USNA Q3 FY26 earnings call: key takeaways

• USANA reported third quarter net sales of approximately $900 million, with adjusted EBITDA of $77 million, which is below the prior outlook of $80.5 million (9:49)
• The company raised its Haya net sales outlook to $130 million (5:50)

Results vs expectations

EPS basis: Provider EPS (EODHD), not yet checked against the SEC

What changed since last quarter

• The company raised its Haya net sales outlook to $130 million. (5:50)
• The company lowered its outlook for Rise Wellness due to lumpy club channel sales. (7:29)
• The CEO emphasized the need to grow customer acquisition and loyalty in core nutrition. (11:27)

What analysts pressed on

• Whether changes to the brand partner incentive plan will improve customer counts and segment revenue. (12:31)
• How the balance between marketing spending and profitability will affect Haya's margins. (17:52)
• How the lumpy nature of Rise Wellness sales will impact profitability and the potential for new product launches. (21:49)

In their words

• We're making progress, and I'm encouraged by what we're seeing come to fruition. Kevin Guest (9:10)
• Our strategy is to evolve USANA from a single-channel direct selling company into a diversified omni-channel health and wellness company. Kevin Guest (4:10)
• We have a strategy we believe in, and the teams who are executing it. Kevin Guest (11:27)