The Estée Lauder Companies Inc. (EL): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico da beleza e dos cosméticos, a Estée Lauder Companies Inc. se destaca como um farol de inovação, luxo e brilho estratégico. Com um Multibilionário Global Pegada, esta empresa icônica criou com maestria um modelo de negócios que transcende os limites da indústria da beleza tradicionais. Ao misturar perfeitamente o posicionamento premium da marca, o desenvolvimento de produtos de ponta e as sofisticadas estratégias de distribuição de vários canais, Estée Lauder se transformou de uma pequena empresa familiar em uma potência de beleza global que ressoa com consumidores em diversos dados demográficos e mercados.

The Estée Lauder Companies Inc. (EL) - Modelo de negócios: Parcerias -chave

Alianças estratégicas com lojas de departamento de luxo e varejistas especializados

Estée Lauder mantém parcerias críticas com os principais varejistas:

Varejista	Detalhes da parceria	Volume anual de vendas
Sephora	Contrato de Distribuição Global	US $ 425 milhões em vendas de produtos de beleza
Ulta Beauty	Posicionamento exclusivo da marca	US $ 378 milhões em vendas de cosméticos
Nordstrom	Contadores de beleza premium	US $ 267 milhões em receita anual

Colaboração com influenciadores de beleza global e celebridades

As principais parcerias de celebridades e influenciadores incluem:

• Karlie Kloss - Embaixadora da marca global para Estée Lauder
• Kendall Jenner - Face de Estée Lauder Makeup
• Hailey Bieber - colaboração com a pele

Parcerias de fabricação com instalações de produção de cosméticos especializados

Parceiro de fabricação	Localização	Capacidade de produção anual
Grupo intercos	Itália	52 milhões de unidades cosméticas anualmente
Givaudan	Suíça	38 milhões de unidades de fragrância

Parcerias de plataforma digital para comércio eletrônico e marketing

Métricas de parceria digital:

• Parcerias do Instagram: 4,2 milhões de interações de conteúdo patrocinado
• Colaborações de marketing de Tiktok: 287 milhões de visualizações de vídeo
• Rede de influenciadores de beleza do YouTube: 1,6 milhão de alcance de assinante

A Estée Lauder Companies Inc. (EL) - Modelo de negócios: Atividades -chave

Pesquisa e desenvolvimento de produtos em cuidados com a pele e cosméticos

No ano fiscal de 2023, Estée Lauder investiu US $ 639 milhões em pesquisa e desenvolvimento, representando 4,3% das vendas líquidas. A empresa mantém 4 centros de pesquisa e desenvolvimento globais localizados em:

• Melville, Nova York
• Gif-sur-yvette, França
• Xangai, China
• Tóquio, Japão

Gerenciamento e marketing global de marca

As despesas de marketing para Estée Lauder no ano fiscal de 2023 foram de US $ 3,2 bilhões, representando 21,5% do total de vendas líquidas. A empresa gerencia mais de 25 marcas globais de beleza de prestígio em várias categorias.

Canal de marketing	Porcentagem de alocação
Marketing digital	42%
Mídia tradicional	28%
Parcerias de influenciadores	18%
Promoções na loja	12%

Design e embalagem inovadores de produtos

A empresa lançou mais de 300 inovações de novos produtos no ano fiscal de 2023, com foco em soluções de embalagens sustentáveis.

Iniciativas de sustentabilidade e inovação

Os investimentos em sustentabilidade em 2023 totalizaram US $ 127 milhões, com as principais áreas de foco, incluindo:

• Adoção de energia renovável
• Desenvolvimento de embalagens recicláveis
• Redução de emissões de carbono

Gerenciamento de vendas e distribuição multicanal

Canais de distribuição para o ano fiscal de 2023 incluídos:

Canal	Porcentagem de vendas
Varejistas especializados	38%
Lojas de departamento	25%
Plataformas digitais	22%
Varejo de viagem	10%
Varejo direto	5%

The Estée Lauder Companies Inc. (EL) - Modelo de negócios: Recursos -chave

Portfólio forte de marcas de beleza premium

A partir de 2024, a Estée Lauder Companies gerencia Mais de 25 marcas de beleza premium em várias categorias:

Categoria de marca	Número de marcas	Contribuição da receita
Inventar	8 marcas	38% da receita total
Cuidados com a pele	12 marcas	45% da receita total
Fragrância	5 marcas	12% da receita total

Centros Globais de Pesquisa e Desenvolvimento

Estée Lauder opera 7 centros globais de P&D Com a seguinte distribuição:

• 3 centros nos Estados Unidos
• 2 centros na Europa
• 1 centro no Japão
• 1 centro na China

Propriedade intelectual e patentes

O portfólio de propriedade intelectual total inclui:

Categoria IP	Número
Patentes ativas	387
Marcas registradas	562
Aplicações de patentes pendentes	124

Força de trabalho qualificada

Contagem total de funcionários a partir de 2024: 16.300 funcionários

Categoria de funcionários	Percentagem
Pesquisar & Desenvolvimento	12%
Marketing	28%
Vendas	35%
Operações	25%

Infraestrutura digital e tecnológica

Investimento de tecnologia em 2024: US $ 378 milhões

• Plataformas de comércio eletrônico em mais de 150 países
• Sistemas de recomendação de beleza movidos a IA
• Pilha de tecnologia de marketing digital
• Sistemas avançados de gerenciamento da cadeia de suprimentos

A Estée Lauder Companies Inc. (EL) - Modelo de Negócios: Proposições de Valor

Produtos de beleza e cuidados de alta qualidade premium

Até o ano fiscal de 2023, Estée Lauder registrou vendas líquidas de US $ 17,7 bilhões. A linha de produtos premium da empresa inclui:

Categoria de produto	Faixa de preço médio	Vendas anuais
Cuidados com a pele	$50 - $250	US $ 6,2 bilhões
Inventar	$30 - $150	US $ 5,8 bilhões
Fragrância	$80 - $300	US $ 3,5 bilhões

Portfólio de marcas diversas Catering para vários segmentos de mercado

Estée Lauder possui mais de 25 marcas em diferentes preços e dados demográficos do consumidor:

• Marcas de luxo: Estée Lauder, La Mer
• Marcas de prestígio: Mac, Bobbi Brown
• Luxo acessível: origens, clinique

Formulações de produtos inovadores e cientificamente apoiados

Investimento de P&D no ano fiscal de 2023: US $ 373 milhões

Área de foco na inovação	Principais investimentos em pesquisa
Tecnologia de cuidados com a pele	US $ 189 milhões
Formulações sustentáveis	US $ 84 milhões
Tecnologia de beleza digital	US $ 100 milhões

Posicionamento da marca de luxo e prestígio

Métricas de posicionamento de mercado:

• Participação global de mercado de beleza de luxo: 8,6%
• Preço premium Média: 40% acima do padrão da indústria
• Índice de Percepção da Marca: 92/100

Experiências de beleza personalizadas e soluções

Investimentos de personalização digital:

Canal de personalização	Investimento anual	Engajamento do usuário
Tecnologia de Try-On Virtual	US $ 45 milhões	3,2 milhões de usuários mensais
Análise da pele da IA	US $ 32 milhões	2,7 milhões de consultas
Recomendações personalizadas de produtos	US $ 28 milhões	1,9 milhão de recomendações personalizadas

A Estée Lauder Companies Inc. (EL) - Modelo de Negócios: Relacionamentos do Cliente

Engajamento de clientes digitais e na loja personalizado

No ano fiscal de 2023, Estée Lauder registrou 7,4 milhões de usuários digitais registrados em mercados globais. A empresa investiu US $ 186 milhões em iniciativas de transformação digital para aprimorar as experiências personalizadas dos clientes.

Métrica de engajamento digital	Valor
Usuários digitais registrados	7,4 milhões
Investimento digital	US $ 186 milhões
Downloads de aplicativos móveis	3,2 milhões

Programas de fidelidade e benefícios exclusivos para membros

O Programa de Fidelidade do Beauty Insider abrange mais de 29 milhões de membros em todo o mundo, gerando 80% do total de vendas diretas ao consumidor.

• Níveis de associação em camadas: Insider, VIB e Rouge
• Taxa de resgate de pontos: 65% dos membros usam ativamente pontos
• Gastes médios de membro: US $ 425 anualmente

Mídia social e interação influenciadora

Estée Lauder mantém 12,5 milhões de seguidores de mídia social em plataformas primárias. O marketing de influenciadores gerou US $ 214 milhões em receita em 2023.

Plataforma social	Contagem de seguidores
Instagram	6,2 milhões
Tiktok	3,8 milhões
YouTube	2,5 milhões

Feedback do cliente e plataformas de co-criação

A empresa processa 127.000 envios de feedback do cliente anualmente, com uma taxa de resposta de 92% em 48 horas.

Serviços abrangentes de suporte ao cliente

Estée Lauder opera os centros de suporte de clientes 24 horas por dia, 7 dias por semana, em 6 regiões globais, lidando com 1,2 milhão de interações com os clientes mensalmente.

Canal de suporte	Interações mensais
Bate -papo ao vivo	450,000
Suporte por e -mail	350,000
Suporte telefônico	400,000

A Estée Lauder Companies Inc. (EL) - Modelo de Negócios: Canais

Lojas de departamento de luxo

A partir de 2023, Estée Lauder mantém a distribuição através das principais lojas de departamentos de luxo, incluindo:

Loja de departamento	Número de locais	Cobertura de vendas
Nordstrom	116 lojas de linha completa	Receita anual de US $ 5,3 bilhões
Saks Quinta Avenida	40 LOCAIS DE FANGLEMENTE	Receita anual de US $ 3,8 bilhões
Bloomingdale's	59 locais	Receita anual de US $ 3,2 bilhões

Varejistas de beleza especializados

Os principais canais de varejo de beleza especializados incluem:

• Sephora: 2.700 lojas globais
• Ulta Beauty: 1.300 locais nos Estados Unidos
• Douglas: 2.400 lojas em toda a Europa

Plataformas online de comércio eletrônico

Canais de vendas digitais para Estée Lauder em 2023:

Plataforma	Vendas on -line anuais	Penetração de mercado
Site da empresa	US $ 1,2 bilhão	22% do total de vendas digitais
Amazon Beauty	US $ 780 milhões	14% do total de vendas digitais
Outro comércio eletrônico	US $ 3,6 bilhões	64% do total de vendas digitais

Lojas de varejo de propriedade de marca

Presença de varejo de marca de Estée Lauder:

• Total de lojas independentes: 485 globalmente
• Distribuição geográfica:
  • América do Norte: 210 lojas
  • Europa: 135 lojas
  • Ásia-Pacífico: 140 lojas

Mercados de varejo de viagens e livres de impostos

Performance internacional de varejo de viagens:

Região	Vendas anuais	Taxa de crescimento
Ásia-Pacífico	US $ 1,4 bilhão	12,5% ano a ano
Europa	US $ 980 milhões	8,3% ano a ano
Médio Oriente	US $ 420 milhões	7,2% ano a ano

The Estée Lauder Companies Inc. (EL) - Modelo de negócios: segmentos de clientes

Consumidores de beleza ricos e premium

Em 2023, as vendas líquidas de Estée Lauder para segmentos de beleza de prestígio atingiram US $ 17,7 bilhões. A empresa tem como alvo os consumidores com renda familiar anual acima de US $ 100.000, representando 30% de sua base global de clientes.

Segmento de renda	Porcentagem do cliente	Gastos médios anuais
Consumidores de alta renda	30%	$ 750- $ 1.200 em produtos de beleza
Renda média-média	45%	$ 350- $ 600 em produtos de beleza

Millennials e entusiastas da beleza da geração Z

Em 2023, a geração do milênio e a geração Z representam 45% da base global de clientes da Estée Lauder, com vendas digitais representando 41% da receita total.

• Faixa etária: 18-40 anos
• Engajamento digital: 78% usam mídias sociais para descoberta de produtos de beleza
• Gastos anuais de produtos de beleza: $ 450- $ 850

Maquiagem profissional e profissionais de beleza

O segmento profissional contribui com aproximadamente 12% da receita total da empresa, com linhas de produtos profissionais dedicadas gerando US $ 2,1 bilhões em 2023.

Mercados Urbanos e Metropolitanos Globais

Estée Lauder se concentra em 50 principais áreas metropolitanas globais, que representam 65% de suas vendas globais totais, com presença significativa no mercado em:

Região	Quota de mercado	Vendas anuais
América do Norte	42%	US $ 7,4 bilhões
Ásia -Pacífico	33%	US $ 5,8 bilhões
Europa, Oriente Médio, África	25%	US $ 4,4 bilhões

Diversos grupos de idade e demografia

A base de clientes há entre 18 e 65 anos, com linhas de produtos direcionadas para diferentes segmentos demográficos.

• 18-25 anos: consumidores focados em tendências, primeiro digital
• 26-40 anos: procuradores de produtos premium orientados a carreira
• 41-55 anos: antienvelhecimento e cuidados com a pele focados
• 56-65 anos: clientes fiéis à marca de luxo e patrimônio

A Estée Lauder Companies Inc. (EL) - Modelo de Negócios: Estrutura de Custos

Despesas de pesquisa e desenvolvimento

Para o ano fiscal de 2023, as empresas Estée Lauder reportaram despesas de P&D de US $ 403 milhões, representando aproximadamente 2,5% do total de vendas líquidas.

Ano fiscal	Despesas de P&D	Porcentagem de vendas líquidas
2023	US $ 403 milhões	2.5%
2022	US $ 389 milhões	2.4%

Marketing e promoção de marca

As despesas de marketing para as empresas Estée Lauder no ano fiscal de 2023 totalizaram US $ 2,47 bilhões, representando aproximadamente 15,2% das vendas líquidas.

• Investimentos de marketing digital: US $ 680 milhões
• Influenciador e campanhas de mídia social: US $ 210 milhões
• Publicidade tradicional: US $ 1,58 bilhão

Cadeia de suprimentos global e distribuição

A cadeia de suprimentos e os custos de distribuição do ano fiscal de 2023 foram de aproximadamente US $ 1,12 bilhão.

Canal de distribuição	Custo	Porcentagem de distribuição total
Varejo	US $ 620 milhões	55.4%
Comércio eletrônico	US $ 330 milhões	29.5%
Atacado	US $ 170 milhões	15.1%

Custos de fabricação e produção

As despesas totais de fabricação para o ano fiscal de 2023 foram de US $ 1,35 bilhão.

• Custos de matéria -prima: US $ 580 milhões
• Despesas de trabalho: US $ 420 milhões
• Manutenção da instalação de produção: US $ 350 milhões

Tecnologia digital e investimentos em infraestrutura

Os investimentos em tecnologia digital para o ano fiscal de 2023 totalizaram US $ 275 milhões.

Categoria de investimento em tecnologia	Custo
Infraestrutura em nuvem	US $ 85 milhões
Segurança cibernética	US $ 62 milhões
Plataforma de comércio eletrônico	US $ 78 milhões
Análise de dados	US $ 50 milhões

The Estée Lauder Companies Inc. (EL) - Modelo de negócios: fluxos de receita

Vendas diretas de produtos em vários canais

No ano fiscal de 2023, as empresas Estée Lauder reportaram vendas líquidas de US $ 17,7 bilhões. Os canais de vendas incluem:

• Varejistas de várias marcas especiais: 39% das vendas líquidas
• Lojas de departamento: 22% das vendas líquidas
• Lojas de varejo de propriedade da empresa: 15% das vendas líquidas
• Comércio digital: 16% das vendas líquidas
• Varejo de viagem: 8% das vendas líquidas

Estratégia de preços premium

Categoria de marca	Faixa de preço médio	Contribuição da receita
Cuidados com a pele de luxo	$50 - $300	35% da receita total
Maquiagem de prestígio	$25 - $150	28% da receita total
Fragrâncias sofisticadas	$80 - $250	15% da receita total

Receita diversificada de portfólio de marcas

Principais marcas de geração de receita no ano fiscal de 2023:

• Mac Cosmetics: US $ 2,4 bilhões
• Clinique: US $ 2,2 bilhões
• Estée Lauder: US $ 1,8 bilhão
• La Mer: US $ 1,5 bilhão

Expansão do mercado internacional

Recutação de receita geográfica para o ano fiscal de 2023:

Região	Receita	Porcentagem de vendas totais
Américas	US $ 6,9 bilhões	39%
Ásia -Pacífico	US $ 6,5 bilhões	37%
Europa, Oriente Médio & África	US $ 4,3 bilhões	24%

Crescimento de vendas digital e de comércio eletrônico

Desempenho de vendas digitais no fiscal 2023:

• Vendas digitais totais: US $ 2,8 bilhões
• Crescimento digital ano a ano: 11%
• Porcentagem do total de vendas através de canais digitais: 16%

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Value Propositions

Prestige and luxury positioning across diverse price points is central to The Estée Lauder Companies Inc.'s value. For the fiscal year ended June 30, 2025, As Reported and Organic Net sales decreased by 8%, landing at $14.3 billion from $15.6 billion the prior year. Still, the Luxury Brands within the Fragrance category delivered a mid-single-digit increase in net sales in fiscal 2025. To be fair, in the first quarter of fiscal 2026, Fragrance showed a strong organic lift of +13%, fueled by double-digit growth from these luxury names. The company's prestige positioning was evident in key markets during fiscal 2025, achieving share gains in the U.S., Mainland China, and Japan. Furthermore, during the 11.11 Global Shopping Festival in fiscal 2025, Estée Lauder and La Mer ranked either #1 or #2 in Prestige Beauty and Luxury across major platforms like Douyin, JD, and Tmall.

Clinically-proven, high-performance skincare and makeup products form another core value. While Skin Care net sales saw a 12% decrease and Makeup net sales decreased by 5% in fiscal 2025, specific brands showed resilience. Clinique, for instance, posted net sales growth across all geographic regions in fiscal 2025, led by its face and lip subcategories. Innovation continues to be a driver; Clinique introduced Clinique CX, a new advanced post-procedure treatment franchise for China in November 2024, and Estée Lauder launched its Re-Nutriv longevity expansion into eye in January 2025.

Personalized digital experiences are increasingly vital, reflecting a pivot toward younger, digital-first consumers. The company saw mid single-digit organic net sales growth online in the third quarter of fiscal 2025. This focus is underscored by the hiring of Aude Gandon as the first chief digital and marketing officer and a reported commitment of $1 billion to a Shopify digital partnership as of late 2025. A concrete example of this personalization is the launch of an AI-powered scent advisor for the Jo Malone London brand, signaling a shift toward technology-driven discovery.

Global access to exclusive, artisanal fragrance brands, like Le Labo, provides a high-margin value component. Le Labo delivered strong double-digit growth in fiscal 2025's third quarter, driven by hero products and innovation such as Osmanthus 19 and Eucalyptus 20. This growth contributed to the overall Fragrance category's flat net sales performance for the full fiscal year 2025. The company expanded its physical footprint to support these brands, opening approximately 40 net new freestanding stores globally in fiscal 2025, led by Jo Malone London and Le Labo.

The commitment to social impact and sustainability across all brands underpins long-term value. The Estée Lauder Companies has sustained its commitment to sourcing 100% renewable electricity for its direct operations for each year from fiscal 2020 to 2025. On climate goals, the company achieved a 37.6% reduction in absolute Scope 1 and 2 greenhouse gas emissions from a 2018 baseline. Water stewardship saw a major win, with a 41% reduction in water withdrawal at manufacturing sites by fiscal 2025, surpassing the initial 20% goal from a 2019 baseline. Furthermore, 97% of palm-based ingredients were certified sustainable through RSPO physical supply chains in fiscal 2025. In terms of internal equity, 70% of scientists and tech professionals across the company are women, and women lead all R&D and Innovation Centers.

Here's a quick look at some key performance and commitment metrics for the period:

Value Proposition Component	Metric/Data Point	Value/Amount
Prestige/Luxury Positioning	FY2025 Organic Net Sales	$14.3 billion
Prestige/Luxury Positioning	FY2025 Fragrance Luxury Brands Sales Growth	Mid-single-digit increase
Artisanal Fragrance Access	Net New Freestanding Stores Opened Globally (FY2025)	Approximately 40
Digital Experience	FY2025 Q3 Online Organic Net Sales Growth	Mid single-digit
Digital Experience Investment	Commitment to Shopify Digital Partnership (as of late 2025)	$1 billion
Skincare/Makeup Performance	FY2025 Skincare Net Sales Change	Decreased 12%
Sustainability - Energy	Consecutive Years Sourcing 100% Renewable Electricity (through FY2025)	6 years (FY2020-FY2025)
Sustainability - Water	Water Withdrawal Reduction by FY2025 (from FY2019 baseline)	41% reduction
Sustainability - Sourcing	FY2025 RSPO Certified Palm-Based Ingredients	97%
Social Impact - Gender Equity	Percentage of Scientists/Tech Professionals who are Women	70%

The focus on high-value, exclusive brands is clear from the growth of Le Labo, which saw strong double-digit growth in Q3 of fiscal 2025, even as the overall portfolio faced an 8% organic sales contraction for the year. The company is actively working to embed purpose, with over 98% of its forest-based fiber cartons now being FSC certified.

• Clinique net sales growth in FY2025 across all geographic regions.
• Le Labo innovation with products like Eucalyptus 20 and Osmanthus 19.
• Estée Lauder and La Mer ranking #1 or #2 in Prestige Beauty on key Chinese platforms during the 11.11 Festival.
• The company's goal to reduce absolute Scope 1 and 2 greenhouse gas emissions by 50% by 2030 from a 2018 baseline.
• The company's Scope 3 goal to reduce emissions from purchased goods, transport, and travel by 60% per unit revenue by 2030.

Finance: draft 13-week cash view by Friday.

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Customer Relationships

The Estée Lauder Companies Inc. focuses its customer relationships on a seamless, data-driven journey that bridges the digital and physical worlds, a core tenet of its 'Beauty Reimagined' strategy launched in February 2025. The goal is to become the best consumer-centric prestige beauty company.

High-touch, personalized in-store consultation and service

While the digital shift is pronounced, The Estée Lauder Companies Inc. continues to invest in physical touchpoints, evidenced by boosting consumer-facing investments, which include funding brand-building freestanding stores. The company is strategically increasing consumer-facing investments globally, optimizing marketing programs to enhance customer acquisition. This supports the overall strategy to accelerate best-in-class consumer coverage by expanding portfolio presence across preferred channels.

Digital personalization and targeted marketing via data analytics

Data analytics and Artificial Intelligence (AI) are central to tailoring the experience. The implementation of AI personalization has dramatically transformed consumer engagement metrics, with 68% of combined Gen Z and Alpha already maintaining skincare routines, showing increased engagement with personalized experiences. The company has partnered with Adobe and Microsoft to deploy generative AI tools that have already yielded measurable results, reducing campaign execution times in North America by 30% in 2025. The CEO noted that AI will change how shoppers mix and match products, suggesting complementary items based on prior selections, like suggesting products to go with a red lipstick. The Estée Lauder Companies Inc. is also tapping into consumer data and online chatter to capitalize on trends.

The digital expansion in fiscal 2025 included significant channel growth:

• Launched eight brands in Amazon's U.S. Premium Beauty store in fiscal 2025.
• Expanded online distribution in Southeast Asia, launching 14 additional stores on Shopee and four on TikTok Shop in fiscal 2025.
• Broadened Fragrance distribution with approximately 10 net new freestanding stores opened globally in the fiscal 2025 third quarter, led by Le Labo and KILIAN PARIS.

Online sales accounted for 31% of total revenue in Q4 2025.

Brand-specific loyalty programs and direct-to-consumer engagement

The Estée Lauder Companies Inc. is focused on driving new consumer acquisition through targeted media activation and expanding consumer coverage. Industry-wide data suggests the importance of these programs: 83% of consumers report that loyalty programs influence their decision to make repeat purchases, and 70% of brands report increased customer engagement thanks to their loyalty initiatives. For customers, the most desired benefits are early access to sales at 60.1% and early access to new products at 50.8%. In line with industry trends, 58% of brands are prioritizing personalization within their loyalty strategies in 2025.

The company is actively growing its direct-to-consumer (DTC) footprint, which aligns with the finding that 43% of Gen Z consumers prefer purchasing directly from brands. The Estée Lauder Companies Inc. launched The Ordinary on TikTok Shop in Thailand in April 2025 and in Amazon's U.S. Premium Beauty in January 2025.

Cultivating relationships with high-net-worth consumers globally

The Estée Lauder Companies Inc. manages a wide spectrum of price points to capture different consumer segments, from entry-level to high-luxury. The company is focused on 'local relevance,' adapting activation across Europe, China, and India, and has taken minority investments in Chinese, Mexican, and Indian beauty labels to support this.

Here is a look at the price segmentation across two key brands:

Brand/Product Type	Price Point Example	Consumer Segment Focus
The Ordinary (Skincare)	From $9 to $34	Gen Z shoppers whose buying power is increasing.
Legacy Fragrances (e.g., Tom Ford)	Starts at $255 for a 30-milliliter bottle	Luxury/High-Net-Worth Consumers.

In the US, among Estée Lauder's current customers, only 6% come from households earning more than 200% of the median income. The CEO has stated that the emerging middle class globally is seen as a key market between now and 2030.

Community building through social and environmental cause championing

The 'Beauty Reimagined' strategy includes a renewed focus on transformative innovation and strengthening presence in high-growth channels, markets, and price tiers to participate in key growth opportunities. While specific community metrics aren't detailed, the company is increasing consumer-facing investments and optimizing marketing programs, which often encompasses cause-related marketing and brand storytelling to build deeper connections. The company is also focused on sustainability integration in its innovation strategy, with a focus on eco-friendly packaging.

Finance: draft 13-week cash view by Friday.

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Channels

You're analyzing The Estée Lauder Companies Inc.'s distribution strategy as of late 2025, and the numbers show a clear pivot away from traditional wholesale toward owned digital experiences, even as a key channel struggles.

Digital commerce, encompassing brand sites, Amazon Premium Beauty, and TikTok Shop, hit an all-time high, representing 31% of reported sales for the full fiscal year 2025. Online organic sales growth accelerated from low single digits in the first half of the year to mid-single digits in the second half of fiscal 2025. This digital push included expanding consumer coverage by launching eight brands in Amazon's U.S. Premium Beauty store during fiscal 2025, with Aveda and Origins launching in the fourth quarter. Furthermore, Southeast Asia saw expanded online distribution with the launch of 14 additional stores on Shopee and four on TikTok Shop in fiscal 2025.

The Global travel retail channel, traditionally a powerhouse, saw significant headwinds. Sales in this segment fell by 28% year-on-year for the full fiscal 2025 year. This channel now accounts for approximately 15% of The Estée Lauder Companies Inc.'s reported sales, which is a drop of four percentage points from the prior year and fourteen percentage points below its peak in fiscal year 2021. This decline drove nearly two-thirds of the company's overall 8% organic sales decline for the year.

The performance across other channels was mixed, reflecting strategic adjustments and market softness. The Americas region saw a 4% sales decline, though this was cushioned by the aforementioned Amazon Premium Beauty launches. The decline from Aveda specifically reflected continued softness in brick-and-mortar channels as well as freestanding store closures. Similarly, softness in the specialty-multi and salon channels partially drove the net sales decline for Bumble and bumble.

Here's a quick look at the financial context for the full fiscal year 2025:

Channel/Metric	Fiscal 2025 Reported/Organic Figure	Year-over-Year Change (Approximate)
Total Reported Net Sales	$14,326 million	Down 8% (Organic)
Digital Commerce Share	31% of reported sales	Increase (All-time high)
Global Travel Retail Share	Approximately 15% of reported sales	Down 4 percentage points from FY2024
Global Travel Retail Sales Decline	N/A	Down 28% year-on-year
Americas Net Sales	N/A	Down 4%

The reliance on specialty multi-brand retailers and department stores remains significant, though the data points to pressure in these traditional areas. For instance, the decline in Hair Care was pressured by softness in the specialty-multi and salon channels. Department stores, a traditional backbone, are implicitly included in the brick-and-mortar softness mentioned, contrasting sharply with the digital acceleration.

The Estée Lauder Companies Inc. is actively managing its physical footprint and partner mix:

• Launched eight brands in Amazon's U.S. Premium Beauty store in fiscal 2025.
• Expanded online distribution in Southeast Asia via 14 new Shopee stores and four new TikTok Shop stores in fiscal 2025.
• Reported softness in freestanding store closures impacting Aveda performance.
• Achieved prestige beauty share gains in Mainland China, Japan, and the U.S., demonstrating success in key direct and retail partner markets.

Finance: draft 13-week cash view by Friday.

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Customer Segments

You're looking at the diverse base of buyers that keeps The Estée Lauder Companies Inc. running, a group spanning the entire prestige spectrum globally.

The foundation is the global prestige beauty consumer, a massive audience across all age groups that The Estée Lauder Companies Inc. serves through distribution in approximately 150 countries and territories. For the full fiscal year ended June 30, 2025, the company's total reported net sales reached $14.326 billion, reflecting the overall demand landscape across these segments.

Within this global base, you see clear tiers of spending power:

• High-net-worth luxury buyers are crucial for brands like La Mer and Tom Ford Beauty.
• These luxury segments, particularly La Mer, drove share gains in key markets like Mainland China during fiscal 2025.
• Fragrance, which includes luxury brands like Tom Ford Beauty and Jo Malone London, remained stable year-on-year in FY2025, with a mid-single-digit increase from Luxury brands offsetting other declines.

Then there are the mass-market and accessible luxury consumers, served by brands like Clinique and The Ordinary. Clinique showed net sales growth across all geographic regions in FY2025, led by its face and lip subcategories, which is a bright spot against broader category weakness.

The company heavily targets consumers in high-growth emerging markets. Mainland China is pivotal; for fiscal year 2026, The Estée Lauder Companies Inc. projects organic net sales growth of around 5% there. Still, the overall Asia-Pacific region faced headwinds, with net sales for the trailing twelve months (TTM) ending June 30, 2025, at $4.54 billion.

The travel retail shoppers represent a segment that has seen significant recent volatility, though management is optimistic about a return to growth. In fiscal 2025, travel retail represented approximately 15% of reported sales, a drop of 4 percentage points from fiscal 2024. This channel saw a strong double-digit net sales decline, specifically -28% year-on-year, driven largely by Asia travel retail and subdued sentiment from Chinese consumers. The company is actively working to improve this exposure, noting a breakthrough agreement with Duty Free Americas in the US.

Here's a look at how the revenue was distributed geographically for the TTM ending June 30, 2025:

Geographic Region	TTM Revenue (Ended June 30, 2025)	Percentage of Total (Approximate)
Europe, The Middle East & Africa (EMEA)	$5.38B	37.5%
Asia Pacific	$4.54B	31.7%
The Americas	$4.41B	30.8%

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Cost Structure

You're looking at the major outflows for The Estée Lauder Companies Inc. as they push through the Profit Recovery and Growth Plan (PRGP). The cost structure is heavily influenced by necessary, but significant, investments in marketing and the one-time, yet massive, costs associated with this transformation.

Significant Restructuring Charges from PRGP

The Profit Recovery and Growth Plan (PRGP), initiated in November 2023 and expanded in February 2025, is a major driver of current period costs. The total estimated restructuring and other charges for the overall expanded program are between $1.2 billion and $1.6 billion (before tax). The plan is expected to be substantially completed by the end of fiscal 2027.

As of November 29, 2025, the cumulative restructuring and other charges recorded related to initiatives approved under the Restructuring Program were approximately $1.137 billion (before tax). This plan includes a targeted workforce reduction of 7,000 employees.

Here's a breakdown of the most recent restructuring activity:

Cost Component	Amount (Pre-Tax)	Notes
Cumulative Charges Recorded (Through Nov 29, 2025)	$1.137 billion	Total incurred costs for the PRGP initiatives so far
Charges for Oct 26 - Nov 29, 2025 Period	$285 million	Recent charges related to PRGP
Employee-Related Costs (within Oct 26 - Nov 29 period)	$75 million	Severance and workforce reduction costs
Contract Termination Charges (within Oct 26 - Nov 29 period)	$22 million	Costs related to exiting agreements

These charges cover professional services for design and implementation, transition support, and the global project management office for the initiative.

High Consumer-Facing Investments

The Estée Lauder Companies Inc. continues to allocate significant capital toward consumer-facing activities to drive brand visibility and sales conversion. These costs are a necessary component of competing in the prestige beauty space, especially when facing softness in key markets like mainland China.

Consumer-facing investments explicitly include:

• Co-operative advertising expenses.
• Selling, advertising, and promotional expenses.
• Store operating costs.

For instance, operating income in the Fragrance segment declined in the fiscal 2025 first quarter due to strategic investments supporting expanded global consumer reach through advertising and promotional activities, such as the launch of BALMAIN Beauty. Similarly, the adjusted operating margin contracted in the fiscal 2025 third quarter, reflecting an increase in these consumer-facing investments.

Cost of Goods Sold (COGS) for Premium Ingredients and Manufacturing

The Cost of Sales (COGS) reflects the expense of sourcing premium ingredients and the associated manufacturing overhead. While specific COGS dollar amounts for fiscal 2025 aren't immediately available in the search snippets, the impact of managing these costs is evident through gross margin movements.

The Company noted that its As Reported and Adjusted Gross margin expanded by 310 basis points to 75.0% in the fiscal 2025 third quarter. This expansion was primarily driven by net benefits from the PRGP, which included a reduction in cost of sales. However, this margin benefit was partially offset by an unfavorable impact of 100 basis points due to a charge for under-absorbed manufacturing overhead costs recognized in that quarter.

R&D Expenses for Product Innovation and Clinical Testing

Specific reported dollar amounts for Research & Development (R&D) expenses are not detailed in the provided late 2025 financial updates. However, the strategic focus under the 'Beauty Reimagined' vision emphasizes creating transformative innovation across prestige price tiers to deliver fast-to-market, on-trend products. This strategic priority implies continued, significant investment in product development and associated testing.

General and Administrative (G&A) Expenses, Targeted for Reduction via PRGP

The PRGP is explicitly designed to create efficiencies that reduce operating expenses, which includes G&A costs, by transforming the operating model to be leaner and more agile. The net benefits from the PRGP helped to reduce non-consumer facing expenses in the fiscal 2025 third quarter. The restructuring initiatives focus on simplification, acceleration of processes, and standardizing end-to-end business processes, all aimed at lowering structural costs over time.

Finance: draft 13-week cash view by Friday.

The Estée Lauder Companies Inc. (EL) - Canvas Business Model: Revenue Streams

You're looking at the top-line performance for The Estée Lauder Companies Inc. for the fiscal year ended June 30, 2025. Honestly, it was a year of navigating continued softness, but the company is pointing to a turnaround starting in fiscal 2026. For the full fiscal year 2025, the reported net sales landed at $14.3 billion, which was an 8% decrease on a reported basis from the prior year's $15,608 million. The organic net sales, which strip out currency effects, were $14,351 million, also down 8%.

The revenue generation is heavily reliant on product categories, and as you can see below, most categories faced headwinds in FY2025, though the company managed to expand its gross margin to 74.0%, up 230 basis points, partly due to its Profit Recovery and Growth Plan. The mix of sales is critical here; for instance, global travel retail, which used to be a cornerstone, accounted for just 15% of reported sales, a sharp drop from its peak.

Revenue Stream Category	FY 2025 Net Sales (Reported Basis, $ millions)	FY 2025 % Change (Organic Basis)	FY 2024 Net Sales (Reported Basis, $ millions)
Total Net Sales	14,326	(8. )%	15,608
Skincare	6,962	(12)%	N/A
Makeup	N/A	(5)%	N/A
Fragrance	N/A	0% (Flat)	N/A
Hair Care	N/A	(10)%	N/A

The Skincare category remains the largest contributor to revenue, bringing in $6,962 million in FY2025, but it saw the steepest decline at 12%. The Makeup segment also contracted by 5%, while Hair Care sales dropped by 10%. On a brighter note, Fragrance sales held steady, remaining flat for the year, which was supported by growth in the Luxury brands portfolio.

The channels through which The Estée Lauder Companies Inc. sells its products are also a key part of the revenue story, especially the shift toward digital. You should definitely track the direct-to-consumer performance going forward.

• Online sales, spanning e-commerce and company stores, hit an all-time high, representing 31% of reported sales in fiscal 2025.
• The growth in online sales accelerated from low single digits in the first half of FY2025 to mid-single digits in the second half.
• The launch of The Ordinary on Amazon's U.S. Premium Beauty Store, followed by Origins and Aveda, bolstered digital revenue.
• Fragrance brands like Le Labo benefited from targeted expansion of consumer reach, including direct-to-consumer channels globally.
• The Americas region saw its sales fall by 4%, cushioned somewhat by the Amazon Premium Beauty store launches and pricing gains.

The performance within categories was brand-specific, too. For example, the 12% decline in Skincare was mostly due to drops from Estée Lauder and La Mer, but Clinique provided some offset with growth across regions. Similarly, the flat Fragrance performance was driven by mid-single-digit increases from Luxury brands and strong double-digit growth from Le Labo and Kilian Paris, which counteracted declines from Estée Lauder and Clinique franchises.