Nature's Sunshine Products - Q2 2023
August 9, 2023
Transcript
Operator (participant)
Good afternoon, everyone, and thank you for participating in today's conference call to discuss Nature's Sunshine's financial results for the second quarter ended June 30th, 2023. Joining us today are Nature's Sunshine's CEO, Terrence Moorehead, CFO, Shane Jones, and General Counsel, Nate Brower. Following their remarks, we'll open the call for analyst questions. Before we go further, I would like to turn the call over to Mr. Brower, as he reads the company's safe harbor statement within the meaning of the Private Securities Litigation Reform Act of 1995, that provides important cautions regarding forward-looking statements. Nate, please go ahead.
Nate Brower (General Counsel)
Hey, thank you. Good afternoon, thanks for joining our conference call to discuss our second quarter 2023 financial results. I'd like to remind everyone that this call is available for replay via telephonic dial-in through August 23rd, and via a live webcast that will be posted in the investor relations portion of our website at ir.naturessunshine.com. The information on this call contains forward-looking statements. These statements are often characterized by terminology such as believe, hope, may, anticipate, expect, will, and other similar expressions. Forward-looking statements are not guarantees of future performance, and the actual results may be materially different from the results implied by forward-looking statements.
Factors that could cause results to differ materially from those implied herein include, but are not limited to, those factors disclosed in the company's annual report on Form 10-K under the caption Risk Factors and other reports filed with the Securities and Exchange Commission. The information on this call speaks only as of today's date, and the company disclaims any duty to update the information provided herein. I would like to turn the call over to our CEO, Terrence Moorehead.
Terrence Moorehead (CEO)
Thank you, Nate. Good afternoon, everyone. I want to thank you for joining today's call to discuss our second quarter results, which represent the second strongest quarterly sales in the company's history. Today, I'll provide some context for our second quarter performance and offer some insights on how we believe the business is progressing. Shane will take you through our the specifics of our financials in more detail. In the second quarter, we continued to gain strength, building on the positive momentum we experienced in the first quarter, with reported second quarter net sales of $117 million, or $119 million when excluding the impact of foreign exchange, which is a 14% increase versus the prior year.
The growth was led by continued strength in Asia Pacific, followed by further stabilization in Europe, and return to growth in North America and LATAM. Adjusted EBITDA was up 26%, coming in at $11.3 million due to strong sales growth, as well as gross margin expansion from favorable product mix and price increases. While the external operating environment continues to be challenging, the underlying fundamentals and strength of our business remain firmly intact, and the steps we've taken to create a more powerful, consumer-focused business continued to help build momentum in the quarter. Fueled by increased strategic investment, our global growth strategies, Brand Power, Field Energy, and Digital First, continued to gain traction, building momentum and strength across our operating business units, each of which delivered positive growth in the second quarter.
In Asia Pacific, we continued to deliver strong results with record-breaking second quarter that delivered a 22% sales increase on a constant currency basis. Our Field Energy initiatives were a key driver as investment in field activation that focused on sales incentives and training helped drive order growth. Similarly, our Brand Power initiatives that focused on rebranding our websites and consumer-facing imagery helped attract a new, younger group of customers that also contributed to order growth in the second quarter. As a reminder, several of our markets are still recovering from the COVID restrictions that prevented them from conducting normal business activities for an extended period of time. China was hardest hit by the restrictions and has only recently been able to focus on restoring customer growth after the restrictions were lifted.
Fortunately, our business in China has responded well to the improved market conditions, and we're already seeing greatly improved results with a positive outlook moving forward. Overall, we expect strong growth throughout Asia Pacific in the second half of the year as we continue to invest in field activation to drive customer and order growth and invest in new rebranded packaging and several new product launches. In Europe, sales were up 23% versus prior year on a local currency basis, driven by targeted investments to stabilize Central and Eastern Europe. Specifically, our investments in Field Energy that focused on developing more relevant tools and incentives to support and motivate distributors and realign field fundamentals to address the changing situation on the ground have helped drive order growth and activation.
Additionally, our investments in a new clean energy warehouse and revised distribution network have also helped stabilize the business and improve efficiency. Finally, our Brand Power initiatives focused on strengthening customer appeal with rebranded imagery and packaging. We also took the opportunity to take some strategic price increases across the region. Our European team has done an outstanding job driving sales and attracting new customers, despite the challenging macroeconomic and geopolitical environment. As we move forward, we believe continued stability in Central and Eastern Europe, combined with strong execution of our field fundamentals, will create opportunities for us to deliver growth across the region in the second half of the year. In North America, we've reached an important milestone as second quarter sales turned positive, increasing 2% versus the prior year.
The shift in momentum was primarily driven by our investment in digital and field activation initiatives that allowed us to overcome the headwinds that have negatively impacted the market for the past year. Our digital initiatives continued to gain momentum, with North America digital sales increasing nearly 40% year to date, with the expectation of stronger growth through the second half of the year, fueled by a substantial increase in new customer acquisition. Our digital and CRM initiatives appear to be headed in the right direction, but what's equally pleasing is that we also saw a significant improvement in the overall business as our investments helped fuel growth in both orders and average order. In the second half of the year, we look forward to building on this momentum by further expanding our digital footprint and increasing the number of nutritional health practitioners recommending our products.
Moving on to our supply chain initiatives, we continued to make progress on our margin-enhancing and cost-saving initiatives and have moved into the execution phase of the plan. As a reminder, the structural changes we're making to our product line and supply chain will provide significant improvements to gross margin, but many of the initiatives involve redesigning processes and revamping sourcing relationships, and this takes time. We remain confident we'll achieve our objectives and add significant value. Looking ahead, we remain positive about the future as this quarter's results are indicative of the strong underlying fundamentals of our business. As we build momentum, we'll continue to invest in our key growth strategies and expand our competitive advantage to improve shareholder value. With that, I'd like to turn the call over to our Chief Financial Officer, Shane Jones. Shane?
Shane Jones (CFO)
Thank you. As Terrence mentioned, we're seeing positive momentum across nearly all markets, resulting in a strong quarter. Net sales in the second quarter were $116.5 million, compared to $104.2 million in the year-ago quarter. This 11.9% increase was driven by continued strong sales momentum in Asia, led by Taiwan and China, stable improvement in Central and Eastern Europe, and North America returning to growth. Excluding the $2.6 million unfavorable impact from foreign exchange rates, consolidated net sales increased 14.4% in the second quarter versus last year. Looking at sales by market in Q2, Asia Pacific continued to see robust growth, with sales increasing 21.7% on a local currency basis.
China's reopening, along with a resurgence of growth there, was a key driver of this increase, with local currency sales growth of 37.7%. Taiwan also continues to see meaningful momentum, and the opening of our new office in Kaohsiung helped to drive local currency growth of 40.6%. Likewise, in Japan, our investments in Field Energy continued to drive strong sales momentum, resulting in local currency sales growth of 16%. Sales in Europe during Q2 continued to see healthy gains, increasing 24.2%. These outstanding results were driven by Eastern and Central Europe, where sales were up 32.2% and 21.3%, respectively, despite the challenging macroeconomic and political landscape. In North America, Q2 sales hit an inflection point, returning to growth, with sales increasing 1.7% versus last year.
Recent investments in our digital initiatives were key to this turnaround, as the North America digital business grew 36.2% during Q2. In addition, digital customers ordering directly from our website increased 52% versus prior year. In Latin America, we continue to focus on field energy, sales tools, and business fundamentals. That groundwork is beginning to yield results as sales in Latin America increased 6.5% in Q2, driven by Mexico, where sales were up 10.7% versus last year. Gross margin in the second quarter increased 90 basis points to 72.6%, compared to 71.7% a year ago. The increase was due to market mix, price actions across various markets, and lower transportation and distribution costs. These improvements were partially offset by higher material and production costs and the previously mentioned unfavorable foreign currency exchange.
Volume incentives as a percentage of net sales were 30.3%, compared to 30.8% in the year-ago quarter. The decrease was primarily due to changes in market mix. Selling, general, and administrative expenses during the second quarter were $42.3 million, compared to $36.9 million in the year-ago quarter. This increase was driven primarily by increased service fees in China as the market continues to recover, increased variable costs related to sales growth, and investments to drive our digital growth and strategic initiatives. As a percentage of net sales, SG&A was 36.3% for the second quarter of 2023, compared to 35.4% in the year-ago quarter.
Operating income was $7.0 million, or 6% of net sales, compared to $5.8 million, or 5.5% of net sales in the prior year. GAAP net income attributable to common shareholders for the second quarter was $2.4 million, or $0.12 per diluted share, as compared to $0.5 million or $0.03 per diluted share in the year ago quarter. The higher GAAP net income was primarily the result of the strong sales growth in the quarter, as well as a lower provision for income tax compared to the second quarter of last year. Adjusted EBITDA, as defined in our earnings release, increased 26% to $11.3 million, compared to $9 million in the second quarter of 2022. The increase was driven by the improvements in sales and gross margin.
Our balance sheet remains clean, with cash and cash equivalents of $69 million and only $0.5 million of debt. Inventory declined slightly in Q2 compared to where we ended Q1. As part of our capital allocation plan, we continued to utilize our share repurchase authorization, buying 99,000 shares year to date for $0.9 million, or an average of $9.28 per share. As of June 30th, 2023, $23.1 million remains of our $30 million share repurchase program. Looking beyond share repurchases, our healthy capital allocation structure positions us well to continue our digital transformation and other strategic initiatives. Turning to our 2023 outlook. During Q2, we continued to experience sequential growth across nearly all of our markets.
Due to this momentum, we now expect to report 2023 full year sales between $440 million and $455 million, representing year-over-year growth between 4% and 8%. With respect to gross margin, we continue to make good progress on our supply chain initiatives, and we expect meaningful improvement in 2024 and beyond. For the remainder of 2023, we expect only modest improvement versus 2022, as early benefits from our initiatives and pricing are partially offset by continued inflation and foreign exchange headwinds. We also expect SG&A, excluding the one-time charges related to Japan, to be sequentially higher during the second half of the year due to investment in our strategic growth initiatives, along with timing of events. As a result, we expect Adjusted EBITDA for the full year to be between $34 million and $38 million.
Overall, we're very excited about both the immediate and long-term growth opportunities for the business, and we remain committed to driving improved efficiency and profitability, and are working to pursue opportunities to maximize shareholder value. Now I will turn the time back to the operator.
Operator (participant)
Thank you. We'll now take questions from our analysts. Your first question comes from Linda Bolton Weiser from D.A. Davidson. Linda, please go ahead.
Linda Bolton Weiser (Managing Director)
Yes, hello. Congratulations on a good quarter.
Terrence Moorehead (CEO)
Hey, Linda.
Linda Bolton Weiser (Managing Director)
Hi, I was wondering, you know, I'm sorry, I missed, maybe missed when you said, did you say how much China was up within Asia Pacific?
Terrence Moorehead (CEO)
China.
Shane Jones (CFO)
China was up 37.7% for the quarter on a local currency basis.
Linda Bolton Weiser (Managing Director)
Okay. I'm just trying to see here. Sorry. I'm just looking to see. Was that against a very easy comparison? Is that when the declines started last? Actually, no, the sales were only down modestly in the second quarter last year. You have even-
Shane Jones (CFO)
Right.
Linda Bolton Weiser (Managing Director)
easier comparisons coming up in the next couple quarters in China. Is that correct?
Shane Jones (CFO)
We, we have some relatively easier comps coming forward, yes.
Linda Bolton Weiser (Managing Director)
Okay. I'm just curious, do you think, I mean, do you think the growth will accelerate even more, or do you just hope it kind of stays around that 30% some growth rate?
Shane Jones (CFO)
We're, we're, we're encouraged by what we're seeing in China. Obviously, 37.7% growth is a good metric. We hope to be able to get better than that, but at least at this point, counting on, you know, at least getting that and then building from there.
Terrence Moorehead (CEO)
Yeah, we like what we're seeing happening in China.
Linda Bolton Weiser (Managing Director)
Can you remind us, what models specifically you use in China? Is it omni-channel, kind of like it is here in the U.S., or are there little stores? Like, what's the model there in China?
Terrence Moorehead (CEO)
Yeah, most of the, the, the way they're selling is through digital activation. It's, you know, we would have our distributors who are using, you know, kind of actually, they call them influencers. It's an influencer-based model, driving sales through vehicles like TikTok, leveraging WeChat. They do a, a, a really great job on live webinars as well. It, it's largely a kind of a digital platform driven by a network of influencers.
Linda Bolton Weiser (Managing Director)
Okay, that sounds good. I think you mentioned, digital orders in North America were up 36%, but, oh, ordering directly on the website was 52% growth. Is the difference between those, like, Amazon? Is that the difference, like, with the digital orders-
Shane Jones (CFO)
No.
Linda Bolton Weiser (Managing Director)
Includes? Oh, okay.
Shane Jones (CFO)
Let me clarify. The 52% is a customer count number. The number of new customers ordering from our website is up 52%, so it's a slightly different number.
Terrence Moorehead (CEO)
Yes. As we've said, we've intensified our, our focus and investment on digital. We're seeing a significant uptick in new customers coming on board.
Shane Jones (CFO)
Right.
Terrence Moorehead (CEO)
That's driving sales and orders.
Shane Jones (CFO)
Okay.
Linda Bolton Weiser (Managing Director)
The 36% growth, is that orders or sales?
Shane Jones (CFO)
That, that is sales. That includes all of digital, yes.
Terrence Moorehead (CEO)
All of North American digital.
Linda Bolton Weiser (Managing Director)
Mm-hmm. How much as a percentage of North American sales is that now?
Shane Jones (CFO)
We haven't been disclosing that number. I don't know. Yeah, the digital portion is roughly 25%, 20%-25%.
Terrence Moorehead (CEO)
Yep.
Linda Bolton Weiser (Managing Director)
Of North America. Okay.
Terrence Moorehead (CEO)
Correct.
Linda Bolton Weiser (Managing Director)
Again. Right. Sometimes, again, I know we've discussed this before, but sometimes I do worry about the channel conflict potential with direct selling-
Shane Jones (CFO)
Mm.
Linda Bolton Weiser (Managing Director)
digital selling. Are, are you seeing any backlash or any problems, either with your stores or direct distributors, with regard to your digital activities?
Terrence Moorehead (CEO)
You know, I think what, what we're seeing is, you know. Excuse me. Our theory is that a rising tide lifts all ships. That theory seems to be proving out. As we get our, our, our message out there in the marketplace more aggressively, we're seeing more, more activation online, and we're also seeing improvements in our kind of the, the rest of our business as well. That, and that means we're, we're activating kind of many of our distributors, inactive and lapsed customers, productively as well. So far, so good.
Linda Bolton Weiser (Managing Director)
Okay. Just about North America, it's good to see that growth there. Again, I'm looking to see. It does look like you had an easy prior year comparison there. Is it just the comparison getting so easy, or are you actually seeing a little improvement in consumer buying behavior?
Terrence Moorehead (CEO)
No. Yeah, we're, we're actually seeing improvements in, in buying behavior, and I, and I think we're, you know, historically, we were seeing our, our order count hold steady, but average order was way down, and this was kind of the first time in a while where both orders were growing and average order was growing. That's an encouraging sign for us.
Shane Jones (CFO)
Yeah, and, and further to that point, I, I did say inflection point, and, and I, I meant inflection point, and that we expect to remain to, to see that growth strengthen, not subside.
Terrence Moorehead (CEO)
Mm-hmm.
Linda Bolton Weiser (Managing Director)
Okay, that sounds good. On your supply chain initiative and your cost reduction, I know there were some numbers put around that. Can you remind me, like, was there an amount for 2023, and then something for end of 2024, or w-what, what was that, target?
Terrence Moorehead (CEO)
Shane, you wanna take that one?
Shane Jones (CFO)
Yeah. We, we talked about a $10 million savings target that we're working to accomplish over 24 months. So if, if you do the math on that, then, you know, it's a little less than 300 basis points.
Terrence Moorehead (CEO)
I think we said we'll start to see.
Shane Jones (CFO)
We'll start... Yeah, sorry. With really, because of the timing and being able to realize that, we've obviously started that. We're seeing a lot of the progress. We're doing the execution phase, but we won't actually see very much of that show up in the P&L until 2024.
Terrence Moorehead (CEO)
Just takes time-
Linda Bolton Weiser (Managing Director)
Okay.
Terrence Moorehead (CEO)
to work through the installed inventory base.
Shane Jones (CFO)
Right.
Linda Bolton Weiser (Managing Director)
Right. Okay. Then, I think you mentioned price increases in EMEA. Like, what magnitude were those roughly?
Terrence Moorehead (CEO)
Shane, what do you got?
Shane Jones (CFO)
We've, we've made price increases in more than just EMEA. We've actually done price increases across most of our markets, averaging about 3%.
Linda Bolton Weiser (Managing Director)
Okay. All right. I think that's all for me. Thank you so much.
Shane Jones (CFO)
Thank you.
Terrence Moorehead (CEO)
Great. Thank you.
Operator (participant)
At this time, this concludes our question and answer session. I would now like to turn the call back over to Mr. Moorehead for closing remarks.
Terrence Moorehead (CEO)
Okay, thank you. We'd like to thank everybody for listening to today's call, and we look forward to speaking with you again when we report our third quarter 2023 results in November of this year. Thanks again for joining us. Take care.
Operator (participant)
Ladies and gentlemen, this does conclude today's conference call. We ask that you disconnect your lines at this time. Thank you for your participation.