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SEGMENT INFORMATION | 9 Months Ended
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Sep. 27, 2025
Segment Reporting [Abstract] |
SEGMENT INFORMATION | NOTE L – SEGMENT INFORMATION The Company primarily operates as a global nutrition, personal health and wellness company that develops and manufactures high quality, science-based nutritional, and personal care products. As of September 27, 2025, the Company had two reportable segments: direct selling and Hiya direct-to-consumer. Management identifies segments based upon the Company's organizational and management reporting structure. The direct selling segment develops and manufactures high quality, science-based nutritional, personal care and skincare products with a primary focus on promoting long-term health and wellness in various geographic markets worldwide that are distributed through the direct selling channel. The Hiya direct-to-consumer segment became a new reportable segment resulting from the Hiya Acquisition at the end of 2024, which occurred after September 28, 2024. Hiya is a leading provider of high-quality children’s health and wellness products in the U.S. that are distributed through the direct-to-consumer channel. Additionally, the Company has operating segments that are not currently material and included as a component of “Other.” The operating segments reflect the Company's primary sales channels and represent the way the chief operating decision maker ("CODM") evaluates the Company's business performance and allocates resources. The CODM is the Company's Chief Executive Officer. The CODM evaluates the performance of each segment based on segment earnings from operations in order to determine how to allocate the Company's resources across its operating segments, including allocating capital and personnel. The CODM does not evaluate operating segments using asset information; accordingly, the Company does not report asset information by segment. Summarized financial information for the Company’s reportable segments is shown in the following tables, including significant segment expenses that are regularly reviewed by the CODM.
| Three Months Ended September 27, 2025
| Direct selling |  | Hiya direct-to-consumer |  | Other |  | Total
Net sales (1) | $ | 175,825 |  |  | $ | 30,846 |  |  | $ | 6,999 |  |  | $ | 213,670 |
Less: |  |  |  |  |  |  |
Cost of sales | 33,102 |  |  | 10,978 |  |  | 4,735 |  |  | 48,815 |
Brand Partner incentives | 77,552 |  |  | — |  |  | 132 |  |  | 77,684 |
Selling, general and administrative (2) | 62,672 |  |  | 20,504 |  |  | 2,771 |  |  | 85,947 |
Segment earnings (loss) from operations | $ | 2,499 |  |  | $ | (636) |  |  | $ | (639) |  |  | $ | 1,224 |
Reconciliation of segment earnings from operations |  |  |  |  |  |  |
Interest income |  |  |  |  |  |  | 578 |
Interest expense |  |  |  |  |  |  | (49) |
Other, net |  |  |  |  |  |  | 41 |
Earnings before income taxes |  |  |  |  |  |  | $ | 1,794 |
______________________________ (1)The direct selling segment excludes $4,536 of intersegment net sales. (2)Includes amortization of acquired intangible assets of $4,461 and $337 for the Hiya segment and other category, respectively.
| Three Months Ended September 28, 2024
| Direct selling |  |  |  | Other |  | Total
Net sales (1) | $ | 198,467 |  |  |  |  | $ | 1,754 |  |  | $ | 200,221 |
Less: |  |  |  |  |  |  |
Cost of sales | 38,286 |  |  |  |  | 971 |  |  | 39,257 |
Brand Partner incentives | 83,999 |  |  |  |  | 69 |  |  | 84,068 |
Selling, general and administrative (2) | 59,419 |  |  |  |  | 1,876 |  |  | 61,295 |
Segment earnings (loss) from operations | $ | 16,763 |  |  |  |  | $ | (1,162) |  |  | $ | 15,601 |
Reconciliation of segment earnings from operations |  |  |  |  |  |  |
Interest income |  |  |  |  |  |  | 3,142 |
Interest expense |  |  |  |  |  |  | (49) |
Other, net |  |  |  |  |  |  | (86) |
Earnings before income taxes |  |  |  |  |  |  | $ | 18,608 |
______________________________ (1)The direct selling segment excludes $585 of intersegment net sales. (2)Includes amortization of acquired intangible assets of $230 for the other category.
| Nine Months Ended September 27, 2025
| Direct selling |  | Hiya direct-to-consumer |  | Other |  | Total
Net sales (1) | $ | 585,404 |  |  | $ | 101,866 |  |  | $ | 11,787 |  |  | $ | 699,057 |
Less: |  |  |  |  |  |  |
Cost of sales | 106,576 |  |  | 37,372 |  |  | 7,496 |  |  | 151,444 |
Brand Partner incentives | 254,321 |  |  | — |  |  | 388 |  |  | 254,709 |
Selling, general and administrative (2) | 190,647 |  |  | 61,937 |  |  | 6,707 |  |  | 259,291 |
Segment earnings (loss) from operations | $ | 33,860 |  |  | $ | 2,557 |  |  | $ | (2,804) |  |  | $ | 33,613 |
Reconciliation of segment earnings from operations |  |  |  |  |  |  |
Interest income |  |  |  |  |  |  | 1,920 |
Interest expense |  |  |  |  |  |  | (719) |
Other, net |  |  |  |  |  |  | 2,536 |
Earnings before income taxes |  |  |  |  |  |  | $ | 37,350 |
______________________________ (1)The direct selling segment excludes $6,482 of intersegment net sales. (2)Includes amortization of acquired intangible assets of $13,372 and $952 for the Hiya segment and other category, respectively.
| Nine Months Ended September 28, 2024
| Direct selling |  |  |  | Other |  | Total
Net sales (1) | $ | 635,823 |  |  |  |  | $ | 5,067 |  |  | $ | 640,890 |
Less: |  |  |  |  |  |  |
Cost of sales | 119,999 |  |  |  |  | 2,660 |  |  | 122,659 |
Brand Partner incentives | 269,795 |  |  |  |  | 402 |  |  | 270,197 |
Selling, general and administrative (2) | 184,703 |  |  |  |  | 5,217 |  |  | 189,920 |
Segment earnings (loss) from operations | $ | 61,326 |  |  |  |  | $ | (3,212) |  |  | $ | 58,114 |
Reconciliation of segment earnings from operations |  |  |  |  |  |  |
Interest income |  |  |  |  |  |  | 8,581 |
Interest expense |  |  |  |  |  |  | (152) |
Other, net |  |  |  |  |  |  | (621) |
Earnings before income taxes |  |  |  |  |  |  | $ | 65,922 |
______________________________ (1)The direct selling segment excludes $1,563 of intersegment net sales. (2)Includes amortization of acquired intangible assets of $971 for the other category.
| Three Months Ended |  | Nine Months Ended
| September 27, 2025 |  | September 28, 2024 |  | September 27, 2025 |  | September 28, 2024
Depreciation and amortization: |  |  |  |  |  |  |
Direct selling | $ | 3,149 |  |  | $ | 3,229 |  |  | $ | 9,618 |  |  | $ | 9,485 |
Hiya direct-to-consumer | 4,468 |  |  | — |  |  | 13,419 |  |  | — |
Other | 302 |  |  | 340 |  |  | 964 |  |  | 1,055 |
Consolidated total | $ | 7,919 |  |  | $ | 3,569 |  |  | $ | 24,001 |  |  | $ | 10,540 |
No single Brand Partner accounted for 10% or more of net sales for the periods presented. The table below summarizes the approximate percentage of total product revenue for our direct selling and Hiya direct-to-consumer segments, and other category, that has been contributed by the Company’s nutritional supplements, food, and personal care and skincare products for the periods indicated.
| Three Months Ended |  | Nine Months Ended
| September 27, 2025 |  | September 28, 2024 |  | September 27, 2025 |  | September 28, 2024
Direct selling: |  |  |  |  |  |  |
USANA® Nutritionals | 74% |  | 86% |  | 74% |  | 87%
USANA Foods(1) | 6% |  | 7% |  | 6% |  | 6%
Personal care and skincare | 5% |  | 6% |  | 5% |  | 6%
Hiya direct-to-consumer: |  |  |  |  |  |  |
Hiya nutritional supplements | 14% |  | —% |  | 14% |  | —%
Other | 1% |  | 1% |  | 1% |  | 1%
______________________________ (1)Includes the Company’s Active Nutrition line. Selected Financial Information Financial information, presented by geographic region is listed below:
| Three Months Ended |  | Nine Months Ended
| September 27, 2025 |  | September 28, 2024 |  | September 27, 2025 |  | September 28, 2024
Net sales to external customers: |  |  |  |  |  |  |
Asia Pacific |  |  |  |  |  |  |
Greater China | $ | 92,571 |  |  | $ | 102,261 |  |  | $ | 324,488 |  |  | $ | 345,389 |
Southeast Asia Pacific | 29,178 |  |  | 37,267 |  |  | 97,785 |  |  | 108,734 |
North Asia | 17,690 |  |  | 20,541 |  |  | 53,797 |  |  | 61,672 |
Asia Pacific total | 139,439 |  |  | 160,069 |  |  | 476,070 |  |  | 515,795 |
Americas and Europe (1) | 74,231 |  |  | 40,152 |  |  | 222,987 |  |  | 125,095 |
Consolidated total | $ | 213,670 |  |  | $ | 200,221 |  |  | $ | 699,057 |  |  | $ | 640,890 |
______________________________ (1)Includes results of the Hiya direct-to-consumer segment. The following table provides further information on markets representing ten percent or more of consolidated net sales and long-lived assets (excluding intangible assets), respectively:
| Three Months Ended |  | Nine Months Ended
| September 27, 2025 |  | September 28, 2024 |  | September 27, 2025 |  | September 28, 2024
Net sales: |  |  |  |  |  |  |
China | $ | 82,616 |  |  | $ | 91,278 |  |  | $ | 292,411 |  |  | $ | 312,147 |
United States (1) | 56,889 |  |  | 21,463 |  |  | 168,894 |  |  | 65,267 |
South Korea | 17,247 |  |  | 20,077 |  |  | 52,451 |  |  | 60,339 |
______________________________ (1)Includes results of the Hiya direct-to-consumer segment.
| As of
| September 27, 2025 |  | December 28, 2024
Long-lived assets: |  |  |
United States | $ | 79,342 |  |  | $ | 81,459 |
China | 29,520 |  |  | 29,304 |

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- Definition The entire disclosure for reporting segments including data and tables. 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