Market Overview

USANA Health Sciences Reports Record Results for Second Quarter 2018; Increases 2018 Outlook

  • Record second quarter net sales of $301.5 million, an increase of
    17.3% year-over-year
  • Second quarter diluted earnings per share increased 46.2%
    year-over-year to $1.36 per share

USANA Health Sciences, Inc. (NYSE:USNA) today announced financial
results for its fiscal second quarter ended June 30, 2018.

Financial Performance

For the second quarter of 2018, net sales were $301.5 million, compared
with $257.1 million in the prior-year period, a 17.3% increase
year-over-year. Favorable currency exchange rates positively impacted
net sales by $12.5 million for the quarter as compared to the
prior-year. Celavive, the Company's new skincare line, contributed
approximately $7 million in incremental sales for the quarter. In
markets where Celavive has launched, skin and personal care products
accounted for 9.5% of overall sales in the second quarter of 2018,
versus 5.7% a year ago. The Company's total number of active Customers
increased 5.3% year-over-year to 597,000.

Net earnings for the second quarter increased 45.8% to $33.9 million,
compared with net earnings of $23.3 million reported in the prior-year
period. Earnings per diluted share increased to $1.36 per diluted share,
an increase of 46.2% on a year-over-year basis. The increase in net
earnings was due primarily to higher net sales and lower relative
operating expenses compared to the prior year period. Costs related to
China and the Company's internal investigation into its China operations
were nominal during the second quarter of 2018 as compared to
approximately $1.3 million, after tax, during the prior year period.

"Our operating results for the second quarter exceeded our expectations
and reflect the momentum we are seeing in most of our regions. This
momentum helped us generate the highest quarterly revenue and earnings
per share in the Company's history," said Kevin Guest, Chief Executive
Officer. "Although the strengthening of the U.S. dollar will be a
challenge during the second half of the year, we are positioned to
deliver additional sales growth as we host our International Convention
in Salt Lake City, launch Celavive in China, and hold our Chinese
national meeting in Macau."

Weighted average diluted shares outstanding were 24.8 million for the
second quarter of 2018, compared with diluted shares of 25.0 million in
the prior-year period. The Company ended the quarter with $256.3 million
in cash and cash equivalents, with an additional $42.4 million invested
in short-term securities, and with no debt. As of June 30, 2018, there
was $47.1 million remaining under the current share repurchase

Regional Results

Net sales in the Asia Pacific region increased by 21.2% to $241.6
million for the second quarter of 2018. Within Asia Pacific, net sales:

  • Increased 22.8% in Greater China;
  • Increased 36.1% in North Asia; and
  • Increased 12.5% in the Southeast Asia Pacific region.

Sales growth in Greater China was primarily driven by an 8.9% increase
in Active Customers in Mainland China, while sales growth in North Asia
resulted primarily from 20.7% Active Customer growth in South Korea.
Sales growth in Southeast Asia Pacific was driven by 23.8% Active
Customer growth in Malaysia. The total number of active Customers in the
Asia Pacific region increased by 8.8% year-over-year.

Net sales in the Americas and Europe region for the second quarter of
2018 increased by 3.7% to $59.9 million, and active Customers in this
region declined 4.8%.

"Our Asia Pacific region continues to drive our growth, as we
experienced double-digit sales growth in several markets within this
region for the quarter," continued Mr. Guest. "In the Americas and
Europe region, net sales increased modestly on both a year-over-year and
sequential-quarter basis, although the number of active Customers
declined. The highlight for this region during the quarter was the
opening of four new European markets on June 20th, which
generated both excitement for our customers and momentum in Europe."

Tariffs and Trade Policies

The Company does not currently expect the recently announced tariffs
between the United States and other countries to have a material impact
on its results of operations. Additional changes in tariffs and trade
policies, however, may have a negative impact on currency exchange rates
and economic conditions generally, which could negatively affect our
results of operations.


The Company is updating its outlook for 2018 as follows:

  • Consolidated net sales between $1.17 and $1.20 billion, previously
    between $1.13 and $1.17 billion; and
  • Earnings per share between $4.75 and $5.05, previously between $4.25
    and $4.55.

The Company's full-year outlook reflects:

  • A year-over-year benefit to net sales of approximately $29 million
    from favorable currency exchange rates, which was previously estimated
    at $45 million;
  • An estimated operating margin between 15.0% and 15.5%;
  • An effective tax rate of approximately 34%; and
  • An annualized diluted share count of approximately 24.8 million.

Chief Financial Officer, Doug Hekking, commented, "Given our results for
the first six months of the year and our forecast for the remainder of
the year, we are raising our outlook for fiscal 2018. Although favorable
currency exchange rates benefited our operating results in the first
half of 2018, we saw the U.S. dollar strengthen during the quarter and
expect it to continue to strengthen during the remainder of 2018.
Consequently, we have significantly reduced the estimated benefit to net
sales from currency for the full year. Additionally, we plan to continue
investing in our business during the second half of 2018, while also
leveraging the investments we have made over the last several years."

China Preferred Customers

The Company has had a long-standing Preferred Customer program in China
but, due to certain attributes of that program, had historically
reported China Preferred Customers as Associates. The Company began
reporting China Preferred Customers as Preferred Customers with its
results for the fourth quarter of 2017.

Internal Investigation of China Operations

As the Company first disclosed in February 2017, it is voluntarily
conducting an internal investigation of its China operations, BabyCare
Ltd. The investigation focuses on compliance with the Foreign Corrupt
Practices Act ("FCPA") and certain conduct and policies at BabyCare,
including BabyCare's expense reimbursement policies. The Audit Committee
of the Board of Directors has assumed direct responsibility for
reviewing these matters and has hired experienced counsel to conduct the
investigation. While the Company does not believe that the subject
amounts are quantitatively material, or will materially affect its
financial statements, it cannot currently predict the outcome of the
investigation on its business, results of operations, or financial
condition. The Company has voluntarily contacted the Securities and
Exchange Commission and the United States Department of Justice to
advise both agencies that an internal investigation is underway and
intends to provide additional information to both agencies as the
investigation progresses. The Company cannot currently predict the
duration, scope, or result of the investigation.

Non-GAAP Financial Measures

Constant currency net sales, earnings, EPS and other currency-related
financial information (collectively, "Financial Results") are non-GAAP
financial measures that remove the impact of fluctuations in
foreign-currency exchange rates and help facilitate period-to-period
comparisons of the Company's Financial Results and thus provide
investors an additional perspective on trends and underlying business
results. Constant currency Financial Results are calculated by
translating the current period's Financial Results at the same average
exchange rates in effect during the applicable prior-year period and
then comparing this amount to the prior-year period's Financial Results.

Conference Call

The Company has posted the "Management Commentary, Results and Outlook"
document on the Company's website (
under the "Investor Relations" section of the site. USANA will hold a
conference call and webcast to discuss today's announcement with
investors on Wednesday, July 25, 2018 at 11:00 AM Eastern Time. Investors
may listen to the call by accessing USANA's website at
The call will consist of brief opening remarks by the Company's
management team, before moving directly into questions and answers.


USANA develops and manufactures high-quality nutritional supplements,
healthy foods and personal care products that are sold directly to
Associates and Preferred Customers throughout the United States, Canada,
Australia, New Zealand, Hong Kong, China, Japan, Taiwan, South Korea,
Singapore, Mexico, Malaysia, the Philippines, the Netherlands, the
United Kingdom, Thailand, France, Belgium, Colombia, Indonesia, Germany,
Spain, Romania, and Italy. More information on USANA can be found at

Safe Harbor

This press release contains forward-looking statements within the
meaning of Section 27A of the Securities Act and Section 21E of the
Securities Exchange Act. Our actual results could differ materially from
those projected in these forward-looking statements, which involve a
number of risks and uncertainties, including global economic conditions
generally, reliance upon our network of independent Associates, the
governmental regulation of our products, manufacturing and marketing
risks, adverse publicity risks, risks associated with our international
expansion and operations, and risks associated with the internal
investigation into BabyCare's operations. The contents of this release
should be considered in conjunction with the risk factors, warnings, and
cautionary statements that are contained in our most recent filings with
the Securities and Exchange Commission.

USANA Health Sciences, Inc.
Consolidated Statements of Operations
(In thousands, except per share data)
Quarter Ended Six Months Ended
1-Jul-17 30-Jun-18 1-Jul-17 30-Jun-18
Net sales $ 257,063 $ 301,460 $ 512,386 $ 593,458
Cost of sales   43,902   49,991   86,556   99,366
Gross profit 213,161 251,469 425,830 494,092
Operating expenses
Associate incentives 118,404 132,790 234,185 262,152
Selling, general and administrative   62,389   67,537   126,390   137,669
Earnings from operations 32,368 51,142 65,255 94,271
Other income (expense)   460   388   942   1,250
Earnings before income taxes 32,828 51,530 66,197 95,521
Income taxes   9,569   17,623   21,580   32,668
NET EARNINGS $ 23,259 $ 33,907 $ 44,617 $ 62,853
Earnings per share - diluted $ 0.93 $ 1.36 $ 1.78 $ 2.56
Weighted average shares outstanding - diluted 25,018 24,841 24,997 24,557

USANA Health Sciences, Inc.

Consolidated Balance Sheets

(In thousands)
As of As of
ASSETS 30-Dec-17 30-Jun-18
Current Assets
Cash and cash equivalents $ 247,131 $ 256,326
Securities held-to-maturity, net - 42,433
Inventories 62,918 74,123
Prepaid expenses and other current assets   30,110   31,777
Total current assets 340,159 404,659
Property and equipment, net 102,847 96,845
Goodwill 17,417 17,224
Intangible assets, net 35,154 33,811
Deferred income taxes 2,859 3,609
Other assets   20,833   19,136
Total assets $ 519,269 $ 575,284
Current Liabilities
Accounts payable $ 11,787 $ 12,379
Other current liabilities   129,396   124,371
Total current liabilities 141,183 136,750
Deferred income taxes 13,730 8,125
Other long-term liabilities 1,146 1,128
Stockholders' equity   363,210   429,281
Total liabilities and stockholders' equity $ 519,269 $ 575,284

USANA Health Sciences, Inc.
Sales by Region
(in thousands)
    Quarter Ended              
1-Jul-17     30-Jun-18

Change from prior

on sales


% change

Asia Pacific
Greater China $ 136,702 53.2 % $ 167,841 55.6 % $ 31,139 22.8 % $ 10,573 15.0 %
Southeast Asia Pacific 48,665 18.9 % 54,771 18.2 % 6,106 12.5 % 614 11.3 %
North Asia   13,948 5.4 %   18,986 6.3 %   5,038 36.1 %   812 30.3 %
Asia Pacific Total 199,315 77.5 % 241,598 80.1 % 42,283 21.2 % 11,999 15.2 %
Americas and Europe   57,748 22.5 %   59,862 19.9 %   2,114 3.7 %   472 2.8 %
$ 257,063 100.0 % $ 301,460 100.0 % $ 44,397 17.3 % $ 12,471 12.4 %


Active Associates by Region(1)



As of
1-Jul-17   30-Jun-18
Asia Pacific
Greater China 105,000 37.5 % 111,000 38.0 %
Southeast Asia Pacific 83,000 29.7 % 85,000 29.1 %
North Asia   20,000 7.1 %   26,000 8.9 %
Asia Pacific Total 208,000 74.3 % 222,000 76.0 %
Americas and Europe   72,000 25.7 %   70,000 24.0 %
  280,000 100.0 %   292,000 100.0 %


Active Preferred Customers by Region (2)



As of
1-Jul-17 30-Jun-18
Asia Pacific
Greater China 189,000 65.9 % 206,000 67.5 %
Southeast Asia Pacific 15,000 5.2 % 20,000 6.6 %
North Asia   10,000 3.5 %   11,000 3.6 %
Asia Pacific Total 214,000 74.6 % 237,000 77.7 %
Americas and Europe   73,000 25.4 %   68,000 22.3 %
  287,000 100.0 %   305,000 100.0 %



(1)   Associates are independent distributors of our products who also
purchase our products for their personal use. We only count as
active those Associates who have purchased from us any time during
the most recent three-month period, either for personal use or
(2) Preferred Customers purchase our products strictly for their
personal use and are not permitted to resell or to distribute the
products. We only count as active those Preferred Customers who have
purchased from us any time during the most recent three-month
period. China utilizes a Preferred Customer program that has been
implemented specifically for that market.

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