Core Insights - Elf Beauty forecasted annual sales and profit below Wall Street estimates due to higher tariff costs and cautious consumer spending, resulting in a 26% drop in shares during extended trading [1] - The company missed expectations for second quarter sales and provided a fiscal 2026 forecast after previously pulling it in May [1] Financial Performance - Elf Beauty expects over $50 million in annual costs from higher U.S. tariffs on imports in fiscal 2026, with China accounting for about 75% of its global production [2] - Gross margin fell approximately 165 basis points to 69% for the quarter ended September 30 [2] - Quarterly adjusted earnings per share were 68 cents, exceeding estimates of 57 cents, following a $1 price increase in August, with no additional price increases planned [3] - Quarterly sales totaled $343.9 million, missing expectations of $366.4 million [4] Market Position and Strategy - The company is streamlining its supply chain and diversifying operations to mitigate tariff impacts, as lower-income shoppers are seeking cheaper alternatives and reducing non-essential purchases [3] - CEO Tarang Amin noted a lack of major product launches compared to the previous year, which had significant success with lip oils [5] Future Outlook - Full-year net sales are expected to be between $1.55 billion and $1.57 billion, below analysts' estimates of $1.65 billion [6] - Adjusted profit is estimated to be in the range of $2.80 to $2.85 per share, also below estimates of $3.58 per share [6]

e.l.f. Beauty (ELF) Conference Call Summary Company Overview - e.l.f. Beauty was founded 21 years ago, initially selling cosmetics online for $1 each, which was considered revolutionary at the time [4][5] - The company focuses on making beauty accessible, with a mission to provide prestige quality at better value [5][6] - e.l.f. has achieved 25 consecutive quarters of net sales and market share growth in the U.S., averaging at least 20% sales growth [5][6] Core Differentiators - e.l.f. is recognized for its unique value proposition, innovative products, and disruptive marketing strategies [6][7] - The company has become the number one unit share brand in the U.S. mass beauty segment, with a clear path to leadership [7][8] - e.l.f. has successfully introduced products at significantly lower prices than prestige competitors, such as the poreless putty primer priced at $9 compared to a $56 prestige item [8][9] Competitive Advantage - The company emphasizes a high-performance team culture, granting equity to all employees, which aligns their interests with long-term shareholder value [12][13] - 74% of the workforce is women, and 76% are Gen Z and millennials, reflecting the consumer base they serve [12][13] - e.l.f. operates with a rapid innovation cycle, taking approximately 26 weeks from concept to online sales, compared to years for competitors [13][14] Tariff and Supply Chain Management - e.l.f. has been subject to 25% tariffs since 2019 but managed to grow margins through pricing strategies and supplier concessions [16][17] - The average unit retail price for e.l.f. cosmetics is around $6.50, significantly lower than legacy mass players at $10 and prestige brands over $20 [18][19] - The company has reduced its production reliance on China from 100% to about 75% and aims to further optimize its supply chain [19][20] Innovation Strategy - e.l.f. has a differentiated innovation process that incorporates consumer feedback and trends, allowing for rapid product development [26][27] - The company focuses on building growing franchises rather than one-off products, leading to sustained growth in core categories [30][31] Marketing and Community Engagement - e.l.f. leverages digital platforms for marketing, including TikTok and Twitch, to engage with consumers directly [42][43] - The brand has seen a 20-point increase in unaided awareness, indicating strong brand recognition [46] International Expansion - International markets represent a significant growth opportunity, with only 20% of e.l.f.'s business currently outside the U.S. [61][63] - The company has successfully entered markets like Canada and the UK, achieving top positions with limited distribution [63][64] Recent Acquisitions - e.l.f. recently announced the acquisition of Road, a brand founded by Hailey Bieber, which has shown rapid growth with $212 million in net sales in three years [73][74] - The acquisition is expected to be accretive to e.l.f.'s overall business, with plans to expand Road's distribution and marketing efforts [88][89] Portfolio Construction and Future Outlook - e.l.f. aims to maintain a portfolio of complementary brands that disrupt the beauty industry while ensuring accessibility [89][92] - The company is focused on organic growth but remains open to acquisitions that align with its mission and growth profile [95][96]