Estée Lauder Companies (EL) investor relations material

Strategic transformation and operational progress

• Beauty Reimagined strategy is anchored on five pillars: consumer coverage, innovation, investment, efficiency, and agility, with significant progress in expanding brand presence across channels like Amazon, TikTok Shop, and Shopee in multiple regions.

• Freestanding store network optimized, especially in fragrance, and successful launches in Sephora and Amazon have targeted younger consumers and driven growth.

• Innovation output has increased, aiming for 25% of business from new products, with a focus on trend, breakthrough, and commercial innovation, and faster product development cycles using AI and external partnerships.

• Efficiency initiatives (PRGP) are delivering 300-500 basis points of improvement, with new partners like Accenture, WPP, and Shopify enhancing agility and operational effectiveness.

• Three consecutive quarters of positive growth and guidance to the top of the range for the year reflect confidence in the strategy and momentum for future growth.

Regional performance and growth drivers

• China has seen five consecutive quarters of market share gains, driven by diversified brand portfolio, local relevance, and accelerated innovation tailored for the market.

• U.S. turnaround is underway, with recent volume share gains across all categories and a strategic shift toward online, specialty, and direct-to-consumer channels, while reducing department store dependency.

• Travel retail penetration has been reset to industry average, with growth in the East (notably Hainan) and repositioning in the West, maintaining travel retail as a brand showcase.

• Emerging markets are growing 2-3x the global average, now 10% of the business mix, with ambitions to exceed 15%, leveraging first-mover advantage, digital acceleration, and local relevance.

• Europe and U.K. are seeing market share gains in key countries, with a focus on fragrance, complexion, and online channels, and structural resets in brick-and-mortar for improved profitability.

Innovation, M&A, and long-term outlook

• Innovation pipeline is robust, with a shift to bigger, bolder launches in longevity, ingredients, and technology, and a mandate for all new products to be gross margin accretive.

• Recent acquisition of Forest Essential in India and minority investment in 111SKIN highlight a strategy to scale local and emerging brands globally.

• M&A remains a focus, with the organization now more agile and equipped to integrate and scale both small and large deals, balancing organic and inorganic growth.

• Fiscal 2027 guidance targets 3%-5% organic sales growth, underpinned by momentum in China, emerging markets, online, and innovation, with PRGP cost savings reinvested for growth.

• The company expects to benefit from a global rise in middle-class consumers, especially in India and China, and is positioned to redeploy resources rapidly in response to market shifts.