Warby Parker’s second quarter saw revenue growth driven by continued retail expansion, product innovation, and a disciplined approach to cost management, even as the market responded negatively to the results. Management credited the increase in active customers and retail channel strength, with co-CEO David Gilboa highlighting “disciplined execution and ability to adapt in a dynamic environment,” as the team navigated tariff impacts and optimized its store and digital presence. Despite a challenging April, the company reported sequential improvement through the quarter, citing success in both new store openings and the ramp-up of insurance customers as important factors supporting overall sales momentum.

Is now the time to buy WRBY? Find out in our full research report (it’s free).

While we enjoy listening to the management's commentary, our favorite part of earnings calls are the analyst questions. Those are unscripted and can often highlight topics that management teams would rather avoid or topics where the answer is complicated. Here is what has caught our attention.

Our Top 5 Analyst Questions From Warby Parker’s Q2 Earnings Call

• Brooke Roach (Goldman Sachs) asked about confidence in sustaining sequential growth and SG&A leverage. Co-CEO David Gilboa cited the company’s adaptability, while CFO Steve Miller outlined continued cost discipline and efficiency gains as paths to margin expansion.
• Dana Telsey (Telsey Advisory Group) inquired about progress on the Google AI eyewear partnership and Target shop-in-shops. Management highlighted early positive reception for Target locations and framed the Google partnership as a significant potential market expansion.
• Mark Altschwager (Baird) questioned the drivers behind accelerating revenue growth into July. Miller pointed to omnichannel momentum, with both retail and e-commerce benefiting from recent pricing changes and customer gains.
• Oliver Chen (TD Cowen) asked about competitive differentiation for AI eyewear and insurance business opportunities. Management emphasized Warby Parker’s unique retail infrastructure and expertise, as well as insurance integration as a multi-year growth tailwind.
• Brandon Cheatham (Citi) sought details on sunsetting the home try-on program and resource allocation. Gilboa explained cost savings would be redirected to marketing, and new digital tools would better serve customers.

Catalysts in Upcoming Quarters

In the coming quarters, the StockStory team will watch (1) the pace of new store openings and performance of Target shop-in-shops, (2) adoption and conversion rates for AI-powered digital tools like Advisor, and (3) continued growth in insurance customer penetration and the integration of new insurance partners. Execution on the Google AI eyewear partnership and effective cost management will also be critical signposts for Warby Parker’s trajectory.

Warby Parker currently trades at $27.24, up from $24.30 just before the earnings. At this price, is it a buy or sell? The answer lies in our full research report (it’s free).

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