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    USANA Health Sciences Reports Second Quarter 2025 Results and Reiterates Full-Year Outlook

    7/22/25 4:05:00 PM ET
    $USNA
    Medicinal Chemicals and Botanical Products
    Health Care
    Get the next $USNA alert in real time by email

    USANA Health Sciences, Inc. (NYSE:USNA) today announced financial results for its fiscal second quarter ended June 28, 2025.

    Key Financial Results

    Second Quarter 2025 vs. Second Quarter 2024

    • Net sales of $236 million versus $213 million, representing 11% year-over-year growth.
    • Net earnings of $9.7 million versus $10.4 million.
    • Diluted EPS of $0.52 as compared with $0.54.
    • Adjusted diluted EPS(1) of $0.74 as compared with $0.54.
    • Adjusted EBITDA(2) of $30 million versus $27 million.
    • Direct selling Active Customers of 418,000 versus 468,000.
    • Hiya Active Monthly Subscribers of 200,400.
    • Company reiterates fiscal year 2025 outlook.

    Q2 2025 Financial Performance

    Consolidated Results

     

    Year-Over-Year

    Sequentially

    Net Sales

    $236 million

    +11% (No meaningful FX impact)

    -5%

    Net Earnings

    $9.7 million

    -7%

    +3%

    Diluted EPS

    $0.52

    -4%

    +6%

    Adjusted Diluted EPS(1)

    $0.74

    +36%

    +1%

    Adjusted EBITDA(2)

    $30.5 million

    +13%

    +2%

    Net earnings, EPS and EBITDA figures represent amounts attributable to USANA and excludes the noncontrolling interest of 21.15% in Hiya

    "USANA delivered positive second quarter results, highlighted by 11% year-over-year consolidated net sales growth," said Jim Brown, President and Chief Executive Officer. "Our business performed in line with expectations, and we are maintaining our fiscal 2025 outlook.

    Mr. Brown also reported: "We continue to execute our comprehensive commercial strategy for our direct sales business, which represents over two years of research, analysis, and planning. During the quarter, we made several important announcements to advance this strategy, including preliminary communications about the enhanced incentive offering we are currently rolling out to our sales force, as well as our adoption of 'Brand Partner' as the terminology we will use to describe members of our direct sales business. We will make other important announcements to advance this strategy at our global convention in August (Salt Lake City, Utah), and throughout the third quarter, including the simplification of our direct sales model, additional enhanced sales incentives, improved personalized business support for our Brand Partners, refreshed USANA brand messaging, and several new and enhanced health products. The continued roll-out of this commercial strategy is intended to provide our Brand Partners with a more compelling opportunity to drive sustainable sales and Active Customer growth.

    "Hiya, our direct-to-consumer business, had another strong quarter as year-over-year top line growth remained strong with improved profitability. Sequential sales and Active Monthly Subscriber trends were consistent with expectations, reflecting normal seasonality in this business. Notably, the Hiya team recently launched a new partnership with Disney which includes special edition Disney Lion King and Disney Princesses branded Multivitamin packs. Overall, we remain confident in the growth outlook of this business as the Hiya team continues to execute its strategies to further expand its product offering, distribution channels and geographic footprint."

    Q2 2025 Direct Selling Regional Results:

    Asia Pacific Region

     

     

    Year-Over-Year

    Year-Over-Year

    (Constant Currency)

    Sequentially

    Net Sales

    $163 million

    -4%

    -5%

    -6%

    Active Customers

    336,000

    -9%

    N/A

    -10%

    Asia Pacific Sub-Regions

     

     

     

    Year-Over-Year

    Year-Over-Year

    (Constant Currency)

    Sequentially

    Greater China

    Net Sales

    $113 million

    -2%

    No meaningful FX impact

    -5%

    Active

    231,000

    -8%

    N/A

    -9%

    Customers

    North Asia

    Net Sales

    $17 million

    -13%

    -11%

    -9%

    Active

    37,000

    -12%

    N/A

    -18%

    Customers

    Southeast Asia Pacific

    Net Sales

    $33 million

    -7%

    -10%

    -8%

    Active

    68,000

    -12%

    N/A

    -9%

    Customers

    Americas and Europe Region

     

     

    Year-Over-Year

    Year-Over-Year

    (Constant Currency)

    Sequentially

    Net Sales

    $39 million

    -8%

    -7%

    -1%

    Active Customers

    82,000

    -17%

    N/A

    -4%

    Q2 2025 Hiya Direct to Consumer Results:

    Hiya

    Net Sales

    $34 million

    Active Monthly Subscribers

    200,400

    Balance Sheet and Share Repurchase Activity

    During the second quarter, the Company generated $13 million in operating cash flow and ended the quarter with $151 million in cash and cash equivalents and zero debt. The Company repurchased 528,000 shares during the second quarter for an investment of $15 million with approximately $34 million remaining under the current share repurchase authorization as of the end of the second quarter.

    Fiscal Year 2025 Outlook

    The Company is reiterating its outlook for fiscal year 2025, as follows:

    Fiscal Year 2025 Outlook

     

    Range

    Consolidated net sales

    $920 million to $1.0 billion

    Net earnings

    $29 million to $41 million

    Diluted EPS

    $1.50 to $2.20

    Adjusted Diluted EPS(1)

    $2.35 to $3.00

    Adjusted EBITDA(2)

    $107 million to $123 million

    Net earnings, EPS and EBITDA figures represent amounts attributable to USANA and excludes the noncontrolling interest of 21.15% in Hiya

    "Second quarter operating results for both our core direct sales business and for Hiya were in line with internal expectations as we continued to execute our overall growth strategy," said Doug Hekking, Chief Financial Officer. "During the quarter, we also repaid the $23 million draw on our credit facility deployed in the Hiya transaction and are again debt-free.

    "We are reiterating our fiscal 2025 outlook and continue to anticipate consolidated net sales growth of 8% to 17%. The wider than normal range reflects the fluid operating environment and changes to our direct sales incentive offering. During the third quarter we anticipate a short-term increase in promotional costs in conjunction with the global launch of our enhanced direct sales compensation plan. Additionally, we anticipate increased spending on customer acquisition sequentially in our Hiya business during the third quarter, which reflects normal seasonal activity."

    The Company's fiscal 2025 outlook reflects:

    • Net sales from the direct selling business of $775 to $840 million;
    • Net sales from Hiya of $145 to $160 million, reflecting year-over-year growth of +29% to +42%;
    • Effective tax rate of 44.0% to 45.0%; and
    • Fiscal 2025 is a 53-week year and includes one additional week of sales compared to fiscal 2024. Prior to 2025, the last 53-week year was in fiscal 2020.
       

    (1)

    Adjusted Diluted Earnings Per Share is a non-GAAP financial measure. The Company excludes acquisition-related costs, such as business transaction costs, integration expense and amortization expense from acquisition related intangible assets in calculating Adjusted Diluted Earnings Per Share. Please refer to "Non-GAAP Financial Measures" and "Reconciliation of Diluted Earnings Per Share (GAAP) to Adjusted Diluted Earnings Per Share (Non-GAAP)" in this press release for an explanation and reconciliation of this non-GAAP financial measure.

    (2)

    Adjusted EBITDA is a non-GAAP financial measure. Please refer to "Non-GAAP Financial Measures" and "Reconciliation of Net Earnings (GAAP) to Adjusted EBITDA (Non-GAAP)" in this press release for an explanation and reconciliation of this non-GAAP financial measure.

    Non-GAAP Financial Measures

    This press release contains the non-GAAP financial measures Adjusted EBITDA and Adjusted diluted EPS. Adjusted EBITDA is a Non-GAAP financial measure of earnings before interest, taxes, depreciation, and amortization that also excludes certain adjustments as indicated below in the reconciliation from net earnings. Adjusted diluted EPS is a Non-GAAP financial measure of diluted earnings per share that excludes certain adjustments as indicated below in the reconciliation from diluted EPS.

    Adjusted EBITDA (non-GAAP) is net earnings (loss) (its most directly comparable GAAP financial measure) adjusted for interest expense, net, (benefit from) provision for income taxes, depreciation and amortization, non-cash share-based compensation, and transaction-related expenses and integration costs for the Hiya acquisition. Adjusted EBITDA attributable to USANA (non-GAAP) is Adjusted EBITDA (non-GAAP) further adjusted to exclude the Adjusted EBITDA attributable to non-controlling interest related to Hiya.

    Adjusted diluted earnings per share (non-GAAP) is diluted earnings (loss) per share (its most directly comparable GAAP financial measure) adjusted for amortization of intangible assets, transaction-related expenses, and integration costs related to the Hiya acquisition.

    Management believes that Adjusted EBITDA (non-GAAP), Adjusted EBITDA attributable to USANA (non-GAAP), and Adjusted diluted earnings per share (non-GAAP), along with GAAP measures used by management, most appropriately reflect how the Company measures the business internally.

    The Company prepares its financial statements using U.S. generally accepted accounting principles ("GAAP") and investors should not directly compare with or infer relationship from any of the Company's operating results presented in accordance with GAAP to Adjusted EBITDA and Adjusted diluted earnings per share. Non-GAAP financial measures have limitations in their usefulness to investors because they have no standardized meaning prescribed by GAAP and are not prepared under any comprehensive set of accounting rules or principles. In addition, other companies, including companies in our industry, may calculate similarly titled non-GAAP financial measures differently or may use other measures to evaluate their performance, all of which could reduce the usefulness of non-GAAP financial information as a tool for comparison. As a result, the non-GAAP financial information is presented for supplemental informational purposes only and should not be considered in isolation from, or as a substitute for financial information presented in accordance with GAAP.

    Reconciliation of Net Earnings (GAAP) to Adjusted EBITDA (non-GAAP)

    (in thousands)

     

     

     

    Quarter Ended

     

    Six Months Ended

     

     

    June 28, 2025

     

    June 29, 2024

     

    June 28, 2025

     

    June 29, 2024

     

     

     

     

     

     

     

     

     

    Net earnings attributable to USANA (GAAP)

     

    $

    9,655

     

     

    $

    10,432

     

     

    $

    19,057

     

     

    $

    26,969

     

    Net earnings attributable to noncontrolling interest

     

     

    789

     

     

     

    —

     

     

     

    677

     

     

     

    —

     

    Net earnings

     

    $

    10,444

     

     

    $

    10,432

     

     

    $

    19,734

     

     

    $

    26,969

     

     

     

     

     

     

     

     

     

     

    Adjustments:

     

     

     

     

     

     

     

     

    Income taxes

     

    $

    8,373

     

     

    $

    9,771

     

     

    $

    15,822

     

     

    $

    20,345

     

    Interest (income) expense

     

     

    (360

    )

     

     

    (2,712

    )

     

     

    (672

    )

     

     

    (5,336

    )

    Depreciation and amortization

     

     

    5,148

     

     

     

    5,702

     

     

     

    10,938

     

     

     

    10,786

     

    Amortization of intangible assets - Hiya

     

     

    4,456

     

     

     

    —

     

     

     

    8,911

     

     

     

    —

     

    Earnings before interest, taxes, depreciation, and amortization (EBITDA)

     

    $

    28,061

     

     

    $

    23,193

     

     

    $

    54,733

     

     

    $

    52,764

     

     

     

     

     

     

     

     

     

     

    Add EBITDA adjustments:

     

     

     

     

     

     

     

     

    Non-cash share-based compensation

     

     

    3,622

     

     

     

    3,734

     

     

     

    6,502

     

     

     

    7,403

     

    Transaction, integration and transition costs - Hiya

     

     

    115

     

     

     

    —

     

     

     

    692

     

     

     

    —

     

    Inventory step-up - Hiya

     

     

    544

     

     

     

    —

     

     

     

    1,126

     

     

     

    —

     

    Consolidated adjusted EBITDA

     

     

    32,342

     

     

     

    26,927

     

     

     

    63,053

     

     

     

    60,167

     

    Less: Adjusted EBITDA attributable to noncontrolling interest

     

     

    (1,847

    )

     

     

    —

     

     

     

    (2,801

    )

     

     

    —

     

    Adjusted EBITDA attributable to USANA

     

    $

    30,495

     

     

    $

    26,927

     

     

    $

    60,252

     

     

    $

    60,167

     

     

    Reconciliation of Diluted Earnings Per Share (GAAP) to Adjusted Diluted Earnings Per Share (non-GAAP)

    (in thousands, except per share data)

     

     

     

    Quarter Ended

     

    Six Months Ended

     

     

    June 28, 2025

     

    June 29, 2024

     

    June 28, 2025

     

    June 29, 2024

    Net earnings attributable to USANA (GAAP)

     

    $

    9,655

     

     

    $

    10,432

     

    $

    19,057

     

     

    $

    26,969

     

     

     

     

     

     

     

     

     

    Earnings per common share - Diluted (GAAP)

     

    $

    0.52

     

     

    $

    0.54

     

    $

    1.01

     

     

    $

    1.40

    Weighted Average common shares outstanding - Diluted

     

     

    18,536

     

     

     

    19,159

     

     

    18,811

     

     

     

    19,230

     

     

     

     

     

     

     

     

     

    Adjustment to net earnings:

     

     

     

     

     

     

     

     

    Transaction, integration and transition costs - Hiya

     

    $

    115.00

     

     

    $

    —

     

    $

    692.00

     

     

    $

    —

    Inventory step-up - Hiya

     

     

    544

     

     

     

    —

     

     

    1,126

     

     

     

    —

    Amortization of intangible assets - Hiya

     

     

    4,456

     

     

     

    —

     

     

    8,911

     

     

     

    —

    Adjustments to net earnings attributable to noncontrolling interest

     

     

    (1,057

    )

     

     

    —

     

     

    (2,123

    )

     

     

    —

    Income tax effect of adjustments to net earnings

     

     

    —

     

     

     

    —

     

     

    (4

    )

     

     

    —

    Adjusted net earnings attributable to USANA

     

    $

    13,713

     

     

    $

    10,432

     

    $

    27,659

     

     

    $

    26,969

     

     

     

     

     

     

     

     

     

    Adjusted earnings per common share - Diluted

     

    $

    0.74

     

     

    $

    0.54

     

    $

    1.47

     

     

    $

    1.40

    Weighted average common shares outstanding - Diluted

     

     

    18,536

     

     

     

    19,159

     

     

    18,811

     

     

     

    19,230

    Management Commentary Document and Conference Call

    For further information on the USANA's operating results, please see the Management Commentary document, which has been posted on the Company's website (http://ir.usana.com) under the Investor Relations section. USANA's management team will hold a conference call and webcast to discuss today's announcement with investors on Wednesday, July 23, 2025 at 11:00 AM Eastern Time. Investors may listen to the call by accessing USANA's website at http://ir.usana.com. The call will consist of brief opening remarks by the Company's management team, followed by a questions and answers session.

    Safe Harbor

    This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act and Section 21E of the Securities Exchange Act. These forward-looking statements are based on current plans, expectations, estimates, forecasts, and projections as well as the beliefs and assumptions of management. Words such as "expect," "enhance," "drive," "anticipate," "intend," "improve," "promote," "should," "believe," "continue," "plan," "goal," "opportunity," "estimate," "predict," "may," "will," "could," and "would," and variations of these terms or the negative of these terms and similar expressions are intended to identify these forward-looking statements. Such forward-looking statements include, but are not limited to, statements regarding Hiya's strong growth in 2025 and continued growth in the future; statements about the Company's long-term growth; and the statements under the sub-heading "Fiscal Year 2025 Outlook." Our actual results could differ materially from those projected in these forward-looking statements, which involve a number of risks and uncertainties, many of which involve factors or circumstances that are beyond our control, including: risks relating to global economic conditions generally, including continued inflationary pressure around the world and negative impact on our operating costs, consumer demand and consumer behavior in general; reliance upon our network of independent Brand Partners; risk that our Brand Partner compensation plan, or changes that we make to the compensation plan, will not produce desired results, benefit our business or, in some cases, could harm our business; risk associated with our launch of new products or reformulated existing products; risks related to governmental regulation of our products, manufacturing and direct selling business model in the United States, China and other key markets; potential negative effects of deteriorating foreign and/or trade relations between or among the United States, China and other key markets, including potential adverse impact from tariffs, trade policies or other international disputes by and among the United States, China, or other markets that are important to the Company; potential negative effects from geopolitical relations and conflicts around the world, including the Russia-Ukraine conflict and the conflict in Israel; compliance with data privacy and security laws and regulations in our markets around the world; potential negative effects of material breaches of our information technology systems to the extent we experience a material breach; material failures of our information technology systems; adverse publicity risks globally; risks associated with early stage operations in India and future international expansion and operations; uncertainty relating to the fluctuation in U.S. and other international currencies; the potential for a resurgence of COVID-19, or another pandemic, in any of our markets in the future and any related impact on consumer health, domestic and world economies, including any negative impact on discretionary spending, consumer demand, and consumer behavior in general; risk that the Hiya acquisition disrupts each company's current plans and operations; the diversion of the attention of the management teams of USANA and Hiya from ongoing business operations; the ability of to retain key personnel of Hiya; the ability to realize the benefits of the acquisition, including efficiencies and cost synergies; the ability to successfully integrate Hiya's business with USANA's business, at all or in a timely manner; and the amount of the costs, fees, expenses and charges related to the acquisition. The contents of this release should be considered in conjunction with the risk factors, warnings, and cautionary statements that are contained in our most recent filings with the Securities and Exchange Commission. The forward-looking statements in this press release set forth our beliefs as of the date hereof. We do not undertake any obligation to update any forward-looking statement after the date hereof or to conform such statements to actual results or changes in the Company's expectations, except as required by law.

    About USANA

    USANA develops and manufactures high-quality nutritional supplements, functional foods and personal care products that are sold directly to Brand Partners and Preferred Customers throughout the United States, Canada, Australia, New Zealand, Hong Kong, China, Japan, Taiwan, South Korea, Singapore, Mexico, Malaysia, the Philippines, the Netherlands, the United Kingdom, Thailand, France, Belgium, Colombia, Indonesia, Germany, Spain, Romania, Italy, and India. More information on USANA can be found at www.usana.com. USANA also owns a 78.8% controlling ownership stake in Hiya Health Products, a children's health and wellness company with a variety of clean-label products. More information on Hiya can be found at www.hiyahealth.com.

     

    USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES

    CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS

    (in thousands, except per share data)

    (unaudited)

     

     

    Quarter Ended

     

    June 28,

    2025

     

    June 29,

    2024

    Net sales

    $

    235,848

     

     

    $

    212,869

     

    Cost of sales

     

    50,184

     

     

     

    40,333

     

    Gross profit

     

    185,664

     

     

     

    172,536

     

    Operating expenses:

     

     

     

    Brand Partner incentives

     

    87,040

     

     

     

    90,371

     

    Selling, general and administrative

     

    81,906

     

     

     

    64,325

     

    Total operating expenses

     

    168,946

     

     

     

    154,696

     

    Earnings from operations

     

    16,718

     

     

     

    17,840

     

    Other income (expense):

     

     

     

    Interest income

     

    619

     

     

     

    2,763

     

    Interest expense

     

    (259

    )

     

     

    (51

    )

    Other, net

     

    1,739

     

     

     

    (349

    )

    Other income (expense), net

     

    2,099

     

     

     

    2,363

     

    Earnings before income taxes

     

    18,817

     

     

     

    20,203

     

    Income taxes

     

    8,373

     

     

     

    9,771

     

    Net earnings

     

    10,444

     

     

     

    10,432

     

    Less: Net earnings (loss) attributable to redeemable noncontrolling interest

     

    789

     

     

     

    —

     

    Net earnings attributable to USANA

    $

    9,655

     

     

    $

    10,432

     

     

     

     

     

    Earnings per common share attributable to USANA

     

     

     

    Basic

    $

    0.52

     

     

    $

    0.55

     

    Diluted

    $

    0.52

     

     

    $

    0.54

     

     

     

     

     

    Weighted average common shares outstanding

     

     

     

    Basic

     

    18,513

     

     

     

    19,073

     

    Diluted

     

    18,536

     

     

     

    19,159

     

     

    USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES

    CONDENSED CONSOLIDATED BALANCE SHEETS

    (in thousands)

    (unaudited)

     

     

    As of

    June 28,

    2025

     

    As of

    December 28,

    2024

    ASSETS

     

     

     

    Current assets

     

     

     

    Cash and cash equivalents

    $

    151,338

     

    $

    181,768

    Inventories

     

    83,269

     

     

    69,735

    Prepaid expenses and other current assets

     

    27,259

     

     

    27,684

    Total current assets

     

    261,866

     

     

    279,187

    Property and equipment, net

     

    96,532

     

     

    94,565

    Goodwill

     

    144,230

     

     

    144,168

    Intangible assets, net

     

    142,747

     

     

    151,823

    Deferred tax assets

     

    26,435

     

     

    19,644

    Other assets*

     

    62,716

     

     

    58,806

    Total assets

    $

    734,526

     

    $

    748,193

     

     

     

     

    LIABILITIES, REDEEMABLE NONCONTROLLING INTEREST, AND STOCKHOLDERS' EQUITY

     

     

     

    Current liabilities

     

     

     

    Accounts payable

    $

    17,899

     

    $

    11,984

    Line of credit

     

    —

     

     

    23,000

    Other current liabilities

     

    103,726

     

     

    104,641

    Total current liabilities

     

    121,625

     

     

    139,625

    Deferred tax liabilities

     

    4,662

     

     

    4,073

    Other long-term liabilities

     

    22,681

     

     

    18,163

     

     

     

     

    Redeemable noncontrolling interest

     

    54,498

     

     

    54,223

     

     

     

     

    Stockholders' equity attributable to USANA

     

    531,060

     

     

    532,109

    Total liabilities, redeemable noncontrolling interest, and stockholders' equity

    $

    734,526

     

    $

    748,193

     

    *Includes noncurrent inventories of $2,976 and $2,688 as of 28-Jun-25 and 28-Dec-24, respectively. Total inventories were $86,245 and $72,423 as of 28-Jun-25 and 28-Dec-24, respectively.

    USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES

    SALES BY REGION

    (in thousands)

    (unaudited)

     

     

    Quarter Ended

     

     

     

     

     

     

     

     

     

    June 28,

    2025

     

    June 29,

    2024

     

    Change from prior

    year

     

    Percent change

     

    Currency impact on

    sales

     

    Percent change

    excluding currency

    impact

    Direct Selling:

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

    Asia Pacific

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

    Greater China

    $

    113,171

     

    48.0

    %

     

    $

    115,513

     

    54.3

    %

     

    $

    (2,342

    )

     

    (2.0

    %)

     

    $

    (14

    )

     

    (2.0

    %)

    Southeast Asia Pacific

     

    32,887

     

    13.9

    %

     

     

    35,402

     

    16.6

    %

     

     

    (2,515

    )

     

    (7.1

    %)

     

     

    1,083

     

     

    (10.2

    %)

    North Asia

     

    17,166

     

    7.3

    %

     

     

    19,710

     

    9.3

    %

     

     

    (2,544

    )

     

    (12.9

    %)

     

     

    (342

    )

     

    (11.2

    %)

    Asia Pacific total

     

    163,224

     

    69.2

    %

     

     

    170,625

     

    80.2

    %

     

     

    (7,401

    )

     

    (4.3

    %)

     

     

    727

     

     

    (4.8

    %)

    Americas and Europe

     

    35,904

     

    15.2

    %

     

     

    40,583

     

    19.0

    %

     

     

    (4,679

    )

     

    (11.5

    %)

     

     

    (699

    )

     

    (9.8

    %)

    Direct Selling total

     

    199,128

     

    84.4

    %

     

     

    211,208

     

    99.2

    %

     

     

    (12,080

    )

     

    (5.7

    %)

     

     

    28

     

     

    (5.7

    %)

    Hiya

     

    33,931

     

    14.4

    %

     

     

    —

     

    —

    %

     

     

    33,931

     

     

    N/A

     

     

     

    —

     

     

    N/A

     

    Other

     

    2,789

     

    1.2

    %

     

     

    1,661

     

    0.8

    %

     

     

    1,128

     

     

    67.9

    %

     

     

    —

     

     

    67.9

    %

    Consolidated total

    $

    235,848

     

    100.0

    %

     

    $

    212,869

     

    100.0

    %

     

    $

    22,979

     

     

    10.8

    %

     

    $

    28

     

     

    10.8

    %

     

    USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES

    DIRECT SELLING ACTIVE BRAND PARTNERS AND ACTIVE PREFERRED CUSTOMERS BY REGION

    (unaudited)

     

    Direct Selling Active Brand Partners by Region(1)

    (unaudited)

     

     

    As of

    June 28, 2025

     

    As of

    June 29, 2024

    Asia Pacific:

     

     

     

     

     

     

     

     

    Greater China

     

    64,000

     

    37.2

    %

     

    68,000

     

    35.2

    %

    Southeast Asia Pacific

     

    45,000

     

    26.2

    %

     

    52,000

     

    27.0

    %

    North Asia

     

    26,000

     

    15.1

    %

     

    28,000

     

    14.5

    %

    Asia Pacific Total

     

    135,000

     

    78.5

    %

     

    148,000

     

    76.7

    %

     

     

     

     

     

     

     

     

     

    Americas and Europe

     

    37,000

     

    21.5

    %

     

    45,000

     

    23.3

    %

     

     

    172,000

     

    100.0

    %

     

    193,000

     

    100.0

    %

    Direct Selling Active Preferred Customers by Region(2)

    (unaudited)

     

     

    As of

    June 28, 2025

     

    As of

    June 29, 2024

    Asia Pacific:

     

     

     

     

     

     

     

     

    Greater China

     

    167,000

     

    67.9

    %

     

    182,000

     

    66.2

    %

    Southeast Asia Pacific

     

    23,000

     

    9.3

    %

     

    25,000

     

    9.1

    %

    North Asia

     

    11,000

     

    4.5

    %

     

    14,000

     

    5.1

    %

    Asia Pacific Total

     

    201,000

     

    81.7

    %

     

    221,000

     

    80.4

    %

     

     

     

     

     

     

     

     

     

    Americas and Europe

     

    45,000

     

    18.3

    %

     

    54,000

     

    19.6

    %

     

     

    246,000

     

    100.0

    %

     

    275,000

     

    100.0

    %

     
    (1) Brand Partners are independent distributors of our products who also purchase our products for their personal use. We only count as active those Brand Partners who have purchased from us any time during the most recent three-month period, either for personal use or resale.
    (2) Preferred Customers purchase our products strictly for their personal use and are not permitted to resell or to distribute the products. We only count as active those Preferred Customers who have purchased from us any time during the most recent three-month period. China utilizes a Preferred Customer program that has been implemented specifically for that market.
     

    USANA HEALTH SCIENCES, INC. AND SUBSIDIARIES

    OPERATING RESULTS AS A PERCENTAGE OF NET SALES

    (unaudited)

     

     

     

    Quarter Ended

     

     

    June 28, 2025

     

    June 29, 2024

     

     

    Direct selling & Other

     

    Hiya direct-to-consumer

     

    Consolidated

     

    Direct selling & Other

     

    Hiya direct-to-consumer

     

    Consolidated

    Net sales

     

    100.0%

     

    100.0%

     

    100.0%

     

    100.0%

     

    N/A

     

    100.0%

    Cost of sales

     

    18.8%

     

    36.2%

     

    21.3%

     

    18.9%

     

    N/A

     

    18.9%

    Gross profit

     

    81.2%

     

    63.8%

     

    78.7%

     

    81.1%

     

    N/A

     

    81.1%

    Operating expenses:

     

     

     

     

     

     

     

     

     

     

     

     

    Brand Partner incentives

     

    43.1%

     

    —%

     

    36.9%

     

    42.5%

     

    N/A

     

    42.5%

    Selling, general and administrative

     

    31.7%

     

    52.8%

     

    34.7%

     

    30.2%

     

    N/A

     

    30.2%

    Total operating expenses

     

    74.8%

     

    52.8%

     

    71.6%

     

    72.7%

     

    N/A

     

    72.7%

    Earnings from operations

     

    6.4%

     

    11.0%

     

    7.1%

     

    8.4%

     

    N/A

     

    8.4%

     

     

     

     

     

     

     

     

     

     

     

     

     

    Amortization of acquired intangible assets

     

    0.2%

     

    13.1%

     

    2.0%

     

    0.3%

     

    N/A

     

    0.3%

     

     

     

     

     

     

     

     

     

     

     

     

     

     

     

    Six Months Ended

     

     

    June 28, 2025

     

    June 29, 2024

     

     

    Direct selling & Other

     

    Hiya direct-to-consumer

     

    Consolidated

     

    Direct selling & Other

     

    Hiya direct-to-consumer

     

    Consolidated

    Net sales

     

    100.0%

     

    100.0%

     

    100.0%

     

    100.0%

     

    N/A

     

    100.0%

    Cost of sales

     

    18.4%

     

    37.2%

     

    21.1%

     

    18.9%

     

    N/A

     

    18.9%

    Gross profit

     

    81.6%

     

    62.8%

     

    78.9%

     

    81.1%

     

    N/A

     

    81.1%

    Operating expenses:

     

     

     

     

     

     

     

     

     

     

     

     

    Brand Partner incentives

     

    42.7%

     

    —%

     

    36.5%

     

    42.2%

     

    N/A

     

    42.2%

    Selling, general and administrative

     

    31.8%

     

    58.3%

     

    35.7%

     

    29.2%

     

    N/A

     

    29.2%

    Total operating expenses

     

    74.5%

     

    58.3%

     

    72.2%

     

    71.4%

     

    N/A

     

    71.4%

    Earnings from operations

     

    7.1%

     

    4.5%

     

    6.7%

     

    9.7%

     

    N/A

     

    9.7%

     

     

     

     

     

     

     

     

     

     

     

     

     

    Amortization of acquired intangible assets

     

    0.1%

     

    12.5%

     

    2.0%

     

    0.2%

     

    N/A

     

    0.2%

     

    View source version on businesswire.com: https://www.businesswire.com/news/home/20250722537670/en/

    Investor contact:

    Andrew Masuda

    Investor Relations

    (801) 954-7201

    [email protected]

    Media contact:

    Sarah Searle

    (801) 954-7626

    [email protected]

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