Item 6.

Selected Financial Data

The following selected consolidated financial data should be read in conjunction with
Managements Discussion and Analysis of Financial Condition and Results of Operations and the
Consolidated Financial Statements and related notes thereto that are included in this report

2008

Consolidated Statements of Earnings Data:

Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . .
Gross profit . . . . . . . . . . . . . . . . . . . . . . .
Operating expenses:
Associate incentives . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative(2) . . . . . . . .
Total operating expenses . . . . . . . . . . . . . .
Earnings from operations . . . . . . . . . . . . . . . . . .
Other income (expense), net . . . . . . . . . . . . . . . .
Earnings before income taxes . . . . . . . . . . . . . . .
Income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net earnings . . . . . . . . . . . . . . . . . . . . . . . . . .
Earnings per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Weighted-average common shares outstanding:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Dividends per share . . . . . . . . . . . . . . . . . . . . . .
Cash Flow Related Data:
Net cash provided by (used in):
Operating activities . . . . . . . . . . . . . . . . . . .
Investing activities . . . . . . . . . . . . . . . . . . . .
Financing activities . . . . . . . . . . . . . . . . . . . .
Purchase of property and equipment . . . . . . .
Repurchase of common stock . . . . . . . . . . . .

Fiscal Year(1)
2009
2010
(in thousands, except per share data)

2011

2012

$429,012
88,878
340,134

$436,940
89,803
347,137

$517,644
95,482
422,162

$581,939
101,692
480,247

$648,726
115,804
532,922

178,309
113,828
292,137
47,997
(1,676)
46,321
16,376
$ 29,945

196,363
99,983
296,346
50,791
187
50,978
17,422
$ 33,556

233,187
120,759
353,946
68,216
648
68,864
23,213
$ 45,651

265,928
137,063
402,991
77,256
222
77,478
26,726
$ 50,752

280,506
154,237
434,743
98,179
247
98,426
31,993
$ 66,433

$ 1.87
$ 1.85

$ 2.19
$ 2.17

$ 2.94
$ 2.86

$ 3.30
$ 3.26

$ 4.57
$ 4.45

16,048
16,163

15,340
15,432

15,528
15,942

15,361
15,574

14,547
14,923

$ 45,956
(15,206)
(29,765)
(16,061)
(39,873)

$ 32,469
(3,197)
(29,502)
(4,128)
(1,654)

$ 66,108
(46,853)
(9,577)
(4,192)
(17,031)

$ 70,108
(10,609)
(33,372)
(10,643)
(33,459)

$ 92,805
(8,278)
(64,542)
(8,432)
(68,294)

Jan. 3,
2009

Consolidated Balance Sheet Data:

Cash and cash equivalents . . . . . . . . . . . . . .
Working capital . . . . . . . . . . . . . . . . . . . . .
Current assets . . . . . . . . . . . . . . . . . . . . . . .
Goodwill . . . . . . . . . . . . . . . . . . . . . . . . . .
Intangible assets, net . . . . . . . . . . . . . . . . . .
Total assets . . . . . . . . . . . . . . . . . . . . . . . . .
Total current liabilities . . . . . . . . . . . . . . . .
Line of credit . . . . . . . . . . . . . . . . . . . . . . .
Other long-term liabilities . . . . . . . . . . . . . .
Stockholders equity . . . . . . . . . . . . . . . . . .
Other Data:
Active Associates . . . . . . . . . . . . . . . . . . . .
Active Preferred Customers . . . . . . . . . . . . .

As of
Jan. 2,
Jan. 1,
2010
2011
(in thousands, except other data)

Dec. 31
2011

Dec. 29,
2012

$ 13,281
(1,860)
52,674
5,690

122,572
54,534
34,990
1,212
31,836

$ 13,658
11,448
51,926
5,690

123,438
40,478
7,000
1,587
74,373

$ 24,222
22,648
81,677
17,267
41,915
216,636
59,029

1,012
146,802

$ 50,353
46,363
106,059
17,740
42,637
244,496
59,696

942
173,910

$ 70,839
61,701
132,545
17,890
42,085
267,355
70,844

938
185,572

198,000
71,000

199,000
67,000

228,000
70,000

222,000
64,000

247,000
64,000

(1) The Companys fiscal year ends on the Saturday that is closest to December 31. The 2009, 2010,
2011, and 2012 fiscal years were 52-week years. Fiscal year 2008 was a 53-week year. The extra
week in 2008 added nearly $7,000 to net sales.
(2) During 2008, an unanticipated arbitration award was rendered against the Company in the amount
of $7,020.43