UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549


 

FORM 10-Q

(Mark One)

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

For the quarterly period ended March 31, 2007

OR

o                                 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: 0-21116


 

USANA HEALTH SCIENCES, INC.
(Exact name of registrant as specified in its charter)

Utah

 

87-0500306

(State or other jurisdiction

 

(I.R.S. Employer

of incorporation or organization)

 

Identification No.)

 


 

3838 West Parkway Blvd., Salt Lake City, Utah 84120
(Address of principal executive offices, Zip Code)


 

(801) 954-7100
(Registrant’s telephone number, including area code)

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 x  No o

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, or a non-accelerated filer.  See definition of “accelerated filer and large accelerated filer” in Rule 12b-2 of the Exchange Act. (Check one):

Large accelerated filer o

 

Accelerated filer x

 

Non-accelerated filer o

 

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act).  Yes o  Nox

The number of shares outstanding of the registrant’s common stock as of April 30, 2007 was 16,804,042.

 




USANA HEALTH SCIENCES, INC.

FORM 10-Q

For the Quarterly Period Ended March 31, 2007

INDEX

 

 

 

 

 

 

PART I. FINANCIAL INFORMATION

 

 

 

 

Item 1

Financial Statements

 

 

Consolidated Balance Sheets

 

 

Consolidated Statements of Earnings

 

 

Consolidated Statements of Stockholders’ Equity and Comprehensive Income

 

 

Consolidated Statements of Cash Flows

 

 

Notes to Consolidated Financial Statements

 

Item 2

Management’s Discussion and Analysis of Financial Condition and Results of Operations

 

Item 3

Quantitative and Qualitative Disclosures About Market Risk

 

Item 4

Controls and Procedures

 

 

 

 

 

PART II.OTHER INFORMATION

 

 

 

 

Item 1

Legal Proceedings

 

Item 1A

Risk Factors

 

Item 2

Unregistered Sales of Equity Securities and Use of Proceeds

 

Item 6

Exhibits

 

 

 

 

Signatures

 

 

 

2




PART I.  FINANCIAL INFORMATION

Item 1.  Financial Statements

USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES
CONSOLIDATED BALANCE SHEETS
(in thousands)

 

 

December 30,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

(unaudited)

 

ASSETS

 

 

 

 

 

Current assets

 

 

 

 

 

Cash and cash equivalents

 

$

27,029

 

$

32,496

 

Inventories

 

22,483

 

21,900

 

Prepaid expenses and other current assets

 

8,908

 

7,068

 

Deferred income taxes

 

2,195

 

2,431

 

 

 

 

 

 

 

Total current assets

 

60,615

 

63,895

 

 

 

 

 

 

 

Property and equipment, net

 

30,323

 

37,979

 

 

 

 

 

 

 

Goodwill

 

5,690

 

5,690

 

 

 

 

 

 

 

Other assets

 

3,374

 

3,457

 

 

 

 

 

 

 

 

 

$

100,002

 

$

111,021

 

 

 

 

 

 

 

LIABILITIES AND STOCKHOLDERS’ EQUITY

 

 

 

 

 

Current liabilities

 

 

 

 

 

Accounts payable

 

$

10,241

 

$

7,201

 

Other current liabilities

 

29,564

 

32,065

 

 

 

 

 

 

 

Total current liabilities

 

39,805

 

39,266

 

 

 

 

 

 

 

Stockholders’ equity

 

 

 

 

 

Common stock, $0.001 par value; authorized 50,000 shares, issued and outstanding 17,859 as of December 30, 2006 and 17,875 as of March 31, 2007

 

18

 

18

 

Additional paid-in capital

 

15,573

 

19,056

 

Retained earnings

 

44,251

 

52,243

 

Accumulated other comprehensive income

 

355

 

438

 

 

 

 

 

 

 

Total stockholders’ equity

 

60,197

 

71,755

 

 

 

 

 

 

 

 

 

$

100,002

 

$

111,021

 

 

The accompanying notes are an integral part of these statements.

3




USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF EARNINGS
(in thousands, except per share data)
(unaudited)

 

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Net sales

 

$

88,229

 

$

102,567

 

 

 

 

 

 

 

Cost of sales

 

21,338

 

22,587

 

 

 

 

 

 

 

Gross profit

 

66,891

 

79,980

 

 

 

 

 

 

 

Operating expenses:

 

 

 

 

 

Associate incentives

 

34,006

 

39,549

 

Selling, general and administrative

 

17,626

 

21,525

 

Research and development

 

732

 

974

 

 

 

 

 

 

 

Total operating expenses

 

52,364

 

62,048

 

 

 

 

 

 

 

Earnings from operations

 

14,527

 

17,932

 

 

 

 

 

 

 

Other income (expense):

 

 

 

 

 

Interest income

 

142

 

307

 

Interest expense

 

 

(6

)

Other, net

 

153

 

170

 

 

 

 

 

 

 

Other income

 

295

 

471

 

 

 

 

 

 

 

Earnings before income taxes

 

14,822

 

18,403

 

 

 

 

 

 

 

Income taxes

 

5,262

 

6,717

 

 

 

 

 

 

 

Net earnings

 

$

9,560

 

$

11,686

 

 

 

 

 

 

 

Earnings per common share

 

 

 

 

 

Basic

 

$

0.52

 

$

0.65

 

Diluted

 

$

0.50

 

$

0.63

 

 

 

 

 

 

 

Weighted-average common shares outstanding

 

 

 

 

 

Basic

 

18,460

 

17,896

 

Diluted

 

19,228

 

18,463

 

 

The accompanying notes are an integral part of these statements.

4




USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY AND COMPREHENSIVE INCOME
Quarters Ended April 1, 2006 and March 31, 2007
(in thousands)
(unaudited)

 

 

 

 

 

 

 

 

Accumulated

 

 

 

 

 

 

 

Additional

 

 

 

Other

 

 

 

 

 

Common Stock

 

Paid-in

 

Retained

 

Comprehensive

 

 

 

 

 

Shares

 

Value

 

Capital

 

Earnings

 

Income (Loss)

 

Total

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

For the Quarter Ended April 1, 2006

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Balance at December 31, 2005

 

18,343

 

$

18

 

$

9,161

 

$

35,720

 

$

839

 

$

45,738

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Comprehensive income

 

 

 

 

 

 

 

 

 

 

 

 

 

Net earnings

 

 

 

 

9,560

 

 

9,560

 

Foreign currency translation adjustment, net

 

 

 

 

 

(126

)

(126

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Comprehensive income

 

 

 

 

 

 

 

 

 

 

 

9,434

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Equity-based compensation expense

 

 

 

947

 

 

 

947

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Common stock exercised under equity award plan, including tax benefit of $381

 

168

 

1

 

1,120

 

 

 

1,121

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Balance at April 1, 2006

 

18,511

 

$

19

 

$

11,228

 

$

45,280

 

$

713

 

$

57,240

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

For the Quarter Ended March 31, 2007

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Balance at December 30, 2006

 

17,859

 

$

18

 

$

15,573

 

$

44,251

 

$

355

 

$

60,197

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Comprehensive income

 

 

 

 

 

 

 

 

 

 

 

 

 

Net earnings

 

 

 

 

11,686

 

 

11,686

 

Foreign currency translation adjustment, net

 

 

 

 

 

83

 

83

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Comprehensive income

 

 

 

 

 

 

 

 

 

 

 

11,769

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Common stock retired

 

(97

)

 

(1,328

)

(3,694

)

 

(5,022

)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Common stock awarded to Associates

 

1

 

 

50

 

 

 

50

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Equity-based compensation expense

 

 

 

1,591

 

 

 

1,591

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Common stock exercised under equity award plan, including tax benefit of $973

 

112

 

 

3,170

 

 

 

3,170

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Balance at March 31, 2007

 

17,875

 

$

18

 

$

19,056

 

$

52,243

 

$

438

 

$

71,755

 

 

The accompanying notes are an integral part of these statements.

5




USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
(unaudited)

 

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Increase (decrease) in cash and cash equivalents

 

 

 

 

 

Cash flows from operating activities

 

 

 

 

 

Net earnings

 

$

9,560

 

$

11,686

 

Adjustments to reconcile net earnings to net cash provided by  operating activities

 

 

 

 

 

Depreciation and amortization

 

1,464

 

1,286

 

Equity-based compensation expense

 

947

 

1,591

 

Excess tax benefit from equity-based payment arrangements

 

(212

)

(784

)

Common stock awarded to Associates

 

 

50

 

Loss on disposition of property and equipment

 

 

32

 

Provision for inventory valuation

 

796

 

450

 

Deferred income taxes

 

(603

)

(339

)

Changes in operating assets and liabilities:

 

 

 

 

 

Inventories

 

44

 

243

 

Prepaid expenses and other assets

 

(617

)

1,637

 

Accounts payable

 

700

 

(3,003

)

Other current liabilities

 

3,298

 

3,389

 

 

 

 

 

 

 

Total adjustments

 

5,817

 

4,552

 

 

 

 

 

 

 

Net cash provided by operating activities

 

15,377

 

16,238

 

 

 

 

 

 

 

Cash flows from investing activities

 

 

 

 

 

Proceeds from the sale of property and equipment

 

 

19

 

Receipts on notes receivable

 

 

30

 

Purchases of property and equipment

 

(1,487

)

(8,782

)

 

 

 

 

 

 

Net cash used in investing activities

 

(1,487

)

(8,733

)

 

 

 

 

 

 

Cash flows from financing activities

 

 

 

 

 

Proceeds from equity awards exercised

 

739

 

2,197

 

Excess tax benefit from equity-based payment arrangements

 

212

 

784

 

Retirement of common stock

 

 

(5,022

)

 

 

 

 

 

 

Net cash provided by (used in) financing activities

 

951

 

(2,041

)

 

 

 

 

 

 

Effect of exchange rate changes on cash and cash equivalents

 

85

 

3

 

 

 

 

 

 

 

Net increase in cash and cash equivalents

 

14,926

 

5,467

 

 

 

 

 

 

 

Cash and cash equivalents, beginning of period

 

10,579

 

27,029

 

 

 

 

 

 

 

Cash and cash equivalents, end of period

 

$

25,505

 

$

32,496

 

 

 

 

 

 

 

Supplemental disclosures of cash flow information

 

 

 

 

 

Cash paid during the period for:

 

 

 

 

 

Interest

 

$

 

$

1

 

Income taxes

 

1,018

 

407

 

 

The accompanying notes are an integral part of these statements.

6




USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
(in thousands, except per share data)
(unaudited)

Basis of Presentation

The unaudited interim consolidated financial information of USANA Health Sciences, Inc. and it subsidiaries (collectively, the “Company” or “USANA”) has been prepared in accordance with Article 10 of Regulation S-X promulgated by the Securities and Exchange Commission.  Certain information and footnote disclosures normally included in financial statements prepared in accordance with accounting principles generally accepted in the United States of America have been condensed or omitted pursuant to such rules and regulations.  In the opinion of management, the accompanying interim consolidated financial information contains all adjustments, consisting of normal recurring adjustments, necessary to present fairly the Company’s financial position as of March 31, 2007, and results of operations for the quarters ended April 1, 2006 and March 31, 2007.  These financial statements should be read in conjunction with the audited consolidated financial statements and notes thereto included in the Company’s Annual Report on Form 10-K for the year ended December 30, 2006.  The results of operations for the quarter ended March 31, 2007 may not be indicative of the results that may be expected for the fiscal year ending December 29, 2007.

Reclassification

Minor reclassifications relating to net sales and Associate incentives expense have been made to the Company’s financial statements in order to comply with EITF 01-09.  Under these guidelines, certain incentives offered to our Associates are classified as sales discounts, resulting in a reduction of revenue with a corresponding reduction to Associate incentives.  Net sales and Associate incentives expense numbers reflected throughout this document for periods prior to December 30, 2006 have been adjusted for comparability purposes.  The impact of this reclassification reduced previously reported net sales for the quarter ended April 1, 2006 by 1.6%.  Additionally, reported net sales during the quarter ended March 31, 2007 were 1.7% lower than what would have been otherwise reported had this change not been implemented.  These minor reclassifications had no effect on our earnings from operations, net earnings, or earnings per share.

Recently Issued Accounting Standards

Effective December 31, 2006, we adopted FIN No. 48, Accounting for Uncertainty in Income Taxes—an interpretation of FASB Statement No. 109 (“FIN 48”), which clarifies the accounting for uncertainty in income tax positions.  FIN 48 defines the threshold for recognizing tax return positions in the financial statements as “more likely than not” that the position is sustainable, based on technical merits of the provision.  FIN 48 also provides guidance on the measurement, classification and disclosure of tax return positions in the financial statements.  Adoption of FIN No. 48 did not have a material impact on the Company’s Consolidated Financial Statements.  See Note I — Income Taxes for additional information.

In September 2006, the FASB issued SFAS No. 157, “Fair Value Measurements.”  SFAS No. 157 defines fair value, establishes a framework for measuring fair value in accordance with accounting principles generally accepted in the United States, and expands disclosures about fair value measurements.  SFAS No. 157 is effective for fiscal years beginning after November 15, 2007, with earlier application encouraged.  Any amounts recognized upon adoption as a cumulative effect adjustment will be recorded to the opening balance of retained earnings in the year of adoption.  The Company is currently evaluating the impact of adopting SFAS No. 157 on its Consolidated Financial Statements.

On February 15, 2007, the FASB issued SFAS Statement No. 159, “The Fair Value Option for Financial Assets and Financial Liabilities - Including an Amendment of FASB Statement No. 115.”  SFAS No. 159 permits an entity to choose to measure eligible items at fair value at specified election dates.  An entity will report unrealized gains and losses on items for which the fair value option has been elected in earnings at each subsequent reporting date.  The fair value option: (a) may be applied instrument by instrument, with a few exceptions, such as investments otherwise accounted for by the equity method; (b) is irrevocable (unless a new election date occurs); and (c) is applied only to entire instruments and not to portions of instruments.

7




SFAS No. 159 is effective for fiscal years that begin after November 15, 2007.  The Company is currently evaluating the impact of adopting SFAS No. 159 on its Consolidated Financial Statements.

NOTE A — EQUITY-BASED COMPENSATION

Equity-based compensation expense relating to awards vested under the current and previous plans utilized by the Company, and the related tax benefit recognized in earnings for the quarters ended April 1, 2006 and March 31, 2007 are as follows:

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Cost of sales

 

$

127

 

$

143

 

Selling, general and administrative

 

707

 

1,309

 

Research and development

 

113

 

139

 

 

 

 

 

 

 

 

 

947

 

1,591

 

Related tax benefit

 

262

 

575

 

 

 

 

 

 

 

Net equity-based compensation expense

 

$

685

 

$

1,016

 

 

The following table shows the remaining unrecognized compensation expense on a pre-tax basis related to all types of equity awards outstanding as of March 31, 2007.  This table does not include an estimate for future grants that may be issued.

Remainder of 2007

 

$

4,057

 

2008

 

4,975

 

2009

 

3,062

 

2010

 

2,453

 

2011

 

672

 

Thereafter

 

24

 

 

 

$

15,243

 

 

The weighted-average period over which the expense above will be recognized is 2.2 years.

Throughout the quarter ended March 31, 2007, the Company granted equity awards under the Company’s 2006 Equity Incentive Award Plan (the “2006 Plan”), which was approved by the shareholders in April, 2006.  The 2006 Plan allows for the grant of various equity awards including stock-settled stock appreciation rights, stock options, deferred stock units, and other types of equity-based awards to the Company’s officers, key employees, and non-employee directors.  The 2006 Plan authorized 5,000 shares of common stock for issuance; as of March 31, 2007, 4,614 of these shares were available for future issuance.

The Company’s Compensation Committee has initially determined that awards to be granted to officers and key employees under the 2006 Plan will generally vest 20% each year on the anniversary of the grant date and will generally expire five to five and one-half years from the date of grant.  Awards of stock options and stock-settled stock appreciation rights to be granted to non-employee directors will generally vest 25% each quarter commencing on the last day of the fiscal quarter in which the awards are granted, and will generally expire five years to five and one-half years from the date of grant.  Awards of deferred stock units are full-value shares at the date of grant, vesting over the periods of service, and do not have expiration dates.  The exercise price of all awards granted under the 2006 Plan during 2006 was established by averaging the closing price of the Company’s common stock over the five trading days preceding the date of grant.  The exercise price of all awards granted under the 2006 Plan subsequent to December 30, 2006 has been and will be based on the closing price of the Company’s common stock on the date of grant.

8




Prior to the approval of the 2006 Plan, the Company maintained the 2002 Stock Option Plan (the “2002 Plan”), which was limited to the granting of incentive and non-qualified stock options.  Options granted under the 2002 Plan generally vest 20% each year on the anniversary of the grant date and expire five to ten years from the date of grant.  The exercise price of all awards granted under the 2002 Plan was established by averaging the closing price of the Company’s common stock over the five trading days preceding the date of grant.  The 2006 Plan replaced the 2002 Plan for all grants awarded subsequent to the approval of the 2006 Plan.

During 2006 and the first quarter of 2007, the Company continued to use the Black-Scholes option pricing model to estimate fair value of equity awards, which requires the input of highly subjective assumptions, including the expected stock price volatility.  Expected volatility is calculated by averaging the historical volatility of the Company and a peer group index.  The risk-free interest rate is based on the U.S. Treasury yield curve on the date of grant with respect to the expected life of the award.  Due to the “plain vanilla” characteristics of the Company’s equity awards, the simplified method, as permitted by the guidance in Staff Accounting Bulletin No. 107, has been used to determine expected life.

Weighted-average assumptions used to calculate the fair value of awards granted during the quarters ended as of the dates indicated are included in the table below.  Deferred stock units are full-value shares at the date of grant and have been excluded.

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Expected volatility

 

57.04%

 

42.04%

 

Risk-free interest rate

 

4.46%

 

4.75%

 

Expected life

 

4.1 yrs.

 

4.3 yrs.

 

Expected dividend yield

 

 

 

Grant price

 

$

39.14

 

$

58.38

 

 

9




A summary of the Company’s stock option and stock-settled stock appreciation right activity for the quarter ended March 31, 2007 is as follows:

 

 

Shares

 

Weighted-average
exercise price

 

Weighted-average
remaining
contractual term

 

Aggregate
intrinsic
value*

 

Outstanding at December 30, 2006

 

1,720

 

$

27.15

 

5.8

 

$

42,172

 

Granted

 

40

 

$

58.38

 

 

 

 

 

Exercised

 

(112

)

$

19.57

 

 

 

 

 

Canceled or expired

 

 

$

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Outstanding at March 31, 2007

 

1,648

 

$

28.42

 

5.6

 

$

30,870

 

 

 

 

 

 

 

 

 

 

 

Exercisable at March 31, 2007

 

551

 

$

28.52

 

7.0

 

$

10,115

 


*                    Aggregate intrinsic value is defined as the difference between the current market value at period end and the exercise price of awards that were in-the-money, and is estimated using the closing price of the Company’s common stock on the last trading day of the period.

Total intrinsic value of awards exercised during the quarters ended April 1, 2006 and March 31, 2007, was $5,917 and $4,584, respectively.

A summary of the Company’s deferred stock unit activity for the period ended March 31, 2007 is as follows:

 

Shares

 

Weighted-average
fair value

 

Nonvested at December 30, 2006

 

1

 

$

37.60

 

Granted

 

 

$

 

Vested

 

(1

)

$

37.60

 

Canceled or expired

 

 

$

 

 

 

 

 

 

 

Nonvested at March 31, 2007

 

 

$

 

 

The weighted-average fair value of all equity awards that were granted during the quarters ended April 1, 2006, and March 31, 2007 was $19.15 and $23.56, respectively.  The total fair value of awards that vested during the quarters ended April 1, 2006 and March 31, 2007, was $1,988 and $2,956, respectively.  This total fair value included equity awards issued in the form of stock options, stock-settled stock appreciation rights, and deferred stock units.

NOTE B — INVENTORIES

Inventories consist of the following:

 

December 30,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Raw materials

 

$

8,073

 

$

6,906

 

Work in progress

 

4,227

 

4,798

 

Finished goods

 

10,183

 

10,196

 

 

 

$

22,483

 

$

21,900

 

 

10




NOTE C — PREPAID EXPENSES AND OTHER CURRENT ASSETS

Prepaid expenses and other current assets consist of the following:

 

December 30,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Prepaid expenses

 

$

2,150

 

$

1,583

 

Miscellaneous receivables, net

 

5,082

 

3,238

 

Other current assets

 

1,676

 

2,247

 

 

 

$

8,908

 

$

7,068

 

 

NOTE D — PROPERTY AND EQUIPMENT

 

 

 

December 30,

 

March 31,

 

 

 

Years

 

2006

 

2007

 

 

 

 

 

 

 

 

 

Building

 

40

 

$

10,682

 

$

10,666

 

Laboratory and production equipment

 

5-7

 

10,863

 

11,058

 

Sound and video library

 

5

 

600

 

600

 

Computer equipment and software

 

3-5

 

23,365

 

23,381

 

Furniture and fixtures

 

3-5

 

2,719

 

2,753

 

Automobiles

 

3-5

 

242

 

186

 

Leasehold improvements

 

3-5

 

2,834

 

2,837

 

Land improvements

 

15

 

931

 

867

 

 

 

 

 

 

 

 

 

 

 

 

 

52,236

 

52,348

 

 

 

 

 

 

 

 

 

Less accumulated depreciation and amortization

 

 

 

33,330

 

33,983

 

 

 

 

 

 

 

 

 

 

 

 

 

18,906

 

18,365

 

 

 

 

 

 

 

 

 

Land

 

 

 

2,070

 

2,072

 

 

 

 

 

 

 

 

 

Deposits and projects in process

 

 

 

9,347

 

17,542

 

 

 

 

 

$

30,323

 

$

37,979

 

 

11




NOTE E — OTHER CURRENT LIABILITIES

Other current liabilities consist of the following:

 

December 30,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Associate incentives

 

$

5,793

 

$

5,565

 

Accrued employee compensation

 

7,022

 

4,204

 

Income taxes

 

3,095

 

7,177

 

Sales taxes

 

4,031

 

3,464

 

Associate promotions

 

711

 

1,146

 

Deferred revenue

 

3,092

 

3,394

 

Provision for returns and allowances

 

947

 

986

 

All other

 

4,873

 

6,129

 

 

 

$

29,564

 

$

32,065

 

 

NOTE F — COMMITMENTS AND CONTINGENCIES

Litigation

In the normal course of business, the Company is party to various legal claims, actions, and complaints.  During, and subsequent to, the first quarter of 2007, three class action complaints were filed against the Company and certain of its executive officers, alleging that the defendants violated federal securities laws by making certain alleged false and misleading statements.  The Company believes that these claims are without merit and plans to vigorously defend these claims.  A potential loss or range of loss that could arise from these complaints is not estimable at this time.

NOTE G — COMMON STOCK AND EARNINGS PER SHARE

Basic earnings per share are based on the weighted-average number of shares outstanding for each period.  Shares that have been repurchased and retired during the periods specified have been included in the calculation of weighted-average shares that are outstanding for basic earnings per share.  Diluted earnings per common share are based on shares outstanding (computed under basic EPS) and potentially dilutive shares.  Shares included in the diluted earnings per share calculations include equity awards granted that are in the money but have not yet been exercised.

 

For the Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

Earnings available to common shareholders

 

$

9,560

 

$

11,686

 

 

 

 

 

 

 

Basic EPS

 

 

 

 

 

 

 

 

 

 

 

Shares

 

 

 

 

 

Common shares outstanding entire period

 

18,343

 

17,859

 

Weighted-average common shares:

 

 

 

 

 

Issued during period

 

117

 

53

 

Canceled during period

 

 

(16

)

Weighted-average common shares outstanding during period

 

18,460

 

17,896

 

Earnings per common share - basic

 

$

0.52

 

$

0.65

 

 

12




 

 

For the Quarter Ended

 

 

 

April 1,

 

April 1,

 

 

 

2006

 

2006

 

 

 

 

 

 

 

Diluted EPS

 

 

 

 

 

 

 

 

 

 

 

Shares

 

 

 

 

 

Weighted-average shares outstanding during period - basic

 

18,460

 

17,896

 

Dilutive effect of equity awards

 

768

 

567

 

Weighted-average shares outstanding during period - diluted

 

19,228

 

18,463

 

Earnings per common share - diluted

 

$

0.50

 

$

0.63

 

 

Equity awards for 66 and 25 shares of stock were not included in the computation of diluted EPS for the quarters ended April 1, 2006 and March 31, 2007, respectively, due to their exercise price being greater than the average market price of the shares.

NOTE H — SEGMENT INFORMATION

The Company’s operations are distinguished by regions served and the method of distribution employed.  Two reportable business segments are recognized by the Company: Direct Selling and Contract Manufacturing.  These operating segments are evaluated regularly by management in determining the allocation of resources and in assessing the performance of the Company.  Management evaluates performance based on net sales and the amount of operating income or loss.  All intercompany transactions, intercompany profit, currency gains and losses, interest income and expense, and income taxes are excluded in the Company’s determination of segment profit or loss.

Direct Selling

The Direct Selling segment is the Company’s principal line of business and consists of developing, manufacturing, and distributing nutritional and personal care products.  Products are distributed through a network marketing system using independent distributors that are referred to as “Associates.”  Products are also sold directly to “Preferred Customers,” who purchase products for personal use and are not permitted to resell or distribute the products.

Selected financial information for the Direct Selling segment is reported for two geographic regions: North America and Asia Pacific.  North America includes the United States, Canada, and Mexico.  All other entities outside of North America are located within the Asia Pacific region, which includes Australia-New Zealand, Hong Kong, Japan, Taiwan, South Korea, Singapore, and Malaysia.

The profitability of each reported region within the Direct Selling segment is representative of what is controllable within that region by local management and is not necessarily indicative of actual profit or loss generated by a fully burdened region.  However, the presentation of the data is consistent with how management evaluates each region and the respective markets within that region.

Contract Manufacturing

Operating activities for the Contract Manufacturing segment primarily exist for the production of the Company’s Sensé™ line of skin and personal care products.  In addition to the production of the Sensé product line, contract manufacturing services are provided to a limited number of external customers.  This segment includes operations located in Draper, Utah and at a facility in Tianjin, China.  Manufacturing and packaging activities for the Company’s Sensé products began at the Draper, Utah facility

13




during the fourth quarter of 2003.  In the first quarters of 2006 and 2007, we had two and three external customers, respectively, that each accounted for more then ten percent of sales within this segment.

Financial information summarized by operating segment and geographic region for the quarters ended April 1, 2006 and March 31, 2007 is listed below:

 

 

Net Sales from
External
Customers

 

Inter-segment
Revenues

 

Earnings
(Loss) before
Income Taxes

 

Long-lived
Assets

 

Total Assets

 

Quarter ended April 1, 2006:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Direct Selling

 

 

 

 

 

 

 

 

 

 

 

North America

 

$

59,222

 

$

16,015

 

$

8,344

 

$

21,267

 

$

58,140

 

Asia Pacific

 

26,109

 

1,242

 

5,926

 

2,750

 

12,607

 

Segment Total

 

85,331

 

17,257

 

14,270

 

24,017

 

70,747

 

 

 

 

 

 

 

 

 

 

 

 

 

Contract Manufacturing

 

2,898

 

1,089

 

(84

)

7,651

 

14,590

 

Reportable Segments Total

 

88,229

 

18,346

 

14,186

 

31,668

 

85,337

 

Unallocated and Other (1)

 

 

(18,346

)

636

 

282

 

3,011

 

Consolidated Total

 

$

88,229

 

$

 

$

14,822

 

$

31,950

 

$

88,348

 

 

 

 

 

 

 

 

 

 

 

 

 

Quarter ended March 31, 2007:

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Direct Selling

 

 

 

 

 

 

 

 

 

 

 

North America

 

$

64,553

 

$

18,557

 

$

9,594

 

$

30,643

 

$

72,872

 

Asia Pacific

 

36,056

 

1,890

 

8,463

 

9,441

 

23,809

 

Segment Total

 

100,609

 

20,447

 

18,057

 

40,084

 

96,681

 

 

 

 

 

 

 

 

 

 

 

 

 

Contract Manufacturing

 

1,958

 

1,591

 

358

 

7,501

 

13,013

 

Reportable Segments Total

 

102,567

 

22,038

 

18,415

 

47,585

 

109,694

 

Unallocated and Other (1)

 

 

(22,038

)

(12

)

(459

)

1,327

 

Consolidated Total

 

$

102,567

 

$

 

$

18,403

 

$

47,126

 

$

111,021

 


(1)             “Unallocated and Other” includes certain corporate items and eliminations that are not allocated to the operating segments.

14




The following table provides further information on markets within the Direct Selling segment representing five percent or more of consolidated net sales:

 

Quarter ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

 

 

 

 

 

 

Net sales:

 

 

 

 

 

United States

 

$

38,468

 

$

42,060

 

Canada

 

16,701

 

17,141

 

Australia/New Zealand

 

11,100

 

13,026

 

Taiwan

 

4,939

 

6,252

 

Hong Kong

 

*

 

5,564

 

Mexico

 

*

 

5,352

 


*                    Market represented less than five percent of consolidated net sales.

Due to the centralized structure of our manufacturing operations and our corporate headquarters in the United States, a significant concentration of assets exist in this market.  Long-lived assets in the United States as of April 1, 2006 and March 31, 2007 totaled $20,310 and $29,021, respectively.  As a result of the recent purchase of the facility in Australia during first quarter 2007, long-lived assets in the Australia/New Zealand market comprised greater than 5% of total consolidated long-lived assets at $6,556 as of March 31, 2007.  Outside of these two markets, there is no significant concentration of long-lived assets.

NOTE I — INCOME TAXES

The Company or one of its subsidiaries files income tax returns in the U.S. federal jurisdiction, and various states and foreign jurisdictions.  With few exceptions, the Company is no longer subject to U.S. federal, state and local or non-U.S. income tax examinations by tax authorities for years before 2002.  One notable exception is in Canada where the applicable federal statute of limitations is open back to 1998.

The Company adopted the provisions of FASB Interpretation No. 48 (“FIN 48”), Accounting for Uncertainty in Income Taxes—an interpretation of FASB Statement No. 109, on December 31, 2006.  The implementation of FIN 48 did not result in a material change to the liability for unrecognized tax benefits.  A reconciliation of the beginning and ending amount of unrecognized tax benefits is as follows:

Balance at December 30, 2006

 

$

1,523

 

 

 

 

 

Additions based on tax positions related to the current year

 

42

 

 

 

 

 

Additions/reductions for tax positions of prior years

 

 

 

 

 

 

Settlements/lapse of statute

 

 

 

 

 

 

Balance at March 31, 2007

 

$

1,565

 

 

The Company anticipates that it is reasonably possible that unrecognized tax benefits, including interest and penalties, of up to $424 could be recognized within the next twelve months due to the lapse of applicable statute of limitations.  Recognition of these uncertain tax positions or any uncertain tax position included in the March 31, 2007 balance will result in an adjustment to the effective tax rate.  The Company has determined that all material temporary differences can be fully recognized for FIN 48 purposes.

15




The Company recognizes interest accrued related to unrecognized tax benefits in income tax.  In the first quarter of 2007, the Company recognized $32 in interest and penalties compared to $18 in the first quarter of 2006.  The Company has accrued $141 and $352 for the payment of interest and penalties at end of the first quarter of 2006 and 2007, respectively.

NOTE J — SUBSEQUENT EVENTS

On April 10, 2007, we announced that our Board of Directors increased the authorized dollar amount for the repurchase of our outstanding shares of common stock by $40,000.  Subsequent to the quarter ended March 31, 2007, and through April 30, 2007, we repurchased 1,075 shares for a total of $46,617.  As of April 30, 2007, we had $28,203 available under the share repurchase plan.

By amendment to the line of credit agreement, we have subsequently increased our line of credit with the bank to $40,000.  The credit facility contains certain restrictive covenants relating to EBITDA and a debt coverage ratio.  The restrictive covenant relating to EBITDA was modified by the recent amendment.  As of March 31, 2007 and April 30, 2007 we were in compliance with these covenants.  Due to the recent repurchase activity subsequent to the end of the first quarter, we have drawn on our line of credit.  As of April 30, 2007, the balance on our line of credit was $20,560.

 

16




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

The following discussion and analysis of USANA’s financial condition and results of operations should be read in conjunction with the Unaudited Consolidated Financial Statements and Notes thereto contained in this quarterly report, as well as Management’s Discussion and Analysis of Financial Condition and Results of Operations included in our Annual Report on Form 10-K for the year ended December 30, 2006, and our other filings, including Current Reports on Form 8-K, filed with the SEC through the date of this report.

Presentation

For comparability purposes, the selected consolidated financial data set forth in this report includes a minor reclassification that results in a reduction to both net sales and Associate incentives for the quarter ended April 30, 2006, but does not impact earnings from operations, net earnings, or earnings per share.  This reclassification is discussed further under the title “Reclassification” in the Notes to the Unaudited Consolidated Financial Statements contained in this report.

General

USANA Health Sciences, Inc. develops and manufactures high-quality nutritional and personal care products.  We market our products on the basis of high levels of bioavailability, safety, and quality.  We distribute our products through a network marketing system using independent distributors, whom we refer to as “Associates.”  As of March 31, 2007, we had approximately 160,000 active Associates worldwide.  We also sell products directly to “Preferred Customers,” who purchase our products for personal use only and are not permitted to resell or distribute our products.  As of March 31, 2007, we had approximately 80,000 active Preferred Customers worldwide.  The majority of sales in the Direct Selling segment come from Associates.  For the quarter ended March 31, 2007, sales to Associates accounted for approximately 87% of net sales for the Direct Selling segment.  For purposes of this report, we only count as active customers those Associates and Preferred Customers who have purchased product from USANA at any time during the most recent three-month period.

Our fiscal year end is the Saturday closest to December 31st of each year.  Fiscal year 2006 ended on December 30, 2006, and fiscal year 2007 will end on December 29, 2007.

As discussed more fully in Note H — Segment Information, we have two reportable segments: Direct Selling and Contract Manufacturing.  The Direct Selling segment constitutes our principal line of business: developing, manufacturing, and distributing nutritional and personal care products through a network marketing system.  The Contract Manufacturing segment consists of manufacturing and packaging the Company’s Sensé™ product line of skin and personal care products as well as contract manufacturing services provided to a limited number of third-party customers.  However, our focus in the Contract Manufacturing segment continues to be production of our Sensé product line.  We do not plan to develop additional third-party business within this segment.

Our primary product lines within the Direct Selling segment consist of USANA® Nutritionals and Sensé — beautiful science® (Sensé).  The USANA Nutritionals product line is further categorized into three separate classifications: Essentials, Optimizers, and Macro Optimizers.  Additionally, we offer combination packs, which generally contain a variety of products from each product line.

USANA® Nutritionals

The Essentials include core vitamin and mineral supplements that provide a foundation of advanced nutrition for every age group.  To help meet the “essential” nutrient needs of children and teens during the years of development, when good nutrition is especially important, USANA offers: UsanimalsÔ, a formulation of vitamins, minerals, and antioxidants, in an easy-to-take chewable tablet for children 13 months to 12 years old; and Body RoxÔ, a nutritional supplement containing 31 essential vitamins, minerals, antioxidants, and cofactors for adolescents 12 to 18 years old.  USANA® Essentials for adults consists of two products: Mega Antioxidant, a balanced, high-potency blend of 30 vitamins, antioxidants, and other important nutrients to support cellular metabolism and to counteract free-radical damage; and Chelated Mineral, a complete spectrum of essential minerals, in balanced,

17




highly bioavailable forms.  The USANA® Essentials are also a part of the HealthPak 100™, a convenient pillow pack that also includes some key Optimizers.

Optimizers are more targeted supplements designed to meet individual health and nutritional needs.  Products in this category include Proflavanol®, Poly C®, Procosa® II, CoQuinone® 30, BiOmega-3Ô, E-PrimeÔ, BodyRox™ - Active CalciumÔ Chewable, Active CalciumÔ, PhytoEstrinÔ, Palmetto PlusÔ, Ginkgo-PSÔ, Garlic ECÔ, Visionex®, OptOmega®, Hepasil DTXÔ, and TenX™ Antioxidant Blast.

The Macro Optimizers include healthy, low-glycemic functional foods and other related products.  NutrimealÔ, Fibergy®, and SoyaMaxÔ drink mixes as well as Nutrition and Fibergy Bars™ are included in this product category.  Our RESET™ weight management program and the accompanying RESET kit are also part of the Macro-Optimizers.  The RESET kit is conveniently packaged in a self-contained box with all of the USANA products needed to complete a five-day regimen.  It is designed to assist adults in losing weight and help them begin a positive long-term change in diet.

Sensé - beautiful science®

The Sensé™ product line includes premium, science-based personal care products that support healthy skin and hair by providing advanced topical nourishment, moisturization, and protection.  These products are manufactured with our patent-pending, self-preserving technology, which uses a unique blend of botanicals, antioxidants, and active ingredients to keep products fresh, without adding traditional chemical preservatives.  Products in this line include Perfecting Essence, Gentle Daily Cleanser, Hydrating Toner, Daytime Protective Emulsion, Eye Nourisher, Night Renewal, Serum Intensive, Rice Bran Polisher, Revitalizing Shampoo, Nourishing Conditioner, Firming Body Nourisher, Energizing Shower Gel, and Intensive Hand Therapy.

All Other

In addition to these principal product lines, we develop and sell materials and online tools designed to assist our Associates in building their businesses and marketing our products.  These resource materials and sales tools include product brochures and business forms that are designed by us and printed by outside publishers.  Our wholly-owned subsidiary, FMG Productions, doing business as USANA Studios, also produces multimedia tools including CDs and DVDs.  In addition, we occasionally provide reprints of other commercial publications that feature USANA and may be used as a sales tool.  Also, we periodically contract with authors and publishers to produce or provide books, tapes, and other items dealing with health topics and personal motivation, which we then sell to Associates.  New Associates are required to purchase a starter kit, which contains USANA training materials that help Associates begin to build their businesses.  Associates do not earn commissions on the sale of starter kits or sales tools.

The following table summarizes the approximate percentage of total product revenue from our Direct Selling segment that have been contributed by our major product lines for the quarters ended as of the dates indicated:

 

Sales By Product Line

 

 

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

Product Line

 

2006

 

2007

 

USANA® Nutritionals

 

 

 

 

 

Essentials *

 

38

%

36

%

Optimizers

 

33

%

36

%

Macro Optimizers

 

13

%

14

%

Sensé — beautiful science®

 

12

%

10

%

All Other

 

4

%

4

%


*                    The Essentials category under the USANA® Nutritionals product line includes USANA Essentials™, HealthPak 100™, Body Rox™, and Usanimals™.

18




Key Products

The following highlights sales data for our top-selling products as a percentage of product sales from our Direct Selling segment for the quarters ended as of the dates indicated.

 

Quarter Ended

 

 

 

April 1,

 

March 31,

 

 

 

2006

 

2007

 

USANA® Essentials

 

22

%

21

%

HealthPak 100™

 

14

%

13

%

Proflavanol®

 

9

%

10

%

 

Forward-Looking Statements and Certain Risks

The statements contained in this report that are not purely historical are considered to be “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995 and Section 21E of the Securities Exchange Act.  These statements represent our expectations, hopes, beliefs, anticipations, commitments, intentions, and strategies regarding the future.  They may be identified by the use of words or phrases such as “believes,” “expects,” “anticipates,” “should,” “plans,” “estimates,” and “potential,” among others.  Forward-looking statements include, but are not limited to, statements contained in Management’s Discussion and Analysis of Financial Condition and Results of Operations regarding our financial performance, revenue, and expense levels in the future and the sufficiency of our existing assets to fund future operations and capital spending needs.  Readers are cautioned that actual results could differ materially from the anticipated results or other expectations that are expressed in these forward-looking statements for the reasons detailed in our most recent Annual Report on Form 10-K at pages 22 through 32.  The fact that some of the risk factors may be the same or similar to our past reports filed with the Securities and Exchange Commission means only that the risks are present in multiple periods.  We believe that many of the risks detailed here and in our other SEC filings are part of doing business in the industry in which we operate and compete and will likely be present in all periods reported.  The fact that certain risks are common in the industry does not lessen their significance.  The forward-looking statements contained in this report are made as of the date of this report and we assume no obligation to update them or to update the reasons why actual results could differ from those projected in such forward-looking statements.  Among others, risks and uncertainties that may affect our business, financial condition, performance, development, and results of operations include:

·                  Our ability to attract and maintain a sufficient number of Associates;

·                  High turnover of Associates;

·                  Our dependence upon a network marketing system to distribute our products;

·                  Activities of our independent Associates;

·                  Our planned expansion into international markets, including delays in commencement of sales in any new market, delays in compliance with local marketing or other regulatory requirements, or changes in target markets;

·                  Rigorous government scrutiny of network marketing practices;

·                  Potential political events that may negatively affect economic conditions;

·                  Potential natural disasters that may negatively affect economic conditions;

·                  Potential effects of adverse publicity regarding the Company, nutritional supplements or the network marketing industry;

·                  Reliance on key management personnel, including our Founder, Chairman of the Board of Directors, and Chief Executive Officer Myron W. Wentz, Ph.D.;

19




·                  Extensive government regulation of the Company’s products, manufacturing, and network marketing system;

·                  Potential inability to sustain or manage growth, including the failure to continue to develop new products;

·                  An increase in the amount of Associate incentives paid;

·                  Our reliance on the use of information technology;

·                  The adverse effect of the loss of a high-level sponsoring Associate, together with a group of leading Associates, in that person’s downline;

·                  The loss of product market share or Associates to competitors;

·                  Potential adverse effects of customs, duties, taxation, and transfer pricing regulations including regulations governing distinctions between and Company responsibilities to employees and independent contractors;

·                  The fluctuation in the value of foreign currencies against the U.S. dollar;

·                  Our reliance on outside suppliers for raw materials and certain manufactured items;

·                  Shortages of raw materials used in certain of our products;

·                  Significant price increases of our key raw materials;

·                  Product liability claims and other risks associated with our manufacturing activity;

·                  Intellectual property risks;

·                  Liability claims associated with our “Athlete Guarantee” program;

·                  Disruptions to shipping channels that are used to distribute our products to international warehouses; and

·                  The outcome of regulatory and litigation matters.

Results of Operations

Summary of Financial Results and Recent Developments

The first quarter of 2007 was another quarter of year-over-year growth, with consolidated net sales increasing 16.3%.  Excluding the impact of foreign currency fluctuation, net sales increased 15.8%.  As is typical with our business, overall sales growth can primarily be attributed to an increase in the number of active Associates in the Direct Selling segment purchasing product either for personal consumption or resale.  Also, in January 2007 we began operations in Malaysia, which contributed $3.1 million to net sales for the quarter.  Excluding sales generated in Malaysia, consolidated net sales grew 12.7% over the prior year quarter.

Net earnings for the quarter increased 22.2% over the same period of the prior year due largely to improved gross margin.  This net earnings growth rate was meaningfully higher than the growth rates that we experienced during 2006, due to this quarter being the first year-over-year comparison of earnings that include equity-based compensation expense.

A few of the key highlights during the current year quarter were the opening of business in Malaysia, as mentioned above, and the second annual Asia Pacific Convention held in Sydney, Australia, which had nearly double the attendance compared to the same event held in Singapore in 2006.

20




We remain focused on growing our business in existing markets, as well as developing our business in Malaysia.  During the first quarter of 2007 we received some negative press due to what we believe to be misinformation appearing in the mass media and related pending class action litigation.  We are taking aggressive action to address this misinformation and hope to minimize its impact on our efforts to grow our business.  Although we remain optimistic about the future, we believe that it is appropriate to slightly adjust our sales and earnings estimates downward for 2007 due to uncertainties surrounding the impact of this misinformation on our ability to keep our Associates active in the business, and expenses associated with addressing the misinformation.

Quarters Ended April 1, 2006 and March 31, 2007

Net Sales.  Consolidated net sales increased by 16.3% to $102.6 million for the quarter ended March 31, 2007, an increase of $14.4 million from the $88.2 million reported for the comparable quarter in 2006.  During the current quarter net sales in the Direct Selling segment increased by 17.9% to $100.6 million, and net sales in the Contract Manufacturing segment decreased by $0.9 million, or 32.4% when compared with the same period in 2006.

The following table summarizes the changes in net sales by segment and country for the fiscal quarters ended April 1, 2006 and March 31, 2007.

 

 

 

Net Sales By Segment and Region

 

 

 

 

 

 

 

(in thousands)

 

 

 

 

 

 

 

Quarter Ended

 

Change from

 

Percent

 

Segment / Region

 

April 1, 2006

 

March 31, 2007

 

Prior Year

 

Change

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Direct Selling

 

 

 

 

 

 

 

 

 

 

 

 

 

North America

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

$

38,468

 

43.6

%

$

42,060

 

41.0

%

$

3,592

 

9.3

%

Canada

 

16,701

 

18.9

%

17,141

 

16.7

%

440

 

2.6

%

Mexico

 

4,053

 

4.6

%

5,352

 

5.2

%

1,299

 

32.1

%

North America Total

 

59,222

 

67.1

%

64,553

 

62.9

%

5,331

 

9.0

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Asia Pacific

 

 

 

 

 

 

 

 

 

 

 

 

 

Australia-New Zealand

 

11,100

 

12.6

%

13,026

 

12.7

%

1,926

 

17.4

%

Hong Kong

 

3,064

 

3.5

%

5,564

 

5.4

%

2,500

 

81.6

%

Japan

 

2,399

 

2.7

%

2,003

 

2.0

%

(396

)

(16.5

)%

Taiwan

 

4,939

 

5.6

%

6,252

 

6.1

%

1,313

 

26.6

%

South Korea

 

1,180

 

1.3

%

1,604

 

1.6

%

424

 

35.9

%

Singapore

 

3,427

 

3.9

%

4,484

 

4.4

%

1,057

 

30.8

%

Malaysia

 

 

0.0

%

3,123

 

3.0

%

3,123

 

N/A

 

Asia Pacific Total

 

26,109

 

29.6

%

36,056

 

35.2

%

9,947

 

38.1

%

Segment Total

 

85,331

 

96.7

%

100,609

 

98.1

%

15,278

 

17.9

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Contract Manufacturing

 

2,898

 

3.3

%

1,958

 

1.9

%

(940

)

(32.4

)%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Consolidated

 

$

88,229

 

100.0

%

$

102,567

 

100.0

%

$

14,338

 

16.3

%

 

The increase in net sales from the Direct Selling segment in North America, the Company’s most mature region, was 9.0% during the first quarter of 2007 compared with the same period of the prior year.  Excluding the impact of foreign currency during the quarter, sales in this region improved 9.8%.  The overall sales growth in this region was driven by a 12.8% increase in the number of active Associates.  Sales growth in this region was aided by strong sales in Mexico, which increased by 32.1% over the first quarter of 2006 due to a 33.3% increase in the number of active Associates resulting from momentum generated through a motivated Associate leadership base.  We believe that the sales growth in the United States and Canada was softer than expected as a result of limited promotions and contests offered during the current year quarter in these markets.  In the second quarter of 2007, we plan to increase the number of contests and promotions offered to help stimulate growth in North America, and we plan to continue offering programs in our Asia Pacific region.

 

21




Net sales in the Asia Pacific region of the Direct Selling segment increased 38.1%, compared with the first quarter of 2006.  Excluding the impact of foreign currency during the quarter, sales in this region improved 34.8%.  The growth in this region was led by double-digit, year-over-year growth in each of the markets in this region, except Japan, and incremental sales generated from the successful opening of the Malaysia market in January 2007.  Excluding sales from Malaysia, sales growth in this region would have been 26.1%.  The most significant factors influencing growth in the more mature markets in this region during the first quarter were the increase in the number of active Associates, which was influenced by promotions offered in various markets within the region, and our second annual Asia Pacific Convention.

The following tables summarize the changes in active customer counts for the Direct Selling segment by country as of the dates indicated:

Active Associates By Region
(rounded to the nearest thousand)

 

 

As of

 

As of

 

Change from

 

Percent

 

Region

 

April 1, 2006

 

March 31, 2007

 

Prior Year

 

Change

 

North Amercia

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

54,000

 

39.7

%

60,000

 

37.5

%

6,000

 

11.1

%

Canada

 

23,000

 

16.9

%

25,000

 

15.6

%

2,000

 

8.7

%

Mexico

 

9,000

 

6.6

%

12,000

 

7.5

%

3,000

 

33.3

%

North America Total

 

86,000

 

63.2

%

97,000

 

60.6

%

11,000

 

12.8

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Asia Pacific

 

 

 

 

 

 

 

 

 

 

 

 

 

Australia-New Zealand

 

17,000

 

12.5

%

18,000

 

11.2

%

1,000

 

5.9

%

Hong Kong

 

5,000

 

3.7

%

9,000

 

5.6

%

4,000

 

80.0

%

Japan

 

5,000

 

3.7

%

4,000

 

2.5

%

(1,000

)

(20.0

)%

Taiwan

 

13,000

 

9.6

%

14,000

 

8.7

%

1,000

 

7.7

%

South Korea

 

1,000

 

0.7

%

2,000

 

1.3

%

1,000

 

100.0

%

Singapore

 

9,000

 

6.6

%

10,000

 

6.3

%

1,000

 

11.1

%

Malaysia

 

 

0.0

%

6,000

 

3.8

%

6,000

 

N/A

 

Asia Pacific Total

 

50,000

 

36.8

%

63,000

 

39.4

%

13,000

 

26.0

%

Total

 

136,000

 

100.0

%

160,000

 

100.0

%

24,000

 

17.6

%

 

Active Preferred Customers By Region
(rounded to the nearest thousand)

 

 

As of

 

As of

 

Change from

 

Percent

 

Region

 

April 1, 2006

 

March 31, 2007

 

Prior Year

 

Change

 

North Amercia

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

46,000

 

63.0

%

52,000

 

65.0

%

6,000

 

13.0

%

Canada

 

18,000

 

24.7

%

18,000

 

22.5

%

 

0.0

%

Mexico

 

2,000

 

2.7

%

2,000

 

2.5

%

 

0.0

%

North America Total

 

66,000

 

90.4

%

72,000

 

90.0

%

6,000

 

9.1

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Asia Pacific

 

 

 

 

 

 

 

 

 

 

 

 

 

Australia-New Zealand

 

6,000

 

8.2

%

6,000

 

7.4

%

 

0.0

%

Hong Kong

 

**

 

0.0

%

1,000

 

1.3

%

1,000

 

N/A

 

Japan

 

1,000

 

1.4

%

1,000

 

1.3

%

 

0.0

%

Taiwan

 

**

 

0.0

%

**

 

0.0

%

 

N/A

 

South Korea

 

**

 

0.0

%

**

 

0.0

%

 

N/A

 

Singapore

 

**

 

0.0

%

**

 

0.0

%

 

N/A

 

Malaysia

 

 

0.0

%

**

 

0.0

%

 

N/A

 

Asia Pacific Total

 

7,000

 

9.6

%

8,000

 

10.0

%

1,000

 

14.3

%

Total

 

73,000

 

100.0

%

80,000

 

100.0

%

7,000

 

9.6

%


**             Active Preferred Customer count is less than 500.

22




Total Active Customers By Region
(rounded to the nearest thousand)

 

 

 

As of

 

As of

 

Change from

 

Percent

 

Region

 

April 1, 2006

 

March 31, 2007

 

Prior Year

 

Change

 

North America

 

 

 

 

 

 

 

 

 

 

 

 

 

United States

 

100,000

 

47.8

%

112,000

 

46.7

%

12,000

 

12.0

%

Canada

 

41,000

 

19.6

%

43,000

 

17.9

%

2,000

 

4.9

%

Mexico

 

11,000

 

5.3

%

14,000

 

5.8

%

3,000

 

27.3

%

North America Total

 

152,000

 

72.7

%

169,000

 

70.4

%

17,000

 

11.2

%

 

 

 

 

 

 

 

 

 

 

 

 

 

 

Asia Pacific

 

 

 

 

 

 

 

 

 

 

 

 

 

Australia-New Zealand

 

23,000

 

11.0

%

24,000

 

10.0

%

1,000

 

4.3

%

Hong Kong

 

5,000

 

2.4