In an exciting progression for the minimalist beauty brand Merit, the company is set to launch in France this week, marking a significant milestone since its founding in 2021. Known for its understated elegance, Merit is eager to cater to the growing demand for its makeup, skincare, and fragrance offerings in the French market. The brand has already made considerable strides in other regions like North America, the U.K., and Australia, and entering France feels like the perfect complement to its vision. Philippe Pinatel, the brand’s CEO, expressed that while there’s a French influence in the brand’s aesthetic—often mistaken as a French brand itself—Merit’s true essence lies in its commitment to timeless chic and quality. The decision to launch in France comes on the heels of strong consumer interest, and Pinatel is optimistic about the brand’s reception.
Merit’s approach to entering the French market is cautious and well-considered. The brand plans to establish its presence through direct-to-consumer channels in the beginning, allowing it to gauge customer interest and preferences. Similar to its U.K. entry, which involved two years of market study before collaborating with Sephora, Merit aims to learn and adapt before expanding further. This strategy demonstrates the brand’s dedication to understanding the intricacies of local markets, particularly in a country renowned for its beauty culture. Recently, Merit soft-launched its products during a Paris Fashion Week dinner attended by various beauty and fashion influencers, all of whom seemed to agree on the need for a fresh, effortless beauty option in France.
Unlike many of its competitors, who often rely on celebrity endorsements, Merit is carving out a unique identity. The brand targets a consumer base that seeks simplicity and effectiveness in beauty products without the noise of influencer culture. According to data from Merit, over 50% of its online visitors fall within the 25-45 age range, and an impressive 25% are over 55. This diverse customer demographic appreciates the brand’s pricing strategy, which allows customers to invest in multiple products without breaking the bank. Merit’s pricing ranges from $18 for its mini-size Instant Glow Serum to $92 for its 30ml Retrospect fragrance, with most items comfortably falling between $20 and $40.
Pinatel emphasizes that one of Merit’s core values is its dedication to affordability while maintaining a luxury feel. Through strategic pricing that is about 30% lower than other luxury brands, Merit allows consumers to build a complete beauty routine without feeling overwhelmed financially. This accessibility aligns with the brand’s approach, which appeals to busy individuals looking for a fast, efficient beauty routine. Pinatel is optimistic that the French market will mirror the brand’s success in the U.K., where Merit is closing in on double-digit millions in revenue and has already celebrated significant retail sales milestones.
While Merit currently doesn’t have plans to expand its retail partnerships beyond Sephora in the markets it enters, Pinatel remains open to the possibility of a dedicated store—but only where it makes strategic sense. He notes that beauty is still a predominantly offline experience, with only about 25% of the market being online. Therefore, building strong, cohesive partnerships like the one with Sephora is crucial for continued growth. Although there are thoughts about potential stores in regions like the Middle East and Asia, the focus for now remains on establishing a solid foundation in Europe and North America.
Pinatel brings a wealth of experience to his role at Merit, having previously worked with MAC Cosmetics in various leadership capacities. His insights into different markets across the globe have shaped his approach toward Merit’s growth strategy. He recognizes the differences in leadership dynamics between regions, particularly the contrast between a hierarchical style prevalent in France and the more diverse, empowerment-focused approach needed in American business culture. This nuanced understanding guides him as he aims for sustainable growth without rushing the brand into extensive expansion, prioritizing authenticity and an intentional development strategy over rapid scaling. Through this careful approach, Merit is poised to carve out a distinctive place in the world of beauty, appreciated for its minimalist yet effective products that resonate with a new generation of consumers.
