Wayfair revenue grew for the third consecutive quarter in its fiscal Q2, which ended June 30.

Co-founder and CEO Niraj Shah called the quarter “a resounding success” on an earnings call with investors. During the quarter, prices for products that customers purchased “remained relatively consistent” with Q1, he added in discussing the ramifications of tariffs on the home furnishings sector. Shah cited Wayfair’s inventory-light marketplace model with a network of more than 20,000 suppliers and 30 million products as presenting value to consumers that allows the retailer to remain sturdy in an inconsistent tariff environment.

That price consistency helped Wayfair increase its average order value (AOV) year over year while delivering the same number of orders in Q2 both years (10.0 million). Wayfair AOV grew to $328 this year compared to $313 in 2024. Shah referred to AOV as an “output” of unit prices, items per order and product mix. In Q2’s case, he considers product mix the primary driver of year-over-year AOV growth.

“Suppliers take different approaches to managing cost increases,” Shah told investors. “While some may pass through price increases, others, who want to win share in a demand-constrained environment, will choose to keep their prices more competitive, and we use all the methods at their disposal to do so. Our model allows us to service the products with the best value for our customers, enabling us and our suppliers to gain share and grow revenue.”

Wayfair currently ranks No. 10 in the Top 2000 Database. The Top 2000 is Digital Commerce 360’s ranking of North American online retailers by their annual ecommerce sales and more. Wayfair is also the highest-ranking Housewares & Home Furnishings retailer in the Top 2000.

Wayfair revenue in Q2

In Q2, Wayfair revenue grew to $3.27 billion. That’s a 6% increase from $3.12 in Q2 2024.

Growth came despite a 4.5% decrease in active customers year over year, to 21.0 million. Still, net revenue per customer in the last 12 months increased 5.9% year over year to $572, as of the end of Q2. Orders per customer increased slightly, to 1.86, on average, from 1.85 the prior year.

Wayfair revenue from the U.S. grew 5% year over year in Q2. Meanwhile, Wayfair’s international revenue increased 3% in Q2.

Repeat customers placed a smaller percentage of total orders Wayfair delivered in Q2 2025 than in 2024, 80.7% compared to 81.7%. In both periods, repeat customers placed 8.1 million orders.

62.9% of all orders Wayfair delivered in Q2 came from mobile devices. That was down from 63.7% the prior year.

Products with the Wayfair Verified badge — a feature the retailer launched in Q4 2024 indicating it has curated items for its consumers — converted 25% better than their counterparts.

The quarter also marked the one-year anniversary of Wayfair’s first large-format brand store, which is in Wilmette, a Chicago suburb. Shah said physical retail is generating momentum for Wayfair, which “We saw an impressive in-store response to major promotional events in the quarter like Way Day and Memorial Day, showcasing the power of bringing the Wayfair brand to life in an omnichannel experience.”

The Wilmette location has created a “sales halo in the Chicago metropolitan area that Shah called “tremendous.” And the impact on categories where Wayfair is “less top of mind is more pronounced,” he said.

In the Chicago area, Wayfair has seen a 50% increase in frequency for smaller-ticket purchases such as kitchen accessories, he said. It has also seen more than a 35% increase in home-improvement purchases such as bathroom renovation items and kitchen cabinets.

How Wayfair boosted its logistics network, CastleGate

Wayfair operates a logistics network called CastleGate that includes more than 60 buildings across multiple continents, totaling 22 million square feet, according to Shah. Wayfair designed CastleGate to safely transport fragile, heavy and bulky products — defining characteristics in the home furnishings category.

The CastleGate network also provides a third-party logistics (3PL) alternative that specializes in heavier, larger home goods.

CastleGate Forwarding, a part of the network that focuses on inbound logistics and ocean freight, helps suppliers reach new geographies, Shah said.

“Many of our suppliers are small businesses who individually lack the volume to consistently secure cost-effective and reliable ocean freight capacity on their own,” Shah said. “Our forwarding services provide access to large, high-quality ocean carriers on amenable terms, which we can then share at competitive rates with our suppliers.”

Wayfair saw a 40% year-over-year increase in total volume from CastleGate Forwarding in Q2. Increases in active suppliers and average containers per supplier drove that growth. From there, suppliers typically leverage CastleGate’s U.S. fulfillment network, Shah said.

The percentage of Wayfair revenue in Q2 that came from products it shipped out of its own fulfillment centers “sits at roughly 25%,” Shah added.

Percentage changes may not align exactly with dollar figures due to rounding. Check back for more earnings reports. Here’s last quarter’s update on Wayfair revenue.