With the advent of charge cards, Estée Lauder fought to get her products in department stores to benefit from impulse purchases

As part of her sales strategy, Estée Lauder personally demonstrated her early products at hair salons

Estée Lauder differentiated itself from other luxury cosmetics brands (including those helmed by the fiercely competitive Helena Rubinstein and Elizabeth Arden) partly through its product demonstrations. Lauder believed that actually touching her customers' faces to show them both how the product worked and how to use it was an essential part of her sales pitch.

'Telephone, telegraph, tell a woman:' Listen to Estée Lauder's legendary vision for word-of-mouth marketing

Without a large advertising budget, Lauder focused her marketing strategy on making high-quality products that women would love enough to tell their friends about. Those friends would later inevitably buy Estée Lauder products.

Estée Lauder's family ran a hardware store in Corona, Queens

Estée Lauder grew up organizing the storefront window of her father's hardware store, which her family lived above. Lauder was reportedly a natural salesperson, and her experience working with her father is frequently cited as her earliest business training.

When a Paris department store hesitated to sell Estée Lauder's perfume, she 'accidentally' broke a bottle, causing the smell to spread throughout the store and shoppers to start asking to buy the scent.

Read Time Magazine's profile of Estée Lauder—the only woman named to a list of the most influential business leaders of the 20th century

Time Magazine's 1998 profile of Estée Lauder credited much of Lauder's global success to her incredible work ethic and her dedication to creating the highest-quality products, even if those products weren't trendy.

Explore old photos of Estée Lauder's life

Despite her humble upbringing, Estée Lauder's love of beauty and glamour helped propel her social climb. Lauder became friends with many elites over the course of her life—including the late Princess Diana—owned homes in the Hamptons and the South of France, and turned her family business into a cosmetic empire. (Some users may experience a paywall.)

Estée Lauder used wealthy people's bathrooms to curate the color of the jars her products were sold in

While Lauder herself was just starting her cosmetics empire, she knew wealthy people who could afford high-quality products would always be her target market. In order to make her products as appealing to this market as possible, Lauder held up different colors of glass bottles in people's bathrooms to see what would look best with their decorations before landing on a turquoise bottle with a gold cap.

Estée Lauder's son, Leonard Lauder, transformed Estée Lauder into a global powerhouse

Leonard Lauder became president of Estée Lauder Companies in 1972 and is credited with much of the brand's expansion. Under his leadership, the company launched new lines like Aramis and acquired luxury brands to bolster its position in the luxury beauty market.

Estée Lauder once broke a bottle of the hit perfume 'Youth Dew' to convince French department stores to carry the product

Youth Dew, originally launched in 1953 as a bath oil, was wildly successful in the American market and one of the early products that cemented Estée Lauder as a luxury cosmetics brand. When the Galeries Lafayette in Paris hesitated to sell the perfume, Lauder "accidentally" broke a bottle of Youth Dew, causing the smell to spread throughout the department store. Shoppers began asking for the scent, and the department store agreed to sell it.

Explore the brands owned by Estée Lauder Companies

While Estée Lauder remains the flagship brand and namesake of the cosmetic conglomerate, the company owns more than 20 premier brands. Some of the brands—like Clinique and Origin—were created in-house, but others—like Tom Ford and Jo Malone—are a result of the company's acquisition strategy, which often targets companies with high-end retail products.

Estée Lauder divorced and later remarried Joseph Lauder, her husband and business partner

After first marrying in 1933, Estée Lauder divorced Joseph Lauder, primarily because he wasn't as driven and ambitious as Estée. They ultimately remarried in 1942 and were rarely seen apart. While Estée was a visionary leader for the company, Joseph handled much of the behind-the-scenes work.

To ward off competition from Revlon, Estée Lauder launched Clinique—the first dermatologist-approved skincare line—in 1968

Clinique launched in 1968 as an entire product line, as opposed to just a single product, which was rare for cosmetics brands at the time. Clinique marked Estée Lauder's first venture into a younger, less luxury-oriented retail market.

One of LVMH's key business innovations was widening the luxury market's target audience

While certain items under the LVMH umbrella can cost thousands of dollars, like large Louis Vuitton bags, others, like coin purses or lipstick, cost significantly less. Some argue that these comparatively lower-priced items allows LVMH's target audience to be much larger in size than it would have been if it only targeted the world's wealthiest shoppers, whereas others argue that it makes the brand more vulnerable to economic downturns.

Macy’s revolutionized retail with fixed pricing, pay-upfront policies, and marketing

The brand soon grew into a cultural icon, hosting the first in-store Santa in 1862, and launching the Macy’s Thanksgiving Day Parade in 1924, now a holiday staple. Its flagship Herald Square store became the world’s largest, and its festive window displays set a new standard for holiday celebrations.

Dollar stores often place staple items at the back of the store

This forces customers to encounter other, less-necessary items on their way there, leading to impulse buys. This video explains other ways that dollar stores make money while selling extremely cheap products, keeping dollar store profit margins relatively high.

Esther Howland built a Valentine's Day card empire in 19th-century New England

In 1849, Howland launched her card business, the New England Valentine Company, in her home, staffing an assembly line with her friends, who'd piece together the intricate valentines. The cards were elaborately decorated, with silk, lace, and romantic verse. Howland's annual sales eventually grew to $100K and helped popularize the holiday in the US.

How Sears helped create Discover Card

Sears owned the financial services company Dean Witter, which rolled out the Discover Card in 1986. The Discover Card is just one of many Sears inventions that seems to have outlasted Sears’ peak popularity, including Allstate Insurance and the clothing brand Lands End.

American Express debuted its first charge card in 1958 to give travelers access to cash abroad

The original American Express charge card was made of purple paperboard and allowed customers to book travel. Unlike credit cards, the card's balance had to be entirely paid off each month. When the card first launched, 250,000 customers used it, and 17,500 companies had agreed to accept it.

Advent calendars have become a major seasonal driver for brands

Companies now treat Advent calendars as key holiday products, expanding production as demand surges across categories. Retail data shows beauty and self-care calendars consistently rank among the most popular, as some brands report selling out yearly, and retailers order months in advance.

Jane Maas was one of the first prominent female ad executives on Madison Avenue

Jane Maas started as a copywriter at the advertising agency Ogilvy & Mather in 1964. She’s known for working on the famous "I Heart NY" tourism campaign alongside artist Milton Glaser. This interview provides a glimpse into what life was like for women like her on Madison Avenue.

Gap and Sephora now accept BNPL, despite paying up to 8% per sale

Despite these merchants paying roughly 2% to 8% of each sale's cost (more than they pay for most credit card processing fees), they're signing on, in part, because BNPL can help them improve their conversion rates at checkout.

The most expensive ad of all time was for Chanel No. 5 perfume and cost roughly $33M to produce in 2004—about $57M in today's dollars.

How Mary Cassatt helped establish the legacy of the Impressionists

The painter encouraged the wealthy New Yorker, Louisine Havemeyer, to visit Paris, where she introduced her to the work of the Impressionists. The Havemeyer family purchased over 200 Impressionist works, which were eventually donated to the Metropolitan Museum of Art, effectively enshrining the movement in the public consciousness.

Claire's has filed for bankruptcy multiple times

Between competition from online retailers such as Shein and Temu, and too many physical stores for today's retail climate, Claire's has had a difficult time modernizing.

Girl Scout cookies are so successful because buying them feels like giving to charity

The program generates $800M a year not because the cookies are exceptional, but because the salesforce makes refusal feel like a moral failure.

Amazon's success is attributable, in large part, to founder Jeff Bezos’ vision

Bezos parlayed a career on Wall Street into founding an online bookstore that would evolve into the largest online retailer in the world. Bezos’ story is characterized by his relentless focus on innovation and on the customer experience at Amazon.

Electronic trading transformed investing, ushering in a new era for retail investors in which average Americans could research stocks online and then use early platforms like StreetSmart and E-Trade to conduct their transactions

In the early 1990s, stock brokerages knew that online trading would be a great equalizer, creating opportunities for more individuals to buy and sell stocks.

Up to a million Girl Scouts sell about 200 million cookie boxes every spring, generating $800 million, largely because refusing a child is frowned upon

In its famous catalog, Sears sold $600 DIY house kits from 1908 through the 1940s, resulting in an estimated 100,000 'Sears and Roebuck homes.'

Hedge funds, the private investment firms that trade a wide swath of financial assets, make money by imposing steep fees on investors and from the fund's investment performance.

US consumers collectively owe more than $1T to credit card companies—almost as much as they owe in auto loans.

Mid-century modern graphic designers, known for their bright colors and bold lines in advertising, also found success with children's books.

How Amazon operates a 'flywheel' business model, a self-reinforcing cycle that drives continuous growth

The story of Dollree Mapp, whose legal challenge over her 1957 conviction for possessing "obscene material" led to a major strengthening of the Fourth Amendment

See the most iconic photos from four decades of LIFE magazine

Telehealth demand for GLP-1s for weight loss is booming as consumers seek easier access.

A Yale student wrote a profound essay about the consulting industry's influence on elite college students that was published in a book of her writing after she died in a post-graduation car accident.

The Beatles' US label rejected the band's first two singles, 'Please Please Me' and 'From Me to You,' with one executive calling the band 'dead in the water.'

Sony set the standard for cylinder-shaped batteries when it repurposed manufacturing equipment used to make rolls of magnetic recording tape.

Dozens of S&P 500 stocks, including Coca-Cola and Walmart—known as the dividend aristocrats—have increased dividends every year for 25 years

Art theft is the third-largest source of criminal revenues worldwide, thanks in part to the subjective nature of valuing a work of art.

Domino's Pizza's 30-minute delivery guarantee was responsible for the chain's 1980s surge, but it was discontinued after the company was found liable for delivery driver accidents.

Georgia O'Keeffe's flower paintings are often assumed to be sexual, though the artist claimed she was simply interested in highlighting the beauty of flowers that most people neglect

Dorothy's famous entrance into Oz in 'The Wizard of Oz' relied on analog tricks, including a body double and sepia-toned paint, as much as it did on technology

Brandi Chastain, the star of the 1999 US victory over China in the 1999 Women's World Cup, was a last-second choice to take the penalty kick that sealed the victory.

English mathematician Ada Lovelace wrote the first computer algorithm a century before computers existed and hypothesized that computing devices would one day be able to compose music—foreseeing the generative AI systems of today.

Poison ivy's rash-causing compound is found in the plant's roots, stem, and leaves—so coming into contact with any part of the plant can lead to rashes for the 85% of people who are allergic to it.

To reduce wrinkles in clothing, research recommends gentle wash cycles with more water and tumble drying with smaller loads and longer times.

After the Boston Tea Party, colonists switched to coffee, which became the main morning drink for revolutionaries.

While El Niño moves warm Pacific Ocean waters east along the equator, La Niña moves them west, shifting where rainfall will become more common for months.