Bloomberg Talks Wayfair CFO Kate Gulliver Talks Earnings, Customer Demand, Expansion
Feb 19, 2026
Kate Gulliver, Wayfair CFO responsible for financial strategy and investor communications. She discusses Q4 results and momentum. She outlines customer trends and the K-shaped recovery across product tiers. She reviews store experiments, expansion plans for 2026, and how physical locations drive halo effects. She covers financing options and AI pilots for personalization and discovery.
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Momentum With Profitability
- Wayfair exited the year with 7% revenue growth and ~60% higher adjusted EBITDA, showing simultaneous top-line and profitability improvement.
- Kate Gulliver frames momentum and market-share gains as the core story despite a pressured category.
Share Gains Amid Weak Category
- The home category is down low single digits, but Wayfair is outstripping the category and gaining share across recent quarters.
- Gulliver emphasizes focusing on controllable share gains while category demand softens.
Active Customers Are Lagging Metric
- Active customers is a trailing 12-month metric so order growth precedes increases in active customers.
- Exiting Germany in January removed customers from the LTM count and created a comp headwind for that KPI.