Annual report pursuant to Section 13 and 15(d)

Consolidated Statements of Operations

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Consolidated Statements of Operations - USD ($)
shares in Thousands, $ in Thousands
 12 Months Ended
Dec. 31, 2017
Dec. 31, 2016
Dec. 31, 2015
Income Statement [Abstract]      
Net sales $ 197,563 $ 287,728 $ 264,860
Cost of sales 38,645 54,903 54,098
Gross profit 158,918 232,825 210,762
Operating expenses:      
Commissions expense 83,638 125,050 126,598
Selling, general and administrative expenses 31,685 43,245 36,024
Depreciation and amortization 536 394 263
Total operating expenses 115,859 168,689 162,885
Income from operations 43,059 64,136 47,877
Other income (expense), net 367 (59) (84)
Income before income taxes 43,426 64,077 47,793
Income tax provision 19,848 8,991 552
Net income $ 23,578 $ 55,086 $ 47,241
Income per common share:      
Net income allocated to common stockholders (in dollars per share) $ 2.10 $ 4.84 $ 3.84
Net income allocated to common stockholders plus assumed conversions (in dollars per share) $ 2.09 $ 4.83 $ 3.82
Weighted-average number of common shares outstanding:      
Weighted Average Number of Shares Outstanding, Basic 11,251 11,382 12,302
Weighted Average Number of Shares Outstanding, Diluted 11,267 11,407 12,372
Common Stock, Dividends, Per Share, Cash Paid $ 1.52 $ 0.61 $ 0.14