C H Robinson Worldwide : CHRW Q4 2021 Earnings Call Presentation

Bob Biesterfeld, CEO

Mike Zechmeister, CFO

Chuck Ives, Director of IR

Q4 2021

Earnings Presentation

February 2, 2022

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; competition and growth rates within the third party logistics industry; freight levels and increasing costs and availability of truck capacity or alternative means of transporting freight; changes in relationships with existing contracted truck, rail, ocean, and air carriers; changes in our customer base due to possible consolidation among our customers; 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 operations outside of the United States; risks associated with the potential impact of changes in government regulations; risks associated with the produce industry, including food safety and contamination issues; fuel price increases or decreases, or fuel shortages; cyber-security related risks; the impact of war on the economy; changes to our capital structure; risks related to the elimination of LIBOR; changes due to catastrophic events including pandemics such as COVID-19; and other risks and uncertainties detailed in our Annual and Quarterly Reports.

©2022 C.H. Robinson Worldwide, Inc. All Rights Reserved.

2

Q4 Highlights: Balanced Growth Continues

• 6% year-over-year Truckload volume growth
• Year-over-yearAGP increases were driven by both higher AGP per shipment and higher volume in ocean, truckload and air
• Truckload AGP per mile continued to improve, marking the 5th consecutive quarter of flat to increasing AGP per mile
• Global Forwarding continues to execute well and provide creative solutions in an environment in which demand still exceeds capacity

Q4	2021
$6.5B	$856.3M
Total Revenues	Adj. Gross Profit
+43% Y/Y	+34% Y/Y
$287.4M	$1.74
Income from Ops.	Diluted Earnings/Share
+39% Y/Y	+61% Y/Y

3

FY'21 Highlights: Record Year, Momentum Remains Strong

• Delivered record annual financial results
• Responsiveness of team and superior customer service enabled us to maintain customer loyalty
• Effectively helped our customers and carriers navigate the unprecedented level of supply chain disruption
• Increased demand for global suite of services
  - over half of total revenues and approximately half of transportation adjusted gross profits came from customers to whom we provide both surface transportation AND global forwarding services

FY	2021
$23.1B	$3.2B
Total Revenues	Adj. Gross Profit
+43% Y/Y	+31% Y/Y
$1.1B	$6.31
Income from Ops.	Diluted Earnings/Share
+61% Y/Y	+70% Y/Y

4

Segment Highlights: Diversified, Global Suite of Services

Over half of 2021 total revenues and approximately half of 2021 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-truckratios still at historic highs, driven by structural constraints, strong import demand, port congestion, and COVID and winter storms impacts
• Digital investments continue to deliver customer value and unlock growth
• Volume delivered through real-time, dynamic pricing tools up 153%
• Adjusted gross profit (AGP) per load continued to improve in both TL and LTL
• Repriced more of our contractual portfolio, and focused on profitable market share growth

FY 2021 Adjusted

Gross Profit*

34%

57%

9%

+18.2%

Y/Y

+7.3%

Y/Y

Global Forwarding (GF)

• Seven consecutive quarters of year-over-year growth in total revenues, AGP and operating income

▪ Continuing to add new commercial	+70.7%
relationships with strategic, multi-	Y/Y
national customers

• Continuing to make investments in technology, data and analytics & our global network

All Other & Corporate

• Robinson Fresh case volume up 11.5% in Q4
• Managed Services 2021 FUM** up 33%
• Europe Surface Transportation continues to grow truckload AGP

•	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.	5

• FUM = Freight under Management