e.l.f. Beauty (NYSE:ELF) 2026 Conference February 19, 2026 04:00 PM ET Company ParticipantsKory Marchisotto - CMOMandy Fields - CFOTarang Amin - Chairman and CEONone - Video NarratorOperatorGood afternoon, everyone. It's my pleasure to welcome e.l.f. Beauty back to CAGNY. They are a category disruptor in beauty, owning the number one brand by unit share in U.S. color cosmetics and three of the fastest-growing skincare brands. The company has been busy since the last time they were on the CAGNY stage. They c ...

e.l.f. Beauty Inc. (NYSE:ELF) is one of the 13 High-Risk High-Reward Growth Stocks to Invest In. On February 9, TD Cowen trimmed its target price on e.l.f. Beauty by 9.1% to $100 (from $110), while retaining its Buy recommendation on the stock. Oliver Chen, the analyst from TD Cowen who made this update, said that this TP change was prompted by an update of his forecast, following the release of Elf Beauty’s Q3-FY2026 results. He added that while Q3 sales grew 38% YoY, he expects revenue growth to taper o ...

Core Insights - e.l.f. Beauty, Inc. reported a 38% increase in quarterly net sales, reaching $489.5 million, driven by growth in retailer and e-commerce channels both in the US and internationally [1][3] - The company's gross margin declined by approximately 30 basis points to 71%, primarily due to increased tariff costs, although this was somewhat offset by pricing and product mix benefits [2] - e.l.f. Beauty raised its FY 2026 outlook, expecting net sales growth of approximately 22% to 23% year-over-year, up from a previous estimate of 18% to 20%, with Rhode expected to contribute around $260 million to $265 million in net sales for FY 2026, an increase from the prior expectation of $200 million [3] Analyst Ratings - JPMorgan analyst Andrea Teixeira increased the price target for e.l.f. Beauty shares to $105 from $103 while maintaining an "Overweight" rating [4]

Financial Data and Key Metrics Changes - In Q3, the company achieved a net sales growth of 38% year-over-year and an adjusted EBITDA growth of 79% [3][29] - The Q3 net sales growth was supported by the acquisition of Rhode, which contributed approximately $128 million, or about 36 percentage points, to the growth [29] - Adjusted net income for Q3 was $74 million, or $1.24 per diluted share, compared to $43 million, or $0.74 per diluted share a year ago [31] Business Line Data and Key Metrics Changes - The e.l.f. Cosmetics brand grew 8% in the U.S., outperforming the category by two times [3][4] - e.l.f. Skin consumption grew 16% in the U.S., also outperforming the category by two times [4] - Naturium, acquired two years ago, continues to drive strong growth, while Rhode achieved the No. 1 brand ranking in Sephora North America [4][26] Market Data and Key Metrics Changes - The company increased its market share by 130 basis points, the largest share gain among over 700 cosmetics brands tracked by Nielsen [4] - U.S. net sales grew 36% year-over-year, while international net sales grew 44% in Q3 [30] - International sales accounted for approximately 20% of net sales, compared to legacy peers with over 70% of their sales outside the U.S. [28] Company Strategy and Development Direction - The company aims to democratize access to beauty with a value proposition that offers products at accessible price points, with 75% of its portfolio priced at $10 or less [6][7] - The company plans to expand its retail presence, including launching Naturium in Walmart and increasing space within Ulta Beauty [25][28] - The marketing strategy includes disruptive campaigns and collaborations, such as the partnership with Liquid Death and H&M [12][15][19] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to continue gaining market share and delivering growth, despite some softness in the UK and Germany [29][30] - The company raised its fiscal 2026 outlook for net sales growth to approximately 22%-23% year-over-year, up from 18%-20% previously, primarily driven by Rhode's outperformance [33][34] - Management noted that global consumption growth is expected to be around 6%, with some headwinds from pipeline dynamics [35][69] Other Important Information - The company ended the quarter with $197 million in cash, compared to $74 million a year ago, and repurchased approximately $50 million of its outstanding common stock [32] - The company plans to debut a commercial during the Super Bowl, aiming for a campaign reach of nearly 300 million [19] Q&A Session Summary Question: Can you unpack your approach to spending and guidance? - Management indicated that the adjusted EBITDA margin for the second half is expected to be around 19%, up from 17% previously, due to timing shifts in costs and increased marketing spend [41][42] Question: What is the path forward for Rhode's expansion? - Management emphasized the importance of maintaining quality in Rhode's launches and noted significant pent-up demand for the brand [43][44] Question: What are the plans for driving growth in the core e.l.f. brand? - Management highlighted the strategy of leveraging existing strengths and expanding shelf space, particularly in international markets [46][47] Question: Can you provide an update on the e.l.f. Cosmetics business in the U.S.? - Management reported that the e.l.f. brand is healthy, with a successful execution of a recent price increase and strong innovation pipeline for the spring [52][54] Question: What drove the decision to return to a Super Bowl ad this year? - Management explained that the marketing spend remains targeted at 24%-26% for the year, with a focus on timing shifts and additional campaigns planned for Q4 [80][81] Question: Can you clarify the full-year guidance and the implications for e.l.f. brand growth? - Management noted that the raised guidance reflects a lower expected growth for the e.l.f. brand due to a decrease in the global consumption rate [84][86]

Financial Data and Key Metrics Changes - In Q3, net sales grew by 38% year-over-year, with adjusted EBITDA increasing by 79% [3][29] - The acquisition of Rhode contributed approximately $128 million, or about 36 percentage points, to Q3 net sales growth [29] - Q3 gross margin was 71%, down approximately 30 basis points year-over-year but up 200 basis points sequentially from Q2 [30] - Adjusted net income was $74 million, or $1.24 per diluted share, compared to $43 million, or $0.74 per diluted share a year ago [31] Business Line Data and Key Metrics Changes - e.l.f. Cosmetics brand grew 8% in the U.S., outperforming the category by two times [3] - e.l.f. Skin consumption grew 16% in the U.S., also outperforming the category by two times [4] - Naturium, acquired two years ago, continues to drive strong growth, while Rhode achieved the No. 1 brand ranking in Sephora North America [4][26] Market Data and Key Metrics Changes - U.S. net sales grew by 36% year-over-year, while international net sales grew by 44% [30] - The company increased its market share by 130 basis points, the largest share gain among over 700 cosmetics brands tracked by Nielsen [4] - International sales account for approximately 20% of total net sales, compared to legacy peers with over 70% [28] Company Strategy and Development Direction - The company aims to democratize access to beauty with a value proposition that offers products at accessible price points [6] - Plans for spring 2026 include expanding retail space within Ulta Beauty in the U.S. and launching with DM in Germany [25] - The company is focused on innovation and disruptive marketing to fuel brand awareness and deepen community connections [12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to continue gaining market share and delivering growth, despite some softness in the UK and Germany [29][30] - The outlook for fiscal 2026 has been raised, expecting net sales growth of approximately 22%-23% year-over-year, up from 18%-20% previously [33] - Management noted that global consumption growth is expected to be around 6%, with some headwinds from pipeline dynamics [35] Other Important Information - The company ended the quarter with $197 million in cash on hand, compared to $74 million a year ago [32] - The company repurchased approximately $50 million of outstanding common stock during the quarter [32] - The marketing spend for the quarter was 21% of net sales, down from 27% in Q3 of the previous year [31] Q&A Session Summary Question: Can you elaborate on your approach to spending and guidance? - Management indicated that the adjusted EBITDA margin for the second half is expected to be around 19%, up from 17% previously, due to timing shifts in costs and increased marketing spend [41][42] Question: What is the plan for expanding Rhode at a faster pace? - Management emphasized the importance of maintaining quality in launches rather than rushing expansion, noting strong demand for Rhode [43][44] Question: What strategies are in place to drive growth for the core e.l.f. brand? - Management highlighted the importance of innovation and market share gains, noting that the brand is the most productive in terms of sales per linear foot [46][47] Question: Can you provide an update on the base e.l.f. Cosmetics business in the U.S.? - Management reported that the brand is healthy, with a successful price increase and strong consumer acceptance [52][53] Question: What are the plans for innovation and portfolio around Rhode in the U.S.? - Management mentioned ongoing innovation efforts, including new product launches and a focus on maintaining momentum [55][56]

Financial Data and Key Metrics Changes - In Q3 2026, net sales grew by 38% year-over-year, with adjusted EBITDA increasing by 79% [2][23] - The company achieved its 28th consecutive quarter of net sales growth, a rare feat among public consumer companies [2] - Q3 gross margin was 71%, down approximately 30 basis points year-over-year but up 200 basis points sequentially from Q2 [24][25] - Adjusted net income was $74 million, or $1.24 per diluted share, compared to $43 million, or $0.74 per diluted share a year ago [25] Business Line Data and Key Metrics Changes - e.l.f. Cosmetics brand grew 8% in the U.S., outperforming the category by two times [2] - e.l.f. Skin consumption grew 16% in the U.S., also outperforming the category by two times [3] - The acquisition of Rhode contributed approximately $128 million to Q3 net sales growth, accounting for about 36 percentage points [23] Market Data and Key Metrics Changes - U.S. net sales grew 36% year-over-year, while international net sales grew 44% [24] - The company increased its market share by 130 basis points, the largest share gain among over 700 cosmetics brands tracked by Nielsen [3] - International sales accounted for approximately 20% of Rhode's direct-to-consumer sales, with 74% of the brand's social followers from outside the U.S. [21] Company Strategy and Development Direction - The company aims to democratize access to beauty with accessible price points, with 75% of its product portfolio priced at $10 or less [4][5] - e.l.f. plans to expand its retail presence, including launching Naturium in Walmart and increasing space in Ulta Beauty [22][20] - The company is focused on innovation, with a community-led approach to product development and a strong marketing strategy [5][10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to continue gaining market share and delivering growth, despite some softness in the UK and Germany [23][27] - The company raised its fiscal 2026 outlook for net sales growth to approximately 22%-23%, up from 18%-20% previously [27] - Management noted that global consumption growth is expected to be around 6%, with some headwinds from pipeline cycling [28][80] Other Important Information - The company repurchased approximately $50 million of its outstanding common stock during the quarter [26] - e.l.f. plans to debut a commercial during the Super Bowl, aiming for a campaign reach of nearly 300 million [17][74] - The company has seen strong consumer engagement and brand loyalty, with innovative products achieving significant market traction [14][49] Q&A Session Summary Question: Can you elaborate on your approach to spending and guidance? - Management explained that the adjusted EBITDA margin for the second half is expected to be around 19%, with some costs shifting from Q3 to Q4 due to increased marketing spend [35][36] Question: What is the strategy for expanding Rhode? - Management emphasized the importance of maintaining quality in Rhode's launches and highlighted the strong demand for the brand [37][38] Question: What are the plans for driving growth in the core e.l.f. brand? - Management stated that the strategy involves leveraging existing strengths and expanding shelf space, particularly in international markets [39][40] Question: How has the price increase affected consumer behavior? - Management reported that a 15% price increase resulted in only single-digit unit declines, indicating strong consumer acceptance [46] Question: What are the expectations for U.S. consumption in Q4? - Management indicated that U.S. consumption is expected to be above the global average, driven by strong brand performance [84]

Core Viewpoint - E.l.f. Beauty experienced a significant increase in share price by approximately 15% following a strong earnings report and an upward revision of its fiscal year guidance [1] Financial Performance - Net sales rose by 38% to $489.5 million, up from $355 million in the same quarter last year, driven by global growth across retailers and e-commerce [1] - Adjusted net income for the quarter was reported at $74.5 million [1] - Earnings per share were $1.24 adjusted, exceeding expectations of 72 cents [4] - Revenue surpassed expectations at $490 million compared to the anticipated $460 million [4] Strategic Acquisitions - The acquisition of Hailey Bieber's skincare brand, rhode, for approximately $1 billion contributed $128 million to the net sales growth in the third quarter [2] - E.l.f. projects rhode will contribute up to $265 million in net sales for the year, an increase of $65 million from previous guidance [2] Market Position and Growth - The company gained 130 basis points in market share for its e.l.f. Cosmetics brand [3] - The launch of rhode in Sephora in the U.K. was described as record-breaking, indicating strong market reception [3] - E.l.f. raised its full-year revenue outlook by $42 million to $50 million [2]

Core Viewpoint - e.l.f Beauty, Inc. is recognized for its growth potential, with analysts divided on its future performance, highlighting both challenges and opportunities in the cosmetics market leading up to 2026 [1][2]. Group 1: Analyst Ratings and Price Targets - UBS has lowered its price target for e.l.f Beauty, Inc. to $98 from $105 while maintaining a Neutral rating, citing a challenging operating environment but potential fundamental improvements by 2026 [1]. - Jefferies initiated coverage of e.l.f Beauty, Inc. with a Buy rating and a price target of $110, emphasizing the company's confidence in the cosmetics cycle and consumer purchasing patterns [2]. Group 2: Company Overview - e.l.f Beauty, Inc. is a U.S.-based cosmetics and skincare company known for its affordable, clean, vegan, and cruelty-free products, which are sold globally [3]. - The company operates multiple brands, including e.l.f. Cosmetics, e.l.f. Skin, Well People, Keys Soulcare, and Naturium, targeting a broad consumer market through retail and e-commerce channels [3].

Company Overview - e.l.f. Beauty operates in the affordable cosmetics and skin care segment, offering products under brands such as e.l.f. Cosmetics, e.l.f. Skin, Well People, and Keys Soulcare, covering various categories including eye, lip, face, and skin care [6][9] - The company generates revenue through wholesale distribution to retailers and direct-to-consumer channels, including e-commerce platforms, with a primary focus on the U.S. market and plans for international expansion [10] Financial Performance - As of January 20, e.l.f. Beauty's stock price was $89.04, reflecting a 24.9% decrease over the previous year and underperforming the S&P 500 by 43.21 percentage points [4] - The company's market capitalization stands at $5.31 billion, with a trailing twelve months (TTM) revenue of $1.39 billion and a net income of $81.82 million [5] Recent Developments - Jacobson & Schmitt Advisors disclosed a purchase of 48,504 shares of e.l.f. Beauty during the fourth quarter, valued at approximately $4.77 million based on average quarterly pricing [2][3][7] - Despite the purchase, the value of the stake decreased by $4.24 million by quarter-end due to trading activity and share price movements, resulting in a total holding of 188,924 shares valued at $14.37 million [3][7]

Group 1: Company Overview - e.l.f. Beauty Inc. (NYSE:ELF) is a provider of beauty and skin care products, operating under various brand names such as e.l.f. Cosmetics, e.l.f. Skin, Well People, Naturium, and Keys Soulcare [4] - The company sells its products through retail and e-commerce channels both within and outside the United States, offering a range of items including skin-care products, lipsticks, blushes, bronzers, mineral-based makeup, eyeliners, brushes, and mascara [4] Group 2: Analyst Ratings and Market Outlook - JPMorgan analyst Andrea Faria Teixeira reaffirmed an Overweight rating for e.l.f. Beauty Inc., lowering the target price from $137 to $103, which still indicates over 18% upside potential at the current stock level [1] - Oliver Chen from TD Cowen expressed optimism for e.l.f. Beauty Inc., assigning a Buy rating based on encouraging sales figures, noting accelerated year-on-year and week-on-week sales growth [3] Group 3: Industry Context - JPMorgan's 2026 outlook for the consumer staples sector remains favorable, with expectations of improved consumption patterns, while certain segments like beverages, personal care, and household products may face ongoing pressure [2]