Gaia, Inc. (GAIA) Q3 2026 Earnings Call Transcript

Operator: Good afternoon. Welcome to Gaia's third quarter 2026 earnings conference call. At this time, all participants are in listen-only mode. Joining us today from Gaia are Kiersten Medvedich, CEO, Yon Nuta, COO, and Ned Preston, CFO. After the speaker's presentation, there will be a question-and-answer session. Before we begin, Gaia's management team would like to remind everyone that management's prepared remarks contain forward-looking statements, and management may make additional forward-looking statements in response to your questions, including but not limited to statements of expectations, future events, or future financial performance. These statements do not guarantee future performance, and therefore, undue reliance should not be placed upon them. Although we believe these expectations are reasonable, Gaia management undertakes no obligation to revise any statements to reflect changes that occur after this call. Actual events or results could differ materially. These statements are based on current expectation of the company's management and involve inherent risk and uncertainties, including those identified in the risk factor section of Gaia's latest annual report on Form 10-K filed with the SEC. All non-GAAP financial measures referenced in today's call are reconciled in the company's earnings press release to the most directly comparable GAAP measure. This call also contains time-sensitive information that is accurate only as of the time and date of this broadcast, November 2nd, 2026. Finally, I'd like to remind everyone that this conference call is being webcast, and a recording will be made available for replay on Gaia's investor relation website at ir.gaia.com. At this time, I'd like to turn the call over to Gaia's CEO, Kiersten Medvedich. Please go ahead.

Kiersten Medvedich: Hello. Good afternoon, everyone, and thanks for joining. On our last call, we outlined three key points. First, we expected the third quarter, much like the second, to reflect the ongoing reset of our business. Second, we were focused on returning to positive free cash flow in the fourth quarter. Third, we expected our efforts to improve the quality of our member base to begin showing up in our results. Today, I want to show you where we stand against each of those. Third quarter results are in line with these expectations. Revenue was $22 million, net loss was $3 million, the same as the second quarter, and gross margin held at about 85%. Ned will take you through the numbers in detail, and I'd like to spend my time on what is behind them. The third quarter marks the continued progress on the reset we announced at the beginning of March, a deliberate move to reduce our reliance on third parties and lower ARPU regions. As part of that shift, we have largely eliminated broad discounting with the sole exception of returning members who come back to us without meaningful marketing spend. That is a significant change in how we grow, and it comes with a cost. Revenue is down 12% from the third quarter of last year, and we therefore reduced our operating costs to reflect our current revenue base. Together, these results reflect the reset we outlined on our last call. What matters is what we are getting in exchange. From the first quarter to the third, member churn improved over 20%, and our ARPU has improved by 8%. When we prioritize members who come to Gaia directly, they stay longer, they pay more, and they engage with the full Gaia experience. On marketing, customer acquisition cost remains in line with our expectations since the spike we described in Q2. A direct member carries a lifetime value of over $500 against an acquisition cost of approximately $85. That roughly 6:1 ratio is why we manage acquisition so closely and why we're willing to give up lower-quality revenue to protect it. We continue to diversify our acquisition channels as we build out our direct marketing capabilities. We have also kept our expenses in step with our revenue base through a systematic review of spending and greater use of AI to decrease technology costs, streamline workflows, and improve productivity across the organization. Annualized gross profit per employee increased to $827,000, up from $819,000 last quarter and $816,000 in the first quarter. These are not one-time cuts. We believe they reflect a more disciplined, sustainable cost structure going forward. Now, turning to content. Our content is at the heart of what makes Gaia special, and I am proud of the creativity our team brings to it every day. For people seeking more meaning, understanding, and possibility in their lives, our content can be absolutely life-changing. That connection is why I'm committed to increasing our investment in content. We want to give members more programming that speaks to their heart, supports their growth, and explores ideas with a depth they can only get on Gaia. Our team is embracing AI across content production to elevate the quality of our animations and graphics while significantly streamlining the editing process. Our production costs are already well below those of other production companies, and we expect AI to drive further efficiencies. Together, these efforts will help bring members more content that sparks their curiosity and makes a meaningful difference in their lives. This past quarter, we launched our new hit series, Disclosure Drop, timed to follow the release of Steven Spielberg's Disclosure Day. The series brings AI-created reenactments to the latest UFO disclosure news. It also explores the questions these experiences raise about consciousness, perception, and our place in the universe. Each episode invites viewers to continue that exploration through related programming across Gaia. Now, building on that momentum, we have a strong fourth quarter programming lineup, combining new talent with returning flagship series. Beyond the Program with Jim Curtis features candid conversations with guests, including Amy Schumer, Jack Osbourne, and Judd Apatow, exploring the subconscious patterns that influence our lives and how to break cycles of limiting beliefs and learned behaviors. Hearing familiar faces share their own struggles can help viewers recognize these patterns in themselves and feel less alone in working through them. The reach of these guests provides an opportunity to introduce Gaia to a wider audience. Season three of Divine Science, one of Gaia's flagship series, and one of my favorites, explores ghosts, telepathy, synchronicity, and manifestation through the lens of modern science and ancient wisdom. At the heart of the season is an exploration of consciousness and the idea that our personality creates our personal reality. Ancient Civilizations, another flagship series, returns for its eighth season to investigate extraordinary ancient sites and enduring mysteries of our past. One episode examines ancient scrolls discovered in Egypt that offer clues to how people thousands of years ago transported massive limestone blocks, a remarkable feat that continues to fascinate us today. Alongside these series, Gaia Shorts continue to gain momentum. As I shared on our last call, Shorts is now our fastest-growing content format and accounts for more than 25% of viewership. These shorter videos give members a way to connect to Gaia when time is limited and discover topics and longer programs to return to later. Turning from our content offer to Ignition, we saw another solid quarter of performance. Gross margins improved to 85%, up from 72% last year and 46% two years ago. Repeat orders accounted for 67% of sales. Sales of our newest product, IgniREM Sleep and IgniPeptide Eye Serum, also continued to grow. With that, I will turn the call over to our COO, Yon Nuta, to share how members are engaging with our product features, including our latest AI releases. Yon.

Yon Nuta: Thank you, Kiersten. On our last call, I described how our direct members have access to experiences that third-party members never see, and why that is the mechanism behind the churn improvements we are targeting. Today, I want to show you that mechanism working. Retention for us is a question of frequency, and that is why everything I am about to describe points at one thing, giving members more reason to come back more often. We are very happy with the progress and feedback from our users using AI. This year, we have launched rich interactive experiences of tarot, oracle, and horoscope. Using AI drives incremental return visits and incremental content viewership. That is how a daily habit leads to retention. On discovery, Moments is doing what we built it for. It has been most effective at driving incremental engagement with our lowest frequency viewers, and we are using AI to turn our long-form library into short form and Moments at scale. One content investment now serves three different ways members want to watch. On community, discussion launches across all non-TV devices this month. We are leveraging AI moderation and AI translations to give our global community the ability to connect in their native language. Paired with profiles and playlists, members get identity, connection, and conversation around the shows and subjects they already care about, and it simplifies their ability to share their Gaia experience with members and non-members in a single click. Every one of these experiences is available only to direct members. That is why the reset matters. We are not only building a larger library, we are building a community. A community competes on whether a member belongs somewhere, and members who come back more often stay far longer. That is why we're willing to trade near-term revenue for a base that stays longer and engages more. With that, over to Ned.

Ned Preston: Thank you, Yon. Revenues for the third quarter of 2026 were $22 million, a decrease of 12% from $25 million in the year-ago quarter. The decrease reflects lower revenue from third-party members and lower ARPU regions, along with the shift in our marketing strategy away from discounting and toward direct, higher ARPU member acquisition. Gross margin was 85.2% compared to 86.4% a year ago, primarily attributable to lower revenue, while content-related amortization remained relatively consistent. Net loss for the quarter was $3 million, or negative $0.12 per share, compared to net loss of $1.2 million, or -$0.05 per share in the third quarter of 2025. Net loss was flat with the second quarter, consistent with the outlook we gave you. Our cash balance was $7.1 million as of September 30, 2026, compared to $5.3 million at the end of the second quarter, with $3 million available on the line of credit. As we enter the fourth quarter, our revenue has stabilized at a quarterly run rate around $21 million. We have matched this lower revenue base with lower expenses, which has allowed our annualized gross profit per employee to continue growing to $827,000. Since the start of our cost review, we have executed or identified over $6 million in annualized savings. As we outlined last quarter, we remain on track to positive free cash flow during the fourth quarter. Resuming the trend of nine consecutive quarters of positive free cash flow we delivered before the reset. That completes my summary and concludes our prepared remarks. We would now like to open the call for questions. Operator?

Operator: Thank you. At this time, we'll open the line for questions from the company's publishing analyst. Our first question is from Ryan Meyers with Lake Street Capital. Please proceed with your question.

Ryan Meyers: Hey, guys. Thanks for taking my questions. Thinking about the prepared remarks, you mentioned that revenue has stabilized at that $21 million run rate. How you view that now that the reset is complete, and how should we think about revenue from here? Do you expect it to continue to grow sequentially, and maybe what you are seeing so far in the fourth quarter? Are we exceeding that run rate, or how should we think about things going forward?

Ned Preston: Hey, Ryan. Good to hear from you. Yeah, revenue has stabilized, as you said, and we've matched the lower revenue base with our lower expenses. Since the start of our cost review, we have executed over $6 million in annualized savings, as I just said, double what we shared last quarter. These cost savings, along with those other actions we discussed around reducing acquisition of lower ARPU members and prioritizing direct subscribers, and with longer retention and lower churn, leads to the positive free cash flow in Q4. That revenue stabilized around $20 million, will be slightly higher, closer to $22 million, as we expect Q4 to be a bit higher due to marketplace trips.

Ryan Meyers: Okay. Got it. The $6 million in annualized cost savings, just remind us some of the areas that you guys were able to take that cost out of.

Ned Preston: Yeah. That came across marketing, technology, vendor, and overhead costs. They're not one-time cuts, as Kiersten mentioned in her prepared remarks. We really believe it reflects a more disciplined, sustainable cost structure. Think of that, over half of that from a headcount standpoint, and the other half from these technology vendor savings and other overhead costs.

Ryan Meyers: Okay. Got it. Thank you for taking my questions.

Ned Preston: Yeah. Thanks, Ryan.

Operator: Our next question is from James Sidoti with Sidoti & Co. Please proceed with your question.

James Sidoti: Good afternoon. Thanks for taking the questions. You say revenue stabilized at the $21 million, but you reported the $22 million. Is the delta the Marketplace and Ignition revenue?

Ned Preston: For Q4, that is correct, James.

James Sidoti: How about for Q3?

Ned Preston: For Q3, we did have a slightly higher from marketplace, again, good point, from trips in Q3, as well as a little bit of upside on Ignition front. Nothing to really talk about. It was really more the trips, James.

James Sidoti: Okay. All right. Selling and operating SG&A, Q3, around $22 million. Do you think that the numbers continue to decline from there, or do you think your SG&A costs are around that $22 million point per quarter?

Ned Preston: They'll decline from there, James, due to these reductions that we talked about. A lot of those went into effect during Q3 timeframe, and so will be fully realized in Q4 and beyond.

James Sidoti: Okay. All right. The last one for me, Kiersten made a comment about increased investments in content. Will there be an impact on the income statement because of that?

Ned Preston: No. Really what we're going to be doing there, James, is taking some savings from our technical costs, where we're already doing some capitalization, and moving those to content with similar capitalization timeframes. So I would not consider that to be a major change in the makeup of our financials.

James Sidoti: Okay. All right. Thank you.

Operator: At this time, this concludes our question-and-answer session. I'd now like to turn the call back over to Ms. Medvedich for her closing remarks.

Kiersten Medvedich: Thank you, everyone, for joining, and we look forward to speaking with you when we report our fourth quarter and full year results in March. Thank you.

Operator: Thank you for joining us today for Gaia's third quarter 2026 earnings conference call. You may disconnect now.