Gaia Q3 2026 Earnings Call Transcript

Gaia (NASDAQ:GAIA) reported third-quarter financial results on Monday. The transcript from the company’s third-quarter earnings call has been provided below.

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Summary

Gaia Inc reported third-quarter revenue of $22 million, marking a 12% decline from the previous year, with a net loss of $3 million; gross margin remained strong at 85%.

The company continues its strategic shift to reduce reliance on third-party members, focusing on acquiring direct members with higher ARPU and lower churn, which has led to a 20% improvement in member churn and an 8% increase in ARPU.

Gaia has executed over $6 million in annualized cost savings through reductions in marketing, technology, and overhead expenses, contributing to improved gross profit per employee.

The company is increasing its content investment, leveraging AI to enhance production efficiency and quality, while new content series like ‘Disclosure Drop’ and returning favorites like ‘Divine Science’ are expected to attract and retain members.

Management expects revenue to stabilize around $21 million per quarter and anticipates returning to positive free cash flow in the fourth quarter, continuing a trend prior to the strategic reset.

Full 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, Jan Nouda, COO, and Ned Preston, CFO. After the speakers’ 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 expectations of the company’s management and involve inherent risks and uncertainties, including those identified in the Risk Factors 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 2, 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 relations 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 (President & Chief Executive Officer)

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 and 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 was 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-to-1 ratio is why we manage acquisitions 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’ve 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 am 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 too. 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 Osborne, 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.

Now turning from our content offer to Ignaton, 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, Igni REM Sleep, and Igni Peptide Eye Serum also continue to grow. Now with that, I will turn the call over to our COO, Jan Nouda, to share how members are engaging with our product features including our latest AI releases. Jan,

Jan Nouda (Chief Operating Officer)

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. So 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. Coupled 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 are willing to trade near-term revenue for a base that stays longer and engages more. With that, over to Ned.

Ned Preston (Chief Financial Officer)

Thank you, Jan. 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 a 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 negative $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 covering analysts. Our first question is from Ryan Mayers with Lake Street Capital. Please proceed with your question.

Ryan Mayers (Analyst)

Hey guys, thanks for taking my questions. So just thinking about the prepared remarks, you mentioned that revenue has stabilized at that $21 million run rate. So how do 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 (Chief Financial Officer)

Hey, Ryan, good to hear from you. Yeah. So 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 with longer retention and lower churn leads to the positive free cash flow in Q4.

And that revenue stabilized around $20 million will be slightly higher, closer to 22, as we expect Q4 to be a bit higher due to marketplace trips.

Ryan Mayers (Analyst)

Okay, got it. And then 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 (Chief Financial Officer)

Yeah, so 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. So 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 Mayers (Analyst)

Okay, got it. Thank you for taking my questions.

Ned Preston (Chief Financial Officer)

Yeah, thanks, Ryan.

OPERATOR

Our next question is from James Sidoti with Sidoti & Company. Please proceed with your question.

James Sidoti (Analyst)

Hi, good afternoon. Thanks for taking the questions. So you say revenue stabilized at the 21 million, but you reported the 22 million. So is the delta the marketplace hitting the run rate for Q4?

Ned Preston (Chief Financial Officer)

That’s correct, Jim.

James Sidoti (Analyst)

How about for Q3?

Ned Preston (Chief Financial Officer)

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 Ignaton front. Nothing to really talk about. It was really more the trips, Jim.

James Sidoti (Analyst)

Okay. All right. And then 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 (Chief Financial Officer)

They’ll decline from there, Jim, 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 (Analyst)

Okay. All right. And then 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 (Chief Financial Officer)

No, really what we’re going to be doing there, Jim, 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 (Analyst)

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 (President & Chief Executive Officer)

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.

Disclaimer: This transcript is provided for informational purposes only. While we strive for accuracy, there may be errors or omissions in this automated transcription. For official company statements and financial information, please refer to the company’s SEC filings and official press releases. Corporate participants’ and analysts’ statements reflect their views as of the date of this call and are subject to change without notice.