10-Q

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549 

_________________________________________________________________

FORM 10-Q 

(Mark One)

☒     QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 

For the quarterly period ended March 31, 2024

OR

☐        TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 

For the transition period from            to            .

Commission File Number: 001-34483

 

NATURE’S SUNSHINE PRODUCTS, INC.

(Exact name of Registrant as specified in its charter) 

Utah	87-0327982
(State or other jurisdiction of	(IRS Employer
incorporation or organization)	Identification No.)

2901 Bluegrass Boulevard, Suite 100

Lehi, Utah 84043

(Address of principal executive offices and zip code)

(801) 341-7900

(Registrant’s telephone number including area code)

Securities registered pursuant to Section 12(b) of the Securities Exchange Act of 1934

Title of each class	Trading Symbol(s)	Name of each exchange on which registered
Common Stock, no par value	NATR	Nasdaq Capital Market

Indicate by check mark whether the registrant; (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days.  Yes  ý  No  o

Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files).  Yes  ý  No  o

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company” and an “emerging growth company” in Rule 12b-2 of the Exchange Act.

Large accelerated filer  o	Accelerated filer  ☒
Non-accelerated filer  o	Smaller reporting company ☒
	Emerging growth company  ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act).  Yes  ☐  No  ý.

The number of shares of Common Stock, no par value, outstanding on April 19, 2024, was 18,729,775 shares.

NATURE’S SUNSHINE PRODUCTS, INC.

FORM 10-Q

For the Quarter Ended March 31, 2024

Table of Contents

 

Part I. Financial Information			4
	Item 1.	Financial Statements (Unaudited)	4
		Condensed Consolidated Balance Sheets	4
		Condensed Consolidated Statements of Income	5
		Condensed Consolidated Statements of Comprehensive Income (Loss)	6
		Condensed Consolidated Statements of Changes in Shareholders’ Equity	7
		Condensed Consolidated Statements of Cash Flows	8
		Notes to Condensed Consolidated Financial Statements	9
	Item 2.	Management’s Discussion and Analysis of Financial Condition and Results of Operations	18
	Item 3.	Quantitative and Qualitative Disclosures about Market Risk	26
	Item 4.	Controls and Procedures	26
Part II. Other Information			28
	Item 1.	Legal Proceedings	28
	Item 1A.	Risk Factors	28
	Item 2.	Unregistered Sales of Equity Securities, Use of Proceeds, and Issuer	28
	Item 3.	Defaults Upon Senior Securities	28
	Item 4.	Mine Safety Disclosures	28
	Item 5.	Other Information	28
	Item 6.	Exhibits	29

2

CAUTIONARY NOTE REGARDING FORWARD-LOOKING STATEMENTS

Certain information included or incorporated herein by reference in this report may be deemed to be “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. Forward-looking statements may include, but are not limited to, statements relating to our objectives, plans, strategies and financial results, including expected improvement in gross profit and gross margin. All statements (other than statements of historical fact) that address activities, events or developments that we intend, expect, project, believe or anticipate will or may occur in the future are forward-looking statements. These statements are often characterized by terminology such as “believe,” “hope,” “may,” “anticipate,” “should,” “intend,” “plan,” “will,” “expect,” “estimate,” “project,” “positioned,” “strategy” and similar expressions, and are based on assumptions and assessments made in light of our experience and perception of historical trends, current conditions, expected future developments and other factors we believe to be appropriate. For example, information appearing under “Management’s Discussion and Analysis of Financial Condition and Results of Operations” includes forward-looking statements. Forward-looking statements are not guarantees of future performance and are subject to risks and uncertainties. Important factors that could cause actual results, developments and business decisions to differ materially from forward-looking statements are more fully described in this report, including the risks set forth under “Risk Factors” in Item 1A, and in the Company's Annual Report on Form 10-K for the year ended December 31, 2023, but include the following:

•extensive government regulations to which the Company’s products, business practices and manufacturing activities are subject;

•registration of products for sale in foreign markets, or difficulty or increased cost of importing products into foreign markets;

•legal challenges to the Company’s direct selling program or to the classification of its independent consultants;

•laws and regulations regarding direct selling may prohibit or restrict our ability to sell our products in some markets or require us to make changes to our business model in some markets;

•liabilities and obligations arising from improper activity by the Company’s independent consultants;

•product liability claims;

•impact of anti-bribery laws, including the U.S. Foreign Corrupt Practices Act;

•the Company’s ability to attract and retain independent consultants;

•the loss of one or more key independent consultants who have a significant sales network;

•potential for increased liability and compliance costs relating to the Company’s joint venture for operations in China with Fosun Industrial Co., Ltd.;

•the effect of fluctuating foreign exchange rates;

•failure of the Company’s independent consultants to comply with advertising laws;

•changes to the Company’s independent consultants compensation plans;

•geopolitical issues and conflicts;

•negative consequences resulting from difficult economic conditions, including the availability of liquidity or the willingness of the Company’s customers to purchase products;

•risks associated with the manufacturing of the Company’s products;

•supply chain disruptions, manufacturing interruptions or delays, or the failure to accurately forecast customer demand;

•failure to timely and effectively obtain shipments of products from our manufacturers and deliver products to our independent consultants and customers;

•world-wide slowdowns and delays related to supply chain, ingredient shortages and logistical challenges;

•uncertainties relating to the application of transfer pricing, duties, value-added taxes, and other tax regulations, and changes thereto;

•changes in tax laws, treaties or regulations, or their interpretation;

•failure to maintain an effective system of internal controls over financial reporting;

•cybersecurity threats and exposure to data loss;

•the storage, processing, and use of data, some of which contain personal information, are subject to complex and evolving privacy and data protection laws and regulations;

•reliance on information technology infrastructure; and

•the sufficiency of trademarks and other intellectual property rights.

All forward-looking statements speak only as of the date of this report and are expressly qualified in their entirety by the cautionary statements included in or incorporated by reference into this report. Except as is required by law, we expressly disclaim any obligation to publicly release any revisions to forward-looking statements to reflect events after the date of this report. Throughout this report, we refer to Nature’s Sunshine Products, Inc., together with our subsidiaries, as "we," "us," "our," "our Company" or “the Company.”

3

PART I FINANCIAL INFORMATION

Item 1. FINANCIAL STATEMENTS

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED BALANCE SHEETS

(Amounts in thousands)

(Unaudited)

	March 31, 2024		December 31, 2023
Assets
Current assets:
Cash and cash equivalents	$	77,773	$	82,373
Accounts receivable, net of allowance for doubtful accounts of $138 and $142, respectively	9,694		8,827
Inventories	62,653		66,895
Prepaid expenses and other	10,036		7,722
Total current assets	160,156		165,817
Property, plant and equipment, net	45,271		45,000
Operating lease right-of-use assets	15,966		13,361
Investment securities - trading	802		747
Deferred income tax assets	15,278		15,064
Other assets	9,794		9,784
Total assets	$	247,267	$	249,773
Liabilities and Shareholders’ Equity
Current liabilities:
Accounts payable	$	9,029	$	7,910
Accrued volume incentives and service fees	22,446		22,922
Accrued liabilities	23,257		33,162
Deferred revenue	1,877		1,794
Income taxes payable	7,208		6,418
Current portion of operating lease liabilities	5,064		4,547
Total current liabilities	68,881		76,753
Liability related to unrecognized tax benefits	624		312
Long-term portion of operating lease liabilities	12,648		10,376
Long-term note payable and revolving credit facility	2,107		—
Deferred compensation payable	802		747
Deferred income tax liabilities	1,515		1,401
Other liabilities	983		644
Total liabilities	87,560		90,233
Shareholders’ equity:
Common stock, no par value, 50,000 shares authorized, 18,786 and 18,875 shares issued and outstanding, respectively	119,063		119,694
Retained earnings	52,032		49,711
Noncontrolling interest	5,651		5,482
Accumulated other comprehensive loss	(17,039)		(15,347)
Total shareholders’ equity	159,707		159,540
Total liabilities and shareholders’ equity	$	247,267	$	249,773

See accompanying notes to condensed consolidated financial statements.

4

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF INCOME

(Amounts in thousands, except per share information)

(Unaudited) 

	Three Months Ended March 31,
	2024		2023
Net sales	$	110,993	$	108,634
Cost of sales	32,015		31,692
Gross profit	78,978		76,942
Operating expenses:
Volume incentives	33,570		33,128
Selling, general and administrative	40,784		43,642
Operating income	4,624		172
Other income, net	31		1,514
Income before provision for income taxes	4,655		1,686
Provision for income taxes	2,165		433
Net income	2,490		1,253
Net income attributable to noncontrolling interests	169		393
Net income attributable to common shareholders	$	2,321	$	860
Basic and diluted net income per common share:
Basic earnings per share attributable to common shareholders	$	0.12	$	0.05
Diluted earnings per share attributable to common shareholders	$	0.12	$	0.04
Weighted average basic common shares outstanding	18,828		19,061
Weighted average diluted common shares outstanding	19,224		19,433

See accompanying notes to condensed consolidated financial statements.

5

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS)

(Amounts in thousands)

(Unaudited) 

	Three Months Ended March 31,
	2024		2023
Net income	$	2,490	$	1,253
Foreign currency translation loss (net of tax)	(1,692)		(1,653)
Total comprehensive income (loss)	$	798	$	(400)

See accompanying notes to condensed consolidated financial statements.

6

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF CHANGES IN SHAREHOLDERS’ EQUITY

(Amounts in thousands)

(Unaudited) 

	Common Stock			Retained Earnings		Noncontrolling Interest		Accumulated Other Comprehensive Loss		Total
	Shares	Amount
Balance at December 31, 2023	18,875	$	119,694	$	49,711	$	5,482	$	(15,347)	$	159,540
Share-based compensation expense	—	1,369		—		—		—		1,369
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax	16	(152)		—		—		—		(152)
Repurchase of common stock	(105)	(1,848)		—		—		—		(1,848)
Net income	—	—		2,321		169		—		2,490
Other comprehensive loss	—	—		—		—		(1,692)		(1,692)
Balance at March 31, 2024	18,786	$	119,063	$	52,032	$	5,651	$	(17,039)	$	159,707

	Common Stock			Retained Earnings		Noncontrolling Interest		Accumulated Other Comprehensive Loss		Total
	Shares	Amount
Balance at December 31, 2022	19,093	$	121,583	$	34,635	$	4,142	$	(13,313)	$	147,047
Share-based compensation expense	—	1,058		—		—		—		1,058
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax	42	(165)		—		—		—		(165)
Repurchase of common stock	(90)	(823)		—		—		—		(823)
Net income	—	—		860		393		—		1,253
Other comprehensive loss	—	—		—		—		(1,653)		(1,653)
Balance at March 31, 2023	19,045	$	121,653	$	35,495	$	4,535	$	(14,966)	$	146,717

See accompanying notes to condensed consolidated financial statements.

7

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(Amounts in thousands)

(Unaudited) 

	Three Months Ended March 31,
	2024		2023
CASH FLOWS FROM OPERATING ACTIVITIES:
Net income	$	2,490	$	1,253
Adjustments to reconcile net income to net cash provided by operating activities:
Provision for doubtful accounts	—		4
Depreciation and amortization	3,160		2,805
Non-cash lease expense	1,197		932
Share-based compensation expense	1,369		1,058
Loss on sale of property, plant and equipment	—		71
Deferred income taxes	(157)		(631)
Purchase of trading investment securities	(14)		—
Proceeds from sale of trading investment securities	21		31
Realized and unrealized gains on investments	(62)		(47)
Foreign exchange losses (gains)	20		(1,477)
Changes in assets and liabilities:
Accounts receivable	(1,136)		3,649
Inventories	3,389		457
Prepaid expenses and other current assets	(2,415)		(3,266)
Other assets	(409)		(11)
Accounts payable	1,099		2,391
Accrued volume incentives and service fees	(101)		781
Accrued liabilities	(6,802)		2,759
Deferred revenue	108		(1,142)
Lease liabilities	(1,002)		(900)
Income taxes payable	965		586
Liability related to unrecognized tax benefits	415		6
Deferred compensation payable	55		16
Net cash provided by operating activities	2,190		9,325
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property, plant and equipment	(3,689)		(2,325)
Net cash used in investing activities	(3,689)		(2,325)
CASH FLOWS FROM FINANCING ACTIVITIES:
Principal payments of long-term debt	—		(318)
Proceeds from revolving credit facility	4,808		433
Principal payments of revolving credit facility	(2,701)		(283)
Payments related to tax withholding for net-share settled equity awards	(152)		(165)
Repurchase of common stock	(1,848)		(823)
Net cash provided by (used in) financing activities	107		(1,156)
Effect of exchange rates on cash and cash equivalents	(3,208)		(156)
Net increase (decrease) in cash and cash equivalents	(4,600)		5,688
Cash and cash equivalents at the beginning of the period	82,373		60,032
Cash and cash equivalents at the end of the period	$	77,773	$	65,720
SUPPLEMENTAL DISCLOSURE OF CASH FLOW INFORMATION:
Cash paid for income taxes, net of refunds	$	1,383	$	1,991
Cash paid for interest	12		25

See accompanying notes to condensed consolidated financial statements.

8

NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES

NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

(Unaudited)

(1)    Basis of Presentation

We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who use the products themselves or resell them to consumers.

Principles of Consolidation

The accompanying unaudited condensed consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United States ("U.S. GAAP") for interim financial information and with the instructions to Form 10-Q and Article 10 of Regulation S-X. Accordingly, they do not include all of the information and footnotes required by U.S. GAAP for complete financial statements. The unaudited condensed consolidated financial statements include the accounts of the Company and its subsidiaries. All intercompany accounts and transactions are eliminated in consolidation. In the opinion of management, the accompanying unaudited condensed consolidated financial statements contain all adjustments (consisting of normal recurring accruals), considered necessary for a fair presentation of our financial information as of March 31, 2024, and for the three-month periods ended March 31, 2024 and 2023. The results of operations of any interim period are not necessarily indicative of the results of operations to be expected for the year ending December 31, 2024.

These condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and the notes thereto included in our Annual Report on Form 10-K for the year ended December 31, 2023.

Use of Estimates

The preparation of consolidated financial statements in accordance with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities, in these financial statements and accompanying notes. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations.

The significant accounting estimates inherent in the preparation of our financial statements include estimates associated with our determination of liabilities related to independent consultant incentives, the determination of income tax assets and liabilities, certain other non-income tax and value-added tax contingencies, and legal contingencies. In addition, significant estimates form the basis for allowances with respect to inventory valuations. Various assumptions and other factors enter into the determination of these significant estimates. The process of determining significant estimates takes into account historical experience and current and expected economic conditions.

Noncontrolling Interests

Noncontrolling interests changed as a result of the net income attributable to noncontrolling interests of $0.2 million and $0.4 million for the three months ended March 31, 2024 and 2023, respectively. As of March 31, 2024 and December 31, 2023, noncontrolling interests were $5.7 million and $5.5 million, respectively.

Recent Accounting Pronouncements

In November 2023, the FASB issued ASU No. 2023-07, Segment Reporting (Topic 280): Improvements to Reportable Segment Disclosures. This ASU provides additional guidance on the improved reportable segment disclosure requirements primarily through enhanced disclosures about significant segment expenses. In addition, the amendments improve interim disclosure requirements, clarify circumstances in which an entity can disclose multiple segment measures of profit or loss, provide new segment disclosure requirements for entities with a single reportable segment, and contain other disclosure requirements. The amendments in this update were effective as of December 15, 2023. The adoption of this ASU did not have a significant impact on our Consolidated Financial Statements.

In December 2023, the FASB issued ASU No. 2023-09, Income Taxes (Topic 740): Improvements to Income Tax Disclosures. This ASU provides additional guidance on the disclosure of income taxes on an annual basis and require all public business entities to disclose specific categories in the rate reconciliation, provide additional information on reconciling items,

9

additional information about income taxes paid, and additional information about income tax expense from continuing operation. The amendments in this update are effective as of December 15, 2024. The adoption of this ASU is not expected to have a significant impact on our Consolidated Financial Statements.

(2)    Inventories

The composition of inventories is as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Raw materials	$	17,650	$	18,301
Work in progress	1,594		1,218
Finished goods	43,409		47,376
Total inventories	$	62,653	$	66,895

(3)    Investment Securities - Trading

Our trading securities portfolio totaled $0.8 million at March 31, 2024, and $0.7 million at December 31, 2023, and generated gains of $62,000 and $47,000 for the three months ended March 31, 2024 and 2023, respectively.

(4)    Revolving Credit Facility and Other Obligations

On July 11, 2017, we entered into a revolving credit agreement with Bank of America, N.A., with a borrowing limit of $25.0 million (the “Credit Agreement”). On June 23, 2022 the Credit Agreement was amended to extend the term to mature on July 1, 2027 and allows for additional borrowings of $25.0 million or up to three separate increases of no less than $5.0 million each, subject to the lender's due diligence. The amendment to the Credit Agreement also modified the calculation of interest. Interest under the amended Credit Agreement is the greater of BSBY Daily Floating Rate or the Index Floor, plus 1.50 percent (6.84 percent as of March 31, 2024), and an annual commitment fee of 0.25 percent on the unused portion of the commitment. At March 31, 2024 and December 31, 2023, we had an outstanding balance under the Credit Agreement of $2.1 million and $0, respectively, included in the long-term note payable within our Condensed Consolidated Balance Sheets.

The Credit Agreement contains customary financial covenants, including financial covenants relating to our solvency and leverage. In addition, the Credit Agreement restricts certain capital expenditures, lease expenditures, other indebtedness, liens on assets, guarantees, loans and advances, dividends, mergers, consolidations and transfers of assets except as permitted in the Credit Agreement. The Credit Agreement is collateralized by our manufacturing facility, accounts receivable, inventories and other assets. As of March 31, 2024, we were in compliance with the debt covenants set forth in the Credit Agreement.

On April 21, 2020, we entered into a credit agreement with Banc of America Leasing and Capital, LLC, with a borrowing limit of $6.0 million (the "Capital Credit Agreement"). On November 19, 2020, we executed on the Capital Credit Agreement and borrowed $3.7 million. We pay interest on any borrowings under the Capital Credit Agreement at a fixed rate of 3.00 percent and are required to settle our borrowings under the Capital Credit Agreement in 36 monthly payments of $0.1 million. The Capital Credit Agreement is collateralized by any new equipment purchased under the agreement. As of March 31, 2024 and December 31, 2023, there was zero outstanding balance under the Capital Credit Agreement.

(5)    Net Income Per Share

Basic net income per common share (“Basic EPS”), is computed by dividing net income by the weighted average number of common shares outstanding during the period. Diluted net income per common share (“Diluted EPS”) reflects the potential dilution that could occur if stock options or other contracts to issue common stock were exercised or converted into common stock. The computation of Diluted EPS does not assume exercise or conversion of securities that would have an anti-dilutive effect on net income per common share.

10

The following is a reconciliation of the numerator and denominator of Basic EPS to the numerator and denominator of Diluted EPS for the three months ended March 31, 2024 and 2023 (dollar and share amounts in thousands, except for per share information):

	Three Months Ended March 31,
	2024		2023
Net income attributable to common shareholders	$	2,321	$	860
Basic weighted average shares outstanding	18,828		19,061
Basic earnings per share attributable to common shareholders	$	0.12	$	0.05
Diluted shares outstanding:
Basic weighted-average shares outstanding	18,828		19,061
Stock-based awards	396		372
Diluted weighted-average shares outstanding	19,224		19,433
Diluted earnings per share attributable to common shareholders	$	0.12	$	0.04
Dilutive shares excluded from diluted-per-share amounts:
Share-based awards	801		520
Anti-dilutive shares excluded from diluted-per-share amounts:
Share-based awards	25		102

Potentially dilutive shares excluded from diluted-per-share amounts include performance-based restricted stock units, for which certain metrics have not been achieved. Potentially anti-dilutive shares excluded from diluted-per-share amounts include both non-qualified stock options and unearned performance-based options to purchase shares of common stock with exercise prices greater than the weighted-average share price during the period and shares that would be anti-dilutive to the computation of diluted net income per share for each of the periods presented.

(6)    Capital Transactions

Dividends

The declaration of future dividends is subject to the discretion of our Board of Directors and will depend upon various factors, including earnings, financial condition, restrictions imposed by any indebtedness that may be outstanding, cash requirements, future prospects and other factors deemed relevant by our Board of Directors.

Share Repurchase Program

On March 10, 2021, we announced a $15.0 million common share repurchase program. On March 8, 2022 we announced an amendment to the share repurchase program allowing the repurchase of an additional $30.0 million in common shares. The repurchases may be made from time to time as market conditions warrant and are subject to regulatory considerations. For the three months ended March 31, 2024 and 2023, we repurchased 105,000 and 90,000 shares of our common stock for $1.8 million and $0.8 million, respectively. At March 31, 2024, the remaining balance available for repurchases under the program was $15.8 million.

11

Share-Based Compensation

During the year ended December 31, 2012, our shareholders adopted and approved the Nature’s Sunshine Products, Inc. 2012 Stock Incentive Plan ("2012 Incentive Plan"). The 2012 Incentive Plan provides for the grant of incentive stock options, non-statutory stock options, stock appreciation rights, restricted stock, restricted stock units, dividend equivalent rights, performance awards, stock awards and other stock-based awards. The Compensation Committee of the Board of Directors has authority and discretion to determine the type of award, as well as the amount, terms and conditions of each award under the 2012 Incentive Plan, subject to the limitations of the 2012 Incentive Plan. A total of 1,500,000 shares of our common stock were originally authorized for the granting of awards under the 2012 Incentive Plan. In 2015, our shareholders approved an amendment to the 2012 Incentive Plan, to increase the number of shares of common stock reserved for issuance by 1,500,000 shares. On May 5, 2021, our shareholders approved the Amended and Restated 2012 Stock Incentive Plan, which among other amendments, increased the number of shares of common stock reserved for issuance by 2,000,000 shares. The number of shares available for awards, as well as the terms of outstanding awards, are subject to adjustment as provided in the Amended and Restated 2012 Incentive Plan for stock splits, stock dividends, recapitalizations and other similar events.

Stock Options

Our outstanding stock options include time-based stock options, which vest over differing periods of time ranging from the date of issuance to up to 48 months from the option grant date, and performance-based stock options, which have already vested upon achieving operating income margins of six, eight and ten percent as reported in four of five consecutive quarters over the term of the options.

Stock option activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Exercise Price Per Share		Weighted Average Grant Date Fair Value
Options outstanding at December 31, 2023	75	$	11.25	$	3.85
Granted	—	—		—
Forfeited or canceled	—	—		—
Exercised	—	—		—
Options outstanding at March 31, 2024	75	$	11.25	$	3.85

There was no share-based compensation expense from stock options for the three- month periods ended March 31, 2024 and 2023. As of March 31, 2024 and December 31, 2023, there was no unrecognized share-based compensation expense related to the grants described above.

At March 31, 2024, the aggregate intrinsic value of outstanding and exercisable stock options to purchase 75,000 shares of common stock was $0.5 million. At December 31, 2023, the aggregate intrinsic value of outstanding and exercisable options to purchase 75,000 shares of common stock was $0.5 million.

For the three months ended March 31, 2024 and 2023, no shares of common stock were issued upon the exercise of stock options.

As of March 31, 2024 and December 31, 2023, we had no unvested stock options outstanding.

Restricted Stock Units

Our outstanding restricted stock units (“RSUs”), include time-based RSUs, which vest over differing periods of time ranging from 12 months to up to 36 months from the RSU grant date, as well as performance-based RSUs, which vest upon achieving targets relating to adjusted EBITDA growth, and/or stock price levels. RSUs granted to members of the Board of Directors contain a restriction period in which the shares are not issued until two years after vesting. At March 31, 2024 and December 31, 2023, there were 123,000 and 100,000 vested RSUs, respectively, granted to the Board of Directors with an accompanying restriction period.

12

Restricted stock unit activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Grant Date Fair Value
Restricted Stock Units outstanding at December 31, 2023	1,342	$	11.21
Granted	335	17.24
Forfeited	(92)	13.87
Issued	(25)	18.38
Restricted Stock Units outstanding at March 31, 2024	1,560	12.23

During the three-month period ended March 31, 2024, we granted 335,000 RSUs under the 2012 Incentive Plan to the Board of Directors, executive officers and other employees, which were comprised of time-based RSUs and adjusted EBITDA performance-based RSUs. The time-based RSUs were issued with a weighted-average grant date fair value of $17.24 per share and vest in 12 monthly installments over a one year period from the grant date or in annual installments over a three-year period from the grant date. The adjusted EBITDA performance-based RSUs were issued with a weighted-average grant date fair value of $17.24 per share and vest upon achieving adjusted EBITDA targets and maintaining those targets over a four-quarter period from the grant date.

Share-based compensation expense related to time-based RSUs for the three-month periods ended March 31, 2024 and 2023, was approximately $1.0 million and $0.8 million, respectively. As of March 31, 2024 and December 31, 2023, the unrecognized share-based compensation expense related to the grants described above, excluding incentive awards discussed below, was $4.8 million and $2.9 million, respectively. The remaining compensation expense is expected to be recognized over the weighted average period of approximately 1.0 year.

Share-based compensation expense related to performance-based RSUs for the three-month periods ended March 31, 2024 and 2023, was $0.4 million and $0.3 million, respectively. Should we attain all of the metrics related to performance-based RSU grants, we would recognize up to $8.2 million of potential share-based compensation expense. We currently expect to recognize an additional $3.8 million of that potential share-based compensation expense.

The number of shares issued upon vesting of RSUs granted pursuant to our share-based compensation plans is net of the minimum statutory withholding requirements that we pay on behalf of our employees, which was 9,000 and 15,000 shares for the three-month periods ended March 31, 2024 and 2023, respectively. Although shares withheld are not issued, they are treated as common share repurchases for accounting purposes, as they reduce the number of shares that would have been issued upon vesting. These shares do not count against the authorized capacity under the repurchase program described above. 

(7)    Segment Information

We have four business segments (Asia, Europe, North America, and Latin America and Other) based primarily upon the geographic region where each segment operates, as well as the internal organization of our officers and their responsibilities. The geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide® brands. The Latin America and Other segment includes our wholesale business in which we sell products to various locally-managed entities independent of the Company that we have granted distribution rights for the relevant market.

Net sales for each segment have been reduced by intercompany sales as they are not included in the measure of segment profit or loss reviewed by the chief executive officer. We evaluate performance based on contribution margin by segment before consideration of certain inter-segment transfers and expenses.

13

Reportable business segment information is as follows (dollar amounts in thousands):

	Three Months Ended March 31,
	2024		2023
Net sales:
Asia	$	46,220	$	46,345
Europe	22,296		21,405
North America	36,525		34,648
Latin America and Other	5,952		6,236
Total net sales	110,993		108,634
Contribution margin (1):
Asia	21,656		21,951
Europe	8,042		6,536
North America	13,602		12,861
Latin America and Other	2,108		2,466
Total contribution margin	45,408		43,814
Selling, general and administrative expenses (2)	40,784		43,642
Operating income	4,624		172
Other income, net	31		1,514
Income before provision for income taxes	$	4,655	$	1,686

_________________________________________

(1)    Contribution margin consists of net sales less cost of sales and volume incentives expense.

(2)    Service fees in China totaled $3.1 million and $3.7 million for the three-month periods ended March 31, 2024 and 2023, respectively, these service fees are included in selling, general and administrative expenses.

From an individual country/region perspective, the United States, South Korea and Taiwan comprise 10 percent or more of consolidated net sales for the three-month periods ended March 31, 2024 and 2023, as follows (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Net sales:
United States	$	33,688	$	31,986
South Korea	11,621		14,175
Taiwan	15,792		11,240
Other	49,892		51,233
	$	110,993	$	108,634

14

Net sales generated by each of our product lines is set forth below (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Asia
General health	$	15,994	$	13,764
Immune	1,684		462
Cardiovascular	13,974		14,895
Digestive	8,589		9,422
Personal care	1,292		1,341
Weight management	4,687		6,461
	46,220		46,345
Europe
General health	$	9,802	$	9,174
Immune	2,335		2,284
Cardiovascular	2,419		2,519
Digestive	5,913		5,738
Personal care	1,268		1,177
Weight management	559		513
	22,296		21,405
North America
General health	$	16,407	$	15,534
Immune	4,445		4,320
Cardiovascular	3,984		3,588
Digestive	9,168		8,731
Personal care	1,572		1,464
Weight management	949		1,011
	36,525		34,648
Latin America and Other
General health	$	1,570	$	1,637
Immune	723		744
Cardiovascular	482		466
Digestive	2,749		2,885
Personal care	275		351
Weight management	153		153
	5,952		6,236
	$	110,993	$	108,634

From an individual country perspective, only the United States comprised 10 percent or more of consolidated property, plant and equipment as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Property, plant and equipment:
United States	$	40,885	$	41,239
Other	4,386		3,761
Total property, plant and equipment, net	$	45,271	$	45,000

15

Total assets per segment is set forth below (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Assets:
Asia	$	114,061	$	105,636
Europe	22,894		20,920
North America	103,379		116,052
Latin America and Other	6,933		7,165
Total assets	$	247,267	$	249,773

(8)    Income Taxes

For the three months ended March 31, 2024 and 2023, our provision for income taxes, as a percentage of income before income taxes was 46.5 percent and 25.7 percent, respectively, compared with a U.S. federal statutory rate of 21.0 percent.

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2024, was primarily attributed to operations in foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit.

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2023, was primarily attributed to tax liability related to foreign operations which are treated as a branch for US

tax purposes and prior year foreign losses that were not expected to provide future tax benefit, partially offset by favorable

adjustments to deferred tax assets and foreign tax credits.

The difference between the effective tax rate for the three months ended March 31, 2024 compared to March 31, 2023 is primarily caused by an increase in tax liability related to operations in foreign countries which are treated as a branch for US tax purposes as well as favorable adjustments to deferred tax assets in the prior year which did not repeat in the current period.

Our U.S. federal income tax returns for 2020 through 2022 are open to examination for federal tax purposes. We have several foreign tax jurisdictions with open tax years from 2018 through 2023.

As of March 31, 2024 and December 31, 2023, we have accrued $0.6 million and $0.3 million, respectively, related to unrecognized tax positions.

Interim income taxes are based on an estimated annualized effective tax rate applied to the respective quarterly periods, adjusted for discrete tax items in the period in which they occur. Although we believe our tax estimates are reasonable, we can make no assurance that the final tax outcome of these matters will not be different from that which we have reflected in our historical income tax provisions and accruals. Such differences could have a material impact on our income tax provision and operating results in the period in which we make such determination.

(9)    Commitments and Contingencies

Legal Proceedings

We are party to various legal proceedings and disputes. Management cannot predict the ultimate outcome of these matters, individually or in the aggregate, or their resulting effect on our business, financial position, results of operations or cash flows as litigation and related matters are subject to inherent uncertainties, and unfavorable rulings could occur. Were an unfavorable outcome to occur, there exists the possibility of a material adverse impact on our business, financial position, results of operations, or cash flows for the period in which the ruling occurs and/or future periods. We maintain product liability, general liability and excess liability insurance coverage. However, insurance may not continue to be available at an acceptable cost to us, such coverage may not be sufficient to cover one or more large claims, or the insurers may successfully disclaim coverage as to a pending or future claim.

Non-Income Tax Contingencies

We have reserved for certain state sales and use tax and foreign non-income tax contingencies based on the likelihood of an obligation in accordance with accounting guidance for probable loss contingencies. Loss contingency provisions are

16

recorded for probable losses at management’s best estimate of a loss, or when a best estimate cannot be made, a minimum loss contingency amount is recorded. We provide provisions for potential payments of tax to various tax authorities for contingencies related to non-income tax matters, including value-added taxes and sales tax. We provide provisions for U.S. state sales taxes in each of the states where we have nexus. As of March 31, 2024 and December 31, 2023, accrued liabilities were $0.1 million and $0.2 million, respectively, related to non-income tax contingencies. While we believe that the assumptions and estimates used to determine contingent liabilities are reasonable, the ultimate outcome of these matters cannot presently be determined. We believe future payments related to these matters could range from $0 to approximately $3.4 million.

Other Litigation

We are a party to various other legal proceedings and disputes in the United States and foreign jurisdictions. As of March 31, 2024 and December 31, 2023, accrued liabilities were $0.5 million and $0.5 million, respectively, related to the estimated outcome of these proceedings. In addition, we are a party to other litigation where there is a reasonable possibility that a loss may be incurred, but either the losses are not considered to be probable or we cannot at this time estimate the loss, if any; therefore, no provision for losses has been provided. We believe future payments related to these matters could range from $0 to approximately $0.4 million.

(10)    Fair Value Measurements

The fair value of a financial instrument is the amount that could be received upon the sale of an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. Financial assets are marked to bid prices and financial liabilities are marked to offer prices. Fair value measurements do not include transaction costs. A fair value hierarchy is used to prioritize the quality and reliability of the information used to determine fair values of each financial instrument. Categorization within the fair value hierarchy is based on the lowest level of input that is significant to the fair value measurement. The fair value hierarchy is defined into the following three categories:

Level 1: Quoted market prices in active markets for identical assets or liabilities.

Level 2: Observable market-based inputs or unobservable inputs that are corroborated by market data.

Level 3: Unobservable inputs that are not corroborated by market data.

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of March 31, 2024 (dollar amounts in thousands):

 

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	802	$	—	$	—	$	802
Total assets measured at fair value on a recurring basis	$	802	$	—	$	—	$	802

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of December 31, 2023 (dollar amounts in thousands):

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	747	$	—	$	—	$	747
Total assets measured at fair value on a recurring basis	$	747	$	—	$	—	$	747

Investment securities - trading — Our trading portfolio consists of various marketable securities that are valued using quoted prices in active markets.

For the three months ended March 31, 2024 and for the year ended December 31, 2023, there were no fair value measurements using significant other observable inputs (Level 2) or significant unobservable inputs (Level 3).

17

The carrying amounts reflected on the condensed consolidated balance sheets for cash and cash equivalents, accounts receivable, and accounts payable approximate fair value due to their short-term nature. The carrying value of our debt approximates fair value due to its recent acquisition and short maturity. During the three months ended March 31, 2024 and 2023, we did not have any re-measurements of non-financial assets at fair value on a nonrecurring basis subsequent to their initial recognition.

(11)    Revenue Recognition

Revenue Recognition

Net sales include sales of products and shipping and handling charges, net of estimates for product returns and any related sales incentives or rebates based upon historical information and current trends. Revenue is measured as the amount of consideration we expect to receive in exchange for transferring products. All revenue is recognized when we satisfy our performance obligations under the contract. We recognize revenue by transferring the promised products to the customer, with revenue recognized at shipping point, the point in time the customer obtains control of the products. The majority of our contracts have a single performance obligation and are short term in nature. Contracts with multiple performance obligations are insignificant. Sales taxes and value-added taxes in the United States and foreign jurisdictions that are collected from customers and remitted to governmental authorities are accounted for on a net basis and therefore are excluded from net sales. Amounts received for unshipped merchandise are recorded as deferred revenue. Amounts for membership fees are deferred and amortized as revenue over the life of the membership, primarily one year.

A reserve for product returns is recorded based upon historical experience and current trends. We allow independent consultants to return the unused portion of products within ninety days of purchase if they are not satisfied with the product. In some of our markets, the requirements to return product are more restrictive.

Amounts billed to customers for shipping and handling are reported as a component of net sales.

Volume incentives and other sales incentives or rebates are a significant part of our direct sales marketing program and represent commission payments made to independent consultants. These payments are designed to provide incentives for reaching higher sales levels. The amount of volume incentive expense recognized is determined based upon the amount of qualifying purchases in a given month and recorded as volume incentive expense. Payments to independent consultants for sales incentives or rebates related to their own purchases are recorded as a reduction of revenue. Some payments for sales incentives are processed daily; while others, including rebates, are calculated monthly based upon qualifying sales.

Disaggregation of Revenue

Our products are grouped into six principal categories: general health, immune, cardiovascular, digestive, personal care and weight management. We have four business segments that are based primarily upon the geographic region where each segment operates. Each of the geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide® brands. See Note 7, Segment Information, for further information on our reportable segments and presentation of disaggregated revenue by reportable segment and product category.

Practical Expedients and Exemptions

We have made the accounting policy election to treat shipping and handling as a fulfillment activity rather than a promised service under Topic 606.

Item 2.       MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

The following Management’s Discussion and Analysis should be read in conjunction with the unaudited condensed consolidated financial statements and notes thereto included in this report, as well as the consolidated financial statements, the notes thereto, and management’s discussion and analysis included in our Annual Report on Form 10-K for the year ended December 31, 2023, and our other reports filed since the date of such Form 10-K.

18

OVERVIEW

We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who resell our products to consumers.

Our independent consultants market and sell our products to customers and sponsor other independent consultants who also market our products to customers. Because a significant amount of revenue is generated through the sales of our independent consultants, our revenue can be impacted by the number and productivity of our independent consultants. We seek to motivate and provide incentives to our independent consultants by offering high quality products, product support, training seminars, and financial incentives, among other considerations.

Eastern Europe

On February 24, 2022, Russian forces launched significant military action against Ukraine. There continues to be sustained conflict and disruption in the region, which is expected to endure for the foreseeable future. Our consultants in our Eastern Europe market, a market within our Europe business segment that includes Russia, Ukraine, Belarus and other Common Independent States in the region, continue to operate their independent businesses, albeit at a reduced level than prior to the start of the conflict. We expect that this will continue to impact our business for the foreseeable future. We will continue monitoring the social, political, regulatory and economic environment in Ukraine and Russia, and will consider further actions as appropriate.

Net sales related to Eastern Europe for the three months ended March 31, 2024 and 2023 were $14.7 million and $14.5 million, respectively. Operating income related to Eastern Europe for the three months ended March 31, 2024 and 2023, were $1.6 million and $0.5 million, respectively. As of March 31, 2024, Eastern Europe had assets of $7.1 million net of working capital reserves related to inventories.

More broadly, there could be additional negative impacts to our net sales, earnings and cash flows should the situation escalate beyond its current scope, including, among other potential impacts, economic recessions in certain neighboring countries or globally due to inflationary pressures and supply chain cost increases or the geographic proximity of the war relative to the rest of Europe.

Inflation

Like many other companies, we are facing significant inflationary pressures in the global economy. Our operations have been, and may continue to be, adversely impacted by inflation, primarily from higher costs of raw materials, labor, production, distribution and transportation costs.

First Quarter Performance

In the first quarter of 2024, we experienced an increase in our consolidated net sales of 2.2 percent (or 3.8 percent in local currencies) compared to the same period in 2023. Asia net sales decreased approximately 0.3 percent (or increased 5.2 percent in local currencies) compared to the same period in 2023. Europe net sales increased approximately 4.2 percent (or 1.9 percent in local currencies) compared to the same period in 2023. North America net sales increased approximately 5.4 percent (or 5.4 percent in local currencies) compared to the same period in 2023. Latin America and Other net sales decreased approximately 4.6 percent (or 8.0 percent in local currencies) compared to the same period in 2023. The strengthening of the U.S. dollar versus the local currencies, primarily in our Asian markets, resulted in an approximate 1.6 percent, or $1.8 million, decrease of our net sales during the quarter.

Cost of sales increased $0.3 million during the three months ended March 31, 2024, compared to the same period in 2023, and as a percentage of net sales were 28.8 percent and 29.2 percent for the three months ended March 31, 2024 and 2023, respectively. The decrease in cost of sales percentage is primarily due to improvements in market mix, sales price increases, and contribution margin improvement initiatives, partially offset by increases related to inflation and unfavorable foreign currency exchange. Part of the decrease also relates to prior-year inventory valuation reserves taken as a result of the conflict between Russia and Ukraine.

In absolute terms, selling, general and administrative expenses decreased $2.9 million during the three months ended March 31, 2024, compared to the same period in 2023, and as a percentage of net sales were 36.7 percent and 40.2 percent for

19

the three months ended March 31, 2024 and 2023, respectively. The decrease was driven primarily by a non-recurring loss in Japan in the prior year, partially offset by investments to drive digital growth.

As an international business, we have significant sales and costs denominated in currencies other than the U.S. Dollar. We expect foreign markets with functional currencies other than the U.S. Dollar will continue to represent a substantial portion of our overall sales and related operating expenses. Accordingly, changes in foreign currency exchange rates could materially affect sales and costs or the comparability of sales and costs from period to period as a result of translating foreign markets financial statements into our reporting currency.

RESULTS OF OPERATIONS

The following table summarizes our unaudited consolidated operating results from continuing operations in U.S. dollars and as a percentage of net sales for the three months ended March 31, 2024 and 2023 (dollar amounts in thousands):

 

	Three Months Ended March 31, 2024				Three Months Ended March 31, 2023				Change
	Total dollars		Percent of net sales		Total dollars		Percent of net sales		Total dollars		Percentage
Net sales	$	110,993	100.0	%	$	108,634	100.0	%	$	2,359	2.2	%
Cost of sales	32,015		28.8		31,692		29.2		323		1.0
Gross profit	78,978		71.2		76,942		70.8		2,036		2.6
Volume incentives	33,570		30.2		33,128		30.5		442		1.3
SG&A expenses	40,784		36.7		43,642		40.2		(2,858)		(6.5)
Operating income	4,624		4.2		172		0.2		4,452		2,588.4
Other income, net	31		—		1,514		1.4		(1,483)		(98.0)
Income before income taxes	4,655		4.2		1,686		1.6		2,969		176.1
Provision for income taxes	2,165		2.0		433		0.4		1,732		400.0
Net income	$	2,490	2.2	%	$	1,253	1.2	%	$	1,237	98.7	%

 Net Sales

International operations have provided, and are expected to continue to provide, a significant portion of our total net sales. As a result, total net sales will continue to be affected by fluctuations in the U.S. dollar against foreign currencies. In order to provide a framework for assessing how our underlying businesses performed excluding the effect of foreign currency fluctuations, in addition to comparing the percent change in net sales from one period to another in U.S. dollars, we present net sales excluding the impact of foreign exchange fluctuations. We compare the percentage change in net sales from one period to another period by excluding the effects of foreign currency exchange as shown below. Net sales excluding the impact of foreign exchange fluctuations is not a U.S. GAAP financial measure and removes from net sales in U.S. dollars the impact of changes in exchange rates between the U.S. dollar and the functional currencies of our foreign subsidiaries, by translating the current period net sales into U.S. dollars using the same foreign currency exchange rates that were used to translate the net sales for the previous comparable period. We believe presenting the impact of foreign currency fluctuations is useful to investors because it allows a more meaningful comparison of net sales of our foreign operations from period to period. However, net sales excluding the impact of foreign currency fluctuations should not be considered in isolation or as an alternative to net sales in U.S. dollar measures that reflect current period exchange rates, or to other financial measures calculated and presented in accordance with U.S. GAAP. Throughout the last five years, foreign currency exchange rates have fluctuated significantly. See Item 3. Quantitative and Qualitative Disclosures about Market Risk.

20

The following table summarizes the changes in net sales by operating segment with a reconciliation to net sales excluding the impact of currency fluctuations for the three months ended March 31, 2024 and 2023 (dollar amounts in thousands): 

	Net Sales by Operating Segment
	Three Months Ended March 31, 2024		Three Months Ended March 31, 2023		Percent Change		Impact of Currency Exchange		Percent Change Excluding Impact of Currency
Asia	$	46,220	$	46,345	(0.3)	%	$	(2,514)	5.2	%
Europe	22,296		21,405		4.2		493		1.9
North America	36,525		34,648		5.4		9		5.4
Latin America and Other	5,952		6,236		(4.6)		214		(8.0)
	$	110,993	$	108,634	2.2	%	$	(1,798)	3.8	%

Consolidated net sales for the three months ended March 31, 2024 and 2023, were $111.0 million and $108.6 million respectively, which represents an increases of 2.2 percent. The increase was primarily related to product sales improvements in our Asia, Europe, and North America operating segments. Excluding the impact of foreign currency exchange rate fluctuations, consolidated net sales for the three months ended March 31, 2024, increased 3.8 percent from the same period in 2023.

Asia

Net sales related to Asia for the three months ended March 31, 2024 and 2023, were $46.2 million and $46.3 million respectively, or a decrease of 0.3 percent. In local currency, net sales for the three months ended March 31, 2024, increased 5.2 percent, compared to the same periods in 2023. Fluctuations in foreign exchange rates had unfavorable impacts on net sales of $2.5 million for the three months ended March 31, 2024.

Notable activity in the following markets contributed to the results of Asia:

In our South Korea market, net sales increased $0.4 million, or 3.4 percent for the three months ended March 31, 2024, compared to the same periods in 2023. In local currency, net sales for the three months ended March 31, 2024, increased 7.8 percent, compared to the same period in 2023. The increase in net sales was primarily the result of focus on our field activation initiatives.

In our Taiwan market, net sales increased $1.6 million, or 11.4 percent, for the three months ended March 31, 2024, compared to the same periods in 2023. In local currency, net sales for the three months ended March 31, 2024, increased 15.1 percent, compared to the same periods in 2023. We attribute the growth in net sales primarily to effective execution of fundamentals within our sales force with a continued focus on leadership development and incentives intended to stimulate sales activity.

In our Japan market, net sales decreased $0.8 million, or 8.4 percent, for the three months ended March 31, 2024, compared to the same periods in 2023. In local currency, net sales for the three months ended March 31, 2024, increased 2.7 percent, compared to the same periods in 2023. We attribute the increase in net sales in local currency primarily to focus on our field activation initiatives.

In our China market, net sales decreased $1.2 million, or 12.6 percent, for the three months ended March 31, 2024, compared to the same periods in 2023. In local currency, net sales for the three months ended March 31, 2024, decreased 9.3 percent, compared to the same periods in 2023. The decrease in net sales was primarily the result of reduced activity that resulted from challenging macroeconomic factors.

Europe

Net sales related to Europe for the three months ended March 31, 2024 and 2023, were $22.3 million and $21.4 million, respectively, or a increase of 4.2 percent. In local currency, net sales for the three months ended March 31, 2024, increased 1.9 percent, compared to the same period in 2023. The functional currency for many of these markets is the U.S. Dollar which reduces the effect from foreign currency fluctuations. For markets where the dollar is not the functional currency, foreign exchange rates had a favorable impact on net sales of $0.5 million for the three months ended March 31, 2024. Net sales increased as a result of continued execution of field activation initiatives and new product launches in Central Europe.

21

North America

Net sales related to North America for the three months ended March 31, 2024 and 2023, were $36.5 million and $34.6 million, respectively, or an increase of 5.4 percent. In local currency, net sales for the three months ended March 31, 2024, increased 5.4 percent, compared to the same period in 2023.

In the United States, net sales for the three months ended March 31, 2024, increased $1.7 million, or 5.3 percent, compared to the same period in 2023. The increase was primarily due to growth in our digital channel, momentum with our field activation initiatives, along with an increase in new customers.

Latin America and Other

Net sales related to Latin America and Other for the three months ended March 31, 2024 and 2023, were $6.0 million and $6.2 million respectively, or a decreases of 4.6 percent. In local currency, net sales for the three months ended March 31, 2024, decreased 8.0 percent, compared to the same periods in 2023. Fluctuations in foreign currency had favorable impacts on net sales of $0.2 million for the three months ended March 31, 2024.

Further information related to our Asia, Europe, North America, and Latin America and Other business segments is set forth in Note 7 to the Unaudited Condensed Consolidated Financial Statements in Part 1, Item 1 of this report.

Cost of Sales

Cost of sales as a percent of net sales was 28.8 percent and 29.2 percent for the three months ended March 31, 2024 and 2023, respectively. The decrease in cost of sales percentage is primarily due to improvements in market mix and gross margin improvement initiatives, partially offset by increases related to inflation and unfavorable foreign currency exchange.

Volume Incentives

Volume incentives expense as a percent of net sales was 30.2 percent and 30.5 percent for the three months ended March 31, 2024 and 2023, respectively. These payments are designed to provide incentives for reaching certain sales levels. Volume incentives vary slightly, on a percentage basis, by product due to pricing policies and commission plans in place in our various operations. We do not pay volume incentives in China, instead we pay independent service fees which are included in selling, general and administrative expenses. Volume incentives as a percentage of net sales can fluctuate based on promotional activity and mix of sales by market.

Selling, General and Administrative

Selling, general and administrative expenses represent operating expenses, components of which include labor and benefits, sales events, professional fees, travel and entertainment, marketing, occupancy costs, communications costs, bank fees, depreciation and amortization, independent services fees paid in China, and other miscellaneous operating expenses.

Selling, general and administrative expenses decreased by $2.9 million to $40.8 million for the three months ended March 31, 2024, compared to the same periods in 2023. Selling, general and administrative expenses were 36.7 percent and 40.2 percent of net sales for the three months ended March 31, 2024 and 2023, respectively. The decrease was driven primarily by a non-recurring loss in Japan in the prior year, partially offset by investments to drive digital growth.

Other Income, Net

Other income, net, for the three months ended March 31, 2024 and 2023, were gains of $31,000 and $1.5 million, respectively. Other income, net for the three months ended March 31, 2024 primarily consisted of foreign exchange gains as a result of net changes in foreign currencies.

Income Taxes

For the three months ended March 31, 2024 and 2023, our provision for income taxes, as a percentage of income before income taxes was 46.5 percent and 25.7 percent, respectively, compared with a U.S. federal statutory rate of 21.0 percent.

22

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2024, was primarily attributed to operations in foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit.

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2023, was primarily attributed to tax liability related to foreign operations which are treated as a branch for US

tax purposes and prior year foreign losses that were not expected to provide future tax benefit, partially offset by favorable

adjustments to deferred tax assets and foreign tax credits.

The difference between the effective tax rate for the three months ended March 31, 2024 compared to March 31, 2023 was primarily caused by an increase in tax liability related to operations in foreign countries which are treated as a branch for US tax purposes as well as favorable adjustments to deferred tax assets in the prior year which did not repeat in the current period.

Our U.S. federal income tax returns for 2020 through 2022 are open to examination for federal tax purposes. We have several foreign tax jurisdictions that have open tax years from 2018 through 2023.

As of March 31, 2024 and December 31, 2023, we have accrued $0.6 million and $0.3 million, respectively, related to unrecognized tax positions.

Product Categories

Our line of over 800 products includes several different product classifications, such as immune, cardiovascular, digestive, personal care, weight management and other general health products. We purchase herbs and other raw materials in bulk and, after quality control testing, we formulate, encapsulate, tablet or concentrate them, label and package them for shipment. Most of our products are manufactured at our facility in Spanish Fork, Utah. Contract manufacturers produce some of our products in accordance with our specifications and standards. We have implemented quality control procedures to verify that our contract manufacturers have complied with our specifications and standards.

See Note 7, Segment Information, for a summary of the U.S. dollar amounts from the sale of general health, immune, cardiovascular, digestive, personal care and weight management products for the three months ended March 31, 2024 and 2023, by business segment.

Distribution and Marketing

We market our products primarily through our network of independent consultants, who market our products to customers through direct selling techniques. We seek to motivate and provide incentives to our independent consultants by offering high quality products and providing independent consultants with product support, training seminars, sales conventions, travel programs and financial incentives.

Our products sold in the United States are shipped directly from our manufacturing and warehouse facilities located in Spanish Fork, Utah, as well as from our regional warehouses located in Georgia, Ohio, and Texas. Many of our international operations maintain warehouse facilities and inventory to supply their independent consultants. However, in foreign markets where we do not maintain warehouse facilities, we have contracted with third-parties to distribute our products and provide support services to our force of independent consultants.

In the United States, we generally sell our products on a cash or credit card basis. From time to time, our U.S. operations extend short-term credit associated with product promotions. For certain of our international operations, we use independent distribution centers and offer credit terms that are generally consistent with industry standards within each respective country.

We pay sales commissions, or “volume incentives” to our independent consultants based upon their own product sales and the product sales of their sales organization. As an exception, in China, we do not pay volume incentives; rather, we pay independent service fees, which are included in selling, general and administrative expenses. These volume incentives are recorded as an expense in the year earned. The amounts of volume incentives that we expensed during the quarters ended March 31, 2024 and 2023, are set forth in the Condensed Consolidated Financial Statements in Item 1 of this report. In addition to the opportunity to receive volume incentives, independent consultants who attain certain levels of monthly product sales are eligible for additional incentive programs including automobile allowances, sales convention privileges and travel awards.

23

LIQUIDITY AND CAPITAL RESOURCES

Our principal use of cash is to pay for operating expenses, including volume incentives, inventory and raw material purchases, capital assets and funding of international expansion. As of March 31, 2024, working capital was $91.3 million, compared to $89.1 million as of December 31, 2023. At March 31, 2024, we had $77.8 million in cash, of which $4.8 million was held in the U.S. and $73.0 million was held in foreign markets and may be subject to various withholding taxes and other restrictions related to repatriation before becoming available to be used along with the normal cash flows from operations to fund any unanticipated shortfalls in future cash flows.

Our net consolidated cash inflows (outflows) are as follows (in thousands):

	Three Months Ended March 31,
	2024		2023
Operating activities	$	2,190	$	9,325
Investing activities	(3,689)		(2,325)
Financing activities	107		(1,156)

Operating Activities

For the three months ended March 31, 2024, operating activities provided cash of $2.2 million, compared to $9.3 million in the same period in 2023. Operating cash flows decreased primarily due to the timing of payments for accrued liabilities, accounts payable and timing of receipts of accounts receivable, slightly offset by improved net income and reduced inventory purchases.

Investing Activities

For the three months ended March 31, 2024, investing activities used $3.7 million, compared to $2.3 million for the same period in 2023, which consisted of capital expenditures related to the purchase of equipment, computer systems and software.

Financing Activities

For the three months ended March 31, 2024, financing activities provided cash of $0.1 million, compared to using cash of $1.2 million for the same period in 2023.

During the three months ended March 31, 2024, we used cash to repurchase 105,000 shares of our common stock under the share repurchase program for $1.8 million. At March 31, 2024, the remaining balance available for repurchases under the program was $15.8 million.

We maintain a revolving credit agreement with Bank of America, N.A (the “Credit Agreement”), as well as a credit agreement with Banc of America Leasing and Capital, LLC (the "Capital Credit Agreement"). At March 31, 2024, there was $2.1 million outstanding balance under the Credit Agreement. Our debt obligations are discussed in greater detail in Note 4, “Revolving Credit Facility and Other Obligations,” to our Condensed Consolidated Financial Statements in Item 1, Part 1 of this report.

We believe that cash generated from operations, along with available cash and cash equivalents, will be sufficient to fund our normal operating needs, including capital expenditures, on both a short- and long-term basis.

In addition, other things such as a prolonged economic downturn, a decrease in demand for our products, an unfavorable settlement of our unrecognized tax positions or non-income tax contingencies could adversely affect our long-term liquidity.

CRITICAL ACCOUNTING POLICIES AND ESTIMATES

Our consolidated financial statements have been prepared in accordance with U.S. GAAP and form the basis for the following discussion and analysis on critical accounting policies and estimates. The preparation of these financial statements requires us to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities. On a regular basis, we evaluate our estimates and assumptions. We base our estimates on historical experience and on various other assumptions that are believed to be reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of assets and liabilities that

24

are not readily apparent from other sources. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations. We have discussed the development, selection and disclosure of these estimates with the Board of Directors and our Audit Committee.

A summary of our significant accounting policies is provided in Note 1 of the Notes to Consolidated Financial Statements in Item 8 of the Annual Report on Form 10-K for the year ended December 31, 2023. We believe the critical accounting policies and estimates described below reflect our more significant estimates and assumptions used in the preparation of the consolidated financial statements. The impact and any associated risks on our business that are related to these policies are also discussed throughout this “Management’s Discussion and Analysis of Financial Condition and Results of Operations” where such policies affect reported and expected financial results.

Revenue Recognition

Our revenue recognition practices are discussed in Note 11, “Revenue Recognition,” to our Condensed Consolidated Financial Statements in Item 1, Part 1 of this report.

Inventories

Inventories are adjusted to lower of cost and net realizable value, using the first-in, first-out method. The components of inventory cost include raw materials, labor and overhead. To estimate any necessary adjustments, various assumptions are made in regard to excess or slow-moving inventories, non-conforming inventories, expiration dates, current and future product demand, production planning and market conditions. If future demand and market conditions are less favorable than our assumptions, additional inventory adjustments could be required.

Incentive Trip Accrual

We accrue for expenses associated with our direct sales program, which rewards independent consultants with paid attendance for incentive trips, including our conventions and meetings. Expenses associated with incentive trips are accrued over qualification periods as they are earned. We specifically analyze incentive trip accruals based on historical and current sales trends as well as contractual obligations when evaluating the adequacy of the incentive trip accrual. Actual results could generate liabilities more or less than the amounts recorded.

Contingencies

We are involved in certain legal proceedings and disputes. When a loss is considered probable in connection with litigation or non-income tax contingencies and when such loss can be reasonably estimated with a range, we record our best estimate within the range related to the contingency. If there is no best estimate, we record the minimum of the range. As additional information becomes available, we assess the potential liability related to the contingency and revise the estimates. Revision in estimates of the potential liabilities could materially affect our results of operations in the period of adjustment. Our contingencies are discussed in further detail in Note 9, “Commitments and Contingencies”, to the Notes of our Condensed Consolidated Financial Statements, of Item 1, Part 1 of this report.

Income Taxes

Our provision for income taxes, deferred tax assets and liabilities and contingent reserves reflect management’s best assessment of estimated future taxes to be paid. We are subject to income taxes in both the United States and numerous foreign jurisdictions. Significant judgments and estimates are required in determining our consolidated provision for income taxes.

Deferred income taxes arise from temporary differences between the tax and financial statement recognition of revenue and expense. In evaluating our ability to recover our deferred tax assets, management considers all available positive and negative evidence, including scheduled reversals of deferred tax liabilities, projected future taxable income, tax planning strategies and recent financial operations. In projecting future taxable income, we develop assumptions including the amount of future state, federal and foreign pretax operating income, the reversal of temporary differences, and the implementation of feasible and prudent tax planning strategies. These assumptions require significant judgment about the forecasts of future taxable income, and are consistent with the plans and estimates that we are using to manage the underlying businesses. Valuation allowances are recorded as reserves against net deferred tax assets by us when it is determined that net deferred tax assets are not likely to be realized in the foreseeable future.

25

Changes in tax laws and rates could also affect recorded deferred tax assets and liabilities in the future. Management is not aware of any such changes that would have a material effect on our results of operations, cash flows or financial position.

The calculation of our tax liabilities involves dealing with uncertainties in the application of complex tax laws and regulations in a multitude of jurisdictions across our global operations. Income tax positions must meet a more-likely-than-not recognition threshold to be recognized.

Item 3.       QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK

We conduct business in several countries and intend to grow our international operations. Net sales, operating income and net income are affected by fluctuations in currency exchange rates, interest rates and other uncertainties inherent in doing business and selling product in more than one currency. In addition, our operations are exposed to risks associated with changes in social, political and economic conditions inherent in international operations, including changes in the laws and policies that govern international investment in countries where we have operations, as well as, to a lesser extent, changes in U.S. laws and regulations relating to international trade and investment. For further information, see Part II, Item 7A of our Annual Report on Form 10-K for the year ended December 31, 2023.

Item 4.       CONTROLS AND PROCEDURES

Disclosure Controls and Procedures

Our disclosure controls and procedures (as defined in Rule 13a-15(e) under the Exchange Act) are designed to provide reasonable assurance that the information required to be disclosed in reports filed or submitted under the Exchange Act is recorded, processed, summarized, and reported within the time periods specified in rules and forms adopted by the SEC, and that such information is accumulated and communicated to management, including the Chief Executive Officer and the Chief Financial Officer, to allow timely decisions regarding required disclosures.

Our management, under the supervision and with the participation of the Chief Executive Officer and Chief Financial Officer, evaluated the effectiveness of the design and operation of our disclosure controls and procedures as of March 31, 2024. Based on this evaluation, the Chief Executive Officer and Chief Financial Officer have concluded that our disclosure controls and procedures were effective as of March 31, 2024.

Management’s Report on Internal Control over Financial Reporting

Management, with the participation of our Chief Executive Officer and Chief Financial Officer, has conducted an evaluation of the effectiveness of our internal control over financial reporting based on the framework set forth in “Internal Control—Integrated Framework (2013)” issued by the Committee of Sponsoring Organizations of the Treadway Commission. Based on management’s assessment under this framework, management has concluded that our internal control over financial reporting were effective as of March 31, 2024. 

Previously Identified Material Weakness

As previously disclosed in our Current Report on Form 8-K filed on February 24, 2023, we determined that Synergy Worldwide Japan G.K., a Japan entity and wholly owned subsidiary of the Company (“Synergy Japan”), was the victim of a criminal scheme involving employee impersonation and fraudulent requests targeting Synergy Japan. The criminal scheme resulted in a series of fraudulently induced unauthorized wire transfers between February 1, 2023, and February 17, 2023, totaling $4.8 million. We determined that our internal controls were not properly designed or operating effectively to prevent unauthorized wire transfers by Synergy Japan. This material weakness in our controls resulted in the inability to prevent this misappropriation of our cash assets in Synergy Japan.

The Company's independent registered public accounting firm, Deloitte & Touche LLP, has audited the effectiveness of the Company's internal control over financial reporting as of December 31, 2023 and expressed an adverse opinion, which is disclosed in Item 9A of the Company’s Annual Report on Form 10-K filed with the Securities and Exchange Commission on March 12, 2024.

26

Remediation of Material Weakness

Immediately following the incident, we initiated a reassessment of our processes and controls related to wire transfers and developed an action plan to remediate this matter, which included the following control enhancements:

•enhancing the design of approval requirements for wire transfers;

•enhancing the design of controls within online banking platforms;

•increasing the centralization and review processes associated with cash management; and

•increasing internal communication to heighten awareness and emphasize the importance of exercising professional skepticism and judgment.

As a result of our internal testing of our processes related to wire transfers, including the enhancements noted above, we have determined that the related material weakness has been remediated as of March 31, 2024.

Changes in Internal Control over Financial Reporting

Other than the remediation of the material weakness described above, there were no changes in our internal controls over financial reporting (as defined in Rule 13a-15(f) under the Exchange Act) during the quarter ended March 31, 2024, that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.

27

PART II OTHER INFORMATION

Item 1.       LEGAL PROCEEDINGS

None.

Item 1A.    RISK FACTORS

In addition to the information set forth in this report, you should carefully consider the risks discussed under the heading “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2023, which could have a material adverse effect on our business or consolidated financial statements, results of operations, and cash flows. Additional risks not currently known, or risks that are currently believed to be not material, may also impair business operations. There have been no material changes to our risk factors since the filing of our Annual Report on Form 10-K for the year ended December 31, 2023.

Item 2.       UNREGISTERED SALES OF EQUITY SECURITIES, USE OF PROCEEDS, AND ISSUER PURCHASES OF EQUITY SECURITIES

The following table summarizes the purchases of our common stock during the fiscal quarter ended March 31, 2024:

Periods	Total Number of Shares Purchased (in thousands)	Average Price Paid Per Share		Total Number of Shares Purchased as Part of Publicly Announced Plans or Programs  (in thousands)	Maximum Dollar Value of Shares That May Yet Be Purchased Under the Plans or Programs(1) (in thousands)
January 1, 2024 to January 31, 2024	15	$	17.22	15
February 1, 2024 to February 29, 2024	55	17.70		55
March 1, 2024 to March 31, 2024	35	$	17.63	35
Total	105			105	$	15,759

(1)    On March 10, 2021, we announced a $15.0 million common share repurchase program. On March 8, 2022 we announced an amendment to the share repurchase program allowing the repurchase of an additional $30.0 million shares. The repurchases may be made from time to time as market conditions warrant and are subject to regulatory considerations. We purchased 105,000 shares of our common stock during the quarter ended March 31, 2024 under the terms of this Board approved plan.

The actual timing, number, and value of common shares repurchased under our board-approved plan will be determined at our discretion and will depend on a number of factors, including, among others, general market and business conditions, the trading price of common shares, and applicable legal requirements. We have no obligation to repurchase any common shares under the authorization, and the repurchase plan may be suspended, discontinued, or modified at any time for any reason.

Item 3.       DEFAULTS UPON SENIOR SECURITIES

None.

Item 4.       MINE SAFETY DISCLOSURES

Not applicable.

Item 5.       OTHER INFORMATION

During the quarter ended March 23, 2024, none of our directors or executive officers adopted, modified or terminated a “Rule 10b5-1 trading arrangement” or a “non-Rule 10b5-1 trading arrangement” as such terms are defined under Item 408 of Regulation S-K.

28

Item 6.       EXHIBITS

a)             Index to Exhibits

 

Item No.	Exhibit
31.1(1)	Certification of Chief Executive Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
31.2(1)	Certification of Chief Financial Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
31.3(1)	Certification of Chief Accounting Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
32.1(1)	Certification of Chief Executive Officer pursuant to 18 U.S.C. Section 1350 Chief Executive Officer pursuant to 18 U.S.C. Section 1350
32.2(1)	Certification of Chief Financial Officer pursuant to 18 U.S.C. Section 1350 Financial Officer pursuant to 18 U.S.C. Section 1350
32.3(1)	Certification of Chief Accounting Officer pursuant to 18 U.S.C. Section 1350 Financial Officer pursuant to 18 U.S.C. Section 1350
101.INS	Inline XBRL Instance Document
101.SCH	Inline XBRL Taxonomy Extension Schema Document
101.CAL	Inline XBRL Taxonomy Extension Calculation Linkbase Document
101.LAB	Inline XBRL Taxonomy Extension Label Linkbase Document
101.PRE	Inline XBRL Taxonomy Extension Presentation Linkbase Document
101.DEF	Inline XBRL Taxonomy Extension Definition Linkbase Document
104	Cover page Interactive Data File (the cover page XBRL tags are embedded within iXBRL (Inline Extensible Business Reporting Language) document)

_________________________________________

(1)    Filed currently herewith.

29

SIGNATURES

Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

 

Nature’s Sunshine Products, Inc.
Date:	May 7, 2024	/s/ Terrence O. Moorehead
		Terrence O. Moorehead,
		President and Chief Executive Officer
		(Principal Executive Officer)
Date:	May 7, 2024	/s/ L. Shane Jones
		L. Shane Jones,
		Executive Vice President, Chief Financial Officer and Treasurer
		(Principal Financial Officer)
Date:	May 7, 2024	/s/ Jonathan D. Lanoy
		Jonathan D. Lanoy,
		Senior Vice President, Chief Accounting Officer
		(Principal Accounting Officer)

30

EX-31.1

Exhibit 31.1

CERTIFICATIONS

I, Terrence O. Moorehead, certify that:

1. I have reviewed this Quarterly Report on Form 10-Q of Nature’s Sunshine Products, Inc. (“the registrant”);

2.Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;

3.Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;

4.The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:

(a)Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;

(b)Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;

(c)Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and

(d)Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and

5.The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing the equivalent functions):

(a)All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and

(b)Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.

Date:	May 7, 2024	/s/ Terrence O. Moorehead
		Terrence O. Moorehead
		President and Chief Executive Officer

EX-31.2

Exhibit 31.2

CERTIFICATIONS

I, L. Shane Jones, certify that:

1.I have reviewed this Quarterly Report on Form 10-Q of Nature’s Sunshine Products, Inc. (the “registrant”);

2.Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;

3.Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;

4.The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:

(a)Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;

(b)Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;

(c)Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and

(d)Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and

5.The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing the equivalent functions):

(a)All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and

(b)Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.

Date:	May 7, 2024	/s/ L. Shane Jones
		L. Shane Jones
		Executive Vice President, Chief Financial Officer and Treasurer

EX-31.3

Exhibit 31.3

CERTIFICATIONS

I, Jonathan D. Lanoy, certify that:

1.I have reviewed this Quarterly Report on Form 10-Q of Nature’s Sunshine Products, Inc. (the “registrant”);

2.Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a material fact necessary to make the statements made, in light of the circumstances under which such statements were made, not misleading with respect to the period covered by this report;

3.Based on my knowledge, the financial statements, and other financial information included in this report, fairly present in all material respects the financial condition, results of operations and cash flows of the registrant as of, and for, the periods presented in this report;

4.The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:

(a)Designed such disclosure controls and procedures, or caused such disclosure controls and procedures to be designed under our supervision, to ensure that material information relating to the registrant, including its consolidated subsidiaries, is made known to us by others within those entities, particularly during the period in which this report is being prepared;

(b)Designed such internal control over financial reporting, or caused such internal control over financial reporting to be designed under our supervision, to provide reasonable assurance regarding the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with generally accepted accounting principles;

(c)Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end of the period covered by this report based on such evaluation; and

(d)Disclosed in this report any change in the registrant’s internal control over financial reporting that occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the case of an annual report) that has materially affected, or is reasonably likely to materially affect, the registrant’s internal control over financial reporting; and

5.The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of directors (or persons performing the equivalent functions):

(a)All significant deficiencies and material weaknesses in the design or operation of internal control over financial reporting which are reasonably likely to adversely affect the registrant’s ability to record, process, summarize and report financial information; and

(b)Any fraud, whether or not material, that involves management or other employees who have a significant role in the registrant’s internal control over financial reporting.

Date:	May 7, 2024	/s/ Jonathan D. Lanoy
		Jonathan D. Lanoy
		Senior Vice President, Chief Accounting Officer

EX-32.1

Exhibit 32.1

CERTIFICATION PURSUANT TO

18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO

SECTION 906 OF SARBANES-OXLEY ACT OF 2002

In connection with the Quarterly Report of Nature’s Sunshine Products, Inc. (the “Company”) on Form 10-Q for the period ended March 31, 2024 as filed with the Securities and Exchange Commission on the date hereof (the “Report”), I, Terrence O. Moorehead, President and Chief Executive Officer of the Company, certify, pursuant to 18.U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that, based on my knowledge:

(1) The Report fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934; and

(2) The information contained in the Report fairly presents, in all material respects, the financial condition and results of operations of the Company.

Date:	May 7, 2024	/s/ Terrence O. Moorehead
		Terrence O. Moorehead
		President and Chief Executive Officer

EX-32.2

Exhibit 32.2

CERTIFICATION PURSUANT TO

18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO

SECTION 906 OF SARBANES-OXLEY ACT OF 2002

In connection with the Quarterly Report of Nature’s Sunshine Products, Inc. (the “Company”) on Form 10-Q for the period ended March 31, 2024 as filed with the Securities and Exchange Commission on the date hereof (the “Report”), I, L. Shane Jones, Executive Vice President, Chief Financial Officer and Treasurer of the Company, certify, pursuant to 18.U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that, based on my knowledge:

(1) The Report fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934; and

(2) The information contained in the Report fairly presents, in all material respects, the financial condition and results of operations of the Company.

Date:	May 7, 2024	/s/ L. Shane Jones
		L. Shane Jones
		Executive Vice President, Chief Financial Officer and Treasurer

EX-32.3

Exhibit 32.3

CERTIFICATION PURSUANT TO

18 U.S.C. SECTION 1350, AS ADOPTED PURSUANT TO

SECTION 906 OF SARBANES-OXLEY ACT OF 2002

In connection with the Quarterly Report of Nature’s Sunshine Products, Inc. (the “Company”) on Form 10-Q for the period ended March 31, 2024 as filed with the Securities and Exchange Commission on the date hereof (the “Report”), I, Jonathan D. Lanoy, Senior Vice President, Chief Accounting Officer of the Company, certify, pursuant to 18.U.S.C. Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002, that, based on my knowledge:

(1) The Report fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of 1934; and

(2) The information contained in the Report fairly presents, in all material respects, the financial condition and results of operations of the Company.

Date:	May 7, 2024	/s/ Jonathan D. Lanoy
		Jonathan D. Lanoy
		Senior Vice President, Chief Accounting Officer

XML

Cover Page - shares	3 Months Ended
	Mar. 31, 2024	Apr. 19, 2024
Cover [Abstract]
Document Type	10-Q
Document Quarterly Report	true
Document Period End Date	Mar. 31, 2024
Document Transition Report	false
Entity File Number	001-34483
Entity Registrant Name	NATURE’S SUNSHINE PRODUCTS, INC.
Entity Incorporation, State or Country Code	UT
Entity Tax Identification Number	87-0327982
Entity Address, Address Line One	2901 Bluegrass Boulevard
Entity Address, Address Line Two	Suite 100
Entity Address, City or Town	Lehi
Entity Address, State or Province	UT
Entity Address, Postal Zip Code	84043
City Area Code	801
Local Phone Number	341-7900
Title of 12(b) Security	Common Stock, no par value
Trading Symbol	NATR
Security Exchange Name	NASDAQ
Entity Current Reporting Status	Yes
Entity Interactive Data Current	Yes
Entity Filer Category	Accelerated Filer
Entity Small Business	true
Entity Emerging Growth Company	false
Entity Shell Company	false
Entity Common Stock, Shares Outstanding		18,729,775
Entity Central Index Key	0000275053
Amendment Flag	false
Document Fiscal Year Focus	2024
Document Fiscal Period Focus	Q1
Current Fiscal Year End Date	--12-31

XML

CONDENSED CONSOLIDATED BALANCE SHEETS - USD ($) $ in Thousands	Mar. 31, 2024	Dec. 31, 2023
Current assets:
Cash and cash equivalents	$ 77,773	$ 82,373
Accounts receivable, net of allowance for doubtful accounts of $138 and $142, respectively	9,694	8,827
Inventories	62,653	66,895
Prepaid expenses and other	10,036	7,722
Total current assets	160,156	165,817
Property, plant and equipment, net	45,271	45,000
Operating lease right-of-use assets	15,966	13,361
Investment securities - trading	802	747
Deferred income tax assets	15,278	15,064
Other assets	9,794	9,784
Total assets	247,267	249,773
Current liabilities:
Accounts payable	9,029	7,910
Accrued volume incentives and service fees	22,446	22,922
Accrued liabilities	23,257	33,162
Deferred revenue	1,877	1,794
Income taxes payable	7,208	6,418
Current portion of operating lease liabilities	5,064	4,547
Total current liabilities	68,881	76,753
Liability related to unrecognized tax benefits	624	312
Long-term portion of operating lease liabilities	12,648	10,376
Long-term note payable and revolving credit facility	2,107	0
Deferred compensation payable	802	747
Deferred income tax liabilities	1,515	1,401
Other liabilities	983	644
Total liabilities	87,560	90,233
Shareholders’ equity:
Common stock, no par value, $50,000 shares authorized, $18,786 and $18,875 shares issued and outstanding, respectively	119,063	119,694
Retained earnings	52,032	49,711
Noncontrolling interest	5,651	5,482
Accumulated other comprehensive loss	(17,039)	(15,347)
Total shareholders’ equity	159,707	159,540
Total liabilities and shareholders’ equity	$ 247,267	$ 249,773

XML

CONDENSED CONSOLIDATED BALANCE SHEETS (Parenthetical) - USD ($) shares in Thousands, $ in Thousands	Mar. 31, 2024	Dec. 31, 2023
Statement of Financial Position [Abstract]
Accounts receivable, allowance for doubtful accounts	$ 138	$ 142
Common stock, no par value (in dollars per share)	$ 0	$ 0
Common stock, shares authorized (in shares)	50,000	50,000
Common stock, shares outstanding (in shares)	18,786	18,875
Common stock, shares issued (in shares)	18,786	18,875

XML

CONDENSED CONSOLIDATED STATEMENTS OF INCOME - USD ($) shares in Thousands, $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
Income Statement [Abstract]
Net sales	$ 110,993	$ 108,634
Cost of sales	32,015	31,692
Gross profit	78,978	76,942
Operating expenses:
Volume incentives	33,570	33,128
Selling, general and administrative	40,784	43,642
Operating income	4,624	172
Other income, net	31	1,514
Income before provision for income taxes	4,655	1,686
Provision for income taxes	2,165	433
Net income	2,490	1,253
Net income attributable to noncontrolling interests	169	393
Net income attributable to common shareholders	$ 2,321	$ 860
Basic and diluted net income per common share:
Basic earnings per share attributable to common shareholders (in dollars per share)	$ 0.12	$ 0.05
Diluted earnings per share attributable to common shareholders (in dollars per share)	$ 0.12	$ 0.04
Weighted average basic common shares outstanding (in shares)	18,828	19,061
Weighted average diluted common shares outstanding (in shares)	19,224	19,433

XML

CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME (LOSS) - USD ($) $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
Statement of Comprehensive Income [Abstract]
Net income	$ 2,490	$ 1,253
Foreign currency translation loss (net of tax)	(1,692)	(1,653)
Total comprehensive income (loss)	$ 798	$ (400)

XML

CONDENSED CONSOLIDATED STATEMENTS OF CHANGES IN SHAREHOLDERS' EQUITY - USD ($) shares in Thousands, $ in Thousands	Total	Common Stock	Retained Earnings	Noncontrolling Interest	Accumulated Other Comprehensive Loss
Beginning balance (in shares) at Dec. 31, 2022		19,093
Beginning balance at Dec. 31, 2022	$ 147,047	$ 121,583	$ 34,635	$ 4,142	$ (13,313)
Increase (Decrease) in Shareholders' Equity
Share-based compensation expense	1,058	$ 1,058
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax (in shares)		42
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax	$ (165)	$ (165)
Repurchase of common stock (in shares)	(90)	(90)
Repurchase of common stock	$ (823)	$ (823)
Net income	1,253		860	393
Other comprehensive loss	(1,653)				(1,653)
Ending balance (in shares) at Mar. 31, 2023		19,045
Ending balance at Mar. 31, 2023	$ 146,717	$ 121,653	35,495	4,535	(14,966)
Beginning balance (in shares) at Dec. 31, 2023	18,875	18,875
Beginning balance at Dec. 31, 2023	$ 159,540	$ 119,694	49,711	5,482	(15,347)
Increase (Decrease) in Shareholders' Equity
Share-based compensation expense	1,369	$ 1,369
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax (in shares)		16
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax	$ (152)	$ (152)
Repurchase of common stock (in shares)	(105)	(105)
Repurchase of common stock	$ (1,848)	$ (1,848)
Net income	2,490		2,321	169
Other comprehensive loss	$ (1,692)				(1,692)
Ending balance (in shares) at Mar. 31, 2024	18,786	18,786
Ending balance at Mar. 31, 2024	$ 159,707	$ 119,063	$ 52,032	$ 5,651	$ (17,039)

XML

CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS - USD ($) $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
CASH FLOWS FROM OPERATING ACTIVITIES:
Net income	$ 2,490	$ 1,253
Adjustments to reconcile net income to net cash provided by operating activities:
Provision for doubtful accounts	0	4
Depreciation and amortization	3,160	2,805
Non-cash lease expense	1,197	932
Share-based compensation expense	1,369	1,058
Loss on sale of property, plant and equipment	0	71
Deferred income taxes	(157)	(631)
Purchase of trading investment securities	(14)	0
Proceeds from sale of trading investment securities	21	31
Realized and unrealized gains on investments	(62)	(47)
Foreign exchange losses (gains)	20	(1,477)
Changes in assets and liabilities:
Accounts receivable	(1,136)	3,649
Inventories	3,389	457
Prepaid expenses and other current assets	(2,415)	(3,266)
Other assets	(409)	(11)
Accounts payable	1,099	2,391
Accrued volume incentives and service fees	(101)	781
Accrued liabilities	(6,802)	2,759
Deferred revenue	108	(1,142)
Lease liabilities	(1,002)	(900)
Income taxes payable	965	586
Liability related to unrecognized tax benefits	415	6
Deferred compensation payable	55	16
Net cash provided by operating activities	2,190	9,325
CASH FLOWS FROM INVESTING ACTIVITIES:
Purchases of property, plant and equipment	(3,689)	(2,325)
Net cash used in investing activities	(3,689)	(2,325)
CASH FLOWS FROM FINANCING ACTIVITIES:
Principal payments of long-term debt	0	(318)
Proceeds from revolving credit facility	4,808	433
Principal payments of revolving credit facility	(2,701)	(283)
Payments related to tax withholding for net-share settled equity awards	(152)	(165)
Repurchase of common stock	(1,848)	(823)
Net cash provided by (used in) financing activities	107	(1,156)
Effect of exchange rates on cash and cash equivalents	(3,208)	(156)
Net increase (decrease) in cash and cash equivalents	(4,600)	5,688
Cash and cash equivalents at the beginning of the period	82,373	60,032
Cash and cash equivalents at the end of the period	77,773	65,720
SUPPLEMENTAL DISCLOSURE OF CASH FLOW INFORMATION:
Cash paid for income taxes, net of refunds	1,383	1,991
Cash paid for interest	$ 12	$ 25

XML

Basis of Presentation

3 Months Ended

Mar. 31, 2024

Organization, Consolidation and Presentation of Financial Statements [Abstract]

Basis of Presentation

Basis of Presentation

We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who use the products themselves or resell them to consumers.

Principles of Consolidation

The accompanying unaudited condensed consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United States ("U.S. GAAP") for interim financial information and with the instructions to Form 10-Q and Article 10 of Regulation S-X. Accordingly, they do not include all of the information and footnotes required by U.S. GAAP for complete financial statements. The unaudited condensed consolidated financial statements include the accounts of the Company and its subsidiaries. All intercompany accounts and transactions are eliminated in consolidation. In the opinion of management, the accompanying unaudited condensed consolidated financial statements contain all adjustments (consisting of normal recurring accruals), considered necessary for a fair presentation of our financial information as of March 31, 2024, and for the three-month periods ended March 31, 2024 and 2023. The results of operations of any interim period are not necessarily indicative of the results of operations to be expected for the year ending December 31, 2024.

These condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and the notes thereto included in our Annual Report on Form 10-K for the year ended December 31, 2023.

Use of Estimates

The preparation of consolidated financial statements in accordance with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities, in these financial statements and accompanying notes. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations.

The significant accounting estimates inherent in the preparation of our financial statements include estimates associated with our determination of liabilities related to independent consultant incentives, the determination of income tax assets and liabilities, certain other non-income tax and value-added tax contingencies, and legal contingencies. In addition, significant estimates form the basis for allowances with respect to inventory valuations. Various assumptions and other factors enter into the determination of these significant estimates. The process of determining significant estimates takes into account historical experience and current and expected economic conditions.

Noncontrolling Interests

Noncontrolling interests changed as a result of the net income attributable to noncontrolling interests of $0.2 million and $0.4 million for the three months ended March 31, 2024 and 2023, respectively. As of March 31, 2024 and December 31, 2023, noncontrolling interests were $5.7 million and $5.5 million, respectively.

Recent Accounting Pronouncements

In November 2023, the FASB issued ASU No. 2023-07, Segment Reporting (Topic 280): Improvements to Reportable Segment Disclosures. This ASU provides additional guidance on the improved reportable segment disclosure requirements primarily through enhanced disclosures about significant segment expenses. In addition, the amendments improve interim disclosure requirements, clarify circumstances in which an entity can disclose multiple segment measures of profit or loss, provide new segment disclosure requirements for entities with a single reportable segment, and contain other disclosure requirements. The amendments in this update were effective as of December 15, 2023. The adoption of this ASU did not have a significant impact on our Consolidated Financial Statements.

In December 2023, the FASB issued ASU No. 2023-09, Income Taxes (Topic 740): Improvements to Income Tax Disclosures. This ASU provides additional guidance on the disclosure of income taxes on an annual basis and require all public business entities to disclose specific categories in the rate reconciliation, provide additional information on reconciling items,

additional information about income taxes paid, and additional information about income tax expense from continuing operation. The amendments in this update are effective as of December 15, 2024. The adoption of this ASU is not expected to have a significant impact on our Consolidated Financial Statements.

XML

Inventories

3 Months Ended

Mar. 31, 2024

Inventory Disclosure [Abstract]

Inventories

Inventories

The composition of inventories is as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Raw materials	$	17,650	$	18,301
Work in progress	1,594		1,218
Finished goods	43,409		47,376
Total inventories	$	62,653	$	66,895

XML

Investment Securities - Trading

3 Months Ended

Mar. 31, 2024

Investments, Debt and Equity Securities [Abstract]

Investment Securities - Trading

Investment Securities - Trading

Our trading securities portfolio totaled $0.8 million at March 31, 2024, and $0.7 million at December 31, 2023, and generated gains of $62,000 and $47,000 for the three months ended March 31, 2024 and 2023, respectively.

XML

Revolving Credit Facility and Other Obligations

3 Months Ended

Mar. 31, 2024

Debt Disclosure [Abstract]

Revolving Credit Facility and Other Obligations

Revolving Credit Facility and Other Obligations

On July 11, 2017, we entered into a revolving credit agreement with Bank of America, N.A., with a borrowing limit of $25.0 million (the “Credit Agreement”). On June 23, 2022 the Credit Agreement was amended to extend the term to mature on July 1, 2027 and allows for additional borrowings of $25.0 million or up to three separate increases of no less than $5.0 million each, subject to the lender's due diligence. The amendment to the Credit Agreement also modified the calculation of interest. Interest under the amended Credit Agreement is the greater of BSBY Daily Floating Rate or the Index Floor, plus 1.50 percent (6.84 percent as of March 31, 2024), and an annual commitment fee of 0.25 percent on the unused portion of the commitment. At March 31, 2024 and December 31, 2023, we had an outstanding balance under the Credit Agreement of $2.1 million and $0, respectively, included in the long-term note payable within our Condensed Consolidated Balance Sheets.

The Credit Agreement contains customary financial covenants, including financial covenants relating to our solvency and leverage. In addition, the Credit Agreement restricts certain capital expenditures, lease expenditures, other indebtedness, liens on assets, guarantees, loans and advances, dividends, mergers, consolidations and transfers of assets except as permitted in the Credit Agreement. The Credit Agreement is collateralized by our manufacturing facility, accounts receivable, inventories and other assets. As of March 31, 2024, we were in compliance with the debt covenants set forth in the Credit Agreement.

On April 21, 2020, we entered into a credit agreement with Banc of America Leasing and Capital, LLC, with a borrowing limit of $6.0 million (the "Capital Credit Agreement"). On November 19, 2020, we executed on the Capital Credit Agreement and borrowed $3.7 million. We pay interest on any borrowings under the Capital Credit Agreement at a fixed rate of 3.00 percent and are required to settle our borrowings under the Capital Credit Agreement in 36 monthly payments of $0.1 million. The Capital Credit Agreement is collateralized by any new equipment purchased under the agreement. As of March 31, 2024 and December 31, 2023, there was zero outstanding balance under the Capital Credit Agreement.

XML

Net Income Per Share

3 Months Ended

Mar. 31, 2024

Earnings Per Share [Abstract]

Net Income Per Share

Net Income Per Share

Basic net income per common share (“Basic EPS”), is computed by dividing net income by the weighted average number of common shares outstanding during the period. Diluted net income per common share (“Diluted EPS”) reflects the potential dilution that could occur if stock options or other contracts to issue common stock were exercised or converted into common stock. The computation of Diluted EPS does not assume exercise or conversion of securities that would have an anti-dilutive effect on net income per common share.

The following is a reconciliation of the numerator and denominator of Basic EPS to the numerator and denominator of Diluted EPS for the three months ended March 31, 2024 and 2023 (dollar and share amounts in thousands, except for per share information):

	Three Months Ended March 31,
	2024		2023
Net income attributable to common shareholders	$	2,321	$	860
Basic weighted average shares outstanding	18,828		19,061
Basic earnings per share attributable to common shareholders	$	0.12	$	0.05
Diluted shares outstanding:
Basic weighted-average shares outstanding	18,828		19,061
Stock-based awards	396		372
Diluted weighted-average shares outstanding	19,224		19,433
Diluted earnings per share attributable to common shareholders	$	0.12	$	0.04
Dilutive shares excluded from diluted-per-share amounts:
Share-based awards	801		520
Anti-dilutive shares excluded from diluted-per-share amounts:
Share-based awards	25		102

Potentially dilutive shares excluded from diluted-per-share amounts include performance-based restricted stock units, for which certain metrics have not been achieved. Potentially anti-dilutive shares excluded from diluted-per-share amounts include both non-qualified stock options and unearned performance-based options to purchase shares of common stock with exercise prices greater than the weighted-average share price during the period and shares that would be anti-dilutive to the computation of diluted net income per share for each of the periods presented.

XML

Capital Transactions

3 Months Ended

Mar. 31, 2024

Equity [Abstract]

Capital Transactions

Capital Transactions

Dividends

The declaration of future dividends is subject to the discretion of our Board of Directors and will depend upon various factors, including earnings, financial condition, restrictions imposed by any indebtedness that may be outstanding, cash requirements, future prospects and other factors deemed relevant by our Board of Directors.

Share Repurchase Program

On March 10, 2021, we announced a $15.0 million common share repurchase program. On March 8, 2022 we announced an amendment to the share repurchase program allowing the repurchase of an additional $30.0 million in common shares. The repurchases may be made from time to time as market conditions warrant and are subject to regulatory considerations. For the three months ended March 31, 2024 and 2023, we repurchased 105,000 and 90,000 shares of our common stock for $1.8 million and $0.8 million, respectively. At March 31, 2024, the remaining balance available for repurchases under the program was $15.8 million.

Share-Based Compensation

During the year ended December 31, 2012, our shareholders adopted and approved the Nature’s Sunshine Products, Inc. 2012 Stock Incentive Plan ("2012 Incentive Plan"). The 2012 Incentive Plan provides for the grant of incentive stock options, non-statutory stock options, stock appreciation rights, restricted stock, restricted stock units, dividend equivalent rights, performance awards, stock awards and other stock-based awards. The Compensation Committee of the Board of Directors has authority and discretion to determine the type of award, as well as the amount, terms and conditions of each award under the 2012 Incentive Plan, subject to the limitations of the 2012 Incentive Plan. A total of 1,500,000 shares of our common stock were originally authorized for the granting of awards under the 2012 Incentive Plan. In 2015, our shareholders approved an amendment to the 2012 Incentive Plan, to increase the number of shares of common stock reserved for issuance by 1,500,000 shares. On May 5, 2021, our shareholders approved the Amended and Restated 2012 Stock Incentive Plan, which among other amendments, increased the number of shares of common stock reserved for issuance by 2,000,000 shares. The number of shares available for awards, as well as the terms of outstanding awards, are subject to adjustment as provided in the Amended and Restated 2012 Incentive Plan for stock splits, stock dividends, recapitalizations and other similar events.

Stock Options

Our outstanding stock options include time-based stock options, which vest over differing periods of time ranging from the date of issuance to up to 48 months from the option grant date, and performance-based stock options, which have already vested upon achieving operating income margins of six, eight and ten percent as reported in four of five consecutive quarters over the term of the options.

Stock option activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Exercise Price Per Share		Weighted Average Grant Date Fair Value
Options outstanding at December 31, 2023	75	$	11.25	$	3.85
Granted	—	—		—
Forfeited or canceled	—	—		—
Exercised	—	—		—
Options outstanding at March 31, 2024	75	$	11.25	$	3.85

There was no share-based compensation expense from stock options for the three- month periods ended March 31, 2024 and 2023. As of March 31, 2024 and December 31, 2023, there was no unrecognized share-based compensation expense related to the grants described above.

At March 31, 2024, the aggregate intrinsic value of outstanding and exercisable stock options to purchase 75,000 shares of common stock was $0.5 million. At December 31, 2023, the aggregate intrinsic value of outstanding and exercisable options to purchase 75,000 shares of common stock was $0.5 million.

For the three months ended March 31, 2024 and 2023, no shares of common stock were issued upon the exercise of stock options.

As of March 31, 2024 and December 31, 2023, we had no unvested stock options outstanding.

Restricted Stock Units

Our outstanding restricted stock units (“RSUs”), include time-based RSUs, which vest over differing periods of time ranging from 12 months to up to 36 months from the RSU grant date, as well as performance-based RSUs, which vest upon achieving targets relating to adjusted EBITDA growth, and/or stock price levels. RSUs granted to members of the Board of Directors contain a restriction period in which the shares are not issued until two years after vesting. At March 31, 2024 and December 31, 2023, there were 123,000 and 100,000 vested RSUs, respectively, granted to the Board of Directors with an accompanying restriction period.

Restricted stock unit activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Grant Date Fair Value
Restricted Stock Units outstanding at December 31, 2023	1,342	$	11.21
Granted	335	17.24
Forfeited	(92)	13.87
Issued	(25)	18.38
Restricted Stock Units outstanding at March 31, 2024	1,560	12.23

During the three-month period ended March 31, 2024, we granted 335,000 RSUs under the 2012 Incentive Plan to the Board of Directors, executive officers and other employees, which were comprised of time-based RSUs and adjusted EBITDA performance-based RSUs. The time-based RSUs were issued with a weighted-average grant date fair value of $17.24 per share and vest in 12 monthly installments over a one year period from the grant date or in annual installments over a three-year period from the grant date. The adjusted EBITDA performance-based RSUs were issued with a weighted-average grant date fair value of $17.24 per share and vest upon achieving adjusted EBITDA targets and maintaining those targets over a four-quarter period from the grant date.

Share-based compensation expense related to time-based RSUs for the three-month periods ended March 31, 2024 and 2023, was approximately $1.0 million and $0.8 million, respectively. As of March 31, 2024 and December 31, 2023, the unrecognized share-based compensation expense related to the grants described above, excluding incentive awards discussed below, was $4.8 million and $2.9 million, respectively. The remaining compensation expense is expected to be recognized over the weighted average period of approximately 1.0 year.

Share-based compensation expense related to performance-based RSUs for the three-month periods ended March 31, 2024 and 2023, was $0.4 million and $0.3 million, respectively. Should we attain all of the metrics related to performance-based RSU grants, we would recognize up to $8.2 million of potential share-based compensation expense. We currently expect to recognize an additional $3.8 million of that potential share-based compensation expense.

The number of shares issued upon vesting of RSUs granted pursuant to our share-based compensation plans is net of the minimum statutory withholding requirements that we pay on behalf of our employees, which was 9,000 and 15,000 shares for the three-month periods ended March 31, 2024 and 2023, respectively. Although shares withheld are not issued, they are treated as common share repurchases for accounting purposes, as they reduce the number of shares that would have been issued upon vesting. These shares do not count against the authorized capacity under the repurchase program described above.

XML

Segment Information

3 Months Ended

Mar. 31, 2024

Segment Reporting [Abstract]

Segment Information

Segment Information

We have four business segments (Asia, Europe, North America, and Latin America and Other) based primarily upon the geographic region where each segment operates, as well as the internal organization of our officers and their responsibilities. The geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide® brands. The Latin America and Other segment includes our wholesale business in which we sell products to various locally-managed entities independent of the Company that we have granted distribution rights for the relevant market.

Net sales for each segment have been reduced by intercompany sales as they are not included in the measure of segment profit or loss reviewed by the chief executive officer. We evaluate performance based on contribution margin by segment before consideration of certain inter-segment transfers and expenses.

Reportable business segment information is as follows (dollar amounts in thousands):

	Three Months Ended March 31,
	2024		2023
Net sales:
Asia	$	46,220	$	46,345
Europe	22,296		21,405
North America	36,525		34,648
Latin America and Other	5,952		6,236
Total net sales	110,993		108,634
Contribution margin (1):
Asia	21,656		21,951
Europe	8,042		6,536
North America	13,602		12,861
Latin America and Other	2,108		2,466
Total contribution margin	45,408		43,814
Selling, general and administrative expenses (2)	40,784		43,642
Operating income	4,624		172
Other income, net	31		1,514
Income before provision for income taxes	$	4,655	$	1,686

_________________________________________

(1)    Contribution margin consists of net sales less cost of sales and volume incentives expense.

(2)    Service fees in China totaled $3.1 million and $3.7 million for the three-month periods ended March 31, 2024 and 2023, respectively, these service fees are included in selling, general and administrative expenses.

From an individual country/region perspective, the United States, South Korea and Taiwan comprise 10 percent or more of consolidated net sales for the three-month periods ended March 31, 2024 and 2023, as follows (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Net sales:
United States	$	33,688	$	31,986
South Korea	11,621		14,175
Taiwan	15,792		11,240
Other	49,892		51,233
	$	110,993	$	108,634

Net sales generated by each of our product lines is set forth below (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Asia
General health	$	15,994	$	13,764
Immune	1,684		462
Cardiovascular	13,974		14,895
Digestive	8,589		9,422
Personal care	1,292		1,341
Weight management	4,687		6,461
	46,220		46,345
Europe
General health	$	9,802	$	9,174
Immune	2,335		2,284
Cardiovascular	2,419		2,519
Digestive	5,913		5,738
Personal care	1,268		1,177
Weight management	559		513
	22,296		21,405
North America
General health	$	16,407	$	15,534
Immune	4,445		4,320
Cardiovascular	3,984		3,588
Digestive	9,168		8,731
Personal care	1,572		1,464
Weight management	949		1,011
	36,525		34,648
Latin America and Other
General health	$	1,570	$	1,637
Immune	723		744
Cardiovascular	482		466
Digestive	2,749		2,885
Personal care	275		351
Weight management	153		153
	5,952		6,236
	$	110,993	$	108,634

From an individual country perspective, only the United States comprised 10 percent or more of consolidated property, plant and equipment as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Property, plant and equipment:
United States	$	40,885	$	41,239
Other	4,386		3,761
Total property, plant and equipment, net	$	45,271	$	45,000

Total assets per segment is set forth below (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Assets:
Asia	$	114,061	$	105,636
Europe	22,894		20,920
North America	103,379		116,052
Latin America and Other	6,933		7,165
Total assets	$	247,267	$	249,773

XML

Income Taxes

3 Months Ended

Mar. 31, 2024

Income Tax Disclosure [Abstract]

Income Taxes

Income Taxes

For the three months ended March 31, 2024 and 2023, our provision for income taxes, as a percentage of income before income taxes was 46.5 percent and 25.7 percent, respectively, compared with a U.S. federal statutory rate of 21.0 percent.

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2024, was primarily attributed to operations in foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit.

The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2023, was primarily attributed to tax liability related to foreign operations which are treated as a branch for US

tax purposes and prior year foreign losses that were not expected to provide future tax benefit, partially offset by favorable

adjustments to deferred tax assets and foreign tax credits.

The difference between the effective tax rate for the three months ended March 31, 2024 compared to March 31, 2023 is primarily caused by an increase in tax liability related to operations in foreign countries which are treated as a branch for US tax purposes as well as favorable adjustments to deferred tax assets in the prior year which did not repeat in the current period.

Our U.S. federal income tax returns for 2020 through 2022 are open to examination for federal tax purposes. We have several foreign tax jurisdictions with open tax years from 2018 through 2023.

As of March 31, 2024 and December 31, 2023, we have accrued $0.6 million and $0.3 million, respectively, related to unrecognized tax positions.

Interim income taxes are based on an estimated annualized effective tax rate applied to the respective quarterly periods, adjusted for discrete tax items in the period in which they occur. Although we believe our tax estimates are reasonable, we can make no assurance that the final tax outcome of these matters will not be different from that which we have reflected in our historical income tax provisions and accruals. Such differences could have a material impact on our income tax provision and operating results in the period in which we make such determination.

XML

Commitments and Contingencies

3 Months Ended

Mar. 31, 2024

Commitments and Contingencies Disclosure [Abstract]

Commitments and Contingencies

Commitments and Contingencies

Legal Proceedings

We are party to various legal proceedings and disputes. Management cannot predict the ultimate outcome of these matters, individually or in the aggregate, or their resulting effect on our business, financial position, results of operations or cash flows as litigation and related matters are subject to inherent uncertainties, and unfavorable rulings could occur. Were an unfavorable outcome to occur, there exists the possibility of a material adverse impact on our business, financial position, results of operations, or cash flows for the period in which the ruling occurs and/or future periods. We maintain product liability, general liability and excess liability insurance coverage. However, insurance may not continue to be available at an acceptable cost to us, such coverage may not be sufficient to cover one or more large claims, or the insurers may successfully disclaim coverage as to a pending or future claim.

Non-Income Tax Contingencies

We have reserved for certain state sales and use tax and foreign non-income tax contingencies based on the likelihood of an obligation in accordance with accounting guidance for probable loss contingencies. Loss contingency provisions are

recorded for probable losses at management’s best estimate of a loss, or when a best estimate cannot be made, a minimum loss contingency amount is recorded. We provide provisions for potential payments of tax to various tax authorities for contingencies related to non-income tax matters, including value-added taxes and sales tax. We provide provisions for U.S. state sales taxes in each of the states where we have nexus. As of March 31, 2024 and December 31, 2023, accrued liabilities were $0.1 million and $0.2 million, respectively, related to non-income tax contingencies. While we believe that the assumptions and estimates used to determine contingent liabilities are reasonable, the ultimate outcome of these matters cannot presently be determined. We believe future payments related to these matters could range from $0 to approximately $3.4 million.

Other Litigation

We are a party to various other legal proceedings and disputes in the United States and foreign jurisdictions. As of March 31, 2024 and December 31, 2023, accrued liabilities were $0.5 million and $0.5 million, respectively, related to the estimated outcome of these proceedings. In addition, we are a party to other litigation where there is a reasonable possibility that a loss may be incurred, but either the losses are not considered to be probable or we cannot at this time estimate the loss, if any; therefore, no provision for losses has been provided. We believe future payments related to these matters could range from $0 to approximately $0.4 million.

XML

Fair Value Measurements

3 Months Ended

Mar. 31, 2024

Fair Value Disclosures [Abstract]

Fair Value Measurements

Fair Value Measurements

The fair value of a financial instrument is the amount that could be received upon the sale of an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. Financial assets are marked to bid prices and financial liabilities are marked to offer prices. Fair value measurements do not include transaction costs. A fair value hierarchy is used to prioritize the quality and reliability of the information used to determine fair values of each financial instrument. Categorization within the fair value hierarchy is based on the lowest level of input that is significant to the fair value measurement. The fair value hierarchy is defined into the following three categories:

Level 1: Quoted market prices in active markets for identical assets or liabilities.

Level 2: Observable market-based inputs or unobservable inputs that are corroborated by market data.

Level 3: Unobservable inputs that are not corroborated by market data.

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of March 31, 2024 (dollar amounts in thousands):

 

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	802	$	—	$	—	$	802
Total assets measured at fair value on a recurring basis	$	802	$	—	$	—	$	802

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of December 31, 2023 (dollar amounts in thousands):

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	747	$	—	$	—	$	747
Total assets measured at fair value on a recurring basis	$	747	$	—	$	—	$	747

Investment securities - trading — Our trading portfolio consists of various marketable securities that are valued using quoted prices in active markets.

For the three months ended March 31, 2024 and for the year ended December 31, 2023, there were no fair value measurements using significant other observable inputs (Level 2) or significant unobservable inputs (Level 3).

The carrying amounts reflected on the condensed consolidated balance sheets for cash and cash equivalents, accounts receivable, and accounts payable approximate fair value due to their short-term nature. The carrying value of our debt approximates fair value due to its recent acquisition and short maturity. During the three months ended March 31, 2024 and 2023, we did not have any re-measurements of non-financial assets at fair value on a nonrecurring basis subsequent to their initial recognition.

XML

Revenue Recognition

3 Months Ended

Mar. 31, 2024

Revenue from Contract with Customer [Abstract]

Revenue Recognition

Revenue Recognition

Revenue Recognition

Net sales include sales of products and shipping and handling charges, net of estimates for product returns and any related sales incentives or rebates based upon historical information and current trends. Revenue is measured as the amount of consideration we expect to receive in exchange for transferring products. All revenue is recognized when we satisfy our performance obligations under the contract. We recognize revenue by transferring the promised products to the customer, with revenue recognized at shipping point, the point in time the customer obtains control of the products. The majority of our contracts have a single performance obligation and are short term in nature. Contracts with multiple performance obligations are insignificant. Sales taxes and value-added taxes in the United States and foreign jurisdictions that are collected from customers and remitted to governmental authorities are accounted for on a net basis and therefore are excluded from net sales. Amounts received for unshipped merchandise are recorded as deferred revenue. Amounts for membership fees are deferred and amortized as revenue over the life of the membership, primarily one year.

A reserve for product returns is recorded based upon historical experience and current trends. We allow independent consultants to return the unused portion of products within ninety days of purchase if they are not satisfied with the product. In some of our markets, the requirements to return product are more restrictive.

Amounts billed to customers for shipping and handling are reported as a component of net sales.

Volume incentives and other sales incentives or rebates are a significant part of our direct sales marketing program and represent commission payments made to independent consultants. These payments are designed to provide incentives for reaching higher sales levels. The amount of volume incentive expense recognized is determined based upon the amount of qualifying purchases in a given month and recorded as volume incentive expense. Payments to independent consultants for sales incentives or rebates related to their own purchases are recorded as a reduction of revenue. Some payments for sales incentives are processed daily; while others, including rebates, are calculated monthly based upon qualifying sales.

Disaggregation of Revenue

Our products are grouped into six principal categories: general health, immune, cardiovascular, digestive, personal care and weight management. We have four business segments that are based primarily upon the geographic region where each segment operates. Each of the geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide® brands. See Note 7, Segment Information, for further information on our reportable segments and presentation of disaggregated revenue by reportable segment and product category.

Practical Expedients and Exemptions

We have made the accounting policy election to treat shipping and handling as a fulfillment activity rather than a promised service under Topic 606.

XML

Pay vs Performance Disclosure - USD ($) $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
Pay vs Performance Disclosure
Net Income (Loss) Attributable to Parent	$ 2,321	$ 860

XML

Insider Trading Arrangements	3 Months Ended
	Mar. 31, 2024
Trading Arrangements, by Individual
Rule 10b5-1 Arrangement Adopted	false
Non-Rule 10b5-1 Arrangement Adopted	false
Rule 10b5-1 Arrangement Terminated	false
Non-Rule 10b5-1 Arrangement Terminated	false

XML

Basis of Presentation (Policies)

3 Months Ended

Mar. 31, 2024

Organization, Consolidation and Presentation of Financial Statements [Abstract]

Basis of Presentation

Basis of Presentation

We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who use the products themselves or resell them to consumers.

Principles of Consolidation

Principles of Consolidation

The accompanying unaudited condensed consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United States ("U.S. GAAP") for interim financial information and with the instructions to Form 10-Q and Article 10 of Regulation S-X. Accordingly, they do not include all of the information and footnotes required by U.S. GAAP for complete financial statements. The unaudited condensed consolidated financial statements include the accounts of the Company and its subsidiaries. All intercompany accounts and transactions are eliminated in consolidation. In the opinion of management, the accompanying unaudited condensed consolidated financial statements contain all adjustments (consisting of normal recurring accruals), considered necessary for a fair presentation of our financial information as of March 31, 2024, and for the three-month periods ended March 31, 2024 and 2023. The results of operations of any interim period are not necessarily indicative of the results of operations to be expected for the year ending December 31, 2024.

These condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and the notes thereto included in our Annual Report on Form 10-K for the year ended December 31, 2023.

Use of Estimates

Use of Estimates

The preparation of consolidated financial statements in accordance with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities, in these financial statements and accompanying notes. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations.

The significant accounting estimates inherent in the preparation of our financial statements include estimates associated with our determination of liabilities related to independent consultant incentives, the determination of income tax assets and liabilities, certain other non-income tax and value-added tax contingencies, and legal contingencies. In addition, significant estimates form the basis for allowances with respect to inventory valuations. Various assumptions and other factors enter into the determination of these significant estimates. The process of determining significant estimates takes into account historical experience and current and expected economic conditions.

Recent Accounting Pronouncements

Recent Accounting Pronouncements

In November 2023, the FASB issued ASU No. 2023-07, Segment Reporting (Topic 280): Improvements to Reportable Segment Disclosures. This ASU provides additional guidance on the improved reportable segment disclosure requirements primarily through enhanced disclosures about significant segment expenses. In addition, the amendments improve interim disclosure requirements, clarify circumstances in which an entity can disclose multiple segment measures of profit or loss, provide new segment disclosure requirements for entities with a single reportable segment, and contain other disclosure requirements. The amendments in this update were effective as of December 15, 2023. The adoption of this ASU did not have a significant impact on our Consolidated Financial Statements.

In December 2023, the FASB issued ASU No. 2023-09, Income Taxes (Topic 740): Improvements to Income Tax Disclosures. This ASU provides additional guidance on the disclosure of income taxes on an annual basis and require all public business entities to disclose specific categories in the rate reconciliation, provide additional information on reconciling items,

additional information about income taxes paid, and additional information about income tax expense from continuing operation. The amendments in this update are effective as of December 15, 2024. The adoption of this ASU is not expected to have a significant impact on our Consolidated Financial Statements.

XML

Inventories (Tables)

3 Months Ended

Mar. 31, 2024

Inventory Disclosure [Abstract]

Schedule of Composition of Inventories

The composition of inventories is as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Raw materials	$	17,650	$	18,301
Work in progress	1,594		1,218
Finished goods	43,409		47,376
Total inventories	$	62,653	$	66,895

XML

Net Income Per Share (Tables)

3 Months Ended

Mar. 31, 2024

Earnings Per Share [Abstract]

Schedule of Earnings Per Share, Basic and Diluted

The following is a reconciliation of the numerator and denominator of Basic EPS to the numerator and denominator of Diluted EPS for the three months ended March 31, 2024 and 2023 (dollar and share amounts in thousands, except for per share information):

	Three Months Ended March 31,
	2024		2023
Net income attributable to common shareholders	$	2,321	$	860
Basic weighted average shares outstanding	18,828		19,061
Basic earnings per share attributable to common shareholders	$	0.12	$	0.05
Diluted shares outstanding:
Basic weighted-average shares outstanding	18,828		19,061
Stock-based awards	396		372
Diluted weighted-average shares outstanding	19,224		19,433
Diluted earnings per share attributable to common shareholders	$	0.12	$	0.04
Dilutive shares excluded from diluted-per-share amounts:
Share-based awards	801		520
Anti-dilutive shares excluded from diluted-per-share amounts:
Share-based awards	25		102

XML

Capital Transactions (Tables)

3 Months Ended

Mar. 31, 2024

Equity [Abstract]

Schedule of Stock Option Activity

Stock option activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Exercise Price Per Share		Weighted Average Grant Date Fair Value
Options outstanding at December 31, 2023	75	$	11.25	$	3.85
Granted	—	—		—
Forfeited or canceled	—	—		—
Exercised	—	—		—
Options outstanding at March 31, 2024	75	$	11.25	$	3.85

Scheduled of Restricted Stock Unit Activity

Restricted stock unit activity for the three-month period ended March 31, 2024, is as follows (amounts in thousands, except per share information):

	Number of Shares	Weighted Average Grant Date Fair Value
Restricted Stock Units outstanding at December 31, 2023	1,342	$	11.21
Granted	335	17.24
Forfeited	(92)	13.87
Issued	(25)	18.38
Restricted Stock Units outstanding at March 31, 2024	1,560	12.23

XML

Segment Information (Tables)

3 Months Ended

Mar. 31, 2024

Segment Reporting [Abstract]

Schedule of Reportable Business Segment Information

Reportable business segment information is as follows (dollar amounts in thousands):

	Three Months Ended March 31,
	2024		2023
Net sales:
Asia	$	46,220	$	46,345
Europe	22,296		21,405
North America	36,525		34,648
Latin America and Other	5,952		6,236
Total net sales	110,993		108,634
Contribution margin (1):
Asia	21,656		21,951
Europe	8,042		6,536
North America	13,602		12,861
Latin America and Other	2,108		2,466
Total contribution margin	45,408		43,814
Selling, general and administrative expenses (2)	40,784		43,642
Operating income	4,624		172
Other income, net	31		1,514
Income before provision for income taxes	$	4,655	$	1,686

_________________________________________

(1)    Contribution margin consists of net sales less cost of sales and volume incentives expense.

(2)    Service fees in China totaled $3.1 million and $3.7 million for the three-month periods ended March 31, 2024 and 2023, respectively, these service fees are included in selling, general and administrative expenses.

Schedule of Consolidated Net Sales Revenue by Geographical Locations

From an individual country/region perspective, the United States, South Korea and Taiwan comprise 10 percent or more of consolidated net sales for the three-month periods ended March 31, 2024 and 2023, as follows (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Net sales:
United States	$	33,688	$	31,986
South Korea	11,621		14,175
Taiwan	15,792		11,240
Other	49,892		51,233
	$	110,993	$	108,634

Revenue from External Customers by Products and Services

Net sales generated by each of our product lines is set forth below (dollar amounts in thousands):

 

	Three Months Ended March 31,
	2024		2023
Asia
General health	$	15,994	$	13,764
Immune	1,684		462
Cardiovascular	13,974		14,895
Digestive	8,589		9,422
Personal care	1,292		1,341
Weight management	4,687		6,461
	46,220		46,345
Europe
General health	$	9,802	$	9,174
Immune	2,335		2,284
Cardiovascular	2,419		2,519
Digestive	5,913		5,738
Personal care	1,268		1,177
Weight management	559		513
	22,296		21,405
North America
General health	$	16,407	$	15,534
Immune	4,445		4,320
Cardiovascular	3,984		3,588
Digestive	9,168		8,731
Personal care	1,572		1,464
Weight management	949		1,011
	36,525		34,648
Latin America and Other
General health	$	1,570	$	1,637
Immune	723		744
Cardiovascular	482		466
Digestive	2,749		2,885
Personal care	275		351
Weight management	153		153
	5,952		6,236
	$	110,993	$	108,634

Schedule of Disclosure on Geographic Areas, Long-Lived Assets in Individual Foreign Countries by Country

From an individual country perspective, only the United States comprised 10 percent or more of consolidated property, plant and equipment as follows (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Property, plant and equipment:
United States	$	40,885	$	41,239
Other	4,386		3,761
Total property, plant and equipment, net	$	45,271	$	45,000

Schedule of Segment Reporting Information

Total assets per segment is set forth below (dollar amounts in thousands):

	March 31, 2024		December 31, 2023
Assets:
Asia	$	114,061	$	105,636
Europe	22,894		20,920
North America	103,379		116,052
Latin America and Other	6,933		7,165
Total assets	$	247,267	$	249,773

XML

Fair Value Measurements (Tables)

3 Months Ended

Mar. 31, 2024

Fair Value Disclosures [Abstract]

Schedule of Fair Value Assets Measured on Recurring Basis

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of March 31, 2024 (dollar amounts in thousands):

 

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	802	$	—	$	—	$	802
Total assets measured at fair value on a recurring basis	$	802	$	—	$	—	$	802

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of December 31, 2023 (dollar amounts in thousands):

	Level 1		Level 2		Level 3
	Quoted Prices in Active Markets for Identical Assets		Significant Other Observable Inputs		Significant Unobservable Inputs		Total
Investment securities - trading	$	747	$	—	$	—	$	747
Total assets measured at fair value on a recurring basis	$	747	$	—	$	—	$	747

XML

Basis of Presentation (Details) - USD ($) $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023	Dec. 31, 2023
Organization, Consolidation and Presentation of Financial Statements [Abstract]
Increase (decrease) in noncontrolling interest	$ 200	$ 400
Noncontrolling interest	$ 5,651		$ 5,482

XML

Inventories (Details) - USD ($) $ in Thousands	Mar. 31, 2024	Dec. 31, 2023
Inventory Disclosure [Abstract]
Raw materials	$ 17,650	$ 18,301
Work in progress	1,594	1,218
Finished goods	43,409	47,376
Total inventories	$ 62,653	$ 66,895

XML

Investment Securities - Trading (Details) - USD ($) $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023	Dec. 31, 2023
Investments, Debt and Equity Securities [Abstract]
Trading securities portfolio	$ 802		$ 747
Debt securities, trading, realized gains	$ 62	$ 47

XML

Revolving Credit Facility and Other Obligations (Details)	Jun. 23, 2022 USD ($) borrowing	Nov. 19, 2020 USD ($) payment	Mar. 31, 2024 USD ($)	Dec. 31, 2023 USD ($)	Apr. 21, 2020 USD ($)	Jul. 11, 2017 USD ($)
Revolving credit facility | Bank of America Credit Agreement
Long-term debt
Maximum borrowing capacity						$ 25,000,000
Potential increase in maximum borrowing capacity	$ 25,000,000
Number of separate increases | borrowing	3
Potential increase in maximum borrowing capacity, per occurrence	$ 5,000,000
Annual commitment fee	0.25%
Long-term line of credit			$ 2,100,000	$ 0
Revolving credit facility | BSBY Daily Floating Rate | Bank of America Credit Agreement
Long-term debt
Margin on variable rate	1.50%
Effective interest rate			6.84%
Line of Credit | Banc of America Leasing and Capital Credit Agreement
Long-term debt
Maximum borrowing capacity					$ 6,000,000
Long-term line of credit		$ 3,700,000	$ 0	$ 0
Number of monthly payments | payment		36
Periodic payment		$ 100,000
Line of Credit | Indicative Index | Banc of America Leasing and Capital Credit Agreement
Long-term debt
Effective interest rate			3.00%

XML

Net Income Per Share (Details) - USD ($) $ / shares in Units, shares in Thousands, $ in Thousands	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
Earnings Per Share [Abstract]
Net income attributable to common shareholders	$ 2,321	$ 860
Basic weighted average shares outstanding (in shares)	18,828	19,061
Basic earnings (loss) per share attributable to common shareholders (in dollars per share)	$ 0.12	$ 0.05
Diluted shares outstanding:
Basic weighted-average shares outstanding (in shares)	18,828	19,061
Stock-based awards (in shares)	396	372
Diluted weighted-average shares outstanding (in shares)	19,224	19,433
Diluted earnings per share attributable to common shareholders (in dollars per share)	$ 0.12	$ 0.04
Dilutive shares excluded from diluted-per-share amounts:
Share-based awards (in shares)	801	520
Anti-dilutive shares excluded from diluted-per-share amounts:
Share-based awards (in shares)	25	102

XML

Capital Transactions - Narrative (Details)		3 Months Ended		12 Months Ended
	May 05, 2021 shares	Mar. 31, 2024 USD ($) vestingInstallment $ / shares shares	Mar. 31, 2023 USD ($) shares	Dec. 31, 2015 shares	Dec. 31, 2023 USD ($) shares	Mar. 08, 2022 USD ($)	Mar. 10, 2021 USD ($)	Dec. 31, 2012 shares
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Stock repurchase program, authorized amount						$ 30,000,000	$ 15,000,000
Repurchase of common stock (in shares) | shares		105,000	90,000
Repurchase of common stock		$ 1,848,000	$ 823,000
Stock repurchase program, remaining authorized repurchase amount		15,800,000
2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Number of shares authorized under the plan (in shares) | shares								1,500,000
Additional number of shares authorized under the plan (in shares) | shares	2,000,000			1,500,000
Stock options
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Share-based compensation expense		0	$ 0
Unrecognized share-based compensation expense		$ 0			$ 0
Options outstanding (in shares) | shares		75,000			75,000
Aggregate intrinsic value, outstanding		$ 500,000			$ 500,000
Exercised (in shares) | shares		0	0
Weighted-average grant date fair value (in dollars per share) | $ / shares		$ 0
Time-based stock options | Maximum
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		48 months
Performance based stock options operating income margins
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Operating income margin, one (percentage)		6.00%
Operating income margin, two (percentage)		8.00%
Operating income margin, three (percentage)		10.00%
Unvested stock options outstanding (in shares) | shares		0			0
Performance based stock options operating income margins | Minimum
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Award performance period		1 year
Performance based stock options operating income margins | Maximum
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Award performance period		1 year 3 months
RSUs
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Share-based compensation expense		$ 1,000,000	$ 800,000
Unrecognized share-based compensation expense		$ 4,800,000			$ 2,900,000
Weighted-average period over which the remaining compensation cost is expected to be recognized		1 year
Minimum withholding requirements (in shares) | shares		9,000	15,000
RSUs | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Granted (in shares) | shares		335,000
RSUs | Minimum | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		12 months
RSUs | Maximum | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		36 months
RSUs | Director | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Restriction period for issuance of shares		2 years
Nonvested subject to restriction period (in shares) | shares		123,000			100,000
Time-Based Restricted Stock Units (RSUs), 1-year Vesting | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		1 year
Weighted-average grant date fair value (in dollars per share) | $ / shares		$ 17.24
Number of vesting installments | vestingInstallment		12
Time-Based Restricted Stock Units (RSUs), 3-year Vesting | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		3 years
Performance-Based Restricted Stock Units (RSUs)
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Share-based compensation expense		$ 400,000	$ 300,000
Share based compensation potential compensation expense to be recognized		3,800,000
Performance-Based Restricted Stock Units (RSUs) | Maximum
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Share based compensation potential compensation expense to be recognized		$ 8,200,000
Adjusted EBITDA Performance-Based Restricted Stock Units | 2012 Stock Incentive Plan
Share-based Compensation Arrangement by Share-based Payment Award [Line Items]
Vesting period		4 years
Weighted-average grant date fair value (in dollars per share) | $ / shares		$ 17.24

XML

Capital Transactions - Stock Option Activity (Details) - Stock options - $ / shares	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023
Number of Shares
Options outstanding at the beginning of the period (in shares)	75,000
Granted (in shares)	0
Forfeited or canceled (in shares)	0
Exercised (in shares)	0	0
Options outstanding at the end of the period (in shares)	75,000
Weighted Average Exercise Price Per Share
Options outstanding at the beginning of the period (in dollars per share)	$ 11.25
Granted (in dollars per share)	0
Forfeited or canceled (in dollars per share)	0
Exercised (in dollars per share)	0
Options outstanding at the end of the period (in dollars per share)	11.25
Weighted Average Grant Date Fair Value
Options outstanding at the beginning of the period (in dollars per share)	3.85
Granted (in dollars per share)	0
Forfeited or canceled (in dollars per share)	0
Exercised (in dollars per share)	0
Options outstanding at the beginning of the period (in dollars per share)	$ 3.85

XML

Capital Transactions - RSU Activity (Details) - 2012 Stock Incentive Plan - RSUs	3 Months Ended
	Mar. 31, 2024 $ / shares shares
Number of Shares
Restricted stock units outstanding, beginning balance (in shares) | shares	1,342,000
Granted (in shares) | shares	335,000
Forfeited (in shares) | shares	(92,000)
Issued (in shares) | shares	(25,000)
Restricted stock units outstanding, ending balance (in shares) | shares	1,560,000
Weighted Average Grant Date Fair Value
Restricted stock units outstanding, beginning balance (in dollars per share) | $ / shares	$ 11.21
Granted (in dollars per share) | $ / shares	17.24
Forfeited (in dollars per share) | $ / shares	13.87
Issued (in dollars per share) | $ / shares	18.38
Restricted stock units outstanding, ending balance (in dollars per share) | $ / shares	$ 12.23

XML

Segment Information (Details) $ in Thousands	3 Months Ended		12 Months Ended
	Mar. 31, 2024 USD ($) segment	Mar. 31, 2023 USD ($)	Dec. 31, 2023 USD ($)
Segment information
Number of business segments | segment	4
Net sales:
Total net sales revenue	$ 110,993	$ 108,634
Contribution margin:
Total contribution margin	45,408	43,814
Selling, general and administrative expenses	40,784	43,642
Operating income	4,624	172
Other income, net	31	1,514
Income before provision for income taxes	4,655	1,686
Total property, plant and equipment, net	45,271		$ 45,000
Total assets	247,267		249,773
Asia
Net sales:
Total net sales revenue	46,220	46,345
Contribution margin:
Total contribution margin	21,656	21,951
Total assets	114,061		105,636
Asia | General health
Net sales:
Total net sales revenue	15,994	13,764
Asia | Immune
Net sales:
Total net sales revenue	1,684	462
Asia | Cardiovascular
Net sales:
Total net sales revenue	13,974	14,895
Asia | Digestive
Net sales:
Total net sales revenue	8,589	9,422
Asia | Personal care
Net sales:
Total net sales revenue	1,292	1,341
Asia | Weight management
Net sales:
Total net sales revenue	4,687	6,461
Europe
Net sales:
Total net sales revenue	22,296	21,405
Contribution margin:
Total contribution margin	8,042	6,536
Total assets	22,894		20,920
Europe | General health
Net sales:
Total net sales revenue	9,802	9,174
Europe | Immune
Net sales:
Total net sales revenue	2,335	2,284
Europe | Cardiovascular
Net sales:
Total net sales revenue	2,419	2,519
Europe | Digestive
Net sales:
Total net sales revenue	5,913	5,738
Europe | Personal care
Net sales:
Total net sales revenue	1,268	1,177
Europe | Weight management
Net sales:
Total net sales revenue	559	513
North America
Net sales:
Total net sales revenue	36,525	34,648
Contribution margin:
Total contribution margin	13,602	12,861
Total assets	103,379		116,052
North America | General health
Net sales:
Total net sales revenue	16,407	15,534
North America | Immune
Net sales:
Total net sales revenue	4,445	4,320
North America | Cardiovascular
Net sales:
Total net sales revenue	3,984	3,588
North America | Digestive
Net sales:
Total net sales revenue	9,168	8,731
North America | Personal care
Net sales:
Total net sales revenue	1,572	1,464
North America | Weight management
Net sales:
Total net sales revenue	949	1,011
Latin America and Other
Net sales:
Total net sales revenue	5,952	6,236
Contribution margin:
Total contribution margin	2,108	2,466
Total assets	6,933		7,165
Latin America and Other | General health
Net sales:
Total net sales revenue	1,570	1,637
Latin America and Other | Immune
Net sales:
Total net sales revenue	723	744
Latin America and Other | Cardiovascular
Net sales:
Total net sales revenue	482	466
Latin America and Other | Digestive
Net sales:
Total net sales revenue	2,749	2,885
Latin America and Other | Personal care
Net sales:
Total net sales revenue	275	351
Latin America and Other | Weight management
Net sales:
Total net sales revenue	153	153
China
Contribution margin:
Selling, general and administrative expenses	3,100	3,700
United States
Net sales:
Total net sales revenue	33,688	$ 31,986
Contribution margin:
Total property, plant and equipment, net	$ 40,885		$ 41,239
United States | Property, Plant, And Equipment Benchmark | Geographic Concentration Risk
Contribution margin:
Concentration risk, percentage	10.00%		10.00%
United States | Revenue from Contract with Customer Benchmark | Geographic Concentration Risk
Contribution margin:
Concentration risk, percentage	10.00%	10.00%
South Korea
Net sales:
Total net sales revenue	$ 11,621	$ 14,175
South Korea | Revenue from Contract with Customer Benchmark | Geographic Concentration Risk
Contribution margin:
Concentration risk, percentage	10.00%	10.00%
Taiwan
Net sales:
Total net sales revenue	$ 15,792	$ 11,240
Taiwan | Revenue from Contract with Customer Benchmark | Geographic Concentration Risk
Contribution margin:
Concentration risk, percentage	10.00%	10.00%
Other
Net sales:
Total net sales revenue	$ 49,892	$ 51,233
Contribution margin:
Total property, plant and equipment, net	$ 4,386		$ 3,761

XML

Income Taxes (Details) - USD ($) $ in Millions	3 Months Ended
	Mar. 31, 2024	Mar. 31, 2023	Dec. 31, 2023
Income Tax Disclosure [Abstract]
Provision (benefit) for income taxes, as a percentage of income before income taxes	46.50%	25.70%
Liability related to unrecognized tax benefits	$ 0.6		$ 0.3

XML

Commitments and Contingencies (Details)	3 Months Ended
	Mar. 31, 2024 USD ($) claim	Dec. 31, 2023 USD ($)
Value-added tax assessments and other civil litigation
Commitments and contingencies
Minimum number of claims that the Company's insurance coverage may not be sufficient to cover | claim	1
Provision for losses	$ 0
Non-Income Tax Contingencies
Commitments and contingencies
Accrued liabilities	100,000	$ 200,000
Minimum | Value-added tax assessments and other civil litigation
Commitments and contingencies
Estimate of possible loss	0
Minimum | Non-Income Tax Contingencies
Commitments and contingencies
Estimate of possible loss	0
Maximum | Value-added tax assessments and other civil litigation
Commitments and contingencies
Estimate of possible loss	400,000
Maximum | Non-Income Tax Contingencies
Commitments and contingencies
Estimate of possible loss	3,400,000
Pending Litigation
Commitments and contingencies
Accrued liabilities	$ 500,000	$ 500,000

XML

Fair Value Measurements (Details) - Recurring basis - USD ($) $ in Thousands	Mar. 31, 2024	Dec. 31, 2023
Total
Fair value
Investment securities - trading	$ 802	$ 747
Total assets measured at fair value on a recurring basis	802	747
Level 1 - Quoted Prices in Active Markets for Identical Assets
Fair value
Investment securities - trading	802	747
Total assets measured at fair value on a recurring basis	802	747
Level 2 - Significant Other Observable Inputs
Fair value
Investment securities - trading	0	0
Total assets measured at fair value on a recurring basis	0	0
Level 3 - Significant Unobservable Inputs
Fair value
Investment securities - trading	0	0
Total assets measured at fair value on a recurring basis	$ 0	$ 0

XML

Revenue Recognition (Details)	3 Months Ended
	Mar. 31, 2024 segment product_category
Revenue from Contract with Customer [Abstract]
Refund period	90 days
Number of principal categories of products | product_category	6
Number of business segments | segment	4