NUS - Earnings call transcript Q3 2017 | Nu Skin Enterprises, Inc.

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Operator

Good afternoon, ladies and gentlemen and welcome to the Q3 2017 Nu Skin Enterprises Earnings Conference Call. At this time, all participants are in a listen-only mode. Later, we will conduct a question-and-answer session and instructions will follow at that time.

As a reminder, this call is being recorded. I would now like to turn the conference over to your host, Mr. Investor of Head Pond, Relations. Scott sir. Please go ahead,

Scott Pond

us. Thanks, joining Amanda thanks everyone and for

Officer; Chief with On President; Ryan Financial officer; the Mark Joe me Chief Ritch call today are Wood, Officer. Scientific Chief Executive Lawrence, and Chang, Napierski,

be numbers numbers complete for earnings will filings Investor from Just of our includes statements. assist of of made call, refer those discussion financial involve and discussed. required Ritch. differ with Please some call, a discussed results for financial period-to-period Relations We actual today's page statements that uncertainty, These Please that, reconciliation turn be I'll and may Also, comparing a release manner. statements. that may risks. the this SEC in during over results reminder, from financial obtained in risks certain that any to during non-GAAP to a website and in comments our non-GAAP forward-looking differ corporate numbers. these more comparable to believe materially And the these consistent our refer numbers

Ritch N. Wood

the products, implementation for now our impacting quarter. of $XX We're our major comparison, moving we're softness time $XXX year's third everyone. per at solid afternoon. the in strategy, QX, revenue quarter. $X.XX. while at appreciate the the gains above I focused we with with of programs. QX of sequential would your sales guidance, we planned in growth this release in health earnings the since business. into by that and platforms, afternoon, the Good saw Overall, results, introductions quarter remind And on as experienced generated initial our also the our range slightly million, in fourth our are the press seasonal and and encouraged product We at million you prior-year today, stage direction top-end some you limited-time share We're offer pleased the included typically this

initiatives of I our share a will minutes, am progress influence areas more each in stages, we're drivers these with positively early business. the in our to encouraged anticipate but making. would how the we will you Ryan in little these like a on give we're Although, growth I with first, few detail

are acquisition the and we in Our customers on a to the year. over centered X% efforts report growth pleased customer during were quarter prior increase

Asia/Pacific, and Social encouraging our to business to progress by an United for markets selling adopted continues the our we like South selling see is as accelerator be in States, EMEA, continue social leaders. sales and

focus. experience, positive positioning that driving make a customer selling, In accessible. I products, focus acquisition new our our platform innovations our with Social our together confident with is am to customer exclusive more is month We will will event accelerate the particular believe past a customer of a be global number of and introduced optimally pace this in our LIVE! at products products changer. LumiSpa that game new acquisition.

this to cleansing facial innovative key and to treatment We device a expect our highly business. be contributor

faster, our believe We will for and XXXX very business. positive these aimed and an sales addition, our providing we more them strengthening leadership. changes believe geography be our business, potential, earning help leaders overall changes these In into LIVE! introduced flexible implement enhanced by empowering building which program, in at our accelerate Velocity, sales we call plan new sales XXXX. rewarding we We will at and future event, this as the

was with short-term coming generated to Asia/Pacific quarter. a The The strength with with America. out the also with year-over-year gain I'm our solid, modestly. Americas to our I'm LTOs, quarter. number to prior-year the and grow in our EMEA China were pleased with this year-over-year Mainland which business of largely the leaders continues sequential led growth, continues in was leader a South X% X% way which of quarter. expectations line impact XX% the the due pleased decline in of was terms particular sales uplift In perform. of sales we Latin growth encouraged to in

While Kong, believe positively quarter introduction the Ryan, fourth business and me in impact the Hong on Ryan? Taiwan our over financial business we been time Korea, LumiSpa Mark will in markets. projections. market trends With and that of Japan, statements then soft detail the have additional and turn these and that, trends our let our will South to provide

Ryan S. Napierski

event event, Thanks, global Ritch to format more in approach and thousands at tens new customers attractive everybody. of out to refreshed Lake a Salt a our around that thank celebrate to City, were our sales took this us here able crowd we you Wanted travel for hosted world. good from event. way perfect next-generation leaders of sell-out LIVE! success month our was was a to a of and joining afternoon Last to with global with We the online. This LIVE! each who entrepreneurs. (XX:XX) the

vision and provide our introduced world's and that growth enhanced platforms, leading drivers programs. products training our empowering we key platform opportunity a three on including mentioned; engaging the enabling strategy becoming the LIVE! of Ritch During

me about a talk bit let little First, engaging platforms.

transforming Social global and be we industry working are leader to in this a our selling space. is

where sales will social We XX% that customer more tools this new world in quarters. Beginning the to roll several build and the through the respectively. over early leaders to teams the we out out we effectively networks. quarter, continue tools of acquire will have both reported sales their around XX% new next social South seen Asia/Pacific growth impact customers selling Americas, their roll and and our These empower

Next, let's talk about products. our enabling

at we the through first in will LIVE! products, markets. LumiSpa of line We the fourth ageLOC results strong positive in of We about awaited anticipate excited device. all the quarter Our based on market – preview in of response LumiSpa from particularly device our this sales LumiSpa of leaders of launch global end previews were social selling year, new the especially long the XXXX, will half then conduct our the

of selling quarters, our concepts, color, at our you portfolio and (XX:XX) the and Renewal input a new over potential the intended long-wear provide allowing including saw Rau tests, leaders joined these you to market nearly into simply social as if Now, us sales products. will new co-create be LIVE!, Others were Dana Tru our dozen help naturals some Dr. Cream, line. Nail Uplifting few new next Ultra System, Powerlips beauty lip Essence Face product folded

We innovations these to forward. product moving customer expect all support growth

about talk me programs. let Finally, our empowering

one, basis; and sales three, and reach by opportunity a on performance As This providing introduced leaders. leaders more Ritch to their faster new is two, program flexible Velocity. stronger mentioned, a things; for a reward three our do compensation build to we sales goals; designed personal provide monthly daily, weekly program,

in drive productivity. program Pacific this sales expect We to our the of program generate then this initial and We in and year, force globally, to later growth the begin higher the anticipate over next years. markets the monthly two rollout

designed experience announced new In the customer loyalty value. program increase Blu to customer enhance Rewards, a lifetime and addition, we

see, over As at And Mark. are strategy. an to turn with our I'll forward you can we executing it moving that, accelerated pace, growth

Mark H. Lawrence

Ryan. Thanks,

Let the and the through on our balance some all of you me see highlights now walk year. of of provide we perspective third how my quarter

provided our information IR have we on reminder, in and release a website. financial our detailed more As

of third China. South Korea growth million from million. note Ritch the sales I As of Mainland $X sequential the revenue of XXXX with and million would quarter pleased from business, LTO of the that mentioned, we're with included $XXX.X $XX

to in prior per third and XXXX. of $X.XX earnings year share LTO at quarterly tax came revenue a benefited Our $X.XX the closing quarter lower compared to Venezuela. due in the from The rate of

sequentially. of our $XX million we million dividends and of quarter, stock, by paid $XX our roughly improving repurchased the During $XX position net million cash approximately while

repurchase is share $XXX remaining authorization million. Our

for to share $X.XX with revenue fourth $XXX Our to the is $XXX of quarter $X.XX. guidance million earnings million, per

billion introduction LumiSpa. anticipate approximately associated revenue X% Based on earnings with within per share $XXX This revenue $X.XXX our to with of places to billion, of for the XXXX We the to annual growth of $X.XX, prior guidance. we this of continue at $X.XX anticipate revenue both year. approximately benefits million guidance, $X.XXX

last we the now we LIVE! call Operator, open Annual of Finally, guidance Therefore, when coming an at to in held questions. will typically Day, we up Luncheon provided for QX the call, Investor as annual our on guidance plan our for XXXX results. we year. have where release lieu we provide an we Investor mentioned

Operator

Thank you.

comes question of line Alwy Faiza Deutsche the Bank. from first from Your

open. is line Your

Faiza Alwy

Yes. Thank you. Hi.

for fiscal overall midpoint? from XXXX until So, the is you just first about know guidance you bit, XQ you, I can is to So, us the overall lower question, XQ Mark, the changed it's at the guidance it lowered a range, I declined, just guidance because but guess little EPS guidance, and now? what's your have seems talk to within sales

Ritch N. Wood

has very business the speak on were anticipated through Sure, quarter way really over higher as with our range. Faiza, real just the We to end our came the really the projections the like maybe, and deliver Ritch – is let third briefly of year. we it the in pass then – were. the for here, Sure. how guidance we numbers. the closely in exact Mark business me business came where anticipated This we trended to able Projections

feel good way the the So, is trending. about we really business

to wouldn't guidance. read the you speak So, I much too But to? of Mark, do into want tightening

Mark H. Lawrence

lines It follow to would happy as roughly way is XX% up. year-over-year. out, QX be with those we're the I same Ritch look along Yeah. laid will really shaping

million to I We growth LumiSpa. still that's a expect healthy think $XXX rate year-over-year. include roughly with

million and we revenue we billion. at range, range and billion our forecast the built $X.XX and up $XX range we $X.XXX the normal the narrowed came EPS normal to with the high end $X.XX As

It as of So up nothing really changed in the rolled narrowing we just the forecast. a was the QX range business.

Faiza Alwy

anything do you regions? break by the LumiSpa, between market? Okay. expect about can out that to sort for XQ And us million, how tell of there is the then So, various $XXX you specifically

Ritch N. Wood

level, high our and we Let December, leaders. were most from as for November really me were previews that product only the just October in will in positive. But of those happen did a top sales

size size regions. of LumiSpa really So, we based representative and that have the pretty, of of out each each really been our drive We to continue of the biggest units the built quarter allocation to pretty fourth on to available markets, the the strong from is have anticipate the of I the of acquisition. think markets. quite all customer in be of our And

anticipate well leader in numbers quarter. the our customer sales strength as as would numbers we'll fourth our I So, that see in

Faiza Alwy

pass Okay. Thanks. it I'll on.

Ritch N. Wood

bet. You

Operator

Pivotal Group. of Your Tim next question line comes the the from Ramey Research from

sir. open, is line Your

Timothy S. Ramey

to the It's to momentum congratulations. and returning great much so business. see Thanks the

Ritch N. Wood

you, Thank Tim.

Timothy S. Ramey

struck was there with to there I being quarter, FX. probably be fourth just in about it that thing optimistic? was the like bullish thought impact sounds some quarter. Is it too and you there neutral It point to still FX would too be or the more I at fourth negative me one I perhaps being regard least will

Mark H. Lawrence

FX a looking projecting zero to is it's X% for not the impact, we're out huge We're quarter. what

Timothy S. Ramey

modest a to was Okay. And share it commitment sort my then of perennial question, repurchase.

first your kind out be quarter have You below four more little three coming at years. least Why not taking aggressive or a in debt? of monster bit cash

Ritch N. Wood

for to business. Tim, priority stay investing first just that I in priorities, Thanks, our reiterate our think, focused Yeah. And the is on question. to

So we – pay from is, really we and that's then have And the operation. and cash dividend. are shareholder excess generally, quarter what our list, to then always first first at of of we a how deploy generate offset our incentive, from a if from equity strong value. that cash try the we really And have in will doing we priority, top at healthy and cash-wise, there, look the excess all, cash, any terms dilution we fourth of

fourth as principles quarter. continue we'll same So, those we the go follow into to

Mark H. Lawrence

I add over us this the million increase to year. you last back buybacks would from share in We million $XX an did Tim, and at bought quarter. $XX for only that, is we're see

again in cash I trying reasonable to think closer or maintain position that. being cash get net that managing to and our we're neutral excess

Timothy S. Ramey

Sure.

Okay. Thanks so much.

Ritch N. Wood

Thank you, Tim. bet. You

Operator

from Your next Research. comes Doug of from Lane the question Lane line

open, Your line sir. is

Douglas M. Lane

Hi. afternoon, everybody. Good

Ritch N. Wood

Hi, Doug.

Douglas M. Lane

us, we're help that one from quarters in the any like and differentiated the didn't to looking know, the benefit really there is specifics, can just to of XXXX other you the putting the at at together, but can past, look starting a the of and know your have specificity how you unfold? year? XXXX tell any in I markets mind, more It particular than going quarter have you about LumiSpa talk that's you quarters you in rollout you sounds next you're among us, quarters but

Ritch N. Wood

to that for we And with to it debated we guidance, whether like ought be do go early you Thank would XXXX Doug. felt off our better it. we on Yeah, question.

then terms guide see is fourth of we year, going for and what's all really where in As really more us to give next on ammunition of sense our this been quarter, this visibility makes has to which year. that placed

As the in these quarters to seem past, about kind don't we've that plans LTO revenue our skew roll numbers. as with out the next have any numbers, of specific year, talked we –

all, rest have of will the from flat. XXXX and side, First mostly big a one comparison quarter

XXXX will throughout big any think the I calibrated product be launches. for plans without much year more

in So, half event significant while things any of necessarily as first to really it the LumiSpa the shift not from see one the launches quarter that there's year, another today. should we

revenue QX the your a be year, with being going number QX So, stronger throughout then your quarter year, generally consistent are more quarter-to-quarter, in speaking I'd followed anticipate QX. to softest by and ones QX and the

Mark H. Lawrence

the number the the add really numbers this XXXX announcing QX, with me, early their by I guys understand details releasing markets the be – annual together to to is for XXXX releasing is nice it's allowing Doug, hopefully very thing into a my really we each and it. would a able only (XX:XX) dig did with lot with I of and them company And deep of forecast help with guidance as number you them first refine and build added and put Mark, debate into

Douglas M. Lane

Now going in we directionally cash XXXX that's And on the fourth expect all lot Tim's question, of should expect to then follow more sense on should we stock quarter, quarter. just with fourth the in from finally, buyback it makes with in and XXXX? coming just a the

Ritch N. Wood

I stock things, are indicators on does think as lot I know how you And kind a you think come. underlying is how know, those that it we of weigh business exactly, don't today, depends move. the things of Doug, they our trading,

look XX years, net you X% last us if averaged we've in outstanding think over I at every the about about reduction year. shares

do out, of depends you'd where value it our kind other generally that's plays think looking intelligently use sort you're could cash how the needs business. really okay, inside year as I to have of generate the historically, we business and goes, if say, So, shareholder that this higher but

based hard we've where and with historically, So, but to think reduction X% sort know, project today what consistent we of a on I that's been.

Douglas M. Lane

you. Thank Okay.

Ritch N. Wood

bet. You

Operator

Your next of from America. question Olivia comes the the Bank Tong from line of

ma'am. is Your line open,

Christopher M. Carey

actually Hi, Olivia. guys. This Carey for Chris is on

Unknown Speaker

Hi, Chris.

Christopher M. Carey

– hey, how are you? just I

Unknown Speaker

Good.

Christopher M. Carey

if kind sure to first question prior I make currency correct sales Because sort guidance the and of range. in you just go to the just And wrong. guess the for guidance year, end were looking maybe reported me FX was X.X% sales to growth range wanted for of back on high full at outlook take of back reported X.X% the to of if understand. at X.X% high local we I QX I'm to we're now the the sales just the X%; at out end. And QX

comment what's Thanks. to have the a parse full-year? that if follow-up LumiSpa? around it down little I'm trying So, in. out could then just one seen for maybe of engagement And I I to activity changed the bit some you've or on sneak And bring

Ritch N. Wood

you as talk of those little a shot at – possibly Yeah, a X% trending of Yeah, far we're what year, beginning go will think customers, I seen and that was local and business let X% it the right? slightly the so the sales business The has really believe where growth of be we can year. more looks LumiSpa around couple the by Today, about somewhere seeing then, indicators. to it guidance. will turn local the to were in, currency guidance beginning guiding X% comes with in the with the throughout take market depending and into a we currency speak I me at reported we've at then encouraged this around that bit Ryan, on if Having of we forward. year, kind currency like impact, remember, negative leader the the that, so growth currency particularly said trended it's where the been growth been we've below underlying way maybe

momentum that solid. be quarter fourth quarter right. feels really the have a into of to coming seems strong anticipation The Our fourth we

on range. end we top So, the off the really all is long; that the I don't think of been far we've have right overall, year guidance been where

So fourth middle – Mark to of numbers just of coming and where still with of quarter we of the guidance business. the the strong said, out in sort range were last quarter, we've the fine-tuned the and as

So, to you LumiSpa. Ryan, maybe speak the want to

Ryan S. Napierski

Yeah.

You bet.

enthusiastic regarding we broadcasted Chris, very just generally speaking, Yeah, as product. about it, here LumiSpa, the LIVE! this We the response bet. You sales our previewed really from that leaders mentioned audience into are we few and field weeks and (XX:XX), our product a introduction. at with

in October, market a response just of level, quantities, limited good level our very mentioned, will, those small sales happen preview sales November the around trial and the train to activities little preview at this done leader In majority and Ritch local educate leaders We have further that will bit leader some as or December. we've are that. to at and been

be we product. really So positive continue about to this

As mentioned, about coming quarter. for $XXX through the we million Mark revenue LumiSpa in a expect

Ritch N. Wood

other Chris, the our modify tried really kind here. acquisition driving that leader sales, we're too, follow-up, year, talking sales products as this with $XXX forward just offer Last encouraged going limited-time we're on customer were thing how I'm focused about and We XXXX, thought think of I really to stay somewhere to million. around launching growth one with well.

the this performed year, performed this has So, so; business business quite the less would $XXX has well. I than that, year, this overall our year of be it million got last – say – or but will core

of metrics at the success, drive we be how think move to the business. major we're on based look able quarter, really we'll I So, that as will continue but to underlying the going this in,

Christopher M. Carey

one I Got And then, it, could. just got if follow-up, it.

incremental basis, million guidance year-over-year a $XXX if in QX. from year, the on that you last got million And for look at imply, over $XXX it's sales growth QX in and whereas I You a year-over-year. would you'll year, the get mentioned that, QX quite bit below sales LTOs this roughly

So, much. maybe, to just LumiSpa just order business, the but of so business how Thanks sales the hit you expect remaining the to the drive, in parts not guidance?

Ritch N. Wood

Yeah.

you. Thank bet. You

revenue year, coming yeah, business. drive all the QX it's Again, way and really last customers $XXX is of So, new had quarter. this in and see forward the fourth growth million year incremental through in we the QX in the and to it, leaders sales going

benefit; $XXX that a number before business. the again, So, a that terms million mentioned of that we million our look anticipation the is at cannibalization really so... is about includes like, some other And the what $XXX of in parts growth LTO

Mark H. Lawrence

– the expecting would only is, quarter if of is hit get from a That QX. our add you $XXX million QX I add sequentially high-end sequential growth middle slightly we're And thing can range. you take that relatively by generally to the range, of on you to LumiSpa, and our the stronger is easily

Ritch N. Wood

Yeah.

base guidance. we So the that's how really

Christopher M. Carey

All Well, so Okay. thanks right. much.

Ritch N. Wood

Chris. Yeah. Thank you,

Operator

Your from next question Beth Kite Citi. of from comes the line

open. Your line is

Beth N. Kite

just Terrific. social If Thank you, questions selling. hello and everyone. with I on a start couple could of

we couple newer a really out that the third continued some selling, where in quarters of in now social working before having about with products and talk that the is there row, markets? you're quarter, concept still just regions for rolling strategy products, that the in or different that Americas any focus portfolio the like the it those So, are Asia on of Pacific in and a are

Ryan S. Napierski

business, in thanks The to is makes more are, for we're is to which tend acquisition these the it see numbers. social demonstrable, absolutely, impact the bit finding typically as some in that it on demonstrate improve is selling products and of you other This Ryan, an Yeah, mix to in social, shareable them our our are different a Beth. other the customer product certainly words, bit great, socially. can and efforts question. work Hey, highly a easy or than that products works having

some And newer a as that like has very end well (XX:XX) around existing line, to well as priced time, are tend at more really so do we that products products for up toothpaste socially. products, finding been AP-XX quite level both our

demonstrable, products like well. to mentioned, However, fully very do well are, I LumiSpa, again, again, we very expect that shareable, as as very

products seeing a we're very perform So very They as existing as new well. them. products have generally to shareable well appeal

Beth N. Kite

of is, to think Got with more LIVE! with, that specifically Thank (XX:XX) you new you. little much which of bit I so maybe I in the a came And sort said of it. going you was couple is out products spoke I four... where that

Ryan S. Napierski

Yeah.

Beth N. Kite

seeing quarter start we'll those of year. next ...and and this half first the

give trying in to of I with like to social social just in regions I'm your to selling the either still new Just kind portfolio. the social nicely momentum kind that having the be able and a markets understand expanding guess, couple to pre-existing incremental of some you're that fundamentally of selling a might selling, nice trying already to you're going understand, in products. is of then on couple layer lift

sort behind trying how frame to out about to Just numbers that? sales and think the of the

Ryan S. Napierski

Yeah.

other So, I completely words, in missed first with answer. my

And within well try we're this dominant point. an seeing in our business markets selling, me (XX:XX) in it right. it's frankly Pacific, seeing and both definitely it's the in so. We're very very well. other North Let yeah, No, well those going in doing we're Yes, it I and Latin pieces EMEA Americas, pockets bits emerging well, very mean, just markets great markets. business. as the again, seeing do in as Asia, Southeast or as seeing We're mentioned not I social. We're no, seeing UK, is with still in of social and America other

So, trend, definitely to continue we moving that forward. an emerging grow to something expect

manner. we LIVE! Regarding it, we launched of LumiSpa yes, including an facilitate really sold the socially to be built at are in or to each support products to forward at put effective the products LIVE!

specifically in these Dr. two, that to of kind each Dana, mentioned (XX:XX), shareable products ones built those particular Powerlips, very socially. they're I So, in be

Beth N. Kite

fourth those couple a that of Is right? And will the quarter. impact Great.

Ryan S. Napierski

– Yeah. Powerlips see and in well, to Correct. fourth We'll particularly Powerlips in begin quarter. particular contributing

Beth N. Kite

manner (XX:XX). team, wants this for has, ticked each to it's much then whoever G&A in year, up third so Mark, and/or kind quarter. that. a pretty you thank quarter but The the second then, And decent whole Great. And from spending Okay. to the quarter the of for

guess assume you Can I program, So, Velocity. of know, there. lot that's don't cetera, with initiatives questions maybe the of a digital some loyalty us of some two I mean, these early understand, maybe I et I just behind the works of help

help that the could maybe then, million. some million global quarter quarter? drivers us you understand fourth I behind when $XXX of about a one, thought So, roughly the past this that convention in modeling And think think about $XX and million that, was $X the the we've we spend, $XX million to

that to the $XXX million we the tacked kind higher would million, to million $XXX than the with in to? So base of on add be XQ the $XX

Ritch N. Wood

we Yeah, Yeah. is, Thanks. a emerging Thanks, expensive we tend Ryan markets the markets invest are Asia. as answer the Those mentioned, and America some for growth to be Southeast to I in think to Latin little seeing, expansive bit growth. feed like more Beth. short as us continue

G&A our feed that to that and what's to is line margin. in of So, investment overall in growth operating that some our impact

I from also the investing in initiatives, as G&A our you're general (XX:XX), heavily, quarter. on that are We impact number range. spend bolt-on into digital so right you'll and top of prior some I the would there. our you see think know,

Beth N. Kite

I Okay. you it. appreciate Wonderful. much. so Thank all

Ritch N. Wood

Thank you, Beth.

Operator

Stifel. Your Astrachan from the Mark from next question of comes line

is line open. Your

Mark Stiefel Astrachan

everyone. afternoon, and Thanks good Yeah.

Ryan S. Napierski

Mark. Hi,

Ritch N. Wood

Mark. Hi,

Mark Stiefel Astrachan

Wanted modeling to try quarter fourth a understand bit more. to the

directionally or I correct. assumptions maybe some I'm can me and can make So, wrong tell where you

to come plug gross potentially so, similar are through numbers, sort depending think don't take selling more about expense range. if you the of the or take I you LTOs a assume the the high and you And (XX:XX) expenses Beth, how we and the where to know, margin end, is, within commentary that at beneficial would sales basis in your XQ, the points where guess to with Is and I you walked just seem leverage? down, assumption? that if are seemingly selling be assume earnings XXX year-on-year, and on So, should fair it the in then

Ritch N. Wood

gross thanks little thought. quick that we real benefit revenue have it When Mark, for bit. just me let our question. a tends share our going of to get up, Again, margin

there there's then benefit well. some as sales in expense So possibly some and the

benefit a out the the As anticipate that we've options, stock options tax potentially exercised. also be modeled little in we area could fourth from quarter,

your So that could be number, you could frankly, adjust EPS. that know another

Ryan S. Napierski

exercised And our you of last impacts are stock and how rate. quarters there and two I back think can the happens see look to tax what fluctuation it when options the

Mark Stiefel Astrachan

maybe selling... (XX:XX) And Okay.

Mark Stiefel Astrachan

on expense fair Yeah, piece, think that's that is helpful. number And XX% around it the selling to in then? comes

Mark H. Lawrence

I say range. to in the XX% would XX%

Mark Stiefel Astrachan

it. Got

how can cash Okay. at then, And just you can you the in suppose? of have item. to China housekeeping quarter? end that talk the How access And a or much of I did about you access cash ease

Mark H. Lawrence

able out generally, get the Yeah, to China we're time. with in and cash of

ways including deal stocks of declare of financial impact, are So, with well in there most to our sort while to able end you loan. to out to as in company company our do at other have statements your the get of were year as the be able the order sometimes to

is, of around So usually number, Ritch? XX% cash I exact don't what it's the have our total

Ritch N. Wood

Yeah.

as of over somewhere in Our last with Again, $XXX get couple moves cash position in changed quarters. able out. hasn't timing cash out million, it it and we're dramatically around the China is to

Mark Stiefel Astrachan

it. Got

be the And then trying from or customers you. sort how Thank just little standpoint revenue maybe it to Okay. fourth standpoint, a light, lighter. going-in maybe and they would the will currency a bit leaders reduction sort way. were to apply Is little were neutral different customers talk trending relative at leaders about lastly, a then and and a bit the a sales get maybe reduction, customer expectation to quarter are that it of could build-up in which sales bit sales, guidance you heavier guidance productivity of per

helpful. So maybe be some there color would

Ritch N. Wood

a Ryan Let more detail. this maybe a shot take quick and give me little at then

customer we meant what moving up down adjusting So, Ryan detailed of the we've are acquisition, towards as path seen. and other move speed customer slightly trying initiatives all that to it's from social selling Mark, model this accelerate really to growth,

acquisition see customer we pretty strong So, number.

from up-tick is shifting were to the encouraging. QX in our a sign, little numbers QX and good we're launches a in there. into growth QX is product which customer that as model sales We just there actually bit. building number, leader coming But nice quite a Our saw is QX energy

sort coming customer expect customer-driven, see really bit the leaders we leaders. then number. of first, before sales As our the product we'd them drive where go more sales past the customer model, growth upfront grow a It's we'd little and launch to in the

as would well. of But believe terms go Ryan, what we're in think we learning confidence... So, I your as you

Ryan S. Napierski

to growth new coming add is to nicely. Only product base is right? customer the really what So, nicely, Yeah. launches, the taking already the Ritch he business growing said, out described, as of these

in I QX think launch see improve what the product for leaders with quarter. will our growth continue sales to the is we'll

by so, see you'll place. I leaders sales good of end and at a the And quarter, customers think the

are will we leaders trends the So looking as really QX and as through strengthen watching well, at sales so.

Mark Stiefel Astrachan

Okay. you. Great. Thank

Ritch N. Wood

Mark. you, Thank

Ryan S. Napierski

Thank you.

Ritch N. Wood

questions. all that's like looks It our

join the looking So let on quarter just wrap all we've And us this thanking up very by taking the me a to for first from time this you team, management to us quarter as been today. forward call year. for

base us. to to market. growing take to ammunition energy the we really be try our business. and now products and It's of as executing go It's So strategy bring really the our a drive that's time we're and for pumped the -seeing same time things

We with our So, driving as quarter. go success we projections we look back forward. and really coming to in look XXXX forward this to forward

have great a your So, day. us, attention thank to you and for

Operator

and conference. a this day. and Ladies for participation, gentlemen, wonderful have you your Thank concludes today's

all now may disconnect. You

Nu Skin Enterprises (NUS) 1 Nov 172017 Q3 Earnings call transcript