How E.l.f. Noticed A 49% Build up in Gross sales via Focusing On Gen Z

by | May 9, 2023 | Etcetera | 0 comments

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Is there anything further stress-free than getting a very good deal on a further reasonably priced style of a popular product? Fanatics of the sweetness company e.l.f. don’t seem to think so.

Primarily based in 2004, e.l.f. (an acronym for eyes, lips, and face) was once created to offer high quality cosmetics at a low price. At the time of its free up, most of e.l.f.’s products price between $1 to $3.

In its first decade, the company professional a period of solid enlargement, expanding its product line, opening its private retail spaces, and finding some just right fortune in virtual advertising. Then again by the use of 2018, e.l.f. was once experiencing a plateau in gross sales, and closed its standing retail retail outlets, priming the logo for a promoting pivot.

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E.l.f.’s shift to TikTok

In 2019, the hashtag #elfcosmetics had over 3 million views on TikTok previous to e.l.f. even had its private presence on the platform. With this in ideas, the company shifted its marketing strategy to pay attention to TikTok’s particular person base (which was once overwhelmingly Gen Z), leveraging short-form video and user-generated content material subject material in its #EyesLipsFace marketing campaign.

Alongside Brooklyn-based corporate Movers + Shakers, e.l.f. commissioned an unique tune that was once catchy enough to go viral and encouraged TikTok consumers to serve as the tune and the hashtag #EyesLipsFace. The promoting marketing campaign was once among TikTok’s most viral and cemented e.l.f.’s newfound point of interest on a Gen Z audience.

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To stick the joy going, e.l.f. targeted its messaging on key problems that Gen Z values when making purchasing choices:

  • Social duty: 50% of Gen Z shoppers gained’t gain products from good looks producers that aren’t cruelty-free.
  • Affordability: Gen Z can be further frugal than other generations. 80% of Gen Z shoppers will wait until an products is occurring sale to buy it, and 60% of Gen Z buyers discussed the price of a product was once the #1 factor they consider when making purchasing choices.

The ones are two areas e.l.f. cosmetics can send on. Since its founding, e.l.f. has been cruelty-free and continues to heart this degree in its messaging. Compared to other good looks producers, e.l.f. is still one of the most most reasonably priced possible choices.

Ship on the dupes

Capitalizing on its popularity as an reasonably priced emblem, e.l.f. began introducing further budget-friendly possible choices to viral good looks products, also known as dupes. 

A couple of of e.l.f.’s dupes that have lengthy long gone viral on social media include:

  • Halo Glow Liquid Filter ($14): a popular dupe for Charlotte Tilbury’s Flawless Filter ($49)
  • Power Grip Primer ($10): a makeup primer that has drawn comparisons to the Hydro Grip Primer by the use of Milk Makeup ($38)
  • Hydrating Camo Concealer ($7): a concealer product that consumers have compared to Tarte’s Shape Tape ($31)
  • Halo Glow Beauty Wands ($9): blush, highlighter, and contour sticks which may also be paying homage to Charlotte Tilbury’s Beauty Gentle Wands ($42)
  • Brow Carry ($6): an eyebrow gel that’s thought to be a dupe of the Brow Freeze product by the use of Anastasia Beverly Hills ($23)
  • Whoa Glow ($14): a tinted facial sunscreen that is similar to Supergoop’s in style Glow Show product ($38)
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From the packaging to the formulations, it’s clear that e.l.f. is hoping to snatch budget-conscious customers who’re in search of reasonably priced possible choices to these higher-end products. When the ones customers percentage their findings, it perpetually results in user-generated content material subject material that has over the top succeed in and engagement potential.

At the side of creating dupes of in style high-end products, e.l.f. has moreover presented a chain of high-profile collaborations designed to be a focus for Gen Z along with:

How environment friendly was once e.l.f.’s pivot to pay attention to Gen Z?

Consistent with the guidelines available, the ones tactics have without a doubt been environment friendly. Consistent with Piper Sandler’s spring 2023 survey, e.l.f. is the generation’s most sensible cosmetics logo, and this finding is reflected inside the product sales numbers.

E.l.f. reported a 49% build up in gross sales from 2021 to 2022. Additionally, e.l.f.’s enlargement outpaced the whole enlargement of the cosmetics business. In 2021, the cosmetics business spotted an 8% year-over-year building up, while e.l.f. grew by the use of 36% and the momentum is anticipated to continue. Earlier this 12 months, e.l.f. raised its 2023 outlook by the use of almost about $100 million.

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That’s a lot of concealer.

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