e.l.f. Beauty, Inc. (NYSE:ELF) Q3 2023 Earnings Call Transcript

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Olivia Tong Cheang: Great. Thanks. First, congrats on a great quarter and outlook. You’ve obviously had a significant number of distribution wins of late. So my question is around how you have to run the business differently to support that. Does it require more lead times? To what extent that help you this quarter? Maybe if you could help us bridge the gap between your sales and scanner. And then any early insights you have on discussions around incremental shelf space later this year. If I could just sneak one more in, given the torrid pace of growth, my question is around production and ability to keep up since as much of your production is based in China and obviously, the COVID infection rates that we’re seeing just have to be somewhat of a challenge. So what you’re doing to sort of stay ahead of that as well? Thanks so much.

Tarang Amin: Sure. Hi, Olivia, it’s Tarang. So what I’d say is, we’ve had a pretty good and consistent track record of being able to pick up more space. If I take a look at the contribution of space gains over the last few years, it’s been pretty consistent. So I’m highly confident of our ability to continue to not only pick up more space, but also optimize that space. Our first and foremost focus is always going to be on the productivity whether somebody gives us more space or not, that the key driver of our business. And I think we have a really good cadence in terms of how we’re being able to do that. We have quite a few customers taking up space in the spring reset. Those are just starting now. So we’ll have a better view of how those resets are doing when we have our May call.

But between Target, Walmart, CVS, Shoppers, Drug, there is a lot that our team is executing right now. I’ve got a lot of confidence in our team’s ability to execute that. And then in terms of incremental space opportunities, I think given the productivity of our brand, the innovation we have, the consumer profile, I think there will be other opportunities. We’ll highlight those as we’re able to achieve them into the future. But again, I feel really good about our track record over time. Particularly, in more recent years, our ability to optimize that space as we get it and then in terms of your production question, that’s one area I’m particularly proud of the team. Our operations team has done a phenomenal job. If I go back all the way to the pandemic, all the supply chain disruptions, even lockdowns in China, we’ve been able to meet the strong consumer demand we’ve seen in the last quarter.

Our in-stock levels remained above 95%, which I think speaks to even a 49% growth quarter, our ability to meet that demand. And so I feel really good about our overall production and capacity. Now there will be some out of stocks on certain viral sensations. We spent a lot of time this last year kind of chasing the success of Halo Glow. It seemed like every time we took that forecast up, we saw even greater sales. We talked about our Power Grip Primer, which is not only our #1 SKU, but the #2 SKU across the entire category. And then important to note, it’s not only the #1 primer in mass, but it’s also the #1 primer in prestige. So that’s an item that I think we’re going to also be chasing. So they will have some periodic new items that we’ll be looking to chase, but overall, we remain highly confident in terms of our ability to meet the demand that we’re seeing.

Operator: Our next question comes from Andrea Teixeira with JPMorgan. Please go ahead.

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