Fluent Inc (FLNT) 2025 Q3 法說會逐字稿

Good afternoon and welcome. Thank you for joining us to discuss Fluent's third quarter 2025 earnings results. With me today are Fluence Chief Executive Officer Don Patrick, Chief Financial Officer Ryan Purfit, and Chief Strategy Officer Ryan Schulke.

Our call today will begin with comments from Don Patrick and Ryan Purfit, followed by a question-and-answer session. I would like to remind you that this call is being webcast live and recorded. A replay of the event will also be made available following the call on Fluence website. To access the webcast, please visit the investor relations page at www.fluentco.com.

Before we begin, I would like to advise listeners that certain information discussed by management during this conference call will contain forward-looking statements covered under the safe harbor provisions of the Private Securities Litigation Reform Act of 1,995.

Any forward-looking statements made during this call only speak as of the date hereof. Actual results could differ materially from those stated or implied by such forward-looking statements due to risks and uncertainties associated with the company's business.

These statements may be identified by words such as expects, plans, projects, could, will, estimates, and other words of similar meaning. The company undertakes no obligation to update the information provided on this call for a discussion of the risks and uncertainties associated with fluence's business. We encourage you to review the company's filings with the Securities and Exchange Commission, including the company's most recent annual report on Form 10k and quarterly reports on Form 10Q.

During the call, management will also present certain non-GAAP financial information relating to media margin, adjusted EBITDA, and adjusted net income. Management evaluates the financial performance of the company's business on a variety of indicators, including these non-GAAP metrics.

The definitions of these metrics and reconciliations to the most directly directly comparable GAAP financial measure are provided in the earnings press release issued today. With that, I'm pleased to introduce fluent CEO Don Patrick.

Good afternoon. Thank you all for joining our call today. I'm here together with Ryan Schulke, our Chief Strategy Officer and company co-founder, and Ryan Purfitt, our Chief Financial Officer. Our strategic momentum continues to accelerate in establishing an industry leadership position in commerce media.

However, as we expected, our third quarter financial results demonstrate a challenging environment due to timing delays in onboarding the new partners who are fueling our transformative pivot into the rapidly growing commerce media industry. On a segment basis, commerce Media Solutions revenue in the third quarter grew over 80% year over year, while increasing its portion of contribution to consolidated enterprise revenue from 16% in Q3 2024. To 40% in Q3 2025.

Has fluent expanded its position in the commerce media industry. As of September 30, 2025, our commerce media solutions business surpassed an annual revenue run rate of over $85 million. As we grow our market share based on the consumer value we are creating for our partners and advertisers. Q3 commerce Media Solutions financial results would have been even more impressive in the quarter if not affected by two factors I'd like to call out. Number 1, some new partner wins launched on our platform later in the quarter than anticipated and therefore had less impact on our revenue and gross profit for the quarter.

These winds will impact full quarters moving forward. Number 2, consistent with the industry, we saw some advertiser pricing and budget pullback in the later part of Q3. Disappeared tied to advertiser specific issues which you're seeing continuing in early Q4. Our positive commerce media solutions growth trend was not enough to offset our owned and operated marketplace's decline. Which remain near 50% year over year, exacerbated by strong advertising and regulatory headwinds.

That being said, we are very pleased with the growth of the commerce media solutions. And as commerce mediations becomes a bigger piece of our consolidated revenue pie, we expect enhanced results and profitability to closely follow. Contributing to our enthusiasm for commerce media solutions, we announced several new and expanding partnerships in the quarter with leading industry partners like Data Bricks.

And top tier brands including Authentic Brands Group, the world's leading sports, lifestyle, and entertainment brand owner. Partnerships like these are the cornerstone of our commerce media solutions growth. Our marketplace credentials continue to be validated by a stable of iconic global brands who are choosing to partner with us.

Our growing list of world-class partners recognizes the fundamental value we are creating in building consumer loyalty. As we consistently exceed our partners' revenue and our advertisers' return on ad spend expectations. Lastly, during the third quarter, we completed a $10.3 million equity raise that included new fundamental institutional investors and insiders.

Which significantly strengthened our balance sheet. And provide us with additional capital to continue investing in the growth of our commerce media solutions slide 4 reiterates just how excited we are about the commerce media solutions and the tremendous upside that is presenting us for our business.

Commerce Media Solutions has a current annual run rate of over $85 million, up from $80 million a quarter ago. We expect this growth to continue as we capture a larger share of the market. Taking a step back for a moment, what's most important to the business and for our shareholders is ultimately having our financial scorecard reflect our strategic vision. As such, and as we have identified as a core milestone in our strategic plan.

We expect our financial pivot will deliver trend line shift in Q4. Where Fluence's gross profit is expected to grow by double-digits quarter over quarter for the first time in 10 quarters, resulting in positive adjusted EBITDA. I want to reemphasize that our enthusiasm for a commerce media leadership position is numbers validated. Our current second half momentum is expected to deliver triple digit revenue growth year over year, a testament to our commerce media solutions platform capability that is earning us world-class brand partnerships.

We believe this will result in strong, fluent enterprise and a double-digit year over year revenue growth in 2026. As our overarching shift the mix strategy begins to drive improved consolidated results. As you can see by the graphs on slide 5, commerce Media Solutions made up 40% of our total revenue in the quarter.

Up from 16% in 3rd quarter 2024. And 4% in the third quarter of 2023. Looking ahead, we see the opportunity to better leverage our owned and operated business and the strong brand equity we've built in the marketplace over the last decade as a springboard for more aggressive growth for our commerce media solutions.

More specifically, as the marketplace continues to evolve, we are beginning to see a convergence between our own and operated and commerce media capabilities in the commerce media marketplace. Creating differentiated opportunities with our partners and advertisers that we are uniquely qualified to address. Commerce Media Solutions provides highly engaged and extremely valuable audiences for advertisers.

The convergence of owned and operated rewarded experiences and commerce media is enabling us to build unique proprietary demand for our partners while enhancing our competitive advantage. An example of this convergence during Q3 is that we were able to deepen our penetration with two existing owned and operated advertising verticals into the commerce media marketplace which quickly grew past 40%.

Of our commerce revenue. Building unique supply and demand increases our commerce media competitive mode and rationalizes the continuing value of our owned and operated marketplace. We expect that commerce Media Solutions revenue will surpass, owned and operated in the 4th quarter of 2024 as the main driver of consolidated revenue supported by increased activity in commerce media around the holiday season.

We entered several new and exciting partnerships in the quarter. Which will be key drivers both of our commerce media solutions and our consolidated revenue growth. Our partnership with Data Bricks allows us to enhance and expand our data collaboration capabilities. Which we expect to significantly enhance the performance of our commerce media solutions.

As a part of this partnership, we also welcomed aboard a key leadership hire in Virginia Marsh, who joined Fluent as head of data and agencies to drive and support the ongoing growth of our data collaboration capabilities. Also in the quarter, we expanded our existing partnership with Authentic Brands Group, a leading sports, lifestyle, and entertainer brand owner, generating over $32 billion in global annual retail sales. Through this broader agreement, Fluent will support post-purchase monetization for additional brands such as Reebok. Vince Cauto, Volcom.

Champion RVCA DC shoes and more. With the goal of adding millions of annual transactions to our growing commerce media partner network. Another one of our many successful partner integrations is our strategic partnership with Rebiy Engine, a leading e-commerce personalization platform for Shopify brands. This partnership opened an expansive network of over 12,000 active e-commerce brands on the Shopify ecosystem, which is a new channel and business opportunity for us.

Our integrated solution. Revi monetized, powered by fluent. Continues to perform well as this partnership scales across the Shopify platform. In fact, we saw more than 1 million ad unit sessions in September alone, representing a 79% increase on a month over month basis. This channel provides a catalyst of upside as we cultivate new business relationships where we didn't previously have access. Before turning the call over to Ryan, I would like to provide a quick update on our outlook as we move through the 4th quarter and close out 2025.

Regarding our future We believe this is just the beginning. As we aggressively scale our commerce media business, we see an exciting emerging market development before us. I'll provide a thumbnail sketch today that will further delineate in future earning releases in 2026.

I referenced the industry-wide strategic convergence before us where the commerce media and the rewarded, owned and operated marketplaces continue to evolve and merge and where our loyalty marketing strategy can create competitive advantage for fluent. We believe we are uniquely differentiating the space to win big by leveraging what we've learned and perfected in our rewards grounded, owned and operated properties.

Premium pricing, high intent audiences, and CRM driven optimization. Although it's early, this converging marketplace has the potential to significantly accelerate influence consolidated business growth. We look forward to updating you further as we progress.

Thank you, Don, and thanks to everyone for joining us today. I'll now provide a review of our third quarter results. Total consolidated revenue was $47 million in the third quarter of 2025 compared with $64.5 million in the prior year. However, commerce Media Solutions grew 81% to $18.8 million compared with $10.4 million in the third quarter of 2024.

Commerce Media Solutions has demonstrated continued momentum with the annual revenue run rate from this business now exceeding $85 million. And it's revenue representing 40% of our total consolidated revenue in the third quarter of 2025 compared with just 16% in the third quarter last year and 4% in the third quarter of 2023. Commerce Media Solutions continues to grow at a rapid pace, which is our expectation as we invest in and scale this business.

With the bump in consumer spending that we see around the holiday season, we expect CMS to overtake our owned and operated business in the 4th quarter of 2025 as the main driver of consolidated revenue. This will be a key inflection point for fluid. Owned and operated revenue decreased 52% from the prior year, and we expect the year over year decline of roughly 50% to continue into Q4 as we focus more of our effort and capital on commerce media growth.

Media margin in the third quarter was $12.8 million, which represents 27.2% of revenue compared to $18.2 million or 28.1% of revenue last year. Commerce Media Solutions media margin in the third quarter of 2025 was $4.6 million, or 25% of the commerce Media Solutions revenue, compared with $3.5 million or 34% of revenue in the third quarter of 2024.

As we mentioned in our second quarter call, margins were compressed in Q2 due to a strategic choice to offer more flexible pricing structures to win new partners and penetrate into new placements beyond post-transaction. We saw this strategy start to pay off in the third quarter as commerce Media Solutions' gross profit margins increased sequentially to 22% as compared to 18% in the second quarter of 2025, or an increase of roughly 400 basis points. As we continue to monetize these new opportunities, we expect commerce media gross margin to return to the high 20s over time.

On a GAAP basis, total operating expense in the third quarter of 2025 totaled $14.7 million compared with $17.2 million in the third quarter of 2024. Interest expense in the third quarter decreased to 711,000 from $1.3 million in the prior year period based on a lower outstanding loan balance and lower interest rates.

We reported a net loss of $7.6 million in the third quarter compared with the net loss of 7.9 million in the prior year period.

Adjusted net loss, a non-GAAP measure, was $6.5 million, equivalent to a loss of $0.23 per share compared with an adjusted net loss of $3.7 million or a loss of $0.22 per share in the third quarter of 2024.

Adjusted EBITA in the third quarter of 2025 was a loss of $3.4 million compared with an adjusted EBITDA loss of 71,000 in the third quarter of 2024.

We believe we're in a good position with the growth and seasonality of commerce media solutions to achieve adjusted EBITDA profitability in the 4th quarter of 2025, and as we continue to drive our shift in revenue mix to focus more on CMS, we expect adjusted EBITDA to be positive for a full year 2026 as well.

Shifting now to our balance sheet, we ended the quarter with $9.2 million in cash and cash equivalents and an additional $710,000 in restricted cash. During the quarter, we successfully completed a private placement in excess of $10 million, including both fundamental institutional investors and insiders, representing shareholder confidence in our long-term strategy.

This transaction provided us with the working capital to support the continued growth of our commerce media solutions business and our strategy to drive revenue growth and adjust the profitability in 2026.

Our total net long-term debt was $26 million at September 30, 2025 compared with $35.6 million at December 31, 2024. We had an outstanding principal balance of $22.6 million on our credit facility with SLR Credit Solutions. This facility provides us with a $20 million term loan and a revolving credit facility of up to $30 million that matures on April 2, 2029.

We will continue to strategically utilize debt as a source of capital as our business scales. This has been a very exciting year-to-date for fluent as it pertains to our commerce media solutions business. Looking ahead, we believe that we are ideally positioned with a clear and defined strategy, a proven growth catalyst, and the liquidity to continue investing in commerce media solutions to capture additional share of this rapidly growing market.

In addition to the enhanced revenue, margin performance, and cash flow that we anticipate as commerce mediation scales, we remain confident in our expectation that we will achieve positive adjusted EBITA in the 4th quarter of 2025, as well as full year double-digit consolidated revenue growth and full year adjusted EBITA profitability in 2026.

With that we'll now open the call up for questions.

(Operator Instructions) Maria Ripps from Kennicore Genuity.

Hi, this is Matt on from Maria. Thanks for taking our questions. I just wanted to ask about the rebuy partnership. I mean, the momentum you're seeing commerce media more broadly is encouraging, and then it seems like you're seeing some strong results early from Rebu.

Don, I think you said 1 million ad unit sessions in in September, I believe. Could you just expand upon some of the trends you're seeing with earlier client cohorts in terms of retention and wallet share posts post-transaction inventory? And then as we think about like ad load on these sort of you know post transaction pages is there opportunity to expand that over time or is it is it pretty static and I just have a quick follow-up thanks.

Yeah, hey Matt, thanks for your question. I'll hit rebi first, and then we can get to your ad lib question. So what's really exciting is we're only five months into rebi. We signed this in June, and we, a lot of the first part was around the tech integration, the market integration, so we're quite excited by the momentum that it has, and it is now one of our top five, media partners across our entire network. So it has been expanding. And it's been expanding aggressively, so we're quite excited about the opportunities, as that also opens up the Shopify ecosystem to us, so, it that they are our main channel in which to get access to over 12,000 merchants that they work with, on the Shopify ecosystem. So it's a phenomenal partnership, very early days, it is expanding rapidly as you talked about, and.

And we see even deeper ex expansion and other solution expansion with these with rebuy as we head into 2026. So I would tell you from a from a standpoint of where we're at we're quite excited and it's very early days in a very large market that we did not have access to previously.

And the trends, they have a lot of small merchants that, do less trend, under a million transactions annually, where our enterprise sales group goes after, obviously, a large. Enterprise brands that do, millions of transactions, annually. So for us to work through rebuy it's a very efficient channel and a very, successful channel for us. Does that answer your question, Matt, around trends around rebuy?

Yeah, yes, very helpful, thanks.

Yeah, and then I didn't understa if you just expand a little bit you had a question around ad load and expansion of ad load, so can you just expand on that?

Yeah, I guess I was just, is there an opportunity to sort of add more like, add impressions on the post transaction page or are they pretty saturated already.

With how you guys are approaching it now.

Yeah, I understand the question. That's a good, it's a good one. So ultimately comes down to consumer experience, and each partner we have obviously has a different type of experience that gets to post transactions. So for example if you were a consumer on one of our, media par. Commerce partners and you already were served something around loyalty you already were served a survey, etc.

We will then tend to lower that the number of impressions that we that we extend to them in a post-transaction spot if they're not served that we might serve, two or three, type of impressions, so it really comes down to the consumer experience on our partner's site.

And I think it's one of our competitive advantages where we're really, we really understand how to curate a consumer experience that's meaningful and effective, that's long-term drives loyalty for that consumer on that property, so it's very partner specific, where we are making, expanding our ad serving is outside of post transaction, so we are doing things around pre-checkout areas, we're starting to put some.

So we have a number of different solutions that are going out before that post transaction and you'll hear us talk a lot more about that expansion of our of our a very adjacent solution set in the commerce market as we get into 2026.

Got it, thanks. Looking forward to that. That was, very helpful. And then just really quick on the authentic brands partnership, is this a like a greenfield win net new, for fluent, or the scaling this relationship essentially mean that you'll be taking share from other providers?

Yeah, we, another great question, Matt. We, had a number of authentic brands originally, in a number of the other, they have a, obviously a portfolio of brands. Some of their other brands, were with the largest competitor, so in this specific example, winning the authentic brands was a conquest over, the largest competitor in the marketplace.

Got it. That's good to hear. Thanks very much guys. I'll jump back into the queue.

Patrick Sholl, Barrington Research.

Hi, thanks for taking the questions. I was just wondering if you could talk a little bit about about the ad pullbacks that you talked about in the prepared remarks. Was that specific to the commerce media segment or more broadly and then like could you just maybe talk about like some of the industries affected and what if that's macro driven or what could be driving that?

Yeah, hey Pat. Thanks for the question. So I, I'll start at the highest level and then I'll kind of narrow it down deeper, for the most part, for all of 2025, our partners have been what I'll call more conservative and more short-term and sort of their thinking process, obviously. They've, we've all had to deal with tariffs, the impact of tariffs, the lack of visibility in their businesses, and what would really come.

So for the most part of 2025 we saw a very, more of a shorter term thinking around budgets and moving things around, in order to in terms of where the efficiency of that channel existed. So we've seen that repeatedly, in.

And with our partners they quite H1stly said, what if they had one strategy and then new tariffs came in at a different country that they were involved in, obviously they had to sort of pivot and move and so we in general that's what we've seen throughout the course of the year, specific to my comment on the earning script, and this kind of led us to a different, a very what we're really excited about on the strategic path here is.

There's been some traditional advertisers that have been in commerce media for a while, and there were specific things that were going on in their industry, and that required that basically had them pull back some budgets or lower pricing as we saw in the later part of Q3 and early part of Q4. So it was very specific to their, business and the industry that they existed in. One of the things we've talked about and one of the things we're really excited by, Pat, is, the word convergence and how we're kind of looking at that business.

So, we've, we launched commerce Media, knowing that our owned and operated properties provided us, a great competitive advantage with that first party data asset and our performance marketing expertise of curating audiences and building those audiences in a meaningful and effective way.

Because of some of this pullback, we have now started bringing our owned and operated advertisers who have not advertised before on commerce media into commerce media. So not, and we've been able to teach them how to buy, show them how their ras works, and really get them to scale, and the number we gave in the earnings was over 40% of our, monetization in Q3 was tied to these new.

Proprietary advertisers that we're bringing onto our network, so we're quite excited by that. Obviously the supply of our media is proprietary, the three year contracts, and we provide a unique proprietary supply for advertisers. Now we're able to provide, go to our. Media partners and say we have now have a unique and competitive and differentiated audience to connect and make it a more meaningful experience to you so it's still very early days around that, but we're very excited about how that owned and operated advertisers can start to purchase in a meaningful way in a pre and quite H1stly a premium, pricing way to drive a differentiated marketplace for ourselves. Okay.

And then on the.

2026 Outlook, could you maybe sort of talk about like what you're seeing in terms of like or what you feel needs to happen with the ONO segment, assuming that you're continuing to grow at a really solid clip within commerce media, but what needs to happen within the ONO segment to. Hit the profit trends and, perhaps also the revenue growth though I guess, double-digits is a wide range.

Yeah, yes, so we've stated, we've grown commerce media, obviously doubled it from 24 to 25, we believe. We will double it again in from 25 to 26 based on the winds that we've had in 25 and our pipeline and things that are coming on board early 2026. So, that is, Ryan talked about in his comments, that shifting of the mix and being the majority of our business is the core driver to our consolidated earnings, both consolidate revenue growth. And back to profitability, the owned and operated business has declined significantly, 50% year over year, and we in our forecast.

Anticipated to continue to decline although we are seeing we're starting to see some, it exhibits some stability. It was 3% when you looked at Q2 to Q3. We've seen similar type of trends so far in Q4, and we think this convergence that we've talked about, where we can bring our advertisers, unique advertisers on. Will help provide some of that stabilization, but for the forecast and the guidance that we're giving you, we continue to project that that owned and operated business will decline.

Okay, and then.

Back to the commerce media side, you talked.

About the high 20% margin range, from its current level, I guess how quickly do you sort of, do you anticipate like achieving that type of level? I mean, like you bring on new partners and you might have, like a minimum guarantee or a lower initial margin, but. I guess, yeah, just over the longer-term, how does that sort of blend higher.

Yeah. From a, from a macro perspective, Pat, we obviously, you've seen an increase from Q2 to Q3. We anticipate and we're seeing an increase, a similar increase from Q3 to Q4, the margins have been, lower margin drivers have been what we talked about new solutions that we brought on that we're scaling. We also have provided some short-term incentives to get some partners onto our platform, in terms of, implementing different revenue splits or bonuses, and then the last piece that's affecting that is what I'll call the mix of what I'll call enterprise channel which is working directly with these brands and then also the like the like the rebuy is a channel partnership and we obviously have lower margins in that because obviously they're they're.

They're sharing those margins with us as a channel partner, so some of it's mixed, but a lot of it has to do with that scaling that we have around those new solutions and eliminate in the short-term incentives start to start to wear off, so we see us getting into the 20, in the late 20s and continue to, incrementally increase, on a quarter by quarter basis.

Okay, thank you.

Alright, thanks, Pat.

Bill Desolem from Tieton Capital Management.

Thank you. When one goes on the Dick's Sporting Good website, it, and you complete the purchase, it references powered by fluent. So my question for you is, did we read that correctly? First of all, is Dick's Sporting Goods now a client that you've not referenced in your release here? And secondarily, if that's accurate, when did that relationship begin?

Yeah thanks Bill thanks for the question. So you know we're often not allowed to disclose our partners without their approval from a marketing perspective, but you are absolutely right. Dix was one of the large enterprise clients that we, brought onto our platform in Q3, and, as Dix and the other ones that we brought on, they're very iconic world class brands we're really proud to work with them.

And I also want to thank you for supporting Dick's Sporting Goods and fluent at the same time, so, Dickson specifically is a really exciting win for us. Back in '24, they ran an RFP and they did not select fluent. They selected the largest competitor in the market in '24. In '25, they came back to us and said they weren't happy. They weren't getting the results or partnership they wanted.

And they came to us in less in in a in a very short time. So getting that type of win back and having proved out our value proposition, with that is in a very obviously a very exciting opportunity for us and one we can lev continue to leverage with our brand, we are working with some of the largest and most sophisticated.

Brands in the world, and you know we're quite proud that like a validation of addicts coming after choosing someone else coming back to us really reinforces our leadership position influence and also the leadership position we have in commerce media that we built in a very short time frame. Have you been on any other other websites for us, Bill?

Possibly a few, but, let's stick with this one for a moment if I may. So when did this actually convert over, it sounds like it converted from your largest, competitor, to you all. When did that conversion take place?

It took place in September, so. So it came on the end of at the very end of Q3.

So that did not have a great influence on the on the 3rd quarter results then.

That's right. I mean, most of, the commerce media business did grow 80%, as we've clearly signaled that we expect it to grow over over 100% for the year, and we believe we are still, expected to get there. There's some fluctuations quarter by quarter, and that's a good example of a fluctuation.

The, they came on if they came on in in July or August, it would have a bigger impact on our financials, a delay that is primarily again we have to match up to what our partners need and and their timing around how they can implement in their tech roadmap, getting live in in September was certainly affected Q3, but going forward for the life of the contract now we have them every single quarter.

That's helpful, Don, and, clearly Dix is a high volume, a high volume retailer. But we don't have an understanding or a perspective of how their volume would match up relative to the rest of your business. So maybe just taking what they did in the last year with the with the competitor, if they were to repeat that in the next 12 months, what proportion of your commerce media solutions business would would they represent?

Yeah, they'll, it's a good question, but they'll be a top five, partner for us from a session standpoint, so between rebu and Dix, we've added two top five partners in that in that quarter scaling. Reba obviously came on in June, but really scaled throughout the throughout the third quarter.

Okay, that's that's helpful. And you kind of addressed this, I think, but the 80% growth that you had in the third quarter in commerce media solutions didn't match with the triple digits that you've talked about. And did you essentially just say that was simply a timing of not having a couple clients come on as quickly as you had anticipated?

Yes, when if you take a step back, it will, quarter by quarter will fluctuate based on the timing of when things go live on our platform, and we anticipate us being continuing to double, from 24 to 25, and as I said, we feel very good about doubling again in 26.

That's that's helpful and and then the 400 basis points sequential gross margin improvement in that business that was simply tied to the roll off of some initial incentives with some some larger customers is that is that what we understood your earlier comments to to explain.

Yeah, it came from what I'll call all three bills. The first is obviously we had some other commerce media solutions that were that we're investigating and scaling, and obviously much like the post-transaction business when we started it, the margin was lower and as we scaled it got to got to higher margins so some of that was new solutions that. That started to show better margins. Some of it was some of these incentives that we put in place. And then, even though rebuy, it has grown significantly and is a TOP5, overall the mix of, what I'll call channel partnerships versus enterprise. The enterprise, mix was larger in Q3.

And then given that some of these new CMS solutions or that you're ramping kind of not in the post post transaction arena, you must have some pretty meaningfully, frankly pretty exciting expectations for those if what you were doing on the front end was enough to. To influence the margin negatively in Q2 and then swing more favorably in Q3, is that correct, or are we reading too much into that?

You're right about your assumption though. We can again, well, we continue to see, we look at the margins overall, but we also look at the margins within each solution, in terms of what's the target if it's below it's an investment, if it's, that we have very strict margin, restrictions in terms of how we look at the businesses and scale the businesses, so. We consciously made make investments in certain areas, either to get to critical mass or win a large brand that we know we can leverage, and leverage to get more business from.

Okay, and I realize I'm taking probably more time than.

Than I should here, but if that's the case and you're able to scale that quickly here, from Q2 to Q3, with the implication be that in 26, these new solutions that hopefully you'll be talking more about in future quarters, that those will be needle movers in 26.

Yes, but we also will add, other adjacent solutions also, Bill, so the answer is yes, the ones that we've started that we're scaling will be needle movers in 2026, absolutely.

But we'll also, we are, we are in a fortunate position that as we've talked about commerce media is exploding in growth, so there's lots of tailwinds, and our ability to drive superior results compared to our competitors with our partners, obviously we're able to start to move into other solutions for them and help them, which makes us more strategic and also obviously allows us to drive.

Better revenue, better margins. So we, we're going to balance those two as we go in and we balance them in 2025, we'll balance them again in 2026.

So, then if we read that forward that we would be we need to expand our horizon and not be so narrow minded as thinking that commerce media solutions is really.

Primarily or totally a post transaction business, you're building a lot around that is what you're saying and that this is going to, we need to be, broader in our thinking in terms of what you're going to be doing for your customers in that division.

Yeah it's absolutely right though it's a broader opportunity in a much larger share of the market. We, post transactions where we got in it was it quite H1stly is the hardest place to get access to because it's the most valuable place for. A commerce partner when when the consumer has their credit card out and buying it's also the most valuable piece for our advertisers so we got into the right spot we've been able to prove our results and get our brands and we are going to now leverage that into adjacent solutions by leveraging you know the technology investment and the data investment that we've already built up over the years so it we we it will allow us to be stickier with our, with our partners and also more valuable and strategic.

Great, thank you. I have a couple of more questions if I may 1st of all, that the owned and operated, essentially stabilized, as you pointed out, this quarter sequentially, and that sounds like it's continued in the in the 4th quarter. What are the dynamics that are leading to this positive change?

Yes, it's always a number of factors, Bill that that business has obviously been hampered by the FTC, settlement and our limited ability to get to the media, plat or the diversified media platforms are very concentrated. Number one was those platforms have been. Relatively stable, which has helped us, but I think the more important play here in the strategic play is the convergence that we've been talking about. We've been able to bring, we've been able to help bring, our owned and operated advertisers that have not previously been an advertiser in commerce media.

We'll be able to bring them in, and that also allows us to leverage our relationship across both owned and operated and commerce media with these advertisers, so. And that is that clearly allows us to be looked upon as a more strategic, partner for them which allows us to manage across those two different platforms more effectively so I think a lot of it has to do with obviously the platforms, but more importantly we're able to now provide proprietary demand for our, an exclusive demand.

To our media partners at the same time having that, media partners and providing exclusive supply to these advertisers, so it's that flywheel that we believe is the core of the assets of the owned and operated business that we've leveraged to get into it. We've said it's a huge competitive advantage to us. It has proven out. So far from us being able to deliver better results and now we're starting to see the flywheel around how we can provide even more differentiated solution and marketplace.

Congratulations on that. 11 additional question please. So the nine months adjusted EBITDA. Is listed in the release is a negative 9 million. But you've said that the full year is going to be positive, so the implication, are we doing this right? The implication is that the 4th quarter, adjusted EBITDA needs to be at least 9 million plus.

Yeah, I, Bill, I think you read it wrong. We said that our Q4 adjusted EBITDA will be positive.

Okay, you've not said that the full year will be positive? Next year full year will be positive.

Yes, we said in 2026 the full year that will be positive. Yes, driven by triple digit growth in commerce media and really shifting. We're at the point where, it, it's going to be greater than 50% of our business and that commerce media growth will now start to drive the consolidated results of the company.

Great, thank you for clarifying my error and congratulations on the turn that's happening.

Yeah. Thank you, Bill.

Thank you. At this time, I would now like to turn the conference back over to Dan Patrick for closing remarks.

Thank you. We remain bullish about our prospects and are very excited about the momentum we're generating, as we lean into a significant and what we believe is a mega growth opportunity in commerce media. As for the numbers, we want to emphasize for clarity, we expect Fluent to achieve consolidated double-digit revenue growth in 2026, driven by triple-digit growth in commerce media solutions, as well as adjusted EBITDA profitability in Q4 2025. In full year adjusted EBITDA profitability in 2026. Thank you for joining our call today. We look forward to updating you on our progress in the next earnings release.

This concludes today's conference call. Thank you for participating. You may now disconnect.