Mandy Fields on pricing strategy
From e.l.f. Beauty Fireside Chat | Innovative Fast-Beauty Digital Marketing Strategy Shared With BofA · · Investing 101
“We're going to be looking at the unit velocities that are d, you know, with the halo blue skin tint example, we saw a lift in units and so we expect to see a lift in units. That's what we'll be watching. That's what we'll be tracking. And if we do see the lifts that we expect, we would plan to keep those prices at those levels on a permanent basis.”
On , Mandy Fields, Senior Vice President & Chief Financial Officer at E.L.F. BEAUTY INC, spoke about pricing strategy during e.l.f. Beauty Fireside Chat | Innovative Fast-Beauty Digital Marketing Strategy Shared With BofA on Investing 101.
About Mandy Fields
Mandy Fields, Senior Vice President and Chief Financial Officer at Elf Beauty, participated in the company’s fiscal fourth quarter 2026 earnings call on May 20, 2026, and a subsequent fireside chat with Bank of America on May 29, 2026. Fields stated that the company navigated an average tariff rate of approximately 55% in fiscal 2026, more than double the 25% rate from the prior year, and noted that the company is pursuing a refund on AIPA tariffs paid last year totaling approximately $58.5 million. She said the company’s fiscal 2027 guidance includes net sales growth of 12% to 14% and organic net sales growth of 4% to 5%, with a first-quarter organic net sales decline in the high single digits attributed to a pull-up of shipments related to an ERP system launch. Fields described a pricing test on Halo Glow Skin Tints, reducing the price from $18 to $14, which she said resulted in a nearly 40% unit lift, and indicated the company would consider similar targeted price adjustments on other product families. Fields also addressed the company’s acquisition strategy, stating that the bar for potential acquisitions is “exceptionally high” and that the company would only consider targets that meet criteria including strong growth, a strong margin profile, and alignment with the company’s culture and vision. She noted that the company repurchased approximately $50 million of its stock during the fiscal year, citing a “disconnect” between the stock price and business fundamentals, with approximately $400 million remaining under its authorized $500 million repurchase program. Fields added that the company expects its fiscal 2027 adjusted tax rate to be approximately 25% to 26% and a fully diluted average share count of approximately 60.5 million shares.