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How Vacation Made Sunscreen Fun Again; Colbert Cancellation Spotlights Sorry State of Late-Night TV; The 60-Year-Old Beauty Exec Winning Gen Z

By Nat Ives

 

Welcome back. Today, three friends build a multimillion-dollar brand by channeling the ’80s; late night isn’t looking great for broadcast TV; and e.l.f Beauty builds its following among teens and 20somethings with a staff that’s often not much older.

Three men, the founders of Vacation sunscreen, sit for a photo on the beach and laugh

Vacation co-founders (from left) Dakota Green, Lach Hall and Marty Bell sold their first bottle of sunscreen in 2021. Target says the brand is one of its top sellers in the category. Photo: Marca Noir

Vacation, a pandemic-born personal-care startup, has pursued a simple strategy to clear space in its core category, Katie Deighton writes: putting the fun back in sunscreen.

The founders thought sunscreen had become boring since people stopped using tanning mirrors and started worrying about cancer.

So Vacation’s branding looks like the love child of Margaritaville and Club Med. Discount pop-ups on its website evoke magazine coupons from 1986, down to the dotted lines. Its SPF 30 mousse comes in a whipped-cream can. And the handle on its new 20-ounce “jug” detaches to be worn as a bracelet.

The result has been serious business, enough to be a top suncare brand at Target, predict $80 million in revenue this year and declare itself profitable.

Vacation intends to maintain its brand personality as it grows, co-founder Lach Hall said, citing an ongoing brief for “wild” ideas. “No one,” he said, “was going to tell us that sunscreen mousse was the next big thing.”

 
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4 Strategies to Maximize the Benefits of Centralized Customer Insights

With the right structure, tools, and processes, a centralized customer insights team can enable companies to unlock new opportunities for growth. Read More

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The Financial Case

An illustration shows a late-night desk, guest's chair and a boom mic against a black background

The Writers Guild of America has asked the New York attorney general to investigate whether ‘The Late Show’ was canceled to please President Trump. Illustration: Alexandra Citrin-Safadi/WSJ

Whether or not CBS axed “The Late Show With Stephen Colbert” for “purely” financial reasons, it’s clear that business could be at least one.

“The Late Show” was profitable as recently as a few years ago, but now loses about $40 million a year, Joe Flint and John Jurgensen report.

Its budget includes a live band, a staff of around 200 and Colbert’s annual $20 million salary, according to a person familiar with the show.

Late-night shows have been one of the most enduring formats in television. Into the 2000s, high profit margins and cultural clout helped fuel the so-called late-night wars between David Letterman and Jay Leno.

Then the web changed everything. Younger viewers fled, pursued by brands.

An illustration shows the YouTube logo looming over the Hollywood sign

Illustration: Joe Magee

Is it all coming down to YouTube and Netflix? How YouTube won the battle for TV viewers. [WSJ]

Netflix is running out of worlds to conquer. [WSJ]

 

Section Name

“They’re looking for recommendations from ChatGPT in the aisle.”

— Tara Loftis, global president of skincare at Galderma and global head of Cetaphil, on the shopping habits of Gen Z. Cetaphil is adapting its digital strategy to try to show up more often, clearly and credibly to AI models.
 

Listening Skills

Tarang Amin in front of an e.l.f. Beauty

Tarang Amin, the CEO of e.l.f. Beauty, gets help cracking the code on Gen Z shoppers from the company’s ranks of Gen Z workers. Photo: Carolyn Fong for WSJ

E.l.f. Beauty has won many devoted fans in their teens and 20s partly because its CEO listens to his younger employees, Ray A. Smith writes.

“We’ve never had to do a focus group in the history of this company, because our team, they are our community,” said Tarang Amin, 60.

Three-quarters of the company’s 650 “e.l.f.z,” as it calls its staff, are in their 20s and 30s, and most are women.

Amin says it was a few Gen Z workers in Los Angeles who came up with the idea to connect with Oliver Widger, who had amassed a following of 1.3 million Tiktokers after quitting his corporate job to sail around the world. Widger wasn’t your typical makeup influencer, but that was the point.

During the first leg of his trip, e.l.f. airdropped a care package including cat treats, sunscreen and sandwiches to Widger, who quickly posted about it.

At first Amin, a former P&G marketing director, was worried the package didn’t have e.l.f. branding. “The Gen Z employees, they’re like, ‘No, no, Tarang. We don’t need to brand it. That’s what a big company would do,’” he said. “‘The word will get out there.’ ”

 

The Magic Number

$2.58

Amazon’s price on a can of Campbell’s New England Clam Chowder on July 1, up 30% from Jan. 20. The e-commerce giant has raised prices on many low-cost products in the five months since President Trump first announced sweeping tariffs, a Wall Street Journal analysis found, despite its April pledge to hold the line.

 

Keep Reading

President Trump walks in a hallway with red carpeting and chandeliers

President Trump says a letter and drawing to Jeffrey Epstein described by The Wall Street Journal doesn’t exist. Photo: Brendan Smialowski/AFP/Getty Images

President Trump filed a lawsuit against the publisher of The Wall Street Journal, alleging the newspaper defamed him in an article about a birthday letter for Jeffrey Epstein. [WSJ] 

Brands including Ryanair, Tesla, Netflix and Paramount Pictures took the Coldplay couple’s national embarrassment as an opportunity to get a little brand buzz in social media. [PR Week] 

Executives and others close to software company Palantir are raising money for Founders Films, a new production company to make movies “about American exceptionalism” and that “name America’s enemies.” [Semafor]

Nike’s Jordan Brand released a two-and-a-half-minute musical ad starring NBA and WNBA players such as Jayson Tatum, Gabby Williams, Luka Doncic and Kiki Rice in a basketball-themed version of “It’s the Hard Knock Life.” [The Drum]

Nike, Coach, AT&T, Gatorade and other sponsors came to play at the WNBA’s All-Star Weekend. [Reuters]

The founder of “clothing-as-a-service” startup CaaStle was charged with defrauding investors out of $300 million by allegedly misrepresenting the company’s finances. Her lawyers called the indictment “incomplete and very distorted.” [ABC News] 

The new wave in spa treatments features light shows, sound waves, VR displays and other digital effects designed to soothe customers struggling with frayed attention spans. [WSJ] 

The pilot and sky diver Felix Baumgartner, who broke the sound barrier after jumping from more than 128,000 feet in a stunt sponsored by Red Bull, died in a paragliding accident in Italy. [NYT]

 
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We bring you the most important (and intriguing) marketing and experience news every day. Write me at nat.ives@wsj.com any time with feedback on the newsletter or comments on specific items. We want to hear from you.

And follow the CMO Today team on X: @wsjCMO, @megancgraham, @dollydeighton, @patrickcoffee and @natives.
 
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