Good afternoon, everyone and thank you for participating in today's Conference Call to discuss Nature's Sunshine's Financial Results for the Third Quarter Ended September 30, 2024. Joining us today are Nature's Sunshine's CEO, Terrence Moorehead; CFO, Shane Jones; and General Counsel, Nate Brower. Following their remarks, we'll open the call for analyst questions. Before we go further, I would like to turn the call over to Mr. Brower as he reads the company's Safe Harbor statement within the meaning of the Private Securities Litigation Reform Act of 1995 that provides important cautions regarding forward-looking statements. Nate, please go ahead.

Thank you. Good afternoon and thanks for joining our conference call to discuss our third quarter 2024 financial results. I'd like to remind everyone that this call is available for replay via telephonic dial-in through November 21 and via a live webcast that will be posted in the Investor Relations portion of our website at ir.naturessunshine.com. The information on this call contains forward-looking statements. These statements are often characterized by terminologies such as believe, hope, may, anticipate, expect, will and other similar expressions. Forward-looking statements are not guarantees of future performance and the actual results may be materially different from the results implied by forward-looking statements. Factors that could cause results to differ materially from those implied therein include but are not limited to, those factors disclosed in the company's annual report on Form 10-K under the caption Risk Factors and other reports filed with the Securities and Exchange Commission. The information on this call speaks only as of today's date. And the company disclaims any duty to update the information provided herein. Now I would like to turn the call over to the CEO of Nature's Sunshine, Terrence Moorehead. Terrence?

Thank you, Nate and good afternoon, everyone. I want to thank you for joining today's call to discuss our third quarter results. During the third quarter, we continued to make good progress executing our global growth strategies and the investments that we've made to expand our additional capabilities, improve our consumer proposition, strengthen our brand presence and drive out costs all combined to help drive performance in the third quarter. While each of the initiatives is at a different stage of execution, we're excited about the actions we've taken to advance our strategic agenda and remain confident that our omnichannel approach will allow us to attract and retain more customers, drive profitable growth and build shareholder value. Our plans are clearly benefiting the business as the third quarter delivered the highest sales volume this year with $114.6 million of sales up 4% versus prior year on a local currency basis. The strong third quarter results were driven by a positive consumer response to our global growth strategies and the actions we've taken to amplify those strategies in the second quarter. As you may remember, in the second quarter, we upgraded our digital platform in North America, made the strategic move to rebalance our portfolio in key markets in Asia Pacific and implemented incremental cost savings initiatives to improve productivity. With respect to our first strategic action, we were excited to upgrade North America's digital platform with new technology and improved mobile-first capabilities. The changes helped improve site load speeds, conversion rates and stability while creating a pathway for continued improvements in the future. We believe these improvements will continue to support meaningful growth. And in the third quarter digital sales grew 17% in North America as we continued to see a positive consumer response to the brand. Moving forward, we'll…

Thank you, Terrence. Moving to our third quarter results. Net sales in the third quarter were $114.6 million, compared to $111.2 million in the year ago quarter, a 3% increase versus the prior year, or a 4% increase, excluding the impact from foreign exchange rates. As Terrence discussed, this was driven by strong performance in Taiwan and Japan and outperformance in Central Europe, partially offset by continued weakness in China. Now diving into more detail on our regional performance. I'll start with APAC. In Asia Pacific, we reported growth of 6% to $55.3 million, or up 9% when excluding the impact of foreign exchange. This was largely driven by a resurgence of growth in Japan and Taiwan, which were up on a constant currency basis by 34% and 20%, respectively. This was led by a powerful customer response to our field activation initiatives and a surge in new customers. We're very pleased with the momentum driven by our growth strategies and the resulting acceleration in these important markets. While we expect meaningful growth in these markets in Q4 and into 2025, we do not expect growth at the levels achieved this quarter. In South Korea, we are gaining confidence in this market's turnaround. Both new customers and average order value improved year-over-year, resulting in 3% constant currency growth in the quarter. We're encouraged by the progress made in Korea this year and expect continued measured improvement. Offsetting an otherwise strong quarter in APAC was the continued macroeconomic weakness in China where Q3 revenue declined 23% in constant currency. While we are working hard to refine our value proposition and reenergize customer demand in this market, the sharp downturn in the macroeconomic environment for the Chinese consumer continues to negatively impact consumer spending. The resulting sales declines in China are likely…

[Operator Instructions] One moment please for your first question. And our first question will come from the line of Susan Anderson from Canaccord Genuity. Your line is now open. Please go ahead.

Hi, good evening. Nice job on the quarter.

Hi, Susan.

Hi. How is it going?

Good.

I guess just on the guide, the updated guide, good to see the raise there. I guess it implies maybe fourth quarter will be flattish. You said something about the sales growth you saw in Asia not continuing. Maybe if you could just give some more color on kind of by region, how you expect that to pan out and to get to the guide for the year? Thanks.

Sounds good. Shane, why don't you take that one?

Absolutely. Yes. As you noted, that implies a Q4 of down 2% to up 2%. So a flattish Q4 on the top line. As we look at where that comes from in the APAC region, as you know we had very strong results in Taiwan and Japan. Some of that strength a portion of that is some timing such that it will be a little bit less -- we pulled a little bit of Q4 into Q3. So although we expect to continue to see strong results in those regions, it won't be at the rate that we've seen. It will be lesser in Q4. And then obviously, we'll have strong growth next year as well. As we look at China, China will continue to be -- the trend will get a little bit better than what it's been as far as down. It won't be down as much, but it will still be down significantly. As we look at Central Europe, we expect to see similar results to Q3 there. And then in North America, our digital business will continue to perform well, but in a similar high teens to 20%-ish growth there. And we do expect to see some continued headwinds in the North America core business that will offset that. So that's the detail by region.

Okay. Great. That's really helpful. And then maybe if you could just talk about the new consumer product packs that you introduced in the markets in Asia. I guess what do those entail? And then also, if you could talk about the performance of the Power Line both in the US and internationally? And I guess should we expect more product to be introduced down the road in the Power Line? Thanks.

Yeah, sure. Absolutely. So as it relates to the kind of the rebalancing of the portfolio in APAC and some of the packs we put in place, really what we've done is trying to make a migration. And obviously, the old products are still there, but they were selling a lot of detox products. So it was a heavy focus on detox. And as you might imagine you can only detox so many times a year and there are only so many people that would do detox. So really it was a shift in focus of adding kind of on top of that kind of more vitality-driven packs that we were selling that would a, appeal to a broader range of people, but also would encourage people to purchase more frequently and kind of more often. So it's a nice shift. And we also kind of rebalanced the price of those packs slightly. So initially, what we knew we were going to see was more people coming in, driving new customer growth, driving order growth with some kind of slightly lower average order in the near term, but that has since been offset by kind of the volume of new customers and new orders that we're getting in and the repeat orders that we're getting from that as we're migrating people into our subscription programs. So really pleased about that. The second piece of your question on the Power Line, great progress in Europe with the Power Line. It is kind of one of our top products. It represents an increasing percentage of sales in Europe. North America sales kind of achieving kind of near double-digit growth year-to-date as we continue to sell those products into the marketplace. We'll continue to I think very kind of cautiously and appropriately expand the line. We don't want to kind of balloon the line up too much. It really is all about improving people's metabolic performance. And so the greens, the beats and the meal products are truly foundational breakthrough products in each one of their respective areas. But now we're going to shift into and you'll see it kind of actually in the back half of 2025 really much more aggressively marketing all three of those products as a system. So we're excited about what lies ahead for the Power Line. They're great products. They are like I said breakthrough kind of results and breakthrough products in each one of their respective categories. But when you combine them they really do start to have some pretty incredible results that they are capable of delivering from the standpoint of improving people's metabolic performance. So I hope that answers your question.

Yeah. That was great. Thanks so much for all the details. I'll go ahead and pass it along. Good luck for the rest of the year.

Thank you.

[Operator Instructions] Now for our next question. This will come from the line of Ms. Linda Bolton-Weiser from D.A. Davidson. Your line is open. Please go ahead.

Yes. Hi.

Hi, Linda.

Hi. So I missed the very part of your narrative in the beginning, but somebody referred to headwinds in your North American core business. Can you just give a little more color what are you referring to? Is that just the kind of strapped consumer situation? Or is there something else you're talking about?

Yes, there's a piece of it where consumers are just a little strapped and kind of holding back on some purchases to a minor extent. Another piece of it is when we made the switch to our digital platform, we did the consumer kind of facing piece first. And then there's a follow-on piece for the kind of the back end for distributors and helping them process their customer orders. So that's just coming online and we'll see the full alignment as we get further into the systems as we get into the fourth quarter. So it's just kind of a natural progression of moving our platform around and having some friction points that are a result of that. But kind of – I think by the time we get through the fourth quarter, all of those friction points will be taken care of, will be addressed. And then it will simply be a matter of just helping people kind of build momentum and get back on track. So that's really what we were speaking to Linda.

Okay. Thank you. And then I'm just wondering again, I'm sorry, if I missed this but I know you have the initiative to reduce costs and improve efficiencies to help gross margin. You had some targets for that. Can you just talk about how that's going and whether you're on target? And will there be any more savings in 2025? And then second part on the cost is I think you had mentioned at one point some shortages are hard to get certain herbs and things like that. Are there any shortages or any other issues with any of your inputs at this point?

Yes. Okay. Absolutely. I'll start and then I'll let Shane elaborate. So as it relates to our gross margin savings initiatives, we are on track. The team has done an incredible job of identifying the savings and then kind of driving them through the system. We're starting to see some of those savings come through. And I'll let Shane speak to some of the challenges that we're facing that would kind of mask some of those results. But as far as the savings that we said we were going to chase after, the team has really done everything that they've said they're going to do. And we do believe there's more upside opportunity going forward as we get into 2025. Second part of your question was?

It was about any shortages of herbs or any other kind of inputs.

Yes, thank you. Intermittently, there might be something. Kind of right now I think supplies are actually kind of very good. The supply chain team has been identifying. There are things that are like I said intermittently challenging. And then there are other things that are just – they're just hard to get. Frequently we're dealing with some rare – kind of hard-to-find ingredients. And so we're going through a process in many cases of kind of reformulating products so that we can just overcome that and improve our service levels. But right now, Linda there's really nothing that is a real barrier from a supply chain product availability standpoint. Shane, do you want to add some commentary around – and color around savings?

Sure. First of all, Linda to give you a little more detail. Last year we realized about $3 million in the previous year in 2023 of those savings as they were just starting to roll on. This year we expect to see about – year-to-date, we've gotten most of this already another additional $7 million. So by the end of the year we will have achieved that $10 million target. We do expect going forward into next year as Terrence noted, additional savings to come in as well. So we will exceed that target. But it has been masked so far in that we have seen a significant amount of headwind in FX rates as well as inflation that has made it so that those improvements have not been – it's been difficult to see in our P&L. We do expect that we are at an inflection point at this point in which we'll see improvement in Q4. We expect an inflection and improvement in Q4, gross margin rates and then a meaningful increase as we go into next year as well.

Okay. Thank you very much. I appreciate it.

Absolutely.

At this time, this concludes our question-and-answer session. I would now like to turn the call back over to Mr. Moorehead for closing remarks.

Okay. Thank you. And finally, we'd like to thank everybody for listening to today's call and we look forward to speaking with you when we report our fourth quarter and full year results in 2025. Thanks again for joining us and take care.

Ladies and gentlemen, this does conclude today's teleconference. You may disconnect your lines at this time. Thank you for your participation.