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

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 2 S A F E H A R B O R S T A T E M E N T S 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. 3 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. 4 N A T U R E ’ S S U N S H I N E FEEL THE POWER… 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 around the world Sophisticated in-house R&D capabilities via owned 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. 5 W E A R E A D D R E S S I N G A C O N S U M E R T H A T H A S C H A N G E D The consumer is in control Brands are treated as celebrities Experience as important as product Digital first Engaging more thoroughly in their health Higher Engagement 54% 62% 64% Boomers Gen X Millennials 48% 59% 68% Boomers Gen X Millennials Think About Their Health Daily Always Looking For Ways to be Better

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 6 O U R R E S P O N S E T O T O D A Y ’ S C O N S U M E R D E F I N E S O U R V I S I O N Vision SHARE THE HEALING POWER OF NATURE, WITH EVERYONE. How? Offer specialty products, customization and personal service Deliver customized experiences to encourage trial and repeat purchases Leverage websites, e-commerce and digital marketing to drive customer loyalty Create lifestyle branding and storytelling

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 7 1 2020 NBJ Supplement Business Report. 2 Oct 2019 NBJ Volume XXIV, No. 9. W E A R E A T T A C K I N G A L A R G E & S T E A D I L Y G R O W I N G M A R K E T U.S. Supplement Industry Sales¹ U.S. Supplements by Category¹ $41.2 $43.4 $46.1 $48.7 $54.5 $57.8 $59.5 $62.4 2016 2017 2018 2019 2020E 2021E 2022E 2023E Asia & Europe Markets Represent ~$60B & ~$25B Markets, Respectively² 18% Specialty/Other 20% Herbs & Botanicals 30% Vitamins 6% Minerals 12% Meal Supplements 14% Sports Nutrition $ in Millions

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 8 O U R U . S . - B A S E D M A N U F A C T U R I N G D R I V E S O P E R A T I O N A L E X C E L L E N C E C E R T I F I C A T I O N S Highest quality raw ingredients for bioavailability 600+ tests to ensure each formula does exactly what’s intended Strict compliance with FDA standards 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. 9 D I V E R S E P R O D U C T P O R T F O L I O General Health Digestive Cardiovascular Personal Care Immune Weight Management Blood sugar support, bone health, cellular health, cognitive function, joint health, mood, sexual health, sleep, sports & energy, and vision Regulate intestinal and digestive functions in support of the human digestive system Combine a variety of superior heart health ingredients to give the cardiovascular system optimum support Oils and lotions, aloe vera gel, herbal shampoo, herbal skin treatment, toothpaste and skin cleanser Support and strengthen the human immune system Healthy meal replacements and products that increase caloric burn rate % 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. 10 G L O B A L M A R K E T S S E R V E D Retailers, Practitioners, Business Builders & E-Commerce Nature’s Sunshine Synergy Shared Markets NATURE’S SUNSHINE Australia U.K. Canada Ukraine China United States Colombia Dominican Repub. Ecuador Russian Markets (Armenia, Azerbaijan, Belarus, Kazakhstan, Kyrgyzstan, Moldova, Russia, Tajikistan, Turkmenistan, Uzbekistan, Georgia El Salvador Guatemala Honduras 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 Italy United Kingdom Japan United States 17% Europe 38% North America 6% Latin America 38% Asia SALES BY REGION¹ ¹May not foot due to rounding.

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 11 O U R F I V E G L O B A L G R O W T H S T R A T E G I E S Brand Power The Right Stuff Manufacturing Inc. Field Energy Digital First

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 12 # 1 — B R A N D P O W E R 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. 13 B R A N D P O W E R I N A C T I O N New Packaging – Label New look, same great quality products Vegetarian capsules where possible Non-GMO, organic, vegan, other icons where possible Herbal experts since 1972Embossed icon on cap Transparency

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 14 B R A N D P O W E R I N A C T I O N New Branding – Macro Botanicals & Macro Science Photography

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 15 B R A N D P O W E R I N A C T I O N 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 1 Bright Field Group – 2020 US CBD Market Report

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 16 # 2 — F I E L D E N E R G Y 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 1 st

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 17 F I EL D EN ER GY I N A C TI ON “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. 18 # 3 — D I G I T A L F I R S T 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. 19 D I G I T A L F I R S T I N A C T I O N Shop for Products by Health Topic Product Category Body Systems

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 20 D I G I T A L F I R S T I N A C T I O N

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 21 # 4 — M A N U F A C T U R I N G , I N C . 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. 22 # 5 — T H E R I G H T S T U F F 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. 23 M A N A G E M E N T T E A M Dan Norman EVP, President of Asia Pacific Extensive experience in the network marketing industry and deep background in information technology Previously opened businesses in more than two dozen countries across Asia, Europe and Latin America. Joseph Baty CFO Previously EVP and CFO at Schiff Nutrition International Named CFO of the Year in the large public company category by Utah Business Magazine in 2012 Terrence Moorehead CEO 25+ years of experience in the retail consumer products industry, including several leadership positions at Avon products. Previously CEO of Carlisle Etcetera and Dana Beauty Significant Expertise in DTC and business transformation

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 24 M A N A G E M E N T T E A M ( C O N T . ) Tracee Comstock VP, Human Resources From Sep 2016 to Nov 2017, served as VP of Human Resources at Younique, LLC, a leading online peer-to-peer social selling platform in makeup and skincare 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. Bryant Yates EVP, President of Europe Served in various leadership capacities with Nature’s Sunshine since 1999 Opened Nature’s Sunshine’s markets in Eastern Europe and led significant international expansion across the globe Eddie Silcock EVP, President of North America Served as chief sales officer for Perfectly Posh and VP of global sales at Young Living Essential Oils 22 years of experience in several senior leadership roles with Avon Products

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 25 K E Y S T A T S 1 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. Trading data @ (8/28/20) Valuation Measures @ (8/28/20) Financial highlights (TTM Q2-20) Stock Price $11.13 $5.50/$11.72 52 week low/high 38.11k Avg. daily Vol. (3 mo.) 19.5M Shares outstanding 45% Public float, est. 78% Institutional/strategic owner holdings Enterprise Value $176.4M $217.2M Market cap 0.5x EV/TTM 2020 revenue 4.9x EV/TTM 2020 Adj. EBITDA 2 3 Adjusted EBITDA3 $35.2M $363.4M Total revenue 74.0% Gross margin $10.7M Non-GAAP net income 3 $70.3M Cash & equivalents 2 $6.9M Total debt 2 4 $226.9M Total assets 2 $87.7M Total liabilities 2 $139.2M Total equity 2

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 26 H I S T O R I C A L F I N A N C I A L P E R F O R M A N C E $341.2 $342.0 $364.8 $362.2 $363.4 2016 2017 2018 2019 TTM Q2-20 Revenue Adj. EBITDA 1 $18.1 $12.2 $17.6 $31.2 $35.2 2016 2017 2018 2019 TTM Q2-20 Revenue Accelerant Opportunities • Increase productivity of managers & distributors • New products, including qemp • Stronger regional-focused sales teams • International market growth (China, Eastern Europe) Margin Drivers • Drive surplus manufacturing efficiencies • Improve manufacturing costs • Continue SG&A cost efficiencies $ in Millions $ in Millions 1 See appendix for a reconciliation of this non-GAAP term. • Adj. EBITDA margin expansion from 5.3% in ’16 to 9.7% TTM • Adj. EBITDA has doubled in two short years (’18 to TTM)

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 27 WH Y N A TU R E’ S S U N S H I N E? 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

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

APPENDIX

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 30 B OA R D OF DI R EC TOR S J. Christopher Teets Chairman • Partner at Red Mountain Capital Partners • Former vice president at Goldman Sachs (NYSE: GS) Mary Beth Springer Lead Independent Director • Previously served as an executive VP and general manager at The Clorox Company (NYSE: CLX) • Independent board member for Central Garden & Pet (NASDAQ: CENT) Richard Moss Independent Director • Senior finance executive with extensive experience in corporate finance, tax, risk management, and strategy in consumer product and healthcare related businesses • Most recently was CFO of Hanesbrands (NYSE: HBI) and CFO for Chattem Lily Zou Independent Director • Currently serves as CEO of Fosun Pharma (HKSE: 2196) • Former executive director of business development and licensing for Sandoz, a Novartis division (NYSE: NVS) focusing on biosimilars and generics Jeffrey Watkins Independent Director • CCO at Prescott Group Capital Management • Served as a portfolio manager at Capital Advisors for 18 years Robert Mercer Independent Director • Director & secretary at the Joseph James Morelli Legacy Foundation • Previously served as vice president of dealer operations and general counsel and secretary for Mazda North America Rob Straus Independent Director • Portfolio manager and analyst at Wynnefield Capital since 2015 • Over 20 years of experience in the investment banking industry Heidi Wissmiller Independent Director • Over 25 years of senior management experience for notable companies in the consumer products and direct marketing space • 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. 31 A DJU S TED EB I TDA R EC ON C I L I A TI ON 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) RECONCILIATION OF NET INCOME TO ADJUSTED EBITDA

NASDAQ: NATR | ©2020 Nature's Sunshine Products, Inc. All rights reserved. 32 N ON - GA A P N ET I N C OM E R EC ON C I L I A TI ON 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 NON-GAAP NET INCOME RECONCILIATION