On its third quarter of 2026 earnings call, held on Nov. 12, 2026, Laird Superfood (NYSEMKT:LSF) announced net sales reached $42 million. The functional food maker is expanding its product footprint into major retail channels while working to turn acquired brands into a profitable scale platform. Three things management said stand out.
1. Increased Marketing Investment Targets Shifting Consumer Habits
Management is choosing to step up brand spending to capture demand from consumers switching to powdered coffee and those using glucagon-like peptide-1 (GLP-1) weight-loss medications who seek nutrient-dense foods. To support this growth push, Laird Superfood is deploying top-of-funnel campaigns across online marketplaces and retail accounts.
In the fourth quarter, we are investing incrementally nearly $2 million of marketing versus last year, and we plan to similarly increase spending in 2027.
— Jason Vieth, President and Chief Executive Officer
2. Acquisition Growth Brings Gross Margin Contraction and Commodity Headwinds
Gross profit reached $12.4 million, but gross margin (the portion of revenue left after production costs) compressed by 7 percentage points to 29.6%. Commodity cost inflation and lower-margin product lines from Terrasoul drove the contraction, which management is countering through active cost containment.
The margin compression was primarily due to inflationary commodity costs and lower margins associated with the Terrasoul brand and its lower brand investment business model.
— Mark Johnson, Chief Financial Officer
3. E-Commerce Scale Accelerates Through Terrasoul Operating Capabilities
E-commerce accounted for 54% of total net sales during the quarter, up from $20.5 million to $22.5 million as online marketplaces expanded. Laird Superfood is utilizing Terrasoul’s fulfillment and advertising expertise to scale its broader brand portfolio across digital storefronts.
We are actively leveraging Terrasoul’s deep expertise and proven best practices in marketplace operations, content, advertising, and fulfillment to operationalize and scale Laird and Navitas on these platforms, accelerating their performance and capturing more of the available demand.
— Jason Vieth, President and Chief Executive Officer
Looking Ahead
Net sales guidance for full-year 2026 stands between $135 million to $140 million as integration work continues across supply chain network facilities and enterprise resource planning (ERP) software systems. Platform scale gives the leadership team wider choice in strategic deal selection while maintaining pricing discipline across retail accounts.
