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Beauty Industry Materials AN AFFILIATE OF Private and Confidential Private and Confidential 0 Industry Themes Amplified by COVID 1 Continuation of focus on wellness, self-care and DIY 2 Rise of holistic and “inside out” beauty 3 E-commerce and mass channels’ momentum continues 4 Sustainability and social issues are top priorities for consumers and brands alike 5 Chinese beauty market largely recovered and outperforming other regions 6 Company performance is mixed, reflecting COVID-driven consumer trends 7 Public market valuations have surpassed pre-COVID levels 8 Meaningful M&A reflecting consumer driven trends Private and Confidential 1 1 Continuation of Focus on Wellness, Self-Care and DIY U.S. Prestige Beauty – Select Category Growth(a) Q2 2020 Q1 2020 Q2 2020 (14%) As the country emerged from shutdown, the Prestige Beauty industry saw a shift from a skin care-centric (36%) mindset toward makeup and fragrance 11% Prestige Clean Beauty Total Trends 24% Online Pivot to clinical skin care; natural skin 90% 1 care was the top brand type during the same time period last year 13% Hair care Products that support DIY professional (10%) 2 services and at-home spa environment drove pockets of growth (8%) Skin care (18%) Holidays throughout the Spring, including (13%) Mother’s and Father’s Day, led to surging Fragrance 3 (37%) fragrance sales for women and men (+95% and +117%, respectively) Key Categories Key (22%) Makeup (52%) Category Insights(a) Half of beauty shoppers are expected to purchase beauty products in the next month, Home Gift Sets 88% higher than apparel, footwear, sporting goods, Hair Treatment / Masks 30% accessories and watches Nail Care 29% 27% Using less makeup than a year ago Body / Facial Devices 16% Wearing less makeup due to COVID-19 Body Exfoliators 15% 71% lifestyle changes Candles 14% Pockets of GrowthPockets Using products with natural Eye Makeup 6% 60% ingredients Private and (a) Source: NPD Group. Confidential 2 2 Rise of Holistic and “Inside Out” Beauty Probiotic Skin Care Subsector is Flourishing Key Category Drivers • Microbiome skin care is top of mind for emerging and established brands as consumers’ awareness of the skin microbiome grows Growing Holistic Approach to Beauty and Changing Perception of Beauty Standards (a) 69% Global consumers aware of the skin microbiome • Prefer to transform their skin rather than cover up problems • Rise in products that promote skin microbiome health Microbiome friendly Millennials consider looking healthy as Do not contain harsh soaps and sulfates that overly sanitize the skin 50% beauty standard(b) Microbiome balancing Balance microbiome through prebiotic, probiotic and postbiotic ingredients Ingredient and Sourcing Transparency and Efficacy Beauty Ingestibles a Rapidly Growing Category • Heightened focus on product transparency • Beauty and nutrition brands continue to increase offerings of Consumers claim consumables that promote beauty from the inside out to always check 68% ingredients in their • Top beauty benefit categories of ingestibles include: products(c) Skin Health Anti-aging Hair Health Weight Loss Social Media and Celebrity Endorsement Drive Engagement Nail Strength Mental Wellbeing • Increase in celebrity and influencer endorsements and certain sell-out success Collagen Market Biotin Market Probiotic Cosmetics CAGR (2018-2025)(b) CAGR (2020-2026)(b) CAGR (2020-2030)(d) 6.5% 18.1% 12% a) Nutritional Outlook. b) Cosmetics Business. c) NBJ. Private and d) Technavio. Confidential 3 3 E-Commerce and Mass Channels’ Momentum Continues Growth in Online and Evolving In-Store Environment E-Commerce Growth and Penetration of Key Players E-Commerce E-Commerce • Consumers increasingly more comfortable collecting Growth Penetration information and making purchases online Sally Beauty 278% 19% • Growth in customers purchasing online(a): +38% +18% Ulta Beauty 200% 20% Personal Care Skin Care / Makeup Target 195% 17% +27% +38% Vitamins / Household Supplements Supplies Walmart 97% 11% • In-store environment disrupted and reimagined L’Oréal 62% 24% Consumers intending to continue using(a): Procter & Gamble 50% 12% 79% 60% 47% Self-checkout Buy online, pick Store curbside Shiseido 40% in-store up in-store pickup 13% • Health and safety in-store remains key concern for Sephora 30% ND consumers Estée Lauder 7% 22% Note: E-commerce growth and penetration represents most recent reporting. Source: BeautyMatter, Coresight Research, eMarketer and publicly available information. Private and a) McKinsey’s “The great consumer shift: Ten charts that show how US shopping behavior is changing,” August, 4, 2020. Confidential 4 4 Sustainability and Social Issues are Top Priorities for Consumers and Brands Alike • Sustainability and inclusivity grow beyond buzzwords as social and environmental causes have become larger factors influencing purchase decisions, particularly among Millennials and Gen Z consumers Conscious Consumers Continue to Drive Growth of Sustainable Beauty Clean Beauty is a Rapidly Key Sustainability Initiatives by Consumers Prefer Clean & Natural Expanding Market Industry Leaders 82% $48B +39% Gen Z and Millennial consumers Comprehensive initiative, Conscious inclined to switch to natural products(c) Beauty, promoting sustainability Global Clean YoY increase in Beauty Market Size clean beauty in 2025(a) sales in 2019(b) 60% Women who use products Committed to becoming with natural ingredients(b) fully sustainable by 2030 Industry Promotes Greater Inclusivity and Diversity Rise of Inclusive Product Lines and Mass and Prestige Industry Leaders Cause Based Marketing Specialty Brands Supporting Entrepreneurs of Color Expanded shades In response to Black Lives Matter movement, industry executives are adjusting messaging 15% pledge to dedicate 15% shelf Skin tone specific space for Black-owned companies Age inclusive 60% 57% Changing social Planning on altering Genderless beauty media messaging(d) marketing materials (d) Brown Girl Swap partnership to promote Black-owned businesses a) Grand View Research, Inc. b) NPD Group. c) Compose[d]. Private and d) WWD. Confidential 5 5 Chinese Beauty Market Largely Recovered and Outperforming Other Regions China Back on Track Key Participant Recent Geographic Performance(d) • Retail sales returned to pre-pandemic levels in August(a) (Q4 FY20) (Q2 FY20) (Q3 FY20) Americas EMEA Asia Americas EMEA China North Western China +0.5% +19.0% +15.3% America Europe YoY retail growth YoY cosmetics growth YoY jewelry growth 20.8% 16.0% 5.8% 1.3% • Travel spending recovered 70% during China’s annual Golden (b) Week at the beginning of October 2020 (2.5%) • Caution among general population – 75% of consumers are (c) planning to cut back their expenses over next 3 – 6 months (34.7%) (39.0%) (54.0%) (65.6%) Online, Livestreaming and Social Commerce Driving Beauty Outperformance in China China’s prestige beauty e-commerce sales grew +87% in • Digital selling, livestreaming and social commerce critical June 2020(e) components to China’s beauty industry pre- and post-COVID 2018 Livestreaming 456mm (f) $4.4bn +98% +58% +61% +126% Market Viewers Cosmetics Makeup Fragrance Hair Care CAGR through +71% +42% (b) Online penetration expected to reach 33.2% in 2022 vs. 2022 Livestreaming Social e-commerce 28.1% prior estimate(b) June ‘20 YoY +90% +74% (b) a) Bloomberg. Prestige Growth b) WWD. c) Nielsen. d) Company filings and publicly available information. L’Oréal’s China performance represents Q1 – Q3. e) NPD. Private and f) Deloitte. Confidential 6 6 Company Performance is Mixed, Reflecting COVID-Driven Consumer Trends • (31%) constant currency sales • +1.6% LFL sales • (32.6%) LFL sales • Skin care, makeup, fragrance and hair care • Professional products, consumer products, • Travel retail sales declined (30.4%) sales growth of +3%, (61%), (56%) and (35%), L'Oréal Luxe and active cosmetics sales • LFL sales declines across full set of brands respectively growth of +11.0%, +0.8%, (6.2%) and +29.9%, respectively “…COVID has accelerated some changes that were “After a first half marked by a crisis of supply, linked to the “Due to COVID-19, consumers' values and behaviors already visible before…COVID has accelerated the closure of points of sale around the world, L’Oréal put around the world are changing dramatically…there are online penetration in every single market…. Second everything in place, as early as June, to stimulate increased awareness of health and skincare while, at the thing that's accelerated is skin care…we'll continue to demand…return to growth is evidence of consumers’ robust same time, frequencies to use makeup like lipstick are accelerate because it's driven by the Asia consumer appetite for beauty products and our innovations…initiatives decreasing...And more and more people are collecting habits” enabled us to significantly outperform a beauty market information online and using e-commerce for their ‒ Fabrizio Freda, CEO, 8/27/20 which is still on the road to recovery. purchases…” – Jean-Paul Agon, CEO, 10/22/20 ‒ Masahiko Uotani, CEO, 8/6/20 • (60%) continuing operations LFL • (26.7%) comparable store sales decline • (26.6%) comparable store sales decline • Luxury and consumer beauty continuing • (10%) comparable store sales decline in July ‒ Sally Beauty Supply and Beauty Systems operations sales declined (73%) and (48%), Group comparable store sales decline of • Transactions declined (36.2%) and average respectively ticket grew +14.9% (25.9%) and (27.9%), respectively • +10.8% comparable store sales in June “We've taken concrete steps to rebalance and
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