Nature's Sunshine Products Reports Third Quarter 2018 Financial Results

• Third quarter net sales decreased 0.5 percent year-over-year to $88.8 million
• Net Income of $1.5 million attributable to common shareholders, $0.08 per diluted common share during the third quarter
• Third quarter Adjusted EBITDA of $6.1 million

LEHI, Utah, Nov. 07, 2018 (GLOBE NEWSWIRE) -- Nature's Sunshine Products, Inc. NATR, a leading natural health and wellness company engaged in the manufacture and direct selling of nutritional and personal care products, today reported its financial results for the third quarter ended September 30, 2018.

Management Commentary

"We continued to enjoy positive sales trends in China, Synergy Asia and Russia, Central and Eastern Europe. However, this growth was offset by declines in NSP America and Synergy Europe and Americas during the third quarter, which contributed to the modest decline in consolidated net sales," stated Terrence Moorehead, Chief Executive Officer. "We remain pleased with the market development in China and sales momentum in Korea continues to drive Synergy Asia. In NSP Americas, where our model is more mature and grounded in retailing, sales moderation largely reflects ongoing distributor attrition and the less vibrant nutritional supplement retailing environment in the United States. Looking forward, my initial priorities are to evaluate our opportunities to further build the business while driving profitable growth and shareholder value."

Third Quarter 2018 Financial Highlights

Net sales of $88.8 million decreased 0.5 percent compared to $89.3 million in the third quarter of 2017. On a local currency basis, net sales decreased 0.4 percent compared to 2017. The decline was primarily related to $2.8 million decline in net sales in NSP Americas and a $1.2 million decline in Synergy Europe, partially offset by growth in Synergy Asia Pacific, NSP Russia, Central and Eastern Europe and NSP China. Net sales were also negatively impacted by $0.1 million of unfavorable foreign currency exchange rate fluctuations.

Gross margin, as a percentage of net sales, increased to 73.9 percent from 73.7 percent in the third quarter of 2017. The increase in gross margin as compared to the prior year was primarily driven by changes in market mix.

Volume incentives, as a percentage of net sales, decreased to 34.3 percent from 34.4 percent in the third quarter of 2017. The decrease in volume incentives as a percent of net sales is primarily due to changes in market mix, reflecting growth in markets where volume incentives as a percentage of net sales are lower than the consolidated average, partially offset by growth in NSP China where sales commissions to independent service providers are included in selling, general and administrative expenses ("SG&A").

SG&A expenses decreased by approximately $1.3 million to $31.6 million for the third quarter of 2018. The decrease in SG&A expenses is primarily due to the gain from the sale of land during the quarter, which were partially offset by an increase in independent service fees in China and other employee related benefits. As a percentage of net sales, SG&A expenses were 35.6 percent, compared to 36.9 percent for the same period in 2017.

Operating income in the third quarter of 2018 was $3.5 million, or 4.0 percent as a percentage of net sales, as compared to $2.2 million, or 2.4 percent as a percentage of net sales in the third quarter of 2017.

Other income (loss), net, in the third quarter of 2018 was a loss of $0.4 million compared to income of $0.2 million in the third quarter of 2017. The effective income tax rate was 57.6 percent in the third quarter of 2018 compared to 0% percent in the third quarter of 2017.

Net income attributable to common shareholders was $1.5 million, or $0.08 per diluted common share, compared to $2.4 million, or $0.13 per diluted common share, in 2017. The net loss attributable to NSP China was $0.8 million, or $0.04 per diluted common share for the quarter, compared to $0.5 million, or $0.03 per diluted common share for the third quarter of 2017.

Adjusted EBITDA was $6.1 million, compared to $4.7 million in 2017. Adjusted EBITDA, which is a non-GAAP financial measure, is defined here as net income/loss from continuing operations before taxes, depreciation, amortization and other income/loss adjusted to exclude share-based compensation expense. A reconciliation of Net Loss to Adjusted EBITDA is provided in the attached financial tables.

Nine Months Ended September 30, 2018 Financial Highlights

Net sales increased 5.4 percent to $267.4 million compared to $253.7 million in the nine months ended September 30, 2017. On a local currency basis, net sales increased 3.4 percent compared to 2017. Growth was primarily related to continued growth in Synergy Asia Pacific, NSP Russia, Central and Eastern Europe and NSP China, offset by a $6.6 million decline in nets sales in NSP Americas and a $2.4 million decline in Synergy Europe. Net sales were also positively impacted by $4.9 million of favorable foreign currency exchange rate fluctuations.

Gross margin, as a percentage of net sales, was 73.8 percent for the nine months ended September 30, 2018 and 2017, respectively.

Volume incentives, as a percentage of net sales, increased to 34.9 percent from 34.7 percent in the nine months ended September 30, 2017. The increase in volume incentives as a percent of net sales is primarily due to changes in market mix, reflecting growth in markets where volume incentives as a percentage of net sales are higher than the consolidated average, partially offset by growth in NSP China where sales commissions to independent service providers are included in SG&A expenses.

SG&A expenses increased by approximately $2.2 million to $97.3 million for the nine months ended September 30, 2018. The increase in SG&A expenses is primarily due to transition costs related to the announced retirement of the Company's Chief Executive Officer, the timing of accrued employee benefits, the increase in independent service fees from the Company's growth in China and increased depreciation related to the Company's Oracle ERP system implemented in April 2017, which were partially offset by gains on the sales of a Company building and land. As a percentage of net sales, SG&A expenses were 36.4 percent, compared to 37.5 percent for the same period in 2017.

Operating income for the nine months ended September 30, 2018 was $6.6 million or 2.5 percent as a percentage of net sales, as compared to operating income of $4.2 million or 1.7 percent as a percentage of net sales, in the same period in 2017.

Other income (loss), net, in the nine months ended September 30, 2018 was a loss of $1.4 million compared to income of $1.9 million in the nine months ended September 30, 2017. The effective income tax rate was 68.8 percent in the nine months ended September 30, 2018 compared to 38.2 percent for the same period in 2017.

Net income attributable to common shareholders was $2.1 million, or $0.11 per diluted common share, compared to $4.4 million, or $0.23 per diluted common share, in 2017. The net loss attributable to NSP China was $2.3 million, or $0.12 per diluted common share for the nine months ended September 30, 2018, compared to $3.1 million, or $0.16 per diluted common share for the same period in 2017.

Adjusted EBITDA was $15.4 million, compared to $12.2 million in 2017. Adjusted EBITDA, which is a non-GAAP financial measure, is defined here as net income from continuing operations before taxes, depreciation, amortization and other income/loss adjusted to exclude share-based compensation expense. A reconciliation of Net Income to Adjusted EBITDA is provided in the attached financial tables.

Balance Sheet and Cash Flow

Net cash provided by operating activities was $14.2 million for the nine months ended September 30, 2018, compared to $8.0 million for the prior year period. Capital expenditures during the nine months ended September 30, 2018 totaled $4.0 million compared to $3.9 million in the same period 2017. The Company ended the second quarter of 2018 with cash and cash equivalents of $47.9 million.

Active Distributors and Customers by Segment (1)

1. Active Distributors and customers include Nature's Sunshine Products' independent Distributors and customers who have purchased products directly from the Company for resale and/or personal consumption during the previous three months ended as of the date indicated. Total Manager, Distributors and Customers, which includes those who have made a purchase in the last twelve months, was approximately 492,000 as of September 30, 2018.

In China, the Company does not sell its products through Managers and Distributors, but rather through independent service providers who are compensated for marketing, sales support, and other services.

Conference Call

Nature's Sunshine Products will host a conference call to discuss its second quarter 2018 results on Wednesday, November 7, 2018 at 5:30 PM Eastern Time. The toll-free dial-in number for callers in the U.S. and Canada is 1-888-394-8218, conference ID: 7831806. International callers can dial 1-323-701-0225, conference ID: 7831806. A replay will be available from November 7, 2018 at 8:30 PM Eastern Time through November 21, 2018 at 11:59 PM Eastern Time by dialing 1-844-512-2921 (U.S. and Canada) or 1-412-317-6671 (International), replay PIN: 7831806. The call will also be webcast live and will be available on the Investors section of Nature's Sunshine Products' website at www.naturessunshine.com for 90 days.

About Nature's Sunshine Products

Nature's Sunshine Products NATR, a leading natural health and wellness company, markets and distributes nutritional and personal care products through a global direct sales force of approximately 492,000 independent Managers, Distributors and Customers in more than 40 countries. Nature's Sunshine manufactures most of its products through its own state-of-the-art facilities to ensure its products continue to set the standard for the highest quality, safety and efficacy on the market today. The Company has four reportable business segments that are divided based on the characteristics of their Distributor base, similarities in compensation plans, as well as the internal organization of NSP's officers and their responsibilities (NSP Americas; NSP Russia, Central and Eastern Europe; Synergy WorldWide; and NSP China). The Company also supports health and wellness for children around the world through its partnership with the Sunshine Heroes Foundation. Additional information about the Company can be obtained at its website, www.naturessunshine.com.

Cautionary Statement Regarding Forward-Looking Statements

This press release contains forward-looking statements regarding the Company's future business expectations, which are subject to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking statements may include, but are not limited to, statements relating to the Company's objectives, plans, strategies and financial results. All statements (other than statements of historical fact) that address activities, events or developments that the Company intends, expects, projects, believes or anticipates 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 by management in light of their experience and their perception of historical trends, current conditions, expected future developments and other factors they believe to be appropriate. Forward-looking statements are not guarantees of future performance and are subject to risks and uncertainties, including the following.

• changes in laws and regulations, or their interpretation, applicable to direct selling or the nutritional supplement industry may prohibit or restrict the Company's ability to sell its products in some markets or require the Company to make changes to its business model in some markets;
• extensive government regulations to which the Company's products, business practices and manufacturing activities are subject;
• legal challenges to the Company's direct selling program or to the classification of its independent distributors;
• the effect of complex legal and regulatory requirements, particularly in China and South Korea;
• impact of anti-bribery laws, including the U.S. Foreign Corrupt Practices Act;
• the Company's ability to attract and retain independent distributors;
• the loss of one or more key independent distributors who have a significant sales network;
• the full implementation of the Company's joint venture for operations in China with Fosun Industrial Co., Ltd.;
• registration of products for sale in foreign markets, or difficulty or increased cost of importing products into foreign markets;
• cyber security threats and exposure to data loss;
• reliance on information technology infrastructure;
• the effect of fluctuating foreign exchange rates;
• liabilities and obligations arising from improper activity by the Company's independent distributors;
• failure of the Company's independent distributors to comply with advertising laws;
• changes to the Company's independent distributor 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;
• 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, including the impact of the Tax Cuts and Jobs Act;
• the availability and integrity of raw materials;
• the competitive nature of the Company's business and the nutritional supplement industry;
• negative publicity related to its products, ingredients, or direct selling organization and the nutritional supplement industry;
• product liability claims;
• the sufficiency of trademarks and other intellectual property rights;
• reliance on third-parties to distribute its products and provide support services to independent distributors; and
• actions on trade relations by the U.S. and foreign governments.

These and other risks and uncertainties that could cause actual results to differ from predicted results are more fully detailed under the caption "Risk Factors" in our reports filed with the Securities and Exchange Commission, including our Annual Report on Form 10-K and Quarterly Reports filed on Forms 10-Q.

All forward-looking statements speak only as of the date of this press release and are expressly qualified in their entirety by the cautionary statements included in or incorporated by reference into this press release. Except as is required by law, the Company expressly disclaims any obligation to publicly release any revisions to forward-looking statements to reflect events after the date of this press release.

Non-GAAP Financial Measures

The Company has included information which has not been prepared in accordance with generally accepted accounting principles (GAAP), such as information concerning Adjusted EBITDA and net sales excluding the impact of foreign currency exchange fluctuations. Management utilizes the non-GAAP measure Adjusted EBITDA in the evaluation of its operations and believes that this measure is a useful indicator of the Company's ability to fund its business. This non-GAAP financial measure should not be considered as an alternative to, or more meaningful than, U.S. GAAP net income as an indicator of the Company's operating performance. Moreover, Adjusted EBITDA, as presented by the Company, may not be comparable to similarly titled measures reported by other companies.

In addition, the Company believes presenting the impact of foreign currency fluctuations is useful to investors because it allows a more meaningful comparison of net sales of its foreign operations from period to period. 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.

Other companies may use the same or similarly named measures, but exclude different items, which may not provide investors with a comparable view of Nature's Sunshine Products' performance in relation to other companies. The Company has included a reconciliation of Net Income to Adjusted EBITDA, the most comparable GAAP measure, in the attached financial tables.

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF INCOME
(Amounts in thousands, except per share information)
(Unaudited)

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF INCOME
(Amounts in thousands, except per share information)
(Unaudited)

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED BALANCE SHEETS
(Amounts in thousands)
(Unaudited)

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(Amounts in thousands)
(Unaudited)

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
RECONCILIATION OF NET INCOME TO ADJUSTED EBITDA
(Amounts in thousands)
(Unaudited)

NATURE'S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
RECONCILIATION OF NET INCOME TO ADJUSTED EBITDA
(Amounts in thousands)
(Unaudited)

* Other (income) loss, net is primarily comprised of foreign exchange gains and losses, interest income, and interest expense.

Contact:

Scott Van Winkle                                
Managing Director, ICR                                
(617) 956-6736
scott.vanwinkle@icrinc.com