Nu Skin Enterprises Q1 2025 Earnings Report

Nu Skin Enterprises EPS Results

• Actual EPS: $0.23
• Consensus EPS: $0.15
• Beat/Miss: Beat by +$0.08
• One Year Ago EPS: N/A

Nu Skin Enterprises Revenue Results

• Actual Revenue: $364.49 million
• Expected Revenue: $352.06 million
• Beat/Miss: Beat by +$12.43 million
• YoY Revenue Growth: N/A

Nu Skin Enterprises Announcement Details

• Quarter: Q1 2025
• Date: 5/8/2025
• Time: After Market Closes
• Conference Call Date: Thursday, May 8, 2025
• Conference Call Time: 5:00PM ET

Nu Skin Enterprises (NYSE:NUS) is a global direct-selling company that develops and markets personal-care and wellness products. Its portfolio includes skin-care products, beauty devices, nutritional supplements and other wellness offerings sold primarily through a network of independent distributors and digital commerce channels.

The company markets its products under several brands, including Nu Skin, which focuses on personal care and beauty, and Pharmanex, which offers nutritional supplements. Its ageLOC line includes skin-care products and beauty devices designed around the company’s anti-aging product platform.

Founded in 1984 and headquartered in Provo, Utah, Nu Skin serves customers across multiple regions, including North America, Asia, Europe and other international markets. The company has historically built much of its business around direct selling, combining distributor-led product recommendations with online sales and customer services.

Nu Skin Enterprises Q1 2025 Earnings Call Transcript

Key Takeaways

• In Q1, Nu Skin delivered revenue of $364.5 million at the high end of guidance and adjusted EPS of $0.23, exceeding street expectations.
• The company’s simplified developing market strategy drove an impressive 144% year-over-year revenue growth in Latin America, with improving KPIs in South Korea and Europe.
• Nu Skin faces ongoing macroeconomic headwinds in the U.S. and Canada, including consumer caution around premium products and uncertainties over potential tariffs.
• Nu Skin plans to roll out Prism IO, its palm-sized intelligent wellness platform, in limited quantities during Q3 and Q4 2025 with a broader global launch in early 2026.
• The balance sheet strengthened as debt was reduced by $155 million to $239 million—the lowest level in over ten years—while cash on hand reached $204 million.

Presentation

[Operator]

Good day, and thank you for standing by. Welcome to the Q1 2025 Nu Skin Enterprises Earnings Conference Call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there'll be a question-and-answer session. To ask a question during the session, you'll need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. To withdraw your question, please press star 11 again. Please be advised that today's conference is being recorded. I would now like to turn the conference over to your speaker for today, B.G. Hunt. You may go ahead.

[B G Hunt, Head of Investor Relations at Nu Skin Enterprises]

Thanks, Lisa. Good afternoon, everyone. I'm joined by Ryan Napierski, President and CEO, and James Thomas, CFO. We're excited to share Nu Skin's results from Q1 of 2025. Before I turn the time over to Ryan, let me point out that on today's call, comments will be made that include forward-looking statements. These statements involve risks and uncertainties, and actual results may differ materially from those discussed or anticipated. Please refer to today's earnings release and our SEC filings for a complete discussion of these risks. Also, during the call, certain financial numbers may be discussed that differ from comparable numbers obtained in our financial statements. We believe these non-GAAP numbers assist in comparing period-to-period results in a more consistent manner. Please refer to our investor website, ir.nuskin.com, for any required reconciliation of these non-GAAP numbers. With that, I'd like now to turn the call over to Ryan.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

Thanks, B.G. Thanks, everyone, for joining the call. I'll begin with an overview of our Q1 performance and then provide an update on our key priorities for 2025 as we pursue our mission of being a global force for good by empowering people to look, feel, and live better lives. Having just returned from our Japan live event and our America's Success Trip in Paris, I'm increasingly optimistic about the company's future in spite of near-term macroenvironmental factors as we remain focused on our mission. We have a strong partnership with our amazing sales leaders and experienced management team who have proven to innovate and exercise resilience in the face of challenges.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

We achieved first-quarter revenue at the high end of our guidance range, due in part to improving business trends in certain markets and exceeded our earnings expectations for adjusted earnings per share as we effectively control expenses around the world. We experienced significant growth in Latin America as our developing market strategy continues to take hold in that region. Those gains were offset by the U.S. and Canada related to the increasing macro pressures on the business. We are pleased to see improving trends in our KPIs in both South Korea and China as we continue to stabilize these important markets, and Europe and Africa demonstrated improving results related to the implementation of our enhanced sales performance plan. We were pleased to see growth in several markets in Southeast Asia-Pacific, though Indonesia reported additional headwinds during the quarter.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

Japan remained relatively consistent on a local currency basis as we continue to develop our stable consumer base. Our Rise segments performed well during the quarter with 10% year-over-year growth in manufacturing and growing interest in LIFE DNA, one of our upcoming enterprise innovations that I'm excited to talk with you about as we delve deeper into our intelligent wellness platform strategy that I'll speak to in just a moment. Overall, we continue to experience macroeconomic pressures as consumers remain cautious in their purchasing behaviors for premium beauty and wellness products amid uncertainty around the potential impact of tariffs on inflation and driving down consumer sentiment around the world. Looking ahead, you may recall that we outlined three strategic priorities for 2025. First, strengthening our core Nu Skin business. Second, accelerating innovation related to our IO intelligent beauty and wellness platform. And third, improving our operational performance and efficiency.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

Collectively, our progress on these priorities will help us continue to move closer towards our long-term beauty, wellness, and lifestyle ecosystem vision. Let's dive deeper into each priority. First, in terms of strengthening our core business, we remain wholly committed to our mission of empowering people around the world to look, feel, and live better lives via our rewarding entrepreneurial business opportunity. We recently achieved a major milestone that very few companies in our industry ever achieve, surpassing $20 billion in sales compensation paid to our sales force. While direct selling continues to evolve in terms of how we do business, the why of our mission is as strong today as it ever has been.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

We're focused on continuously enhancing our sales compensation plan to more effectively reward our brand affiliates for building their businesses in a social-first manner while maintaining our commitment to rewarding our global sales leaders for training and motivating their sales teams. Our latest sales performance plan is showing improving trends in South Korea, Europe, and Pacific markets while we continue to optimize it in North America. Evolving our leadership-driven, customer-obsessed model is critical to ensuring the vibrancy of our business as we look into the future of how consumers are engaging with beauty and wellness brands via social media first. We're also strengthening our core business by more assertively pursuing our developing market strategy. This simplified and focused business model is driving strong 144% year-on-year growth in Latin America and is driving improved profitability as well.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

A streamlined product portfolio priced affordably at retail, together with an enhanced compensation plan and a scalable operating infrastructure powered by our dynamic group of dedicated sales leaders, enables a more focused and profitable approach to growth in the market. We look forward to applying learnings from this model to strengthen developing markets in Europe and Southeast Asia-Pacific. We will be leveraging these learnings as we expand into India later this year. India holds enormous mid to long-term potential with its 1.4 billion population, highly entrepreneurial tendencies, and rapidly expanding beauty and wellness industries. We plan to enter with a pre-launch for qualified brand representatives in Q4 of this year, with a formal market launch to follow in mid-2026.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

We will enter the market with a suite of locally manufactured beauty and wellness products tailored to India consumer needs and a localized version of our global sales compensation plan that rewards Indian affiliates for the promotion of selling Nu Skin products and building sales teams. We are working with our partners at Infosys to also provide a digital-first experience tailored to the unique market dynamics. We're excited to enter this rapidly developing market where micro-entrepreneurship is a central driver to their economic growth. Our second priority in 2025 is to accelerate innovation with the introduction of Prism IO, our truly intelligent wellness platform. We've been preparing for this opportunity for more than 20 years of collective scientific studies and research and development.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

With recent technological advancements in machine learning and artificial intelligence, we are now reaching a point of enabling us to realize this vision in a more integral way that will enhance our ability to develop even deeper relationships with our consumers and make more intelligent product recommendations and subscriptions to improve customer retention and overall lifetime value. This will then further empower our brand affiliates and sales leaders to grow their intelligent beauty and wellness businesses. To better understand the future, I need to describe the foundation upon which Prism IO is built. More than $485 billion of nutritional supplements were consumed around the world in 2024, growing at 6.4% per year, with little to no way of knowing whether these supplements are actually improving one's overall health. Prism IO is built upon technology.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

Nu Skin first launched in 2003 with the biophotonic scanner to non-invasively measure carotenoid levels in the skin. Carotenoids are an important source of antioxidants that are widely understood as a critical biomarker for fruit and vegetable intake and a key indicator of overall cellular health. We have since amassed one of the world's largest antioxidant databases with more than 20 million scans across more than 50 countries, which provides us with significant insights into the critical biomarker throughout the world. Fast forward to 2021, when we took our Euromonitor-acclaimed world's number one beauty and wellness device systems and began connecting them with the launch of AgeLock LumaSpot IO, followed by AgeLock WellSpot IO or RenewSpot IO.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

With these connected devices, we have now added more than 28 million treatments from nearly 500,000 devices, with more than 100 million data points providing further beauty and wellness insights into behaviors and product usage within our IO wellness platform. In 2025, we will take the next significant step in accelerating our business out of our intelligent beauty excuse me our intelligent wellness platform with the introduction of Prism IO, a palm-sized device that accurately measures the carotenoid levels in your skin via the fingertip to provide insight into consumers about their overall antioxidant score. Leveraging our extensive aging science database and powerful AI capabilities, our customers can receive intelligent insights into their healthy lifestyle, as well as product recommendations to improve their antioxidant score and assist in overall healthier living.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

We will also leverage macro insights from this intelligent wellness platform to develop more customized nutrition solutions for consumers based upon geographic and dietary micronutrient needs. We anticipate incorporating deeper insights acquired via genetic testing from LIFE DNA into our intelligent wellness platform as part of our next phase of development anticipated to be in 2026 and 2027, as we further build out this holistic wellness ecosystem. We'll begin to roll out our Prism IO in limited quantities for qualified sales leaders during Q3 and Q4 of this year, followed by leader launches around the globe in the first half of 2026, with broader-based consumer distribution thereafter. The launch of Prism IO will be accompanied by restages of our leading nutrition supplement LIFE Pack line, incorporating updated formulas to meet geographic dietary needs at various pricing tiers to meet different customer segments across our developing and emerging markets.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

As more consumers get their intelligent antioxidant score with Prism IO, we anticipate nutritional supplement purchases and subscriptions will increase, driving incremental revenue and retention, which will result in a greater customer lifetime value and will also provide greater opportunities for our sales force to grow their independent beauty and wellness businesses. Our third priority for 2025 is improving operational performance and efficiency. I'm pleased with the ongoing efforts to steadily improve profitability as we deploy our product portfolio and expense optimization efforts around the world. We're making steady progress towards our improving gross margin target for the core business, as well as our broader market profitability improvement efforts. Let me turn the time over to James now, who will dive deeper into our progress on this critical priority and take you through our financial performance in Q1 and outlook for the remainder of this year.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

He'll also cover how we are strengthening our balance sheet and overall financial position as we seek to improve shareholder value through steadily improving revenue performance and earnings per share. James?

[James Thomas, EVP and CFO at Nu Skin Enterprises]

Thank you, Ryan. Good afternoon, and thank you for joining us today for our Q1 earnings call. I'm pleased to provide an overview of our performance for the first quarter of the year, including key highlights, challenges, and our outlook for the rest of 2025. As always, I'll walk through the financial results, touch on some key business dynamics, discuss our outlook for Q2, and provide an update on how we're navigating the current macroeconomic environment. I'll be speaking to adjusted non-GAAP financial measures as it pertains to our financial results. Reconciliations to the most directly comparable GAAP measures can be found on our investor relations website.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

Turning to our financial results for the quarter, I'm pleased to report solid performance in several key areas. For the first quarter, we delivered revenue at the top end of the range at $364.5 million, which included a 3% negative foreign currency impact of $12.3 million. GAAP earnings per share came in at $2.14, whereas adjusted earnings per share came in at $0.23, excluding the gain from the sale of Mavely and other charges. This surpassed our guidance and demonstrated significant improvement over the prior year of $0.09. Our Q1 gross margin was 67.8% compared to 70.5% in the prior year, primarily due to the revenue mix between Rise Entities and the Nu Skin core following the sale of Mavely.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

Within our core Nu Skin business, gross margin was 76.7%, slightly down from the prior year, however, showing three quarters of sequential adjusted gross margin improvement from the Nu Skin business. We expect this trend to continue into Q2. Selling expense as a percentage of revenue was 32.5% for the quarter, a decline from the prior year, primarily reflecting the overall revenue mix between our core Nu Skin business and Rise. Within the core Nu Skin segment, selling expense was 38.7%, down from 41.7% in the prior year. The decline was largely driven by lower sales performance in the U.S., China, and Southeast Asia-Pacific markets due to global trade tensions and other macroeconomic pressures. We anticipate selling expense to return to our historic norm of 40% as the business strengthens around the world and the enhanced compensation plan gains adoption.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

General and administrative expenses improved as a percentage of revenue, declining to 28.9% from 29.9%, reflecting cost reduction efforts in labor, migration to a shared service model for technology, and aligning our fixed overhead to current levels of revenue. Adjusted operating margin for the quarter was 6.4%, up 250 basis points from 3.8% in the prior year, despite continued top-line pressures. We believe there is still room for efficiency gains in this area as we remain disciplined in our cost management efforts. During the quarter, we had non-recurring gains and other charges that we've adjusted from earnings to reflect the ongoing operations of the business. In the quarter, we recorded a $176 million gain from the sale of Mavely, which was partially offset by other impairments and charges related to the operational shifts of our Rise portfolio companies and investments.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

I'd now like to turn to our balance sheet and liquidity position. During the quarter, we reduced our outstanding debt by $155 million, bringing our total debt to $239 million, our lowest level in more than 10 years. We ended the quarter with $204 million in cash, marking continued progress toward our goal of achieving cash-to-debt neutrality. In line with our disciplined capital allocation strategy, we returned approximately $8 million to shareholders, comprised of $3 million in dividends and $5 million in share repurchases. At quarter end, we had $157.4 million remaining under our current share repurchase authorization. Looking ahead to the remainder of 2025, we're encouraged by improving revenue trends across developing markets. At the same time, we remain mindful of persistent global uncertainties, including the potential impact of tariffs and evolving geopolitical dynamics.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

To mitigate risk and ensure continuity, we are implementing proactive supply chain strategies such as diversified sourcing and optimized inventory planning. While current projections suggest tariffs are unlikely to materially impact our costs in the near term, we continue to closely monitor potential effects on consumer sentiment and overall demand for Nu Skin products. Given the ongoing uncertainty and limited visibility into the remainder of the year, we are maintaining our current guidance with the expectation of providing more informed updates at the end of Q2 when we anticipate having clear insight into consumer behaviors and top-line trends. We project second quarter revenue between $355 million-$390 million, factoring in an expected foreign currency headwind between 2%-3%. Q2 reported earnings per share is anticipated to be in the range of $0.20-$0.30.

[James Thomas, EVP and CFO at Nu Skin Enterprises]

In conclusion, we're pleased to have delivered on our Q1 guidance and remain focused on executing our strategy amid a complex global environment. Despite these challenges, we remain confident in our ability to adapt and are committed to driving operational performance, managing costs, accelerating growth in key regions, and maintaining a strong financial position. We look forward to updating you on our progress as we move through the second quarter of 2025. I will now turn the time back over to Ryan for closing comments.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

Thanks, James. In summary, while the operating environment remains somewhat uncertain, we remain focused on driving our critical strategic priorities of, number one, strengthening our core Nu Skin business, two, accelerating innovation with Prism IO and our truly intelligent wellness platform, and improved profitability to drive increasing shareholder value.

[Ryan Napierski, President and CEO at Nu Skin Enterprises]

We will be aligning with our amazing team of global sales leaders in June as we recognize their commitment to Nu Skin and our mission of empowering people around the world to look, feel, and live better lives. We're well positioned to create significant long-term value on our journey to becoming the world's leading beauty, wellness, and lifestyle leadership opportunity platform. Thank you for joining the call. If you have questions, please reach out to our investor relations team, and we'll get back to you soon. Thank you.

[Operator]

This does conclude today's conference call. You may all disconnect.

Participants

Executives

• B G Hunt, Head of Investor Relations
• James Thomas, EVP and CFO
• Ryan Napierski, President and CEO