Nature's Sunshine Products (NATR) investor relations material

Executive summary

• Net sales for Q3 2025 rose 12% year-over-year to $128.3 million, driven by strong growth in Asia-Pacific, Europe, and North America, with digital channels and new CEO leadership highlighted.

• Gross margin improved by 200 basis points to 73.3%, the highest in 15 quarters, reflecting cost-saving initiatives and favorable market mix.

• Operating income increased 69.9% to $9.0 million, and GAAP net income rose to $5.3 million ($0.30 per diluted share), with adjusted EBITDA up 42% to $15.2 million.

• Strategic investments in digital transformation, field engagement, and product innovation are yielding tangible results, especially in Asia and digital channels.

• Latin America and Other markets saw a 13.1% decline in net sales, partially offsetting gains elsewhere.

Financial highlights

• Cash and cash equivalents totaled $95.6 million as of September 30, 2025, with zero debt.

• Net cash from operations was $25.4 million for the nine months ended September 30, 2025, up from $13.1 million year-over-year.

• Share repurchases totaled $14.4 million for 1,129,000 shares in the first nine months of 2025; $19.3 million remains authorized.

• SG&A expenses were $45.7 million (35.6% of net sales), up from $41 million (35.7%).

• Capital expenditures were $4.1 million for the period.

Outlook and guidance

• Full-year 2025 net sales guidance raised to $476–$480 million (5–6% growth), with adjusted EBITDA guidance increased to $47–$49 million.

• Q4 revenue expected at $119.7–$123.7 million, EBITDA at $9.6–$11.6 million.

• Management expects continued impact from foreign currency fluctuations, geopolitical risks, and tariff-related cost pressures.

• Ongoing focus on digital channels, regional sales teams, and international market growth to drive future revenue.

• Anticipates continued mid-single-digit growth in North America, APAC, and Europe in 2026.