C H Robinson Worldwide : CHRW Q1 2022 Earnings Call Presentation

Bob Biesterfeld, CEO Arun Rajan, CPO

Mike Zechmeister, CFO Chuck Ives, Director of IR

Safe Harbor Statement

Except for the historical information contained herein, the matters set forth in this presentation and the accompanying earnings release are forward-looking statements that represent our expectations, beliefs, intentions or strategies concerning future events. These forward-looking statements are subject to certain risks and uncertainties that could cause actual results to differ materially from our historical experience or our present expectations, including, but not limited to such factors as changes in economic conditions, including uncertain consumer demand; changes in market demand and pressures on the pricing for our services; fuel price increases or decreases, or fuel shortages; competition and growth rates within the global logistics industry; freight levels and increasing costs and availability of truck capacity or alternative means of transporting freight; risks associated with significant disruptions in the transportation industry; changes in relationships with existing contracted truck, rail, ocean, and air carriers; changes in our customer base due to possible consolidation among our customers; risks with reliance on technology to operate our business; cyber-security related risks; risks associated with operations outside of the United States; our ability to identify or complete suitable acquisitions; our ability to successfully integrate the operations of acquired companies with our historic operations; risks associated with litigation, including contingent auto liability and insurance coverage; risks associated with the potential impact of changes in government regulations; our ability to hire and retain a sufficient number of qualified personnel; risks associated with the changes to income tax regulations; risks associated with the produce industry, including food safety and contamination issues; the impact of war on the economy; changes to our capital structure; changes due to catastrophic events including pandemics such as COVID-19; and other risks and uncertainties detailed in our Annual and Quarterly Reports.

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Q1 Highlights: Record Quarterly Financial Results

• • Grew operating margins year-over-year in all segments

• • Improved the health of our contractual Truckload portfolio and grew Truckload volume 4% year-over-year

• • Truckload AGP per mile improved in each month of the quarter, through our repricing efforts and a softening in the cost of purchased transportation

• • Global Forwarding continues to deliver excellent service to our customers and collaborate with our carriers, driving more business to our platform

Segment Highlights: Diversified, Global Suite of Services

Over half of TTM total revenues and approximately half of TTM transportation adjusted gross profits came from customers to whom we provide both surface transportation and global forwarding services.

North American Surface Transportation

(NAST)

■

Load-to-truck ratios declined in February & March as more capacity entered the marketand demand began to soften in March

• ■ Repriced more of our contractual portfolio, and continued to focus on profitable market share

• ■ Adjusted gross profit (AGP) per load continued to improve in both TL and LTL

• ■ Digital investments continue to deliver customer value and unlock growth

• ■ Q1 volume delivered through real-time, dynamic pricing tools up 65% Y/Y

All Other & Corporate

• ■ Robinson Fresh case volume up 7.5% in Q1

• ■ Managed Services Q1 FUM (2) up 18% Y/Y

• ■ Europe Surface Transportation continues to grow truckload AGP

• 1. Adjusted gross profit and adjusted gross profit margin are non-GAAP financial measures. Adjusted gross profit is calculated as gross profit excluding amortization of internally developed software utilized to directly serve our customers and contracted carriers.

• 2. FUM = Freight under Management

NAST Q1'22 Results by Service

Adjusted Gross Profit (1)

($ in millions)

• ▪ Truckload volume up 4.0% (2)

• ▪ Truckload AGP per shipment increased 15.0% primarily due to a higher AGP per shipment on contractual volume (2)

• ▪ Continued to reprice contractual portfolio with focus on profitable market share

• ▪ LTL volume down 1.0% and AGP per order increased 27.0% (2)

• ▪ 444,000 fully automated truckload bookings in Q1

• ▪ Added 11,300 new carriers in Q1

• 1. Adjusted gross profit and adjusted gross profit margin are non-GAAP financial measures. Adjusted gross profit is calculated as gross profit excluding amortization of internally developed software utilized to directly serve our customers and contracted carriers.

• 2. Growth rates are rounded to the nearest 0.5 percent.