Trupanion’s fourth quarter was shaped by a combination of higher retention rates and stepped-up pet acquisition efforts, resulting in notable gains in subscription revenue and adjusted operating income. Management credited improved pricing alignment and operational efficiencies for the margin expansion achieved during the quarter. CEO Margaret Tooth highlighted, “Retention is a key driver of long-term growth in adjusted operating income, and that commitment paid off in 2025 with trailing twelve-month retention improving in every single quarter.” The quarter also benefited from increased brand investment, which management said accelerated new pet signups and contributed to the 8% year-over-year rise in gross pet additions.
Is now the time to buy TRUP? Find out in our full research report (it’s free for active Edge members).
Trupanion (TRUP) Q4 CY2025 Highlights:
- Revenue: $376.9 million vs analyst estimates of $375.9 million (11.7% year-on-year growth, in line)
- EPS (GAAP): $0.13 vs analyst expectations of $0.16 (20.1% miss)
- Adjusted EBITDA: $21.78 million vs analyst estimates of $19.54 million (5.8% margin, 11.5% beat)
- Operating Margin: 1.9%, up from 0.1% in the same quarter last year
- Market Capitalization: $1.25 billion
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 Trupanion’s Q4 Earnings Call
- John Barnidge (Piper Sandler) asked about the effectiveness of increased brand spending in reaching pet parents outside the veterinary channel. CEO Margaret Tooth noted encouraging results from early brand investments, particularly in moving leads through the funnel more quickly.
- Russell (for Brandon Vazquez, William Blair) inquired about the balance between pricing and volume in 2026 guidance. CFO Fawwad Qureshi explained that while pricing will remain the dominant driver, the contribution from pet count growth is expected to rise versus prior years.
- Josh Shanker (Bank of America) questioned cohort-level retention trends and the pace of improvement. Tooth highlighted that the “middle bucket” of members with moderate rate increases saw the greatest improvement, while first-year retention remains an area of opportunity.
- Jordan Bernstein (for Jonathan Block, Stifel) sought details on the upcoming lower-priced plan and product pipeline. Tooth shared that new offerings are in development as part of a 36-month plan, targeting broader market segments but are not expected to launch within the next few quarters.
- Wilma Jackson Burdis (Raymond James) asked about the outlook for the company’s lower-margin “other business” segment and the impact of veterinary inflation. Qureshi confirmed that the non-core segment’s runoff is expected to continue steadily, with pricing and expense management supporting margin improvement, assuming inflation trends hold.
Catalysts in Upcoming Quarters
Over the next few quarters, the StockStory team will monitor (1) the impact of brand and marketing investments on gross pet additions and retention rates, (2) the launch and early traction of new product initiatives like Landspath and potential lower-priced plans, and (3) the company’s ability to maintain or expand adjusted operating margins despite persistent veterinary inflation. Additionally, the evolution of competitive dynamics in the pet insurance market and international expansion progress will be areas of ongoing focus.
Trupanion currently trades at $28.76, down from $32.14 just before the earnings. Is the company at an inflection point that warrants a buy or sell? The answer lies in our full research report (it’s free).
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