| Dec'19 | Dec'18 | Dec'17 | Dec'16 | Dec'15 | Dec'14 | Dec'13 | Dec'12 | Dec'11 | Dec'10 | Dec'09 |
|---|---|---|---|---|---|---|---|---|---|---|
Net sales | ||||||||||
1,060,902 | 1,189,248 | 1,047,265 | 1,006,083 | 918,499 | 790,471 | 718,175 | 648,726 | 581,939 | 517,644 | 436,940 |
Cost of sales | ||||||||||
187,503 | 200,710 | 179,404 | 180,190 | 159,682 | 140,794 | 127,435 | 115,804 | 101,692 | 95,482 | 89,803 |
Gross profit | ||||||||||
873,399 | 988,538 | 867,861 | 825,893 | 758,817 | 649,677 | 590,740 | 532,922 | 480,247 | 422,162 | 347,137 |
Operating expenses: | ||||||||||
Associate incentives | ||||||||||
459,478 | 525,126 | 470,263 | 453,077 | 408,160 | 349,044 | 307,820 | 280,506 | 265,928 | 233,187 | 196,363 |
Selling, general and administrative | ||||||||||
267,731 | 275,059 | 265,094 | 234,194 | 208,995 | 184,531 | 166,208 | 154,237 | 137,063 | 120,759 | 99,983 |
Total operating expenses | ||||||||||
727,209 | 800,185 | 735,357 | 687,271 | 617,155 | 533,575 | 474,028 | 434,743 | 402,991 | 353,946 | 296,346 |
Earnings from operations | ||||||||||
146,190 | 188,353 | 132,504 | 138,622 | 141,662 | 116,102 | 116,712 | 98,179 | 77,256 | 68,216 | 50,791 |
Other income (expense): | ||||||||||
Interest income | ||||||||||
4,707 | 4,427 | 2,185 | 1,480 | 1,116 | 500 | 464 | 247 | 191 | 167 | 82 |
Interest expense | ||||||||||
66 | 36 | 46 | 444 | 15 | 129 | 1 | 20 | 9 | 94 | 609 |
Other, net | ||||||||||
-335 | -1,234 | -3 | -1,106 | -174 | -820 | -594 | 20 | 40 | 575 | 714 |
Other income (expense), net | ||||||||||
4,306 | 3,157 | 2,136 | -70 | 927 | -449 | -131 | 247 | 222 | 648 | 187 |
Earnings before income taxes | ||||||||||
150,496 | 191,510 | 134,640 | 138,552 | 142,589 | 115,653 | 116,581 | 98,426 | 77,478 | 68,864 | 50,978 |
Income taxes | ||||||||||
49,970 | 65,286 | 72,105 | 38,511 | 47,917 | 39,017 | 37,557 | 31,993 | 26,726 | 23,213 | 17,422 |
Net earnings | ||||||||||
100,526 | 126,224 | 62,535 | 100,041 | 94,672 | 76,636 | 79,024 | 66,433 | 50,752 | 45,651 | 33,556 |
Earnings per common share | ||||||||||
Basic | ||||||||||
4.44 | 5.24 | 2.57 | 4.14 | 3.72 | 2.90 | 5.77 | 4.57 | 3.30 | 2.94 | 2.19 |
Diluted | ||||||||||
4.41 | 5.12 | 2.53 | 3.99 | 3.59 | 2.80 | 5.56 | 4.45 | 3.26 | 2.86 | 2.17 |
Weighted average common shares outstanding | ||||||||||
Basic | ||||||||||
22,644 | 24,105 | 24,349 | 24,185 | 25,460 | 26,443 | 13,695 | 14,547 | 15,361 | 15,528 | 15,340 |
Diluted | ||||||||||
22,818 | 24,642 | 24,708 | 25,047 | 26,355 | 27,377 | 14,204 | 14,923 | 15,574 | 15,942 | 15,432 |
Comprehensive income: | ||||||||||
Net earnings | ||||||||||
100,526 | 126,224 | 62,535 | 100,041 | 94,672 | 76,636 | 79,024 | 66,433 | 50,752 | 45,651 | 33,556 |
Other comprehensive income (loss), net of tax: | ||||||||||
Foreign currency translation adjustment | ||||||||||
-2,736 | -10,860 | 14,995 | -11,777 | -9,283 | -4,492 | -1,458 | 1,642 | 1,958 | 4,740 | - |
Tax benefit (expense) related to foreign currency translation adjustment | ||||||||||
778 | -1,899 | 4,774 | -3,906 | -3,375 | -830 | -316 | 545 | 1,476 | 906 | - |
Other comprehensive income (loss), net of tax | ||||||||||
-3,514 | -8,961 | 10,221 | -7,871 | -5,908 | -3,662 | -1,142 | 1,097 | 482 | 3,834 | - |
Comprehensive income | ||||||||||
97,012 | 117,263 | 72,756 | 92,170 | 88,764 | 72,974 | 77,882 | 67,530 | 51,234 | 49,485 | - |