Lifevantage Corporation

Good day, ladies and gentlemen. Thank you for standing by. Welcome to today's conference call to discuss LifeVantage's third quarter of fiscal 2026 results. At this time, all participants are in a listen-only mode. Following the formal remarks, we will conduct a question and answer session. Instructions will be provided at that time for you to queue up. Hosting today's conference will be Reid Anderson with ICR. As a reminder, today's conference is being recorded. And now I would like to turn the conference over to Mr. Anderson. Please go ahead, sir.

Thank you. Good afternoon and welcome to LifeVantage Corporation's conference call to discuss results for the third quarter of fiscal 2026. On the call today from LifeVantage are Michael Beindorf, Interim Chief Executive Officer, Carl Alray, Chief Financial Officer, and Kristen Cunningham, Chief Sales Officer. By now, everyone should have access to the earnings release, which went out this afternoon at approximately 4.05 p.m. Eastern Time. If you have not received the release, it is available on the investor relations portion of LifeVantage's website at www.lifevantage.com. This call is being webcast, and a replay will be available on the company's website as well. Before we begin, we would like to remind everyone that our prepared remarks contain forward-looking statements, and management may make additional forward-looking statements in response to your questions. These statements do not guarantee future performance, and therefore undue reliance should not be placed upon them. These statements are based on current expectations of the company's management and involve inherent risks and uncertainties, including those identified in the risk factors section of LifeVantage's most recently filed forms 10-K and 10-Q. Please note that during today's call, we will discuss non-GAAP financial measures, including results on an adjusted basis. Management believes these financial measures can facilitate a more complete analysis and greater transparency into LifeVantage's ongoing results of operations particularly when comparing underlying operating results from period to period. We've included a reconciliation of these non-GAAP measures with today's release. This call also contains time-sensitive information that is accurate only as of the date of the slide broadcast, May 6, 2026. LifeVantage assumes no obligation to update any forward-looking projections that may be made in today's release or call. Now I will turn the call over to Michael Beindorf, Interim CEO of LifeVantage.

Thank you, Reid. Good afternoon, and thank you all for joining us today. For those of you I haven't had the opportunity to meet, let me briefly introduce myself. I've had the privilege of serving on the LifeVantage Board of Directors since 2012, which gives me over 14 years of insight into this company's evolution, challenges, and the tremendous opportunities that we have in front of us. I've spent my career building consumer brands across a variety of business environments, including the Coca-Cola Company, Visa, and Planet Rx, amongst some others. Before we dive into our quarterly results today, I want to take just a moment to recognize Steve Fyfe, who retired as our president and CEO on April 30th. Steve's tenure at LifeVantage has been absolutely transformational. His strategic vision and his relentless focus on operational excellence have been instrumental in modernizing our business model strengthening our financial position, and laying the foundation for the future. So on behalf of the entire board in the organization, I want to thank him for his leadership, and I want to wish him the very best in his retirement. Now, you might ask why a long-serving board member would step into an interim operating role, and the answer to that is pretty simple. I believe deeply in LifeVantage's products, its people, and its potential. And my 14 years of board service, I think, give me a pretty unique perspective on what makes this company special. I'm excited about our product portfolio, from our flagship ProTandem family to innovations like TrueScience Liquid Collagen, the MindBody GLP-1 system, and our comprehensive gut activator, P84. These products represent genuine innovation in cellular health activation and are all backed by rigorous scientific validations. But what truly gets me excited is our passionate consultant community. Having spent almost my entire career building consumer brands, I deeply appreciate the power of authentic advocacy. Our consultants understand the uniqueness of our products and the deep scientific validation behind them. And they deliver this information and these products to people every day. they share their personal health journeys, and they create genuine entrepreneurial opportunities. That's a combination that is both powerful and sustainable. You know, our most recent Momentum Academy in Las Vegas was a great example of this. It perfectly captured the energy and the potential of our consultant community. It was centered around the theme of breakthrough, and this three-day immersive experience brought together our independent consultants and from across the country for powerful leadership training, business building strategies, and meaningful connection with each other. Among other things during the conference, the company announced the VIP bonus, our first ever 12-month volume growth incentive program for consultants. This program will handsomely reward consultants who meet their growth goals, and we believe the program can be a game changer, not only as a catalyst for growth, but also in terms of leadership development. In addition to incentivizing growth, the program is designed to identify and elevate consultants who demonstrate the leadership behaviors associated with long-term success. We think that by rewarding these behaviors, we'll build a stronger leadership pipeline and align our field organization around what is required to improve the company's long-term growth trajectory. The passion, the clarity, and the commitment that I witnessed in Las Vegas reinforced my confidence in our community's strength and our company's future. Now, before Carl details our Q3 results, I want to provide a brief high-level perspective on where we stand today and where this enterprise is headed in the future. The direct selling business continues to evolve, and Light Vantage has been proactive in adapting our business model to meet the changing consumer preferences and market dynamics. We've invested in digital capabilities, upgraded our consultant compensation plan, we've enhanced our consultant tools and support systems, and we've continued to innovate our product offerings to address emerging health and wellness trends. And these investments in our future are continuing. As we told you in February, we're making a significant investment in upgrading our e-commerce platform. The launch of Shopify, along with a totally revamped and upgraded back office system will dramatically improve both our customers and our consultants' e-commerce experience with LifeVantage from end to end. We plan to start launching Shopify later this year, and we're excited about the prospects as we roll the Shopify launch through our markets. In addition, our business fundamentals are solid. We have a clean balance sheet, no debt, and cash reserves that give us flexibility. Looking ahead, we see significant opportunities. The health and wellness market continues to expand, and our unique positioning in nutrigenomics gives us credibility and we think differentiates us in a crowded marketplace. We remain committed to operational excellence, strategic execution, and delivering value for all stakeholders. With that, let me turn it over to Carl to take you through our financial results.

Thank you, Michael, and good afternoon, everyone. Let me walk you through our third quarter financial results. Please note that I will be discussing our non-GAAP adjusted results where applicable. You can refer to the GAAP to non-GAAP reconciliations in today's press release for additional details. For the third quarter of fiscal 2026, we delivered net revenue of $43.7 million, which was down 25.2% compared to $58.4 million in the third quarter of fiscal 2025. The decrease was primarily driven by a decline in sales of our MindBody GLP-1 system, partially offset by sales of Love Biome, which we acquired in October of 2025. Revenue in the Americas region decreased 28.9% to $34.3 million, reflecting decreased sales of our MindBody GLP-1 system and a decrease in total active accounts. Revenue in the Asia Pacific and Europe region decreased 7.7% to $9.4 million, primarily driven by a decrease in total active accounts. Foreign currency had a negligible impact on Asia Pacific and Europe during the quarter, positively impacting results by $100,000. Our gross profit percentage for the third quarter was 79%, down from 81% in the prior year period, reflecting increases in shipping and warehouse expenses, along with higher inventory obsolescence-related expenses. Excluding a $183,000 allowance related to mind-body inventory, our non-GAAP adjusted gross profit percentage was 79.4%. Commissions and incentive expense as a percentage of revenue was 43.5% in the third quarter, compared to 44.8% in the prior year period. The decrease as a percentage of revenue was primarily due to the timing and magnitude of our promotional incentive programs and changes to the mix of customers and independent consultants. We anticipate the full year fiscal 2026 commissions and incentive expense to be approximately 42.5% of revenue. Selling general and administrative expenses were 13.9 million or 31.7% of revenue compared to 17.1 million or 29.2% of revenue in the prior year period. The increase as a percentage of revenue was primarily due to the overall decrease in sales volume. GAAP operating income was 1.7 million compared to 4.1 million in the prior year period. Adjusted non-GAAP operating income was 1.8 million compared to 4.1 million in the prior year period. GAAP net income was 1.4 million, or 11 cents per diluted share, compared to 3.5 million, or 26 cents per diluted share in the prior year period. Adjusted non-GAAP net income was 1.5 million, or 12 cents per diluted share, compared to 3.5 million, or 26 cents per diluted share in the prior year period. We recorded income tax expense of $300,000 in the third quarter compared to $700,000 in the prior year period. We expect our full year effective tax rate for fiscal 2026 to be approximately 18 to 20%. Adjusted EBITDA for the third quarter was 3.2 million or 7.3% of revenues compared to 6.4 million and 11% in the same period a year ago. Our financial position remains solid with $12.5 million of cash and no debt at the end of the third quarter. We generated $5.5 million of cash from operations during the first nine months of fiscal 2026, compared to $10.8 million in the same period in fiscal 2025, primarily due to the payment of accrued employee-related incentive compensation and consultant incentive trip expenses. Capital expenditures total $2.5 million for the first nine months of fiscal 2026, compared to $1.2 million in the prior year period, reflecting our continued investment in technology infrastructure, including the Shopify integration. We also utilized $3.7 million in cash during the first nine months of fiscal 2026, relating to the closing of the Love Biome transactions. Turning to capital allocation, we repurchased 206,000 shares for an aggregate purchase price of $1 million during the quarter. During the first nine months of fiscal 2026, we have repurchased approximately 250,000 shares for an aggregate purchase price of $1.6 million. As of March 31st, there was $59 million remaining under the new $60 million share repurchase authorization approved by our Board of Directors in January. Today, we also announced a quarterly cash dividend of $0.05 per share of common stock, which represents an 11% increase to the previous dividend amount. This dividend will be paid on June 15, 2026 to shareholders of record as of June 1, 2026. We remain committed to our balanced capital allocation strategy in order to maximize shareholder value. Turning to our outlook for fiscal 2026, We now expect to end fiscal 2026 with revenue, adjusted EBITDA, and adjusted earnings per share close to the lower end of our previously issued guidance range. This updated guidance reflects the current trends in the business, including the competitive dynamics in the GLP-1 market and our commitment to managing costs while investing in strategic growth initiatives. We remain focused on improving our profitability metrics and driving long-term value for our stockholders. And with that, let me turn the call back over to Michael.

Thanks, Carl. Before we get into the Q&A, I have just a couple more comments. We recently made a couple of very important announcements. First, we've been granted a U.S. patent for our Healthy Glow Essentials stack, which features Protandim NRF2 Synergizer and TruScience Liquid Collagen, further validation of our leadership in scientific innovation. Second, and perhaps more importantly, On April 16th, the board of directors announced the appointment of Terrence Moorhead as our next chief executive officer. Terrence will join us in August, bringing over 30 years of leadership experience, revitalizing brands, and accelerating growth, particularly in direct selling. During our extensive search, we talked to nearly every CEO, president, and general manager in the direct selling space. And interestingly enough, almost every one of those candidates that we spoke with wanted the job. I think they all saw the potential and the opportunity that LifeVantage presents. But when we met Terrence, we recognized instantly that he was different. He is a deeply experienced, transformative leader with an outstanding track record that speaks for itself. I'm excited about the expertise and the vision that he will bring to LifeVantage. During the transition period, I'm working closely with our executive team, including Kristen Cunningham, our Chief Sales Officer, and Carl, our Chief Financial Officer. This team knows the business inside and out, and I have complete confidence in their ability to execute. Looking forward, our dedication to optimizing health remains absolutely unwavering, as does our commitment to equipping our independent consultants with the resources and the products necessary to build thriving businesses so they can deliver exceptional value to our customers. I want to express my gratitude to our employees, our independent consultants, our shareholders, and most of all, our loyal customers. Finally, to be very clear, we recognize that our performance over the last few quarters has not been up to our standards. You know, on my desk, I keep a plaque that simply reads, the world belongs to the discontented. Well, let me assure you that we are not content, and I pledge to work tirelessly with this team on behalf of all of our stakeholders to improve the results. There is much to do, But I'm certain that the solid groundwork we've laid and the talented team we have will pay dividends in the quarters in the years ahead. Thank you for your confidence and your support of our mission. And with that, operator, we'll open it up for questions.

Thank you. We will now be conducting a question and answer session. If you would like to ask a question, please press star 1 on your telephone keypad. A confirmation tone will indicate your line is in the question queue. You may press star two if you would like to remove your question from the queue. For participants using speaker equipment, it may be necessary to pick up your handset before pressing the star keys. One moment please while we poll for questions. The first question is from Doug Lane from Water Tower Research. Please go ahead.

Yes, thanks and good afternoon everybody. Carl, looking at the the cash flow you mentioned the 5.5 cash from operations generated this year but the five came in the march quarter despite the shortfall versus what we were looking for so um i don't know you don't really talk to this in your guidance but there's nothing going on in the fourth quarter that wouldn't think you could be positive in cash from operations is there

Yeah, no, that's right, Doug. So, yeah, in the recent quarter, we generated about $5 million of cash from operations, and we'll anticipate to do a similar amount in Q4 as well. We anticipate to continue to build cash. I think we talked at the last call, we had some unusual timing differences in the first quarter that really led to some of those declines or unusual quarter comparisons we saw earlier in the year. So going forward, we anticipate to continue to generate cash based off of the current model.

Okay, that's helpful. And then, you know, again, looking at your CapEx, about $1 million in the March quarter. I know you talked about investments, Shopify, what have you. But is that $1 million a quarter run rate kind of steady state here, or is there something coming down the pike that might divert that up or down?

Yeah, no, I think that'll be consistent, I would say, for the next quarter or two. We're getting closer on the implementation of Shopify. We should be, we're targeting to get things in place later, probably not by the end of Q4, but into rolling into Q1. And there'll be a staggered approach as we roll it out internationally. So we'll continue to see some of those development costs, particularly in Q4, and probably start to reduce once we get into Q1 of next fiscal year. And after that, they should really start to eliminate.

Got it. Got it. Okay. And then, you know, with the December quarter release, pardon me? Go ahead. So anyway, with the December quarter release, you announced the $60 million share buyback, and I just wanted to see if you could update us on what your thought is there. It looks like you didn't buy back much in the March quarter, but what should we look for for share buyback for the next few quarters?

Yeah, no, I think we're still very committed to the share buyback. Just, I mean, I think that was evidenced by the board's approval of the new $60 million authorization. During the quarter, we repurchased about a million dollars worth of little over 200,000 shares that we repurchased in the quarter. And I still think that where current valuations are at, we're still committed to this and we'll still be looking to opportunistically buy over the next few quarters as market conditions permit.

Okay. And getting back to the lower sales, the consultant count was a little bit below what I was looking for. In the Americas in particular, it dropped a couple thousand sequentially from 32,000 to 30,000. So what do you think is driving the shortfall in consultants in the Americas, which is your biggest market? And what do you think, what are you guys doing to try to get that number going the other way?

Yeah. Hi, Doug. It's Kristen. Definitely not a number we're excited about, but I think what has us all really excited, myself included, is just the engagement that we're starting to see, the activity that we're starting to see. And for us, it's how do we reinforce that consultant group in really a foundational approach versus creating just a pop and drop to continue to drive sales. We're seeing a lot of simplification around the business, which as you know, harder to simplify almost than anything, but we're seeing consultants going back to the foundation of their own business from a product standpoint. excited about Protandim, about Collagen, about Healthy Glow, about our recent announcement that we made about it. You know, those are our stickiest products, so from a retention standpoint, we're feeling good about that. Our incentive programs, you know, oftentimes when you launch an incentive program, it can be complicated, but we've really tried to create a program that is simplified, that really complements what we are doing strategically, And the message, as you really heard us talk about, is about how do we get more storytellers, more consultants talking about life advantage? And our incentives complement that. Plus, when we layer that with our VIP program, which is about identifying the right leaders. I mean, you can have the right everything in a business, but with the wrong leadership, with the wrong sentiment in the field, it's really challenging to turn that. We are confident in our leadership right now, and we're addressing that for this VIP program where we're incentivizing growth, but we're also asking it to be like an opt-in. We didn't just say this is available to everybody in the U.S., it was they had to raise their hand and say, We are part of the leadership team who are committed to growth, and we're seeing so much activity kind of because of those three things combined. So really encouraged about what we've seen coming out of Vegas, but staying consistent with that over the past couple weeks, and we'll continue to drive it day in and day out.

The VIP bonus sounds like it's a very exciting opportunity. I guess the last thing is really new products. I mean, you've had the P84 that you acquired from MubBiome, and you had the Healthy Edge stack, but what do you have on tap for new product news maybe for the remainder of the calendar year?

Yeah, I can speak to that a little bit, Doug. And we've got our next big event is scheduled for October, so we have our annual convention slated for October of this coming year. And some of the previous calls and some of the other investor-related discussions we've had, we've talked about a product launch at that event. As you know, our typical product cadence for launching a Hero product is every 18 months to two years. And as you know, the last major launch we had was MindBody, which was about two years ago. We did add the Love Biome line that you had mentioned. But so we do have something in the works we haven't talked a lot about exactly what category that falls into, but it will be in line with the typical LifeVantage science-backed product and something that we're really excited about going forward.

And most of your recent news has really been around gut health between MindBody and P84, so are we going deeper in gut health or is there something new on the horizon?

Well, I think this category is not necessarily in gut health itself. We still believe that, you know, we believe in that P84 product and the Love Biome entity or business that we acquired in October. So we, you know, gut health is still an important part of our product portfolio. I think looking forward, we have some other complementary products that we'll be introducing around to support P84. But, you know, P84 is still one of our four hero product lines and something that we'll continue to lean into.

Okay. Thanks, Carl. Yep. Thanks, Doug.

This concludes the question and answer session. I'd like to turn the floor back over to Michael Beindorf for closing comments.

Well, I want to thank all of you again for joining us today. We know that we have a lot of work to do. That said, we're optimistic. I believe we have the people and we have the products. And we're absolutely focused on delivering improved results for our shareholders. So I look forward to reporting our progress on all of these initiatives in August. And I thank you for joining us today.

This concludes today's teleconference. You may disconnect your lines at this time. Thank you for your participation.