Wayfair Posts 9.7% Revenue Growth to $3.42 Billion as Market Share Builds

Wayfair grew revenue 9.7% year over year to $3.42 billion in the third quarter, its strongest sales growth since the pandemic, and swung to a $62 million profit from a $99 million loss a year earlier. The online furniture retailer reported the results Wednesday for the period ended Sept. 30, beating Wall Street expectations on both lines.

Adjusted earnings came in at 93 cents per share against the 79 cents analysts expected in an LSEG survey. Revenue of $3.42 billion topped the $3.38 billion consensus. Net income of $62 million, or 45 cents per share, compares with a loss of $99 million, or a loss of 76 cents per share, in the same quarter last year.

The growth is landing in a housing market that remains sluggish. CFO Kate Gulliver told CNBC that Wayfair's momentum is building because it is taking share of a flat category.

"We see the overall consumer in the U.S. in this category, we think it's roughly flattish, and so that's our [market] share momentum continuing to build," Gulliver said.

What drove the U.S. acceleration?

U.S. net revenue rose 11.4% year over year to about $3 billion. International revenue moved the other way, falling 2.3% to $380 million.

Customer metrics climbed alongside the top line. Active customers grew 4.7% to 22.2 million. Orders delivered jumped 12.2% to roughly 11 million for the quarter.

Gulliver credited four levers: shopper loyalty, new store openings, the company's luxury furniture business and an emphasis on value. She said customers keep spending at both ends of the price range — at Wayfair's value price points and on the luxury side.

In short: Wayfair is converting a flat market into double-digit domestic growth through a wider price ladder and more ways to buy.

Will promotions stay heavy into the holidays?

Yes, at last year's pace. Gulliver said discounting won't intensify, but it won't retreat either.

"We've been highly promotional for the last few years, and the promotional activity this year is actually very consistent with last year," she said. "It maintains this sort of momentum on promotional activity this year."

Heading into the fourth quarter, she said the company is confident its range of prices and products will appeal to a broad base of consumers through the holiday season.

Why the profit swing matters

Wayfair has now strung together a year of consistent growth, and the third quarter marks a profitability milestone. Growth is no longer just a revenue story — it's flowing through the whole income statement.

"We've seen that growth play out," Gulliver said. "We've seen that flow through to EBITDA, ultimately to net income positive this quarter, which is really another key piece in the story and the momentum here, so we feel very good about the quarter of the performance."

The takeaway: a 45-cent profit per share, 22.2 million active customers and an 11.4% U.S. revenue jump show share gains compounding — and if the holiday quarter holds the same promotional cadence, Wayfair enters 2026 with the strongest operating momentum it has had since the pandemic.