Hims & Hers: 3 Key Takeaways for Long-Term Investors

On its third-quarter 2026 earnings call, held on Nov. 9, 2026, Hims & Hers (NYSE:HIMS) announced an intentional pullback in marketing spend ahead of expanding its medication catalog. Trading short-term subscriber growth for a broader product catalog positions the platform to capture peak consumer demand in early 2027. This disciplined focus on multicategory scale lays the groundwork for durable revenue expansion across global markets. Three things management said stand out.

1. Pulling Back Marketing Spend to Prepare for January Peak Demand

Management intentionally slowed third-quarter customer acquisition spending to complete expansion of its product lineup before annual weight-loss interest peaks in January. Accepting a temporary sequential drop of 100,000 subscribers preserves capital to launch multi-month subscriptions at lower consumer price points.

The weight loss business has undergone structural changes in the last few quarters, and we've intentionally pulled back on marketing spend in order to execute on 3 things in advance of the new year.
-- Andrew Dudum, Co-Founder and Chief Executive Officer

2. Expanding GLP-1 Weight Loss Offerings Through Lilly and Novo Nordisk

Securing access to branded glucagon-like peptide-1 (GLP-1) treatments, including Zepbound and Foundayo from Eli Lilly alongside existing Novo Nordisk products, broadens consumer choice on the digital platform. Management expects offering a complete therapeutic catalog to lower customer acquisition costs and boost retention over time.

Through our recently announced agreement, we will expand access to Lilly's GLP-1 medications, Zepbound and Foundayo, offering customers a seamless experience across the full assortment of their weight loss medicines.
-- Andrew Dudum, Co-Founder and Chief Executive Officer

3. Expanding International Presence in the United Kingdom, Germany, and Australia

Consolidating global acquisitions under the core company brand in the United Kingdom (U.K.), Germany, and Australia creates a foundation for multicategory growth abroad. International revenue grew to $233 million in the third quarter as European markets provided valuable operational insights into generic medication pricing dynamics.

International revenue is on track to eclipse a $1 billion revenue run rate in 2027 as customers across these markets embrace a comprehensive digital health experience that we believe has never been available to them locally.
-- Andrew Dudum, Co-Founder and Chief Executive Officer

Looking Ahead

Artificial intelligence capabilities reach 70% of weight loss subscribers, driving faster response times and automated clinical chart summaries. Expanding proprietary fulfillment infrastructure and in-house compounding facilities gives the company structural cost advantages as it monitors pricing discipline across new therapeutic categories.

Very soon, we expect this experience will be available to all weight loss customers, and we will begin bringing it to customers across our other specialties, including hair, sexual health, and testosterone.
-- Mo Elshenawy, Chief Technology Officer

Long-term execution relies on transforming the platform from a transactional provider into a comprehensive daily health destination. Building scale across direct customer relationships and diversified healthcare offerings cements its market lead against single-treatment rivals.

We won't do it with a single product or a single specialty. We'll do it by bringing scale to a deeply personal experience with assortment as the foundation.
-- Andrew Dudum, Co-Founder and Chief Executive Officer

The Motley Fool has positions in and recommends Hims & Hers Health. The Motley Fool has a disclosure policy.