USANA’s first quarter results received a positive response from the market, driven by robust sales growth and momentum from the Hiya acquisition. Management credited improved performance in key international markets, particularly Mainland China and South Korea, as well as effective promotional activities and the introduction of new products. CEO Jim Brown highlighted that “sequential first quarter net sales and active customers in our largest market, Mainland China, grew 6% and 4%, respectively,” pointing to successful product promotions before the Chinese New Year. Additionally, growth in the Hiya children’s wellness business contributed meaningfully, with the Kids Daily Greens product exceeding internal expectations.
Is now the time to buy USNA? Find out in our full research report (it’s free).
USANA (USNA) Q1 CY2025 Highlights:
- Revenue: $249.5 million vs analyst estimates of $243 million (9.5% year-on-year growth, 2.7% beat)
- Adjusted EPS: $0.73 vs analyst estimates of $0.70 (4.3% beat)
- The company reconfirmed its revenue guidance for the full year of $960 million at the midpoint
- Management reiterated its full-year Adjusted EPS guidance of $2.68 at the midpoint
- EBITDA guidance for the full year is $115 million at the midpoint, above analyst estimates of $109.6 million
- Market Capitalization: $574.5 million
While we enjoy listening to the management's commentary, our favorite part of earnings calls are the analyst questions. Those are unscripted and can often highlight topics that management teams would rather avoid or topics where the answer is complicated. Here is what has caught our attention.
Our Top 5 Analyst Questions USANA’s Q1 Earnings Call
- Anthony Lebiedzinski (Sidoti & Company) asked about incentive plans for China and South Korea. Chief Commercial Officer Brent Neidig said promotions would continue throughout the year, tailored to drive value for distributors and customers.
- Anthony Lebiedzinski (Sidoti & Company) inquired about the timing of new Hiya product launches. CFO Doug Hekking confirmed a systematic rollout, with a major partnership launch planned for early May and ongoing channel exploration.
- Anthony Lebiedzinski (Sidoti & Company) requested updates on Hiya integration synergies. COO Walter Noot and CEO Jim Brown described a measured approach to operational collaboration, focusing on supply chain and IT improvements without disrupting Hiya’s growth strategy.
- Anthony Lebiedzinski (Sidoti & Company) asked about progress in India. Neidig said the market remains slow to scale but receives dedicated leadership attention, with optimism for future growth.
- Ivan Feinseth (Tigress Financial Partners) asked about new product launches and categories in China. Neidig reported strong initial uptake of a new children’s calcium product and plans for accelerated product introductions later in the year.
Catalysts in Upcoming Quarters
In the coming quarters, the StockStory team will be watching (1) the pace and success of new product launches, particularly at the international convention in August; (2) continued growth and operational integration of the Hiya business; and (3) ongoing resilience in key international markets such as China and South Korea. We also see supply chain adjustments and tariff management as important indicators for margin stability.
USANA currently trades at $30.85, up from $24.24 just before the earnings. In the wake of this quarter, is it a buy or sell? Find out in our full research report (it’s free).
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