Funko (FNKO) 2026年第三季法說會：利潤率擴張，重申財測指引

重點摘要

• 淨銷售額年增 3%，主要受核心收藏品成長 5% 以及歐洲市場成長 12% 所帶動。
• 毛利率達 45%，較 2025 年第三季提升 5 個百分點。調整後 EBITDA 為 3,200 萬美元，利潤率為 12%。
• 季末現金為 4,200 萬美元，淨負債則從去年同期的 2 億美元降至 1.55 億美元。
• Funko 重申全年財測，預期淨銷售額介於持平至成長 3% 之間，調整後 EBITDA 為 1 億至 1.1 億美元。
• 第三季全球零售端銷售量（POS）下滑 4%，其中美國下滑 10%，歐洲、中東及非洲（EMEA）成長 16%。今年以來全球 POS 銷售量仍維持成長 3%。
• Pop Mystery 系列產品銷售速度比預期快三倍，售罄率達 100%，促使 Funko 擴大供貨。

關鍵財務數據

業務與營運表現

核心收藏品仍是主要成長動能，成長 5%。歐洲市場成長 12%，而第三季 POS 數據顯示不同區域走勢分歧：美國銷量下滑 10%，EMEA 地區銷量則成長 16%。

管理階層表示，美國市場的基期受去年關稅宣布後的運輸中斷影響，導致 2025 年第三季有額外庫存推向貨架。該 POS 數據約涵蓋 Funko 半數的零售商。

直接面對消費者（DTC）銷量下滑 13%，主因是 Funko 減少了官網上的促銷活動與折扣。儘管銷量下滑，管理階層表示 DTC 獲利能力有所提升。

該公司前十大智慧財產權（IP）約占季度銷售額的 34%。寶可夢（Pokémon）躍居首位，將《航海王》（One Piece）擠至第二名。其他排名前十的 IP 包括《復仇者聯盟》、《星際大戰》、漫威（Marvel）、Hello Kitty 與《鬼滅之刃》。

Pop Mystery 首發陣容包含植物、華納兄弟恐怖系列與《航海王》產品。管理階層表示，該系列銷售速度比預期快三倍，售罄率達 100%。Funko 正追加供應，並計劃陸續推出涵蓋 Hello Kitty、《哈利波特》與《史瑞克》的新品。

Funko 亦強調透過其 Hyper Strike 流程與境內生產實現更快速的產品開發。該公司在 ComplexCon 展會相關的 Ken Carson 產品上採用此模式，在數週內便完成從概念到上市。

直播電商仍屬新興銷售通路。Funko 測試了 eBay Live 拍賣，並完成了第三次 TikTok 直播銷售測試。管理階層表示，計劃在第四季及 2027 年持續擴大直播銷售規模。

管理階層財測

Funko 重申 2026 全年展望：

• 淨銷售額介於持平至成長 3% 之間。
• 調整後 EBITDA 介於 1 億至 1.1 億美元之間。

管理階層亦表示，預期第四季收藏品業務將有所成長。然而，該公司指出年底假期旺季的 POS 趨勢仍難以預測。

展望 2027 年，管理階層計劃將 Pop Mystery 拓展至更多 IP、推出多種規格的 Pop Plush，並持續開發 Bitty 與以運動為核心的產品。Funko 預計將於 2 月的紐倫堡玩具展與紐約玩具展預覽新產品線。

風險與關注焦點

• 第三季全球 POS 銷量下滑 4%，其中美國 POS 下滑 10%，DTC 銷量下滑 13%。
• 儘管今年以來全球 POS 銷量成長 3%，但管理階層表示假期旺季需求仍難以預測。
• POS 數據僅基於 Funko 約半數零售商的回報，限制了對整體零售活動的涵蓋範圍。
• 新規格與直播電商布局仍處於初期階段，且管理階層尚未提供這些通路的具體營收目標。

分析師問答重點

針對產品多元化，管理階層表示 Pop 系列迄今銷量已超過 10 億件，仍是未來成長的核心。拓展計畫包括更多 Pop Mystery IP、Pop Plush、Bitty 產品，以及專為運動收藏家設計的系列產品。

在被問及強勁的二級市場價格是否能支持調高一級市場定價時，管理階層強調重點在於擴大收藏家客群，而非向核心客戶收取更高價格。該公司將二級市場需求視為消費者關注的證明，而非定價決策的主要依據。

針對直播銷售，Funko 指出與 eBay Live 拍賣合作以及 TikTok 測試均為寶貴的學習契機。管理階層將直播電商視為具潛力的零售通路與全新營收來源，並計劃進一步擴大規模。

法說會完整逐字稿

完整財報電話會議逐字稿

管理層陳述

Josh Simon

Hi, everyone. Welcome to our third quarter earnings webcast coming to you from the heart of Hollywood at the Funko store. I'm Josh Simon, Funko's CEO; joined with our CFO, Yves Le Pendeven; our Chief Product Officer, Husnal Shah and our Head of Marketing and Nik Rupp. Eve, let's get right into the results. We had another quarter delivering above expectations.

Yves Le Pendeven

Exactly another strong quarter. So pleased to report net sales up 3% and some of the growth drivers there continue to be core collectibles, up 5% and Europe up 12%. We also delivered gross margin of 45%. That's a 5-point improvement over Q3 of last year. Yes, big jump. And then adjusted EBITDA, also above expectations at $32 million. That's a 12% margin. So we're approaching where we'd like to be. And then also, let me call out a few balance sheet highlights because we've also made great progress there. Cash of $42 at quarter end, that's net debt of $155 million and that compares to just $200 million in Q3 of last year. So lot of progress deleveraging our balance sheet.

Josh Simon

Yes, progress across the board. in the quarter, we see the core business continues to grow improving the quality and productivity of the portfolio overall and make culture pop becoming a more deliberate and disciplined growth engine for the company. Tell us about the full year guidance?

Yves Le Pendeven

For the full year, we're reiterating our guidance, which was sales flat to up 3% and then adjusted EBITDA between $100 million and $110 million.

Josh Simon

Great. Great. Well, I think it's time for a new segment on the earnings call. I think we like to try and mix it up every quarter. This time, I thought we'd do a fun reveal of our top 10 IPs in the quarter. We're going to have a special guest joining us to kind of round out the top 10. Just worth noting top 10 represented about 34% of sales in the quarter. So still a pretty big breadth of other fandoms out there. I'll start with the top 10 and then we're going to bring in our special guests rounding out at 10 Avengers, a new entrant on to the list this quarter. Number nine, Star Wars, #8 Marvel, also a new entrant for the quarter. #7, hello Kitty and #6 Demons layer. And now I think first time this has happened in any sort of earnings call history, we're excited to bring in one of my favorite is a big Funko fan himself to reveal the top 5, it's not other than the Wissler.

[Presentation]

Josh Simon

All right. Thank you, Wissler. I love having you as part of the Funko family and appreciate your help with that one. And again, a new #1 Pokemon, which has displaced one piece push that into the #2 spot, Pokemon #1. And that's my case case for those of you all enough to remember who that is. So turning to the make culture Pop strategy. I think the whole idea that we've talked about is how do we sense demand earlier, turn those into compelling products and experiences. And then them through the right retail channels all over the world. Some really great highlights of seeing that strategy turn into execution this quarter.

The first one for me that is top of mind, as a personal fan is WWE, Monday Night Raw, Presidents, Extravaganza, whatever you want to call it.

Nik Rupp

Totally, super fun moment for the team. We were able to partner at his expense with JD McDonagh, where he wore a Funko Pop head. There's a little bit of a storyline going on with fellow wrestler, Cody roads, and he gets me in front of a little bit. So we were able to partner with him lean into that moment and have sort of like an on-TV moment for the brand.

Josh Simon

He already has the proportions of ongoing and it was planned to kind of be part of that broadcast overall.

Husnal Shah

Yes. We also launched with Dan Hausen and Obi this last few weeks where we presold the product. And it was in partnership with Fanatics and of course, WWE. The product is off to a great start and soon, will be available for mass.

Josh Simon

Well, I think we love WW, love Fanatics from a cultural relevant standpoint. It's a great example of how pop has been coming to life. I'd also say from another side of the cultural relevant spectrum, complex con 30th anniversary, which happened in L.A. just a few weeks ago.

Nik Rupp

Totally. SP-10 For those that don't know, complex con is essentially an annual festival meats convention, where sneakers, streetwear, art and fashion and music come together. We are partnered with Ken Carson, the headliner of the festival, one of the leading voices in a new generation of wrap music to ultimately create a hyper strike with them. So we dropped the product in his booth alongside some other of this collaboration product, but funny enough. A lot of the kids were in line were in line for the Funko pop. So some great demand, great energy and great momentum for the brand.

Josh Simon

So I think the magic to complex con is the speed at which we were able to operate we found out from the record company, he was headlining it. We only had a few weeks to react. And then Husnal you and the team jumped into.

Husnal Shah

Yes, yes. And you mentioned hyper strike. So that's an engine we use to bring product to life, capture cultural moments at incredible speed. It's really about the design teams working in a nonlinear fashion and parallel path in each and every process such that we can put product out there much sooner, obviously, using all the techniques and the of testing over the details as a designer would while creating the sculpt or the packaging, but then also bringing it to market with our onshore production process, which is much faster than getting it from overseas. So it's really shortening the window between creativity, concept and delivery become much tighter.

Josh Simon

Yes. And I think the team's design team, sculpt teams based up in Everett, Washington, using some of the most cutting-edge technology to sort of exercise their creativity, make those scopes and then see these products pops come to life in a couple of weeks' time. So also speaking of speed, I think sports moments are always like a fun thing to lean into. And probably one of the biggest sports moment, if not the biggest sports moment of the year over the summer, the NBA World Championships.

Nik Rupp

Depends on which team you root for, but it was hard to miss kind of the energy that the Knicks were generating during their playoff run had some beautiful moments. And even in L.A., you saw people wearing next Jersey switch is a little strange we went with it. And as a marketing team, we were able to lean into that moment while the playoff run was happening, working with our animation team to create some content, but then also the moment the team won the championship we were able to launch a 5-pack championship celebration pack that turned into the best-selling item of the year for us.

Josh Simon

Came to life at Ring night a couple of weeks ago as well.

Nik Rupp

And we followed it up with another pop to turn State of Liberty, the first lady of New York City into a pop wearing the -- next Jersey holding the ring, which also we launched right at the beginning of the Ringgit moment at Anderson Square Guard?

Josh Simon

It's awesome. Well, the other big cultural moment during the quarter was Americas 20th we decided to put our own spin on it, calling it Pop 250. And I think really from product creation all the way through to how we sold it, kind of a first of its kind activation for Funko overall?

Nik Rupp

Definitely. We picked ultimately an icon from each decade through the lens of Funko and then partnered with the King of Collectibles, Ken Golden to host an eBay live auction. We had presence on the eBay website on the social channels and with a lot of viewership to sort of match this content and commerce moment at the first time. Super interesting for us because it's quite the road map for the future as we go into this live auction selling space.

Yves Le Pendeven

I have to say I was really curious to see how much some of these would go for some of these one-on-ones, and I think the Baruth went for $26,000, which was really mind blowing to me.

Nik Rupp

I thought you were the one that bought.

Josh Simon

Yes. But fun to see, I mean, from a more modern era top 5, we had Michael Jackson, Michael Jordan, Britt Spears, I think the most -- the modern era represented by Mr. Best, one of the most amazing popular creators in the world today. So I think an awesome program overall, and like you said, first time we really have started to dip our toe into the live commerce space, which we think will be definitely developing retail channel for us. Now the other newness from the quarter is I'm staring at it right here, the Pop mystery products. We talked about it last quarter. We kind of announced it in teatime but it's out in the market officially and off to a good start.

Husnal Shah

Yes, it's off to a great start in the market. As you all know, we launched with the plants Fluraline and then the WB Horreline as well as our 1-piece line. And results are outstanding. We sold 3x faster than we thought we would. 100% sell-through. We are supplying more product into the market now. And what's coming up is Hello Kitty as well as Harry Potter. And we are very excited because there's a little bit of newness when the chase elements and the rarity elements in each and every one of them. So we're really excited to see the results coming up next.

Josh Simon

I think if I recall on the floor line because some of them have -- they all have sort of a one-on-one chase and that one of one was actually discovered in Australia. Some of the other ones still floating around in the world waiting to be discovered. And then the last thing from the Mike culture pop lens is commerce and how we're coming to life in new ways at retail channels. And I'd say, one of the most creative executions and paying off from sort of a revenue and impact standpoint is a new shop-in-shop we launched with the iconic retailer, to Schwartz.

Nik Rupp

Definitely. Obviously, it doesn't get more iconic than FAO in New York, but we were able to bring a super-immersive brand right and hyper local experience to life, working with some local artists to truly create a sort of New York version of a Funko store in FAO Schwartz. Also have some very limited product that is only available at that store there, both in the in-line Pop version but also as part of the Pop yourself offering.

Josh Simon

Yes. I think we have an incredible or encrusted jeweling encrusted statute of Liberty collab that we did I think retails for about $2,500, and we're about 50% sort of sold through on those, which is incredible and then a really awesome pop yourself, experience some items you can only get there, but you can get your customized pot made right there in the store, it's really turning out to be a fun 1 so far. So of course, we need one more new segment for this earnings call. I figured it would be fun to go around the table and ask everyone what your favorite pops were from the quarter. So Eve, we'll start with you.

Yves Le Pendeven

I went with or at the cloud. I'm in honor of Halloween recently, and my daughters are big fans of Halloween and harder films. So this was a we did with Hot Topic and event called Scarfar.

Josh Simon

A darker side to our CFO. Nice to know is not, what about you?

Husnal Shah

I went with Janet S. He's a character from Demons, the movie Infinity Castle. And I just love the rendition of how the design team bought this character to life in the most dynamic and fluid form, where the pivotal moment at which he turns from a comic coward person to this courageous and confident human being is what really captured this well in this format.

Josh Simon

Yes. I think it's awesome to see the sort of those dynamic moments in a sort of entire scene captured in a singular and animate continues to be one of our us overall.

Husnal Shah

This one sold 100,000 units already since its launch in September.

Josh Simon

Wow. Amazing. I think I can guess.

Nik Rupp

No surprise -- but had to go with Ken Carson not only for the execution and sort of utilizing the preproduct engine to turn that cultural relevance into demand, but also how the packaging came to life and sort of opening up our packaging template working with the collaborator and having them put their own spin on it was super beautiful to see.

Josh Simon

And I'll sort of follow in your complex con footsteps because another product that we drop there is the Bugs Bunny co-lab with an incredible artist, Josh Avitas, really amazing to see both the size, the scale, the detail and just kind of his artistic point of view, overlay on an iconic space jam character at this size for reference, he did a really amazing job executing with this one, and I was really proud that we were able to do a co-lab with him and fans love it as well. So I put this as my favorite for the quarter. Well, now we have some questions.

Josh Simon

So our first question is from Stephen Lache at Goldman Sachs. Eve, I'll direct this one to you regarding POS trends. Stephen says, Global POS trends have remained strong, including mid-single-digit percent growth in the U.S. and more than 20% growth in Europe through the first half of '26. How does management think about the sustainability of those trends as you move through the back-to-school and holiday season?

Yves Le Pendeven

All right. So let me give you some stats. First, for Q3 POS. So globally, as a reminder, roughly half of our retailers report this information to us. So in units, down 4% year-over-year. By territory that was down 10% in the U.S., up 16% in EMEA. I would kind of remind everyone that the dynamics of shipping being disrupted last year post tariff announcement in Q2. So we had a lot of inventory kind of reaching the shelves in Q3 of last year, which made it a bit more of a tougher comp in the U.S. market. The other thing I'd point out is that DTC was down 13%, again, in units, and that's largely a reflection of less promotional activity and discounting on our site. So although units are down, we've seen profitability in that channel increase. So that's Q3. And then year-to-date through the end of Q3, we were up 3% globally still.

So second part of that question, how we expect to see that trend continue through the holidays. And it's always tough to predict. I mean, we're certainly hopeful that, that kind of like positive comp continues during the holidays.

Josh Simon

Yes and still expecting Q4 collectibles to grow in -- absolutely as well. Okay. Also from Stephen about new formats and form factors, to what extent does management expect new formats, popmystery, sports-related launches to be revenue contributors in 2026 and '27. And how should investors think about the opportunity to diversify revenue beyond core POP products. I mean I'll take the first part of that question, which is to say, I still think there's a lot of existing and new dimensions of Pop itself that will contribute to more growth in this year and beyond.

I mean I'll remind everyone, Pop has sold more than 1 billion units to date. It's definitely this iconic form figure in the world of pop culture. I think certainly, you mentioned it earlier, Husnal, but in the world of pop mystery, we're just getting started. We have a dozen IPs that we'll be launching with that throughout the next year. You mentioned Hello Kitty. You mentioned Harry Potter. Shrek is another one. So you'll start to see continued IPs on Pop mystery. We will be rolling out next year a version of Pop Plush in a few different formats, which I think is very much on trend and will continue to do well. And then we continue to have, I think, some exciting plans to develop Bitty and certainly, even in the sports space, we're working on something that we think will appeal more to the sports collector and so more to come there. I guess, though, related to new products, because there's a lot in the pipeline too.

Husnal Shah

Their pipeline, and we're really excited. We are going to be teasing a couple of new product lines at the Nuremberg and New York to fair, so stay tuned.

Josh Simon

So Nuremberg in February and New York as well in February. So yes, a lot new lines that are launching next year, and we'll start to roll those out sort of with our retail partners at those Toy Fairs, which we're excited about. Okay. Next question is from Eric Wold at Texas Capital Securities. Nick, this one I'll direct to you. Given the higher prices seen in the secondary market for some of your limited run and special SKUs, what are the opportunities to increase prices to improve gross margins further? And why don't we start there?

Yves Le Pendeven

Yes. No, it's a great question. But -- look, our primary focus is to serve our fans and our consumers and ultimately make products that they fall in love with. What happens after the purchase and after the transaction, that's up to the consumer. I take that more as a testament to us having a job that we did well rather than seeing that as an opportunity.

Josh Simon

Yes. And I think on that -- those limited edition products, I think the goal is like let's grow the market or fans who are interested in limited edition. We're expanding the genres, the IP, the entry points. And I think that was what will grow the market more than sort of looking at extracting pricing from our sort of core collector there.

Yves Le Pendeven

Yes, exactly. Exactly.

Josh Simon

And then one more question from Eric. Could you take advantage of those higher prices, although we just talked about that, but the continued collectible demand by leaning into live selling events or online auctions.

Yves Le Pendeven

I'm glad that question came through as well. Certainly, I think that was the opportunity that we tested with the partnership with Golden and eBay Live, and it provided amazing learnings and wearing up to lean heavily into that as a new retail stream, but also as a new revenue stream.

Josh Simon

Yes, I think we just finished in the Hollywood store actually earlier today. Our third test of live selling on TikTok. We just met earlier this week with the head of Collectibles for TikTok Commerce. I was in China last week -- 2 weeks ago, and some really great lessons there where I'd say the ecosystem for live selling and live shopping is well more developed as much as it's growing here. It's been there for a few years longer and I think some really great learnings that you'll start to see us continue to grow and scale it, frankly, in Q4 and then beyond into next year as well.

Well, thank you all for being here. I'd say another quarter, the team did a great job delivering above expectations. I think our core business continues to demonstrate healthy demand. At the start of the year, we promised everyone growing core collectibles, which is happening. That will continue into Q4. And improving our profit and margins and strengthening the balance sheet. So great to see the progress this quarter. And thank you all for joining, and thanks everyone out there for joining, and we will see you.