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- **38% Net Sales Growth**: rhode drives 36% intl growth; U.S. 36%.
- **79% EBITDA Growth**: 19% margin.

**【CEO Summary Section】**
- Q3 net sales grew 38% YoY, driven by rhode's $128M contribution and 79% adjusted EBITDA growth.
- e.l.f. Cosmetics brand consumption up 8% in U.S., outperforming the category 2x; Naturium skin care brand growth strong.
- Super Bowl ad to air on Peacock with $300M reach.

**【CFO Financial Commentary】**
- Full year net sales guidance raised to 22-23% growth, rhode contributing $260M.
- Q3 gross margin 71%, down 30bps due to tariffs.
- $197M cash on hand, $400M buyback authorized.

**【Q&A Highlights】
- rhode to launch in Australia.
- U.S. consumption growth 6%.
- Tariffs at 45%, down from 170%.
- 20% DTC intl, 74% social followers intl.
- Q4 marketing spend 27% of sales, up 200bps, Super Bowl ad $300M reach.

e.l.f. Beauty, Inc. (ELF) Q3 2026 Earnings Call Transcript

- **Record Growth**: Q2 net sales up 14% to $344 million, driven by Rhode acquisition and 7% e.l.f. brand consumption growth vs. 2% category.
- **Market Share Expansion**: 140bps market share gain, with Rhode contributing $52 million and 2.5x Sephora launch record.
- **Tariff Resilience**: Gross margin improved to 71% in H2, offsetting 3,500bps tariffs through price increases and mix.
- **Guidance Confidence**: 18-20% FY26 growth (including $200M Rhode), $302-306M EBITDA, and 40% Rhode YoY expansion.
- **Consumer Demand**: 10% YoY consumption growth despite $1 price increase, with Q3 showing stronger momentum.

**【CEO Summary Section】**
- Q2 net sales grew 14% to $344 million, driven by the acquisition of Rhode ($52 million contribution) and organic growth despite 3% decline in shipments due to retailer pricing delays.
- 27th consecutive quarter of net sales growth, with e.l.f. brand consumption up 7% vs. 2% category growth, gaining 140bps market share.
- Full-year guidance: 18-20% net sales growth (including $200 million from Rhode), 3-4% organic growth, and $302-306 million adjusted EBITDA.
- Rhode launch in Sephora North America was record-breaking, with plans to expand into U.K. and GCC markets.
- Tariffs reduced gross margin by 165bps in Q2, but second-half gross margin expected to improve to 71% due to price increases and mix benefits.

**【CFO Financial Commentary】**
- Q2 adjusted EBITDA of $66 million (-4% YoY) due to higher marketing spend (23% of sales vs. 24% last year) and tariff impacts.
- Gross margin 69% (-165bps YoY), with 45% tariffs expected for remainder of fiscal year (vs. 55% in Q2).
- Strong liquidity with $194 million cash and <2x leverage post-Rhode acquisition.
- Second-half marketing spend expected to rise to 27-29% of sales, partially offset by gross margin improvements.

**【Q&A Highlights】**
- **Retailer Pricing Resolution**: Shipment delays resolved as retailers updated prices, with no long-term impact on relationships.
- **Consumption Trends**: Q2 consumption up 10% YoY, with Q3 showing stronger momentum despite $1 price increase across portfolio.
- **International Growth**: 2% Q2 growth (cycling large Rossmann Germany launch), with expansion plans into Poland, GCC, and U.K.
- **Rhode Performance**: $57 million pre-acquisition Q2 sales, targeting $300 million annualized post-acquisition, with 40% YoY growth.
- **Tariff Mitigation**: Price increases and mix improvements offset 3,500bps tariff headwinds, with gross margin stabilizing in second half.


e.l.f. Beauty, Inc. (ELF) Q2 2026 Earnings Call Transcript

- **Q1 Growth Milestones**: 9% revenue rise to $354M, 12% EBITDA increase to $87M, 210bps market share gain. International sales now 20% of total.
- **Rhode Acquisition**: $800M deal adds premium skin care, with Sephora launches in U.S./Canada (Sept) and U.K. (end-2025).
- **Tariff Mitigation**: 1st price increase in 21 years, 75% portfolio under $10. Q2 gross margin pressure from 170% tariffs, offset by Rhode sales.
- **Innovation Success**: Halo Glow Skin Tint top skincare seller, TikTok-driven DIY Gloss Kit sold out in 24hrs.
- **International Expansion**: New partnerships in Poland, GCC, and Australia. U.K. market share up to #3 from #4.

**【CEO Summary Section】**
- Q1 net sales grew 9% to $354 million, driven by 5% U.S. growth and 30% international expansion. Adjusted EBITDA rose 12% to $87 million, with 210 basis points of market share gain.
- e.l.f. is the #1 unit share brand in color cosmetics, with 15% U.S. market share. The acquisition of Rhode, valued at $800 million, adds premium skin care and global reach.
- International sales now represent 20% of total revenue, up from 10% six years ago. New partnerships with Sephora in GCC countries and Rossmann in Poland are key growth drivers.
- Innovation highlights include the Halo Glow Skin Tint (top-selling skincare product) and the DIY Halo Gloss Kit, launched in under 4 weeks in response to TikTok trends.

**【CFO Financial Commentary】**
- Gross margin declined 215 basis points to 69% due to tariffs, with $50 million annualized impact at current rates. Marketing spend was 22% of sales, lower than planned due to Q2 shift.
- Free cash flow improved to $20 million (vs. $0.5 million last year). Balance sheet remains strong with $170 million cash post-Rhode acquisition.
- Tariff mitigation strategies include price increases (1st in 21 years), supply chain diversification, and international expansion. 75% of portfolio remains under $10 post-price hike.

**【Q&A Key Highlights】**
- **Tariffs & Margin Impact**: Q2 gross margin pressure from 170% tariffs flowing through, offset by 2 months of Rhode sales and pricing benefits. EBITDA margin expected at 20% for first half.
- **Sales Growth**: Q2 net sales growth >9% driven by Rhode (2 months of contribution). U.S. core business resilient with 5% growth, 210 basis points share gain.
- **Rhode Integration**: Rhode to launch in all U.S. & Canadian Sephora stores in September, targeting 40% aided awareness. EBITDA accretive despite $200M stock issuance.
- **Consumer Pricing Reaction**: 75% of portfolio under $10 post-increase, positive community feedback. Elasticity to be monitored post-August 1 price hike.
- **International Expansion**: 6 GCC countries, Poland (Rossmann), and Australia (Naturium) launches. e.l.f. now #3 in U.K. cosmetics, up from #4.


e.l.f. Beauty, Inc. (ELF) Q1 2026 Earnings Call Transcript

- **$1B rhode Acquisition**: Breakthrough brand with $212M DTC sales in 3 years, 10 SKUs, and 20% U.S. aided awareness. e.l.f. will leverage its retail network to accelerate global expansion. 
- **28% Revenue Growth**: Fiscal 2025 net sales hit $1.3B, driven by 190bp U.S. market share gain and 60% intl growth. 
- **Tariff Mitigation**: $1 price increase, 25% China supply chain diversification by FY2026, and intl expansion to offset $50M annual tariff cost. 
- **Teen Dominance**: e.l.f. #1 Teen Cosmetics brand (35% mind share), e.l.f. SKIN #6 in Teen Favorites. 
- **Free Cash Flow**: $115M in FY2025, up 85% YoY. Strong balance sheet with $149M cash and <1x leverage.

**【CEO Summary Section】**
- Fiscal 2025 net sales grew 28% to $1.3 billion, with adjusted EBITDA up 26%. U.S. market share increased by 190 basis points, Canada by 170, and UK by 270.
- e.l.f. Cosmetics ranked #1 Teen Favorite brand for the 7th consecutive year, with 35% mind share. e.l.f. SKIN rose to #6 in Teen Favorites.
- Acquired rhode, a high-growth beauty brand founded by Hailey Bieber, in a $1 billion deal (80% upfront, 20% earnout). rhode generated $212 million in DTC sales in its first 3 years.
- Tariffs on Chinese imports at 55% level could cost $50M annually. Mitigation strategies include $1 price increase globally, supply chain diversification, and international expansion.
- International sales grew 60% in FY25, now 20% of total revenue. New launches in Germany, Netherlands, Poland, and Mexico.

**【CFO Financial Commentary】**
- Q4 2025 net sales: $207 million (4% YoY growth). Adjusted EBITDA: $81 million (99% YoY increase). Adjusted EPS: $0.78 (53% YoY increase).
- FY2025 free cash flow: $115 million (vs. $62 million prior year). Ended with $149 million cash and <1x leverage.
- FY2026 outlook: No guidance due to tariff uncertainty. Q1 2026 gross margin impacted by tariffs, offset by price increases and cost savings.
- rhode to contribute from Q2 2026. Transaction financed with $600M debt and 2.6M shares.

**【Q&A Highlights】**
- **Tariff Mitigation**: $1 price increase effective Aug 2025. 75% of production still in China, diversifying to 25% non-China by FY2026. 
- **International Growth**: 60% YoY growth in FY2025. New launches in Kruidvat (Netherlands/Belgium) and Rossmann (Poland). 
- **rhode Integration**: Run independently from LA, with e.l.f. supporting global expansion. Sephora rollout in US/Canada/UK starting Q4 2025. 
- **Pricing Impact**: 99% positive community feedback. $1 increase preserves value proposition vs. 30%+ tariff headwind. 
- **Naturium Update**: Expanded to Ulta, Boots, and Shoppers Drug Mart. Strongest growth year in FY2025. 
- **Dollar General Performance**: Above expectations, gaining share in rural markets. 
- **Tariff Scenario**: If tariffs rise to 145%, impact would be material but mitigation playbook remains flexible.

e.l.f. Beauty, Inc. (ELF) Q4 2025 Earnings Call Transcript

- **Q3 Growth Leader**: 31% net sales growth, 66% international expansion, 30% digital channel surge.
- **Profitability**: 16% EBITDA growth to $69M, 71% gross margin with 40bps improvement.
- **Q4 Caution**: -1% to +2% net sales outlook due to lapping 2024 launches and softer January trends.
- **Long-Term Confidence**: 24+ consecutive quarters of growth, 14-16% FY '25H2 guidance in challenged category.

**【CEO Opening Remarks】**
- Q3 net sales grew 31% YoY to $292 million, driven by 66% international growth and 30% digital channel expansion.
- Adjusted EBITDA reached $69 million, up 16% YoY, with U.S. market share increasing 220 basis points.
- Q4 net sales outlook revised to -1% to +2% due to softer-than-expected January trends and lapping of major 2024 launches.
- FY '25H2 net sales growth guidance lowered to 14-16% (vs. prior 28-30%), but maintain 24+ consecutive quarters of growth.

**【CFO Financial Highlights】**
- GAAP net income: $43 million ($0.74 EPS) vs. $43 million ($0.74 EPS) last year.
- Gross margin improved 40bps to 71% due to FX benefits and cost savings.
- SG&A as % of sales: 54% (stable vs. prior year).
- FY '25 EBITDA guidance: $289-293 million (down from $304-308 million) due to $7M FX loss and top-line revision.

**【Q&A Key Takeaways】**
- **Consumer Trends**: January U.S. beauty category down 5%, e.l.f. share +90bps despite 12% scanner sales decline.
- **International Momentum**: 66% Q3 growth driven by Germany (+20% share), Netherlands, Italy, Mexico launches.
- **Tariff Mitigation**: 2019 playbook includes supplier diversification, cost savings, selective price increases.
- **Digital Strength**: Amazon sales growth outpaces overall digital (30% Q3 growth).

Actual										0.1	0.17	0.16	0.22	0.16	0.27	0.21	0.24	0.13	0.39	0.36	0.48	0.42	1.1	0.82	0.74	0.53	1.1	0.77	0.74	0.78	0.89	0.68	1.24
Forecast										0.0474	0.037	0.1257	0.2386	0.0949	0.1425	0.1244	0.1524	0.0632	0.2367	0.1592	0.2328	0.1965	0.5713	0.5256	0.571	0.332	0.8311	0.4257	0.758	0.7205	0.836	0.5672	0.7235
Surprise	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	0.00%	+110.97%	+359.46%	+27.29%	-7.80%	+68.60%	+89.47%	+68.81%	+57.48%	+105.70%	+64.77%	+126.13%	+106.19%	+113.74%	+92.54%	+56.01%	+29.60%	+59.64%	+32.35%	+80.88%	-2.37%	+8.26%	+6.46%	+19.89%	+71.39%

ELF

ELF fundamentals

ELF Q3 2026 Earnings

Earnings Call

You can ask Aime

ELF

ELF fundamentals

ELF Q3 2026 Earnings

Earnings Call

ELF Earnings Call Summary for Q3/20264:30 PM on Feb 4, 2026

ELF Earnings Call Summary for Q2/20264:30 PM on Nov 5, 2025

ELF Earnings Call Summary for Q1/20264:30 PM on Aug 6, 2025

ELF Earnings Call Summary for Q4/20254:30 PM on May 28, 2025

ELF Earnings Call Summary for Q3/20254:30 PM on Feb 6, 2025

You can ask Aime