EX-99.1 2 nspinvestorpres.htm EX-99.1
CONNECT WITH NATURE Investor Presentation | September 2020

SAFE HARBOR STATEMENTS Cautionary Note Regarding Forward-Looking Statements This presentation contains forward-looking statements regarding the Company’s future business expectations, which are subject to the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. Forward-looking statements may include, but are not limited to, statements relating to the Company’s objectives, plans, strategies and financial results. All statements (other than statements of historical fact) that address activities, events or developments that the Company intends, expects, projects, believes or anticipates will or may occur in the future are forward-looking statements. These statements are often characterized by terminology such as “believe,” “hope,” “may,” “anticipate,” “should,” “intend,” “plan,” “will,” “expect,” “estimate,” “project,” “positioned,” “strategy” and similar expressions, and are based on assumptions and assessments made by management in light of their experience and their perception of historical trends, current conditions, expected future developments and other factors they believe to be appropriate. Forward-looking statements are not guarantees of future performance and are subject to risks and uncertainties, including the following: adverse impacts of the global COVID- 19 pandemic; laws and regulations regarding direct selling may prohibit or restrict our ability to sell our products in some markets or require us to make changes to our business model in some markets; extensive government regulations to which the Company's products, business practices and manufacturing activities are subject; legal challenges to the Company's direct selling program or to the classification of its independent distributors; impact of anti-bribery laws, including the U.S. Foreign Corrupt Practices Act; the Company’s ability to attract and retain independent distributors; the loss of one or more key independent distributors who have a significant sales network; the Company’s joint venture for operations in China with Fosun Industrial Co., Ltd.; registration of products for sale in foreign markets, or difficulty or increased cost of importing products into foreign markets; cybersecurity threats and exposure to data loss; the storage, processing, and use of data, some of which contain personal information, are subject to complex and evolving privacy and data protection laws and regulations; reliance on information technology infrastructure; the effect of fluctuating foreign exchange rates; liabilities and obligations arising from improper activity by the Company’s independent distributors; failure of the Company’s independent distributors to comply with advertising laws; changes to the Company’s independent distributor compensation plans; geopolitical issues and conflicts; negative consequences resulting from difficult economic conditions, including the availability of liquidity or the willingness of the Company’s customers to purchase products; risks associated with the manufacturing of the Company's products; uncertainties relating to the application of transfer pricing, duties, value-added taxes, and other tax regulations, and changes thereto; changes in tax laws, treaties or regulations, or their interpretation; actions on trade relations by the U.S. and foreign governments; product liability claims; the sufficiency of trademarks and other intellectual property rights; and our cannabidiol (CBD) product line is subject to varying, rapidly changing laws, regulations, and rules. These and other risks and uncertainties that could cause actual results to differ from predicted results are more fully detailed under the caption “Risk Factors” in our reports filed with the Securities and Exchange Commission, including our Annual Report on Form 10-K and Quarterly Reports filed on Form 10-Q. All forward-looking statements speak only as of the date of this presentation and are expressly qualified in their entirety by the cautionary statements included in or incorporated by reference into this presentation. Except as is required by law, the Company expressly disclaims any obligation to publicly release any revisions to forward-looking statements to reflect events after the date of this presentation. Non-GAAP Financial Measures We have included information which has not been prepared in accordance with generally accepted accounting principles (GAAP), such as information concerning non-GAAP net income and Adjusted EBITDA. We utilize the non-GAAP measures of non-GAAP net income and Adjusted EBITDA in the evaluation of our operations and believe that these measures are useful indicators of our ability to fund our business. These non-GAAP financial measures should not be considered as an alternative to, or more meaningful than, U.S. GAAP net income (loss) as an indicator of our operating performance. Other companies may use the same or similarly named measures, but exclude different items, which may not provide investors with a comparable view of Nature’s Sunshine Products’ performance in relation to other companies. We have included a reconciliation of Net Income to Adjusted EBITDA, the most comparable GAAP measure. We have also included a reconciliation of GAAP net income to Non-GAAP net income and Non-GAAP Adjusted EPS, in the appendix. We believe presenting the impact of foreign currency fluctuations is useful to investors because it allows a more meaningful comparison of net sales of our foreign operations from period to period. Net sales excluding the impact of foreign currency fluctuations should not be considered in isolation or as an alternative to net sales in U.S. dollar measures that reflect current period exchange rates, or to other financial measures calculated and presented in accordance with U.S. GAAP. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 2

Nature holds the answers, we bottle them. Our mission is to make the healing power of nature accessible to everyone. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 3

NATURE’S SUNSHINE Nature’s Sunshine changed the world ~50 years ago as the first company to put herbs into easy-to-take capsules We sell 600+ products across seven different categories FEEL THE around the world Sophisticated in-house R&D capabilities via owned POWER… Hughes Center for Research & Innovation We manufacture most of our products in the U.S., ensuring optimal quality and safety We are executing a brand pivot supported by important consumer lifestyle changes NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 4

WE ARE ADDRESSING A CONSUMER THAT HAS CHANGED The consumer is in control Higher Engagement Think About Their Health Daily 64% 62% 54% Brands are treated Experience as Boomers Gen X Millennials as celebrities important as product Always Looking For Ways to be Better 68% 59% 48% Digital first Engaging more thoroughly Boomers Gen X Millennials in their health NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 5

OUR RESPONSE TO TODAY’S CONSUMER DEFINES OUR VISION How? Offer specialty products, customization Vision and personal service SHARE THE HEALING Create lifestyle branding and storytelling POWER OF NATURE, WITH EVERYONE. Leverage websites, e-commerce and digital marketing to drive customer loyalty Deliver customized experiences to encourage trial and repeat purchases NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 6

WE ARE ATTACKING A LARGE & STEADILY GROWING MARKET U.S. Supplement Industry Sales¹ U.S. Supplements by Category¹ 6% $ in Millions $62.4 Minerals $59.5 $57.8 30% 12% Vitamins $54.5 Meal Supplements $48.7 $46.1 14% $43.4 Sports $41.2 Nutrition 20% Herbs & Botanicals 18% Specialty/Other Asia & Europe Markets Represent ~$60B & ~$25B Markets, Respectively² 2016 2017 2018 2019 2020E 2021E 2022E 2023E 1 2020 NBJ Supplement Business Report. 2 Oct 2019 NBJ Volume XXIV, No. 9. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 7

O U R U . S . - BASED MANUFACTURING DRIVES OPERATIONAL EXCELLENCE Highest quality raw ingredients for bioavailability 600+ tests to ensure each formula does exactly what’s intended Strict compliance with FDA standards CERTIFICATIONS NSP Labs: state-of-the-art, 285,000 sq. ft. manufacturing facility in Spanish Fork, UT Hughes Center for Research & Innovation: 5,400 sq. ft. office, lab and clinical space in Lehi, UT NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 8

DIVERSE PRODUCT PORTFOLIO Weight General Health Digestive Cardiovascular Personal Care Immune Management Blood sugar Regulate intestinal Combine a variety Oils and lotions, Support and Healthy meal support, bone and digestive of superior heart aloe vera gel, herbal strengthen the replacements and health, cellular functions in health ingredients shampoo, herbal human immune products that health, cognitive support of the to give the skin treatment, system increase caloric function, joint human digestive cardiovascular toothpaste and skin burn rate health, mood, system system optimum cleanser sexual health, support sleep, sports & energy, and vision % of 2019 Sales¹ 35% 23% 21% 8% 7% 7% ¹May not foot due to rounding. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 9

GLOBAL MARKETS SERVED Retailers, Practitioners, Business Builders & E-Commerce NATURE’S SUNSHINE SALES BY REGION¹ Australia U.K. Canada Ukraine China United States 6% 17% Colombia Latin Europe Dominican Repub. America Ecuador Russian Markets El Salvador (Armenia, Azerbaijan, Belarus, Kazakhstan, Guatemala Kyrgyzstan, Moldova, Russia, Tajikistan, Turkmenistan, Honduras Uzbekistan, Georgia Mexico New Zealand Panama Poland SYNERGY WORLDWIDE Austria Korea Canada Malaysia Czech Republic Netherlands Denmark Norway Finland Poland Germany Slovenia Hong Kong Spain Iceland Sweden Indonesia Taiwan Ireland Thailand 38% 38% Italy United Kingdom Asia North Japan United States Nature’s Sunshine Synergy Shared Markets America ¹May not foot due to rounding. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 10

OUR FIVE GLOBAL GROWTH STRATEGIES Brand Power The Right Stuff Field Energy Manufacturing Inc. Digital First NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 11

#1 — BRAND POWER Capturing the imagination of distributors & clients with “rockstar” branding How? • Revitalizing our brand with new packaging & advertising • Restructuring our existing product portfolio to drive growth • Revolutionizing our product lineup Early actions • New packaging, company positioning, labels & color schemes • “Become a Force of Nature” Ad Campaign • qemp CBD launch in 2020, relief cream & qemp ZERO (zero THC) NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 12

BRAND POWER IN ACTION New Packaging – Label New look, same great quality products Transparency Non-GMO, organic, Vegetarian capsules vegan, other icons where possible where possible Embossed icon Herbal experts since 1972 on cap NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 13

BRAND POWER IN ACTION New Branding – Macro Botanicals & Macro Science Photography NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 14

BRAND POWER IN ACTION qemp – Not Another CBD Product Proprietary whole spectrum CBD oil that delivers targeted bio cannabinoids triggering specific receptors in the body Addresses a ~$4.7B market expected to grow to $12.4B by 2023 (38% CAGR) 1 Uniquely backed by our science and R&D prowess Traceability and improved sourcing bring compounds that deliver better performance, quality and transparency than any other CBD company Combining our CBD oil with whole herbs and essential oils in a way only we can deliver NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 1 Bright Field Group – 2020 US CBD Market Report 15

# 2 — FIELD ENERGY Managing the details to create a magical consumer experience How? • Greater focus on the “source of sales” • Developing tools and systems to encourage repeat purchases • Improving omnichannel capabilities Early actions • Field Fundamentals/Analytics • Groundbreaking new business model for North America launched September 1st NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 16

FIELD ENERGY IN ACTION “Subscribe & Thrive” Business Model – North America/LATAM Offering new suite of business tools, updated services & new customer- focused rewards Integrates new consumer-facing programs promoting: • Subscriptions • Community • Memberships • Sharing & Referrals • Personalization Introduces dynamic distributor programs: • New sales kits • Customer-driven rewards • Quick pay • Single, contemporized compensation plan NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 17

# 3 — DIGITAL FIRST Move from transactional to personal relationships through an exceptional user experience that drives loyalty & affinity How? • Building next-gen digital capabilities • Developing digital toolkit and community • Leveraging data to customize support Early actions • Distributor benefits – Augmented our websites to allow personal URLs for partners – Added email and social media campaign functionality to allow for greater connectedness – Providing key data on new and existing customers to allow for better insights • Consumer benefits – Contextual search features – Affiliate marketing opportunities NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 18

DIGITAL FIRST IN ACTION Shop for Products by Health Topic Product Category Body Systems NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 19

DIGITAL FIRST IN ACTION NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 20

# 4 — MANUFACTURING, INC. Unleash the top-tier manufacturing capabilities we already possess How? • Leveraging our strengths to streamline processes • Upgrading our manufacturing facilities for safe and secure production • Using our significant production capacity for further profitable expansion Early actions • Recently obtained USDA Organic and ISO 9001 certifications • Updated Kosher certification • Build contract manufacturing capabilities NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 21

#5 — THE RIGHT STUFF Create a high-performance team fully aligned and focused on winning How? • Building a high-performance-oriented global organization • Streamlining business processes to improve overall cost and efficiency • Enhancing leadership training and development programs Early actions • Launched new operating business units organized by region • Allows us to be more responsive and closer to our customer • Early success – 39% Q2-20 vs. Q2-19 revenue growth in China – 3% Q2 revenue growth in the U.S. and Europe – Annualized cost savings of $10M for 2019 NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 22

MANAGEMENT TEAM Terrence Moorehead Joseph Baty Dan Norman CEO CFO EVP, President of Asia Pacific 25+ years of experience in the retail Previously EVP and CFO Extensive experience in the network consumer products industry, including at Schiff Nutrition International marketing industry and deep background several leadership positions at Avon in information technology products. Named CFO of the Year in the large public company category by Utah Business Previously opened businesses in more than Previously CEO of Carlisle Etcetera and Magazine in 2012 two dozen countries across Asia, Europe Dana Beauty and Latin America. Significant Expertise in DTC and business transformation NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 23

MANAGEMENT TEAM (CONT.) Eddie Silcock Bryant Yates Tracee Comstock EVP, President of North America EVP, President of Europe VP, Human Resources Served as chief sales officer for Perfectly Served in various leadership capacities From Sep 2016 to Nov 2017, Posh with Nature’s Sunshine since 1999 served as VP of Human Resources at and VP of global sales Younique, LLC, a leading online at Young Living Essential Oils peer-to-peer social selling platform in Opened Nature’s Sunshine’s markets in makeup and skincare products. Eastern Europe and led significant 22 years of experience in several senior international expansion across the globe leadership roles with Avon Products From May 2013 to Sep 2016, held senior human resources positions at Young Living Essential Oils, Weave and Sun Edison. Also served as president and member of the board of directors of Salt Lake SHRM, a human resources organization in Utah. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 24

K E Y S T A T S 1 Trading data @ (8/28/20) Valuation Measures @ (8/28/20) Financial highlights (TTM Q2-20) Stock Price Enterprise Value Adjusted EBITDA3 $11.13 $176.4M $35.2M $5.50/$11.72 $217.2M $363.4M $6.9M 52 week low/high Market cap Total revenue Total debt2 4 38.11k 0.5x 74.0% $226.9M Avg. daily Vol. (3 mo.) EV/TTM 2020 revenue Gross margin Total assets2 19.5M 4.9x $10.7M $87.7M Shares outstanding EV/TTM 2020 Adj. EBITDA2 3 Non-GAAP Total net income3 liabilities2 45% Public float, est. $70.3M $139.2M Cash & Total equity2 equivalents2 78% Institutional/strategic owner holdings 1 Source: Capital IQ 2 As of the second quarter ended June 30, 2020. 3 See appendix for a reconciliation of this non-GAAP term. 4 Excludes $22.0M of lease liabilities. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 25

HISTORICAL FINANCIAL PERFORMANCE Revenue Adj. EBITDA1 $ in Millions $ in Millions • Adj. EBITDA margin expansion from 5.3% in ’16 to 9.7% TTM • Adj. EBITDA has doubled in two short years (’18 to TTM) $364.8 $363.4 $35.2 $362.2 $31.2 $18.1 $17.6 $341.2 $342.0 $12.2 2016 2017 2018 2019 TTM Q2-20 2016 2017 2018 2019 TTM Q2-20 Revenue Accelerant Opportunities Margin Drivers • Increase productivity of managers & distributors • Drive surplus manufacturing efficiencies • New products, including qemp • Improve manufacturing costs • Stronger regional-focused sales teams • Continue SG&A cost efficiencies • International market growth (China, Eastern Europe) 1 See appendix for a reconciliation of this non-GAAP term. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 26

WHY NATURE’S SUNSHINE? Expansive product platform, grounded in science, manufactured and tested in the USA Enormous market opportunity with a product platform addressing global consumer trends in health and wellness Brand repositioning better serves today’s more informed consumer Five meaningful, global growth opportunities to further scale our brands Well-positioned financially – significant cash position, healthy EBITDA generation, low debt NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 27

CONTACT US Investor Relations Contact Cody Slach Senior Managing Director, Gateway Investor Relations (949) 574-3860 NATR@gatewayir.com

APPENDIX

BOARD OF DIRECTORS J. Christopher Teets Rob Straus Chairman Independent Director • Partner at Red Mountain Capital Partners • Portfolio manager and analyst at Wynnefield Capital since 2015 • Former vice president at Goldman Sachs (NYSE: GS) • Over 20 years of experience in the investment banking industry Mary Beth Springer Robert Mercer Lead Independent Director Independent Director • Previously served as an executive VP and general manager at The Clorox Company • Director & secretary at the Joseph James Morelli Legacy Foundation (NYSE: CLX) • Previously served as vice president of dealer operations and general counsel and • Independent board member for Central Garden & Pet (NASDAQ: CENT) secretary for Mazda North America Lily Zou Richard Moss Independent Director Independent Director • Senior finance executive with extensive experience in corporate finance, tax, risk • Currently serves as CEO of Fosun Pharma (HKSE: 2196) management, and strategy in consumer product and healthcare related businesses • Former executive director of business development and licensing for Sandoz, a • Most recently was CFO of Hanesbrands (NYSE: HBI) and CFO for Chattem Novartis division (NYSE: NVS) focusing on biosimilars and generics Jeffrey Watkins Heidi Wissmiller Independent Director Independent Director • Over 25 years of senior management experience for notable companies in the • CCO at Prescott Group Capital Management consumer products and direct marketing space • Served as a portfolio manager at Capital Advisors for 18 years • Most recently served in multiple C-suite positions for Rodan + Fields, including chief growth officer and chief operating officer of global field sales and operations. NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 30

ADJUSTED EBITDA RECONCILIATION RECONCILIATION OF NET INCOME TO ADJUSTED EBITDA 2016 2017 2018 2019 2020 TTM Net Income $ 675 $(13,795) $ (1,202) $ 6,929 $ 11,710 Adjustments: Depreciation an amortization 4,808 8,634 9,806 10,599 10,681 Share-based compensation expense 3,217 2,218 2,170 2,120 2,399 Other (income) loss, net* 773 (1,835) 2,151 483 1,642 Provision for income taxes 8,591 17,017 4,402 8,713 9,019 Other adjustments (1) 252 2,375 (214) Adjusted EBITDA $ 18,064 $ 12,239 $ 17,579 $ 31,219 $ 35,237 (1) Other Adjustments CEO transition $ 2,518 Restructuring related expenses 1,525 2,375 421 Gain on sale of properties (3,791) (635) Total adjustments $ - $ - $ 252 $ 2,375 $ (214) NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 31

NON-GAAP NET INCOME RECONCILIATION NON-GAAP NET INCOME RECONCILIATION TTM Q2 2020 Net Income $ 11,710 Adjustments: Restructuring related expense 421 VAT refund (635) Tax impact of adjustments (128) Total adjustments (342) Non-GAAP net income $ 11,368 Reported income attributable to common shareholders $ 11,035 Total adjustments (342) Non-GAAP net income attributable to common shareholders $ 10,693 NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 32