ODDITY Tech Q3 2025 Earnings Call Transcript

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Provided by Quartr
November 20, 2025

Key Takeaways

  • Positive Sentiment: Strong Q3 results and raised guidance — revenue grew ~24% to $148M, adjusted diluted EPS grew ~24% YoY, gross margin expanded to 71.6%, adjusted EBITDA beat guidance, and the company finished the quarter with ~$793M in cash plus $200M available on credit.
  • Positive Sentiment: Methodic launch — Oddity formally launched a telehealth dermatology brand after a soft launch in Q3, with a planned portfolio of 28 products and >100 treatment combinations, four initial products using ODDITY Labs molecules coming to market within six months and a major OOH/TikTok marketing push underway.
  • Positive Sentiment: ODDITY Labs commercialization — management expects at least eight products featuring proprietary Labs molecules in 2026 across its brands, positioning the company to bring differentiated, higher-efficacy products to market.
  • Neutral Sentiment: International expansion — international revenue is up ~40% YTD but remains only ~17% of total revenue; Oddity is running localized tests in many new countries and will scale selectively, so near-term impact is limited.
  • Negative Sentiment: Cost and margin pressures — higher media/acquisition costs, tariff passthroughs, and elevated SG&A (up ~30%) plus a ~$16M inventory build for Methodic and potentially lower gross margins on prescription-related items (physician network/compounding) are headwinds to monitor.
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Earnings Conference Call
ODDITY Tech Q3 2025
00:00 / 00:00

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Operator

Good morning. Welcome to ODDITY's third quarter 2025 earnings conference call. Today's call is being recorded. We have allotted time for prepared remarks and Q&A. At this time, I would like to turn the conference over to Maria Lycouris, Investor Relations for ODDITY. Thank you. You may begin.

Maria Lycouris
Investor Relations at ODDITY

Thank you, Operator. I'm joined by Oran Holtzman, ODDITY's co-founder and CEO, and Lindsay Drucker Mann, ODDITY's global CFO. Niv Price, ODDITY's 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 about ODDITY's business strategy, market opportunity, future financial performance, 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 yesterday and in our most recent annual report on Form 20-F, filed with the Securities and Exchange Commission on February 25th, 2025. We do not undertake any obligation to update forward-looking statements, which speak only as of today.

Maria Lycouris
Investor Relations at ODDITY

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-GAAP financial measures, including their definitions, are included in our earnings press release, which we issued yesterday. I will now hand the call over to Oran.

Oran Holtzman
Co-founder and CEO at ODDITY

Thanks, everyone, for joining us today. We delivered an outstanding third quarter with strong financial performance while achieving major milestones in our growth initiatives, including new brands, new markets, ODDITY Labs, and tech innovation. Even in a challenging industry backdrop, ODDITY continues to deliver on its near-term financial commitments while building our future growth engines. Our financial performance once again exceeds our targets, as we have done every quarter for the last 10 quarters as a public company, across revenue, profit, and earnings, including 24% revenue growth and 24% growth in adjusted diluted earnings per share year-over-year, despite category challenges. We are also once again raising our full-year guidance. We achieved a huge milestone this week with the official launch of METHODIQ, the third brand in the ODDITY platform. METHODIQ is our most ambitious endeavor.

Oran Holtzman
Co-founder and CEO at ODDITY

Our long-term goal for METHODIQ is not just to launch another great brand and a telehealth platform, but to transform a broken medical care system using the best treatments and the highest standards of care available to everyone. Our objective is to address medical issues with customized high-efficacy treatments without the need of going to a doctor's office or getting lost in a drugstore. Achieving our planned time for METHODIQ is a great accomplishment and speaks to what makes ODDITY and our culture so strong. This is four years of heavy R&D in the making, supported by two acquisitions, including Voyage81 and Revela, developed with what we believe is an unprecedented scale of over 20,000 real user trials for our product line. METHODIQ is starting in dermatology, but our long-term goal is to expand into new medical domains in the future, and these are in development as we speak.

Oran Holtzman
Co-founder and CEO at ODDITY

Our launch into dermatology takes on a massive problem. Industry data shows that nearly 50 million Americans suffer from acne, nearly 30 million from hyper-pigmentation, and more than 30 million from eczema, and many of them are unsatisfied with the current options on the market. Drugstore products lack efficacy and personalization. Going to a dermatologist is a high friction, and the standard of care for these conditions has declined. At the same time, dermatologists will tell you that issues like acne are curable. You only need to ensure that the person has the right products and that they stay compliant. To tackle this big challenge, we built an ambitious and complex brand. METHODIQ is expected to feature a huge line of 28 prescription and non-prescription products, which combine for more than 100 unique treatment combinations for precision personalization.

Oran Holtzman
Co-founder and CEO at ODDITY

We have aimed to optimize these products to balance between maximizing efficacy and minimizing side effects, at the same time to provide the best-in-class beauty experience using the same standards for things like texture and scent that we have at Il Makiage and SpoiledChild, while beating top benchmark competitors in their category based on internal data. Our launch portfolio spans orals, topicals, supplements, and medical-grade makeup that conceals white [heads]. Within the first six months of launch, we will be live in the market with four METHODIQ products formulated with ODDITY Labs' molecules that are proprietary to us, addressing a range of skin conditions that includes dark spots, acne scarring, eczema, and skin firming. METHODIQ's suite of vision tools was developed alongside our team of dermatologists to analyze visible skin features like breakouts and pigmentation to help our doctors and experts understand each user condition.

Oran Holtzman
Co-founder and CEO at ODDITY

These vision models were built, drawing on more than 1 million images of real individuals with no facial skin condition, which we believe is the largest image dataset of its kind and was curated from over 13 million facial images in ODDITY's database. Users are delivered continuous care through METHODIQ's first-of-its-kind tracking app for weekly check-ins where our vision technology quantifies progress and gives updates to the clinician, ensuring compliance and success. We soft-launched METHODIQ in Q3 and went live with our formal launch earlier this week, exactly as planned. This launch includes a major media campaign showcasing METHODIQ's distinctive brand voice and inspires consumers to commit to the care. We are running a large-scale out-of-home takeover in New York City and a massive TikTok activation partnering with the biggest medical and skin influencers to create brand awareness and to build trust.

Oran Holtzman
Co-founder and CEO at ODDITY

This is the biggest TikTok activation in ODDITY's history. As we have said, dermatology is just the beginning. We are working on additional medical domains for expansion, and we expect to have more to announce for METHODIQ in the future. Turning to Il Makiage, Q3 was once again strong. IlMakiage revenue grew double-digit online. The brand remains on track to achieve our target of $1 billion revenue by 2028. We continue to show healthy expansion internationally. At the ODDITY level, international revenue increased around 40% year-over-year in the first nine months of 2025. We have successfully scaled in existing markets like the U.K. and Australia while conducting larger-scale tests in new markets like France, Italy, and Spain. We see huge opportunity in international markets and plan to further scale those across the board in 2026.

Oran Holtzman
Co-founder and CEO at ODDITY

It remains a standout growth area, and it is on track to be around 40% of Il Makiage brand revenue this year. Successful product innovation has been a key driver of skin, and we expect this will continue in 2026 with our solid lineup of new product launches. Turning to SpoiledChild, which is having a strong year. We now expect the brand to grow $225 million of revenue in 2025. We are excited about our innovation lineup for 2026, including new product tests. Moving to ODDITY Labs, where our very hard work over the last two years is starting to bear fruit. We have made significant improvements over the last year to our systems, infrastructure, and teams, which we believe will translate into strong commercial discoveries. The near-term commercial impact for ODDITY Labs is increasing.

Oran Holtzman
Co-founder and CEO at ODDITY

We plan to have at least eight products with Labs' molecule on the market in 2026 for our existing brands, including four products for METHODIQ and four for Il Makiage and SpoiledChild. Beyond these eight, we have additional products planned for our brand for launch. Lastly, on tech product innovation, which is the backbone of our business and an area of continuous investment. Artificial intelligence has been a centerpiece of our tech platform since we first launched in 2018. Advances in large language models and generative AI, together with our large and growing proprietary datasets, allow us to push the frontier of how we can use machine learning to drive direct-to-consumer. We have a range of initiatives in development on this front, including commerce agents that drive conversion and satisfaction, integrating these state-of-the-art models into our advertising, creative, and other customer-facing initiatives.

Oran Holtzman
Co-founder and CEO at ODDITY

With that, I will hand it over to Lindsay.

Lindsay Drucker Mann
CFO at ODDITY

Thanks, Oran. Turning to our third quarter financial results, which I'll refer to on an adjusted basis. You can find the full reconciliation to GAAP in our press release. Q3 was another good quarter for us, setting us up for a record-breaking full-year result in 2025. ODDITY's strong financial results continue to stand out relative to our competitors. This outperformance has been driven by the strength of our direct-to-consumer model and exposure to what we see as the key durable growth vectors in the industry, which are the consumer shift online and the migration towards high-efficacy products. We grew revenue by 24% in the third quarter to $148 million, exceeding our guidance for revenue growth of between 21% and 23%. The strength was driven by double-digit online growth at both Il Makiage and SpoiledChild.

Lindsay Drucker Mann
CFO at ODDITY

Net revenue was driven by an increase in orders, while average order value declined around 1%. Average order value was impacted by NICs, including faster growth in international markets, which carry lower AOV. Repeat increased as the percentage of sales year-over-year, and our 12-month net revenue repeat cohort trends remained strong at north of 100%. Gross margins of 71.6% expanded 170 basis points versus the prior year and exceeded our guidance of 68%. We did experience some gross margin impact from the flow-through of higher tariffs during the period, but this was offset in part by cost efficiencies and favorable mix relative to our plan. We continue to expect tariff headwinds will remain manageable for the balance of 2025 and into 2026. While we have the flexibility to take pricing as needed, we have no specific price increases planned to offset tariff-related inflation.

Lindsay Drucker Mann
CFO at ODDITY

We delivered adjusted EBITDA of $29 million in the quarter, above our guidance of $26 million-$28 million. We continue to invest in our long-term growth engines, including our METHODIQ brand launch and other future brands, ODDITY Labs, and our tech platform. We had higher-than-planned media costs in the quarter and have seen the media backdrop improve as we progressed into the fourth quarter. We delivered adjusted diluted earnings per share of $0.40 compared to our guidance of $0.33-$0.36. Adjusted diluted earnings per share exclude approximately $9 million of share-based compensation expense. We delivered strong free cash flow of $90 million for the first nine months of the year. This included around $16 million of outflows related to inventory as we built inventory for METHODIQ and modified our inventory shipment timing for tariff planning purposes.

Lindsay Drucker Mann
CFO at ODDITY

We ended the quarter with $793 million of cash, cash equivalents, and investments on our balance sheet, with an additional $200 million available on our undrawn credit facilities. Turning to our outlook for 2025, after a strong first nine months, we're on track for another record-breaking fiscal year and are once again raising full-year guidance. We now expect full-year 2025 net revenue will be between $806 million and $809 million, representing between 24% and 25% year-over-year growth. We expect gross margin will be approximately 72.5%. We expect adjusted EBITDA will be between $161 million and $163 million, and we expect adjusted diluted earnings per share will be between $2.10 and $2.12, assuming no share buybacks in 2025. This full-year outlook includes our expectation that revenue in the fourth quarter will increase between 21% and 23% year-over-year. You can find more details on our Q4 outlook in our press release.

Lindsay Drucker Mann
CFO at ODDITY

With that, I'll turn the call back to the operator for questions.

Operator

Thank you. If you would like to ask a question, please press star one on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press start two if you would 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 keys. We ask that you please limit to one question. Our first question is from Dara Mohsenian with Morgan Stanley. Proceed.

Dara Mohsenian
Dara Mohsenian
Analyst at Morgan Stanley

Good morning, guys. Oran, on the base business, can you just help us unpack the 40% year-to-date growth you mentioned in international markets? Obviously, that's been a greater focus for you guys year-to-date. What have been the key geographic drivers of growth there from a country standpoint? Just as you look out to 2026, you mentioned further scaling the international business. Is that around further country penetration? Is it SpoiledChild expansion? Just the key expansion or white space opportunities as you look going forward?

Oran Holtzman
Co-founder and CEO at ODDITY

Sure. Hi, guys. The first nine months, just to put things in perspective, still 83% of revenue came from the U.S. Although international grew 40%, it is still tiny comparing to the U.S. While for others, as you know, international is approximately two-thirds of their business. For us, it's still 17%. Our plan is to continue to responsibly grow across the board in international markets. As we said in our remarks, it's a huge revenue and profit opportunity for us, and we see that it's strategically important for us. We scale international when we think it makes sense. We do not run and spend in unit acquisition just because we want to grow international or because we see softness in the U.S. The opposite, where we see opportunity, this is where we push and we get more revenue.

Oran Holtzman
Co-founder and CEO at ODDITY

This year, we grew 40%, but the objective is not just to grow the international market. In terms of countries today, existing countries, Canada, U.K., Germany, Australia, Israel, and France; new geographies are Italy, Spain, Netherlands, Ireland, Sweden, and Denmark. Markets that we are adding as testing are Japan, Mexico, Korea, Belgium, and a few others. This year, only 2% of revenue came from new countries, and 15% came from existing countries. Basically, the majority of the growth came from countries that we already were active in.

Dara Mohsenian
Dara Mohsenian
Analyst at Morgan Stanley

That's very helpful. Just one on METHODIQ, just high-level, any thoughts after you've done some testing there on how much ability the platform has to bring in new customers to the ODDITY franchise and perhaps over time indirectly drive beauty sales and cross-sell? Just as you see initial interest in the platform, how much of that is coming from your existing consumer base versus a new consumer base? Thanks.

Oran Holtzman
Co-founder and CEO at ODDITY

Every new country is completely new because we don't have users there. That's why in terms of cost, it costs more because we don't have any existing users.

Lindsay Drucker Mann
CFO at ODDITY

Oran, his question's on METHODIQ. The question's on METHODIQ, right, Dara?

Oran Holtzman
Co-founder and CEO at ODDITY

Sorry. I could not hear you. Yeah, sorry. In terms of METHODIQ, yes, of course. Like SpoiledChild, when we started, the majority of revenue came from Il Makiage, and we expect that a decent percentage will come from Il Makiage and SpoiledChild for METHODIQ. Of course, we are also doing user acquisition because we want to expand our user base. It will be mixed. Over time, of course, when the brand grows, then we will have more acquisition, but we are doing both.

Oran Holtzman
Co-founder and CEO at ODDITY

Okay, great. Thank you, guys.

Oran Holtzman
Co-founder and CEO at ODDITY

Our next question is from Anna Lizzul with Bank of America. Please proceed.

Anna Lizzul
Anna Lizzul
VP and Equity Research at Bank of America

Hi, good morning. Thank you so much for the question. On METHODIQ, just wondering in terms of how we should be thinking about this brand for 2026, just wondering if you can continue to elaborate on how you're thinking about new customer acquisition for METHODIQ, just how can we think about it incrementally versus SpoiledChild and Il Makiage? Just in terms of the investments that you're making, we previously expected, I guess, a larger headwind on the second half in SG&A, and the guidance for Q4 implies that this might not be as bad as we previously expected. I was wondering if you can comment on this also for the beginning of 2026 in the context of the new brand launch. Thank you so much.

Oran Holtzman
Co-founder and CEO at ODDITY

I would start with high-level.

Maria Lycouris
Investor Relations at ODDITY

Oh, I'm sorry.

Oran Holtzman
Co-founder and CEO at ODDITY

I would start with high-level. Our expectation from METHODIQ brand three is to scale faster than SpoiledChild, which was one of the best B2C launches of all time. Our expectation here is to see even bigger numbers. In terms of contribution, due to the fact that it's relatively small, no matter SpoiledChild did $25 million in year one, even if we do a bit more, still comparing to our next year revenue goal is still tiny. Lindsay, if you want to touch regarding contribution for both top-line and bottom-line with METHODIQ.

Lindsay Drucker Mann
CFO at ODDITY

Yeah, no, that's right. We haven't given—we're not ready to give any specific plans for 2026 for METHODIQ. Of course, as we look long-term, we're extremely bullish about the brand. This is a telehealth platform that really reimagines what medical care would look like if it was built entirely around the customer. Oran talked about the world-class treatments we've put together, highest standards of care, truly personalized to the individual, and broadly available to everyone available online. We're starting in dermatology. That's the focus for us right now, a market that we understand really well because we've got around half of our Il Makiage and SpoiledChild users on the ODDITY platform that tell us they have issues like acne and dark spots and eczema. It is a nice place for us to begin, as we said with the earlier question.

Lindsay Drucker Mann
CFO at ODDITY

There is truly nothing like it on the market. We are very, very bullish, but we are in very early stages. We had our soft launch on time in the third quarter. We just launched formally this week. A lot of very strong early signals, but still lots of work for us to do before we figure out our plans in terms of timing of scaling, etc. We are really excited. As far as the SG&A implied guidance for Q4 versus prior, I guess what I would say is historically we like to guide to revenue and EBITDA. From a gross margin perspective, we always give the team a lot of flexibility. We try to guide conservatively that allows them to kind of chase whatever products from a DC margin perspective. That is gross margin after media spend. That is how we evaluate the business.

Lindsay Drucker Mann
CFO at ODDITY

We want them to have lots of flexibility to go after the right DC margin or other products that from a strategy perspective we're focused on. Gross margin is not an internal focus metric. As a result, for our guidance, we try to walk you guys to a place where we feel really comfortable we can deliver, and we've historically delivered a bit better, but we're always managing towards that revenue and EBITDA figure. I wouldn't read too much into that. We still have some nice investment planned for all of our growth initiatives, including METHODIQ, in the fourth quarter. We talked about growth investments in the first half of 2026 on our prior call.

Anna Lizzul
Anna Lizzul
VP and Equity Research at Bank of America

Great. Thank you so much.

Operator

Our next question is from Youssef Squali with Truist Securities. Please proceed.

Youssef Squali
Youssef Squali
Managing Director and Global Head of Internet and Media Equity Research at Truist Securities

Good morning. Thank you for taking the question. I have two, maybe just starting with one that were on. We've seen a pretty mixed bag of earnings from various consumer-oriented companies this earnings season. I think you alluded to that a little bit in your prepared remarks. Can you maybe speak to your views about the health of the U.S. consumer right now and some of the things that you guys are doing in particular just to help ODDITY buck that trend? I have another question.

Oran Holtzman
Co-founder and CEO at ODDITY

Sure. Yeah. We see what you guys see regarding softness from the outside. Internally, as you can see based on our results, revenue is still according to plan, even better. Margins are strong. This is despite the fact that we see higher acquisition cost. The main reason that we can offset it is just the massive repeat that we have. When I try to think about a way to think or to answer regarding softness, the first thing that I look at is obviously acquisition, but the second part is repeat. Yes, acquisition is higher, but repeat is getting way higher every quarter. Therefore, we are not impacted.

Youssef Squali
Youssef Squali
Managing Director and Global Head of Internet and Media Equity Research at Truist Securities

Okay. Okay. That's great to hear. Lindsay, I know you're not guiding quite yet to 2026, but is the growth algo for 2026 any different from what we've expected or what we've heard from you guys up until this point, which is committing to basically 20% top line or that 20% adjusted EBITDA margins? Maybe within that, maybe just talk about the marketing efficiency in the business that you're seeing. Thank you.

Lindsay Drucker Mann
CFO at ODDITY

Yeah. We're not ready to give 2026 specific guidance. We'll give that when we issue our Q4 earnings results. There's no change to our algorithm of 20% revenue growth and 20% adjusted EBITDA margin. You heard Oran reiterate in his remarks earlier that the other sort of medium-term guidance that we've given for Il Makiage to deliver a billion dollars by 2028, there's no change to that either. Business continues to be on a very healthy footing. As far as media efficiency goes, you heard Oran comment. We did have some higher acquisition cost. In my remarks, I mentioned the environment has actually improved for us as we've gotten into the fourth quarter. Overall, SG&A in the third quarter was up around 30%, and that's including some of the increased spending initiatives that we have, for example, for METHODIQ, ODDITY Labs, etc.

Lindsay Drucker Mann
CFO at ODDITY

It has been very manageable for us, and we're feeling really good as we head into Q4.

Youssef Squali
Youssef Squali
Managing Director and Global Head of Internet and Media Equity Research at Truist Securities

Okay. That's great. Thank you both.

Oran Holtzman
Co-founder and CEO at ODDITY

Thank you.

Operator

Our next question is from Andrew Boone with Citizens. Please proceed.

Andrew Boone
Andrew Boone
Managing Director at Citizens

Thanks so much for taking the question. Lindsay, as we think about METHODIQ being added to the model, is there anything that we should keep in mind in terms of the different financial profile, whether that be different AOVs, whether that be different margin profiles? Is there anything we should be considering as we think about the next three years and layering in that brand? On ODDITY Labs, it's great to see molecules start to contribute to the portfolio in 2026. Can you guys just help us understand what the expectation is of proprietary molecules? It feels like a step function change in terms of what you guys can bring to market. How do we think about that? What's the path beyond those eight initial products? How do we think beyond this first step? Thank you.

Lindsay Drucker Mann
CFO at ODDITY

Oran, you want me to start?

Oran Holtzman
Co-founder and CEO at ODDITY

Yes, please.

Lindsay Drucker Mann
CFO at ODDITY

In terms of financial profile for METHODIQ, over the long term, we see this brand in a very similar framework that we think about with both Il Makiage and SpoiledChild. Those are brands that will support long-term compounding 20% revenue growth and 20% adjusted EBITDA margin. Very healthy unit economics that we see for the category in general and that we think METHODIQ will deliver, especially as it relates to repeat and other KPIs that build into LPV. I think for the prescription product in particular, we will have lower gross margins, especially at first. We are always quite inefficient on the gross margin side when we launch a business. In the case of prescription for METHODIQ, because you have the third-party physician network and also the compounding pharmacies, those are extra costs for us.

Lindsay Drucker Mann
CFO at ODDITY

The business we expect will be mostly not prescription, but you do have some of the prescription cost input that will impact on the gross margin side. However, we think you're going to have a really nice repeat business there that drives healthy DTC margin. Probably too early to say much else, but we look forward to sharing a bit more as we progress post-launch in 2026. As it relates to ODDITY Labs, maybe I'll start, and Oran, if you want to add additionally. As you guys know, in 2024, we made a strategic pivot with Labs where we decided to extend our development timelines in order to focus on delivering molecules that had much higher efficacy and far superior performance characteristics than what was on the market today.

Lindsay Drucker Mann
CFO at ODDITY

We knew that would delay some of the timing of certain launches, but we thought it was a really smart trade-off to make because we believed that we could produce things that were way better. Now you're starting to see the fruits of that labor. As we said, we expect in 2026 that just for our existing brands, we'll have eight products on the market, including four for METHODIQ. I would describe the METHODIQ brand's products, some of them extremely innovative, addressing very important needs for the consumer. We're really, really excited about that. We have even additional—we have a lot in the pipeline, including some molecules that we expect will be delivered with Brand 4 and more beyond.

Lindsay Drucker Mann
CFO at ODDITY

I would just say super happy to see the level of improvement that we got out of the work that we put into ODDITY Labs.

Oran Holtzman
Co-founder and CEO at ODDITY

I would just add that when we started Labs, we built it. We started then, we built it again. It was hard because the first time that we've done something like it. The fact that you see so many products and so many molecules coming to market this year just shows that what we've done was the right thing, and there is real progress in Labs. We expect to see the same pace and even higher in the next few years. The fact that both METHODIQ and our Il Makiage and SpoiledChild brands are going to get molecules this year is very encouraging. Again, just shows the strength and the progress that we've done, which is significant in the past year-and-a-half.

Andrew Boone
Andrew Boone
Managing Director at Citizens

Thank you.

Operator

Our next question is from Corey Carpenter with JPMorgan. Please proceed.

Cory Carpenter
Cory Carpenter
Internet & Video Games Equity Research at JPMorgan

Hey, good morning. I have two, Lindsay, probably both for you. Just hoping to expand on the comments around the media environment and the higher acquisition cost now going a little lower. Anything in particular to call out on the search channel? Capital allocation, you have a healthy cash balance. You have not purchased shares since the convert earlier this year. Maybe if you could just refresh us on your capital allocation priorities. Thank you.

Lindsay Drucker Mann
CFO at ODDITY

Sure. On the media side, media costs, as we've said before, they tend to get more expensive every year, but we are able to offset them really effectively with higher repeat and also other unlocks across our KPIs, including conversion and other things that we focus on. This has allowed us to deliver a very healthy, sustained, profitable business, and repeat's running at around, call it two-thirds of our overall business. We are really pleased to see that I discussed the net revenue repeat cohorts, like the 12-month cohorts and the cohorts that we examine continue to be really, really strong. We think you're still seeing a healthy consumer environment and a solid environment for us to continue to deliver. As far as our cash position goes, we're in a very strong position, almost $800 million of cash equivalents and investments on our balance sheet today.

Lindsay Drucker Mann
CFO at ODDITY

We posted the convertible earlier this year. We view this as really efficient, patient capital for us that we have flexibility to do what we want with. We, of course, have the opportunity to deploy it for buybacks. We have the opportunity to deploy it for M&A, and we feel like we're in a really strong position where we can be patient and selective about what we use it for.

Cory Carpenter
Cory Carpenter
Internet & Video Games Equity Research at JPMorgan

Great. Thank you.

Operator

Our next question is from Ryan McDonald with Needham & Company. Please proceed.

Ryan MacDonald
Senior Analyst at Needham and Company

Hi. Thanks for taking my question. Congrats on a great quarter. As you look at the international success and into the test market, can you talk about how replicable the data model in terms of targeting subscribers and new users and then sort of identifying maybe more local or geographic differences in terms of what their needs product-wise might be just as you continue to scale that international efforts? Is your intent to immediately go international with METHODIQ right away, or are you going to take sort of a more measured sort of region-by-region approach like you've done with other brands in the past? Thanks.

Oran Holtzman
Co-founder and CEO at ODDITY

Sure. First of all, regarding METHODIQ, we start only U.S. It's complex enough without international. By the way, SpoiledChild was the same for the first almost three years. We did not even test international. We plan to do the same with METHODIQ. I'm not sure it's going to be three years, but I do not think it's going to be way less than that. Regarding international and exactly what you said, that's the reason why we do tests. When I said tests, we open market with a localized website and start to spend media against new users in those countries and to ship products. Based on that, we see satisfaction. We see repeat. We see unit economic. Then we decide if this market is suitable for us or not. That's what we've done for the past two-and-a-half years.

Operator

Our next question is from Scott Schoenhaus with KeyBanc Capital Markets. Please proceed.

Scott Schoenhaus
Scott Schoenhaus
Equity Research at Keybanc Capital Markets

Hey, team. Thanks for taking my question. On METHODIQ here, Lindsay, you mentioned the majority of revenues were going to be volumes were coming from the non-prescription side versus prescription. Are the molecules, those four molecules, also going to be for non-prescription versus prescription? As a follow-up, on the prescription side, the physician network that you've built, there's clearly a shortage of dermatologists. This is an asset. How are you thinking about deploying technology to leverage more dermatologists on your network for patients? Thank you.

Lindsay Drucker Mann
CFO at ODDITY

Thanks, Scott. The four products are not prescription. They're a combination of OTC and cosmetic. Again, we're really excited to have them out there, but those are not prescription products. In fact, for ODDITY Labs, we're not for the most part. Certainly in the near to medium term, you won't see anything that's prescription coming from ODDITY Labs. That will all be either OTC or cosmetic. In terms of our physician network, we are currently plugged into third parties to help us with that. We have not brought that in-house, but we have the opportunity to do so for cost efficiency reasons down the road if we decide to do it. The networks we're using now, we're using all physicians at the moment, not all dermatologists, but all board-certified physicians.

Lindsay Drucker Mann
CFO at ODDITY

We can, of course, scale that to NPs and other medical care practitioners down the road. There is the opportunity for that, but we are starting with all physicians as we build that and learn. I think from a technology standpoint, it is really us building capabilities that allow the network of clinicians to get the strongest signals possible to help inform treatment decisions based on the inputs that we take. Basically, when you are going through the METHODIQ intake and onboarding funnel, we are picking up on the contextual real pathways and real signals, the same thing that you would look for if you were in an office, right? You are looking at questions about demographics, hormonality, history, and that kind of stuff.

Lindsay Drucker Mann
CFO at ODDITY

Meanwhile, the vision tools are picking up signals like number of lesions, intensity, and those kinds of signals that are really helpful for a clinician when making a decision about treatment outcomes. That is a really important part of our technology. Also, just integrating our records directly with the provider systems that help operate the clinician interface and help them to integrate with our tools. I think finally, within the METHODIQ app, the ability to get feedback, progress tracking, and to chat directly with your clinician to help drive things like confidence and, most importantly, compliance and success. Those are enormous ways we're using technology to drive the outcomes that we want.

Scott Schoenhaus
Scott Schoenhaus
Equity Research at Keybanc Capital Markets

Perfect. Thank you so much.

Operator

Our next question is from Bonnie Herzog with Goldman Sachs. Please proceed.

Bonnie Herzog
Bonnie Herzog
Managing Director at Goldman Sachs

All right. Thank you. Good morning. I just have a question on Il Makiage and SpoiledChild. Growth in the U.S. remains strong double digits for these brands, but it has moderated year to date versus last year. Could you talk about what's driving this and if the low 20% growth in the U.S. for these two brands is doable over the next few years, or should we expect a continued slowdown? I guess I'm asking especially for Il Makiage. Also, could you touch on repeat rates for the brands and if these rates are also moderating? Thank you.

Oran Holtzman
Co-founder and CEO at ODDITY

Yeah. Lindsay, I'll start by saying.

Lindsay Drucker Mann
CFO at ODDITY

Go ahead.

Oran Holtzman
Co-founder and CEO at ODDITY

Yeah. I would just start by saying that, as I mentioned before, we manage growth across brands and geographies. I do not wake up tomorrow and say, "Today, I need to see 25% Il Makiage in the US." We look more broader, and we maximize the potential based on what we see in real time. If Germany is working better at a specific day, this is where we push more, and vice versa with SpoiledChild. Lindsay, do you want to touch repeat?

Lindsay Drucker Mann
CFO at ODDITY

Yeah. I mean, just to add on that, we're driving growth at the ODDITY level, and our growth targets, we're managing growth towards 20%. We don't want to grow faster than that. Ever since our IPO, we have been very clear and explicit about our plans to sustain 20% compounded durable growth. That's exactly what we've been delivering on, and we're managing it at the ODDITY level, and we'll pull different levers within the different brands. Specific to Il Makiage, our target is to get to $1 billion by 2028. We've always talked about international being an important piece of that. You're seeing us flex on the international part now. At the same time, we want to make sure we're feeding SpoiledChild, and now we have a third baby to give oxygen to.

Lindsay Drucker Mann
CFO at ODDITY

We're managing it as a portfolio in order to deliver an overall ODDITY level growth. I think in terms of repeat, no, repeats continue to be very, very strong.

Bonnie Herzog
Bonnie Herzog
Managing Director at Goldman Sachs

All right. Thank you.

Oran Holtzman
Co-founder and CEO at ODDITY

Our next question is from Georgia Anderson with Evercore ISI. Please proceed.

Georgia Anderson
Georgia Anderson
Equity Research Analyst at Evercore ISI

Hi. I was wondering if you could talk a little bit about the TAM for METHODIQ. Are you guys kind of defining this as all chronic skin sufferers in the U.S. or globally, or is it a narrow cohort, acne or eczema patients who are willing to pay out of pocket? In terms of measuring success of the brand, do you have any milestones or KPIs that would give you confidence that METHODIQ is scaling towards its full TAM? Thank you.

Oran Holtzman
Co-founder and CEO at ODDITY

Lindsay, I'll start with the KPIs, and you'll talk about them.

Lindsay Drucker Mann
CFO at ODDITY

Yep.

Oran Holtzman
Co-founder and CEO at ODDITY

We saw floods in September, official launch this week. Of course, very early. Based on what we see earlier, the demand is there. The KPIs that we look at now are user acquisition, repeat, app downloads, open rates, weekly check-ins. When we see that those KPIs as we envision they are, then we will start scaling.

Lindsay Drucker Mann
CFO at ODDITY

In terms of the TAM, the right way we think to look at this is number of people rather than dollar size. The reason for that is because it's such a high-friction market and one that hasn't been run well that we think if you actually can unleash some technology that leads to better outcomes and easier outcomes for people to access, you're going to see the overall market grow. For these chronic skin conditions like acne and hyperpigmentation and eczema, I mean, your solutions are, number one, go to a dermatologist. Aaron talked about two-thirds of U.S. counties don't even have a dermatologist. Your average wait times are over a month. People spend hours commuting to, from, plus sitting in the waiting room and waiting for a doctor's office. It's a real pain in the neck, and it's not a great experience.

Lindsay Drucker Mann
CFO at ODDITY

It is something people avoid. Your alternative of going to the drugstore, bouncing around with low-efficacy products that do not really work, has overall stifled the total potential size of the markets. We think that by really opening up this much better user experience, highest standards of care, world-class treatments made available easily to everybody online, you are actually going to see the overall market size grow. That is why we are unleashing. We think it is probably the biggest wave of innovation to dermatology in decades and maybe ever. We are really excited about it. If you look at just the number of the people, which is what we think is the right way to look at it, in America, you have got 50 million Americans, around 50 million with acne, around 30 million with dark spots/hyperpigmentation, around 30 million with eczema.

Lindsay Drucker Mann
CFO at ODDITY

On our platform alone, we see the deep prevalence of these issues. A lot of people are buying foundation from Il Makiage already to cover them up. It is a natural place now that we have new tools and an effective way to address it for us to expand into.

Georgia Anderson
Georgia Anderson
Equity Research Analyst at Evercore ISI

Got it. Thank you for all the color.

Operator

Our next question is from Lauren Lieberman with Barclays. Please proceed.

Lauren Lieberman
Lauren Lieberman
Equnity Research Analyst at Barclays

Great. Thanks so much. I was just curious to talk a little bit about launch plans for METHODIQ and sort of learnings maybe from Spoiled because I recall that you did billboards for Spoiled. I see that you're doing it for METHODIQ. You talked about it being sort of the biggest—I think you said biggest—TikTok activation. Just curious about how you made decisions around the non-online portions of the launch and for how long you expect to have these kind of big TikTok activations going on because it's something, right? You get lots of attention. It fades. How should we think about that ongoing TikTok activation to get the brand awareness up? Thanks.

Oran Holtzman
Co-founder and CEO at ODDITY

Sure. It is the third brand that we are launching, and we have done the same more or less with all three: offline activation, out of the gate for Il Makiage, SpoiledChild. Now in New York City, we have the same with METHODIQ. Regarding TikTok, yes, it is the biggest campaign that we have done so far. We started now, and we plan to continue until end of Q1.

Operator

Our next question is from Brian Tim Quilla with Jefferies. Please proceed.

Brian Tanquilut
Senior Equity Research Analyst at Jeffries

Hey, good afternoon. Good morning, guys. Congrats on the quarter. Maybe I'll follow up on Bonnie's question from earlier. As I think through the makeup of the growth rate for the quarter, very strong growth, obviously. How should we be thinking about volume versus pricing versus mix in that growth rate for the different product lines?

Lindsay Drucker Mann
CFO at ODDITY

The biggest driver of the vast majority of our revenue is driven just purely by orders. AOV was down around 1%, so essentially flat. Order growth historically and in the future will be the dominant driver of our revenue growth.

Brian Tanquilut
Senior Equity Research Analyst at Jeffries

Understand. If I may ask a follow-up, my follow-up question would just be, as we think about METHODIQ, is this going to be primarily a compounded drug product offering, or is there a non-compounded version here? How should we be thinking about margin differentials between the two if that was the case? Thanks.

Lindsay Drucker Mann
CFO at ODDITY

The business today is a combination of non-prescription and prescription. Like we've said, we think the prescription will be the smaller part of the business. Within the prescription, we're contemplating compounded products today, with potential in the future, of course, to evolve, but that's the business model now.

Brian Tanquilut
Senior Equity Research Analyst at Jeffries

Perfect. Thanks.

Operator

We have reached the end of our question and answer session. I would like to turn the conference back over to Oran for closing remarks.

Oran Holtzman
Co-founder and CEO at ODDITY

Thank you very much for joining us today. See you next quarter, guys. Bye-bye.

Operator

Thank you. This will conclude today's conference. You may disconnect your lines at this time, and thank you for your participation.

Analysts
    • Brian Tanquilut
      Senior Equity Research Analyst at Jeffries
    • Oran Holtzman
      Co-founder and CEO at ODDITY
    • Lauren Lieberman
      Equnity Research Analyst at Barclays
    • Maria Lycouris
      Investor Relations at ODDITY
    • Ryan MacDonald
      Senior Analyst at Needham and Company
    • Cory Carpenter
      Internet & Video Games Equity Research at JPMorgan
    • Andrew Boone
      Managing Director at Citizens
    • Dara Mohsenian
      Analyst at Morgan Stanley
    • Georgia Anderson
      Equity Research Analyst at Evercore ISI
    • Youssef Squali
      Managing Director and Global Head of Internet and Media Equity Research at Truist Securities
    • Bonnie Herzog
      Managing Director at Goldman Sachs
    • Anna Lizzul
      VP and Equity Research at Bank of America
    • Lindsay Drucker Mann
      CFO at ODDITY
    • Scott Schoenhaus
      Equity Research at Keybanc Capital Markets
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