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| XELR.OB > SEC Filings for XELR.OB > Form 10-Q on 6-May-2009 | All Recent SEC Filings |
6-May-2009
Quarterly Report
Cautionary Note Regarding Forward-Looking Statements
This report contains "forward-looking" statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934 and is subject to the safe harbor created by those sections. We intend to identify forward-looking statements in this report by using words such as "believes," "intends," "expects," "may," "will," "should," "plan," "projected," "contemplates," "anticipates," "estimates," "predicts," "potential," "continue," or similar terminology. These statements are based on our beliefs as well as assumptions we made using information currently available to us. We undertake no obligation to publicly update or revise any forward-looking statements, whether as a result of new information, future events, or otherwise. Because these statements reflect our current views concerning future events, these statements involve risks, uncertainties, and assumptions. Actual future results may differ significantly from the results discussed in the forward-looking statements. These risks include changes in demand for our products, changes in the level of operating expenses, our ability to expand our network of distributors, changes in general economic conditions that impact consumer behavior and spending, product supply, the availability, amount, and cost of capital to us and our use of such capital, and other risks discussed in this report. Additional risks that may affect our performance are discussed under "Risk Factors Associated with Our Business" in our Form 10-K for the fiscal year ended December 31, 2008. Readers are cautioned not to place undue reliance on the forward-looking statements contained in this report.
Overview
We are in the business of developing, selling, marketing and distributing nutritional supplement products and functional foods. We market our products primarily through direct selling or network marketing, in which independent distributors sell our products. In addition, we sell our products directly to professional and Olympic athletes and professional sports teams.
Our product lines consist of a liquid nutritional supplement, four powdered beverages, and 12 individual supplements packaged in our VitaCube® or a box. Our VitaCube® is an easy to use, compartmentalized box with instructions for which supplements to take and the proper times to take them. We added a box of supplements with the four daily vitamins conveniently packaged in pillow-packs for each serving. In January 2007 we launched our latest product offering Bazi™, a liquid nutrition drink. In late 2007 we decided to focus our sales efforts on this product and publicly announced it to our independent distributors in February 2008.
During the third quarter of 2003, we initiated a transition of our sales and marketing efforts from sales to retail outlets and in-house telemarketing to direct selling through independent distributors and we launched our direct sales program in the second quarter of 2004. As of March 31, 2009 we had 6,657 independent distributors and 4,607 customers (excluding professional athletes and sports teams) who had purchased our products within the prior twelve months.
We maintain an inventory of our products to ensure that we can timely fill our customer orders. During 2007 we entered into a five year manufacturing agreement with Arizona Packaging and Production, who manufacture our flagship product, Bazi™. The terms of the agreement provided that they would be the exclusive manufacturer of this product and also stipulated certain prices, quantities and delivery timelines. As a result the increased sales of Bazi and the manufacturing agreement, the lead time on this product has been reduced to 4 weeks. Our inventory, net of our allowance for obsolescence, was $244,635 at March 31, 2009, an increase from $176,236 at December 31, 2008.
The increase of inventory was a result of the decision to add additional marketing materials in the first quarter, which we launched at our National Distributor event in February 2009, focused around the single product, Bazi™. We believe that the current inventory level is adequate to meet our short-term projected demand, and based on our sales for the quarter ended March 31, 2009, it is appropriately classified as a current asset based on the single product marketing plan which is designed to increase our distributor base and sales.
Since the launch of our liquid dietary supplement, Bazi™ on January 12, 2007, we
have seen the demand for all of our legacy products (all products other than
Bazi™) decrease as customers favored the convenience and simplicity of Bazi™. In
February 2008 we announced our decision to focus our sales and marketing efforts
around this single product. In September 2008 we announced the discontinuance of
one of our legacy products, the XELR8 SNACK. This did not result in any
additional write-offs as the charge was taken in 2007. Our allowance for
obsolete inventory increased from $116,095 at December 31, 2008 to $118,239 at
March 31, 2009. We believe our reserve for obsolescence is reasonable because
(i) substantially all of our Bazi™ inventory has been recently purchased, and
(ii) the shelf life of our legacy products averages three years and Bazi™ is a
year.
Our network marketing program is designed to provide an incentive for independent distributors to build, maintain and motivate a sales organization of customers and other independent distributors to enhance earning potential. Our independent distributors are compensated with commissions and bonuses on sales generated through their downline organization. Independent distributors advance in distributor levels as they develop their sales organization and increase their sales volume, which increases their compensation.
We recognize revenue when products are shipped to our customers. Revenue is reduced by product returns at the time we take the product either back into inventory or dispose of it. In addition, we estimate a reserve total for future returns. Cost of our sales consists of expenses directly related to the production and distribution of the products and certain sales materials. Included in the sales and marketing expenses are independent distributor commissions, bonus and incentives along with other general selling expenses. We expect our independent distributor expenses, as a percentage of net revenues, to decrease as independent distributors receive less additional incentives and rely on the incentives in our direct sales program. General and administrative expenses include salaries and benefits, rent and building expenses, legal, accounting, telephone and professional fees.
Our revenue will depend on the number and productivity of our independent distributors, who purchase products and sales materials from us for resale to their customers or for personal use. Because we will distribute substantially all of our products through our independent distributors, our failure to retain our existing distributors and recruit additional distributors could have an adverse effect on our revenue. We believe that the number of our distributors and customers are an important indicator to monitor. In addition, we will monitor the sales generated per independent distributor as well as the success of our independent distributors in recruiting new independent distributors and customers.
With respect to industry and market factors that may affect us directly, we believe that industry credibility in both direct selling and nutritional supplements will be critical elements in whether we can increase revenues and become profitable. Any adverse developments in either of these two areas, to us or in our industry, could lead to a lower number of our independent distributors and reduced sales and recruiting efforts by existing distributors, as well as a loss or no increase in the number of sports celebrity endorsers of our products. We do not know what industry growth was for 2008, or will be for 2009, nor do we have enough experience in the direct sales channel to determine whether a slower industry growth rate, which occurred for several years leading up to 2003 and which has subsequently been slow, will adversely affect us. Additionally, we believe that the deteriorating economic conditions in the United States that started in the third quarter of 2008 and continue through into 2009 could have a negative effect on our business and the ability of our independent distributors to recruit other distributors.
Critical Accounting Polices and Estimates
Discussion and analysis of our financial condition and results of operations are based upon financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States. The preparation of these financial statements requires us to make estimates and judgments that affect the reported amounts of assets, liabilities, revenue and expenses, and related disclosure of contingent assets and liabilities. On an on-going basis, we evaluate our estimates; including those related to collection of receivables, inventory obsolescence, sales returns and non-monetary transactions such as stock and stock options issued for services and beneficial conversion features of notes payable. We base our estimates on historical experience and on various other assumptions that are believed to be reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of assets and liabilities that are not readily apparent from other sources. Actual results may differ from these estimates under different assumptions or conditions. We believe the following critical accounting policies affect our more significant judgments and estimates used in the preparation of our financial statements.
Revenue Recognition. In accordance with Staff Accounting Bulletin 104 "Revenue Recognition in Financial Statements", revenue is recognized at the point of shipment, at which time title is passed. Net sales include sales of products, sales of marketing tools to independent distributors and freight and handling charges. With the exception of approved professional sports teams, we receive the net sales price from all of our orders in the form of cash or credit card payment prior to shipment. Professional sports teams with approved credit have been extended payment terms of net 30 days.
Allowances for Product Returns. Allowances for product returns are recorded at the time product is shipped. These accruals are based upon the historical return rate since the inception of our network marketing program in the third quarter of 2003, and the specific historical return patterns by product. Our monthly return rate since the third quarter of 2003 has varied from 0.7% to 7.7% of our net sales.
We offer a 60-day, 100% money back unconditional guarantee to all customers and independent distributors who have never before purchased products from us. As of March 31, 2009, orders shipped that are subject to our 60-day money back guarantee were approximately $166,079. All other product may be returned to us by any customer or independent distributor if it is unopened and undamaged for a 100% sales price refund, less a 10% restocking fee, provided the product is returned within 12 months of purchase and is being sold by us at the time of return. We are not able to estimate the amount of revenue we have recognized that is held by these buyers of product and which is returnable, because it is not possible to determine the amount of product that is unopened and undamaged. Product damaged during shipment is replaced wholly at our cost, which historically has been negligible.
We monitor our return estimate on an ongoing basis and may revise allowances to reflect our experience. Our reserve for product returns at March 31, 2009 and December 31, 2008 was $134,836. To date, product expiration dates have not played any role in product returns, and we anticipate that they may in the future because of the marketing focus on Bazi™, a product that has only a one year shelf life and therefore it is possible for us to have expired product returned to us. To date we have not have any significant returns of expired product.
Inventory Valuation. Inventories are stated at the lower of cost or market on a first-in first-out basis. A reserve for inventory obsolescence is maintained and is based upon assumptions about current and future product demand, inventory whose shelf life has expired and market conditions. A change in any of these variables may require additional reserves to be taken. We reserved $118,239 for obsolete inventory as of March 31, 2009 and $116,095 as of December 31, 2008.
Stock Based Compensation. Many equity instrument transactions are valued based on pricing models such as Black-Scholes-Merton, which require judgments by us. Values for such transactions can very widely and are often material to the financial statements.
Effective January 1, 2006, we adopted Statement of Financial Accounting Standards No. 123 (revised 2004), Share-Based Payment ("SFAS 123R"), which requires compensation costs related to share-based transactions, including employee stock options, to be recognized in the financial statements based on fair value. SFAS 123R revises SFAS No. 123, Accounting for Stock-Based Compensation, ("SFAS 123") and supersedes Accounting Principles Board Opinion (APB) No. 25, Accounting for Stock Issued to Employees. In March 2005, the Securities and Exchange Commission (the "SEC") issued Staff Accounting Bulletin No. 107 ("SAB 107") regarding the SEC's interpretation of SFAS 123R and the valuation of share-based payments for public companies. We have applied the provisions of SAB 107 in its adoption of SFAS 123R. We adopted the provisions of SFAS 123R using the modified prospective transition method. In accordance with this transition method, the company's consolidated financial statements for prior periods have not been restated to reflect the impact of SFAS 123R. Under the modified prospective transition method, share-based compensation expense for the first quarter of 2006 includes compensation expense for all share-based compensation awards granted prior to, but for which the requisite service has not yet been performed as of January 1, 2006, based on the grant date fair value estimated in accordance with the original provisions of SFAS 123. Share-based compensation expense for all share-based compensation awards granted after January 1, 2006 is based on the grant date fair value estimated in accordance with the provisions of SFAS 123R.
Results of Operations
For the three months ended March 31, 2009 compared to the three months ended March 31, 2008.
The discussion below first presents the results of the quarter ended March 31, 2009 followed by the results of the quarter ended March 31, 2008
Net sales. Net sales were $1,316,423 a decrease of 17% compared to $1,577,784. The decrease in net sales can be attributed to the general economic downturn in the economy and the result of hosting the national event that the Company held in mid February in Las Vegas, later than in the prior year, and we usually get increased sales after the event.
The percentage that each product category represented of our net sales is as follows:
Three Months Ended
March 31,
2009 2008
Product Category % of Sales % of Sales
Bazi 90 % 89 %
Legacy Products* 3 % 6 %
Other-educational materials, apparel 7 % 5 %
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* Legacy Products include EAT, DRINK, HYDRATE, BUILD and Vitamins and minerals (including SUPPORT).
Gross Profit. Gross profit decreased to $980,719 compared to $1,218,206 a decrease of 19%. Gross profit as a percentage of revenue (gross margin) decreased to 74% from 77%. The decrease in the gross margins was a result of the launch of the new Bazi sales materials, the Empower magazine and DVD. The Company took a lower of cost or market at the time it acquired that magazine, as it is sold at a price below the unit cost. In addition to this, the company was able to sell a significant number of these magazines including the DVD, that have lower gross margins as compared to the gross margin on products.
Sales and marketing expenses. Sales and marketing expenses decreased to $1,001,541 from $1,090,792, a decrease of 8%. The decrease in sales and marketing expenses is a result of the decrease in commissions paid to our independent distributors for the sales of our products. The independent distributor earnings (as a percentage of net sales) remained the same for the current period compared to the comparable period in the prior year. This decrease was offset by increases we incurred of approximately $80,000 in additional event costs associated with the national distributor event in Las Vegas as compared with the prior year. We also introduced new marketing materials, a magazine and DVD, that was launched at the national event in Las Vegas to our independent distributors, the development of which cost us approximately $105,000.
General and administrative expenses. General and administrative expenses were $610,967 a decrease of 30% compared to $868,886. The decrease was the result of lower stock based compensation expense, which decreased to $46,988 for the quarter ended March 31, 2009 compared to $275,375 for the comparable period in 2008, which was the result of the payment in the prior year to a public and investor relations company.
Net Loss. Our net loss was $638,192 compared to $749,362, a decrease of 15%. Our net loss of ($0.04) per share was compared to ($0.05) per share, a decrease of 20%. The decrease in net loss is a result of a decrease in selling and marketing and general and administrative expenses. These were offset by the decrease in net sales and related gross profit.
Liquidity and Capital Resources
To date, our operating funds have been provided primarily from sales of our common stock $15,352,624, through December 31, 2008, and to a lesser degree, cash flow provided by sales of our products.
On February 19, 2008, the Company announced that it had completed the sale of one-half million units in a private placement transaction for gross proceeds of $500,000. On March 6, 2008, the American Stock Exchange approved the issue of the shares.
We used $593,330 of cash for operations in the three months ended March 31, 2009, compared to $215,700 of cash for operations in the three months ended March 31, 2008. The use of cash in our operations results from incurring and accruing expenses to suppliers necessary to generate business and service our customers at a time when revenues did not keep pace with expenses. As of March 31, 2009, we had $958,285 in cash and cash equivalents available to fund future operations. Net working capital decreased from $1,314,831 at December 31, 2008, to $708,531 at March 31, 2009.
In the event that we are not successful in completing our business plan of
increasing the number of distributors and revenue, and are therefore unable to
achieve profitability, our cash resources will be insufficient to fund our
operations for the next 12 months. As a result, additional capital will be
required to continue operations. No assurances can be given that we will be
able to raise additional capital, and if so, whether such capital will be
available on terms and conditions beneficial to the Company.
Customer Concentrations
We had no single customer that accounted for any substantial portion of our revenues.
Off-Balance Sheet Items
We have no off-balance sheet items as of March 31, 2009.
Item 3 - QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK
A smaller reporting company is not required to provide the information required by this item.
Item 4T - CONTROLS AND PROCEDURES
Prior to the filing of this report, the Company's management carried out an evaluation, under the supervision and with the participation of its Chief Executive Officer and the Chief Financial Officer, of the effectiveness of the design and operation of the Company's disclosure controls and procedures as of the end of the period covered by this report. Based on this evaluation, the Chief Executive Officer and the Chief Financial Officer concluded that the Company's controls and procedures were effective to ensure that information required to be disclosed by the Company in the reports filed by it under the Securities and Exchange Act of 1934, as amended, is recorded, processed, summarized and reported within the time periods specified in the SEC's rules and forms, and include controls and procedures designed to ensure that information required to be disclosed by the Company in such reports is accumulated and communicated to the Company's management, including the Chief Executive Officer and the Chief Financial Officer of the Company, as appropriate to allow timely decisions regarding required disclosure.
There has been no change in the Company's internal control over financial reporting that occurred during the Company's most recent fiscal quarter that has materially affected or is reasonably likely to materially affect its internal control over financial reporting.
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