Nature's Sunshine Products (NATR) Q3 2026 earnings summary

Executive summary

• Q3 net sales fell 9.1% YoY to $116.6M, or 7.2% excluding FX; operating income declined to $5.3M and net income attributable to common shareholders to $1.9M.

• China disruption, weaker Taiwan and lower North America sales weighed on results; management is rebuilding China consultant leadership and continuing Digital investment.

• Nine-month sales were $356.5M vs. $356.3M; gross margin improved to 73.2% from 72.4%, while nine-month net income declined to $10.5M from $15.9M.

Financial highlights

• Q3 adjusted EBITDA was $11.1M vs. $15.2M; diluted EPS was $0.11 vs. $0.30, and adjusted diluted EPS was $0.14 vs. $0.36.

• Q3 gross profit was $85.0M vs. $94.0M; operating income was $5.3M vs. $9.0M.

• Q3 SG&A was $42.3M vs. $45.7M, reflecting lower variable expenses and cost management; as a share of sales it rose to 36.3% from 35.6%.

• Nine-month operating income was $20.3M vs. $19.4M; adjusted EBITDA was $37.0M vs. $37.4M.

Outlook and guidance

• FY26 net sales guidance lowered to $460M–$470M from $490M–$500M; adjusted EBITDA guidance reduced to $44M–$48M from $48M–$52M.

• China is expected to remain a headwind into 2027; stronger USD, Taiwan weakness and normalized digital comparisons also weigh on near-term results.

• Q4 gross margin expected in the low-72% range, slightly below prior year, mainly due to FX.

• Growth and margin priorities include digital-channel expansion, region-focused sales teams, new products, raw-material optimization and manufacturing, logistics and SG&A efficiencies.

• Long-term Vision for Growth targets $1B sales and 15% EBITDA margin over time.