# Mannatech Inc: Form 10-Q for the period ended Jun 30, 2024

- Company: [Mannatech Inc](/companies/mtex.md) (CIK 1056358)
- Form: 10-Q
- Filed: 2024-08-13
- Accepted by EDGAR: Aug 13, 2024, 20:59 ET
- Period: 2024-06-30
- Accession: 0001056358-24-000063
- Inline XBRL: yes
- Main document: https://www.sec.gov/Archives/edgar/data/1056358/000105635824000063/mtex-20240630.htm
- All documents and exhibits: https://www.sec.gov/Archives/edgar/data/1056358/000105635824000063/

## Figures reported in this filing

Standardized XBRL line items for the period ended 2024-06-30.

| Line item | Period | Value | XBRL concept |
| --- | --- | ---: | --- |
| Revenue | 3 months, 2024-04-01 to 2024-06-30 | $27.7m | us-gaap:RevenueFromContractWithCustomerExcludingAssessedTax |
| Revenue | 6 months, 2024-01-01 to 2024-06-30 | $57.1m | us-gaap:RevenueFromContractWithCustomerExcludingAssessedTax |
| Cost of revenue | 3 months, 2024-04-01 to 2024-06-30 | $6.4m | us-gaap:CostOfRevenue |
| Cost of revenue | 6 months, 2024-01-01 to 2024-06-30 | $12.7m | us-gaap:CostOfRevenue |
| Gross profit | 3 months, 2024-04-01 to 2024-06-30 | $21.4m | us-gaap:GrossProfit |
| Gross profit | 6 months, 2024-01-01 to 2024-06-30 | $44.5m | us-gaap:GrossProfit |
| Operating income | 3 months, 2024-04-01 to 2024-06-30 | −$1.1m | us-gaap:OperatingIncomeLoss |
| Operating income | 6 months, 2024-01-01 to 2024-06-30 | −$322.0k | us-gaap:OperatingIncomeLoss |
| Income tax | 3 months, 2024-04-01 to 2024-06-30 | $496.0k | us-gaap:IncomeTaxExpenseBenefit |
| Income tax | 6 months, 2024-01-01 to 2024-06-30 | $1.0m | us-gaap:IncomeTaxExpenseBenefit |
| Net income | 3 months, 2024-04-01 to 2024-06-30 | −$624.0k | us-gaap:NetIncomeLoss |
| Net income | 6 months, 2024-01-01 to 2024-06-30 | $556.0k | us-gaap:NetIncomeLoss |
| Diluted EPS | 3 months, 2024-04-01 to 2024-06-30 | −$0.33 | us-gaap:EarningsPerShareDiluted |
| Diluted EPS | 6 months, 2024-01-01 to 2024-06-30 | $0.30 | us-gaap:EarningsPerShareDiluted |
| Basic EPS | 3 months, 2024-04-01 to 2024-06-30 | −$0.33 | us-gaap:EarningsPerShareBasic |
| Basic EPS | 6 months, 2024-01-01 to 2024-06-30 | $0.30 | us-gaap:EarningsPerShareBasic |
| Diluted shares (weighted) | 3 months, 2024-04-01 to 2024-06-30 | 1,885,000 shares | us-gaap:WeightedAverageNumberOfDilutedSharesOutstanding |
| Diluted shares (weighted) | 6 months, 2024-01-01 to 2024-06-30 | 1,885,000 shares | us-gaap:WeightedAverageNumberOfDilutedSharesOutstanding |
| Operating cash flow | 6 months, 2024-01-01 to 2024-06-30 | −$792.0k | us-gaap:NetCashProvidedByUsedInOperatingActivities |
| Capital expenditure | 6 months, 2024-01-01 to 2024-06-30 | $143.0k | us-gaap:PaymentsToAcquirePropertyPlantAndEquipment |
| Dividends paid | 6 months, 2024-01-01 to 2024-06-30 | $0 | us-gaap:PaymentsOfDividends |
| Share repurchases | 6 months, 2024-01-01 to 2024-06-30 | $0 | us-gaap:PaymentsForRepurchaseOfCommonStock |
| Cash and equivalents | at 2024-06-30 | $9.2m | us-gaap:CashAndCashEquivalentsAtCarryingValue |
| Current assets | at 2024-06-30 | $27.9m | us-gaap:AssetsCurrent |
| Total assets | at 2024-06-30 | $39.9m | us-gaap:Assets |
| Current liabilities | at 2024-06-30 | $24.0m | us-gaap:LiabilitiesCurrent |
| Total liabilities | at 2024-06-30 | $31.7m | us-gaap:Liabilities |
| Shareholders' equity | at 2024-06-30 | $8.2m | us-gaap:StockholdersEquity |

## Management's discussion and analysis

As filed, 46,452 characters.

The following discussion is intended to assist in the understanding of our consolidated financial position and results of operations for the three and six months ended June 30, 2024 as compared to the same period in 2023 and should be read in conjunction with Item 1 “Financial Statements” in Part I of this quarterly report on Form 10-Q and Item 1A “Risk Factors” in Part I of our 2023 Annual Report. Unless stated otherwise, all financial information presented below, throughout this report, and in the condensed consolidated financial statements and related notes includes Mannatech and all of our subsidiaries on a consolidated basis. To supplement our financial results presented in accordance with GAAP, we disclose certain adjusted financial measures which we refer to as Constant dollar (“Constant dollar”) measures, which are non-GAAP financial measures. Refer to the *Non-GAAP Financial Measures* section herein for a description of how such Constant dollar measures are determined.

### COMPANY OVERVIEW

The Company is a global wellness solution provider, which was incorporated and began operations in November 1993. We develop and sell innovative, high quality, proprietary nutritional supplements, topical and skin care and anti-aging products, and weight-management products that target optimal health and wellness. We currently sell our products in twenty-five countries which we group into three regions: (i) the Americas (the United States, Canada and Mexico); (ii) Europe/the Middle East/Africa (“EMEA”) (Austria, the Czech Republic, Denmark, Estonia, Finland, Germany, the Republic of Ireland, Namibia, the Netherlands, Norway, South Africa, Spain, Sweden and the United Kingdom); and (iii) Asia/Pacific (Australia, Japan, New Zealand, the Republic of Korea, Singapore, Taiwan, Thailand, Hong Kong, and China). We also ship our products to customers in the following countries: Belgium, France, Greece, Italy, Luxembourg, and Poland. During the quarter ended June 30, 2024 the Company liquidated its entity in Sweden, Mannatech Sverige AB.

We conduct our business as a single operating segment and primarily sell our products through a network of approximately 142,000 active associates and preferred customer positions held by individuals that purchased our products and/or packs or paid associate fees during the last twelve months, who we refer to as *current associates* and *preferred customers*. New pack sales and the receipt of new associate fees in connection with new positions in our network are leading indicators for the long-term success of our business. New associate or preferred customer positions are created in our network when our associate fees are paid, or packs and products are purchased for the first time under a new account. We review and analyze net sales by geographical location and by packs and products on a consolidated basis. Each of our subsidiaries sells similar products and exhibits similar economic characteristics, such as selling prices and gross margins.

Because we sell our products principally through network marketing distribution channels, the opportunities and challenges that affect us most are: recruitment of new and retention of current associates and preferred customers that occupy sales or purchasing positions in our network; entry into new markets and growth of existing markets; niche market development; new product introduction; and investment in our infrastructure. Our subsidiary in China, Meitai, is currently operating as a traditional retailer under a cross-border e-commerce model. Meitai cannot legally conduct a direct selling business in China unless it acquires a direct selling license in China.

The Company maintains a corporate website at www.mannatech.com.

### Overview of Operating Results

Consolidated net sales for the three months ended June 30, 2024 was $27.7 million, as compared to $32.6 million for the three months ended June 30, 2023, a decrease of $4.9 million, or 14.9%. Consolidated net sales for the six months ended June 30, 2024 was $57.1 million, as compared to $66.7 million for the six months ended June 30, 2023, a decrease of $9.6 million, or 14.4%. The decline in revenues was principally due to supply chain constraints, items on back order, and some weakening of economic conditions in Asia.

The decrease in revenue during the six months ended June 30, 2024 was accompanied by a 1.4% drop in gross profit margins due to the effects of supply chain disruptions, which increased fulfillment costs. Despite these challenges, management continued to prioritize the reduction of selling and administrative expenses as a countermeasure to soften the impact on profitability. These efforts yielded a $1.4 million reduction in payroll costs and $1.3 million reduction in consulting fees, compared with the six months ended June 30, 2023.

Foreign currency gains of $0.9 million and $1.1 million in the quarters ended March 31, 2024 and June 30, 2024, respectively, were related to the strengthening of the U.S. Dollar. Foreign exchange gains also included a one-time gain of $0.2 million during the quarter ended June 30, 2024 attributable to the liquidation of the Company’s entity in Sweden.

Net loss was $0.6 million for the three months ended June 30, 2024, or $0.33 per diluted share, as compared to a net loss of $1.1 million, or $0.59 per diluted share for the three months ended June 30, 2023.

Net income was $0.6 million for the six months ended June 30, 2024, or $0.30 per diluted share, as compared to a net loss of $0.5 million , or $0.27 per diluted share for the three months ended June 30, 2023.

### RESULTS OF OPERATIONS

### Three Months Ended June 30, 2024 Compared to Three Months Ended June 30, 2023

The table below summarizes our consolidated operating results in dollars and as a percentage of net sales for the three months ended June 30, 2024 and 2023 *(in thousands, except percentages):*

|  | 2024 Total dollars | % of net sales | 2023 Total dollars | % of net sales | Change from 2023 to 2024 Dollar | Percentage |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| **Net sales** | **$27,740** | **100.0%** | **$32,594** | **100.0%** | **$(4,854)** | **(14.9)%** |
| Cost of sales | 6,363 | 22.9% | 7,004 | 21.5% | (641) | (9.2)% |
| **Gross profit** | **21,377** | **77.1%** | **25,590** | **78.5%** | **(4,213)** | **(16.5)%** |
| **Operating expenses:** |  |  |  |  |  |  |
| Commissions and incentives | 11,660 | 42.0% | 13,465 | 41.3% | (1,805) | (13.4)% |
| Selling and administrative expenses | 10,860 | 39.1% | 13,079 | 40.1% | (2,219) | (17.0)% |
| Total operating expenses | 22,520 | 81.2% | 26,544 | 81.4% | (4,024) | (15.2)% |
| **Loss from operations** | **(1,143)** | **(4.1)%** | **(954)** | **(2.9)%** | **(189)** | **19.8%** |
| Interest expense, net | (105) | (0.4)% | (10) | —% | (95) | 950.0% |
| Other income, net | 1,120 | 4.0% | 150 | 0.5% | 970 | 646.7% |
| **Loss before income taxes** | **(128)** | **(0.5)%** | **(814)** | **(2.5)%** | **686** | **(84.3)%** |
| Income tax expense | (496) | (1.8)% | (291) | (0.9)% | (205) | 70.4% |
| **Net loss** | **$(624)** | **(2.2)%** | **$(1,105)** | **(3.4)%** | **$481** | **(43.5)%** |

### Six Months Ended June 30, 2024 Compared to Six Months Ended June 30, 2023

The table below summarizes our consolidated operating results in dollars and as a percentage of net sales for the six months ended June 30, 2024 and 2023 *(in thousands, except percentages):*

|  | 2024 Total dollars | % of net sales | 2023 Total dollars | % of net sales | Change from 2022 to 2023 Dollar | Percentage |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| **Net sales** | **$57,133** | **100.0%** | **$66,708** | **100.0%** | **$(9,575)** | **(14.4)%** |
| Cost of sales | 12,658 | 22.2% | 14,417 | 21.6% | (1,759) | (12.2)% |
| **Gross profit** | **44,475** | 77.8% | **52,291** | 78.4% | **(7,816)** | **(14.9)%** |
| **Operating expenses:** |  |  |  |  |  |  |
| Commissions and incentives | 23,345 | 40.9% | 27,022 | 40.5% | (3,677) | (13.6)% |
| Selling and administrative expenses | 21,452 | 37.5% | 25,510 | 38.2% | (4,058) | (15.9)% |
| Total operating expenses | 44,797 | 78.4% | 52,532 | 78.7% | (7,735) | (14.7)% |
| **Loss from operations** | **(322)** | **(0.6)%** | **(241)** | **(0.4)%** | **(81)** | **33.6%** |
| Interest (expense) income, net | (87) | (0.2)% | 14 | —% | (101) | (721.4)% |
| Other income, net | 1,990 | 3.5% | 483 | 0.7% | 1,507 | 312.0% |
| **Income before income taxes** | **1,581** | **2.8%** | **256** | **0.4%** | **1,325** | **517.6%** |
| Income tax provision | (1,025) | (1.8)% | (757) | (1.1)% | (268) | 35.4% |
| **Net income (loss)** | **$556** | **1.0%** | **$(501)** | **(0.8)%** | **$1,057** | **(211.0)%** |

23

### Non-GAAP Financial Measures

To supplement our financial results presented in accordance with GAAP, we disclose operating results that have been adjusted to exclude the impact of changes due to the translation of foreign currencies into U.S. dollars, including changes in: Net Sales, Gross Profit, and Income from Operations. We refer to these adjusted financial measures as Constant dollar items, which are non-GAAP financial measures. We believe these measures provide investors an additional perspective on trends and our operating results. To exclude the impact of changes due to the translation of foreign currencies into U.S. dollars in the current year, we calculate current year results at a constant exchange rate utilizing the prior year’s rate. Currency impact is determined as the difference between the actual GAAP results and the recalculated results for the current year at the Constant dollar rates.

For the three and six months ended June 30, 2024, our net sales decreased $4.2 million and $8.1 million, or 12.9% and 12.1% on a Constant dollar basis, respectively (see reconciliation of Non-GAAP Financial Measures in the tables below); and unfavorable foreign exchange caused a $0.7 million and $1.5 million decrease in GAAP net sales as compared to the same periods in 2023, respectively.

A reconciliation non-GAAP financial measures to GAAP results for the three and six months ended June 30, 2024 and 2023 is presented as follows *(in millions, except percentages):*

| Three-month period ended | June 30, 2024 GAAP Measure: Total $ | Translation Adjustment | Non-GAAP Measure: Constant $ | June 30, 2023 GAAP Measure: Total $ | Constant $ Change Dollar | Percent |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| Net sales | $27.7 | $0.7 | $28.4 | $32.6 | $(4.2) | (12.9)% |
| Gross profit | 21.4 | 0.5 | 21.9 | 25.6 | (3.7) | (14.5)% |
| Loss from operations | (1.1) | 0.1 | (1.0) | (1.0) | — | —% |

| Six-month period ended | June 30, 2024 GAAP Measure: Total $ | Translation Adjustment | Non-GAAP Measure: Constant $ | June 30, 2023 GAAP Measure: Total $ | Constant $ Change Dollar | Percent |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| Net sales | $57.1 | $1.5 | $58.6 | $66.7 | $(8.1) | (12.1)% |
| Gross profit | 44.5 | 1.2 | 45.7 | 52.3 | (6.6) | (12.6)% |
| (Loss) income from operations | (0.3) | $0.4 | 0.1 | (0.2) | 0.3 | (150.0)% |

### Net Sales by Region

Operations outside of the Americas accounted for approximately 65.7% of our consolidated net sales in the three months ended June 30, 2024, as compared to 67.5% in the same period last year. Our operations outside of the Americas accounted for approximately 65.5% of our consolidated net sales in the six months ended June 30, 2024, as compared to 68.4% in the same period last year.

Consolidated net sales by region for the three months ended June 30, 2024 and 2023 were as follows *(in millions, except percentages):*

| Region | Three Months Ended June 30, 2024 |  | Three Months Ended June 30, 2023 |  |
| --- | ---: | ---: | ---: | ---: |
| Americas | $9.5 | 34.3% | $10.6 | 32.5% |
| Asia/Pacific | 15.9 | 57.4% | 19.3 | 59.2% |
| EMEA | 2.3 | 8.3% | 2.7 | 8.3% |
| **Total** | **$27.7** | **100.0%** | **$32.6** | **100.0%** |

24

Consolidated net sales by region for the six months ended June 30, 2024 and 2023 were as follows *(in millions, except percentages):*

| Region | Six Months Ended June 30, 2024 |  | Six Months Ended June 30, 2023 |  |
| --- | ---: | ---: | ---: | ---: |
| Americas | $19.7 | 34.5% | $21.1 | 31.6% |
| Asia/Pacific | 33.0 | 57.8% | 40.4 | 60.6% |
| EMEA | 4.4 | 7.7% | 5.2 | 7.8% |
| **Total** | **$57.1** | **100.0%** | **$66.7** | **100.0%** |

For the three months ended June 30, 2024, net sales in the Americas decreased by $1.1 million, or 10.4%, to $9.5 million, as compared to $10.6 million for the same period in 2023. Revenue per active independent associate and preferred customer decreased by 13.3%, which was partially offset by a 3.3% increase in number of active independent associates and preferred customers. Foreign currency had no effect on revenue for the three months ended June 30, 2024 when compared to the same period in 2023.

For the six months ended June 30, 2024, net sales in the Americas decreased by $1.4 million, or 6.6%, to $19.7 million, as compared to $21.1 million for the same period in 2023. Revenue per active independent associate and preferred customer decreased by 9.6%, which was partially offset by a 1.6% increase in number of active independent associates and preferred customers. Foreign currency had the effect of increasing revenue by $0.1 million for the six months ended June 30, 2024, as compared to the same period in 2023. The currency impact is primarily due to the strengthening of the Mexican Peso.

For the three months ended June 30, 2024, Asia/Pacific net sales decreased by $3.4 million, or 17.6%, to $15.9 million, as compared to $19.3 million for the same period in 2023. Revenue per active independent associate and preferred customer decreased 19.2%, which was partially offset by a 1.9% increase in the number of active independent associates and preferred customers. In addition, due to supply chain issues we deferred a key product promotion in Korea to later in the year, which drove the decline in revenue in Korea. Foreign currency exchange had the effect of decreasing revenue by $0.7 million for the three months ended June 30, 2024, as compared to the same period in 2023. The currency impact is primarily due to the weakening of the Korean Won and Japanese Yen.

For the six months ended June 30, 2024, Asia/Pacific net sales decreased by $7.4 million, or 18.3%, to 33.0 million, as compared to 40.4 million for the same period in 2023. Revenue per active independent associate and preferred customer decreased 19.8%, which was partially offset by a 5.1% increase in the number of active independent associates and preferred customers. We deferred a key product promotion in Korea to later in the year due to supply chain issues, which drove the decline in revenue in Korea. Foreign currency exchange had the effect of decreasing revenue by $1.5 million for the six months ended June 30, 2024, as compared to the same period in 2023. The currency impact is primarily due to the weakening of the Korean Won and Japanese Yen.

For the three months ended June 30, 2024, EMEA net sales decreased by $0.4 million, or 14.8%, to $2.3 million, as compared to $2.7 million for the same period in 2023. The decrease was primarily due to a 10.1% decrease in the number of active independent associates and preferred customers and a 5.2% decrease in revenue per active independent associate and preferred customer. Foreign currency exchange had a minimal effect on revenue for the three months ended June 30, 2024 as compared to the same period in 2023.

For the six months ended June 30, 2024, EMEA net sales decreased by $0.8 million, or 15.4%, to $4.4 million, as compared to $5.2 million for the same period in 2023. The decrease was primarily due to a 11.8% decrease in the number of active independent associates and preferred customers and a 5.9% decrease in revenue per active independent associate and preferred customer. Foreign currency exchange had the effect of decreasing revenue by $0.1 million for the six months ended June 30, 2024 as compared to the same period in 2023. The currency impact is primarily due to the weakening of the South African Rand.

### Sales Mix

Our sales mix for the three and six months ended June 30, was as follows *(in millions, except percentages):*

| Three-month period ended | June 30, 2024 GAAP Measure: Total $ | Translation Adjustment | Non-GAAP Measure: Constant $ | June 30, 2023 GAAP Measure: Total $ | Constant $ Change Dollar | Percent |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| Product | $26.3 | $0.7 | $27.0 | $31.0 | $(4.0) | (12.9)% |
| Pack sales and associate fees | 1.0 | — | 1.0 | 1.4 | (0.4) | (28.6)% |
| Other | 0.4 | — | 0.4 | 0.2 | 0.2 | 100.0% |
| Total | $27.7 | $0.7 | $28.4 | $32.6 | $(4.2) | (12.9)% |

25

| Six-month period ended | June 30, 2024 GAAP Measure: Total $ | Translation Adjustment | Non-GAAP Measure: Constant $ | June 30, 2023 GAAP Measure: Total $ | Constant $ Change Dollar | Percent |
| --- | ---: | ---: | ---: | ---: | ---: | ---: |
| Product | $54.2 | $1.4 | $55.6 | $62.9 | $(7.3) | (11.6)% |
| Pack sales and associate fees | 2.1 | 0.1 | 2.2 | 3.5 | (1.3) | (37.1)% |
| Other | 0.8 | 0.0 | 0.8 | 0.3 | 0.5 | 166.7% |
| Total | $57.1 | $1.5 | $58.6 | $66.7 | $(8.1) | (12.1)% |

### Product Sales

Our product sales consist primarily of sales made to our independent associates and preferred customers at published wholesale prices. Product sales for the three months ended June 30, 2024 decreased by $4.7 million, or 15.2%, as compared to the same period in 2023. On a Constant dollar basis, product sales for the three months ended June 30, 2024 decreased $4.0 million, or 12.9%, as compared to the same period in 2023. The decrease in product sales for the three months ended June 30, 2024 reflects a 7.9% decrease in the number of orders processed and a decrease in the average order value to $166, as compared to $173 for the same period in 2023.

Product sales for the six months ended June 30, 2024 decreased by $8.7 million, or 13.8%, as compared to the same period in 2023. On a Constant dollar basis, product sales for the six months ended June 30, 2024 declined $7.3 million, or 11.6%, as compared to the same period in 2023. The decrease in product sales for the six months ended June 30, 2024 reflects a 7.5% decrease in the number of orders processed and a decrease in the average order value to $167, as compared to $179 for the same period in 2023.

### Pack sales, Associate Fees and Recruiting

Recruitment of new independent associates and preferred customers decreased by 13.6% to 16,690 in the second quarter of 2024 from 19,309 in the second quarter of 2023.We attribute the lower number of orders processed in the three months ended June 30, 2024 to a combination of the lower number of new independent associates and preferred customers recruited during the period.

The approximate number of new and continuing active independent associates and preferred customers who purchased our packs or products or paid associate fees during the twelve months ended June 30, 2024 and 2023 were as follows:

|  | 2024 |  | 2023 |  |
| --- | ---: | ---: | ---: | ---: |
| New | 74,000 | 52.1% | 75,000 | 52.8% |
| Continuing | 68,000 | 47.9% | 67,000 | 47.2% |
| **Total** | **142,000** | **100.0%** | **142,000** | **100.0%** |

The Company collects associate fees in lieu of selling packs in certain markets. Associate fees are paid annually by new and continuing associates to the Company, which entitle them to earn commissions, benefits and incentives for that year. The Company collected associate fees in lieu of pack sales within the United States, Canada, South Africa, Japan, Australia, New Zealand, Singapore, Hong Kong, Taiwan, Austria, the Czech Republic, Denmark, Estonia, Finland, Germany, the Republic of Ireland, the Netherlands, Norway, Spain, Sweden and the United Kingdom.

In the Republic of Korea and Mexico, packs may still be purchased by our associates who wish to build a Mannatech business. These packs contain products that are discounted from both the published retail and associate prices. There are several pack options available to our associates. In certain of these markets, pack sales are completed during the final stages of the registration process and can provide new associates with valuable training and promotional materials, as well as products for resale to retail customers, demonstration purposes, and personal consumption. Business-building associates in these markets can also purchase an upgrade pack, which provides the associate with additional promotional materials. We also do not collect associate fees or sell packs in our non-direct selling business in mainland China. The decline in pack sales occurred principally in Korea.

### Other Sales

Other sales consisted of: (i) sales of promotional materials; (ii) monthly fees collected for the Success Tracker™ and Mannatech+ customized electronic business-building and educational materials, databases and applications; (iii) training and event registration fees; and (iv) a reserve for estimated sales refunds and returns. Promotional materials, training, database applications and business management tools support our independent associates, which in turn helps stimulate product sales.

For the three months ended June 30, 2024 and 2023, other sales were $0.4 million and $0.2 million, respectively.

For the six months ended June 30, 2024 and 2023, other sales were $0.8 million and $0.3 million, respectively.

### Gross Profit

For the three months ended June 30, 2024, gross profit decreased by $4.2 million, or 16.5%, to $21.4 million, as compared to $25.6 million for the same period in 2023. The decrease in gross profit in dollar terms is principally due to the decline in sales. For the three months ended June 30, 2024, gross profit as a percentage of net sales decreased to 77.1%, as compared to 78.5% for the same period in 2023. Some of the increase in costs were related to increased freight costs related to back ordered items and running some sales promotions on products thereby reducing our margin.

For the six months ended June 30, 2024, gross profit decreased by $7.8 million, or 14.9%, to $44.5 million, as compared to $52.3 million for the same period in 2023. The decrease in gross profit in dollar terms is principally due to the decline in sales. For the six months ended June 30, 2024, gross profit as a percentage of net sales decreased to 77.8%, as compared to 78.4% for the same period in 2023.

### Commissions and Incentives

Commission expense for the three months ended June 30, 2024 decreased by 12.5%, or $1.6 million, to $11.1 million, as compared to $12.7 million for the same period in 2023. Commissions are earned on sales. Commission expense in dollar terms decreased during the three months ended June 30, 2024 primarily due to a decline in our sales. For the three months ended June 30, 2024, commissions as a percentage of net sales increased to 40.0% from 38.9% for the same period in 2023. The increase in commissions was due partially to running promotions on our products.

Commission expense for the six months ended June 30, 2024 decreased by 12.9%, or $3.3 million, to $22.3 million, as compared to $25.6 million for the same period in 2023. Commissions are earned on sales. Commission expense in dollar terms decreased during the six months ended June 30, 2024 primarily due to a decline in our sales. For the six months ended June 30, 2024, commissions as a percentage of net sales increased to 39.0% from 38.4% for the same period in 2023, due in part to the product promotions run in the quarter ended June 30, 2024.

Incentive costs for the three months ended June 30, 2024 decreased to $0.6 million, as compared to $0.8 million for the same period in 2023 . For the three months ended June 30, 2024, incentives as a percentage of net sales decreased to 2.0% from 2.4% for the same period in 2023. The decrease was related to travel incentives in the Americas and Asia/Pacific.

Incentive costs for the six months ended June 30, 2024 decreased to $1.1 million, as compared to $1.4 million for the same period in 2023 . For the six months ended June 30, 2024, incentives as a percentage of net sales decreased to 1.8% from 2.1% for the same period in 2023. The decrease was related to travel incentives in the Americas and Asia/Pacific.

### Selling and Administrative Expenses

Selling and administrative expenses include a combination of both fixed and variable expenses. These expenses consist of compensation and benefits for employees; temporary and contract labor; accounting, legal and consulting fees; compensation to our board of directors; warehouse and fulfillment costs; depreciation and amortization; marketing-related expenses; travel and entertainment expenses; credit card processing fees; costs for software maintenance agreements; insurance; charitable contributions; office lease expense; utilities; bad debt; and other miscellaneous operating expenses.

For the three months ended June 30, 2024, selling and administrative expenses decreased by $2.2 million, or 17.0%, to $10.9 million, as compared to $13.1 million for the same period in 2023. The decrease in selling and administrative expenses was the result of a $0.9 million reduction in payroll costs, a $0.7 million decrease in legal and consulting fees, a $0.3 million decrease in travel and entertainment costs, a $0.2 million decrease in marketing costs and a $0.1 million decrease in office expenses. Selling and administrative expenses, as a percentage of net sales, for the three months ended June 30, 2024 decreased to 39.1% from 40.1% for the same period in 2023.

For the six months ended June 30, 2024, selling and administrative expenses decreased by $4.0 million, or 15.9%, to $21.5 million, as compared to $25.5 million for the same period in 2023. The decrease in selling and administrative expenses was the result of judicious cost reductions, including a $1.4 million decrease in payroll costs and a $1.3 million decrease in consulting fees. Selling and administrative expenses, as a percentage of net sales, for the six months ended June 30, 2024 decreased to 37.5% from 38.2% for the same period in 2023.

### Other Income (Expense), Net

Due to the strengthening of the U.S. Dollar foreign exchange gains were $1.1 million and $0.2 million for the three months ended June 30, 2024 and 2023, respectively.

Foreign exchange gains were $2.0 million and $0.5 million for the six months ended June 30, 2024 and 2023, respectively.

### Income Tax (Provision) Benefit

Income tax expense was $0.5 million for the three months ended June 30, 2024 as compared to $0.3 million in the same period last year.

Income tax (provision) or benefit includes current and deferred income taxes for both our domestic and foreign operations. Our statutory income tax rates for key jurisdictions are as follows, for the six months ended June 30:

| Country | 2024 | 2023 |
| --- | ---: | ---: |
| China(1) | 25.0% | 25.0% |
| Hong Kong | 16.5% | 16.5% |
| Japan | 34.6% | 34.6% |
| Republic of Korea | 20.9% | 20.9% |
| United States(2) | 22.2% | 22.2% |

(1) For 2024, the Company qualified for a reduced tax rate of 5% in China as a Small Low Profit Enterprise.

(2) Includes blended state effective rate of 1.2% for 2024 and 2023 in addition to U.S. federal statutory rate of 21%.

Income from our international operations is subject to taxation in the countries in which we operate. Although we may receive foreign income tax credits that would reduce the total amount of income taxes owed in the United States, we may not be able to fully utilize our foreign income tax credits in the United States.

We use the recognition and measurement provisions of the FASB ASC Topic 740, Income Taxes (“Topic 740”), to account for income taxes. The provisions of Topic 740 require a company to record a valuation allowance when the “more likely than not” criterion for realizing net deferred tax assets cannot be met. Furthermore, the weight given to the potential effect of such evidence should be commensurate with the extent to which it can be objectively verified. As a result, we reviewed the operating results, as well as all of the positive and negative evidence related to realization of such deferred tax assets to evaluate the need for a valuation allowance in each tax jurisdiction.

The provision for income taxes is directly related to our profitability and changes in the taxable income among countries of operation. For the three and six months ended June 30, 2024, the Company’s effective tax rate was (277.4)% and 74.8%, respectively. For the three and six months ended June 30, 2023, the Company’s effective tax rate was (20.8)% and (228.0)%, respectively.

The effective tax rates for the three and six months ended June 30, 2024 and 2023 was different from the federal statutory rate due primarily to the mix of earnings across jurisdictions and the associated valuation allowances recorded on losses in certain jurisdictions.

### LIQUIDITY AND CAPITAL RESOURCES

### Cash and Cash Equivalents

As of June 30, 2024, our cash and cash equivalents increased by 18.9%, or $1.5 million, to $9.2 million from $7.7 million as of December 31, 2023. The Company is required to restrict cash for: (i) direct selling insurance premiums and credit card sales in the Republic of Korea; (ii) reserve on credit card sales in the United States and Canada; and (iii) the Australia building lease collateral. The current portion of restricted cash balances was $0.9 million at each of June 30, 2024 and December 31, 2023. The long-term portion of restricted cash balances was $0.7 million at each of June 30, 2024 and December 31, 2023.

Our principal use of cash is to pay for operating expenses, including commissions and incentives, capital assets, inventory purchases, and periodic cash dividends. We did not pay a dividend in the current quarter. Business objectives, operations, and expansion of operations are funded through net cash flows from operations rather than incurring long-term debt.

### Working Capital

Working capital represents total current assets less total current liabilities. At June 30, 2024 and December 31, 2023, our working capital was $4.0 million and $1.9 million, respectively.

### Net Cash Flows

Our net consolidated cash flows consisted of the following, for the six months ended June 30 *(in millions):*

| Provided by (Used in): | 2024 | 2023 |
| --- | ---: | ---: |
| Operating activities | $(0.8) | $(1.3) |
| Investing activities | $(0.1) | $(0.4) |
| Financing activities | $3.1 | $(1.3) |

### Operating Activities

Operating activities used $0.8 million cash for the six months ended June 30, 2024 as compared to a use of $1.3 million cash in the same period in 2023. The improvement is due to reduced operating costs and management of inventory carrying balances, which yielded net income of $0.6 million for the six months ended June 30, 2024.

### Investing Activities

For the six months ended June 30, 2024 and 2023, we invested cash of $0.1 million and $0.4 million, respectively, principally for back-office software projects, reported as property and equipment.

### Financing Activities

For the six months ended June 30, 2024 our financing activities provided cash of $3.1 million. We received $3.6 million from the issuance of notes payable (see Note 4) and we used $0.5 million in the repayment of finance lease obligations.

For the six months ended June 30, 2023 our financing activities used $1.3 million. For the six months ended June 30, 2023, we used $0.8 million in payments of dividends to shareholders, $0.4 million in the repayment of finance lease obligations and $0.1 million in the repurchase of common stock.

### General Liquidity and Cash Flows

### Short Term Liquidity

As of June 30, 2024, our cash and cash equivalents was $9.2 million. We believe our existing liquidity and cash flows from operations are adequate to fund our normal expected future business operations for the next twelve months.

On April 23, 2024, the Company entered into unsecured Loan and Promissory Note agreements with three related parties, who are members of the Company’s Board of Directors, and who are current stockholders of the Company, in an aggregate principal amount of $3.6 million. The purpose of the borrowing was to provide funds to the Company for general working capital needs, including payment to vendors, expansion of the Company’s non-US operations, technology investment primarily for improving the customer ordering process and software updates to improve visibility of sales associate activity.

We have contractual purchase commitments with certain raw materials suppliers to purchase minimum quantities. At June 30, 2024, we have one supply agreement which was amended on April 18, 2024, that requires the Company to purchase an aggregate of $2.6 million through 2025, with no purchase commitments thereafter. We also maintain other supply agreements and manufacturing agreements to protect our products, regulate product costs, and help ensure quality control standards. These agreements do not require us to purchase any minimum quantities.

We have operating lease liabilities for the property and equipment we use in our business operations. These operating lease liabilities represent our minimum future payment obligations on operating leases, including imputed interest. At June 30, 2024, our operating lease liabilities were $3.7 million, of which the current portion of $1.7 million is presented as a component of Accrued expenses and $2.0 million is presented as Operating lease liabilities excluding current portion on our Condensed Consolidated Balance Sheets. We also have finance lease liabilities of $1.1 million and lease restoration liabilities of $0.3 million.

As our primary source of liquidity has historically been our cash flows from operations, our liquidity is dependent on our ability to maintain and/or continue to improve revenue as compared to our operational expenses. In this regard, our management has established a 2024 business reorganization plan focusing on revenue growth, margin improvement and cost control and reduction, including a plan to improve margin through a price increase, continued focus on supply chain costs, and certain compensation plan adjustments, as well as to reorganize certain functional operations and reduce our fixed selling and administrative overhead.

However, if our reorganization plans are not successful, or if we experience disruption in our supply chain, and/or potential decreases in consumer demands, our sales and our overall liquidity in the next twelve months could be negatively impacted. If our existing capital resources or cash flows become insufficient to meet current business plans, projections, and existing capital requirements, we may be required to raise additional funds, which may not be available on favorable terms, if at all.

### Long Term Liquidity

We believe our cash flows from operations should be adequate to fund our normal expected future business operations and possible international expansion costs for the long term. As our primary source of liquidity is from our cash flows from operations, this will be dependent on our ability to maintain or improve revenue as compared to operational expenses.

However, if our existing capital resources or cash flows become insufficient to meet anticipated business plans and existing capital requirements, we may be required to raise additional funds, which may not be available on favorable terms, if at all.

Our future access to the capital markets may be adversely impacted if we fail to maintain compliance with the Nasdaq Marketplace Rules for the continued listing of our stock. We continuously monitor our compliance with the Nasdaq continued listing rules.

### OFF-BALANCE SHEET ARRANGEMENTS

We do not have any special-purpose entity arrangements, nor do we have any off-balance sheet arrangements.

### CRITICAL ACCOUNTING ESTIMATES

Our condensed consolidated financial statements are prepared in accordance with GAAP. The application of GAAP requires us to make estimates and assumptions that affect the reported values of assets and liabilities at the date of our financial statements, the reported amounts of revenues and expenses during the reporting period, and the related disclosures of contingent assets and liabilities. We use estimates throughout our financial statements, which are influenced by management’s judgment and uncertainties. Our estimates are based on historical trends, industry standards, and various other assumptions that we believe are applicable and reasonable under the circumstances at the time the condensed consolidated financial statements are prepared. Our Audit Committee reviews our significant accounting policies and critical estimates. We continually evaluate and review our policies related to the portrayal of our consolidated financial position and consolidated results of operations that require the application of significant judgment by our management. We also analyze the need for certain estimates, including the need for such items as allowance for doubtful accounts, inventory reserves, long-lived fixed assets and capitalization of internal-use software development costs, reserve for uncertain income tax positions and tax valuation allowances, revenue recognition, sales returns, and deferred revenues, accounting for stock-based compensation, and contingencies and litigation. Historically, actual results have not materially deviated from our estimates. However, we caution readers that actual results could differ from our estimates and assumptions applied in the preparation of our condensed consolidated financial statements. If circumstances change relating to the various assumptions or conditions used in our estimates, we could experience an adverse effect on our financial position, results of operations, and cash flows. We have identified the following applicable significant accounting policies and critical estimates as of June 30, 2024.

### Inventory Reserves

Inventory consists of raw materials, finished goods, and promotional materials that are stated at the lower of cost (using standard costs that approximate average costs) or market. We record the amounts charged by the vendors as the costs of inventory. Typically, the net realizable value of our inventory is higher than the aggregate cost. Determination of net realizable value can be complex and, therefore, requires a high degree of judgment. In order for management to make the appropriate determination of net realizable value, the following items are considered: inventory turnover statistics, current selling prices, seasonality factors, consumer demand, regulatory changes, competitive pricing, and performance of similar products. If we determine the carrying value of inventory is in excess of estimated net realizable value, we write down the value of inventory to the estimated net realizable value.

We also review inventory for obsolescence in a similar manner and any inventory identified as obsolete is reserved or written off. Our determination of obsolescence is based on assumptions about the demand for our products, product expiration dates, estimated future sales, and general future plans. We monitor actual sales compared to original projections, and if actual sales are less favorable than those originally projected by us, we record an additional inventory reserve or write-down. Historically, our estimates have been close to our actual reported amounts. However, if our estimates regarding inventory obsolescence are inaccurate or consumer demand for our products changes in an unforeseen manner, we may be exposed to additional material losses or gains in excess of our established estimated inventory reserves.

### Tax Valuation Allowances

As of June 30, 2024, there was nothing recorded in other long-term liabilities on our condensed consolidated balance sheet related to uncertain income tax positions. As required by Topic 740, we use judgments and make estimates and assumptions related to evaluating the probability of uncertain income tax positions. We base our estimates and assumptions on the potential liability related to an assessment of whether the income tax position will “more likely than not” be sustained in an income tax audit. We are also subject to periodic audits from multiple domestic and foreign tax authorities related to income tax and other forms of taxation. These audits examine our tax positions, timing of income and deductions, and allocation procedures across multiple jurisdictions. Depending on the nature of the tax issue, we could be subject to audit over several years. There are ongoing income tax audits in various international jurisdictions that we believe are not material to our financial statements.

### Revenue Recognition and Deferred Commissions

Our revenue is derived from sales of individual products and associate fees or, in certain geographic markets, starter packs. Substantially all of our product and pack sales are to associates and preferred customers at published wholesale prices. We record revenue net of any sales taxes and record a reserve for expected sales returns based on historical experience. We recognize revenue from shipped packs and products upon receipt by the customer. We estimate order delivery dates using weighted averages of historical delivery data periodically provided by our freight carriers. We record the value of orders shipped but not yet delivered to customers as Deferred Revenue on our Consolidated Balance Sheet. If our assumptions and estimate of the delivery time from shipment to receipt by the customer changes, the new estimate could have a material impact on our revenues and financial results of operations. Corporate-sponsored event revenue is recognized when the event is held

Orders placed by associates or preferred customers constitute our contracts. Product sales placed in the form of an automatic order contain two performance obligations: (1) the sales of the product and (2) the loyalty program. For these contracts, we account for each of these obligations separately as they are each distinct. The transaction price is allocated between the product sale and the loyalty program on a relative standalone selling price basis. Sales placed through a one-time order contain only the first performance obligation noted above – the sale of the product.

We provide associates with access to a complimentary three-month package for the Success Tracker™ and Mannatech+ online business tools with the first payment of an associate fee. The first payment of an associate fee contains three performance obligations: (1) providing new associates with the eligibility to earn commissions, bonuses and incentives for twelve months, (2) three months of complimentary access to utilize the Success Tracker™ online tool, and (3) three months of complimentary access to utilize the Mannatech+ online business tool. The transaction price is allocated between the three performance obligations on a relative standalone selling price basis. Associates do not have complimentary access to online business tools after the first contractual period.

With regard to both of the aforementioned contracts, we determine the standalone selling prices by using observable inputs, which include our standard published price lists.

### Product Return Policy

We stand behind our packs and products and believe we offer a reasonable and industry-standard product return policy to all of our customers. We do not resell returned products. Refunds are not processed until proper approval is obtained. All refunds must be processed and returned in the same form of payment that was originally used in the sale. Each country in which we operate has specific product return guidelines. However, we allow our associates and preferred customers to exchange products as long as the products are unopened and in good condition. Our return policies for our retail customers and our associates and preferred customers are as follows:

- ***Retail Customer Product Return Policy.*** This policy allows a retail customer to return any of our products to the original associate who sold the product and receive a full cash refund from the associate for the first 180 days following the product’s purchase if located in the United States and Canada, and for the first 90 days following the product’s purchase in other countries where we sell our products. The associate may then return or exchange the product based on the associate product return policy.
- ***Associate and Preferred Customer Product Return Policy.*** This policy allows the associate or preferred customer to return an order within one year of the purchase date upon terminating his/her account. If an associate or preferred customer returns a product unopened and in good condition, he/she may receive a full refund minus a 10% restocking fee. We may also allow the associate or preferred customer to receive a full satisfaction guarantee refund if they have tried the product and are not satisfied for any reason, excluding promotional materials. This satisfaction guarantee refund applies in the United States and Canada, only for the first 180 days following the product’s purchase and applies in other countries where we sell our products for the first 90 days following the product’s purchase; however, any commissions earned by an associate will be deducted from the refund. If we discover abuse of the refund policy, we may terminate the associate’s or preferred customer’s account.

Historically, sales returns estimates have not materially deviated from actual sales returns, as the majority of our customers who return merchandise do so within the first 90 days after the original sale. Based upon our return policies and historical experience, we estimate a sales return reserve for expected sales refunds over a rolling six-month period. If actual results differ from our estimated sales returns reserves due to various factors, the amount of revenue recorded each period could be materially affected. Historically, our sales returns have not materially changed through the years and have averaged 0.5% or less of our gross sales.

## Market risk

As filed, 2,138 characters.

We do not engage in trading market risk sensitive instruments and do not purchase investments as hedges or for purposes “other than trading” that are likely to expose us to certain types of market risk, including interest rate, commodity price, or equity price risk. Although we have investments, we believe there has been no material change in our exposure to interest rate risk. We have not issued any debt instruments, entered into any forward or futures contracts, purchased any options, or entered into any swap agreements.

We are exposed, however, to other market risks, including changes in currency exchange rates as measured against the United States dollar. Because the change in value of the United States dollar measured against foreign currency may affect our consolidated financial results, changes in foreign currency exchange rates could positively or negatively affect our results as expressed in United States dollars. For example, when the United States dollar strengthens against foreign currencies in which our products are sold or weakens against foreign currencies in which we may incur costs, our consolidated net sales or related costs and expenses could be adversely affected. We translate our revenues and expenses in foreign markets using an average rate.

We maintain policies, procedures, and internal processes in an effort to help monitor any significant market risks and we do not use any financial instruments to manage our exposure to such risks. We assess the anticipated foreign currency working capital requirements of our foreign operations and maintain a portion of our cash and cash equivalents denominated in foreign currencies sufficient to satisfy most of these anticipated requirements.

We caution that we cannot predict with any certainty our future exposure to such currency exchange rate fluctuations or the impact, if any, such fluctuations may have on our future business, product pricing, operating expenses, and on our consolidated financial position, results of operations, or cash flows. However, to combat such market risk, we closely monitor our exposure to currency fluctuations.

## Controls and procedures

As filed, 1,265 characters.

### Evaluation of Disclosure Controls and Procedures

Our management, with the participation of our Chief Executive Officer (principal executive officer) and our Chief Financial Officer (principal financial officer), have concluded, based on their evaluation as of the end of the period covered by this report, that our disclosure controls and procedures (as defined in Rule 13a-15(e) or Rule 15d-15(e) under the Exchange Act) are effective to ensure that information required to be disclosed by us in reports filed or submitted under the Exchange Act is recorded, processed, summarized, and reported within the time periods specified in the SEC’s rules and forms and include controls and procedures designed to ensure that information required to be disclosed by us in such reports is accumulated and communicated to our management, including our principal executive and financial officers, as appropriate, to allow timely decisions regarding required disclosure.

### Changes in Internal Control over Financial Reporting

During the quarter ended June 30, 2024, there were no changes in our internal control over our financial reporting that we believe materially affected, or are reasonably likely to materially affect, our internal control over financial reporting.

## Risk factors

As filed, 637 characters.

In addition to the other information set forth in this report, you should carefully consider the factors discussed in Part I, “Item 1A. Risk Factors” in our 2023 Annual Report, which could materially affect our business or our consolidated financial position, results of operations, and cash flows. The risks described in our 2023 Annual Report are not the only risks we face. Additional risks and uncertainties not currently known to us or that we currently deem to be insignificant also may become materially adverse or may affect our business in the future or our consolidated financial position, results of operations, or cash flows.

Filed Aug 13, 2024.
Source: SEC EDGAR, the filing index for accession 0001056358-24-000063. Last ingested by Listed: Oct 24, 2026, 15:03 ET. No prices; not investment advice.