Joe Savon

Joe Savon inquired about the sales progression from Q4 2025 into January 2026, seeking highlights on continued growth in international markets and specific product categories. He also asked about the drivers behind the strong growth in orders per active customer and more frequent purchase behavior.

Answer

Trina Spear, Co-Founder and CEO, confirmed strong momentum continuing into Q1 2026, driven by product assortment, community connection, and successful 'Go Deep, Go Broad' international strategies across markets like Mexico, Canada, Europe, and Australia. She noted that leading indicators like engagement and organic traffic remain strong. Sarah Oughtred, CFO, attributed the growth in active customers (new, resurrected, and improved retention), strong AOV, and increased orders per customer to effective product and marketing campaigns and a robust product assortment, reflecting broad-based improvements.

Joe Savon inquired about the progression of FIGS' business from Q4 2025 into January, seeking highlights on continued growth in international markets or specific product categories. He also asked about the drivers behind the mid-teens growth in orders per active customer.

Answer

Co-Founder and CEO Trina Spear noted strong momentum continuing into Q1 2026, driven by investments in product, marketing, deep community connection, and successful 'Go Deep, Go Broad' international strategies. She emphasized strong leading indicators like engagement and organic traffic. CFO Sarah Oughtred attributed the growth in orders per active to broad-based improvements across new customer acquisition, reactivation, retention, average order value (AOV), and effective product assortment and marketing campaigns.