General
Scotts Liquid Gold-Inc., a Colorado corporation, was incorporated on February 15, 1954.
Through our wholly-owned subsidiaries, we manufacture and market quality household and skin care
products and act as a distributor in the United States of beauty care products contained in
individual sachets and manufactured by Montagne Jeunesse. In this Report, collectively, the terms
we, us or our refers to Scotts Liquid Gold-Inc. and our subsidiaries. Our business is
comprised of two segments, household products and skin care products.
Our household products consist of (a) Scotts Liquid Gold ® for wood, a wood preservative and
cleaner, sold nationally for over 30 years; (b) a wood wash and wood wipes under the name of
Scotts Liquid Gold; (c) Scotts Liquid Gold Mold Control 500, a consumer product that helps rid
homes of mold, introduced in 2006; and (d) Touch of Scent ® , an aerosol room air freshener,
distributed nationally since 1982. In early 1992, we entered into the skin care business through
our subsidiary, Neoteric Cosmetics, Inc. Our skin care products consist primarily of Alpha Hydrox ®
products, other products manufactured by us, and sachets of Montagne Jeunesse. At the end of 2006,
more than 15 skin care products were being marketed by us, as well as the Montagne Jeunesse
sachets.
For information on our operating segments, please see Note 8, Segment Information, to our
Consolidated Financial Statements.
This report may contain forward-looking statements within the meaning of U.S. federal
securities laws. These statements are made pursuant to the safe harbor provisions of the Private
Securities Litigation Reform Act of 1995. Forward-looking statements and our performance
inherently involve risks and uncertainties that could cause actual results to differ materially
from the forward-looking statements. Factors that would cause or contribute to such differences
include, but are not limited to, continued acceptance of each of our significant products in the
marketplace; the degree of success of any new product or product line introduction by us;
uncertainty of consumer acceptance of the new Alpha Hydrox products introduced in 2005, and Mold
Control 500 and wood wash products; competitive factors; any decrease in distribution of (i.e.,
retail stores carrying) our significant products; continuation of our distributorship agreement
with Montagne Jeunesse; the need for effective advertising of our products; limited resources
available for such advertising; new competitive products and/or technological changes; dependence
upon third party vendors and upon sales to major customers; changes in the regulation of our
products, including applicable environmental regulations; the effect of these and other risk
factors on our liquidity; the loss of any executive officer; and other matters discussed in this
Report. We undertake no obligation to revise any forward-looking statements in order to reflect
events or circumstances that may arise after the date of this Report.
Strategy
Our strategy is to manufacture and market high quality consumer products which are distinct
within each category in which we compete. Scotts Liquid Gold for wood distinguishes itself from
competing products as a wood cleaner and preservative, not simply a polish. Mold Control 500 is
based on technology developed and patented by a national laboratory. Touch of Scent is different
from most competing aerosol air fresheners in that it need not be shaken before each use and
because it may be activated by an attractive dispenser which may be mounted on any hard, smooth
surface. It is more convenient to use than competing aerosol brands. With respect to the our line
of skin care products, Alpha Hydrox was one of the first alpha hydroxy acid skin care products sold
to retailers for resale to the public at affordable prices. In 1998, we added a
retinol product to our skin care line. In the first half of 1999, we introduced Neoteric Diabetic
Skin Care ® . In 2000, we introduced Alpha Hydrox Fade Cream as well as certain other skin care
products which were subsequently discontinued. In 2001, we introduced a topical analgesic called
RubOut . Since 2001, we have sold Montagne Jeunesse sachets which are reasonably priced and
designed for single use by the consumer. We will continue to examine other possible new products
which we believe may fit well with our expertise and financial capabilities.
In the last ten years, we operated profitably in 1997 and 2002 and incurred losses in 1998
through 2001, 2003, 2004, 2005, and 2006. In the years 1998 through 2004, we experienced
significant declines in sales of Alpha Hydrox skin care products manufactured by us and, to a
lesser extent, in 2006. In 2006 we experienced a significant decline in sales of our Montagne
Jeunesse line of skin care sachets. We also experienced declines in the sales of our household
products from 1998 through 2005, except for an increase in sales of Scotts Liquid Gold for wood in
2004. In 2006 we experienced an increase in the sale of our household products due to the
introduction of Mold Control 500. Information regarding reasons for the decline in sales of these
products is stated in Item 6, Managements Discussion and Analysis or Plan of Operation.
The growth in sales of Alpha Hydrox from 1992 through 1996 caused us to make substantial
investments in property, plant and equipment to handle that growth and the anticipated future
growth of our skin care products. The decline in sales of those products in 1998 through 2004 and
in 2006, as well as declines in sales of household chemical products, has resulted in efforts by us
to maintain or increase sales of the existing products, to introduce new products, and to decrease
our costs of doing business. We introduced new products and engaged in cost-cutting programs
during 2000, 2001, 2002 and 2006. Additionally, we introduced several new Alpha Hydrox products in
2005 and two new Alpha Hydrox products in 2006.
Our goal for 2007 is to resume sales growth and attain profitability. To achieve these goals,
we will continue to work on expansion of the distribution of Montagne Jeunesse products, as well as
of our newer Alpha Hydrox products, increasing sales of Scotts Liquid Gold for wood and our new
mold remediation product Mold Control 500 and the introduction of new products. During 2007, we
contemplate the introduction of four new skin care products or items, plus a line of skin care
items under the Neoteric Cosmetics label. Within the household product line we plan to introduce
three to four new products or items including some additions to our Touch of Scent air fragrance
product line. We will also consider the development of new niche products, offer to manufacture
private label products for others, and explore the possibility of joint ventures and other projects
which would utilize our manufacturing or marketing capabilities.
Products
Scotts Liquid Gold for wood, a wood cleaner and preservative, has been our core product since
our inception. It has been popular throughout the U.S. for over thirty years. Scotts Liquid Gold
for wood, when applied to wood surfaces such as furniture, paneling, kitchen cabinets, outside
stained doors and decking, penetrates microscopic pores in the surface and lubricates beneath,
restoring moisture and, at the same time, minimizes the appearance of scratches, darkening the wood
slightly. Scotts Liquid Gold preserves woods natural complexion and beauty without wax. In May
2004, we commenced the introduction of an additional wood care product in a wipe form; however,
sales have been minimal so far. In the second quarter of 2005 we introduced a wood wash product
under the Scotts Liquid Gold product line; however, we have obtained limited distribution so far.
During the second quarter of 2006 we began the introduction of our mold remediation product
Mold Control 500. It is too early to determine if this introduction will be successful. Scotts
Liquid Gold Mold Control 500 is an advanced restoration, remediation
and antibacterial disinfectant system designed for consumer use on mildew, fungus, mold and fungal
spores.
In 1982, we added the room air freshener Touch of Scent to our line of household products.
Touch of Scent, available in many fragrances, is intended to be used in conjunction with a
decorative dispenser which can be mounted on any hard surface and into which the consumer inserts
an aerosol refill unit. At a touch, the dispenser propels the fragrance from a refill unit into
the air, masking unpleasant odors and refreshing the air with a pleasant scent. We manufacture the
refill unit. Unlike some competitive aerosol air fresheners, Touch of Scent is extremely dry and,
therefore, leaves practically no residue after use. Touch of Scent sales have not been strong in
recent years. In this regard, see Item 6 below, Managements Discussion and Analysis or Plan of
Operation.
Household products accounted for 53.1% of our consolidated net sales in 2006 and 34.8% in
2005.
In early 1992, we began to market two skin care products under the trade name of Alpha Hydrox.
Since that time we have made additions to our skin care products, some of which were discontinued.
In 2005, we introduced four new Alpha Hydrox products with refined formulas. At the end of 2006,
our skin care line consisted of over 15 products. Our Alpha Hydrox skin care products are sold
through a wholly-owned subsidiary, Neoteric ® Cosmetics, Inc. Except for the Montagne Jeunesse
sachets distributed by us, our skin care products are manufactured by Neoteric Cosmetics. Several
of the Alpha Hydrox products contain alpha hydroxyethanoic acids in low but effective
concentrations. Properly blended with a carrier, alpha hydroxyethanoic acids gently slough off dead
skin cells to promote a healthier, more youthful appearance and diminish fine lines and wrinkles.
Our products with alpha hydroxy acids (AHAs) include facial care products, a body lotion and a
foot crème. Our other skin care products do not contain AHAs. These products include Neoteric
Diabetic Skin Care, which is a healing crème and a therapeutic moisturizer developed by us to
address the skin conditions of diabetics, caused by poor blood circulation, and which contains a
patented oxygenated oil technology; an Alpha Hydrox Oxygenated Moisturizer, which is our second
skin care product based on the oxygenated oil technology; a Retinol product containing a patented
Microsponge technology that softens fine lines and wrinkles; an Alpha Hydrox Fade Cream designed to
lighten age spots and skin discoloration caused by sun exposure and other factors; RubOut , which
is a topical analgesic which helps fade the discoloration of bruises and eases the pain from muscle
sprains and bruises; and a body wash. The Montagne Jeunesse sachets, described more below, do not
contain AHAs.
In April of 2001, we made our first sale of skin care sachets under a distributorship
agreement with Montagne Jeunesse. Our agreement covers sales in the United States. Montagne
Jeunesse is a trading division of Medical Express (UK) Ltd., a company located in England.
Montagne Jeunesse sachet products are currently sold by others in the United Kingdom, Holland,
Italy, Ireland, Canada, Australia, Germany and Austria. Examples of the Montagne Jeunesse products
are a facial scrub, a mud pack, face masks, a cream for foot rubs, and one night hair color. A
significant portion of our sales are now generated through the distribution of the Montagne
Jeunesse products and, therefore, are dependent on the agreement under which they are purchased by
us. See Manufacturing and Suppliers below.
Our business is seasonal to some extent. Sales of Montagne Jeunesse products have been higher
in the fourth quarter than other quarters because of holiday promotions.
Through our research and development group, we continually consider and evaluate possible new
products to be manufactured or sold by us. Generally these products involve household products or
skin care products.
Marketing and Distribution
All of our products are sold nationally, directly and through independent brokers, to mass
marketers, drugstores, supermarkets, and other retail outlets and to wholesale distributors. In
2006, Wal-Mart Stores, Inc. (Wal-Mart) accounted for approximately 30% of our sales of household
products (32% of such sales in 2005). With regard to our skin care products, Wal-Mart accounted
for approximately 29% of 2006 sales (28% in 2005), and K-Mart Corporation accounted for
approximately 13% of 2006 sales (17% in 2005). Wal-Mart and K-Mart accounted for approximately 29%
and 9%, respectively, of the combined sales of household products and skin care products in 2006.
No long-term contracts exist between us and Wal-Mart, K-Mart Corporation or any other customer. We
permit returns of our products by our customers, a common industry practice. A recent practice of
retailers has been to return products that have either been discontinued or not sold after a period
of time. We subtract any returns from gross sales in determining our net sales and provide a
reserve for such returns which is netted against accounts receivable and gross sales on our
financial statements.
During the years 2001 through 2004, and again in 2006, we experienced a decrease in the
distribution of the Alpha Hydrox products as a result of slowing sales. In 2005, we introduced
four new items in our Alpha Hydrox line of cosmetics, which resulted in some increased distribution
by selling those products to retail store chains not carrying any of our other Alpha Hydrox
products. If sales of one of our products continue to decline, other retail stores, including
potentially Wal-Mart and K-Mart, may discontinue the product. One of our strategies is to maintain
or increase sales of products through limited television advertising. The level of advertising for
our products is constrained by our size and financial resources. Any significant decrease in the
distribution of Alpha Hydrox or Scotts Liquid Gold products at retail stores could have a material
adverse effect on our sales and operating results.
Our Scotts Liquid Gold wood care products, Mold Control 500 product, and Alpha Hydrox
products have been advertised nationally on network television, on cable television, and, at times,
in print media. In the past, we have also used radio advertising in selected areas and may do so
in the future. During 2007, but subject to change, we plan a decrease in advertising expenditures
from 2006. To date, we have not used television advertising for the Montagne Jeunesse products.
We periodically review our advertising plans and may revise planned advertising expenditures based
upon actual sales results and competitive conditions.
To enable consumers to make informed decisions, our containers and promotional materials note
the concentration of alpha hydroxy acid contained in each of our Alpha Hydrox products which
contain such acids. We recommend the use of sunscreen in our written directions contained in every
box of Alpha Hydrox products with such acids. We do not exaggerate benefits to be expected from
the use of our products. We also maintain a 24-hour, toll free telephone number and website for
use by consumers of our products.
Our household (except for the Mold Control 500 product) and skin care products are sold in
Canada and other foreign countries. Please see Note 8, Segment Information, to the Consolidated
Financial Statements for information regarding sales in foreign countries. Currently, foreign
sales are made to distributors who are responsible for the marketing of the products, and we are
paid for these products in United States currency.
Manufacturing and Suppliers
We own and operate our manufacturing facilities and equipment. With the exception of the
Montagne Jeunesse sachets, our wood wipes, and our Mold Control 500 product, we manufacture all of
our products, maintaining a high quality standard. We fill and package our Mold Control 500
product at our facilities. For all of our products, we must maintain sufficient inventories to
ship most orders as they are received. Quality control is enforced at all stages of production, as
well as upon the receipt of raw materials from suppliers. Raw materials are purchased from a
number of suppliers and, at the present time, are readily available. Our sole supplier of glycolic
acid, which is the most common type of alpha hydroxy acid used by us in our Alpha Hydrox products,
will be E.I. DuPont commencing later in 2007. Our sole supply for the oxygenated oil used in
Neoteric Diabetic Skin Care products is a French company with which we have a non-exclusive supply
agreement. Relations with this and other suppliers are satisfactory.
Most of our manufacturing operations, including most packaging, are highly automated, and, as
a result, our manufacturing operations are not labor intensive, nor, for the most part, do they
involve extensive training. An addition to our plant facilities, completed in early 1996, greatly
increased our capacity to produce skin care products. We currently operate on a one-shift basis.
Our manufacturing facilities are capable of producing substantially more quantities of our products
without any expansion, and, for that reason, we believe that our physical plant facilities are
adequate for the foreseeable future.
In 2001, we commenced purchases of the skin care sachets from Montagne Jeunesse under a
distributorship agreement covering the United States. On May 4, 2005, our wholly-owned subsidiary,
Neoteric Cosmetics, Inc. (Neoteric), entered into a new distribution agreement with Montagne
Jeunesse International Ltd (Montagne Jeunesse) covering our distribution of Montagne Jeunesse
products. It replaces a distribution agreement in effect since 2000. In the new agreement,
Montagne Jeunesse appoints Neoteric as its exclusive distributor to market and distribute Montagne
Jeunesse products in the United States of America. The appointment is for a period of 18 months,
commencing May 3, 2005, and continues in force until terminated by either party by giving to the
other party no less than three or six months notice in writing of a termination at the end of the
initial term of 18 months or any time after the initial term.
In the agreement, Neoteric agrees, among other things: Not to distribute during the duration
of the agreement and for 36 months thereafter any goods of the same description as and which
compete with the Montagne Jeunesse products; to use its best endeavors to develop, promote and sell
the products in the United States and to expand the sale of the products to all potential
purchasers by all reasonable and proper means; to purchase certain core products; to maintain an
inventory of the products for Neoterics own account at a level which is based on three months
agreed forecasted sales for the products throughout the United States; and to submit projections of
product requirements on a rolling six month basis. Montagne Jeunesse undertakes to use all
reasonable endeavors to meet all orders for the products to the extent that such orders do not
exceed the forecast for each type of the products. Both parties agree to suggested targeted sales
for the first five years of the agreement as stated in the agreement. The prices for our purchases
of these products are the published list prices as established by Montagne Jeunesse from time to
time, with three months written notice of any change in the published list prices. No party may
assign or transfer any rights or obligations under the agreement or subcontract the performance of
any obligation.
The agreement may also be terminated for a material breach if the breaching party has failed
to remedy the breach within 30 days after receipt of notice in writing and for certain other
events. Montagne Jeunesse may terminate the agreement (1) if Neoteric changes its organization or
methods of business in a way viewed by Montagne Jeunesse as less effective or (2) if there is a
change in control of Neoteric.
The principal and controlling owner of Montagne Jeunesse, Gregory Butcher, owned beneficially,
to the best of our knowledge, during 2005 more than 5% of our outstanding common stock; to the best
of our knowledge, at March 1, 2007, he owned beneficially less than 5.0% of our outstanding common
stock.
On April 4, 2006, we entered into a Product Development, Production and Marketing Agreement
with Modec, Inc., a Colorado corporation. Pursuant to this Agreement, we purchase from Modec a
product for the treatment of mold; we sell this product as Mold Control 500. We will fill and
package the product at our facilities and market the product to retail stores in North America.
The Agreement provides us with a license for this purpose. We are required to use our commercially
reasonable efforts to develop a consumer market for the product in the territory. The initial term
of the Agreement is until December 31, 2007, and is automatically renewable for successive one-year
terms.
In July, 2006, we entered into a Supply Agreement with Keltec Dispensing Systems USA, Inc.,
pursuant to which Keltec manufactures and supplies to us certain plastic components used on our
product containers. The initial term of the Supply Agreement is for a period of 18 months, with a
pricing adjustment possible for the last six months of the term. In addition, the Supply Agreement
may be renewed for an additional twelve months upon mutual consent of the parties provided the
parties agree to renewal pricing based on guidelines in the Supply Agreement. The Supply Agreement
may also be terminated by mutual agreement, upon a material breach of the terms, or upon 30-days
notice by either party during any renewal period.
Competition
Our business is highly competitive in both household and skin care products. The air
freshener, wood care, and mold treatment product categories are dominated by three to five
companies significantly larger than us, each of which produce several products. Irrespective of
the foregoing, we maintain a visible position in the wood care category, but do not have sufficient
information to make an accurate representation as to the market share of our products. Over the
last several years, sales of our air freshener products have fallen off significantly and may
continue to do so in the future. From time to time, to stem the attrition of this product line,
we offer price incentives to our customers.
The skin care category is also highly competitive. Several competitors are significantly
larger than Scotts Liquid Gold-Inc., and each of these competitors produces several products.
Some of these companies also produce retinol and alpha hydroxy acid products with which Alpha
Hydrox must compete. Because of the number of varied products produced by competitors, we cannot
make an accurate representation as to the market share of our skin care products. Irrespective of
the foregoing, we currently have a national base of distribution for our Alpha Hydrox and other
skin care products.
Conforming to our corporate philosophy, we compete on the basis of quality and distinguishing
characteristics of our products.
Regulation
We are subject to various federal, state and local laws and regulations that pertain to the
type of products we manufacture and sell. Our skin care products containing Alpha Hydroxy Acids
(AHAs) are cosmetics within the definition of the Federal Food Drug and Cosmetic Act (FFDCA). The
FFDCA defines cosmetics as products intended for cleansing, beautifying, promoting attractiveness
or altering the appearance. Our cosmetic products are subject to regulation under the FFDCA and
the Fair Packaging and Labeling Act (FPLA), and the regulations promulgated under these acts. The
relevant laws and regulations are enforced by the U.S. Food and Drug Administration (FDA). Such
laws and regulations govern the ingredients and labeling of cosmetic products and set forth
good manufacturing practices for companies to follow. Although FDA regulations require that the
safety of a cosmetic ingredient be substantiated prior to marketing, there is no requirement that a
company submit the results of any testing performed or any other data or information with respect
to any ingredient to the FDA. Prior to marketing our products, we conduct studies to demonstrate
that our Alpha Hydrox products do not irritate the skin or eyes. Consistent with regulations, we
do not submit the results of our studies to the FDA.
In July 1997, because of questions raised earlier by the FDA and as requested by the FDA, the
Cosmetic Ingredient Review Expert Panel(CIR) sponsored by the cosmetic industry issued a report
concerning the safety of alpha hydroxy acids. The final report, among other things, concluded that
glycolic acid(the most common type of alpha hydroxy acid that we currently use) is safe for use at
concentrations of up to 10%, with a pH level of no less than 3.5 and when directions for use
includes the daily use of sun protection. In January 2005, the FDA issued a final guidance that
products containing AHAs alert users that those products may increase skin sensitivity to sun and
possible sunburn and the steps to avoid such consequences. All of our labeling reflects this
guidance.
Since 2003, the FDAs National Center for Toxicological Research has been investigating the
effect of long term exposure to AHAs. On December 31, 2003, the FDA published a call for data on
certain ingredients in various products, including AHAs that are part of wrinkle remover products.
Manufacturers were asked to submit any data supporting the reclassification of these cosmetic
products as over-the-counter drugs. The study results were due in December 2004; however, these
results have not yet been published. If the FDA should change the regulatory classification of our
AHA products, there would be additional regulatory requirements applicable to our operation. The
financial impact, if any, of additional regulatory requirements cannot be determined at this time.
Our advertising is subject to regulation under the Federal Trade Commission Act and related
regulations, which prohibit false and misleading claims in advertising. Our labeling and
promotional materials are believed to be in full compliance with applicable regulations.
Many chemicals used in consumer products, some of which are used in several of our product
formulations, have come under scrutiny by various state governments and the Congress of the United
States in connection with clean air laws. These chemicals are volatile organic compounds (VOCs)
that are contained in various categories of consumer products. As a result of these VOC
regulations, it has been necessary for us to reformulate some of our products, such as Touch of
Scent, Scotts Liquid Gold Aerosol and Pourable, to conform to certain limits set by the California
Air Resources Board (CARB), other states and the Environment Protection Agency. Our household
chemical products currently meet the most stringent VOC regulations. CARB has recently approved
changes to Californias consumer product regulations that reduce VOC limits for Scotts Liquid Gold
pourable formula from 7% to 3%, effective December 31, 2008. This reduced limit is expected to be
finalized in the near future. Therefore, this product is currently undergoing reformulation to
comply with the new limit.
Limitations regarding the VOC content of consumer products by both state and federal agencies
will continue to be a part of regulatory efforts to achieve compliance for ozone at or near ground
level. Under the Clean Air Act Amendments of 1990, the Environmental Protection Agency (EPA)
conducted a study on the contribution of consumer products to ozone problems and published
regulations in 1998 designed to reduce the VOC content of consumer products. Various states, in
addition to California, have enacted or are considering VOC regulations for consumer products. We
are unable to predict how many or which other states might enact legislation regulating the VOC
content of consumer products or what effect such legislation might have on our household products.
A group of twelve northeastern states and the District of Columbia collectively drafted the Ozone
Transport Commission (OTC) Model Consumer Products Rule in 2001, which is a model that members may
choose to adopt and which has standards that are substantially the same as the CARB consumer
product VOC regulations. More than a majority of the OTC members have adopted the model rule. In
September 2006, the OTC released a new draft model consumer products rule with an effective date of
January 1, 2009. Scotts Liquid Gold products would not be affected by the changes in this new
model rule, if states were to adopt the changes. There are also potential regulations in a five
state region covered by the Lake Michigan Air Directors Consortium (LADCO), which released an
interim report detailing possible strategies for reducing VOC emissions. These states include
Illinois, Michigan, Wisconsin, Ohio and Indiana. The Michigan Consumer Products Regulation,
adopted in January of 2007, follow the 2001 OTC Model Rule. Michigan is the only state in the
LADCO group that has promulgated such regulations. The other 4 states have not published any
rulemaking yet.
The regulations concerning VOC content are relevant to our household products, but have not
yet affected our skin care products. It is possible that cosmetic products may be affected in the
future by CARB, based on a consumer and commercial product survey of more then 250 categories that
they conducted in 2005. The survey was based on sales for the year 2003 and was intended to update
their information on consumer product VOC emissions. CARB has indicated that there will be another
comprehensive survey based on 2005 sales; however, we do not know the exact date of that survey.
The data from each study will be used to determine which product categories will be selected for
new or revised regulations for the purpose of further reducing VOC emissions from consumer
products. Any new or revised regulations of CARB could apply to our products and could potentially
require additional reformulation of those products.
Limitations regarding the VOC content of consumer products by both state and federal agencies
have been and will continue to be a part of regulatory efforts to achieve compliance for ozone at
or near ground level. We believe that we have done all that is necessary to satisfy the current
requirements of the Clean Air Act and laws of various state governments. Currently, all of our
products may be sold in all areas of the United States.
Employees
We employ 78 persons (compared to 88 persons at the end of 2005), 39 in plant and production
related functions and 39 in administrative, sales and advertising functions. No contracts exist
between us and any union. We monitor wage and salary rates in the Rocky Mountain area and pursue a
policy of providing competitive compensation to our employees. The compensation of our executive
officers is under the review of the Compensation Committee of our Board of Directors. Fringe
benefits for our employees include a medical and dental plan, life insurance, a 401(k) plan with
matching contributions for lower paid employees (those earning $35,000 or less per annum), an
employee stock ownership (ESOP) plan, and a profit sharing plan. We consider our employee
relations to be satisfactory.
Patents and Trademarks
At present, we own one patent covering an ingredient used in some of our skin care products.
Additionally, we actively use our registered trademarks for Scotts Liquid Gold, Liquid Gold, Touch
of Scent, Alpha Hydrox, TriOxygen C ® , and Neoteric in the United States and have
registered trademarks in a number of additional countries. Our registered trademarks and pending
trademark applications concern names and logos relating to our products as well as the design of
boxes for certain of our products.
In December 2000 (amended October 1, 2003), we entered into a license agreement with TriStrata
Technology, Inc. which owns patents dealing with the use of alpha hydroxy acids for the purpose of
reducing the appearance of wrinkles or fine lines. Under the license agreement, Neoteric Cosmetics
and its affiliates have been granted a non-
exclusive license for the life of the patents to make and sell skin care products using alpha
hydroxy acids for, among other things, the reduction of the appearance of skin wrinkles and the
reduction in the appearance of skin changes associated with aging. The license agreement covers a
territory which includes the United States and certain foreign countries. In accordance with the
license agreement, Neoteric Cosmetics pays a royalty on net sales of products covered by the
agreement. This license agreement was part of the settlement of a lawsuit brought by TriStrata
Technology against us and others alleging infringement of patents in selling and promoting skin
care products which contain alpha hydroxy acid. By a notice sent to TriStrata Technology, we will
terminate this license agreement in October of 2007 and rely on a license from DuPont for our uses
of alpha hydroxy acids.
Available Information and Code of Ethics
We will make available free of charge through the website
http://www.businesswire.com/cnn/slgd.htm, this annual report, our quarterly reports on Form 10-Q,
our current reports on Form 8-K, and amendments to such reports, as soon as reasonably practicable
after we electronically file or furnish such material with the Securities and Exchange Commission.
These reports are also available through a link on our website. We will provide upon request and
at no charge electronic or paper copies of these filings with the Securities and Exchange
Commission (excluding exhibits).
We will provide to any person without charge, upon request, a copy of the code of business
conduct and ethics which has been adopted by us and which applies to our principal executive
officer, principal financial officer and principal accounting officer, among others.
A request for reports filed with the SEC or the code of business conduct and ethics may be
made to: Corporate Secretary, Scotts Liquid Gold-Inc., 4880 Havana Street, Denver, Colorado
80239.
Risk Factors
The following is a discussion of certain risks that may affect our business. These risks may
negatively impact our existing business, future business opportunities, our financial condition or
our financial results. In such case, the trading price of our common stock could also decline.
Additional risks and uncertainties not presently known to us, or that we currently see as
immaterial, may also negatively impact our business.
We need to increase our revenues in order to become profitable under our present cost structure.
We have experienced net losses in eight of our last nine years. These losses result primarily
from declining sales of our skin care products and our primary household products. Maintaining or
increasing our revenues is uncertain and involves a number of factors including consumer acceptance
of our products, distribution of our products and other matters described below.
Our cash flow is dependent upon operating cash flow.
Because we are dependent on our operating cash flow, any loss of a significant customer, any
further decreases in the distribution of our skin care or household chemical products, new
competitive products affecting sales levels of our products or any significant expense not included
in our internal budget could result in the need to raise cash, such as through additional bank
financing. Except for the existing bank debt, we have no arrangements for an external financing of
debt or equity, and we are not certain whether any such financing would be available on acceptable
terms. In order to improve our operating cash flow, we need to achieve profitability or change
significantly our cost structure.
Sales of our existing products are affected by changing consumer preferences.
Our primary market is retail stores in the United States which sell to consumers or end users
in the mass market. Consumer preferences can change rapidly and are affected by new competitive
products. This situation is true for both skin care and household products and has affected our
established products, most significantly our earlier established Alpha Hydrox products. For
example, in the skin care area, we believe that our products with AHAs are effective in diminishing
fine lines and wrinkles, but consumers may change permanently or temporarily to other products
using other technologies or otherwise viewed as new. Any changes in consumer preferences can
affect materially the sales and distribution of our products and thereby our revenues and results
of operation.
In both skin care and household products, we compete every day against the largest consumer product
companies in the United States.
Our large competitors regularly introduce new products and spend multiples of dollars more
than we do on advertising, particularly television advertising. The distribution of our product
and sales can be adversely impacted by the actions of our competitors.
We have limited resources to promote our products with effective advertising.
We sell our products in the consumer retail marketplace. Advertising, particularly television
advertising, is necessary to reach the consumers. Our ability to advertise is affected by our size
and resources. In addition, when we advertise on television, it can significantly increase our
expenses while the effectiveness of any particular advertisement cannot be predicted.
Maintaining or increasing our revenues is dependent on the introduction of new products that are
successful in the marketplace.
Sales of our Alpha Hydrox products, Scotts Liquid Gold for wood and Touch of Scent have
declined in recent years, except for a small increase in the sale of Scotts Liquid Gold for wood
in 2004 when we sold the product to additional retail stores. In order to address these declines,
we have introduced new products, including Montagne Jeunesse sachets in 2001, the wood wipe and
wood wash products in 2004 and 2005, our new Alpha Hydrox products in 2005, and our mold
remediation product Mold Control 500 during the second quarter of 2006. We plan the introduction
of additional products. If we are not successful in making ongoing sales of our newer products to
retail store chains or these products are not well received by consumers, our revenues could be
materially and adversely affected.
A loss of one or more of our major customers could have a material adverse effect on our product
sales.
For more than a majority of our sales, we are dependent upon sales to major customers,
including Wal-Mart which is our largest customer. The easy access of consumers to our products is
dependent upon major retail stores and other retail stores carrying our products, particularly mass
merchandisers. The willingness of these customers (i.e., retail stores) to carry any of our
products depends on various matters, including the level of sales of the product at the stores.
Any declines in sales of a product to consumers can result in the loss of retail stores as our
customers and the corresponding decreases in the distribution of the product. It is uncertain
whether the consumer base served by these stores would purchase our products at other retail
outlets. In the past, sales of our products have been affected by retail store chains which
discontinue a product or carry the product in a lesser number of stores.
More than a majority of our sales of skin care product are represented by the Montagne Jeunesse
products which depend upon the continuation of our distributorship agreement with Montagne
Jeunesse.
Our distributorship agreement with Montagne Jeunesse is for a period of 18 months that ended
in November, 2006 and continues in force after this initial term subject to the right of either
party to terminate the agreement with three or six months notice. As a practical matter, we also
believe that the distribution of Montagne Jeunesse sachets is dependent upon our good relationship
with Montagne Jeunesse.
We face the risk that raw materials for our products may not be available or that costs for these
materials will increase, thereby affecting our ability to either manufacture the products or our
gross margin on the products.
We obtain our raw materials from third party suppliers, some of which are sole source
suppliers. While there are two suppliers of glycolic acid, we use one supplier. We have no long
term contracts with our suppliers; and, if a contract exists, it is subject to termination or cost
increases. We may not have sufficient raw materials for production of products manufactured by us
if there is a shortage in raw materials or one of our suppliers terminates our relationship. In
addition, changing suppliers could involve delays that restrict our ability to manufacture or buy
products in a timely manner to meet delivery requirements of our customers. Our suppliers of
products which we distribute can also be subject to the same risk with their vendors.
Our sales are affected adversely by returns.
In our industry, retail stores have the ability to return products. These returns result in
refunds, a reduction of our revenues and usually the need to dispose of the resulting inventory at
discounted prices. Accordingly, level of returns can significantly impact our revenues and cash
flow.
Changes in the regulation of our products, including environmental regulations, could have an
adverse effect on the distribution of our products or the function of our products.
Regulations affecting our products include requirements of the FDA for cosmetic products and
environmental regulations affecting emissions from our products. The FDA has mentioned the
treatment of AHA products as drugs, which could make more expensive or prohibitive our production
and sale of certain Alpha Hydrox products. Also, in the past, we have changed the formulation of
our household products to satisfy environmental regulations and will continue to do so as required.
Any adverse developments in litigation could have a material impact on us.
We are subject to lawsuits from time to time in the ordinary course of business. While we
expect those lawsuits not to have a material effect on us, an adverse development in any such
lawsuit or the insurance coverage for a lawsuit could materially and adversely affect our financial
condition and cash flow.
Any loss of our key executives or other personnel could harm our business.
Our success has depended on the experience and continued service of our executive officers and
key employees. If we fail to retain these officers, our ability to continue our business and
effectively compete may be substantially diminished. Because of our size, we must rely in many
departments within our company on one or two managers; the loss of anyone of those could slow our
product development, production of a product, and sale and distribution of a product.
Our stock price can be volatile and can decline substantially.
Our stock is traded on the OTC Bulletin Board. The volume of our stock varies but is
relatively limited. As a result, any events affecting us can result in volatile movements in the
price of our stock and can result in significant declines in the market price of our stock.
Scotts Liquid Gold, Inc (SLGD) - Description of business
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Summary
Research Report
Description
Level 2 quotes
Charts
News
Profile
Balance Sheet
Income Statement
Cash Flow Statement
Insiders
SEC Filings
Analyst Recommendation
Earnings Report
Historical Prices
Recent Material Events
Key executives
Comments
Research Report
Description
Level 2 quotes
Charts
News
Profile
Balance Sheet
Income Statement
Cash Flow Statement
Insiders
SEC Filings
Analyst Recommendation
Earnings Report
Historical Prices
Recent Material Events
Key executives
Comments


