2020 ANNUAL REPORT FINANCIAL HIGHLIGHTS NET SALES (IN MILLIONS) $8000 $7,398.1 $7000 $6,716.6 $6,152.0 $6000 $5,884.5 $5000 $4,854.7 $4000 $3000 $2000 $1000 $0 2016 2017 2018 2019 2020 STORE COUNT 1,264 1,254 1260 1,174 1,074 1060 974 860 660 460 260 60 2016 2017 2018 2019 2020 -40 STORE COUNT BY STATES 34 6 3 3 17 1 19 7 9 21 3 20 49 3 48 3 10 15 5 44 17 43 49 14 55 24 156 26 7 3 13 25 30 15 27 34 30 21 27 7 10 20 10 22 38 117 18 3 86 4 Alabama 22 Hawaii 4 Massachusetts 21 New Mexico 7 South Dakota 3 Alaska 3 Idaho 9 Michigan 48 New York 49 Tennessee 27 Arizona 30 Illinois 55 Minnesota 19 North Carolina 34 Texas 117 Arkansas 10 Indiana 24 Mississippi 10 North Dakota 3 Utah 14 California 156 Iowa 10 Missouri 25 Ohio 43 Vermont 1 Colorado 26 Kansas 13 Montana 6 Oklahoma 21 Virginia 30 Connecticut 17 Kentucky 15 Nebraska 5 Oregon 17 Washington 34 Delaware 3 Louisiana 18 Nevada 15 Pennsylvania 44 West Virginia 7 Florida 86 Maine 3 New Hampshire 7 Rhode Island 3 Wisconsin 20 Georgia 38 Maryland 27 New Jersey 42 South Carolina 20 Wyoming 3 DILUTED EARNINGS PER SHARE $14 $12.15 $12 $10.94 $10 $8.96 $8 $6.52 $6 $4 $3.11 $2 $0 2016 2017 2018 2019 2020 FISCAL YEAR ENDED(1) (In thousands, except per share, per square foot and store count data) Statement of Operations: January 30, 2021 February 1, 2020 February 2, 2019(2) February 3, 2018(3) January 28, 2017 Net sales $ 6,151,953 $ 7,398,068 $ 6,716,615 $ 5,884,506 $ 4,854,737 Cost of sales 4,202,794 4,717,004 4,307,304 3,787,697 3,107,508 Gross profit 1,949,159 2,681,064 2,409,311 2,096,809 1,747,229 Selling, general and administrative expenses 1,583,017 1,760,716 1,535,464 1,287,232 1,073,834 Impairment, restructuring and other costs 114,322 – – – – Pre-opening expenses 15,000 19,254 19,767 24,286 18,571 Operating income 236,820 901,094 854,080 785,291 654,824 Interest expense (income), net 5,735 (5,056) (5,061) (1,568) (890) Income before income taxes 231,085 906,150 859,141 786,859 655,714 Income tax expense (4) 55,250 200,205 200,582 231,625 245,954 Net income $ 175,835 $ 705,945 $ 658,559 $ 555,234 $ 409,760 Net income per common share: Basic $ 3.12 $ 12.21 $ 11.00 $ 9.02 $ 6.55 Diluted $ 3.11 $ 12.15 $ 10.94 $ 8.96 $ 6.52 Weighted average common shares outstanding: Basic 56,351 57,840 59,864 61,556 62,519 Diluted 56,558 58,105 60,181 61,975 62,851 Other operating data: Comparable sales (5) (17.9%) 5.0% 8.1% 11.0% 15.8% Number of stores end of year 1,264 1,254 1,174 1,074 974 Total square footage end of year 13,291,838 13,193,076 12,337,145 11,300,920 10,271,184 Total square footage per store (6) 10,516 10,521 10,509 10,522 10,545 Average total square footage (7) 13,260,705 12,804,988 11,893,413 10,742,874 9,641,367 Capital expenditures $ 151,866 $ 298,534 $ 319,400 $ 440,714 $ 373,747 Depreciation and amortization $ 297,772 $ 295,599 $ 279,472 $ 252,713 $ 210,295 Repurchase of common shares $ 114,895 $ 680,979 $ 616,194 $ 367,581 $ 344,275 Balance Sheet Data: Cash and cash equivalents $ 1,046,051 $ 392,325 $ 409,251 $ 277,445 $ 385,010 Short-term investments – 110,000 – 120,000 30,000 Working capital 1,171,064 918,056 1,091,125 1,051,577 1,006,894 Property and equipment, net 995,795 1,205,524 1,226,029 1,189,453 1,004,358 Total assets (8) 5,089,969 4,863,872 3,191,172 2,908,687 2,551,878 Operating lease liabilities (8) 1,896,801 1,938,347 – – – Total stockholders’ equity 1,999,549 1,902,094 1,820,218 1,774,217 1,550,218 (1) Our fiscal year-end is the Saturday closest to January 31 based on a 52/53 week year. Each fiscal year consists of four 13 week quarters, with an extra week added onto the fourth quarter every five or six years. (2) The Company adopted Accounting Standards Codification (ASC) Topic 606, Revenue from Contracts with Customers (ASC 606) using the modified retrospective transition method in fiscal 2018. Results from fiscal years prior to fiscal 2018 have not been recast for the adoption of ASC 606. (3) Fiscal 2017 includes 53 weeks; all other fiscal years reported include 52 weeks. Net sales for the 53rd week of fiscal 2017 were approximately $108.8 million. (4) On December 22, 2017, the Tax Cuts and Jobs Act was enacted into law. This new legislation reduced the federal corporate tax rate to 21.0% effective January 1, 2018. In accordance with Section 15 of the Internal Revenue Code, the Company utilized a blended rate of 33.7% for the fiscal 2017 tax year, by applying a prorated percentage of the number of days prior to and subsequent to the January 1, 2018 effective date. Income tax expense in fiscal 2018 reflects the lower federal tax rate for the entire fiscal year. (5) Comparable sales reflects sales for stores beginning on the first day of the 14th month of operation. Remodeled stores are included in comparable sales unless the store was closed for a portion of the current or comparable prior year. (6) Total square footage per store is calculated by dividing total square footage at end of year by number of stores at end of year. (7) Average total square footage represents a weighted average, which reflects the effect of opening stores in different months throughout the year. (8) The Company adopted Accounting Standards Update No. 2016-02, Leases (Topic 842), on February 3, 2019 using the modified retrospective approach by recognizing and measuring leases without revising comparative period information or disclosures. 79530_ULTA AnnualReport_2020.indd 3 3/30/21 12:19 PM Dear Fellow Shareholder, As we all know, 2020 was a year unlike any other but the Ulta Beauty team navigated through the disruption with agility and strength. Net sales for the year were $6.2 billion, total company comparable sales decreased 17.9%, and diluted earnings per share totaled $3.11. Despite the broad challenges, Ulta Beauty gained share in the U.S. prestige beauty market, specifically in key categories such as makeup, skincare and fragrance. Looking back on the year, it’s clear that the COVID-19 pandemic had far-reaching implications on all facets of our business. Still, I am incredibly proud of how our team kept the safety of our associates and guests at the center of every decision we made. As the COVID-19 crisis escalated, we made the decision to temporarily close all of our stores on March 19. Reflecting heightened guest focus on safety and social distancing, our digital and store teams moved quickly to support our digital business and on April 19, we launched a new touchless curbside pickup option for our guests. Following guidance from state and local health officials, we started a phased store reopening process on May 11, and by July 20, the full fleet of Ulta Beauty stores was operational. As we reopened stores for retail, we implemented new Shop Safe Standards to help guests feel confident and comfortable shopping in our stores. While store traffic was challenged and capacity was limited throughout most of 2020, we are incredibly pleased with guest engagement in our e-commerce operations. As a result of the strong utilization of buy online, pick up in store (BOPIS), curbside and ship-to-home offerings, our digital business doubled in 2020. In response to the pandemic and evolving operating environment, we introduced six strategic priorities to accelerate efforts to expand our market share gains and extend our competitive advantages. I’m pleased to report that we made great progress in each area. Transform our business to win in an omnichannel world We believe that the successful retailers of the future will bring together the physical, digital and emotional components of the shopping experience. There is an increased blurring of lines between channels, as shoppers buy online and pick up in store and buy online in store for delivery to their home. To continue to evolve with guest behavior, we are investing in omnichannel capabilities to build a seamless guest experience, enabling us to interact and engage with guests in whatever channel they choose. The in-store experience remains core to the Ulta Beauty value proposition because it continues to be the preferred channel for beauty enthusiasts to engage in trial and discovery. After temporarily suspending our new store opening program in response to COVID-19, we resumed new store openings in early August and opened 30 new stores during 2020. We plan to open 40 net new stores in 2021 and are confident that we can ultimately operate between 1,500 to 1,700 Ulta Beauty stores in the U.S. During 2020, we quickly shifted our focus to support the increased demand in our e-commerce channel. We expanded our e-commerce fulfillment capabilities, which included pulling forward the opening of our Jacksonville fast fulfillment center, expanding e-commerce operations in existing distribution centers, and expanding our ship-from-store program to 115 stores.