Much of Estée Lauder's success stemmed from her laser focus on serving her target market: wealthy women who saw beauty as an investment.

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

Because Estée Lauder focused on personal relationships and demonstrations as one of her primary sales strategies, getting her product in front of enough people was an early struggle. Similarly, many customers wanted to buy her products, but didn't always have the cash on hand. One of her biggest accomplishments was earning a retail spot at Saks on 5th Ave in Manhattan, which paved the way for her brand to become a household name and gave customers more flexibility to make purchases on the spot.

'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.

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.

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.

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.

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.

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.

The Lauder family still controls more than 80% of the voting power in Estée Lauder Companies.

Leonard Lauder, one of Estée's sons, invented the slant on a tube of lipstick

Leonard Lauder was known for being an innovator, both in business and in product. He's credited with creating the now-standard slant of a lipstick tube, slicing the top off a then-bullet-shaped lipstick to better fit women's lips. (Some users may experience a paywall.)

Estée Lauder was famously evasive about many personal details of her life

While Estée Lauder's name is known worldwide, many details of her life are shrouded in mystery, such as the year she was born. Lauder was criticized for her lifelong "social climb" and her drive to join "high society," which may be why she never shared many particulars about her humble childhood. (Some users may experience a paywall.)

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.

Gen Z's love for perfume is boosting sales

Teen boys are the biggest driver in perfume sales as of the summer of 2025. They have increased their spending on fragrances 26% year-over-year as the trend blossoms on TikTok via #PerfumeTok. Additionally, users of weight loss drugs GLP-1 agonists are adding to sales, as they seek olfactory over culinary sensations.

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.

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.

The 'dupe' economy is fueled by the youthful thrill of thrift

Historically, you don't want people to know you have a knock-off luxury item. But today's younger generations are embracing the "dupe" economy, an open celebration of luxury knock-off items where consumers are proud to pay less for something roughly equivalent to premium brand offerings.

Americans spent $6.6 billion on body odor products in 2023

This high figure from Euromonitor, a research firm, suggests Americans spent more on deodorant than in any other country. Beyond deodorant, there's also growing interest in "whole body" deodorant designed to mask smells from various parts of the body beyond the armpit.

​​Andy Warhol made a Coca-Cola perfume called 'You're In'

The 100 spray-painted bottles were filled with a cheap citrusy perfume, practically begging audiences to ask if they were indeed filled with urine. The Coca-Cola Company sent a cease-and-desist letter shortly after learning of the project. IN 2017, a Japanese fashion brand remade the works without mentioning Coca-Cola.

The most expensive ad of all time was for Chanel No. 5 perfume

Americans only became intolerant of body odor in the last century

Daily bathing only became a societal norm in the last century. Today, Americans routinely bathe and buy more deodorant than any other country, spending roughly $6 billion annually on odor-reducing products. The rise of industrialized soaps, deodorants, and antiperspirants—and extensive marketing around them—stimulated this demand.

Champagne’s fizz used to be considered a flaw

The bubbliness that we love now was once considered a winemaking failure. In fact, Dom Pérignon probably would have referred to it by its common nickname at the time, "vin du diable," or devil’s wine. The wine’s volatility often caused bottles to explode, which was both dangerous and costly. It wasn’t until the development of sturdier bottles and more consistent winemaking techniques that popularity truly soared.

See every brand that LVMH—the world's largest luxury goods holding company—owns, from luxury fashion and jewelry brands like Tiffany & Co., Fendi, and Louis Vuitton to beauty supply store Sephora and the hotel group Belmond.

Many of luxury holding company LVMH's acquisitions were due to chairman and CEO Bernard Arnault's search for undervalued companies.

Advertising powerhouse Mary Wells Lawrence became the first female CEO of a public company listed on the NYSE when her ad agency went public in 1968.

Chanel faced major backlash in 2021 over its $825 Advent calendar

Chanel’s $825 Advent calendar drew millions of views on TikTok after shoppers unboxed items like stickers, string bracelets, and a standard dust bag—products many felt didn’t match the luxury price. The viral controversy made the calendar one of the year's most criticized holiday releases.

LVMH's history can be traced back to 1854, the year Louis Vuitton was started

Louis Vuitton was founded by a craftsman's apprentice who specialized in trunk-making. Since its merger with Moët Hennessy in 1987, which created LVMH, the conglomerate has been considered a powerhouse in the business world. "I would argue that next to Apple, no other company on the planet dominates their industry as completely as LVMH," one financial expert said.

The 1980s brought luxury items into the bathroom

Companies produced items like waterproof radios and targeted them at people under 30, marketing the devices as hip ways to stay clean.

Tiffany & Co. was among LVMH's most expensive—and complex—acquisitions

Three years after LVMH acquired Tiffany in 2021 for $15.8B, the jeweler's profits doubled to over $1B per year.

30,000 men known as the 'League of Broke Husbands' once protested Dior's luxury fashion designs

In the 1940s, these men living in post-war France were angry about the waste and cost of the fabric needed to make its luxury clothing. Today, Dior is owned by luxury conglomerate LVMH.

In 2025, Moët & Chandon was the leading Champagne brand

Valued at nearly $1.5B, Moët & Chandon leads the charge in brand value. Following closely are Chandon and Veuve Clicquot.

Dove’s ‘Real Beauty’ campaign sparked conversations about beauty standards in media

For the 20-year anniversary of the campaign in 2024, Dove conducted a brand-commissioned study to gauge how perceptions of beauty standards have shifted since its launch. While 81% of US women thought “the media and advertising set an unrealistic standard of beauty that most women can’t ever achieve” in 2004, the share had shrunk to 69% in 2024. Watch the ad here.

Hermes once usurped LVMH as the world's most valuable luxury company in April 2025

At the time, Hermes's market capitalization surpassed LVMH's after a tough earnings report for LVMH in Q1 2025. The news came roughly fifteen years after LVMH tried to quietly build a stake in Hermes.

Bottled water started as a 19th-century wellness trend

Selling drinking water in America began at resorts in New York and West Virginia, where tourists were encouraged to take the regenerative mineral water back to their homes.

Modern Champagne owes much of its existence to one woman: Widow Clicquot

Barbe-Nicole Ponsardin, better known as the Widow Clicquot, might not have actually invented Champagne, but her innovative approach to winemaking yielded many techniques still used today. Taking over her husband’s failing business after his death, the Widow Clicquot combined business savvy and innovative thinking to make the process easier, more efficient, and, most important, more profitable.

The science (and scams) behind essential oils

Essential oils are a big business, with industry estimates pegging its market size at $10B last year—a number expected to double by 2030. These distilled plant compounds have a long history of both legitimate and exaggerated uses, and many marketed oils are, as the author of this long read claims, just selling wish fulfillment. Revisit some of the history and contemporary use of essential oils with this piece.

Diamond engagement rings were popularized via an ad campaign

In 1947, an ad agency copywriter wrote the De Beers diamond company's slogan, "a diamond is forever"—and diamond engagement rings became basically required for brides-to-be. This video tells the story of exactly how the ad campaign happened, and why it was so impactful.

Kevin Warsh married Estée Lauder's granddaughter in 2002

The newest Chairman of the Federal Reserve, Kevin Warsh, is married to Jane Lauder, who served as Estée Lauder Companies' chief data officer until late 2024. Her stake in Estée Lauder Companies is part of what makes Warsh the richest Fed chair on record.