, down 5%. While traffic headwinds increased across organic and paid channels, this was a direct result of our deliberate shift in marketing strategy. Starting in the third quarter, we have aggressively tightened ROI thresholds, intentionally pruning lower intent traffic to prioritize unit economics. This discipline resulted in order volumes declining 9%. However, this was partially offset by our ninth consecutive quarter of conversion rate growth and strong average order value expansion. The fact that GMV outperformed order volume by 400 basis points demonstrates that we are successfully capturing high-intent demand and higher value transactions, even with a significantly leaner marketing budget.

Specifically, on-platform AOV reached nearly $2,600, up 5%, while median order value rose 4% to approximately $1,250. This performance was fueled, first and foremost, by returning buyers spending more per order than they did a year ago, along with a higher overall mix of orders from these repeat customers. We ended the quarter with over 80% of traffic from organic sources, up 8 percentage points year-over-year. This organic strength is a critical competitive advantage, reflecting the enduring power of the 1stDibs brand.

We saw a balanced performance across our buyer segments this quarter as both trade and consumer GMV declined at similar rates. Vertical performance varied by category. Jewelry showed the most resilience with GMV down just 1%. Active buyers totaled approximately 60,700 at quarter end, down 5%.

Regarding supply, we ended the quarter with approximately 5,700 unique sellers, down 4% as our seller base continues to normalize following our fourth quarter pricing adjustments. Importantly, while seller count consolidated, we saw listings grow 3% to nearly $1.9 million.

Moving on to the income statement. Net revenue was $23 million, up 1%. Transaction revenue, which is tied directly to GMV, was approximately 73% of total revenue with subscriptions making up most of the remainder. Take rates increased approximately 140 basis points year-over-year driven by October's pricing increases and continued growth in sponsored listings.

Gross profit was $16.9 million, up 3%. Gross profit margins were approximately 74%, up 1 percentage point year-over-year.

Sales and marketing expenses were $5.9 million, down 44%. This significant decrease is a direct result of the strategic realignment implemented in 2025, which fundamentally reset our marketing organization and rationalized our performance marketing. Sales and marketing as a percentage of revenue was 26%, down from 46% a year ago.

Technology development expenses were $6 million, up 9%, reflecting higher headcount-related costs as we rebalance our talent towards high-impact product and engineering roles. Within our flat headcount framework, we are reallocating resources to expand our product and engineering capacity, a transition set to conclude in the second quarter. We view this as our highest ROI lever, enabling us to deliver on our 2026 road map and deliver long-term conversion gains while maintaining a disciplined cost base. As a percentage of revenue, technology development was 26%, up from 24% a year ago.

General and administrative expenses were $7 million, up 5% due primarily to a onetime sales tax-related item. As a percentage of revenue, general and administrative expenses were 30%, up from 29% a year ago.

Lastly, provision for transaction losses were approximately $400,000, 2% of revenue, down from 4% a year ago and at the low end of our historical 2% to 4% range.

Total operating expenses were $19.2 million, an 18% decrease. This significant reduction is the direct result of the strategic realignment we completed in September and our previous cost-saving measures. We promised to fundamentally lower our cost base, and this quarter's results prove that we have executed on at commitment. More importantly, this discipline has fundamentally improved our potential for operating leverage. We have lowered our breakeven threshold, allowing us to reach positive adjusted EBITDA despite the persistent macro headwinds in the luxury home category. Our ability to significantly reduce operating expenses while continuing to gain market share in 2025 demonstrates that we are not just running a leaner company, we're running a more productive one.

This quarter represents a pivotal inflection point in our financial trajectory. Adjusted EBITDA was $1.3 million, a significant turnaround from a $1.6 million loss in the prior year. This resulted in an adjusted EBITDA margin of 6%, representing an approximately 1,300 basis point expansion over last year. This is a direct outcome of the structural discipline we have embedded across the organization, allowing for any future top line recovery to flow disproportionately to the bottom line.

Moving on to the balance sheet. We ended the quarter with a strong cash, cash equivalents and short-term investments position of $95 million, up from $93.4 million sequentially. We maintain a robust cash position and our future focus is on free cash flow generation.

During the quarter, we repurchased approximately $1.6 million of shares with $10.4 million remaining under our current $12 million authorization as of December 31. Our continued execution of this program reflects our confidence in our long-term growth trajectory and our commitment to delivering value to our shareholders.

Turning to the outlook. Our guidance reflects quarter-to-date results and our forecast for the remainder of the period. We forecast first quarter GMV between $86.5 million to $91.5 million, representing a year-over-year decline of 9% to 3%. Net revenue of $22.1 million to $23.1 million or down 2% to up 2% and adjusted EBITDA margin between breakeven and positive 4%. Our GMV guidance is driven by 2 primary factors: a deliberate strategic trade-off, the intentional impact of our sales and marketing reductions as we prioritize a structurally higher margin profile over short-term volume.

Quality-driven performance. While traffic remains a headwind, we expect continued growth in conversion and AOV. Our revenue guidance reflects the continued growth in sponsored listings and benefits of the seller subscription price increase, which took effect on October 1.

Our adjusted EBITDA margin guidance reflects structural efficiency, realized gains from operating expenses following our September realignment.

Strategic reinvestment, a sequential increase in personnel expenses driven by the partial quarter impact of annual merit increases effective in March and targeted hiring in product and engineering as part of our strategic realignment.

Gross margin expansion. We expect gross margins of 72% to 74%, an increase from our recent 71% to 73% range. While we are not providing full year guidance at this time, our 2026 framework is centered on durable profitable growth. We expect to deliver a third consecutive year of revenue growth, reflecting the resilience of our marketplace. We anticipate a return to positive year-over-year GMV growth by the fourth quarter, driven by the compounding impact of our product road map. We expect gross margins of 72% to 74%, up from 71% to 73% in 2025. We expect revenue take rates of 25% to 26%, up from 24% to 25% in 2025. We remain focused on high-quality efficient growth with a full year 2026 outlook of positive adjusted EBITDA and positive free cash flow.

Underpinning this plan is the assumption that macroeconomic conditions, particularly those impacting the housing market and consumer discretionary spending remains stable. In closing, reaching this adjusted EBITDA inflection point is a landmark moment for 1stDibs. This result marks the culmination of a 4-year journey of rigorous expense management and strategic focus. We promised to reengineer our cost structure, remain disciplined on headcount and prioritize technical velocity, and we have delivered. We entered 2026 with a leaner, more resilient and more profitable foundation than at any time in our history.

We appreciate your continued support and look forward to updating you on our progress in the coming quarters. Thank you. I will now turn the call over to the operator to take your questions.

[Operator Instructions] Your first question comes from the line of Ralph Schackart with William Blair.

First question, just maybe kind of touching on your comments about accelerating growth through 2026. David, maybe you could just kind of walk through maybe the primary drivers as you see it to continue to turn the business around and to return back to growth and what continues to be a tough macro for you? And then I have a follow-up, please.

Sure. Ralph, so I think, first, from September '26 onward, we'll be lapping what were pretty substantial reductions, almost 50% in performance marketing spend. And then secondly, at the same time last September that we cut sales and marketing overall, we also increased our product and engineering investment, which obviously will result in a much bigger road map. So as you think about moving through 2026, what we expect is that the compounding nature of that product road map will provide a pretty clear path to year-over-year GMV growth by the fourth quarter. So it's really the combination of those 2 things, lapping our performance marketing cuts and then also receiving the benefit of higher product and engineering investment. I think it's also important to note that for the full year, we are committed to delivering our third -- what will be our third consecutive year of revenue growth alongside positive adjusted EBITDA and free cash flow as we did in the fourth quarter.

And the last thing I would say, you made a reference to the market. We do not believe that this is dependent on a broader market recovery. We feel like we have all the tools needed to accomplish this even without that.

Great. And just touching on AI. It has been a big focus, obviously, this earning season for investors. I think you talked about you see it not as a competitor, but as a catalyst to unlock catalog. Maybe if you could just kind of double-click on that a little bit, just in terms of why you don't potentially see disruption. Is it just because you handle a lot of complex tasks in between sort of the buyer and the seller and unique product categories, I guess, would be part of the reason there? But if you could just maybe touch on that a little bit more, I'd appreciate it.

Yes. I think -- I mean, I think in general, the way we see AI and relative to our performance is that we view ourselves as a beneficiary of AI really kind of from the top of the income statement to the bottom. In terms of disintermediation specifically, though, I think that's likely more of a threat for commodity products, but we're the exact opposite of that, right? We've got 2 million one-of-a-kind pieces of inventory. And particularly, when those items transact at the high price that we sell at, seller expertise and the integrity of the transaction itself are the primary components of value that we provide. So AI agents certainly can help with discovery. They can help buyers find products, but they can't substitute for the buyer trust, for the seller reputation and all of the relatively complex logistical and payment infrastructure that's required to transact at our price points and with our kind of inventory.

Your next question comes from the line of Bobby Brooks with Northland.

As you think of returning to kind of a sort of consistent growth profile, I know in the past, this will be your third year of revenue growth, but across both GMV and revenue and maybe at a little bit higher clip, call it, maybe high single digits. What are some of the most exciting initiatives that you're pursuing?

So as I think you may be aware, we -- first of all, we have proven an ability to execute on our product road map and to drive conversion, which is the most important GMV lever as a result. We brought in a new Head of Product and Marketing last August. And as part of that, we recut our '26 road map. So the '26 plan is a combination of both evolutionary advancements relative to '24 and '25 and also new projects. And I'm super excited about each of them. I mean just to call out, I guess, probably the 4 highest impact ones or ones we expect to be highest impact in a particular order. AI search is something that we're very optimistic about. Currently, searching on 1stDibs requires knowing the exact match of the products that one is interested in, which is a pretty significant barrier for broader consumer demand, especially given the long-tail nature of the products that we sell. So to address this in '26, we're going to be introducing semantic Search, which will make discovery much more intuitive and accessible to kind of the average person.

And the second area that I'm very excited about is shipping. So today, we have relatively unclear roles and distribution of responsibilities between sellers and 1stDibs. That leads to higher costs and also sometimes just in terms of kind of the operational workflow in terms of getting an order converted, some confusion on the part of the buyer. And so we're reengineering our entire shipping framework to standardize those roles and responsibilities, which should have the impact of reducing complexity and also cost to the buyer.

Pricing is number three. It's something we've talked about quite a bit in the past. We aren't today always the lowest cost sales channel for a given item. And the second problem is that, again, given the long-tail nature of what we sell, it can be challenging for consumers to compare prices and sort of evaluate and interpret them. So to address this, we -- as I think you're probably aware, we introduced a price-parity enforcement mechanism last year. To expand this in '26, we're going to be incorporating and LLM. So we -- it has not been AI-based to date, which will allow us to scale price parity across a much higher percentage of our inventory, which will eliminate the problem of individual items being listed at a higher price on 1stDibs and elsewhere.

And then second, we're going to surface comps data much more broadly to both sellers and buyers to give them context. And then the last -- the fourth and the last piece is I think we're a little late to the party in terms of developing a robust social strategy. And I think social has an especially important role to play for us, given our brand and just the visual nature of the products that we sell and so on. And so to address this, in '26, we're in the process of implementing our first-ever community-based approach, which really is just another way of saying we're launching an influencer network. And it's something we haven't done before, and we have high hopes for it.

That's super helpful detail. For a follow-up on the pricing parity, definitely can see how that -- definitely can see how helpful and beneficial that will be for the business. You mentioned incorporating the LLM to scale across a much higher percentage of inventory. Would be curious to hear how much of the inventory today listed has this price parity incorporated into it and how much are you looking -- what are you looking to scale that to in '26?

Data that we -- that's not data that we share primarily for competitive reasons, but it should roughly double the amount of product that's covered. It's actually, I think from a behavioral point of view though, more important to think about it in terms of number of sellers who are impacted rather than the percentage of items because once a seller sort of understands that we have the ability and the intent to enforce this price parity feature of our contracts with them, they're less likely, of course, to be in transgression of that.

And again, I think it's worth pointing out, I mean, this is in the interest of both the buyer and the seller and 1stDibs. Having a sort of clean, well-lit and regulated marketplace that's predictable and understandable to buyers is ultimately -- has the effect of increasing confidence in us and our sellers on the part of the buyer, which, of course, benefits them. So I do think it's important to note that we don't think of this as a -- I don't know, as a sort of system of punishment, but more as a part of the process of creating, as I said, is sort of clean, well-lit environment, which, of course, is to the benefit of all marketplace participants.

Got it. I appreciate it, David. And maybe one for Tom. It's been really impressive, the margin expansion you guys have driven in the past -- over the past few years, as you mentioned in the prepared remarks, despite some shrinking of the top line GMV. As we think of 1stDibs returning to that kind of steady growth rate on GMV level, is it fair to think margin expansion would accelerate in that scenario?

Yes, this is Tom. So yes, I believe that what you've seen with our P&L, as you kind of talked about, is that our gross margins have expanded from 73% to 74%. The contribution margin, in particular, has gone up from the 50% to 55% level to the 60% to 65% level. So yes, what I expect is that as you start to see revenue -- GMV and revenue expansion, you will see a large portion of that additional revenue going to the bottom line because of the increase in contribution margin that we've put into the model at this point.

There are no further questions at this time. This concludes today's call. Thank you for attending. You may now disconnect.

Ladies and gentlemen, thank you for joining us, and welcome to the 1stDibs Q3 2025 Earnings Call. [Operator Instructions] I will now hand the conference over to Kevin LaBuz, Head of Investor Relations and Corporate Development. Kevin, please go ahead.

Good morning, and welcome to 1stDibs earnings call for the quarter ended September 30, 2025. I'm Kevin LaBuz, Head of Investor Relations and Corporate Development. Joining me today are Chief Executive Officer, David Rosenblatt; and Chief Financial Officer, Tom Etergino.

David will provide an update on our business, including our strategy and growth opportunities, and Tom will review our third quarter financial results and fourth quarter outlook.

This call will be available via webcast on our Investor Relations website at investors.1stdibs.com. Before we begin, please keep in mind that our remarks include forward-looking statements, including, but not limited to, statements regarding guidance and future financial performance, market demand growth prospects, business plans, strategic initiatives, business and economic trends and competitive position.

Our actual results may differ materially from those expressed or implied in these forward-looking statements as a result of risks and uncertainties, including those described in our SEC filings. Any forward-looking statements that we make on this call are based on our beliefs and assumptions as of today, and we disclaim any obligation to update them, except to the extent required by law.

Additionally, during the call, we will present GAAP and non-GAAP financial measures. A reconciliation of GAAP to non-GAAP measures is included in today's earnings press release, which you can find on our Investor Relations website, along with the replay of this call.

Lastly, please note that all growth comparisons are on a year-over-year basis, unless otherwise noted. I will now turn the call over to our CEO, David Rosenblatt. David?

Thanks, Kevin, and good morning, everyone. The third quarter was a breakthrough period for efficiency and execution, demonstrating our commitment to financial discipline. We delivered revenue and GMV at the high end of guidance and critically, disciplined expense management drove adjusted EBITDA margins to negative 1%, a 13 percentage point improvement year-over-year, well above the high end of guidance and our best as a public company.

We now expect to generate positive adjusted EBITDA in the fourth quarter and for the full year 2026. Reflecting this strong financial performance and our clear line of sight to free cash flow generation, our Board has authorized a new $12 million share repurchase program. Generating free cash flow creates an opportunity to return capital, particularly if we continue to trade at a discount to our assessment of intrinsic value.

We are also proving that this efficiency doesn't come at the expense of market leadership. We continue to grow and gain market share even in a tough environment. This combination of operational execution and financial rigor is the story of the quarter.

The core of our third quarter effort was to build a more efficient growth engine. We achieved this by realizing a net head count reduction, new performance marketing efficiencies and other cost savings totaling $7 million annually, while growing our product development capacity.

We believe that our growth potential is unlocked by investing in product and engineering. Historically, we disrupted this market via technology, and we are committed to maintaining that principle. In September, we executed a targeted reduction in overall headcount, not only to save cost, but to reallocate capital, shifting head count away from sales and marketing roles and into technology development.

The net effect is a strategic shift in our workforce composition. While overall head count is lower, we are actively increasing our product and engineering team. Our conviction is simple. The most scalable and highest ROI way to meet the core needs of our buyers and sellers is through technology. This strategic realignment was anchored by the arrival of Bradford Shellhammer in August as our new Chief Product Officer and Chief Marketing Officer. This isn't just an efficiency play. It's a growth strategy.

We are now primed to modernize our marketing channels, shifting investment towards high engagement formats like social video and personalized communications. Driving growth via content and community. This marketing reorganization in combination with increasing our product development capacity significantly enhances our operational agility and allows us to deliver richer, more consistent value at every customer interaction.

The focus in the third quarter was on architecture and foundation. We began a deep review of our highest leverage opportunities in 4 core business drivers: fueling new buyer growth retaining and engaging existing buyers, improving monetization and ensuring seller success. We are currently developing our 2026 product road map and are excited to share more details during our fourth quarter earnings call.

Turning to the third quarter. funnel performance demonstrated clear evidence that our product-led strategy continues to produce results. Our ongoing optimization efforts drove our eighth consecutive quarter of conversion growth, proving the compounding impact of our continuous product iteration. We also saw AOV strength during the quarter. While we observed a slowdown in traffic, the combination of conversion growth and rising average order value drove GMV acceleration.

That success in conversion was driven by specific product initiatives designed to increase buyer trust. Our most significant launch in the third quarter directly targeted a major point of buyer friction pricing. Competitive pricing is a key pillar of our product strategy. The objective here is to ensure that the marketplace offers fair and transparent item prices and shipping costs.

Over the past year, we have built the foundation for this through the full rollout of our machine learning-based pricing models across all verticals, which bring transparency to a historically opaque market and reinforce buyer trust. In the third quarter, we introduced the technology to enforce another component of the strategy, price parity.

With tools like Google Lens and browser extensions, making it easier than ever for buyers to comparison shop, price inconsistencies between platforms can undermine buyer trust and damage our brand reputation. Potentially creating an incentive for buyers to circumvent our platform.

To combat this, we launched the first phase of an automated enforcement mechanism that ensures that items listed in our marketplace are priced at or below their price on competing sites in accordance with our terms of service. So far, nearly 90% of identified violation have been remedied by sellers. This is a critical step in reinforcing trust as pilot data showed that items updated at parity saw conversion increases.

This initiative moves our policy from soft guidance to consistent automated enforcement, ensuring a more confident and frictionless experience for buyers and driving higher GMV for compliant sellers. Price parity proves that our team can solve complex problems to make sure that we can tackle even more ambitious initiatives faster, we are making significant advancements in integrating AI into our product development process.

We view AI as a powerful tool to drive both internal efficiency and customer value. This quarter, our focus was on maximizing employee productivity. Within engineering, we estimate that over 25% of all new code is being written by AI, accelerating our development process. By building AI into our workflows, we are ensuring that our new leaner cost structure maximizes output and product velocity.

Beyond engineering efficiency, we are actively incorporating an AI component into every major initiative in our road map. We also continue to make progress in our advertising program by leveraging our high-quality, high-intent audience. For our core sponsored listings, the third quarter focused on efficiency, expanding inventory and optimizing the ad load for better seller visibility.

More strategically, we successfully launched our first non-endemic advertiser in late-September. This validates the value of our audience, but the revenue opportunity is still nascent and will develop over time. Moving to the health of our supply. The third quarter underscored our commitment to high-quality, high-performing inventory. We ended the period with nearly 1.9 million total listings, marking continued growth, up 1%.

As anticipated, the number of unique sellers continues to stabilize following our 2024 pricing actions. We ended the quarter with approximately 5,800 unique sellers indicating that the major headwind from the essential seller program is now largely behind us. This disciplined strategic focus resulted in a healthier, more valuable marketplace with the churned cohort having a minimal impact on GMV and listings.

This strategic pruning allows us to reinforce our core value proposition. Our 2025 seller sentiment survey confirmed that 1stDibs is now the primary sales channel for our sellers, surpassing their own showrooms for the first time. This finding underscores the platform's growing relevance and reinforces our unique position as the premier essential destination for luxury design. Because we've successfully aggregated supply around the highest quality dealers, we expect to be in a strong competitive position, when the luxury market rebounds.

Given the significant product enhancements we have delivered to our dealers, we believe the platform now offers a dramatically higher ROI for our sellers. Our ability to deliver this high ROI is a direct result of sustained investments in marketplace technology. To ensure that we can continue to invest in the technology that powers their success, we executed a subscription pricing action on certain seller cohorts on October 1.

This marks our first broad-based increase for this segment, since 2019. This decision reinforces the status of the platform as an essential sales channel, underpins the platform's long-term sustainability and provides a tangible tailwind to our recurring revenue.

In closing, the third quarter was defined by focus and execution. We successfully executed a major strategic realignment, fundamentally redesigning our organization to prioritize high ROI technology investments and further reduce our cost structure.

The results, we delivered our best adjusted EBITDA margin as a public company, confirming that this realignment represents a major step forward on our path to profitability. Our commitment to reaching adjusted EBITDA positive is absolute and we have maintained this rigor, while successfully reallocating capital to technology that will serve as the engine for our future expansion.

We continue to gain market share and we now have the durable financial model needed to capitalize on the next phase of e-commerce growth. We've built the foundation. Now we're ready to accelerate. Thank you for your continued support.

I will now turn it over to Tom to review our third quarter financial results and fourth quarter outlook.

Thanks, David. Good morning, everyone. Our record third quarter margin performance validates the comprehensive effort to improve efficiency that we began in 2022 by protecting and growing our technology investments, we have structurally lowered our operating expenses, while enhancing our long-term growth trajectory, setting the stage for sustainable margin expansion in the years ahead.

Our commitment to efficiency is clear. Operating expenses were down 6% year-over-year and down 10% when excluding severance costs. This reduction is fundamentally changing the profitability curve of this business. Third quarter performance confirms we are making good progress on our path to profitability by structurally lowering our breakeven point.

I will now walk you through the details that support these outcomes. From a funnel perspective, third quarter results validate the effectiveness of our product road map. Our ongoing optimization efforts drove our eighth consecutive quarter of conversion growth, which accelerated during the period.

AOV also rebounded. While we observed a partial offset due to softening traffic growth, driven in part by a reduction in performance marketing spending, the combination of conversion growth and AOV rebound drove the GMV acceleration. GMV was up 5% in the third quarter versus down 2% in the second quarter.

On-platform average order value of nearly $2,700 and median order value of approximately $1,300 were both up 10%. This dynamic was driven by a slight mix shift towards higher-value orders. In addition, the year-ago period also included auction orders, which have below-average AOVs, creating an easier comparable base.

Returning to funnel trends. Traffic softened driven by lower paid traffic, where we tightened efficiency thresholds and reduce performance marketing spending. We ended the quarter with over 75% of traffic from organic sources, up 3 percentage points year-over-year. This organic strength is a key financial advantage, reflecting the power of our brand and a low dependence on performance marketing to drive traffic.

Both our core buyer segments, trade and consumer grew GMV. This broad-based growth confirms the platform's value proposition with the Trade segment driving slightly stronger growth year-over-year. Vertical performance highlights the diversification of our marketplace. Art, which accounts for a low teens percentage of total GMV was the fastest-growing vertical, up double digits.

We also saw strong GMV growth in jewelry and vintage and antique heat furniture. Active buyers totaled approximately 63,200 at quarter end, up 1%. Turning to supply. We ended the quarter with approximately 5,800 unique sellers, down 17%. As seller count continue to normalize following our 2024 pricing actions. We closed the quarter with nearly 1.9 million listings, up 1%.

This outcome shows that the elevated churn from our pricing optimizations were successfully isolated to low-impact sellers, resulting in de minimis financial impact in both GMV and listings. Our focus remains on the quality of our supply base.

Moving on to the income statement. Net revenue was $22 million, up 4%. Transaction revenue, which is tied directly to GMV was approximately 75% of total revenue with subscriptions making up most of the remainder. Take rates declined approximately 40 basis points year-over-year due primarily to a mix shift in order value. Gross profit was $16.3 million, up 9%. Gross profit margins were 74%, up 3 percentage points year-over-year.

Gross profit margins included a nonrecurring insurance recovery related to a prior shipping matter, which contributed approximately 1 percentage point to our reported margins. On an adjusted basis, gross profit margins were at the high end of our 71% to 73% guidance range.

Sales and marketing expenses were $8 million, down 13%. Excluding severance charges of approximately $800,000, sales and marketing expenses were down 22%. This outcome is a direct reflection of our continued expense discipline and the strategic realignment we executed in September. We realized savings from lower personnel costs and simultaneously tightened our performance marketing efficiency thresholds.

Sales and marketing as a percentage of revenue was 36%, down from 44% a year ago. Technology development expenses were $5.9 million, up 8%, driven by higher headcount-related costs due to our annual merit increases awarded in March and additional bonus awards in the quarter. As a percentage of revenue, technology development was 27%, up from 26% a year ago.

General and administrative expenses were $6.4 million, down to 7% due primarily to lower headcount-related costs. As a percentage of revenue, general administrative expenses were 29%, down from 32% a year ago. Lastly, provision for transaction losses were approximately $790,000, 4% of revenue, flat year-over-year.

Total operating expenses were $21 million, a 6% decrease, excluding severance cost of roughly $800,000, operating expenses were down 10%. The strategic realignment executed in September fundamentally changes our profitability equation. The estimated $7 million in annual savings structurally lowers the revenue level required for us to break even.

A reduction in performance marketing spend is the largest component of these savings achieved by raising our efficiency thresholds for new consumer acquisition. While this deliberate decision will reduce our paid traffic volume, it confirms our commitment to self-sufficiency. We are leveraging this reduction to create a more efficient cost structure that can achieve profitability with minimal reliance on top-line growth.

Adjusted EBITDA loss was approximately $240,000 compared to a loss of $3 million last year. Adjusted EBITDA margin was a loss of 1% compared to a loss of 14% a year ago. Moving on to the balance sheet. We ended the quarter with a strong cash, cash equivalents and short-term investments position of $93 million. We maintain a robust cash position, but our future focus is on free cash flow generation.

Following this quarter's success in cost reduction, we now have a clear line of sight to generating positive adjusted EBITDA and free cash flow. This confidence is why our Board has authorized a new $12 million share repurchase program. As we ramp free cash flow generation over time, our financial flexibility increases, allowing us to be opportunistic with capital deployment.

Given our belief that our shares are currently trading at a discount to their intrinsic value, this represents an excellent opportunity for shareholder value creation. Turning to the outlook. Our guidance reflects quarter-to-date results and our forecast for the remainder of the period. We forecast fourth quarter GMV of $90 million to $96 million, down 5% to up 2%.

Net revenue of $22.3 million to $23.5 million, down 2% to up 3%, and adjusted EBITDA margin of positive 2% to positive 5%. Our GMV guidance reflects continued conversion and AOV growth, a slowdown in traffic due in part to our higher efficiency thresholds in performance marketing. This trade-off is strategic we are accepting lower traffic and lower near-term order volume in exchange for significantly higher margins and better unit economics.

Our revenue guidance reflects the full quarter benefit of the seller subscription price increase, which took effect on October 1. Our adjusted EBITDA margin guidance reflects structural efficiency gains from the lower performance marketing and personnel costs following the September strategic realignment. Seasonally higher revenue and gross profit margins at the high end of our 71% to 73% range.

In addition, our fourth quarter expense base reflects a temporary tailwind of approximately $300,000 from the strategic realignment. The immediate savings from the reduction of sales and marketing roles creates a short-term benefit to margins that will moderate as we onboard the product and engineering roles over the next few quarters.

In summary, the third quarter was a pivotal period. We continue gaining market share, while structurally reducing the revenue needed to breakeven. The cost reductions we implemented led directly to our best adjusted EBITDA margins as a public company. This gives us high confidence in our outlook. We are tracking to achieve positive adjusted EBITDA and free cash flow in the fourth quarter and for the full year of 2026, assuming low single-digit revenue growth. A major financial milestone that proves we are successfully building a capital efficient and resilient business model.

We appreciate your continued support and look forward to updating you on our progress in the coming quarters. Thank you. I will now turn the call over to the operator to take your questions.

[Operator Instructions] Your first question comes from the line of Ralph Schackart with William Blair.

Maybe just kind of kick things off. Can you provide a bit more color on the rationale and the benefits you expect from your September strategic realignment. It sounds like you've made some fairly significant changes here, particularly in performance marketing, strategy. But if you sort of outlined the major benefits you expect beyond just the important sort of movement to positive EBITDA? And then I have a follow-up.

Ralph, sure. So this September realignment was really the most recent stage of a process that began 3 years ago in order for us to get to breakeven. And I think it's worth noting that in total, this process has reduced our GMV breakeven by almost $250 million.

Throughout the process, we've really been focused on all parts of our cost structure. Headcount, performance marketing, which you mentioned, as well as external vendor relationships. The goal for this 1 was really twofold. First, to achieve adjusted EBITDA profitability in the fourth quarter of this year and then also to maintain that profitability and also reach positive free cash flow for the full year '26.

And then second, importantly, to reallocate head count and non-headcount investment from sales and marketing to higher ROI engineering and product development. And so we're now at a point, where roughly 50% of our head count is in product engineering, which I think is a good place to be.

Great. And it sounds like you had a pricing increase, I think you said on October 1. Can you give us a sense of the order of magnitude there and how the platform has performed, since you push through the price increase?

What was the second part of the question?

Just on the price increase, what the reaction has been from -- as a result of pushing that through?

Yes. So I mean, in general, we try to make sure that our prices to sellers align with the value that we create. We've obviously made a lot of improvements and investments into the platform. Since 2019, yes, we really haven't meaningfully changed rates over that time.

And so this was a very targeted combined subscription increase and also in -- at certain price points, commission increase. The subscription part of it only impacted about 20% of our sellers and amounted to roughly a 10% increase on those 20%, and we saw no meaningful increase in churn. As a result, I think because of the sort of proportionality between value creation and the costs that we charge our sellers.

There are no further questions at this time. This concludes today's call. Thank you for attending, and you may now disconnect.