Good morning, and welcome to Oddity's first quarter 2026 earnings conference call. Today's call is being recorded, and we have allocated time for prepared remarks and Q&A. At this time, I'd like to turn the call over to Maria LaCouris, Investor Relations for Oddity. Thank you. You may begin.

Thank you, Operator. I'm joined by Ron Holtzman, Oddity's co-founder and CEO, and Lindsay Druckerman, Oddity's global CFO. NIV Price Audity CTO will also be available for the question and answer session. As a reminder, management's remarks on this call that do not concern past events are forward-looking statements. These may include predictions, expectations, or estimates, including statements made about Audity's business strategy, market opportunity, future financial performance, customer acquisition costs, and potential long-term success. Forward-looking statements involve risks and uncertainties, and actual results could differ materially due to a variety of factors. These factors are described under forward-looking statements in our earnings press release issued earlier today and in our most recent annual report on Form 20-F filed with the Securities and Exchange Commission on March 17, 2026. We do not undertake any obligation to update forward-looking statements, which speak only as of today.

Finally, during this call, we will discuss certain non-GAAP financial measures, which we believe are useful supplemental measures for understanding our business. additional information about these non-dap financial measures including their definitions are included in our earnings press release which we issued today i'll now hand the call over to iran thanks everyone for joining our call today while we continue to navigate account list location with our largest advertising partner we remain hopeful that we will return to normalization in the second half of this year as we communicated in q4 earnings we saw a meaningful improvement in ilmakia's cpa dismay which declined and estimate 28 from april breaking a negative trend of multiple months of cpa increases with this advertising partner and while we cannot guarantee that this positive trend will continue it is a good indication after months of a negative trend we plan to continue to aggressively implement improvements until the problem is completely solved we have been working closely with this advertising partner including top product engineering team to fix the issue we have heard from them directly that they estimate that we can recover 40 to 60 percent of CPA based on their system alone without considering macro or other factors if we get there it would signal that the business is healthy and positioned to go back to growth and profitability as it was for many years and if we had plans for that level of CPA in 2026 we believe we would have guided to a normal earnings year of 20 percent revenue growth and 20 percent adjusted EBITDA margin. We want to share more data and context for the anomaly we experienced. We provide detail in historic Ilmak Yash index CPA levels with this advertising partner based on our internal attribution system in our press release, which I will refer to now. For many years, our CPA was very stable. As you can see, the table provided steady and consistent mid-team CPA increases every year, with gradual yearly increases correlated with our industry. While we did not build our business on favorable user acquisition costs rather on strong over 100 12 month repeat rate in 2026 we saw levels of cpa that in some cases were two x higher than what we were expecting and what we've seen other competitors at this level the earned economics get much difficult as expected for off-market costs the data indicates in our view how the issue is technical and not brand or saturation issue one the change was sudden indicating a dramatic break, not steady duration over time, but clear and definitive months of collapse. Two, a breakdown occurred in different in-maquillage head accounts, different markets with the same pattern simultaneously, US, Canada, UK, Australia, and Israel, which suggests it has nothing to do with the brand. There is nothing that can happen in our offering or business that can explain it at the same time in multiple geographies. Three, we believed a significant driver of the break comes from spiking bounce rates in our view it suggests the issue is with lower quality audiences being served with our ads by this algorithm furthermore our fundamental brand health is confirmed by behavior we see among existing customers net revenue repeat on 12 months basis cohorts are strong which support our 12 month contribution margins a focus area for us in the last few months has been successful in remediation in our try before you buy model As a reminder, Try Before You Buy is a pro-consumer model that allows to replicate the online experience of physical stores like Sephora, where consumers can try products in real life and materially reduce the risk of purchase. This model is rare in beauty due to the complex execution, which we believe makes it an edge case and non-obvious interaction with the platform new dynamics. Towards the end of Q1, we already successfully shifted 40% of our acquisition revenue out of prior before you buy into standard buy model. Reducing our exposure to this model with no impact on our unit economics, which is very encouraging. Unfortunately, because it takes time for algorithms to recalibrate, as expected, this dislocation will have meaningful negative impact on our 2026 financial results, especially in age one. As focused in our Q4 earning, it had material impact to Q1. Sales decline 26% versus the prior year, slightly better than our outlook for sales decline at approximately 30 percent i noted a strong improvement in may from april this is our first month of sequential recovery since q425 and we believe it's a positive positive sign it also supported by our deliberate decision to maintain reduced level of acquisition spend as we work towards recovery all things taken together we remain hopeful that we will achieve normalization as planned in the second half of this year as we continue to implement recovery initiative to recalibrate the algorithm. Moving to our other brands and growth drivers, similar to Ilmaquillage, Spoilchart is navigating higher CPA costs, but with less severity. We plan to implement similar remediation steps in Spoilchart once we finish identifying the technical initiatives that can resolve the algorithms and CPA problems in Ilmaquillage. Moving on to Methodic, which is off to a strong start following its launch late last year, We're expected to deliver $25 million in revenue this year in line with Spoilch's strong success in year one. As a reminder, Methodic is a medical telehealth platform designed to deliver high-efficacy treatments at scale. Our goal is to help transform a broken medical care system starting in dermatology using our best treatments and the highest standards of care available to everyone. We are proud of Methodic Product Line, which spans 28 prescriptions and non-prescription products, including oral topical supplements and medical-grade makeup, all designed to maximum efficacy, minimize side effects, and give an unparalleled experience. We believe it's a game-changing innovation for the benefit of large underserved customer We are also seeing good signs from our progress tracking up, where users are delivered continuous care throughout the combination of our vision technology and care team engagement up downloads rates weekly checking rates and care team engagement are strong signals of demand and our ability to use this technology to drive compliance satisfaction and success ot labs continue to push the frontier of ingredient innovation in beauty and wellness focusing on pain points with large commercial opportunities like acne hyperpigmentation and aging we added There are two additional products made with labs molecule in our methodic product line up this quarter. First, nurexide topical eczema treatment formulated with our proprietary ODDL1669 molecule and others in ACTIV engineered with the goal of achieving superior efficacy to traditional eczema treatment with minimal side effects. Second is Zarellac, a first-of-its-kind ACTIV-scout prevention treatment powered by our ODDL103 molecule which reduces inflammation and promotes the healing of active breakouts. Looking ahead, we are working on several novel molecules targeting different indications. One, in our anti-aging program, our novel molecules have demonstrated robust in vitro efficacy in increasing collagen synthesis and reducing aging markers. We are now conducting human-focused group testing to ensure clinical translation. Two, to optimize hyperpigmentation treatment, we are targeting novel pathways designed to work with our existing ODDL1007 molecule. Focus groups are currently underway to evaluate the enhanced therapeutic efficacy and performance of this combined treatment. Three, in our acne prevention pipeline, we are developing novel topical approach designed to prevent acne breakouts by reducing serbum production and preventing clog pores. Our leading candidate's molecule are currently in final laboratory validation phase. before i hand it over to lindsey i want to reiterate our view on this moment in time we continue to be bullish on the structural dynamics in our industry beauty is a large category with attractive secular characteristics consumers continue to migrate online and towards the high-efficacy products we believe in comments are a disadvantage to meet this demand while we are set up for well-gained share we are working tirelessly to get back to our historical strong position as a company we have navigated algorithmic adjustments by our ad partners in the past with success we are hopeful based on the improvements we see today that will resolve this dislocation and get back to our long track record of consistent strong growth and attractive profitability we have seen no reason that we couldn't solve what we believe is a technical problem as we have in the past with that i will turn it over to lindsay thanks iran let's turn to our Q1 results, which I will refer to on an adjusted basis.

You can find the full reconciliation to GAAP in our press release. Net revenue declined 26%, slightly less negative than our expectation of an approximate 30% decline. The decline was driven largely by first orders, which declined by around 50%, driven by the significant reduction in our acquisition efficiency due to the abnormal higher CPA. Repeat orders declined by around 15 percent, mainly attributed to a decline in Q1 first orders and a decline in the proportion of our repeat that is more sensitive to acquisition spend. Repeat sales represented approximately two-thirds of our net revenue this quarter versus approximately 56 percent in Q125. AOV declined low single digits driven by higher mixed spoiled child versus ill maquillage and product mix. Gross margin was 69.7%, compressing approximately 520 basis points year over year. The compression was driven in part by product mix and lower AOV. Our remediation activity during the quarter created some temporary noise in the P&L. We ran many tests to try and isolate the technical problem, and this included turning off different tech products, funnel offerings, and testing different PBYB return policies, these changes had temporary negative impact on our Q1 margins. We delivered adjusted EBITDA of negative $7 million. The year-over-year decline reflects the abnormal CPA level and our decision to continue spending in order to accelerate a recalibration of the algorithm. Margins were also impacted by operating due leverage from lower revenue and our continued planned investments in core growth initiatives. We are managing costs across the business to offset some of the EBITDA pressure while protecting these forward investments. Adjusted diluted EPS was negative 17 cents. Q1 free cash flow was negative $21 million driven by the net loss. We exited the quarter with a slightly elevated inventory position due to the revenue shortfall relative to our purchase plans late last year, and we plan to work through this inventory going forward. We exited the quarter with $667 million of cash, cash equivalents, and investments on our balance sheet. Our $350 million of amended credit facilities secured in January of 2026 remain undrawn. Turning to capital return. In March of 2026, Oddity's Board of Directors approved new share buyback program authorizing the repurchase of up to $200 million of the company's Class A ordinary shares, which replaced and superseded the previously announced $150 million share buyback plan. Audity repurchased approximately 6 million ordinary shares during the quarter for approximately $82 million, reducing ordinary shares outstanding by around 10%. We exited the quarter with approximately $167 million remaining on our authorization. Turning to our outlook, media uncertainty continues to make visibility to full-year financials challenging, although we're hopeful we're moving in the right direction. We expect adjusted EBITDA for the full year will be positive. We hope to deliver a clearer picture of other key P&L items in coming months. For the second quarter, we expect net revenue to decline between 25% and 30% year over year, and we expect adjusted EBITDA will be between $8 and $10 million impacted by higher CPA and due leverage on our reduced revenue. A few things to keep in mind for your models. We continue to spend acquisition dollars despite higher CPA in order to feed the algorithms the signals they need to reset and normalize. In addition, the reduced user acquisition activity in the first half will continue to weigh on repeat sales for the remainder of the year, even as CPAs normalize. With that, I'll hand it back to the operator for questions.

Thank you. If you'd like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your lineage in the question queue. You may press star 2 if you'd like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star T. To allow for as many questions as possible, we ask that you each keep to one question. Thank you. Our first question comes from the line of Brian Tanklett with Jeffries. Please proceed with your question.

Hey, good morning. Lindsay, maybe just on the earnings trajectory, you know, positive EBITDA for the year and 8 to 10 million positive EBITDA in Q2. If you don't mind just talking about the cadence of EBITDA margins that you expect throughout the year, and do you still plan to have most of the acquired customer reps to come in the first half, or is there a shift happening to the back half?

Thanks, Brian. So, unfortunately, based on the technical issue we had, first orders were down, as I mentioned in my script, around 50%, and it will be very, very difficult for us to make this up in the back half just based on seasonality. That being said, the leading indicator we look for is the improvement in CPA, which should allow us to drive some improvement, at least in the sequential trend of declines across the year. And once we get first orders going, that's when we can start to drive the repeat, and that's where the profitability flows through. We didn't give EBITDA guidance by quarter for the back half by design. We just don't have enough visibility right now, but we do have confidence that we will be profitable for the full year based on everything that we see today. The exact specifics of it, we just don't have enough visibility to yet.

Totally understand. And in follow-up, can you go back just to the comments about maintaining a reduced level of acquisition spend? So, we're thinking how much have you reduced your run rate by compared to last year? And then was this evenly spread across Q1, or was there something you did in May, which helped bring CPAs down?

Yeah, so we are still spending. And so media spend for the quarter was down a little bit relative to the prior year. It's just that our efficiency on that media is a lot worse. So we talked about, you know, you can see in the table that we provided the 80 plus percent increase year over year in the first half. And that, you know, rate of increase did get worse, Jan, Feb, March to April, and May was our first month of sequential improvement. So we are still spending.

And the reason that we're still spending is to fix the problem.

Without spending, we will not be able to identify the problem, and we will not be able to test all the things that we have done in the past quarter, and without that, we will not see any recovery. So we need to continue to spend, but we obviously cannot increase spend because of the efficiency of that spend, but we are hopeful after what we saw in May. Awesome. Thank you.

Thank you. Our next question comes from Lai of Yusef Squally with Truist Security. Please proceed with your question.

Excellent. Thank you so much, guys. Maybe a quick question for Oran or for Lindsay. So, Oran, can you delve a little deeper into the drivers of decline in the CPA for El Maquillage, I think you talked about the 28% sequential between April and May, and just like practically what has been working and how much of that is like sustainable and can actually compound on itself over time. And Lindsay, just as I look at that improvement in CPA and I look at the guide you're providing for Q2. There seems to be a bit of a disconnect because if you look at the overall revenue growth, you're still talking about negative 25 to 30. You put up 26 negative in Q1. Maybe just talk to us about the assumptions that are baked into that revenue decline, maybe from a CPA trend and anything else you want to share on that, guys. Thank you.

Hi, Yusuf. So, needless to say that we do many, many tests in order to fix it. On the other side, it's an algorithm, and those things are most of the time very hard to move the needle and exit those type of spirals. By the way, we navigated, as I mentioned, many algorithm changes in the past, and we always were able to solve it. The fixes that we are doing are primarily structural and technical, auditing signals, adjusting our infrastructure, shifting audience strategies, and, of course, campaign setup. But that's only on our end, of course. In parallel, our ad partner is doing analysis on their end, and we've worked with them closely for the past few months. We have also made some budget allocation, reducing the overall spend for ill maquillage, giving the elevated spend, but continue to spend And just to make sure that we can continue to have tests running. And again, for many months, we saw only a negative trend. Almost every month was worse than the previous month other than May. May, we had lower spend, but still we had also very low spend in other months, and the trend was opposite. That's for that question, Lindsay.

Sure. Hey, Yusuf. So our guidance for the second quarter is for revenue to be down between 25% and 30%. The challenge for us, in part, is that, A, acquisition is still very difficult. We talked about the sequential improvement in May versus April, but remember that Feb was worse than Jan, March was worse than Feb, and April was worse than March. So on balance, the overall CPA in May versus Q1 is not materially different yet, but we know that the encouraging thing for us is the positive inflection that we saw in May overall. We did lose a lot of first orders in the first quarter that would have translated into repeat orders in the second quarter. And so that's a continued overhang for us. So, again, like where we hope to see more sequential improvement is in the second half of the year. And like I said, and what we said in our outlook, we do expect for full year adjusted EBITDA to be profitable.

Thank you. Our next question comes from the line of Andrew Boone with Citizens. Please proceed with your question.

Thanks so much for taking the question. You guys have historically run your marketing in-house. Can you guys talk about the changes that has either taken place within that organization or maybe the thought about using third parties? Basically, what's changed in terms of the marketing strategy given this speed bump?

Yeah. Historically, we've done everything in-house very successfully for many, many years. For the first time, we shared with the market how stable our results are, despite the fact that we were growing massively. But that's just for acquisition, of course, a repeat and other metric and compounding repeat continue to grow. That's why, despite the small change every year, we were able to continue to present such strong results. And what we have now is something that we never saw before. We are evaluating it with the ad partner. And we also brought in another team recently to take a look. But, again, we don't believe that the problem sits on our end, but we continue to do everything in our power to exit this spiral as soon as possible.

I would just add on to that, Andrew, that it's been very encouraging as we've worked very closely with this advertising partner to hear their view that all other things equal, and as we said in our prepared remarks, not related to other things like market dynamics, just in their systems alone. They estimate that we can recover 40% to 60% of CPA, and if we get to those levels, we'll be back in a position to resume to healthy, profitable growth.

Thank you. Our next question comes from Ryan McDonald with Needham & Company. Please proceed with your question.

Thanks for taking my question. Maybe one for Oren and one for Lindsay. Oren, I'm curious to think about, as you're thinking about product development and understand, obviously, I think that probably the algo change is taking most of your time, But as we think about product development throughout the remainder of this year, we're obviously getting some updates or should get some updates in July from the FDA around peptides and potentially some moving from certain peptides from Category 2 to Category 1 with applications in skincare like, you know, GHK, CU, copper peptides, EPC-157. I'm just curious what sort of opportunity and maybe what research or investments you're doing in this area and what sort of opportunity this could open up for your brands over time. And then, Lindsay, for you, just on the guidance, if we think about the adjusted EBITDA guidance of $8 million to $10 million, are you assuming – is that based on assumptions that the improvements in CPA you saw in May continue, or do they revert back to April levels, first quarter levels? Thanks.

Yeah, on your first question, you used to say that the vast majority of our time is handling the problem that we currently have with media. For both me and Shiran, that's what we do 24-7. I will say that despite what we have in media, we continue to heavily invest in product across Ilmakia, Spoiled Child, Methodic, But more importantly, OIT Labs, we continue to see massive opportunity there. And once we have what to inform regarding the peptides and the new changes, we'll update the market.

Thanks. And as it relates to our assumptions, our assumptions assume that CPA remains similarly difficult.

Thank you. Our next question comes in line of Dara Mosemian with Morgan Stanley. Please proceed with your question.

Hey, good morning. So first, just a clarification. You highlighted CPA moved back down sequentially versus recently. You remain hopeful you're on track for normalization in the second half of the year. Is that normalization more around CPA itself, or is there some hope perhaps you could get back to revenue growth at some point by the end of the calendar year? And just any thoughts on how much of this 2026 revenue pressure might extend longer term as you look out to 2027. I understand 2026 is still a moving target this year, but just looking for your conceptual thoughts on what this means to the business longer term, the issues around CPA here in 2026. Thanks.

I'll start just once we fix this problem, of course, the most important part of our end is to fix it but then to go back to growth so my plan as soon as we fix it is to go full power back to growth as for the implication of 26 obviously we lost a big chunk of new users that we were not able to acquire in 26 which will impact 27 but again all depends when we fix it if we are able to fix it But as soon as we are able to figure this, we'll go back to growth to compensate some of this new users' loss.

Yeah, the leading indicator for us is the CPA. We have this overhang on revenue that will continue across the year. But, you know, the sequencing is better CPA allows us to drive first orders. We do see that our repeat rates remain very strong. And so when you pull those pieces together, once the CPA is at an improved level, we can drive first orders, which will drive repeat and healthy profitability, and that's kind of the sequencing of how you'll see the business improve.

Thank you. Our next question comes from the line of Scott Schoenhaus with KeyBank Capital Markets. Please proceed with your question.

Thanks for taking my question. I wanted to focus on Methodique. You said it was performing in line and expectations. Do you see any, you know, ability to drive that revenue growth algorithm faster by investing more in the business? Are you pulling resources away from the other two brands, especially Il Makiage, in order to divert more attention to Methodique? And then on the hiring front, you know, the biotech environment has strengthened here over the last 12 months. Are you seeing any issues with retention or hiring in that department? Thanks.

Thanks. First of all, we don't see an issue with hiring in Boston in noisy labs. Second question, as we believe the problem with in-maquillage is technical and we believe we'll be able to solve it. We continue to invest in in-maquillage and we are not shifting or allocating resources from that brand to other brands. Lastly, for Methodic, very excited and bullish about what it can be. seeing strong initial demand and still early days but we believe that it will be a great brand we spent many years on building it as for your question to accelerate it it's a new brand many things that you want to test you don't want to accelerate it before you optimize the exact funnel and products and therefore it's already extremely substantial for a new brand and we think that's the right base.

Thank you. Our next question comes from the line of Lauren Lieberman with Barclays. Please proceed with your question.

Great, thanks. Good morning. Two questions. First was just around, you've emphasized a couple of times, this is an issue with one particular advertising partner. I was just curious about efforts or thoughts around diversifying your partners. There's more than one platform out there, so wanted to just get some understanding of how you're thinking about the range of opportunities on other platforms and other ad partners. And then secondly was just to clarify whether or not Spoiled Child is sort of undisturbed. We've been very focused on Il Makiage, and it may just be my memory, but I wasn't sure if Spoiled was seeing the same issues or not. And if it's not, why not? And is there anything you can do or are doing to future-proof it to avoid the same kind of signal breakage that's happened with Il Makiage?

Sure. Sure. As to other platforms, of course, we advertise also on other platforms, but based on the data that we have just in 2025, our largest ad partner was by far the largest ad partner in the U.S., way more than 50% of the market. So there is a limit of how much revenue or acquisition we can drive in the other platform. This platform is by far the biggest one and more the majority of the spend imbued in the U.S. for new user acquisition. Second question about Spoiled Child. Spoiled Child we see also increasing CPA less severe than Neal Maquillage. the main difference, Spolchart continued to grow, and despite the fact that it continued to grow, the CPA is way less severe than what we see in il-maquillage. So it's a good indication, but we are still, like once we identify the right solution for il-maquillage, we'll implement the same in Spolchart, and we believe that we'll have a tailwind for that brand also.

Thank you. Our next question comes from the line of Mark Mahaney with Evercore ISI. Please proceed with your question.

Okay, thank you. I'm going to get back to the question somebody asked earlier about Methodic. And it looks like this product is ramping reasonably well in line with what Spoiled Child did earlier on. That sounds promising. Talk about the customers that you've gotten for the product so far. Are these customers that are brand new to Oddity as a whole? Are they customers that have come from other areas? Can you give us some sense about the sustainability of growth of those customers and how much they expand your market or is it largely just a resale to existing customers? Anything on that and the type of customers coming in from Methodic would be helpful.

I'll start with any new brand that we launch. we try to see the strength and the potential by itself, meaning it starts by its own with less marketing to our existing user base. Otherwise, we will never see or understand the potential of that brand. So to do your question, it's in addition to our customer base in the maquillage. Of course, when those brands operate by themselves, Well, some of the customer base is going after the same audiences just because Il Maquillage and Sporchel's customer base is huge. But it's a complete separate brand with its own efforts to acquire new users just to understand the scale and the potential and to optimize the funnels in the hard way and not with quick wins just due to our major customer base of Il Maquillage and Sporchel.

Thank you. Our next question comes to mind of Corey Carpenter with J.P. Morgan. Please proceed with your question.

Oh, good morning. I had two questions. Building on an earlier question, could you talk about the CPA trends that you are seeing at your other advertisers? That's the first question. The second question, last time we talked, I think you were hopeful that you could maintain the Tribe Before You Buy program. I think on this call you said about 40% has shifted away from that. Maybe just could you give us your latest thoughts on the role that you think try-before-you-buy can play based on your learnings with the technical changes thus far. Thank you.

Yeah, try-before-you-buy remains part of our model. We have no plan to eliminate it. I strongly believe it's great for consumer, and it's the closest way to bringing physical store experience to the online world. Toward the end of Q1, we successfully shifted 40% of our acquisition revenue from try-before-you-buy to standard buy. This process was expensive in terms of margin as it required many, many tests until we successfully landed on a solution with no impact on unit economics, which is very, very encouraging, at least in my view. there is no try before you buy today based on the last number that I saw we came to be a tiny number a tiny percentage out of our total revenue or total orders but we intend to continue to use to use this program as we really believe it's worth for consumers but more balanced with standard buy the question was on CPA and other Yeah, listen, other platforms, obviously the CPA of other platforms is taking their overall CPA of Ilma Kiyash materially down. But since this is our largest platform, we work really hard to solve it so we can go back to growth and go back to full power spend also with the largest platform in the U.S.

Thank you. Our final question comes from the line of Anna Lizu with Bank of America. please proceed with your question.

Hi, good morning. Thank you so much for the question. Wanted to follow up on Lauren's question here. Now that we've heard from several beauty companies and watched the trends over the past few months, I guess we haven't really heard of the algorithm adjustment as much impacting other beauty companies. They are less exposed to the channels, but they say maybe see 20% of sales on e-commerce channels. So I was wondering if this will make you reconsider in a broader way your marketing and user acquisition just given the impact to what seems to be to your brand specifically and then how do you ensure this doesn't happen with any other platforms in the future? Thank you.

I can't refer to other brands but I don't know anyone that is on our scale and most of them are omnichannel and are less sensitive to algorithm changes. By the way, as I mentioned, we had many of them in the past years. The most notable one is iOS 14. And I think that also then it was harder for us than others just due to the fact that we are 100% D2C. If we think about diversifying our channels, yes, we think about it. And when we have what to tell the market, we will.

Thank you. Ladies and gentlemen, that concludes our question and answer session. I'll turn the floor back to Mr. Holtzman for final comments.

Thank you very much, guys, for joining. We'll see you next time.

This concludes today's conference call. You may disconnect your lines at this time. Thank you for your participation.