Natural Health Trends (NHTC) Q3 2026 Earnings Call: Revenue Falls 20%, Loss Narrows

Natural Health Trends Corp. (NHTC) reported third-quarter 2026 revenue of $7.6 million, unchanged sequentially but down 20% year over year. Cost reductions and a lower commission rate narrowed the operating loss despite continued weakness in China.

Key Takeaways

• Q3 2026 revenue was $7.6 million, flat versus Q2 2026 and down 20% from $9.5 million in Q3 2025.
• Operating loss narrowed to $277,000 from $643,000 in Q2 2026 and $495,000 a year earlier.
• Net loss improved to $232,000, or $0.03 per diluted share, compared with $451,000, or $0.05 per share, in Q2 2026.
• Gross margin reached 74.2%, down from 75.2% sequentially due to promotional mix but above 73.7% in Q3 2025, mainly reflecting the shift to East Asian manufacturing.
• Management attributed the annual revenue decline largely to additional incentives and lower-priced packages introduced amid consumer caution, regulatory uncertainty in China and previously reported member misconduct.
• Cash, cash equivalents and marketable securities totaled $17.6 million at September 30, 2026, down from $28.9 million at the end of 2025.

Key Financial Data

Business and Operating Performance

China remained the company’s largest operating challenge. Management cited consumer pessimism, cautious spending and investment behavior, regulatory uncertainty, and lingering effects from previously reported member misconduct. Additional incentives and lower-priced packages helped increase member count and stabilize revenue from Q2, but accounted for most of the year-over-year sales decline.

Restructuring initiatives launched in late 2025 reduced quarterly operating expenses by almost $500,000 and generated $1.1 million in year-to-date savings. The operating loss consequently improved 57% from Q2 2026.

Outside Hong Kong and China, half of the company’s markets increased sales sequentially. Natural Health Trends also held its 25th anniversary event in Hong Kong, attended by approximately 1,000 members and guests.

The company introduced an AI-powered marketing and communications app for Chinese members. Management said planned additions include AI-enabled search and product training. Natural Health Trends also expects to launch Move Prime, a citrus-flavored joint health powder drink mix, in the coming weeks and is preparing a traditional Chinese medicine product for China in the coming months.

The company repurchased 85,291 common shares for an aggregate $84,000 during Q3 through early October. Its board subsequently authorized continued repurchases under the existing program, with $15.8 million remaining available.

Risks and Watchpoints

• Management identified consumer pessimism and cautious purchasing behavior in China as major challenges.
• Regulatory uncertainty in China and the continuing impact of member misconduct remain operational headwinds.
• Promotions and lower-priced packages supported member count and sequential revenue stability but weighed on year-over-year sales and sequential gross margin.
• Liquidity declined during the first nine months of 2026 due to share repurchases, dividends and cash used in operations.

Full Earnings Call Transcript

Complete Earnings Call Transcript

Management Remarks

Operator

Good day, and welcome to the Natural Health Trends Corp. Third Quarter 2026 Conference Call. At this time, I would like to turn the conference over to Michelle Glidewell with Natural Health Trends Corp. Please go ahead.

Michelle Glidewell

Thank you, and welcome to Natural Health Trends Third Quarter 2026 Earnings Conference Call. During today's call, there may be statements made relating to the future results of the company that are forward-looking statements as defined in the Private Securities Litigation Reform Act of 1995. Actual results, performance or achievements could differ materially from those anticipated in such forward-looking statements due to the result of certain factors, including those set forth in the company's filings with the Securities and Exchange Commission.

It should also be noted that a replay of today's call can be found on the Investors section of the company's corporate website at naturalhealthtrendscorp.com.

At this time, I'd like to turn the call over to Chris Sharng, President of Natural Health Trends.

Chris Sharng

Thank you, Michelle. Good morning, and thanks to everyone joining us to discuss our third quarter 2026 financial results. Scott Davidson, our Senior Vice President and Chief Financial Officer, is also here today. Third quarter net sales were $7.6 million or flat compared to the second quarter this year and were down 20% from $9.5 million when compared to the same quarter last year. Consumer pessimism in our largest and most important market remains one of our biggest challenges. The uncertainty is making people cautious about both spending and investing, and we saw that caution show up in purchasing decisions.

We also continue to see lingering effects from the regulatory uncertainty in China and member misconduct we previously reported. To address this difficult economic environment, we introduced additional incentives and lower-priced packages, which accounted for most of the revenue decline compared to a year ago, but managed to lift the member count and steady the top line compared to the preceding second quarter. Partially offsetting these headwinds, our restructuring initiatives from late last year improved gross margin and cut operating expenses by almost $500,000 this quarter, bringing year-to-date savings to $1.1 million. As such, we were able to reduce our operating loss by 57% compared to the preceding quarter.

During the quarter, we celebrated our 25th anniversary with a landmark event in Hong Kong, bringing together approximately 1,000 members and guests from our international teams. Celebrating this milestone together was a highlight of the quarter, and the event reinforced the strength of our community at a time when engagement matters most. We rolled out an AI-powered marketing and communication app for our Chinese members. This mobile-friendly tool helps facilitate direct communication with additional features to come, including AI-enabled search and product training.

In the coming weeks, we're excited to launch a new joint health supplement called Move Prime, a citrus-flavored powder drink mix designed to support joint comfort and mobility. We're also readying a new traditional Chinese medicine product for our China market and to be introduced in the coming months.

Turning to the rest of our global footprint. They remain an important part of our long-term growth story. Half of our markets outside of Hong Kong and China managed to increase their sales over the second quarter. Going forward, our priorities are straightforward: maintain financial discipline, invest where we can strengthen our competitive position and equip our field with innovative products, better digital tools and meaningful engagement. We believe this positions us to benefit as market conditions improve.

We also continue to return capital to shareholders as the Board has authorized continued repurchases under our existing program with $15.8 million currently remaining available. It reflects our confidence in the business and our commitment to shareholder returns.

With that, I'd like to turn the call over to our CFO, Scott Davidson, to discuss our financial results in greater detail. Scott?

Timothy Davidson

Thank you, Chris. Total revenue for the second quarter (sic) [ third quarter ] of $7.6 million was steady compared to $7.6 million in the second quarter of 2026 and declined 20% compared to $9.5 million in the third quarter of 2025. As Chris mentioned, the operating environment remains challenging in China.

Turning to our cost and operating expenses. We continue to see the impact of strong execution on our previously announced restructuring program reflected in improved margins and reduced operating expenses. Gross profit margin was 74.2%, down from 75.2% in the second quarter of 2026 due to the mix of promotions offered during the third quarter to support our teams and members. However, gross profit margin improved from 73.7% in the third quarter of 2025, largely as a result of our shift to manufacturing in East Asia.

Commissions expense as a percent of total revenue for the second quarter (sic) [ third quarter ] was 35.9%, down from 40.9% reported in each of the second quarter of 2026 and the third quarter last year, primarily due to lower weekly commissions earned following disciplinary action taken against certain members as a result of the previously reported code of conduct matter. Selling, general and administrative expenses for the quarter were $3.2 million, a decrease of $80,000 compared to the second quarter of 2026 and down $433,000 compared to the third quarter a year ago.

Operating loss for the third quarter was $277,000, an improvement compared to $643,000 in the second quarter of 2026 and $495,000 in the third quarter of 2025. Net loss for the third quarter was $232,000 or $0.03 per diluted share, also an improvement compared to $451,000 or $0.05 per diluted share in the second quarter of 2026 and $431,000 or $0.04 per diluted share in the third quarter of 2025.

Now I'll turn to our balance sheet and cash flow. Net cash used in operating activities was $3.3 million during the first 9 months of 2026 compared to $5 million in the first 9 months of 2025. Total cash, cash equivalents and marketable securities were $17.6 million at September 30, down from $28.9 million at December 31, 2025, primarily due to repurchase of shares of common stock, dividends paid and cash used in operations during the first 9 months of 2026.

We repurchased 85,291 shares of our common stock in the open market for an aggregate purchase price of $84,000 during the third quarter through early October. Our Board of Directors has since authorized additional share repurchases under our existing stock repurchase program with $15.8 million remaining available.

Our 25th anniversary celebration in Hong Kong was a great success, and I was inspired by the loyalty and enthusiasm of our members and customers. We remain focused on executing our strategy of launching innovative new products, digital tools that drive engagement and support member training and returning value to our shareholders.

That concludes our prepared remarks. I will now turn the call back over to the operator.

Operator

This does conclude today's call. Thank you for your participation. You may now disconnect.