Bloomberg Businessweek Wayfair Surges on 3Q Beat, 4Q Guidance, AI Success
Oct 29, 2025
Kate Gulliver, CFO and CAO of Wayfair, shares insights on the company's strong Q3 results and stock performance. She discusses how AI initiatives are enhancing efficiency and personalizing customer experiences. Gulliver highlights trends in consumer behavior, including the growing importance of high-end products and promotional events. The conversation also touches on Wayfair’s strategy for retail expansion and loyalty programs aimed at driving repeat purchases in the competitive $500 billion home-goods market.
AI Snips
Chapters
Transcript
Episode notes
Share Gains Drive Recent Revenue Growth
- Wayfair's Q3 top-line growth of ~8% reflects share gains rather than category recovery.
- Kate Gulliver attributes the growth to years of strategic work and model durability.
Promotions Still Key To Customer Activation
- Wayfair's typical customer is a mass-market woman who responds strongly to promotional events.
- Promotional events act as marketing banners to re-engage shoppers who sit on the sidelines.
Category Stabilized, Not Reborn
- The home-goods category is roughly flat to slightly down, not yet back to growth.
- Wayfair's mid-single-digit-plus growth therefore represents share capture in a stabilized category.