USANA Health Sciences Reports Record Second Quarter Financial Results

  • Second quarter net sales increased by 10.8% to a record $258.5 million, up 16.2% on a constant currency basis
  • Second quarter EPS increased by 7.8% to a record $2.07
  • Number of active Associates increased by 15.9% to 460,000
  • Company increases 2016 EPS Outlook

SALT LAKE CITY--(BUSINESS WIRE)-- USANA Health Sciences, Inc. (NYSE: USNA) today announced financial results for its fiscal second quarter ended July 2, 2016.

Net sales for the second quarter of 2016 increased to $258.5 million, up 10.8%, compared with $233.2 million in the prior-year period. The increase in net sales was driven by 15.9% growth in the number of active Associates and 6.6% growth in the number of Preferred Customers. Total customer growth during the quarter reflects sustained momentum in our worldwide business. The continued strength of the U.S. dollar, compared to the year-ago period, negatively impacted net sales by $12.4 million during the quarter. On a constant currency basis, net sales increased by 16.2%.

Net earnings for the second quarter of 2016 increased to $25.8 million, compared with $25.4 million during the prior-year period. Higher net sales and a lower effective tax rate were largely offset by lower gross margins and higher operating expenses during the quarter. The 270 basis point decrease in the effective tax rate is due in part to the Company’s early adoption of ASU 2016-09 (Topic 718) - Improvements to Employee Share-Based Payment Accounting. As a result of adopting this standard, on a year-over-year basis, the Company recognized (i) modestly higher equity compensation expense, (ii) a higher diluted share count, and (iii) a lower effective tax rate for the current-year quarter. While the adoption of this pronouncement increased net earnings by approximately $541,000, the resulting higher diluted share count partially offset this increase and earnings per share benefited by $0.02.

Earnings per diluted share for the second quarter increased by 7.8% to a record $2.07, compared with $1.92 in the prior year period. This increase in earnings per share was primarily the result of a lower number of diluted shares outstanding due to the Company’s share repurchases over the last 12 months. Weighted average diluted shares outstanding were 12.5 million as of the end of the second quarter of 2016, compared with 13.2 million in the prior-year period.

The Company continues to have a healthy balance sheet with $112.4 million in cash and cash equivalents and no debt at the end of the second quarter. As of July 2, 2016, there was $35.4 million remaining under the current share repurchase authorization.

“USANA generated solid results during the second quarter, which were in line with our expectations,” said Dave Wentz, USANA’s co-CEO. “Our results reflect the momentum in our business and the demand for our high-quality products from our customers. We are excited about the product announcements we will make next month at our International Convention and believe these announcements will continue this momentum.”

Regional Results

Net sales in the Asia Pacific region increased 15.1% to $194.2 million, despite a negative $9.5 million impact from a stronger U.S. dollar. Within Asia Pacific, net sales:

  • Increased by 17.4% in Greater China (23.3% on a constant currency basis);
  • Increased by 11.1% in the Southeast Asia Pacific region (16.2% on a constant currency basis); and
  • Increased by 8.8% in the North Asia region (13.7% on a constant currency basis).

Sales growth in Greater China was driven by 26.0% active Associate growth in Mainland China, while sales growth in Southeast Asia Pacific was due to strong Associate growth in several markets, led by Australia and Malaysia. Sales growth in North Asia resulted from 27.3% Associate growth in South Korea. The total number of active Associates in the Asia Pacific region increased by 20.1% year-over-year.

Net sales in the Americas/Europe region were essentially flat at $64.3 million compared to the prior year period. On a constant currency basis, however, net sales in this region increased by 4.2% year-over-year. Mexico, Canada and France all generated double-digit local currency sales growth during the quarter. This growth was partially offset by a 5.8% year-over-year decline in net sales in the U.S.

“The execution of our 2016 initiatives, which include customer growth strategies and significant product launches, is helping drive our momentum,” continued Wentz. “During the quarter, we held our Asia Pacific Convention in Singapore and initiated the launch of our “MySmart™ Foods” products. Next month, we will hold our International Convention in Salt Lake City, where we will make another significant product announcement to an expected record breaking number of attendees. Science-based products have always been at the core of USANA’s business, and we believe that our 2016 product introductions will build on this core legacy and keep USANA at the forefront of nutritional supplementation.”


The Company reiterated its consolidated net sales outlook and updated its earnings per share outlook for 2016 as follows:

  • Consolidated net sales between $1.02 billion and $1.05 billion, which is unchanged; and
  • Earnings per share between $7.90 and $8.20, compared to prior guidance of $7.60 to $8.15.

“Our results for the quarter reflect the strength of our business around the world and the success of the initiatives we are executing,” commented Paul Jones, Chief Financial Officer. “Our balance sheet remains strong and we remain positioned to return value to shareholders. In light of the product introductions we have planned for the third quarter and the continued momentum in our business, we expect our results to accelerate through the second half of the year. Consequently, we are increasing our earnings per share guidance.”

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 27, 2016 at 11:00 a.m. 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 and Indonesia. 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, and risks associated with our international expansion. 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 Earnings
(In thousands, except per share data)
Quarter Ended Six Months Ended
4-Jul-15 2-Jul-16 4-Jul-15 2-Jul-16
Net sales $ 233,244 $ 258,514 $ 452,622 $ 498,963
Cost of sales   40,089     45,970   78,453   88,890  
Gross profit 193,155 212,544 374,169 410,073
Operating expenses
Associate incentives 101,877 115,331 203,230 222,725
Selling, general and administrative   52,505     59,764   102,380   116,395  
Earnings from operations 38,773 37,449 68,559 70,953
Other income (expense)   (86 )   219   82   (277 )
Earnings before income taxes 38,687 37,668 68,641 70,676
Income taxes   13,271     11,906   23,545   22,615  
NET EARNINGS $ 25,416   $ 25,762 $ 45,096 $ 48,061  
Earnings per share - diluted $ 1.92 $ 2.07 $ 3.43 $ 3.84
Weighted average shares outstanding - diluted 13,225 12,458 13,155 12,525
USANA Health Sciences, Inc.
Consolidated Balance Sheets
(In thousands)
As of As of
ASSETS 2-Jan-16 2-Jul-16
Current Assets
Cash and cash equivalents $ 143,210 $ 112,398
Inventories 66,119 71,332
Prepaid expenses and other current assets   34,935   38,131
Total current assets 244,264 221,861
Property and equipment, net 87,982 94,729
Goodwill 17,432 17,159
Intangible assets, net 38,269 36,576
Deferred income taxes 9,844 15,892
Other assets   25,446   23,445
Total assets $ 423,237 $ 409,662
Current Liabilities
Accounts payable $ 10,043 $ 10,076
Other current liabilities   121,369   117,902
Total current liabilities 131,412 127,978
Other long-term liabilities 1,151 1,515
Deferred income taxes 9,822 6,244
Stockholders' equity   280,852   273,925
Total liabilities and stockholders' equity $ 423,237 $ 409,662

USANA Health Sciences, Inc.
Sales by Region
(in thousands)
Quarter Ended
4-Jul-15 2-Jul-16

Change from
prior year


impact on


% change

Asia Pacific
Greater China $ 112,333 48.2% $ 131,840 51.0% $ 19,507 17.4% $ (6,639) 23.3%
Southeast Asia Pacific 46,033 19.7% 51,123 19.8% 5,090 11.1% (2,369) 16.2%
North Asia 10,346 4.4% 11,261 4.3% 915 8.8% (507) 13.7%
Asia Pacific Total 168,712 72.3% 194,224 75.1% 25,512 15.1% (9,515) 20.8%
Americas and Europe 64,532 27.7% 64,290 24.9% (242) (0.4%) (2,932) 4.2%
$ 233,244 100.0% $ 258,514 100.0% $ 25,270 10.8% $ (12,447) 16.2%

Active Associates by Region(1)

As of
4-Jul-15 2-Jul-16
Asia Pacific
Greater China 216,000 54.4 % 267,000 58.0 %
Southeast Asia Pacific 79,000 19.9 % 88,000 19.1 %
North Asia 13,000 3.3 % 15,000 3.3 %
Asia Pacific Total 308,000 77.6 % 370,000 80.4 %
Americas and Europe 89,000 22.4 % 90,000 19.6 %
397,000 100.0 % 460,000 100.0 %



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 resale.

Active Preferred Customers by Region (2)
As of
4-Jul-15 2-Jul-16
Asia Pacific
Greater China 4,000 4.4 % 5,000 5.2 %
Southeast Asia Pacific 12,000 13.2 % 14,000 14.4 %
North Asia 9,000 9.9 % 10,000 10.3 %
Asia Pacific Total 25,000 27.5 % 29,000 29.9 %
Americas and Europe 66,000 72.5 % 68,000 70.1 %
91,000 100.0 % 97,000 100.0 %



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.

USANA Health Sciences, Inc.
Investors contact:
Joshua Foukas, 801-954-7823
Investor Relations
Media contact:
Dan Macuga, 801-954-7280
Public Relations

Source: USANA Health Sciences, Inc.