e.l.f. Beauty Earnings Call Transcripts
Fiscal Year 2027
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Q1 delivered 36% net sales growth and record profitability, prompting a raised fiscal 2027 outlook to 18%-20% net sales growth. Rhode, Naturium, and e.l.f. Hair drove portfolio diversification and international expansion, with $50M in tariff refunds fully reinvested.
Fiscal Year 2026
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The meeting confirmed a quorum and addressed four key proposals, all of which were approved, including director elections and auditor ratification. No shareholder questions were submitted, and final voting results will be filed with the SEC.
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The company continues to deliver strong growth through a diversified brand portfolio, disciplined innovation, and a compelling value proposition. International expansion, selective pricing actions, and a $58.5 million tariff refund provide further growth levers. Significant white space remains for future expansion.
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Management discussed FY27 guidance, strategies to drive unit growth through selective price reductions, and the importance of innovation and international expansion. rhode and Naturium are outperforming expectations, and tariff refunds will help offset cost pressures and fund growth.
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Net sales grew 25% and Adjusted EBITDA 13% in fiscal 2026, with Q4 net sales up 35% year-over-year. Rhode and Naturium acquisitions fueled diversification and international growth, while price adjustments and innovation are expected to drive future gains.
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With 23% net sales CAGR and 28 consecutive quarters of growth, four brands each surpassing $200M, and a unique blend of innovation, value, and disruptive marketing, the company is positioned to more than double sales across cosmetics, skincare, and international markets.
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Q3 net sales rose 38% year-over-year, driven by the Rhode acquisition and strong brand performance, with adjusted EBITDA up 79%. Full-year guidance was raised, projecting 22%-23% net sales growth and continued margin strength, despite international headwinds and tariff impacts.
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Q2 net sales rose 14% year-over-year, driven by the Rhode acquisition and strong U.S. growth, while organic sales dipped due to shipment delays from a price increase. Fiscal 2026 guidance calls for 18%-20% net sales growth, with improved gross margins and continued market share gains.
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Q1 net sales grew 9% year-over-year, with adjusted EBITDA up 12% and strong international growth. The Rhode acquisition closed, expected to accelerate global expansion, while tariff uncertainty and price increases remain key watchpoints.
Fiscal Year 2025
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Management projects 2%-5% organic growth in the second half, with strong U.S. consumption and continued market share gains. International expansion, innovation, and the rhode acquisition are key growth drivers, while capital allocation focuses on team, infrastructure, and high-ROI marketing.
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Management addressed recent shipment disruptions, ongoing market share gains, and robust innovation plans. Acquisitions like rhode and Naturium are exceeding expectations and contributing to margin growth. The outlook remains positive, with strong brand momentum and international expansion driving future growth.
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The meeting confirmed a quorum and covered three proposals: director elections, executive compensation, and auditor ratification—all of which passed. No questions were submitted by stockholders, and final voting results will be filed with the SEC.
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A digital-first, high-growth beauty company leverages rapid innovation, community engagement, and a balanced pricing and supply chain strategy to drive consistent sales and margin expansion. Recent acquisitions like Rhode and Naturium expand its portfolio and global reach, with international and skincare segments showing strong momentum.
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Net sales rose 28% and adjusted EBITDA 26% in fiscal 2025, with 25 straight quarters of growth. Q4 gross margin hit 71%, and international sales surged 60%. The $1B rhode acquisition is expected to boost growth, while tariff uncertainty limits 2026 guidance.
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Strong sales and market share growth are driven by innovation, a unique culture, and disruptive marketing. Expansion in skincare and international markets, along with a robust financial outlook, positions the company to double its business in the coming years.
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e.l.f. Beauty delivered 31% net sales growth in Q3, outperforming a declining category and expanding market share, but issued cautious Q4 guidance due to softer trends and macro headwinds. International and digital channels remain strong growth drivers.
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Q2 net sales grew 40% year-over-year, with international sales up 91% and digital channels driving 20% of consumption. FY25 guidance was raised to 28%-30% net sales growth, supported by strong market share gains, new retail partnerships, and robust innovation.
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Q1 net sales grew 50% year-over-year, with strong gains in color cosmetics, skincare, and international markets. Gross margin improved, adjusted EBITDA reached $77 million, and guidance for fiscal 2025 was raised across all key metrics. International and digital channels continue to drive growth.
Fiscal Year 2024
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Strong share and sales growth continue, fueled by innovation, digital engagement, and disciplined expansion in both U.S. and international markets. Skincare and digital channels are key growth drivers, while pricing and sourcing strategies provide resilience against external pressures.