Q4 2023 Nature's Sunshine Products Inc Earnings Call

Operator: www. NaturesSunshineProducts.com www. NaturesSunshineProducts.com

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Operator: NaturesSunshineProducts.com Good afternoon, everyone, and thank you for participating in today's conference call to discuss Nature's Sunshine financial results for the fourth quarter and full year ended December 31, 2023. Joining us today are Nature's Sunshine CEO, Terrence Moorhead, CFO Shane Jones, and General Counsel Nate Brower.

Good afternoon, everyone and thank you for participating in today's conference call.

To discuss Nature's Sunshine financial results for the fourth quarter and full year ended December 31 2023.

Joining us today are in Nature's Sunshine CEO Terrence Moorehead.

CFO Jean seeing Jones.

In General Counsel Nate Brower.

Operator: 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.

Following their remarks, we will open the call for analyst questions.

Before we go further I would like to turn the call over to Mr. Brower Etsy reads, the company's safe Harbor statement within the meaning of the private Securities Litigation Reform Act of 1905.

It provides important cautions regarding forward looking statements.

Go ahead.

Nathan G. Brower: Thank you. Good afternoon, and thanks for joining our conference call to discuss our fourth quarter and full year 2023 financial results. I'd like to remind everyone that this call is available for replay via telephonic dial-in through March 26 and via a live webcast that will be posted on the investor relations portion of our website at ir.naturesunshine.com. The information on this call includes forward-looking statements. These statements are often characterized by terminologies such as believe, hope, may, anticipate, expect, will, and other similar expressions.

Thank you.

Good afternoon, and thanks for joining our conference call to discuss our fourth quarter and full year 2023 financial results.

I'd like to remind everyone that this call is available for replay via telephonic dial in.

Through March 26, and the <unk>.

Live webcast that will be posted in the Investor relations portion of our website at IR Dot Nature's Sunshine Dot com.

The information.

On this call contains forward looking statements. These statements are often characterized by terminology terminology such as believe hope.

May anticipate expect will and other similar expressions.

Nathan G. Brower: Forward-looking statements are not guarantees of future performance, and actual results may be materially different from those 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 captioned 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. Now, I would like to turn the call over to the CEO of Natures Sunshine, Terrence Moorhead. Terrence?

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.

Now I would like to turn the call over to the CEO of Nature's Sunshine Terrence Moorehead Sharon.

Terrence O. Moorehead: Thank you, Nate, and good afternoon, everyone. I want to thank you for joining today's call to discuss our fourth quarter and full year results. Today, I'll provide some context for our performance, which has been fueled by the continued execution of our global strategy. I'll also share some insights on how we believe the business is progressing as we move into 2024. From there, Shane will take you through the specifics of our financials in more detail, starting with our full year results. We reported net sales of $445 million, making 2023 one of the strongest sales years in our company's history. When you adjust for the impact of foreign exchange, our 2023 sales were $453 million, up 7% versus 2022. This is a tremendous accomplishment given the backdrop of geopolitical unrest in Europe, elevated inflation, high interest rates, and lagging consumer confidence.

Thank you Nate and good afternoon, everyone I want to thank you for joining today's call to discuss our fourth quarter and full year results.

Today I'll provide some context for our performance, which has been fueled by the continued execution of our global strategies.

I'll also share some insights on how we believe the business is progressing as we move into 2024.

From there Sharon will take you through the specifics of our financials in more detail.

Starting with our full year results, we reported net sales of $445 million, making 2023, one of our strongest sales years in our company's history.

When you adjust for the impact of foreign exchange, our 2023 sales were $453 million up 7% versus 2022.

This is a tremendous accomplishment given the backdrop of geopolitical unrest in Europe elevated inflation high interest rates and lagging consumer confidence these.

Terrence O. Moorehead: These results demonstrate that our high-quality products, strong field activation, and omni-channel approach can drive strong financial performance even during periods of economic uncertainty and social unrest. 2023 was also the first year to benefit from our Gross Margin Improvement Initiative. You'll remember that we committed to delivering $10 million of gross savings by focusing on several areas. First, reducing the cost of our ingredients, packaging, and formulations while maintaining quality and performance. Second, improving efficiency and reducing waste from our manufacturing process, and third, reducing costs related to logistics and transportation.

These results demonstrate that our high quality products strong field activation and Omnichannel approach can drive strong financial performance, even during periods of economic uncertainty and social unrest.

2023 was also the first year to benefit from our gross margin improvement initiatives Youll.

Youll remember that we committed to delivering $10 billion of gross savings by focusing on several areas.

Reducing the cost of our ingredients packaging and formulations, while maintaining quality and performance.

Improving efficiency and reducing waste from our manufacturing processes.

And third reducing costs related to logistics and transportation.

Terrence O. Moorehead: I'm pleased to say that we made excellent progress on these initiatives in 2023 as gross margins increased 110 basis points to 72.1%. Moving forward, we expect to meet or exceed our $10 million savings plan with quarterly fluctuations in gross margins throughout 2024 due to mix and seasonal promotion. Our 2023 gross margin performance, along with our top-line momentum, aided our adjusted EBITDA growth for the year, which was up 26% versus 2022 to $40.4 million. The strong momentum in our business was also apparent in our fourth quarter results, where we reported net sales of $108 million when excluding the impact of foreign exchange, which was a 6% year-over-year increase. This was led by 13% growth in North America, followed by 7% growth in Asia Pacific on a constant dollar basis.

I am pleased to say that we've made excellent progress on these initiatives in 2023 as gross margins increased 110 basis points to 72, 1%.

Moving forward, we expect to meet or exceed our $10 million savings plan with quarterly fluctuations in gross margins throughout 2024 due to mix and seasonal promotions.

Our 2023 gross margin performance, along with our topline momentum aided our adjusted EBITDA growth.

For the year, which was up 26% versus 2000 $22 million to $44 million.

The strong momentum in our business was also apparent in our fourth quarter results, where we reported net sales of $108 million.

When excluding the impact of foreign exchange, which was a 6.6% year over year increase.

This was led by 13% growth in North America, followed by 7% growth in Asia Pacific on a constant dollar basis.

Terrence O. Moorehead: The strong sales performance helped drive a 21% increase in adjusted EBITDA to $9.7 million. A closer look at our fourth-quarter results shows a meaningful breakthrough in North America, where sales were up 13% due to our strategic investment in digital and improved activation with our nutritional health practitioners and specialty retailers. For the quarter, digital sales increased 97 percent, driven by new customer growth that was up 27 percent and incremental Amazon sales. The strong launch of our new PowerLine products also helped drive new customer growth, as the introduction of our Power Greens, Power Beets, and Power Meal products helped improve activation and drive orders across all channels. In 2024, we will build on this momentum by further expanding our digital footprint and increasing the performance of our nutritional health practitioners and specialty retailers

The strong sales performance performance helped drive a 21% increase in adjusted EBITDA to $9 7 million.

A closer look at our fourth quarter results shows a meaningful breakthrough in North America, where sales were up 13% due to our strategic investment in digital and improved activation with our nutritional health practitioners and specialty retailers.

For the quarter digital sales increased 97% driven by new customer growth that was up 27% at anchor and add incremental Amazon sales.

The strong launch of our new power line products also helped drive new customer growth as the introduction of our power Greens, Howard beats and power meal products helped improve activation and drive orders across all channels.

In 2024, we will build on this momentum by further expanding our digital footprint and increasing the performance of our nutritional health practitioners and specialty retailers.

Terrence O. Moorehead: In Asia-Pacific, sales were up 7%, primarily driven by Taiwan and Japan. Our investment in field activation continued to pay dividends in Taiwan, driving 49% order growth for the quarter. We saw a similar story in Japan with solid execution of field fundamentals and a continued focus on driving customers to our Subscribe and Thrive Autoship programs, which represent about 50% of sales. To support field activation in Japan, we will continue to make strategic investments in the market, with plans to open a new training facility that will double capacity and allow the team to support continued growth.

In Asia Pacific sales were up 7%, primarily driven by Taiwan and Japan.

Our investment in field activation continue to pay dividends in Taiwan, driving 49% order growth for the quarter.

We saw a similar story in Japan with solid execution of field fundamentals and a continued focus on driving customers to our subscribing thrive auto ship program that represents about 50% of sales.

To support field activation in Japan, we will continue to make strategic investments in the market with plans to open a new training facility that will double capacity. It allowed the team to support continued growth.

Terrence O. Moorehead: Another strong contributor to the fourth quarter was China, which delivered an 8% sales increase on a local currency basis. Our digital live-streaming model continued to attract new customers and drive strong order growth, and we will continue to invest in this innovative and powerful digital approach. Overall, we continue to be very positive about the long-term prospects of our business in China but are cautious in the short term given the economic conditions. In Europe, sales were down 8% primarily due to the prolonged war and the toll that it's taking on Eastern European markets and the surrounding area.

Another strong contributor to the fourth quarter was China that delivered an 8% sales increase on a local currency basis.

Our digital live streaming model continued to attract new customers and drive strong order growth and we will continue to invest in this innovative and powerful digital approach.

Overall, we continue to be very positive on the long term prospects of our business in China, but are cautious in the short term given the economic conditions.

In Europe sales were down 8%, primarily due to the prolonged war and it's the toll that it's taking on eastern European markets and the surrounding area.

Terrence O. Moorehead: Our team has done an excellent job attracting new customers and driving orders in Central Europe, and we continue to see a positive consumer response to our products and remain steadfast in our commitment to invest in field activation, improve sales tools, and expand our geographic footprint in Central European markets in an effort to continue to capture the untapped potential these markets offer. In summary, our fourth quarter and full year 2023 results demonstrate the strong underlying fundamentals of our business, and we're very pleased with our performance and excited about our plans for 2024. Once again, I would like to leave you with the following thoughts. First,

Our team has done an excellent job, attracting new customers and driving orders in central Europe, and we continue to see a positive consumer response to our products and remain steadfast in our commitment to invest in field activation improved sales tools and expand our geographic footprint in central European markets.

In an effort to continue to capture the untapped potential of these markets offer.

In summary, our fourth quarter and full year 2023 results demonstrate the strong underlying fundamentals of our business and we're very pleased with our performance and excited about our plans for 2024.

Once again I would like to leave you with the following thoughts.

Terrence O. Moorehead: Our business continues to outperform the market with sales growth driven by strategic investments in digital, field activation, and brand building initiatives, working in combination. These investments have allowed us to attract and retain more new customers, drive order growth, and build momentum in the market, significantly outpacing market growth. Second, our gross margin savings initiatives are on track to deliver the $10 million of gross savings we discussed. The team has verified the savings, and we've already started to see the benefits of our plans as gross margin improves in 2023.

First.

Our business continues to outperform the market.

With sales growth driven by strategic investments in digital field activation and brand building initiatives.

Working in combination these investments have allowed us to attract and retain more new customers drive order growth and build momentum in the market significantly outpacing market growth.

Second our gross margin savings initiatives are on track to deliver the $10 million of gross savings we discussed.

The team has verified the savings and we've already started to see the benefits of our plans as gross margin improved in 2023.

Shane Jones: Over the coming year, we expect to see continued progress. Third, and finally, we've built a strong financial position with a strong balance sheet and strong positive cash flow that will allow us to continue to invest in our growth strategies as we move forward. We're still operating in a challenging external environment, but our team is focused. They continue to execute our strategies well, and we expect to maintain this positive momentum through 2024 and beyond. With that, I'd like to turn the call over to our Chief Financial Officer, Shane Jones. Okay, Shane?

Over the coming year, we expect to see continued progress.

Third and finally, we have built a strong financial position with a strong balance sheet and strong positive cash flow that will allow us to continue to invest in our growth strategies as we move forward.

We're still operating in a challenging external environment, but our team is focused they continue to execute our strategy as well and we expect to take this positive momentum through 2024 and beyond.

With that I'd like to turn the call over to our Chief Financial Officer, Shane Jones Shane.

Shane Jones: Thank you, Terrence. I continue to be excited about the positive momentum that we're seeing in North America and Asia Pacific, resulting in another strong quarter and full year. Net sales in the fourth quarter were $108.9 million, compared to $102.7 million in the year-ago quarter, representing a 6% increase versus the prior year. This was driven by 13% growth in North America and 6% growth in Asia Pacific. Consolidated net sales for full year 2023 finished at $445.3 million compared to $421.9 million in the previous year, representing 6% growth or 7% growth excluding the $7.5 million headwind from foreign exchange rates. Looking at sales by market in Q4, North American sales grew 13% versus last year. The double-digit growth in North American sales was a result of strong growth from both our digital business and our core business of practitioners and retailers.

Eric we continue to be excited about the positive momentum that we're seeing in North America, and Asia Pacific, resulting in another strong quarter and full year net sales in the fourth quarter were $108 9 million.

Compared to $102 7 million in the year ago quarter.

Representing a 6% increase versus prior year.

This was driven by 13% growth in North America, and 6% growth in Asia Pacific.

Consolidated net sales for full year 2023 finished at $445 3 million.

Compared to $421 9 million in the previous year, representing 6% growth or 7% growth, excluding the $7 5 million dollar headwind from foreign exchange rates.

Looking at sales by market in Q4, North America sales grew 13% versus flat versus last year. The double digit growth in North America sales was the result of strong growth from both our digital business and our core business of practitioners and retailers.

Shane Jones: As Terrence mentioned, in Q4, our digital business was up 97% with new customer growth of 27%. For full year 2023, North America sales increased 5% to $139.8 million, driven by a 58% increase in digital. Asia Pacific also saw continued growth, with sales increasing 6% or 7% on a local currency basis. This was driven by local currency growth in Taiwan, Japan, and China of 21%, 9%, and 8%, respectively

As Terrence mentioned in Q4, our digital business was up 97% with new customer growth of 27%.

For full year 2023, North America sales increased 5% to $139 $8 million driven by a 58% increase in digital.

Asia Pacific also saw continued growth with sales, increasing 6% or 7% on a local currency basis.

This was driven by local currency growth in Taiwan, Japan, and China of 21%, 9% and 8% respectively.

Shane Jones: This above-market growth was driven by our continued emphasis on field energy, along with healthy increases in customers and transactions. Full-year 2023 sales in Asia Pacific were $201.3 million, representing growth of 8% or 13%, excluding the impact of foreign exchange. Sales in Europe during Q4 decreased 5% or 8% on a local currency basis.

This above market growth was driven by our continued emphasis on field energy, along with a healthy increases and customers and transactions full.

<unk> full year 2023 sales in Asia Pacific, where 201 $3 million representing growth of 8% or 13%, excluding the impact of foreign exchange.

Sales in Europe during Q4 decreased 5% or 8% on a local currency basis. This is reflective of the continued impact of the war as well as macroeconomic challenges that are pressuring consumer spending and demand, especially in eastern Europe.

Shane Jones: This is reflective of the continued impact of the war, as well as macroeconomic challenges that are pressuring consumer spending and demand, especially in Eastern Europe. Net sales in Europe for the full year 2023 increased 3% or 1% on a local currency basis to $81.1 million. In Latin America, our continued focus on field energy, sales tools, and business fundamentals is generating customer growth and activation. However, the sales impact of those efforts remains muted, as sales increased only 5% or 1% on a currency-neutral basis. Full-year sales in Latin America were $21.8 million, a 3% increase versus the prior year, or 1%, excluding the impact of foreign exchange. Gross margin in the fourth quarter decreased 30 basis points year-over-year to 71.9%.

Net sales in Europe for the full year, 2023 increased 3% or 1% on a local currency basis to 81 eight.

$81 1 million.

In Latin America, our continued focus on field energy sales tools and business fundamentals is generating customer growth and activation.

However, the sales impact of those efforts remains muted as sales increased only 5% or 1% on a currency neutral basis.

Full year sales in Latin America were $21 $8 million at 3% increase versus prior year or 1%, excluding the impact of foreign exchange.

Gross margin in the fourth quarter decreased 30 basis points year over year to 71, 9%. This modest decrease was a result of our cost saving initiatives being offset by increased promotional activity during targeted windows, such as cyber flat inflationary pressures and market mix.

Shane Jones: This modest decrease was the result of our cost-saving initiatives being offset by increased promotional activity during targeted windows such as Cyber 5, inflationary pressures, and market mix. The market mix impact was due to stronger growth in North America, where gross margins are lower, but contribution margin is higher than other regions. As Terrence mentioned, for the year, our gross margins improved 110 basis points to $4.9 million versus the prior year, driven primarily by our savings initiatives previously announced. We are encouraged by the progress that we're seeing against these initiatives and reiterate our commitment to reach at least $10 million. Volume incentives as a percentage of net sales were 30.1% compared to 30.3% in the year-ago quarter. The slight decrease was primarily due to changes in market and channel. Selling, general, and administrative expenses during the fourth quarter were $39.9 million, compared to $38.8 million in the year-ago quarter.

The market mix impact was due to stronger growth in North America, where gross margins are lower the contribution margin is higher than other regions.

As Terrence mentioned for the year, our gross margins improved 110 basis points or $4 $9 million versus prior year, driven primarily by our savings initiatives previously outlined.

We are encouraged by the progress that we're seeing against these initiatives and reiterate our commitment to reach at least $10 million of savings.

Volume incentives as a percentage of net sales was 31% compared to 33% in a year ago quarter.

The slight decrease was primarily due to the changes in market and channel mix.

Selling general and administrative expenses during the fourth quarter was $39 9 million compared.

Compared to $38 8 million in the year ago quarter.

Shane Jones: This slight increase on a dollar basis was driven by increased incentive compensation, variable costs related to sales growth, and investments to drive digital growth. As a percentage of net sales, SG&A improved 120 basis points to 36.6% for the fourth quarter of 2020. Operating income increased to $5.7 million, or 5.2% of net sales, compared to $4.2 million, or 4.1% of net sales, in the prior year. Gap net income attributable to common shareholders for the fourth quarter was $9,000,000, or $0.46 per diluted share, as compared to $2,000,000, or $0.10 per diluted share, in the year-ago quarter.

This slight increase on a dollar basis was driven by increased incentive compensation variable cost related to sales growth and investments to drive digital growth.

As a percentage of net sales SG&A improved 120 basis points to 36, 6% for the fourth quarter of 2023.

Operating income increased to $5 7 million or five 2% of net sales compared to $4 2 million or four 1% of net sales in the prior year.

GAAP net income attributable to common shareholders for the fourth quarter was $9 million or <unk> 46 cents per diluted share as compared to $2 million or 10 cents per diluted share in the year ago quarter.

Shane Jones: The higher gap net income was primarily the result of strong sales growth and operating income improvement in the quarter, as well as favorable changes in our valuation allowances related to foreign tax credits compared to the fourth quarter of last year. Adjusted EBITDA, as defined in our earnings release, increased 21% to $9.7 million compared to $6.1 million in the fourth quarter of 2022. The strong growth in EBITDA was attributable to our sales growth along with leverage on SG&A. For full year 2023, adjusted EBITDA was $40.4 million.

GAAP net income was primarily the result of strong sales growth and operating income improvement in the quarter as well as favorable changes in our valuation allowances related to foreign tax credits compared to the fourth quarter of last year.

Adjusted EBITDA as defined in our earnings release increased 21% to $9 7 million compared to $6 1 million.

In the fourth quarter of 2022.

The strong growth in EBITDA was attributable attributable to our sales growth along with leverage on SG&A.

For full year 2023, adjusted EBITDA was $44 million.

Shane Jones: 26% higher than the prior year driven by sales growth and improved gross margin. Our balance sheet remains strong with cash and cash equivalents of $82.4 million and no outstanding debt. Operating cash flow less capital expenditures for 2023 produced $31 million in free cash compared to a negative free cash flow of $8 million in 2022. As part of our capital allocation plan, we continue to utilize our share repurchase authorization, buying 424,000 shares during 2023 for $6.4 million, or an average of $15.09 per share.

26% higher than prior year, driven by sales growth and improved gross margin.

Our balance sheet remains strong with cash and cash equivalents of $82 $4 million and no outstanding debt.

Operating cash flow less capital expenditures for 2023 produced $31 million and free cash flow compared to negative free cash flow of $8 million in 2022.

As part of our capital allocation plan, we continue to utilize our share repurchase authorization buying 424000 shares during 2023 for $6 4 million.

Or an average of $15 nine per share.

Shane Jones: As of December 31, 2023, $17.6 million remains of our $30 million share repurchase program. Looking beyond share repurchase, our healthy capital allocation structure positions us well to continue our digital transformation and other strategic initiatives. Now, I would like to introduce our 2024 Outlook. We're very excited about both the immediate and long-term growth prospects of the business and remain committed to driving improved efficiency and profitability. Therefore, we are providing full year 2024 net sales guidance of $455 to $480 million.

As of December 31, 2023, $17 $6 million remains of our $30 million share repurchase program.

Looking beyond share repurchases are healthy capital allocation structure positions us well to continue our digital transformation and other strategic initiatives.

Now I would like to introduce our 2024 outlook.

We're very excited about both the immediate and long term growth prospects of the business and remain committed to driving improved efficiency and profitability.

Therefore, we are providing full year 2024, net sales guidance of $455 million to $480 million.

Shane Jones: Please note that this includes an estimated 100 basis point headwind to growth due to foreign exchange. As such, our guidance equates to constant currency growth of 3 to 9%. In addition, we expect adjusted EBITDA to range between $42 and $48 million.

Please note. This includes an estimated 100 basis point headwind to growth due to foreign exchange.

As such our guidance equates to constant currency growth of 329% and.

In addition, we expect adjusted EBITDA to range between 42 and $48 million.

Operator: Overall, we are very excited about the progress made in 2023 and continue to focus on driving strong execution against our digital and other key strategic initiatives. As we do so, we are confident that we will continue the strong momentum established in 2023 in driving outsized shareholder returns in 2024 and beyond. Now I will turn the time back to the, Thank you, sir. Apologies.

Overall, we are very excited about the progress made in 2023 and continue to focus on driving strong execution against our digital and other key strategic initiatives as we do so we are confident that we will continue the strong momentum established in 2023 and driving outsides.

Returns in 2024 and beyond.

Now I will turn the time back to the operator.

Thank you Sir.

Sure.

Sure.

Apologies, ladies and gentlemen, we will now conduct the question and answer session.

Operator: Ladies and gentlemen, we will now conduct the question and answer session. If you have a question, please press star followed by the number one on your telephone keypad. And if you wish to cancel your request, please press star two. And your first question comes from Linda Bolton, Weiser from Davidson.

If you have a question. Please press star followed by the number one on your telephone keypad.

And if you wish to cancel your request please press star two.

And your first question comes from.

Linda Bolton.

Leiser from Davidson.

Linda Ann Bolton: The line is now open. Yes. Hello. Um, so, Hi. Hi. So I was wondering about, in the quarter, in the fourth quarter, what would you say? Were there any particular regions that came in a fair amount better than what you expected, and then anything that was softer than expected, just a little color would be helpful.

It is now open.

Yes Hello.

So hey, Linda.

Hi, Hi.

So I was wondering about.

Yes.

In the quarter and the fourth quarter.

What would you say was there any particular regions that came in a fair amount better than what you expected and then anything that was softer than expected just a little color would be helpful.

Shane Jones: Shane, you want to start with that? Absolutely. Linda, first of all, we'll start with North America. We have very strong growth, as you see, in North America, double-digit growth there. And as we reflected, that really our digital growth was very, very strong, 97% there, driven by both customer account increases and a healthy increase from our Amazon business. And then, in addition, our core business there performed very well as well. So very pleased with what we're seeing and the momentum there. A lot of good things are happening there.

Just saying you want to start with that.

Yes, absolutely.

First of all this will start with North America, we have very strong growth that you see in North America double digit growth there.

As we can.

Reflected that's really our digital growth was very very strong 97% there.

Driven by both customer count increased a healthy increase from our Amazon business and then in addition, our core business there performed very well as well so very pleased with what we're seeing and the momentum there a lot of good things happening there.

Shane Jones: As far as areas where it was not quite as good as we would have hoped, if you look at Europe, there continue to be struggles with Europe, and they continue to work through a lot of those issues that are there. But nonetheless, both economic as well as other issues in that area are putting a cap on our ability to grow in the short term. And with regard to Europe, is there any way to break down the performance a little bit, roughly telling us how Eastern Europe was versus Western Europe in the quarter? Yeah, just hold on a second.

As far as areas, where it was not quite as good as we would have hoped.

At Europe to continue to base, our struggles with Europe and they continue to.

Worked through a lot of those issues that are there, but nonetheless, both economic as well as other issues in that area.

A cap on our ability to to grow in the short term there.

And with regard to Europe is there any way to break down the performance a little bit roughly tell us how eastern Europe was versus western Europe in the quarter.

Okay.

Yes hold on.

Shane Jones: Yeah, so as we look at total European business, as you know, on a local currency basis, it's down 8 percent. If we look at Eastern Europe, Eastern Europe is down 10 percent, and then Western Europe is down 13 percent, and Central Europe is up slightly. Okay, um... A fair amount of the pressure we're seeing in Eastern Europe is just related to exchange rates there and, you know, the value of the dollar negatively impacting people's ability to buy right now.

<unk>.

Yes.

Yeah. So.

As we look at the total European business as you know that I'll, just talk to a local currency basis, it was down 8%.

If we look at eastern Europe, Eastern Europe is down 10%.

And then western Europe down 13% and.

Central Europe up slightly.

Okay.

Okay.

We are seeing.

Fair amount of the pressure, we're seeing in eastern Europe is just related to exchange rates, there and the value of the dollar impact negatively impacting people's ability to buy right now so once we get some stability there again, we expect those markets too.

Shane Jones: So, you know, once we get some stability there again, we expect those markets to start to stabilize for us and move in the right direction. And at this point, are you booking any revenue in Russia or Ukraine, or is that pretty much zero at this point? We continue to have revenue in both those locations at this point. Is there any way to quantify that?

Just start to stabilize for us and move in the right direction.

And.

At this point are you booking any revenue in Russia, or Ukraine or is that pretty much zero at this point.

Yes.

To have revenue in both those locations at this point in time.

And so order is there any.

Is there any way to quantify that.

Shane Jones: We aren't disclosing the specifics of those at this point, but I will tell you that the Ukrainian business has stabilized and is actually growing slightly. It's really the Russian business that's... Yeah, Ukraine is up significantly. Yeah, it was up double digits.

We aren't disclosing the specifics of those.

At this point.

But I will tell you that Ukraine business has stabilized and is actually growing slightly.

It's really the Russian business.

Yes, Ukraine is up significantly it was up double data can you frame was up double digits versus prior year. So we continue to drive business through our Ukrainian team.

Shane Jones: Actually, Ukraine was up double digits versus the prior year. So we continue to drive business through our Ukrainian team. They're on the ground building customer growth, still servicing orders. So they're actually doing quite a good job. We've got some nice stability there. So most of the downward pressure would be driven by the ruble and kind of further Eastern European markets.

Theyre on the ground building customer growth still servicing orders, so they're actually doing quite a quite a good job. We've got some nice stability. There. So most of the downward pressure would be driven by the ruble and further eastern market Eastern European markets.

Terrence O. Moorehead: Okay, and then your North American performance was pretty encouraging. Would you say it's sustainable, or was it a little bit, is it going to be lumpier based on the new product launches that you've had that drove that growth, or maybe you could just give a little more color? I think it was a bit kind of all in for us again, digital was clicking, the new product launches for the Powerline were very strong, one of our strongest launches, certainly within the last decade, and then the tremendous response and activation that we saw with our practitioners and specialty retailers was good also. So we believe we'll have continued strength in digital. Our goal is to continue to stabilize our kind of core business with practitioners and retailers and build on Powerline sales going forward. We don't want to have a launch them and leave them type of strategy; that's one of our key master brands, so we're going to be supporting that one and building our footprint around the Powerline going forward.

Okay, and then your North American performance was pretty.

Pretty encouraging would you.

Say, it's sustainable or was it a little bit isn't going to be lumpier based on the new product launches that you've had that drove that growth or maybe you could just give a little more color.

I think it was I think it was a bit kind of all in for US again digital was clicking the new product launches of the power line were very strong one of our strongest launches.

It was certainly within the last decade and then.

The tremendous response and activation that we saw with our practitioners and specialty retailers was good also so we believe we will have continued strength in digital our goal is to continue to stabilize.

Our kind of our core business with the practitioners and retailers.

And and build on the power line sales going forward, we don't want to have a launch them and leave them type of strategy. That's one of our key master brands. So we're going to be supporting that one then building our footprint.

Around that.

The power line going forward. So we do expect to see continued strength in North America, you've heard Shayne and myself talked about how North America has turned the corner and we really don't want to look back.

Shane Jones: So we do expect to see continued strength in North America. You've heard Shane and myself talk about how North America has turned a corner, and we really don't want to look back, but I don't necessarily expect to see double-digit growth every quarter from North America, but we do expect to see continued strength, especially driven by our digital business, which continues to drive new customer growth and order activation. What percentage of North America's digital sales are digital now? Shane's about 25%.

But I don't necessarily expect to see double digit growth every quarter from North America, but we do expect to see.

<unk> strength, especially driven by our digital business, which continues to drive new customer growth and order activation.

What percentage of North America is digital sales now.

She has about 25% 25% yes.

Linda Ann Bolton: About 25%. Okay. And then, um, you mentioned, um, maybe some variability in gross margin by quarter in 2024, depending on a couple of things. I guess promotional cadence maybe is one. Is there any color you could give to help in modeling how that will go through the year? Shane, do you want to take that one?

Okay.

And then.

You mentioned.

Maybe some.

Variability in gross margin by quarter in 2024, depending on a couple of things I guess promotional cadence. Maybe this one is there any color you could give to help in modeling how that will go through the year.

So you want to take that one yes.

Shane Jones: Yeah, as Terrence mentioned, there's going to be some variability there. In other words, it's not going to be a stair step up every single quarter, you know; it will just be relatively in a straight line. Part of that is because of promotional activity. Part of that is just as we're working through old inventory, and the cost savings and things that we're doing are coming through, you know, in different amounts. And then on top of that, you've got the year-over-year amounts that you're going over as well. So what we would say is, as you look through the year as a whole, we are very committed to getting to the numbers that we've talked about. That won't necessarily mean that, you know, it'll be exactly by quarter.

Terrence mentioned, it's going to be some variability there in other words, it's not going to be a stair step up every single quarter now just ratably in a straight line and part of that is because the promotion ality part of that is just as we're working through old inventory that cost savings and things that we're going that we're doing are coming through and defer.

Amounts and then on top of that you've got the year over year, a message youre going over as well. So what we would say is as you look through the year as a whole we are very committed to getting to the numbers that we've talked about that.

That won't necessarily mean that it will be exactly by quarter to get to that.

To help them sorry.

Shane Jones: But you did say that gross margins should be up for the full year in 2024. Absolutely, absolutely. We were up 110 basis points last year. Clearly, to get to our 10 million dollars, we'll need a very good year again this year.

But yes, but you did say that gross margin should be up for the full year in 2024.

Absolutely absolutely we were up 110 basis points last year.

Clearly to get to our $10 million will need a very good year again this year as well.

Shane Jones: And the other thing to realize, Linda, is that when you think about our promotional activity, there's definitely seasonality to that. For instance, the Cyber 5 period in Q4, obviously that's a more promotional period. That's something that we started for the first time this year. We were actually involved in the Cyber 5 period, where we hadn't done that before, for the first time.

And the other thing to realize.

Linda is if you think about our promotion Ality, there's definitely seasonality to that.

For instance, the cyber five period in Q4, obviously that is a more promotional period that said something that we started for the first time. This year, we were actually involved in cyber five period, when we hadn't done that before for the first time very successful for us by the way.

Shane Jones: Very successful for us, by the way, but that has some impact on gross margin. And then, likewise, in Q1, there is a little bit more, not necessarily as much as in Q4, but there is a little bit more promotional activity there as well. And then, in Q2 and Q3, less.

But that has some impact on gross margin.

And then likewise in Q1, there is a little bit more not as much necessarily as Q4, but there is a little bit more promotional already there as well and then Q2 and Q3 less lessor.

Terrence O. Moorehead: Okay, thanks, that's very helpful. And then maybe you could give a little more color on what you're seeing in Asia, and in particular, I think you said, what was it, a new training center in Japan? Maybe like what you think that will do in terms of helping to drive performance there. Yes, so if I start with Japan, the team's done a great job there driving people into the business, getting them into Subscribe and Thrive. So, you know, roughly 70% of the people that join us go right into a Subscribe and Thrive autoship.

Okay. Thanks, that's very helpful.

And then.

Maybe you could give a little.

More color on what Youre seeing in Asia and in particular, I think you said what it was in our new training Center in Japan, maybe like what you think that will do in terms of helping to drive performance there.

Yes, so if I start with Japan, the team's done a great job there driving people into the business getting them into subscribing thrive. So roughly 70% of the people that join US go right into a subscriber and thrive auto ship.

Terrence O. Moorehead: That kind of nets out to, right now, about 50% of sales. So I think we've got a great engine for driving customer growth. The new, you know, kind of training center is going to double their capacity. It's just a new facility to train staff, to train people. And it'll just allow us to put kind of more people through the system.

That kind of nets out to right now about 50% of sales. So I think we've got a great engine of driving customer growth.

The new kind of training center.

It's going to double their capacity, it's just a new facility to trains just trained staff to train people.

It will just allow us to to put kind of more people through the through the system. So I think thats somewhat speaks for itself.

Terrence O. Moorehead: So I think that speaks for itself. We're doing more, I call it field activation upfront, kind of, building the team in Korea to get our Korean business back on its feet and back on track. Taiwan continues to be a powerhouse, so we expect to see continued strength in Taiwan. And as I said, China; we're just keeping our eye on China. I think we had a great run in 2023. There's a fair amount of uncertainty around the economy in China going forward, so I think we should expect to see maybe some lumpy performance in China, but still a very good outlook overall for business there on an ongoing basis.

Doing more.

Field activation upfronts.

Building the team in Korea to get our Korean business back on its feet and back on track Taiwan continues to be a powerhouse. So we expect to see continued strength in Taiwan, and as I said kind of China.

We're just keeping our eye on China I think we've had a we had a great run in 2023.

There is a fair amount of uncertainty around the economy in China going forward. So I think we should expect to see maybe some lumpy performance in China, but still very good outlook overall for the business there on an ongoing basis.

Linda Ann Bolton: Did that help you? Yes, yes, thank you. And then, finally, the last thing I wanted to ask you was... In the long-term, you used to have some longer-term, multi-year EBITDA margin target type objectives. Is that something you are still thinking about? And what kind of numbers are you talking about getting to eventually on your margin? Yeah, I don't think our outlook on that has changed. Shane, do you want to provide some more color around that?

Does that help you.

Yes. Thank you.

And then finally, the last thing I wanted to ask about was.

Uh huh.

<unk>.

Long term you used to have some longer term multiyear sort of EBITDA margin target target type of objectives.

Our objective is that something you are still thinking about.

Like what kind of numbers that you're talking about getting to eventually on your margin profile.

Yes, I don't think our outlook on that has changed and you want to provide some more color around that absolutely as we've talked about there are several things that will help us to continue to enhance our margin. Our gross margins. So we are sorry, our EBITA margins as we get our gross margins improved and a lot of the initiatives that we're doing we've committed to $10 million or more.

Shane Jones: Absolutely. As we've talked about, there are several things that will help us to continue to enhance our margins, our gross margins. Sorry, our EBITDA margins. As we get our gross margins improved and a lot of the initiatives that we're doing, we've committed to $10 million or more to be able to drive that out over the longer term. There's probably even more than that.

To be able to drive that out over the longer term, there's probably even more than that so.

Shane Jones: So that will enhance that, as well as just as we leverage the SG&A that we have, and even just from a mixed perspective, as we mix to channels that are more profitable. All of those things, over time, should help us go from the EBITDA margins that we have today to at least mid-double digits and probably closer to high double digits. Yeah, exactly. Okay, that's it for me. Thank you.

So that will enhance that as well as Jeff as we leverage that the SG&A that we have and even just from a mix perspective as we mixed two channels that are more profitable all of those things over time should help us go from that EBITDA margins that we have today to at least.

Mid single or mid double digits, and probably closer to high double digit yes exactly.

Okay. That's it for me thank you.

Terrence O. Moorehead: Thanks, Linda. At this time, this concludes our question and answer session. I would now like to turn the call over back to Mr. Moorhead for closing remarks. Okay, thank you. And we'd like to thank everybody for listening to today's call. We look forward to speaking with you when we report our first quarter 2024 results in May of 2024. So thanks again for joining us, and take care. Have a great evening. Ladies and gentlemen, this concludes today's conference. You may now disconnect. Thank you for participating.

Great. Thanks, Linda.

At this time. This concludes our question and answer session I would now like to turn the call over back to Mr. Moorehead for closing remarks.

Okay. Thank you and we'd like to thank everybody for listening to today's call. We look forward to speaking with you. When we report our first quarter 2024 results in May of 2024. So thanks again for joining us and take care have a great evening.

Ladies and gentlemen, this concludes.

Today's conference you may now disconnect.

Thank you for your participation.