e.l.f. Beauty, Inc. (NYSE:ELF) Q2 2024 Earnings Call Transcript

Mandy Fields: Susan, thanks for the question. So from a margin standpoint, its pretty similar margins internationally in the U.S. I would say the 1 key difference is the tariff, right? As we ship product into the U.S., those products are tariffed our international markets as they ship directly, we do not see those same level of tariffs. And so that would be 1 advantage to the international markets overall.

Tarang Amin: And then on Natorium, 1 of the things that led us to that acquisition was not only the tremendous growth rate and potentially saw Naturium but the team, they have an entire team with real skin care expertise. So we definitely feel we’re going to learn things from Naturium that can be applied to skin and vice versa. And so I think that was 1 of the real benefits of Naturium acquisition is it’s highly complementary to e.l.f. SKIN where they have tremendous expertise in formulation in education, their engagement model, which we definitely see has relevance to e.l.f. SKIN. And then in turn, our capabilities from both the distribution and being able to ramp up their marketing efforts, we think will benefit Naturium as well. So it’s a perfect marriage that way.

Operator: Our next question comes from Korinne Wolfmeyer with Piper Sandler.

Korinne Wolfmeyer: Congrats on a really awesome quarter. I’d like to touch a little bit on the investments you briefly touched about — touched on in the prepared remarks with some SAP spend and adding more distribution capacity, but it’s going to add a little bit of pressure in the back half I know you’re not guiding to the next fiscal year, but how should we be thinking about those investments as we head beyond the next couple of quarters and the impact to the margin profile there?

Mandy Fields: Thanks for the question. So in terms of the SAP and our distribution capacity, all of that is already baked into our guidance overall. And so as we think about kind of how we raised our top line and our adjusted EBITDA, those are already reflected into our guidance. And so — and especially on the SAP side and as we think about some of those capacity build out from a distribution standpoint, a lot of that is going to be capital that you’ll see throughout. And so we’ll eventually flow through from a D&A standpoint, but again, not looking out into fiscal ’25 just yet, but know that whatever we’ve gotten in there that’s already embedded in our guidance.

Tarang Amin: And the only other thing I would add is, this has been a continual investment story. So this is not 1 where we’ve logged certain areas for years and now have to make a huge investment. We invested every single year in terms of our technology stack in terms of our infrastructure. And so we don’t see it as outsized other than you’ll see a little bit more capital. But other than that, we feel pretty good about both those investments as well as the ability to continue to meet the demand that we’re seeing.

Operator: Our next question comes from Rupesh Parikh with Oppenheimer.

Rupesh Parikh: Also congrats on a really strong quarter. I wanted to see if you could provide any more commentary on the Q3, Q4 cadence. I don’t know if anything you share on sales or EBITDA just to help us from a modeling perspective?

Mandy Fields: Yes. So in our prepared remarks, I did indicate that Nielsen could be anywhere between 20% and 50% for the back half and Q3 could be at the higher end of that Q4 could be towards the lower end of that as we start to cycle higher compares in the base. As you know, we don’t give quarterly guidance. So that’s kind of the color that we’re giving for the second half. And now our guidance approach is to be very balanced and that has worked quite well for us. And we’re just going to take it 1 quarter at a time. But really pleased with our overall raise to 57% on the top end.