Solo Brands Sales Tumble 35 Percent in Q4, Fall 30 Percent for the Year

March 19, 2026

Solo Brands, Inc. reported that sales tumbled 34.5 percent in the fourth quarter and 30.4 percent in the year due to steep declines in the flagship Solo Stove line. John Larson, president and CEO, told analysts he’s hopeful that a healthy reception to new fire pits and accessories will bring Solo Stove back to growth.

On Solo Brands’ fourth-quarter analyst call, Larson said Solo Stove’s declines over the last year in large part reflect efforts to repair relationships with retailers around the former often-discounted fire pits business.

“We intentionally realigned pricing and promotional activity at Solo Stove to reinforce pricing integrity and reset retail partnerships,” said Larson. “While this significantly impacted near-term sales results, it established a more disciplined foundation to support current and future retail partnerships.”

Larson further said sales in the overall flat fire pit business are about flat, with some “low-end competition” driving down prices. He said, “If you look throughout Amazon, there’s a tremendous amount of low-end kind of knockoff products that certainly don’t meet our quality standard. So, I would say, from a market share standpoint, on units, we’re certainly down, but at a much higher AOV (average order value). So, we’re performing fairly well there.”

However, he remained encouraged that a “fairly strong” reception to new items recently launched, including the Summit Series Smokeless fire pit, the portable Steelfire 22 griddle and a smaller cooler, puts the brand on the path towards growth. In the DTC channel, new products made up about a quarter of sales.

He said, “For us to expand sales, we really need to sell accessories related to those products, or try to reinvent the category, which we’ve done with the Summit Series. And then those customers that love us so much, really try to move them into the adjacent categories, and that’s what we’re trying to do with those new products.”

He said the new griddle line has been “really well received,” and the Summit Series of fire pits now ranks among Solo Stove’s top sellers within DTC one week after launch. He noted the Summit 24 Fire Pit was recently reviewed by Forbes and named its best choice in the category for the year.

Larson said Solo Brands is making progress in becoming a “structurally leaner, profit-driven business” by significantly reducing its cost structure and simplifying go-to-market approaches since he took over as CEO early last year, with the fourth quarter marking Solo Brands’ third quarter of positive operating cash flow in a row. However, Solo Brands needs to stimulate demand for its Sole Stove line.

“I think that’s the challenge behind us,” said Larson. “We are set up to flow through. Any revenue gains will flow through to the bottom line very efficiently and into cash flow, because we’ve reduced our cost structure so dramatically. But I look at that as our challenge right there.”

Among the company’s other brands, Chubbies’ sales were down 20 percent in the fourth quarter due to lower replenishment activity at wholesale than in the prior-year period and reduced DTC website traffic. For the year, however, Chubbies delivered more than 9 percent year-over-year growth, driven by solid online demand and growth in strategic partnerships. Larson said, “We continue to build and scale omnichannel brands supported by a product pipeline with strong momentum and durability.” SGB