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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
_________________________________________________________________
FORM 10-Q
(Mark One)
☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended March 31, 2025
OR
☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from to .
Commission File Number: 001-34483
NATURE’S SUNSHINE PRODUCTS, INC.
(Exact name of Registrant as specified in its charter)

Utah |  | 87-0327982
(State or other jurisdiction of |  | (IRS Employer
incorporation or organization) |  | Identification No.)

2901 Bluegrass Boulevard, Suite 100
Lehi, Utah 84043
(Address of principal executive offices and zip code)
(801) 341-7900
(Registrant’s telephone number including area code)
Securities registered pursuant to Section 12(b) of the Securities Exchange Act of 1934

Title of each class | Trading Symbol(s) | Name of each exchange on which registered
Common Stock, no par value | NATR | Nasdaq Capital Market

Indicate by check mark whether the registrant; (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes ý No o
Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files). Yes ý No o
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company” and an “emerging growth company” in Rule 12b-2 of the Exchange Act.

Large accelerated filer o |  | Accelerated filer ☒
Non-accelerated filer o |  | Smaller reporting company ☒
|  | Emerging growth company ☐

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. o

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Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act). Yes ☐ No ý.
The number of shares of Common Stock, no par value, outstanding on April 18, 2025 was 18,350,801 shares.

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NATURE’S SUNSHINE PRODUCTS, INC.
FORM 10-Q
For the Quarter Ended March 31, 2025
Table of Contents

Part I. Financial Information | 4
| Item 1. | Financial Statements (Unaudited) | 4
|  | Condensed Consolidated Balance Sheets | 4
|  | Condensed Consolidated Statements of Income | 5
|  | Condensed Consolidated Statements of Comprehensive Incom e | 6
|  | Condensed Consolidated Statement s of Changes in Shareholders’ Equity | 7
|  | Condensed Consolidated Statements of Cash Flows | 8
|  | Notes to Condensed Consolidated Financial Statements | 9
| Item 2. | Management’s Discussion and Analysis of Financial Condition and Results of Operations | 18
| Item 3. | Quantitative and Qualitative Disclosures about Market Risk | 26
| Item 4. | Controls and Procedures | 26
Part II. Other Information | 27
| Item 1. | Legal Proceedings | 27
| Item 1A. | Risk Factors | 27
| Item 2. | Unregistered Sales of Equity Securities and Use of Proceeds | 28
| Item 3. | Defaults Upon Senior Securities | 28
| Item 4. | Mine Safety Disclosures | 28
| Item 5. | Other Information | 28
| Item 6. | Exhibits | 29

2

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CAUTIONARY NOTE REGARDING FORWARD-LOOKING STATEMENTS
Certain information included or incorporated herein by reference in this report may be deemed to be “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. Forward-looking statements may include, but are not limited to, statements relating to our objectives, plans, strategies and financial results, including expected improvement in gross profit and gross margin. All statements (other than statements of historical fact) that address activities, events or developments that we intend, expect, project, believe or anticipate 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 in light of our experience and perception of historical trends, current conditions, expected future developments and other factors we believe to be appropriate. For example, information appearing under “Management’s Discussion and Analysis of Financial Condition and Results of Operations” includes forward-looking statements. Forward-looking statements are not guarantees of future performance and are subject to risks and uncertainties. Important factors that could cause actual results, developments and business decisions to differ materially from forward-looking statements are more fully described in this report, including the risks set forth under “Risk Factors” in Item 1A, and in the Company's Annual Report on Form 10-K for the year ended December 31, 2024, but include the following:
•failure to comply with laws and regulations relating to trade restrictions and export controls;
•laws and regulations regarding direct selling that 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;
•current and potential future extensive government regulations to which the Company’s products, business practices and manufacturing activities are subject;
•registration of products for sale in foreign markets, or difficulty or increased cost of importing products into foreign markets;
•legal challenges to the Company’s direct selling program or to the classification of its independent consultants;
•failure of the Company’s independent consultants to comply with advertising laws;
•product liability claims;
•impact of anti-bribery laws, including the U.S. Foreign Corrupt Practices Act;
•the Company’s ability to attract and retain independent consultants;
•the loss of one or more key independent consultants who have a significant sales network;
•potential for increased liability and compliance costs relating to the Company’s joint venture for operations in China with Fosun Industrial Co., Ltd.;
•the effect of fluctuating foreign exchange rates;
•liabilities and obligations arising from improper activity by the Company’s independent consultants;
•changes to the Company’s independent consultant compensation plans;
•geopolitical issues, conflicts or other global events;
•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;
•supply chain disruptions, manufacturing interruptions or delays or the failure to accurately forecast customer demand;
•failure to timely and effectively obtain shipments of products from our suppliers and deliver products to our independent consultants and customers;
•the impact of shifting tariff regimes and trade policies between U.S. and the other countries where we operate;
•uncertainties relating to the application of transfer pricing, duties, value-added taxes and other tax regulations, and changes thereto;
•failure to maintain an effective system of internal controls over financial reporting;
•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; and
•the sufficiency of trademarks and other intellectual property rights.
All forward-looking statements speak only as of the date of this report and are expressly qualified in their entirety by the cautionary statements included in or incorporated by reference into this report. Except as is required by law, we expressly disclaim any obligation to publicly release any revisions to forward-looking statements to reflect events after the date of this report. Throughout this report, we refer to Nature’s Sunshine Products, Inc., together with our subsidiaries, as "we," "us," "our," "our Company" or “the Company.”
3

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PART I FINANCIAL INFORMATION
Item 1. FINANCIAL STATEMENTS
NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED BALANCE SHEETS
(Amounts in thousands)
(Unaudited)

| March 31, 2025 |  | December 31, 2024
Assets |  |  |
Current assets: |  |  |
Cash and cash equivalents | $ | 86,486 |  |  | $ | 84,700 |
Accounts receivable, net of allowance for doubtful accounts of $91 and $97, respectively | 11,413 |  |  | 9,477 |
Inventories | 64,928 |  |  | 59,443 |
Prepaid expenses and other | 7,955 |  |  | 6,959 |
Total current assets | 170,782 |  |  | 160,579 |
Property, plant and equipment, net | 37,701 |  |  | 39,585 |
Operating lease right-of-use assets | 13,461 |  |  | 12,799 |
Restricted investment securities - trading | 937 |  |  | 915 |
Deferred income tax assets | 20,019 |  |  | 17,644 |
Other assets | 9,802 |  |  | 9,333 |
Total assets | $ | 252,702 |  |  | $ | 240,855 |
Liabilities and Shareholders’ Equity |  |  |
Current liabilities: |  |  |
Accounts payable | $ | 9,865 |  |  | $ | 8,912 |
Accrued volume incentives and service fees | 22,697 |  |  | 20,563 |
Accrued liabilities | 24,859 |  |  | 25,399 |
Deferred revenue | 2,487 |  |  | 2,774 |
Income taxes payable | 6,542 |  |  | 4,117 |
Current portion of operating lease liabilities | 4,291 |  |  | 3,927 |
Total current liabilities | 70,741 |  |  | 65,692 |
Liability related to unrecognized tax benefits | 627 |  |  | 628 |
Long-term portion of operating lease liabilities | 10,557 |  |  | 10,277 |
Deferred compensation payable | 937 |  |  | 915 |
Deferred income tax liabilities | 1,160 |  |  | 1,007 |
Other liabilities | 1,580 |  |  | 1,345 |
Total liabilities | 85,602 |  |  | 79,864 |
Shareholders’ equity: |  |  |
Common stock, no par value, 50,000 shares authorized, 18,474 and 18,483 shares issued and outstanding, respectively | 115,146 |  |  | 114,577 |
Retained earnings | 62,154 |  |  | 57,407 |
Noncontrolling interest | 5,815 |  |  | 5,678 |
Accumulated other comprehensive loss | (16,015) |  |  | (16,671) |
Total shareholders’ equity | 167,100 |  |  | 160,991 |
Total liabilities and shareholders’ equity | $ | 252,702 |  |  | $ | 240,855 |

See accompanying notes to condensed consolidated financial statements.
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NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF INCOME
(Amounts in thousands, except per share information)
(Unaudited)

Three Months Ended March 31, |  | 2025 |  | 2024
Net sales |  | $ | 113,248 |  |  | $ | 110,993 |
Cost of sales |  | 31,651 |  |  | 32,015 |
Gross profit |  | 81,597 |  |  | 78,978 |
Operating expenses: |  |  |  |
Volume incentives |  | 34,844 |  |  | 33,570 |
Selling, general and administrative |  | 40,581 |  |  | 40,784 |
Operating income |  | 6,172 |  |  | 4,624 |
Other income: |  |  |  |
Interest and other income, net |  | 205 |  |  | 63 |
Interest expense |  | (21) |  |  | (12) |
Foreign exchange gains (losses), net |  | 753 |  |  | (20) |
|  | 937 |  |  | 31 |
Income from operations before provision for income taxes |  | 7,109 |  |  | 4,655 |
Provision for income taxes |  | 2,225 |  |  | 2,165 |
Net income |  | 4,884 |  |  | 2,490 |
Net income attributable to noncontrolling interests |  | 137 |  |  | 169 |
Net income attributable to common shareholders |  | $ | 4,747 |  |  | $ | 2,321 |
Basic and diluted net income per common share: |  |  |  |
Basic earnings per share attributable to common shareholders |  | $ | 0.26 |  |  | $ | 0.12 |
Diluted earnings per share attributable to common shareholders |  | $ | 0.25 |  |  | $ | 0.12 |
Weighted average basic common shares outstanding |  | 18,486 |  |  | 18,828 |
Weighted average diluted common shares outstanding |  | 18,846 |  |  | 19,224 |

See accompanying notes to condensed consolidated financial statements.
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NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF COMPREHENSIVE INCOME
(Amounts in thousands)
(Unaudited)

Three Months Ended March 31, |  | 2025 |  | 2024
Net income |  | $ | 4,884 |  |  | $ | 2,490 |
Foreign currency translation gain (loss) (net of tax) |  | 656 |  |  | (1,692) |
Total comprehensive income |  | $ | 5,540 |  |  | $ | 798 |

See accompanying notes to condensed consolidated financial statements.
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NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF CHANGES IN SHAREHOLDERS’ EQUITY
(Amounts in thousands)
(Unaudited)

| Common Stock |  | Retained Earnings |  | Noncontrolling Interest |  | Accumulated Other Comprehensive Loss |  | Total
| Shares |  | Amount |  |  |  |
Balance at December 31, 2024 | 18,483 |  |  | $ | 114,577 |  |  | $ | 57,407 |  |  | $ | 5,678 |  |  | $ | (16,671) |  |  | $ | 160,991 |
Share-based compensation expense | — |  |  | 1,300 |  |  | — |  |  | — |  |  | — |  |  | 1,300 |
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax | 29 |  |  | (255) |  |  | — |  |  | — |  |  | — |  |  | (255) |
Repurchase of common stock | (38) |  |  | (476) |  |  | — |  |  | — |  |  | — |  |  | (476) |
Net income | — |  |  | — |  |  | 4,747 |  |  | 137 |  |  | — |  |  | 4,884 |
Other comprehensive income | — |  |  | — |  |  | — |  |  | — |  |  | 656 |  |  | 656 |
Balance at March 31, 2025 | 18,474 |  |  | $ | 115,146 |  |  | $ | 62,154 |  |  | $ | 5,815 |  |  | $ | (16,015) |  |  | $ | 167,100 |

| Common Stock |  | Retained Earnings |  | Noncontrolling Interest |  | Accumulated Other Comprehensive Loss |  | Total
| Shares |  | Amount |  |  |  |
Balance at December 31, 2023 | 18,875 |  |  | $ | 119,694 |  |  | $ | 49,711 |  |  | $ | 5,482 |  |  | $ | (15,347) |  |  | $ | 159,540 |
Share-based compensation expense | — |  |  | 1,369 |  |  | — |  |  | — |  |  | — |  |  | 1,369 |
Shares issued from the exercise of stock options and vesting of restricted stock units, net of shares exchanged for withholding tax | 16 |  |  | (152) |  |  | — |  |  | — |  |  | — |  |  | (152) |
Repurchase of common stock | (105) |  |  | (1,848) |  |  | — |  |  | — |  |  | — |  |  | (1,848) |
Net income | — |  |  | — |  |  | 2,321 |  |  | 169 |  |  | — |  |  | 2,490 |
Other comprehensive loss | — |  |  | — |  |  | — |  |  | — |  |  | (1,692) |  |  | (1,692) |
Balance at March 31, 2024 | 18,786 |  |  | $ | 119,063 |  |  | $ | 52,032 |  |  | $ | 5,651 |  |  | $ | (17,039) |  |  | $ | 159,707 |

See accompanying notes to condensed consolidated financial statements.
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NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS
(Amounts in thousands)
(Unaudited)

Three Months Ended March 31, |  | 2025 |  | 2024
CASH FLOWS FROM OPERATING ACTIVITIES: |  |  |  |
Net income |  | $ | 4,884 |  |  | $ | 2,490 |
Adjustments to reconcile net income to net cash provided by operating activities: |  |  |  |
Depreciation and amortization |  | 3,499 |  |  | 3,160 |
Non-cash lease expense |  | 1,479 |  |  | 1,197 |
Share-based compensation expense |  | 1,300 |  |  | 1,369 |
Deferred income taxes |  | (1,982) |  |  | (157) |
Purchase of trading investment securities |  | (61) |  |  | (14) |
Proceeds from sale of trading investment securities |  | 1 |  |  | 21 |
Realized and unrealized losses (gains) on investments |  | 37 |  |  | (62) |
Foreign exchange losses (gains) |  | (753) |  |  | 20 |
Changes in assets and liabilities: |  |  |  |
Accounts receivable |  | (1,786) |  |  | (1,136) |
Inventories |  | (5,053) |  |  | 3,389 |
Prepaid expenses and other current assets |  | (1,242) |  |  | (2,415) |
Other assets |  | (157) |  |  | (409) |
Accounts payable |  | 644 |  |  | 1,099 |
Accrued volume incentives and service fees |  | 1,986 |  |  | (101) |
Accrued liabilities |  | (1,116) |  |  | (6,802) |
Deferred revenue |  | (293) |  |  | 108 |
Lease liabilities |  | (1,502) |  |  | (1,002) |
Income taxes payable |  | 2,283 |  |  | 965 |
Liability related to unrecognized tax benefits |  | 418 |  |  | 415 |
Deferred compensation payable |  | 23 |  |  | 55 |
Net cash provided by operating activities |  | 2,609 |  |  | 2,190 |
CASH FLOWS FROM INVESTING ACTIVITIES: |  |  |  |
Purchases of property, plant and equipment |  | (1,110) |  |  | (3,689) |
Net cash used in investing activities |  | (1,110) |  |  | (3,689) |
CASH FLOWS FROM FINANCING ACTIVITIES: |  |  |  |
Proceeds from revolving credit facility |  | 735 |  |  | 4,808 |
Principal payments of revolving credit facility |  | (735) |  |  | (2,701) |
Payments related to tax withholding for net-share settled equity awards |  | (255) |  |  | (152) |
Repurchase of common stock |  | (476) |  |  | (1,848) |
Net cash provided by (used in) financing activities |  | (731) |  |  | 107 |
Effect of exchange rates on cash and cash equivalents |  | 1,018 |  |  | (3,208) |
Net increase (decrease) in cash and cash equivalents |  | 1,786 |  |  | (4,600) |
Cash and cash equivalents at the beginning of the period |  | 84,700 |  |  | 82,373 |
Cash and cash equivalents at the end of the period |  | $ | 86,486 |  |  | $ | 77,773 |
SUPPLEMENTAL DISCLOSURE OF CASH FLOW INFORMATION: |  |  |  |
Cash paid for income taxes, net of refunds |  | $ | 1,875 |  |  | $ | 1,383 |
Cash paid for interest |  | 15 |  |  | 12 |

See accompanying notes to condensed consolidated financial statements.
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NATURE’S SUNSHINE PRODUCTS, INC. AND SUBSIDIARIES
NOTES TO CONDENSED CONSOLIDATED FINANCIAL STATEMENTS
(Unaudited)
(1) Basis of Presentation
We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who use the products themselves or resell them to consumers.
Principles of Consolidation
The accompanying unaudited condensed consolidated financial statements have been prepared in accordance with generally accepted accounting principles in the United States ("U.S. GAAP") for interim financial information and with the instructions to Form 10-Q and Article 10 of Regulation S-X. Accordingly, they do not include all the information and footnotes required by U.S. GAAP for complete financial statements. The unaudited condensed consolidated financial statements include the accounts of the Company and its subsidiaries. All intercompany accounts and transactions are eliminated in consolidation. In the opinion of management, the accompanying unaudited condensed consolidated financial statements contain all adjustments (consisting of normal recurring accruals) considered necessary for a fair presentation of our financial information as of March 31, 2025, and for the three-month periods ended March 31, 2025 and 2024. The results of operations of any interim period are not necessarily indicative of the results of operations to be expected for the year ending December 31, 2025.
These condensed consolidated financial statements should be read in conjunction with the consolidated financial statements and the notes thereto included in our Annual Report on Form 10-K for the year ended December 31, 2024.
Use of Estimates
The preparation of consolidated financial statements in accordance with U.S. GAAP requires management to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses and related disclosure of contingent assets and liabilities, in these financial statements and accompanying notes. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations.
The significant accounting estimates inherent in the preparation of our financial statements include estimates associated with our determination of liabilities related to independent consultant incentives, the determination of income tax assets and liabilities, certain other non-income tax and value-added tax contingencies and legal contingencies. In addition, significant estimates form the basis for allowances with respect to inventory valuations. Various assumptions and other factors enter into the determination of these significant estimates. The process of determining significant estimates takes into account historical experience and current and expected economic conditions.
Noncontrolling Interests
Noncontrolling interests changed as a result of the net income attributable to noncontrolling interests of $0.1 million and $0.2 million for the three months ended March 31, 2025 and 2024, respectively. As of March 31, 2025 and December 31, 2024, noncontrolling interests were $5.8 million and $5.7 million, respectively.
Recent Accounting Pronouncements
In November 2023, the Financial Accounting Standards Board (“ FASB”) issued ASU No. 2023-07, Segment Reporting (Topic 280): Improvements to Reportable Segment Disclosures. This ASU provides additional guidance on the improved reportable segment disclosure requirements primarily through enhanced disclosures about significant segment expenses. In addition, the amendments improve interim disclosure requirements, clarify circumstances in which an entity can disclose multiple segment measures of profit or loss, provide new segment disclosure requirements for entities with a single reportable segment and contain other disclosure requirements. The amendments in this update were effective as of December 15, 2023. The adoption of this ASU did not have a significant impact on our Consolidated Financial Statements.
In December 2023, the FASB issued ASU No. 2023-09, Income Taxes (Topic 740): Improvements to Income Tax Disclosures. This ASU provides additional guidance on the disclosure of income taxes on an annual basis and requires all public business entities to disclose specific categories in the rate reconciliation, provide additional information on reconciling items, additional information about income taxes paid and additional information about income tax expense from continuing
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operation. The amendments in this update are effective as of December 15, 2024. The adoption of this ASU did not have a significant impact on our consolidated financial statements.
In November 2024, the FASB issued ASU No. 2024-03, Income Statement—Reporting Comprehensive Income—Expense Disaggregation Disclosures (Subtopic 220-40): Disaggregation of Income Statement Expenses. This standard requires disclosure, in the notes to financial statements, of specific information about certain costs and expenses. ASU 2024-03 is effective for annual reporting periods beginning after December 15, 2026, and interim reporting periods beginning after December 15, 2027. The adoption of this ASU is not expected to have a significant impact on our consolidated financial statements.
(2) Inventories
The composition of inventories is as follows (dollar amounts in thousands):

|  | March 31, 2025 |  | December 31, 2024
Raw materials |  | $ | 23,325 |  |  | $ | 21,312 |
Work in progress |  | 1,207 |  |  | 1,011 |
Finished goods |  | 40,396 |  |  | 37,120 |
Total inventories |  | $ | 64,928 |  |  | $ | 59,443 |

(3) Restricted Investment Securities - Trading
Our trading securities portfolio totaled $0.9 million at March 31, 2025, and $0.9 million at December 31, 2024, and generated losses of $37,000 and gains of $62,000 for the three months ended March 31, 2025 and 2024, respectively.
(4) Revolving Credit Facility and Other Obligations
On July 11, 2017, we entered into a revolving credit agreement with Bank of America, N.A., with a borrowing limit of $25.0 million (the “Credit Agreement”). On June 23, 2022, the Credit Agreement was amended to extend the term to mature on July 1, 2027. On September 11, 2024, the Credit Agreement was amended to modify the calculation of interest. Interest under the amended Credit Agreement is the greater of SOFR Daily Floating Rate or the Index Floor, plus 1.50 percent (5.92 percent as of March 31, 2025), and an annual commitment fee of 0.25 percent on the unused portion of the commitment. At March 31, 2025 and December 31, 2024, there was no outstanding balance under the Credit Agreement.
The Credit Agreement contains customary financial covenants, including financial covenants relating to our solvency and leverage. In addition, the Credit Agreement restricts certain capital expenditures, lease expenditures, other indebtedness, liens on assets, guarantees, loans and advances, dividends, mergers, consolidations and transfers of assets except as permitted in the Credit Agreement. The Credit Agreement is collateralized by our manufacturing facility, accounts receivable, inventories and other assets. As of March 31, 2025, we were in compliance with the debt covenants set forth in the Credit Agreement.
(5) Net Income Per Share
Basic net income per common share (“Basic EPS”), is computed by dividing net income by the weighted average number of common shares outstanding during the period. Diluted net income per common share (“Diluted EPS”) reflects the potential dilution that could occur if stock options or other contracts to issue common stock were exercised or converted into common stock. The computation of Diluted EPS does not assume exercise or conversion of securities that would have an anti-dilutive effect on net income per common share.
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Following is a reconciliation of the numerator and denominator of Basic EPS to the numerator and denominator of Diluted EPS for the three months ended March 31, 2025 and 2024 (dollar and share amounts in thousands, except for per share information):

Three Months Ended March 31, |  | 2025 |  | 2024
Net income attributable to common shareholders |  | $ | 4,747 |  |  | $ | 2,321 |
Basic weighted average shares outstanding |  | 18,486 |  |  | 18,828 |
Basic earnings per share attributable to common shareholders |  | $ | 0.26 |  |  | $ | 0.12 |
Diluted shares outstanding: |  |  |  |
Basic weighted-average shares outstanding |  | 18,486 |  |  | 18,828 |
Stock-based awards |  | 360 |  |  | 396 |
Diluted weighted-average shares outstanding |  | 18,846 |  |  | 19,224 |
Diluted earnings per share attributable to common shareholders |  | $ | 0.25 |  |  | $ | 0.12 |
Dilutive shares excluded from diluted-per-share amounts: |  |  |  |
Share-based awards |  | 837 |  |  | 801 |
Anti-dilutive shares excluded from diluted-per-share amounts: |  |  |  |
Share-based awards |  | — |  |  | 25 |

Potentially dilutive shares excluded from diluted-per-share amounts include performance-based restricted stock units, for which certain metrics have not been achieved. Potentially anti-dilutive shares excluded from diluted-per-share amounts include both non-qualified stock options and unearned performance-based options to purchase shares of common stock with exercise prices greater than the weighted-average share price during the period and shares that would be anti-dilutive to the computation of diluted net income per share for each of the periods presented.
(6) Capital Transactions
Dividends
The declaration of future dividends is subject to the discretion of our Board of Directors and will depend upon numerous factors, including earnings, financial condition, restrictions imposed by any indebtedness that may be outstanding, cash requirements, future prospects and other factors deemed relevant by our Board of Directors.
Share Repurchase Program
On March 10, 2021, we announced a $15.0 million common share repurchase program. On March 8, 2022, we announced an amendment to the share repurchase program allowing the repurchase of an additional $30.0 million in common shares. The repurchases may be made from time to time as market conditions warrant and are subject to regulatory considerations. For the three months ended March 31, 2025 and 2024, we repurchased 38,000 and 105,000 shares of our common stock for $0.5 million and $1.8 million, respectively. At March 31, 2025, the remaining balance available for repurchases under the program was $8.3 million.
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Share-Based Compensation
During the year ended December 31, 2012, our shareholders adopted and approved the 2012 Incentive Plan. The 2012 Incentive Plan provides for the grant of incentive stock options, non-statutory stock options, stock appreciation rights, restricted stock, restricted stock units, dividend equivalent rights, performance awards, stock awards and other stock-based awards. The Compensation Committee of the Board of Directors has authority and discretion to determine the type of award, as well as the amount, terms and conditions of each award under the 2012 Incentive Plan, subject to the limitations of the 2012 Incentive Plan. A total of 1,500,000 shares of common stock were originally authorized for the granting of awards under the 2012 Incentive Plan. In 2015, our shareholders approved an amendment to the 2012 Incentive Plan to increase the number of shares of Common Stock reserved for issuance by 1,500,000 shares. On May 5, 2021, our shareholders approved the Amended and Restated 2012 Stock Incentive Plan which, among other amendments, increased the number of shares of common stock reserved for issuance by 2,000,000 shares. The number of shares available for awards, as well as the terms of outstanding awards, are subject to adjustment as provided in the 2012 Incentive Plan for stock splits, stock dividends, recapitalizations and other similar events.
Stock Options
Our outstanding stock options include time-based stock options, which vest over differing periods of time ranging from the date of issuance to up to 48 months from the option grant date, and performance-based stock options, which have already vested upon achieving operating income margins of six, eight and ten percent as reported in four of five consecutive quarters over the term of the options.
Stock option activity for the three-month period ended March 31, 2025, is as follows (amounts in thousands, except per share information):

| Number of Shares |  | Weighted Average Exercise Price Per Share |  | Weighted Average Grant Date Fair Value
Options outstanding at December 31, 2024 | 75 |  |  | $ | 11.25 |  |  | $ | 3.85 |
Granted | — |  |  | — |  |  | — |
Forfeited or canceled | — |  |  | — |  |  | — |
Exercised | — |  |  | — |  |  | — |
Options outstanding at March 31, 2025 | 75 |  |  | $ | 11.25 |  |  | $ | 3.85 |

There was no share-based compensation expense for the three-month periods ended March 31, 2025 and 2024. As of March 31, 2025 and December 31, 2024, there was no unrecognized share-based compensation expense related to the grants described above.
At March 31, 2025, the aggregate intrinsic value of outstanding and exercisable stock options to purchase 75,000 shares of common stock was $0.3 million. At December 31, 2024, the aggregate intrinsic value of outstanding and exercisable options to purchase 75,000 shares of common stock was $0.3 million.
For the three months ended March 31, 2025 and 2024, no shares of common stock were issued upon the exercise of stock options.
As of March 31, 2025 and December 31, 2024, we had no unvested stock options outstanding.
Restricted Stock Units
Our outstanding restricted stock units (“RSUs”) include time-based RSUs, which vest over differing periods of time ranging from 12 months to up to 36 months from the RSU grant date, as well as performance-based RSUs, which vest upon achieving targets relating to adjusted EBITDA growth and/or stock price levels. RSUs granted to members of the Board of Directors contain a restriction period in which the shares are not issued until two years after vesting. At March 31, 2025 and December 31, 2024, there were 110,000 and 110,000 vested RSUs, respectively, granted to the Board of Directors with an accompanying restriction period.
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Restricted stock unit activity for the three-month period ended March 31, 2025, is as follows (amounts in thousands, except per share information):

| Number of Shares |  | Weighted Average Grant Date Fair Value
Units outstanding at December 31, 2024 | 1,248 |  |  | $ | 12.29 |
Granted | 481 |  |  | 15.43 |
Forfeited | — |  |  | — |
Issued | (50) |  |  | 17.25 |
Units outstanding at March 31, 2025 | 1,679 |  |  | 13.04 |

During the three-month period ended March 31, 2025, we granted 481,000 RSUs under the 2012 Incentive Plan to the Board of Directors, executive officers and other employees, which were comprised of time-based RSUs, adjusted EBITDA and total shareholder return ("TSR") performance-based RSUs. The time-based RSUs were issued with a weighted-average grant date fair value of $14.74 per share and vest in 12 monthly installments over a one-year period from the grant date or in annual installments over a three-year period from the grant date. The adjusted EBITDA performance-based RSUs were issued with a weighted-average grant date fair value of $14.74 per share and vest upon achieving adjusted EBITDA targets and maintaining those targets over a four-quarter period from the grant date. The TSR performance-based RSUs were issued with a weighted-average grant date fair value of $17.44 per share and vest upon achieving TSR targets and maintaining those targets over two- and three-year periods from the grant date.
Share-based compensation expense related to time-based RSUs for the three-month periods ended March 31, 2025 and 2024, was approximately $1.0 million and $1.0 million, respectively. As of March 31, 2025 and December 31, 2024, the unrecognized share-based compensation expense related to the grants described above, excluding incentive awards discussed below, was $4.5 million and $2.4 million, respectively. The remaining compensation expense is expected to be recognized over the weighted average period of approximately 0.9 years.
Share-based compensation expense related to performance-based RSUs for the three-month periods ended March 31, 2025 and 2024, was $0.3 million and $0.4 million, respectively. Should we attain all the metrics related to performance-based RSU grants, we would recognize up to $8.2 million of potential share-based compensation expense. We currently expect to recognize an additional $4.8 million of that potential share-based compensation expense.
The number of shares issued upon vesting of RSUs granted pursuant to our share-based compensation plans is net of the minimum statutory withholding requirements that we pay on behalf of our employees, which was 18,000 and 9,000 shares for the three-month periods ended March 31, 2025 and 2024, respectively. Although shares withheld are not issued, they are treated as common share repurchases for accounting purposes, as they reduce the number of shares that would have been issued upon vesting. These shares do not count against the authorized capacity under the repurchase program described above.
(7) Segment Information
We have four reportable business segments (Asia, Europe, North America and Latin America and Other) based primarily upon the geographic region where each segment operates, as well as the internal organization of our officers and their responsibilities. Each of the geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide brands and sell similar products grouped into six principal categories: general health, immune, cardiovascular, digestive, personal care and weight management. The Latin America and Other segment includes our wholesale business in which we sell products to various locally-managed entities, independent of the Company, that we have granted distribution rights for the relevant market.
The Company's chief operating decision maker ("CODM") is our president and chief executive officer. The CODM assesses the performance of each segment using operating income. The CODM reviews the performance of each segment using monthly internal reports which provide variance analysis of actual results by segment compared to budget, forecast and prior year. The CODM uses this information when making decisions about the allocation of operating resources to each segment. The CODM does not evaluate reportable segments using asset or liability information.
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Reportable business segment information for the three months ended March 31, 2025 and 2024, is as follows (dollar amounts in thousands):

Three Months Ended March 31, 2025 |  | Asia |  | Europe |  | North America |  | Latin America and Other |  | Total
Net sales |  | $ | 48,653 |  |  | $ | 24,114 |  |  | $ | 35,018 |  |  | $ | 5,463 |  |  | $ | 113,248 |
Cost of sales |  | 10,895 |  |  | 7,148 |  |  | 11,565 |  |  | 2,043 |  |  |
Volume incentives |  | 16,369 |  |  | 9,652 |  |  | 7,239 |  |  | 1,584 |  |  |
Selling, general and administrative (1) |  | 13,044 |  |  | 5,149 |  |  | 8,474 |  |  | 1,449 |  |  |
Segment operating income |  | $ | 8,345 |  |  | $ | 2,165 |  |  | $ | 7,740 |  |  | $ | 387 |  |  | $ | 18,637 |
Unallocated corporate selling, general and administrative expense |  |  |  |  |  |  |  |  |  | (12,465) |
Operating income |  |  |  |  |  |  |  |  |  | 6,172 |
Interest and other income, net |  |  |  |  |  |  |  |  |  | 205 |
Interest expense |  |  |  |  |  |  |  |  |  | (21) |
Foreign exchange gains, net |  |  |  |  |  |  |  |  |  | 753 |
Income from operations before provision for income taxes |  |  |  |  |  |  |  |  |  | $ | 7,109 |

Three Months Ended March 31, 2024 |  | Asia |  | Europe |  | North America |  | Latin America and Other |  | Total
Net sales |  | $ | 46,220 |  |  | $ | 22,296 |  |  | $ | 36,525 |  |  | $ | 5,952 |  |  | $ | 110,993 |
Cost of sales |  | 10,574 |  |  | 7,204 |  |  | 12,202 |  |  | 2,035 |  |  |
Volume incentives |  | 15,133 |  |  | 8,699 |  |  | 7,679 |  |  | 2,059 |  |  |
Selling, general and administrative (1) |  | 13,697 |  |  | 4,612 |  |  | 8,300 |  |  | 1,582 |  |  |
Segment operating income |  | $ | 6,816 |  |  | $ | 1,781 |  |  | $ | 8,344 |  |  | $ | 276 |  |  | $ | 17,217 |
Unallocated corporate selling, general and administrative expense |  |  |  |  |  |  |  |  |  | (12,593) |
Operating income |  |  |  |  |  |  |  |  |  | 4,624 |
Interest and other income, net |  |  |  |  |  |  |  |  |  | 63 |
Interest expense |  |  |  |  |  |  |  |  |  | (12) |
Foreign exchange losses, net |  |  |  |  |  |  |  |  |  | (20) |
Income from operations before provision for income taxes |  |  |  |  |  |  |  |  |  | $ | 4,655 |

_________________________________________
(1) Service fees in China totaled $2.9 million and $3.1 million for the three-month periods ended March 31, 2025 and 2024, respectively. These service fees are included in selling, general and administrative expenses.
The table below reflects sales based upon the sales location where they occurred. From an individual country/region perspective, only the United States, Taiwan and Korea comprise 10 percent or more of consolidated net sales for the three-month periods ended March 31, 2025 and 2024, as follows (dollar amounts in thousands):

Three Months Ended March 31, |  | 2025 |  | 2024
Net sales: |  |  |  |
United States |  | $ | 32,474 |  |  | $ | 33,688 |
Taiwan |  | 17,864 |  |  | 15,792 |
South Korea |  | 10,781 |  |  | 11,621 |
Other |  | 52,129 |  |  | 49,892 |
Total net sales |  | $ | 113,248 |  |  | $ | 110,993 |

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Net sales generated by each product line for the three months ended March 31, 2025 and 2024, are as follows (dollar amounts in thousands):

Three Months Ended March 31, 2025 |  | Asia |  | Europe |  | North America |  | Latin America and Other |  | Total
General health |  | $ | 18,251 |  | $ | 10,496 |  | $ | 15,599 |  | $ | 1,578 |  | $ | 45,924
Immunity |  | 2,872 |  | 2,441 |  | 4,444 |  | 518 |  | 10,275
Cardiovascular |  | 13,819 |  | 2,565 |  | 3,696 |  | 433 |  | 20,513
Digestive |  | 9,642 |  | 6,372 |  | 8,934 |  | 2,582 |  | 27,530
Personal care |  | 1,198 |  | 1,631 |  | 1,475 |  | 244 |  | 4,548
Weight management |  | 2,871 |  | 609 |  | 870 |  | 108 |  | 4,458
Total net sales by segment |  | $ | 48,653 |  | $ | 24,114 |  | $ | 35,018 |  | $ | 5,463 |  | $ | 113,248

Three Months Ended March 31, 2024 |  | Asia |  | Europe |  | North America |  | Latin America and Other |  | Total
General health |  | $ | 15,994 |  |  | $ | 9,802 |  |  | $ | 16,407 |  |  | $ | 1,570 |  |  | $ | 43,773 |
Immunity |  | 1,684 |  | 2,335 |  | 4,445 |  | 723 |  | 9,187
Cardiovascular |  | 13,974 |  | 2,419 |  | 3,984 |  | 482 |  | 20,859
Digestive |  | 8,589 |  | 5,913 |  | 9,168 |  | 2,749 |  | 26,419
Personal care |  | 1,292 |  | 1,268 |  | 1,572 |  | 275 |  | 4,407
Weight management |  | 4,687 |  | 559 |  | 949 |  | 153 |  | 6,348
Total net sales by segment |  | $ | 46,220 |  |  | $ | 22,296 |  |  | $ | 36,525 |  |  | $ | 5,952 |  |  | $ | 110,993 |

Three Months Ended March 31, |  | 2025 |  | 2024
Depreciation and amortization: |  |  |  |
Asia |  | $ | 498 |  |  | $ | 468 |
Europe |  | 28 |  |  | 22 |
North America |  | 2,962 |  |  | 2,659 |
Latin America and Other |  | 11 |  |  | 11 |
Total depreciation and amortization |  | $ | 3,499 |  |  | $ | 3,160 |

From an individual country perspective, only the United States has material balances of consolidated property, plant and equipment as follows (dollar amounts in thousands):

|  | March 31, 2025 |  | December 31, 2024
Property, plant and equipment |  |  |  |
United States |  | $ | 33,373 |  |  | $ | 34,786 |
Other |  | 4,328 |  |  | 4,799 |
Total property, plant and equipment |  | $ | 37,701 |  |  | $ | 39,585 |

(8) Income Taxes
For the three months ended March 31, 2025 and 2024, our provision for income taxes, as a percentage of income before income taxes was 31.3 percent and 46.5 percent, respectively, compared with a U.S. federal statutory rate of 21.0 percent.
The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2025, was primarily attributed to operations in foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit, partially offset by adjustments to foreign tax credits and valuation allowances.
The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2024, was primarily attributed to operations in foreign countries which are treated as a branch for U.S. tax purposes and current year foreign losses that presently do not provide future tax benefit.
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The difference between the effective tax rate for the three months ended March 31, 2025, compared to March 31, 2024, was primarily caused by adjustments to foreign tax credits and valuation allowances in the current period.
Our U.S. federal income tax returns for 2021 through 2023 are open to examination for federal tax purposes. We have several foreign tax jurisdictions with open tax years from 2019 through 2024.
As of March 31, 2025 and December 31, 2024, we had accrued $0.6 million and $0.6 million, respectively, related to unrecognized tax positions net of offsetting tax attributes.
Interim income taxes are based on an estimated annualized effective tax rate applied to the respective quarterly periods, adjusted for discrete tax items in the period in which they occur. Although we believe our tax estimates are reasonable, we can make no assurance that the final tax outcome of these matters will not be different from that which we have reflected in our historical income tax provisions and accruals. Such differences could have a material impact on our income tax provision and operating results in the period in which we make such a determination.
(9) Commitments and Contingencies
Legal Proceedings
We are a party to various legal proceedings and disputes in the United States and foreign jurisdictions. As of March 31, 2025 and December 31, 2024, accrued liabilities were $0.7 million and $0.7 million, respectively, related to the estimated outcome of these proceedings. In addition, we are a party to other litigation where there is a reasonable possibility that a loss may be incurred, but either the losses are not considered to be probable or we cannot at this time estimate the loss, if any; therefore, no provision for losses has been provided. We believe future payments related to these matters could range from $0 to approximately $2.8 million.
Management cannot predict the ultimate outcome of these matters, individually or in the aggregate, or their resulting effect on our business, financial position, results of operations or cash flows as litigation and related matters are subject to inherent uncertainties, and unfavorable rulings could occur. Were an unfavorable outcome to occur, there exists the possibility of a material adverse impact on our business, financial position, results of operations, or cash flows for the period in which the ruling occurs and/or future periods. We maintain product liability, general liability and excess liability insurance coverage. However, insurance may not continue to be available at an acceptable cost to us, such coverage may not be sufficient to cover one or more large claims, or the insurers may successfully disclaim coverage as to a pending or future claim.
Non-Income Tax Contingencies
We have reserved for certain state sales and use tax and foreign non-income tax contingencies based on the likelihood of an obligation in accordance with accounting guidance for probable loss contingencies. Loss contingency provisions are recorded for probable losses at management’s best estimate of a loss, or when a best estimate cannot be made, a minimum loss contingency amount is recorded. We provide provisions for potential payments of tax to various tax authorities for contingencies related to non-income tax matters, including value-added taxes and sales tax. We provide provisions for U.S. state sales taxes in each of the states where we have nexus. As of March 31, 2025 and December 31, 2024, accrued liabilities were $0.2 million and $0.2 million, respectively, related to non-income tax contingencies. While we believe that the assumptions and estimates used to determine contingent liabilities are reasonable, the ultimate outcome of these matters cannot presently be determined. We believe future payments related to these matters could range from $0 to approximately $2.9 million.
(10) Fair Value Measurements
The fair value of a financial instrument is the amount that could be received upon the sale of an asset or paid to transfer a liability in an orderly transaction between market participants at the measurement date. Financial assets are marked to bid prices and financial liabilities are marked to offer prices. Fair value measurements do not include transaction costs. A fair value hierarchy is used to prioritize the quality and reliability of the information used to determine fair values of each financial instrument. Categorization within the fair value hierarchy is based on the lowest level of input that is significant to the fair value measurement. The fair value hierarchy is defined into the following three categories:
Level 1: Quoted market prices in active markets for identical assets or liabilities.
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Level 2: Observable market-based inputs or unobservable inputs that are corroborated by market data.
Level 3: Unobservable inputs that are not corroborated by market data.
The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of March 31, 2025 (dollar amounts in thousands):

| Level 1 |  | Level 2 |  | Level 3 |  |
| Quoted Prices in Active Markets for Identical Assets |  | Significant Other Observable Inputs |  | Significant Unobservable Inputs |  | Total
Restricted investment securities - trading | $ | 937 |  |  | $ | — |  |  | $ | — |  |  | $ | 937 |
Total assets measured at fair value on a recurring basis | $ | 937 |  |  | $ | — |  |  | $ | — |  |  | $ | 937 |

The following table presents our hierarchy for our assets, measured at fair value on a recurring basis, as of December 31, 2024 (dollar amounts in thousands):

| Level 1 |  | Level 2 |  | Level 3 |  |
| Quoted Prices in Active Markets for Identical Assets |  | Significant Other Observable Inputs |  | Significant Unobservable Inputs |  | Total
Restricted investment securities - trading | $ | 915 |  |  | $ | — |  |  | $ | — |  |  | $ | 915 |
Total assets measured at fair value on a recurring basis | $ | 915 |  |  | $ | — |  |  | $ | — |  |  | $ | 915 |

Restricted investment securities - trading — Our trading portfolio consists of various marketable securities that are valued using quoted prices in active markets.
For the three months ended March 31, 2025 and for the year ended December 31, 2024, there were no fair value measurements using significant other observable inputs (Level 2) or significant unobservable inputs (Level 3).
The carrying amounts reflected on the condensed consolidated balance sheets for cash and cash equivalents, accounts receivable and accounts payable approximate fair value due to their short-term nature. The carrying value of our debt approximates fair value due to its recent acquisition and short maturity. During the three months ended March 31, 2025 and 2024, we did not have any re-measurements of non-financial assets at fair value on a nonrecurring basis subsequent to their initial recognition.
(11) Revenue Recognition
Revenue Recognition
Net sales include sales of products and shipping and handling charges, net of estimates for product returns and any related sales incentives or rebates based upon historical information and current trends. Revenue is measured as the amount of consideration we expect to receive in exchange for transferring products. All revenue is recognized when we satisfy our performance obligations under the contract. We recognize revenue by transferring the promised products to the customer, with revenue recognized at shipping point, the point in time the customer obtains control of the products. The majority of our contracts have a single performance obligation and are short term in nature. Contracts with multiple performance obligations are insignificant. Sales taxes and value-added taxes in the United States and foreign jurisdictions that are collected from customers and remitted to governmental authorities are accounted for on a net basis and therefore are excluded from net sales. Amounts received for unshipped merchandise are recorded as deferred revenue. Amounts for membership fees are deferred and amortized as revenue over the life of the membership, primarily one year.
A reserve for product returns is recorded based upon historical experience and current trends. We allow independent consultants to return the unused portion of products within ninety days of purchase if they are not satisfied with the product. In some of our markets, the requirements to return products are more restrictive.
Amounts billed to customers for shipping and handling are reported as a component of net sales.
Volume incentives and other sales incentives or rebates are a significant part of our direct sales marketing program and represent commission payments made to independent consultants. These payments are designed to provide incentives for
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reaching higher sales levels. The amount of volume incentive expense recognized is determined based upon the amount of qualifying purchases in a given month and recorded as volume incentive expense. Payments to independent consultants for sales incentives or rebates related to their own purchases are recorded as a reduction of revenue. Some payments for sales incentives are processed daily; while others, including rebates, are calculated monthly based upon qualifying sales.
Disaggregation of Revenue
Our products are grouped into six principal categories: general health, immune, cardiovascular, digestive, personal care and weight management. We have four business segments that are based primarily upon the geographic region where each segment operates. Each of the geographic segments operate under the Nature’s Sunshine Products and Synergy WorldWide® brands. See Note 7, Segment Information, for further information on our reportable segments and presentation of disaggregated revenue by reportable segment and product category.
Practical Expedients and Exemptions
We have made the accounting policy election to treat shipping and handling as a fulfillment activity rather than a promised service under Topic 606.
Item 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS
The following Management’s Discussion and Analysis should be read in conjunction with the unaudited condensed consolidated financial statements and notes thereto included in this report, as well as the consolidated financial statements, the notes thereto and management’s discussion and analysis included in our Annual Report on Form 10-K for the year ended December 31, 2024, and our other reports filed since the date of such Form 10-K.
OVERVIEW
We are a natural health and wellness company primarily engaged in the manufacture and sale of nutritional and personal care products. We are a Utah corporation with our principal place of business in Lehi, Utah, and sell our products directly to customers and to a sales force of independent consultants who resell our products to consumers.
Our independent consultants market and sell our products to customers and sponsor other independent consultants who also market our products to customers. Because a significant amount of revenue is generated through the sales of our independent consultants, our revenue can be impacted by the number and productivity of our independent consultants. We seek to motivate and provide incentives to our independent consultants by offering high quality products, product support, training seminars and financial incentives, among other considerations.
First Quarter Performance
In the first quarter of 2025, we experienced an increase in our consolidated net sales of 2.0 percent (or 4.5 percent in local currencies) compared to the same period in 2024. Asia net sales increased approximately 5.3 percent (or 10.1 percent in local currencies) compared to the same period in 2024. Europe net sales increased approximately 8.2 percent (or 8.6 percent in local currencies) compared to the same period in 2024. North America net sales decreased approximately 4.1 percent (or 3.7 percent in local currencies) compared to the same period in 2024. Latin America and Other net sales decreased approximately 8.2 percent (or 3.7 percent in local currencies) compared to the same period in 2024. The strengthening of the U.S. dollar versus the local currencies, primarily in our Asian markets, resulted in an approximate 2.5 percent, or $2.7 million, decrease of our net sales during the quarter.
Cost of sales decreased $0.4 million during the three months ended March 31, 2025, compared to the same period in 2024, and as a percentage of net sales were 27.9 percent and 28.8 percent for the three months ended March 31, 2025 and 2024, respectively. The decrease in cost of sales percentage is primarily due to price increases and the effects of our cost savings initiatives.
In absolute terms, selling, general and administrative expenses decreased $0.2 million during the three months ended March 31, 2025, compared to the same period in 2024, and as a percentage of net sales were 35.8 percent and 36.7 percent for the three months ended March 31, 2025 and 2024, respectively. The decrease was primarily related to the streamlining of our global overhead expenses and reduced service fees due to China's lower net sales.
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As an international business, we have significant sales and costs denominated in currencies other than the U.S. dollar. We expect foreign markets with functional currencies other than the U.S. Dollar will continue to represent a substantial portion of our overall sales and related operating expenses. Accordingly, changes in foreign currency exchange rates could materially affect sales and costs or the comparability of sales and costs from period to period as a result of translating foreign markets' financial statements into our reporting currency.
Eastern Europe
On February 24, 2022, Russian forces launched significant military action against Ukraine. There continues to be sustained conflict and disruption in the region, which is expected to endure for the foreseeable future. Our consultants in our Eastern Europe market, a market within our Europe business segment that includes Russia, Ukraine, Belarus and other Common Independent States in the region, continue to operate their independent businesses, albeit at a reduced level than prior to the start of the conflict. We expect that this will continue to impact our business for the foreseeable future. We will continue monitoring the social, political, regulatory and economic environment in Ukraine and Russia and will consider further actions as appropriate.
Net sales related to Eastern Europe for the three months ended March 31, 2025 and 2024, were $15.8 million and $14.7 million, respectively. Operating income related to Eastern Europe for the three months ended March 31, 2025 and 2024, were $1.4 million and $1.6 million, respectively. As of March 31, 2025, Eastern Europe had assets of $6.6 million net of working capital reserves related to inventories.
More broadly, there could be additional negative impacts to our net sales, earnings and cash flows should the situation escalate beyond its current scope, including, among other potential impacts, economic recessions in certain neighboring countries.
In addition, in November 2024 we began an internal investigation regarding our past compliance with relevant U.S. trade controls and made voluntary disclosures of apparent trade controls violations to the U.S. Department of Commerce's Bureau of Industry and Security (“BIS”). We estimate that such potential violations being investigated represented less than one percent of our net revenue in each of our last three fiscal years. An unfavorable outcome of this investigation may include fines or penalties imposed in response to our voluntary disclosures. While we believe the amount of any fines or penalties would not be material to our financial condition and results of operation, we are unable to predict the outcome or to reasonably estimate the time it may take to resolve these matters.
Inflation
Like many other companies, we are facing significant inflationary pressures in the global economy. Our operations have been, and may continue to be, adversely impacted by inflation, primarily from higher costs of raw materials, labor, production, distribution and transportation costs.
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RESULTS OF OPERATIONS
The following table summarizes our unaudited consolidated operating results from continuing operations in U.S. dollars and as a percentage of net sales for the three months ended March 31, 2025 and 2024 (dollar amounts in thousands):

Three Months Ended March 31, |  | 2025 |  | 2024 |  | Change
|  | Total dollars |  | Percent of net sales |  | Total dollars |  | Percent of net sales |  | Total dollars |  | Percentage
Net sales |  | $ | 113,248 |  |  | 100.0 | % |  | $ | 110,993 |  |  | 100.0 | % |  | $ | 2,255 |  |  | 2.0 | %
Cost of sales |  | 31,651 |  |  | 27.9 |  |  | 32,015 |  |  | 28.8 |  |  | (364) |  |  | (1.1) |
Gross profit |  | 81,597 |  |  | 72.1 |  |  | 78,978 |  |  | 71.2 |  |  | 2,619 |  |  | 3.3 |
Volume incentives |  | 34,844 |  |  | 30.8 |  |  | 33,570 |  |  | 30.2 |  |  | 1,274 |  |  | 3.8 |
SG&A expenses |  | 40,581 |  |  | 35.8 |  |  | 40,784 |  |  | 36.7 |  |  | (203) |  |  | (0.5) |
Operating income |  | 6,172 |  |  | 5.4 |  |  | 4,624 |  |  | 4.2 |  |  | 1,548 |  |  | 33.5 |
Other income, net |  | 937 |  |  | 0.8 |  |  | 31 |  |  | — |  |  | 906 |  |  | 2,922.6 |
Income before income taxes |  | 7,109 |  |  | 6.3 |  |  | 4,655 |  |  | 4.2 |  |  | 2,454 |  |  | 52.7 |
Provision for income taxes |  | 2,225 |  |  | 2.0 |  |  | 2,165 |  |  | 2.0 |  |  | 60 |  |  | 2.8 |
Net income |  | $ | 4,884 |  |  | 4.3 | % |  | $ | 2,490 |  |  | 2.2 | % |  | $ | 2,394 |  |  | 96.1 | %

Net Sales
International operations have provided, and are expected to continue to provide, a significant portion of our total net sales. As a result, total net sales will continue to be affected by fluctuations in the U.S. dollar against foreign currencies. In order to provide a framework for assessing how our underlying businesses performed excluding the effect of foreign currency fluctuations, in addition to comparing the percent change in net sales from one period to another in U.S. dollars, we present net sales excluding the impact of foreign exchange fluctuations. We compare the percentage change in net sales from one period to another period by excluding the effects of foreign currency exchange as shown below. Net sales excluding the impact of foreign exchange fluctuations is not a U.S. GAAP financial measure and removes from net sales in U.S. dollars the impact of changes in exchange rates between the U.S. dollar and the functional currencies of our foreign subsidiaries, by translating the current period net sales into U.S. dollars using the same foreign currency exchange rates that were used to translate the net sales for the previous comparable period. 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. However, 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. Throughout the last five years, foreign currency exchange rates have fluctuated significantly. See Item 3. Quantitative and Qualitative Disclosures about Market Risk.
The following table summarizes the changes in net sales by operating segment with a reconciliation to net sales excluding the impact of currency fluctuations for the three months ended March 31, 2025 and 2024 (dollar amounts in thousands):

Three Months Ended March 31, |  | 2025 |  | 2024 |  | Percent Change |  | Impact of Currency Exchange |  | Percent Change Excluding Impact of Currency
Asia |  | $ | 48,653 |  |  | $ | 46,220 |  |  | 5.3 | % |  | $ | (2,214) |  |  | 10.1 | %
Europe |  | 24,114 |  |  | 22,296 |  |  | 8.2 |  |  | (90) |  |  | 8.6 |
North America |  | 35,018 |  |  | 36,525 |  |  | (4.1) |  |  | (166) |  |  | (3.7) |
Latin America and Other |  | 5,463 |  |  | 5,952 |  |  | (8.2) |  |  | (271) |  |  | (3.7) |
|  | $ | 113,248 |  |  | $ | 110,993 |  |  | 2.0 | % |  | $ | (2,741) |  |  | 4.5 | %

Consolidated net sales for the three months ended March 31, 2025 and 2024, were $113.2 million and $111.0 million, respectively, which represents an increase of 2.0 percent. The increase was primarily related to product sales increases in our Asia and Europe operating segments. Excluding the impact of foreign currency exchange rate fluctuations, consolidated net sales for the three months ended March 31, 2025 increased 4.5 percent from the same period in 2024.
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Asia
Net sales related to Asia for the three months ended March 31, 2025 and 2024, were $48.7 million and $46.2 million, respectively, or an increase of 5.3 percent. In local currency, net sales for the three months ended March 31, 2025, increased 10.1 percent, compared to the same period in 2024.
Notable activity in the following markets contributed to the results of Asia:
In our Taiwan market, net sales increased $2.1 million, or 13.1 percent, for the three months ended March 31, 2025, compared to the same period in 2024. In local currencies, net sales for the three months ended March 31, 2025, increased 18.4 percent, compared to the same period in 2024. We attribute the growth in net sales to strong growth in consultant activity and effective product promotions.
In our South Korea market, net sales decreased $0.8 million, or 7.2 percent, for the three months ended March 31, 2025, compared to the same period in 2024. In local currency, net sales for the three months ended March 31, 2025, increased 1.4 percent, compared to the same period in 2024. Net sales in local currency increased due to an increase in average order value.
In our Japan market, net sales increased $1.9 million, or 20.3 percent, for the three months ended March 31, 2025, compared to the same period in 2024. In local currencies, net sales for the three months ended March 31, 2025, increased 23.7 percent, compared to the same period in 2024. The increase in net sales was primarily the result of strong customer acquisition driving an increase in total orders.
In our China market, net sales decreased $0.6 million, or 6.9 percent, for the three months ended March 31, 2025, compared to the same period in 2024. In local currencies, net sales for the three months ended March 31, 2025, decreased 5.8 percent, compared to the same period in 2024. The decrease in net sales was primarily the result of challenging macroeconomic factors.
Europe
Net sales related to Europe for the three months ended March 31, 2025 and 2024, were $24.1 million and $22.3 million, respectively, or an increase of 8.2 percent. In local currency, net sales for the three months ended March 31, 2025, increased 8.6 percent, compared to the same period in 2024. The functional currency for many of these markets is the U.S. dollar which reduces the effect from foreign currency fluctuations. Fluctuations in foreign currency exchange rates had unfavorable impacts on net sales of $0.1 million for the three months ended March 31, 2025. We attribute the increase in net sales in local currency primarily due to improved customer acquisition.
North America
Net sales related to North America for the three months ended March 31, 2025 and 2024, were $35.0 million and $36.5 million, respectively, or a decrease of 4.1 percent. In local currency, net sales for the three months ended March 31, 2025, decreased 3.7 percent, compared to the same period in 2024.
In the United States, net sales for the three months ended March 31, 2025, decreased $1.2 million, or 3.6 percent, compared to the same period in 2024. The decrease was primarily due to lower customer acquisition and fewer total orders.
Latin America and Other
Net sales related to Latin America and Other markets for the three months ended March 31, 2025 and 2024, were $5.5 million and $6.0 million, respectively, or a decrease of 8.2 percent. In local currency, net sales for the three months ended March 31, 2025, decreased 3.7 percent, compared to the same period in 2024. Fluctuations in foreign currency had unfavorable impacts on net sales of $0.3 million for the three months ended March 31, 2025.
Further information related to our Asia, Europe, North America and Latin America and Other business segments is set forth in Note 7 to the unaudited Condensed Consolidated Financial Statements in Part 1, Item 1 of this report.
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Cost of Sales
Cost of sales as a percent of net sales was 27.9 percent and 28.8 percent for the three months ended March 31, 2025 and 2024, respectively. The decrease in cost of sales percentage is primarily due to price increases and the effects of our cost savings initiatives.
Volume Incentives
Volume incentives expense as a percent of net sales was 30.8 percent and 30.2 percent for the three months ended March 31, 2025 and 2024, respectively. The increase was primarily due to the timing of promotional incentives and changes in market mix. These payments are designed to provide incentives for reaching certain sales levels. Volume incentives vary slightly, on a percentage basis, by product due to pricing policies and commission plans in place in our various geographies. We do not pay volume incentives in China, instead we pay independent service fees which are included in selling, general and administrative expenses.
Selling, General and Administrative
Selling, general and administrative expenses represent operating expenses, components of which include labor and benefits, sales events, professional fees, travel and entertainment, marketing, occupancy costs, communications costs, bank fees, depreciation and amortization, independent services fees paid in China and other miscellaneous operating expenses.
Selling, general and administrative expenses decreased $0.2 million to $40.6 million for the three months ended March 31, 2025, compared to the same period in 2024. Selling, general and administrative expenses were 35.8 percent and 36.7 percent of net sales for the three months ended March 31, 2025 and 2024. The decrease was primarily related to the streamlining of our global overhead expenses and reduced service fees due to China's lower net sales.
Other Income, Net
Other income, net, for the three months ended March 31, 2025 and 2024, was $0.9 million and $31,000, respectively. Other income, net for the three months ended March 31, 2025 primarily consisted of foreign exchange gains that resulted from net changes in foreign currencies.
Income Taxes
For the three months ended March 31, 2025 and 2024, our provision for income taxes, as a percentage of income before income taxes was 31.3 percent and 46.5 percent, respectively, compared with a U.S. federal statutory rate of 21.0 percent.
The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2025, was primarily attributed to operations in certain foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit, partially offset by adjustments to foreign tax credits and valuation allowances.
The difference between the effective tax rate and the U.S. federal statutory tax rate for the three months ended March 31, 2024, was primarily attributed to operations in foreign countries which are treated as a branch for US tax purposes and current year foreign losses that presently do not provide future tax benefit.
The difference between the effective tax rate for the three months ended March 31, 2025, compared to March 31, 2024, is primarily caused by adjustments to foreign tax credits and valuation allowances in the current period.
Our U.S. federal income tax returns for 2021 through 2023 are open to examination for federal tax purposes. We have several foreign tax jurisdictions that have open tax years from 2019 through 2024.
As of March 31, 2025 and December 31, 2024, we had accrued $0.6 million and $0.6 million, respectively, related to unrecognized tax positions.
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Product Categories
Our line of over 800 products includes several different product classifications, such as immune, cardiovascular, digestive, personal care, weight management and other general health products. We purchase herbs and other raw materials in bulk, and after quality control testing, we formulate, encapsulate, tablet or concentrate them, label and package them for shipment. Most of our products are manufactured at our facility in Spanish Fork, Utah. Contract manufacturers produce some of our products in accordance with our specifications and standards. We have implemented quality control procedures to verify that our contract manufacturers have complied with our specifications and standards.
See Note 7, Segment Information, for a summary of the U.S. dollar amounts from the sale of general health, immune, cardiovascular, digestive, personal care and weight management products for the three months ended March 31, 2025 and 2024, by business segment.
Distribution and Marketing
We market our products primarily through our network of independent consultants, who market our products to customers through direct selling techniques. We seek to motivate and provide incentives to our independent consultants by offering high quality products and providing independent consultants with product support, training seminars, sales conventions, travel programs and financial incentives.
Our products sold in the United States are shipped directly from our manufacturing and warehouse facilities located in Spanish Fork, Utah, as well as from our regional warehouses located in Georgia, Ohio and Texas. Many of our international operations maintain warehouse facilities and inventory to supply their independent consultants. However, in foreign markets where we do not maintain warehouse facilities, we have contracted with third parties to distribute our products and provide support services to our force of independent consultants.
In the United States, we generally sell our products on a cash or credit card basis. From time to time, our U.S. operations extend short-term credit associated with product promotions. For certain of our international operations, we use independent distribution centers and offer credit terms that are generally consistent with industry standards within each respective country.
We pay sales commissions, or “volume incentives” to our independent consultants based upon their own product sales and the product sales of their sales organization. As an exception, in China, we do not pay volume incentives; rather, we pay independent service fees, which are included in selling, general and administrative expenses. These volume incentives and independent service fees are recorded as an expense in the year earned. The amounts of volume incentives that we expensed during the quarters ended March 31, 2025 and 2024, are set forth in the unaudited Condensed Consolidated Financial Statements in Item 1 of this report. In addition to the opportunity to receive volume incentives, independent consultants who attain certain levels of monthly product sales are eligible for additional incentive programs including automobile allowances, sales convention privileges and travel awards.
LIQUIDITY AND CAPITAL RESOURCES
Our principal use of cash is to pay for operating expenses, including volume incentives, inventory and raw material purchases, capital assets and funding of international expansion. As of March 31, 2025, working capital was $100.0 million, compared to $94.9 million as of December 31, 2024. At March 31, 2025, we had $86.5 million in cash, of which $8.0 million was held in the U.S. and $78.5 million was held in foreign markets and may be subject to various withholding taxes and other restrictions related to repatriation before becoming available to be used along with the normal cash flows from operations to fund any unanticipated shortfalls in future cash flows.
Our unaudited net consolidated cash inflows (outflows) are as follows (in thousands):

Three Months Ended March 31, |  | 2025 |  | 2024
Operating activities |  | $ | 2,609 |  |  | $ | 2,190 |
Investing activities |  | (1,110) |  |  | (3,689) |
Financing activities |  | (731) |  |  | 107 |

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Operating Activities
For the three months ended March 31, 2025, operating activities provided cash of $2.6 million, compared to $2.2 million in the same period in 2024. Operating cash flows increased primarily due to the timing of payments for accrued liabilities and accrued volume incentives and service fees, partially offset by increases in inventories.
Investing Activities
For the three months ended March 31, 2025, investing activities used $1.1 million, compared to $3.7 million for the same period in 2024, which consisted of capital expenditures related to the purchase of equipment, computer systems and software.
Financing Activities
For the three months ended March 31, 2025, financing activities used $0.7 million, compared to provided cash of $0.1 million for the same period in 2024.
During the three months ended March 31, 2025, we used cash to repurchase 38,000 shares of our common stock under the share repurchase program for $0.5 million. At March 31, 2025, the remaining balance available for repurchases under the program was $8.3 million.
We maintain a revolving credit agreement with Bank of America, N.A (the “Credit Agreement”), as well as a credit agreement with Banc of America Leasing and Capital, LLC (the "Capital Credit Agreement"). At March 31, 2025, there were no outstanding balances under the Credit Agreement or the Capital Credit Agreement. Our debt obligations are discussed in greater detail in Note 4, “Revolving Credit Facility and Other Obligations,” to our unaudited Condensed Consolidated Financial Statements in Item 1, Part 1 of this report.
We believe that cash generated from operations, along with available cash and cash equivalents, will be sufficient to fund our normal operating needs, including capital expenditures, on both a short- and long-term basis.
In addition, other things such as a prolonged economic downturn, a decrease in demand for our products, an unfavorable settlement of our unrecognized tax positions or non-income tax contingencies could adversely affect our long-term liquidity.
CRITICAL ACCOUNTING POLICIES AND ESTIMATES
Our consolidated financial statements have been prepared in accordance with U.S. GAAP and form the basis for the following discussion and analysis on critical accounting policies and estimates. The preparation of these financial statements requires us to make estimates and assumptions that affect the reported amounts of assets, liabilities, revenues and expenses and related disclosure of contingent assets and liabilities. On a regular basis, we evaluate our estimates and assumptions. We base our estimates on historical experience and on various other assumptions that are believed to be reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of assets and liabilities that are not readily apparent from other sources. Actual results could differ from these estimates and those differences could have a material effect on our financial position and results of operations. We have discussed the development, selection and disclosure of these estimates with the Board of Directors and our Audit Committee.
A summary of our significant accounting policies is provided in Note 1 of the Notes to Consolidated Financial Statements in Item 8 of the Annual Report on Form 10-K for the year ended December 31, 2024. We believe the critical accounting policies and estimates described below reflect our more significant estimates and assumptions used in the preparation of the consolidated financial statements. The impact and any associated risks on our business that are related to these policies are also discussed throughout this “Management’s Discussion and Analysis of Financial Condition and Results of Operations” where such policies affect reported and expected financial results.
Revenue Recognition
Our revenue recognition practices are discussed in Note 11, “Revenue Recognition,” to our unaudited Condensed Consolidated Financial Statements in Item 1, Part 1 of this report.
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Inventories
Inventories are adjusted to the lower of cost and net realizable value, using the first-in, first-out method. The components of inventory cost include raw materials, labor and overhead. To estimate any necessary adjustments, various assumptions are made regarding excess or slow-moving inventories, non-conforming inventories, expiration dates, current and future product demand, production planning and market conditions. If future demand and market conditions are less favorable than our assumptions, additional inventory adjustments could be required.
Incentive Trip Accrual
We accrue for expenses associated with our direct sales program, which rewards independent consultants with paid attendance for incentive trips, including our conventions and meetings. Expenses associated with incentive trips are accrued over qualification periods as they are earned. We specifically analyze incentive trip accruals based on historical and current sales trends as well as contractual obligations when evaluating the adequacy of the incentive trip accrual. Actual results could generate liabilities more or less than the amounts recorded.
Contingencies
We are involved in certain legal proceedings and disputes. When a loss is considered probable in connection with litigation or non-income tax contingencies and when such loss can be reasonably estimated with a range, we record our best estimate within the range related to the contingency. If there is no best estimate, we record the minimum of the range. As additional information becomes available, we assess the potential liability related to the contingency and revise the estimates. Revision in estimates of the potential liabilities could materially affect our results of operations in the period of adjustment. Our contingencies are discussed in further detail in Note 9, “Commitments and Contingencies”, to the Notes of our unaudited Condensed Consolidated Financial Statements, of Item 1, Part 1 of this report.
Income Taxes
Our provision for income taxes, deferred tax assets and liabilities and contingent reserves reflect management’s best assessment of estimated future taxes to be paid. We are subject to income taxes in both the United States and numerous foreign jurisdictions. Significant judgments and estimates are required in determining our consolidated provision for income taxes.
Deferred income taxes arise from temporary differences between the tax and financial statement recognition of revenue and expense. In evaluating our ability to recover our deferred tax assets, management considers all available positive and negative evidence, including scheduled reversals of deferred tax liabilities, projected future taxable income, tax planning strategies and recent financial operations. In projecting future taxable income, we develop assumptions including the amount of future state, federal and foreign pretax operating income, the reversal of temporary differences and the implementation of feasible and prudent tax planning strategies. These assumptions require significant judgment about the forecasts of future taxable income and are consistent with the plans and estimates that we are using to manage the underlying businesses. Valuation allowances are recorded as reserves against net deferred tax assets by us when it is determined that net deferred tax assets are not likely to be realized in the foreseeable future.
Changes in tax laws and rates could also affect recorded deferred tax assets and liabilities in the future. Management is not aware of any such changes that would have a material effect on our results of operations, cash flows or financial position.
The calculation of our tax liabilities involves dealing with uncertainties in the application of complex tax laws and regulations in a multitude of jurisdictions across our global operations. Income tax positions must meet a more-likely-than-not recognition threshold to be recognized.
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Item 3. QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
We conduct business in several countries and intend to grow our international operations. Net sales, operating income and net income are affected by fluctuations in currency exchange rates, interest rates and other uncertainties inherent in doing business and selling products in more than one currency. In addition, our operations are exposed to risks associated with changes in social, political and economic conditions inherent in international operations, including changes in the laws and policies that govern international investment in countries where we have operations, as well as, to a lesser extent, changes in U.S. laws and regulations relating to international trade and investment. Furthermore, we are subject to risks from shifting tariff regimes and trade policies between countries where we operate, which could increase our costs of materials and finished goods, or disrupt our supply chain operations. For further information, see Part II, Item 7A of our Annual Report on Form 10-K for the year ended December 31, 2024.
Item 4. CONTROLS AND PROCEDURES
Disclosure Controls and Procedures
Our disclosure controls and procedures (as defined in Rule 13a-15(e) under the Exchange Act) are designed to provide reasonable assurance that the information required to be disclosed in reports filed or submitted under the Exchange Act is recorded, processed, summarized and reported within the time periods specified in rules and forms adopted by the SEC and that such information is accumulated and communicated to management, including the Chief Executive Officer and the Chief Financial Officer, to allow timely decisions regarding required disclosures.
Our management, under the supervision and with the participation of the Chief Executive Officer and Chief Financial Officer, evaluated the effectiveness of the design and operation of our disclosure controls and procedures as of March 31, 2025. Based on this evaluation, the Chief Executive Officer and Chief Financial Officer have concluded that our disclosure controls and procedures were effective as of March 31, 2025.
Management’s Report on Internal Control over Financial Reporting
Management, with the participation of our Chief Executive Officer and Chief Financial Officer, has conducted an evaluation of the effectiveness of our internal control over financial reporting based on the framework set forth in “Internal Control—Integrated Framework (2013)” issued by the Committee of Sponsoring Organizations of the Treadway Commission. Based on management’s assessment under this framework, management has concluded that our internal controls over financial reporting were effective as of March 31, 2025.
Changes in Internal Control over Financial Reporting
There were no changes in our internal controls over financial reporting (as defined in Rule 13a-15(f) under the Exchange Act) during the quarter ended March 31, 2025, that have materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.
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PART II OTHER INFORMATION
Item 1. LEGAL PROCEEDINGS
None.
Item 1A. RISK FACTORS
In addition to the information set forth in this report, you should carefully consider the risks discussed under the heading “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2024, which could have a material adverse effect on our business or consolidated financial statements, results of operations and cash flows. Additional risks not currently known, or risks that are currently believed to be not material, may also impair business operations. There have been no material changes to our risk factors since the filing of our Annual Report on Form 10-K for the year ended December 31, 2024, except as follows:
Our global operations are subject to numerous laws and regulations relating to trade restrictions and export controls and failure to comply with such rules could adversely affect our business.
Our global operations are subject to numerous trade and economic sanctions and other restrictions imposed by the U.S., the EU and other governments and organizations. The U.S. Departments of Justice, Commerce, State and Treasury and other federal agencies and authorities have a broad range of civil and criminal penalties they may seek to impose against corporations and individuals for violations of economic sanctions laws, export control laws and other federal statutes and regulations, including those established by the Office of Foreign Assets Control (“OFAC”). Under these laws and regulations, as well as other anti-corruption laws, anti-money-laundering laws, export control laws, customs laws, sanctions laws and other laws governing our operations, various government agencies may require export licenses, may seek to impose modifications to business practices, including cessation of business activities in sanctioned countries or with sanctioned persons or entities and modifications to compliance programs, which may increase compliance costs and may subject us to fines, penalties and other sanctions. A violation of these laws, regulations, policies or procedures could adversely impact our business, results of operations and financial condition.
For example, in November 2024 we began an internal investigation regarding our past compliance with relevant U.S. trade controls and made voluntary disclosures of apparent trade controls violations to the U.S. Department of Commerce's Bureau of Industry and Security (“BIS”). In addition, in April 2025 we filed a voluntary self-disclosure with the Office of Foreign Assets Control relating to the same internal investigation. We estimate that such potential violations being investigated represented less than one percent of our net revenue in each of our last three fiscal years. An unfavorable outcome of this investigation may include fines or penalties imposed in response to our voluntary disclosures. While we believe the amount of any fines or penalties would not be material to our financial condition and results of operation, we are unable to predict the outcome or to reasonably estimate the time it may take to resolve these matters.
Although we have implemented policies and procedures in these areas, we cannot assure you that our policies and procedures are sufficient or that directors, officers, employees, representatives, manufacturers, suppliers and agents have not engaged and will not engage in conduct in violation of such policies and procedures.
Changes in U.S. trade policy including the impact of tariffs are having and may continue to have a material adverse effect on our business and results of operations.
Our business and results of operations are being and may continue to be adversely affected by uncertainty and changes in U.S. trade policies, including tariffs, trade agreements or other trade restrictions which may be imposed by the U.S. or other governments with little or no advance notice. For example, the U.S. government recently imposed tariffs on various product imports from almost all countries. Some tariff announcements have been followed by the granting of limited exemptions and temporary pauses causing substantial uncertainty and volatility in financial markets. Current U.S. trade policy has and may continue to result in retaliatory measures on U.S. goods. Retaliatory tariffs that apply to our products could have a material adverse impact on demand for and purchases of our products.
Some of our products require materials that may be subject to these recent tariffs. Any imposition of or increase in tariffs on imports of our products or components needed to manufacture our products, as well as corresponding price increases for such materials available domestically, could increase our costs. To the extent that we are unsuccessful in finding alternative suppliers that are subject to smaller or no tariffs, negotiating sharing these costs with our suppliers, or failing to pass cost
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increases on to our customers, such cost increases could adversely affect our business and results of operations. Higher costs could also inhibit our ability to develop new products and innovations.
If we are unable to navigate further these unpredictable changes in U.S. or international trade policy, it could have a material adverse impact on our business and results of operations.
Tariffs or other trade restrictions may lead to continuing uncertainty and volatility in U.S. and global financial and economic conditions and commodity markets, declining consumer confidence, significant inflation, and diminished expectations for the economy, and ultimately may reduce demand for our products. Such conditions could have a material adverse impact on our business, results of operations and cash flows.
Item 2. UNREGISTERED SALES OF EQUITY SECURITIES, USE OF PROCEEDS AND ISSUER PURCHASES OF EQUITY SECURITIES
The following table summarizes the purchases of our common stock during the fiscal quarter ended March 31, 2025:

Periods |  | Total Number of Shares Purchased (in thousands) |  | Average Price Paid Per Share |  | Total Number of Shares Purchased as Part of Publicly Announced Plans or Programs (in thousands) |  | Maximum Dollar Value of Shares That May Yet Be Purchased Under the Plans or Programs(1) (in thousands)
January 1, 2025 to January 31, 2025 |  | — |  |  | $ | — |  |  | — |  |  |
February 1, 2025 to February 28, 2025 |  | — |  |  | — |  |  | — |  |  |
March 1, 2025 to March 31, 2025 |  | 38 |  |  | $ | 12.47 |  |  | 38 |  |  |
Total |  | 38 |  |  |  |  | 38 |  |  | $ | 8,305 |

(1) On March 10, 2021, we announced a $15.0 million common share repurchase program. On March 8, 2022 we announced an amendment to the share repurchase program allowing the repurchase of an additional $30.0 million shares. The repurchases may be made from time to time as market conditions warrant and are subject to regulatory considerations. We purchased 38,000 shares of our common stock during the quarter ended March 31, 2025, under the terms of this Board approved plan.
The actual timing, number and value of common shares repurchased under our board-approved plan will be determined at our discretion and will depend on a number of factors, including, among others, general market and business conditions, the trading price of common shares and applicable legal requirements. We have no obligation to repurchase any common shares under the authorization, and the repurchase plan may be suspended, discontinued, or modified at any time for any reason.
Item 3. DEFAULTS UPON SENIOR SECURITIES
None.
Item 4. MINE SAFETY DISCLOSURES
Not applicable.
Item 5. OTHER INFORMATION
During the three months ended March 31, 2025, none of our directors or officers adopted or terminated a “Rule 10b5-1 trading arrangement” or “non-Rule 10b5-1 trading arrangement,” as each term is defined in Item 408 of Regulation S-K.
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Item 6. EXHIBITS
a) Index to Exhibits

Item No. |  | Exhibit
31.1(1) |  | Certification of Chief Executive Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
31.2(1) |  | Certification of Chief Financial Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
31.3(1) |  | Certification of Chief Accounting Officer under SEC Rule 13a-14(a)/15d-14(a) promulgated under the Securities Exchange Act of 1934
32.1(2) |  | Certification of Chief Executive Officer pursuant to 18 U.S.C. Section 1350 Chief Executive Officer pursuant to 18 U.S.C. Section 1350
32.2(2) |  | Certification of Chief Financial Officer pursuant to 18 U.S.C. Section 1350 Financial Officer pursuant to 18 U.S.C. Section 1350
32.3(2) |  | Certification of Chief Accounting Officer pursuant to 18 U.S.C. Section 1350 Financial Officer pursuant to 18 U.S.C. Section 1350
101.INS |  | Inline XBRL Instance Document
101.SCH |  | Inline XBRL Taxonomy Extension Schema Document
101.CAL |  | Inline XBRL Taxonomy Extension Calculation Linkbase Document
101.LAB |  | Inline XBRL Taxonomy Extension Label Linkbase Document
101.PRE |  | Inline XBRL Taxonomy Extension Presentation Linkbase Document
101.DEF |  | Inline XBRL Taxonomy Extension Definition Linkbase Document
104 |  | Cover page Interactive Data File (the cover page XBRL tags are embedded within iXBRL (Inline Extensible Business Reporting Language) document)

_________________________________________
(1) Filed currently herewith.
(2) Furnished currently herewith.
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SIGNATURES
Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned thereunto duly authorized.

Nature’s Sunshine Products, Inc.
Date: | May 6, 2025 | /s/ Terrence O. Moorehead
|  | Terrence O. Moorehead,
|  | President and Chief Executive Officer
|  | (Principal Executive Officer)
Date: | May 6, 2025 | /s/ L. Shane Jones
|  | L. Shane Jones,
|  | Executive Vice President, Chief Financial Officer and Treasurer
|  | (Principal Financial Officer)
Date: | May 6, 2025 | /s/ Jonathan D. Lanoy
|  | Jonathan D. Lanoy,
|  | Senior Vice President, Chief Accounting Officer
|  | (Principal Accounting Officer)

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