The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Corey Carpenter - JP Morgan - Analyst
: Good morning. Thanks for the questions. I had two, maybe, one international or on, I think you mentioned in the prepared remarks you're starting
to push more in one queue. So could you just go a little deeper on your strategy and kind of what you're doing on the international side and why
now? And Lindsay, I think for you, just one, understand that's your highest customer acquisition quarter. So could you just talk about what you've
seen the first few months on the customer acquisition side, in loss and payback on that.
Question: Yusuf Patel - Truist Securities. - Analyst
: All right, thank you very much. Good morning, guys. So, Oran, I know you talked a little bit about this in your prepared remarks, but at a high level,
in terms of your growth relative to peers, are you seeing any weakness or trade down across your consumer base from ongoing macro concerns?
Looks like consumer confidence, at least in the US continues to deteriorate. Do you think this business?
Continues to perform well regardless of what how the macro does over say the next 12 months, 12 to 18 months, and then Lindsay on TikTok was
TikTok impacted at all as a marketing channel for you guys by the brief shut down in January and if the platform does go away, what's the best
substitute with comparable row as for you guys? Is it Instagram? Is it, we would love to just see if there is a.
Question: Javier Escalante - Evercore - Analyst
: Oran, Lindsay, nice talking to you. My question has to do more on the consumer side, if you can expand on repeat purchases. Which I understand
you define it more as conversion within the same cohort and perhaps if you have visibility on that with whether you can discuss Al Maquiash in
terms of which areas you see the strongest repeats within existing products, I believe should be foundation, but this is my guess. And how much
of the El Maash growth is coming right now from consumer trial of the skin care extensions.
Thank you.
Question: Javier Escalante - Evercore - Analyst
: Oran, if I can squeeze a second one if you don't mind, the strong growth in Q1 is certainly a stark contrast with most traditional beauty companies.
Could you talk about customer acquisition kind of like in growth rates?
Say, Q1 2024 I have these many millions of users, and you know as of now in Q1 I have this many more in the in the growth rate. If you can tell us
how much of the 20%, 23% I believe growth would be the midpoint of your guidance come from new users versus existing users buying again.
Thank you.
Question: Andrew Boon - Citizens - Analyst
: Thanks so much for taking my questions. I'd love to understand the key product milestones as we think about Brand 3 coming to market later this
year. What do you guys need to accomplish and kind of knock down to set Brand 3 up for growth and for it to scale into 25 and 26?
And then Lindsey, just stepping back from a bigger picture perspective. As we do think about the P&L, you guys are making significant investments
across multiple growth factors that really aren't contributing in 25 materially. How do we think about sizing those growth investments to better
understand your inherent underlying profitability? Thanks so much.
Question: Andrew Boon - Citizens - Analyst
: That's very helpful. Thank you so much, guys.
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