CHRW 8-K
C. H. Robinson Worldwide, Inc. (CHRW)
8-K
2022-11-02
For: 2022-11-02
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April 11, 2026
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 8-K
CURRENT REPORT
PURSUANT TO SECTION 13 OR 15(d)
OF THE SECURITIES EXCHANGE ACT OF 1934
Date of Report: November 2, 2022
(Date of earliest event reported)
(Exact name of registrant as specified in its charter)
Commission File Number: 000-23189
(State or other jurisdiction of incorporation or organization) | (I.R.S. Employer Identification No.) | |||||||||||||||||||||||||
(Address of principal executive offices, including zip code)
Registrant's telephone number, including area code: 952 -937-8500
Not Applicable
(Former name or former address, if changed since last report)
Check the appropriate box below if the Form 8-K filing is intended to simultaneously satisfy the filing obligation of the registrant under any of the following provisions:
Securities registered pursuant to Section 12(b) of the Act:
| Title of each class | Trading Symbol(s) | Name of each exchange on which registered | ||||||
Indicate by check mark whether the registrant is an emerging growth company as defined in Rule 405 of the Securities Act of 1933 (§230.405 of this chapter) or Rule 12b-2 of the Securities Exchange Act of 1934 (§240.12b-2 of this chapter). Emerging growth company ☐
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐
Item 2.02 Results of Operations and Financial Condition.
The following information is being "furnished" in accordance with the General Instruction B.2 of Form 8-K and shall not be deemed "filed" for purposes of Section 18 of the Securities Exchange Act of 1934, as amended (the "Exchange Act"), or otherwise subject to the liabilities of that section, nor shall it be deemed to be incorporated by reference in any filing under the Securities Act of 1933, as amended, or the Exchange Act, except as expressly set forth by specific reference in such filing.
Furnished herewith as Exhibits 99.1 and 99.2, respectively, and incorporated by reference herein are the text of the Company's announcement regarding its financial results for the quarter ended September 30, 2022 and its earnings conference call slides.
Item 9.01 Financial Statements and Exhibits.
(d) Exhibits
| Number | Description | ||||
| 99.1 | |||||
| 99.2 | |||||
| 104 | The cover page from the Current Report on Form 8-K formatted in Inline XBRL | ||||
SIGNATURE
Pursuant to the requirements of the Securities Exchange Act of 1934, the registrant has duly caused this report to be signed on its behalf by the undersigned hereunto duly authorized.
| C.H. ROBINSON WORLDWIDE, INC. | ||||||||
| By: | /s/ Ben G. Campbell | |||||||
| Ben G. Campbell | ||||||||
| Chief Legal Officer and Secretary | ||||||||
Date: November 2, 2022 | ||||||||
 | C.H. Robinson 14701 Charlson Rd. Eden Prairie, MN 55347 www.chrobinson.com | ||||
FOR INQUIRIES, CONTACT: Chuck Ives, Director of Investor Relations Email: [email protected] | |||||
FOR IMMEDIATE RELEASE
C.H. Robinson Reports 2022 Third Quarter Results
Eden Prairie, MN, November 2, 2022 - C.H. Robinson Worldwide, Inc. (“C.H. Robinson”) (Nasdaq: CHRW) today reported financial results for the quarter ended September 30, 2022.
Third Quarter Key Metrics:
•Gross profits increased 5.0% to $880.7 million and adjusted gross profits(1) increased 5.1% to $887.2 million
•Income from operations decreased 7.5% to $287.6 million
•Adjusted operating margin(1) decreased 440 basis points to 32.4%
•Diluted earnings per share (EPS) decreased 3.8% to $1.78
•Cash generated by operations improved by $699.0 million to $625.5 million
(1) Adjusted gross profits and adjusted operating margin are non-GAAP financial measures. The same factors described in this release that impacted these non-GAAP measures also impacted the comparable GAAP measures. Refer to page 11 for further discussion and a GAAP to Non-GAAP reconciliation.
"On our second quarter earnings call in late July, I talked about a deceleration in demand that we expected to see in the second half of 2022 in three large verticals for freight, including weakness in the retail market and further slowing in the housing market. We’re now seeing those expectations play out, with slowing freight demand and price declines in the freight forwarding and surface transportation markets," said Bob Biesterfeld, President and Chief Executive Officer of C.H. Robinson. "Throughout the changes in the freight cycle, we have maintained our focus on continuing to improve the customer and carrier experience and scaling our digital processes and operating model to foster sustainable, profitable growth."
"Today, we believe that we are entering a time of slower economic growth where freight markets will continue to cool from their peaks and will operate more reliably and at more normalized rates, with fewer disruptions. These changes in market conditions, coupled with many successful endeavors on our digital
1
roadmap directed at scaling our model to be more efficient, are allowing us to take actions to structurally reduce our overall cost structure," stated Biesterfeld.
"Compared to our third quarter operating expenses, the actions we’re currently taking are expected to generate $175 million of gross cost savings on an annualized basis by the fourth quarter of 2023. Inflation, other headwinds such as annual pay increases and tailwinds such as lower incentive compensation are expected to result in net cost headwinds of $25 million in 2023 that we expect will partially offset the gross savings, resulting in net annualized cost reductions of $150 million by the fourth quarter of next year."
Biesterfeld added, "We also continue to identify opportunities to accelerate our enterprise-wide digital and product strategy. To drive greater impact and speed of execution, Arun Rajan has been promoted to the role of Chief Operating Officer. Since joining C.H. Robinson in 2021, Arun has been a critical contributor to, and strategic leader of, our digital and product strategy. Arun is helping us think and act differently as we accelerate our pace of digital transformation and scale our operating model. In his new role, in addition to leading the product organization, Arun will have expanded direct responsibility for the technology and marketing organizations. Bringing these three critical functions together under a single vision and leadership structure will allow us to integrate these functions more deeply into single-threaded teams and put the needs of our customers and carriers at the center of our organizational design and ensure that we are positioned well to meet their needs while accelerating the impacts across the business units of C.H. Robinson. Arun's teams will work directly with the business unit presidents to operationalize these efforts."
2
Summary of Third Quarter Results Compared to the Third Quarter of 2021
•Total revenues decreased 4.0% to $6.0 billion, driven primarily by lower ocean and air pricing, partially offset by higher pricing in less-than-truckload ("LTL") and truckload.
•Gross profits increased 5.0% to $880.7 million. Adjusted gross profits increased 5.1% to $887.2 million, primarily driven by higher adjusted gross profit per transaction in truckload, partially offset by the lower adjusted gross profit per transaction in ocean.
•Operating expenses increased 12.4% to $599.6 million. Personnel expenses increased 9.4% to $437.5 million, primarily due to higher average employee headcount, which increased 13.0%. Selling, general and administrative ("SG&A") expenses of $162.0 million increased 21.3%, primarily due to increased legal settlements, higher purchased and contracted services and increased travel expenses.
•Income from operations totaled $287.6 million, down 7.5% due to the increase in operating expenses, partially offset by the increase in adjusted gross profits. Adjusted operating margin of 32.4% declined 440 basis points.
•Interest and other income/expense, net totaled $16.0 million of expense, consisting primarily of $20.8 million of interest expense, which increased $7.7 million versus last year due primarily to a higher average debt balance, partially offset by a $5.2 million favorable impact from foreign currency revaluation and realized foreign currency gains and losses.
•The effective tax rate in the quarter was 16.9% compared to 16.0% in the third quarter last year.
•Net income totaled $225.8 million, down 8.6% from a year ago. Diluted EPS of $1.78 decreased 3.8%.
3
Summary of Year-to-Date Results Compared to 2021
•Total revenues increased 18.2% to $19.6 billion, driven primarily by higher pricing across most of our services.
•Gross profits increased 23.0% to $2.8 billion. Adjusted gross profits increased 23.1% to $2.8 billion, primarily driven by higher adjusted gross profit per transaction across most of our services.
•Operating expenses increased 14.7% to $1.7 billion. Personnel expenses increased 15.3% to $1.3 billion, primarily due to higher average employee headcount, which increased 14.0%, and higher incentive compensation costs. SG&A expenses increased 13.0% to $426.6 million, primarily due to increases in purchased and contracted services, legal settlements, travel expenses, and warehouse expenses, partially offset by a $25.3 million gain on the sale-leaseback of our Kansas City regional center.
•Income from operations totaled $1.1 billion, up 38.8% from last year, primarily due to the increase in adjusted gross profits, partially offset by the increase in operating expenses. Adjusted operating margin of 39.0% increased 440 basis points.
•Interest and other income/expense, net totaled $57.5 million of expense, which primarily consisted of $52.3 million of interest expense, which increased $14.3 million versus last year due to a higher average debt balance. The year-to-date results also included a $6.6 million unfavorable impact from foreign currency revaluation and realized foreign currency gains and losses.
•The effective tax rate for the nine months was 19.2% compared to 18.5% in the year-ago period.
•Net income totaled $844.3 million, up 37.5% from a year ago. Diluted EPS of $6.50 increased 42.5%.
4
North American Surface Transportation ("NAST") Results
Summarized financial results of our NAST segment are as follows (dollars in thousands):
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Total revenues | $ | 4,002,461 | $ | 3,814,988 | 4.9 | % | $ | 12,264,396 | $ | 10,611,892 | 15.6 | % | |||||||||||||||||||||||
Adjusted gross profits(1) | 563,787 | 460,149 | 22.5 | % | 1,694,438 | 1,317,853 | 28.6 | % | |||||||||||||||||||||||||||
| Income from operations | 211,899 | 149,035 | 42.2 | % | 670,752 | 436,911 | 53.5 | % | |||||||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained later in this release. The difference between adjusted gross profits and gross profits is not material.
Third quarter total revenues for the NAST segment totaled $4.0 billion, an increase of 4.9% over the prior year, primarily driven by higher LTL and truckload pricing. NAST adjusted gross profits increased 22.5% in the quarter to $563.8 million. Adjusted gross profits in truckload increased 20.8% due to a 20.5% increase in adjusted gross profit per shipment and a 0.5% increase in truckload volume. Our average truckload linehaul rate per mile charged to our customers, which excludes fuel surcharges, decreased approximately 13.0% in the quarter compared to the prior year, while truckload linehaul cost per mile, excluding fuel surcharges, decreased approximately 17.0%, resulting in a 15.5% increase in truckload adjusted gross profit per mile. LTL adjusted gross profits increased 22.7% versus the year-ago period, as adjusted gross profit per order increased 24.5% and LTL volumes declined 1.5%. Operating expenses increased 13.1% primarily due to increased employee headcount, legal settlements, and technology expenses. Income from operations increased 42.2% to $211.9 million, and adjusted operating margin expanded 520 basis points to 37.6%. NAST average employee headcount was up 10.8% in the quarter.
5
Global Forwarding Results
Summarized financial results of our Global Forwarding segment are as follows (dollars in thousands):
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Total revenues | $ | 1,511,115 | $ | 1,978,901 | (23.6) | % | $ | 5,798,702 | $ | 4,585,734 | 26.5 | % | |||||||||||||||||||||||
Adjusted gross profits(1) | 248,433 | 310,898 | (20.1) | % | 894,724 | 763,952 | 17.1 | % | |||||||||||||||||||||||||||
| Income from operations | 85,953 | 165,155 | (48.0) | % | 421,148 | 363,956 | 15.7 | % | |||||||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained later in this release. The difference between adjusted gross profits and gross profits is not material.
Third quarter total revenues for the Global Forwarding segment decreased 23.6% to $1.5 billion, driven by lower pricing and volumes in our ocean and air services, reflecting softening market demand. Adjusted gross profits decreased 20.1% in the quarter to $248.4 million. Ocean adjusted gross profits decreased 25.6%, driven by a 24.0% decrease in adjusted gross profit per shipment and a 2.5% decline in shipments. Adjusted gross profits in air decreased 21.1%, driven by a 16.5% decrease in metric tons shipped and a 5.5% decrease in adjusted gross profit per metric ton shipped. Customs adjusted gross profits increased 9.5%, driven by a 5.5% increase in adjusted gross profit per transaction and a 4.0% increase in transaction volume. Operating expenses increased 11.5%, primarily driven by increased salaries and technology expenses. Third quarter average employee headcount increased 13.4%. Income from operations decreased 48.0% to $86.0 million, and adjusted operating margin declined 1,850 basis points to 34.6% in the quarter.
6
All Other and Corporate Results
Total revenues and adjusted gross profits for Robinson Fresh, Managed Services and Other Surface Transportation are summarized as follows (dollars in thousands):
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Total revenues | $ | 501,800 | $ | 469,806 | 6.8 | % | $ | 1,566,706 | $ | 1,402,664 | 11.7 | % | |||||||||||||||||||||||
Adjusted gross profits(1): | |||||||||||||||||||||||||||||||||||
| Robinson Fresh | $ | 27,677 | $ | 26,651 | 3.8 | % | $ | 93,163 | $ | 81,539 | 14.3 | % | |||||||||||||||||||||||
| Managed Services | 29,595 | 26,720 | 10.8 | % | 85,295 | 78,510 | 8.6 | % | |||||||||||||||||||||||||||
| Other Surface Transportation | 17,702 | 19,774 | (10.5) | % | 57,383 | 53,894 | 6.5 | % | |||||||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained later in this release. The difference between adjusted gross profits and gross profits is not material.
Third quarter Robinson Fresh adjusted gross profits increased 3.8% to $27.7 million, driven by an increase in adjusted gross profit per case, which is primarily related to integrated supply chain and technology services. Managed Services adjusted gross profits increased 10.8% in the quarter, due to growth in adjusted gross profit per transaction. Other Surface Transportation adjusted gross profits decreased 10.5% to $17.7 million, primarily due to a 7.3% decrease in Europe truckload adjusted gross profits.
Other Income Statement Items
The third quarter effective tax rate was 16.9%, up from 16.0% last year. We expect our 2022 full-year effective tax rate to be near the low end of our previous guidance of 19% to 21%.
Interest and other income/expense, net totaled $16.0 million of expense, consisting primarily of $20.8 million of interest expense, which increased $7.7 million versus the third quarter of 2021 due to a higher average debt balance, partially offset by a $5.2 million favorable impact from foreign currency revaluation and realized foreign currency gains and losses.
Diluted weighted average shares outstanding in the quarter were down 4.7% due primarily to share repurchases over the past twelve months.
7
Cash Flow Generation and Capital Distribution
Cash generated from operations totaled $625.5 million in the third quarter, compared to $73.5 million cash used by operations in the third quarter of 2021. The $699.0 million improvement was primarily due to a $359.3 million sequential decrease in net operating working capital in the third quarter of 2022, compared to a $411.8 million sequential increase in the third quarter of 2021. The decrease in net operating working capital in the third quarter of 2022 resulted primarily from a $655.2 million sequential decrease in accounts receivable and contract assets, compared to a $295.9 million sequential decrease in total accounts payable and accrued transportation expense.
In the third quarter of 2022, cash returned to shareholders increased 156% versus last year to $606.7 million, with $535.7 million in repurchases of common stock and $71.0 million in cash dividends.
Capital expenditures totaled $31.3 million in the quarter. Capital expenditures for 2022 are expected to be at the high end of our previous guidance of $110 million to $120 million.
Outlook
"As inflationary pressures weigh on consumer discretionary spending and global economic growth, we continue to believe that our global suite of services, our growing digital platform, our responsive team of logistics experts, and our broad exposure to different industry verticals and geographies, supported by our resilient and flexible non-asset-based business model put us in a position to continue delivering strong financial results," Biesterfeld stated. "But we also need to continue evolving our organization to bring focus to our highest strategic priorities, including keeping the needs of our customers and carriers at the center of what we do and lowering our overall cost structure by driving scale. The work that our team is executing on related to scaling our digital processes and operating model, while working backwards from the needs of our customers and carriers, is focused on driving improvements in our customer and carrier experience, and in turn, driving market share gains and growth. We're also focused on improving productivity, which in turn reduces our long-term operating costs and increases profits, leading to continued strong returns to shareholders."
8
About C.H. Robinson
C.H. Robinson solves logistics problems for companies across the globe and across industries, from the simple to the most complex. With $28 billion in freight under management and 20 million shipments annually, we are one of the world’s largest logistics platforms. Our global suite of services accelerates trade to seamlessly deliver the products and goods that drive the world’s economy. With the combination of our multimodal transportation management system and expertise, we use our information advantage to deliver smarter solutions for our 100,000 customers and 85,000 contract carriers. Our technology is built by and for supply chain experts to bring faster, more meaningful improvements to our customers’ businesses. As a responsible global citizen, we are also proud to contribute millions of dollars to support causes that matter to our company, our Foundation and our employees. For more information, visit us at www.chrobinson.com (Nasdaq: CHRW).
Except for the historical information contained herein, the matters set forth in this 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.
Any forward-looking statement speaks only as of the date on which such statement is made, and we undertake no obligation to update such statement to reflect events or circumstances arising after such date. All remarks made during our financial results conference call will be current at the time of the call, and we undertake no obligation to update the replay.
Conference Call Information:
C.H. Robinson Worldwide Third Quarter 2022 Earnings Conference Call
Wednesday, November 2, 2022; 8:30 a.m. Eastern Time
Presentation slides and a simultaneous live audio webcast of the conference call may be accessed through the Investor Relations link on C.H. Robinson’s website at www.chrobinson.com.
To participate in the conference call by telephone, please call ten minutes early by dialing: 877-269-7756
International callers dial +1-201-689-7817
9
Adjusted Gross Profit by Service Line
(in thousands)
This table of summary results presents our service line adjusted gross profits on an enterprise basis. The service line adjusted gross profits in the table differ from the service line adjusted gross profits discussed within the segments as our segments have revenues from multiple service lines.
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
Adjusted gross profits(1): | |||||||||||||||||||||||||||||||||||
| Transportation | |||||||||||||||||||||||||||||||||||
| Truckload | $ | 398,418 | $ | 333,067 | 19.6 | % | $ | 1,214,465 | $ | 941,117 | 29.0 | % | |||||||||||||||||||||||
| LTL | 162,130 | 132,482 | 22.4 | % | 482,740 | 383,903 | 25.7 | % | |||||||||||||||||||||||||||
| Ocean | 160,122 | 214,926 | (25.5) | % | 609,543 | 501,422 | 21.6 | % | |||||||||||||||||||||||||||
| Air | 47,831 | 60,552 | (21.0) | % | 166,136 | 159,503 | 4.2 | % | |||||||||||||||||||||||||||
| Customs | 27,881 | 25,466 | 9.5 | % | 83,196 | 75,201 | 10.6 | % | |||||||||||||||||||||||||||
| Other logistics services | 65,441 | 53,018 | 23.4 | % | 182,638 | 158,450 | 15.3 | % | |||||||||||||||||||||||||||
| Total transportation | 861,823 | 819,511 | 5.2 | % | 2,738,718 | 2,219,596 | 23.4 | % | |||||||||||||||||||||||||||
| Sourcing | 25,371 | 24,681 | 2.8 | % | 86,285 | 76,152 | 13.3 | % | |||||||||||||||||||||||||||
| Total adjusted gross profits | $ | 887,194 | $ | 844,192 | 5.1 | % | $ | 2,825,003 | $ | 2,295,748 | 23.1 | % | |||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained later in this release. The difference between adjusted gross profits and gross profits is not material.
10
GAAP to Non-GAAP Reconciliation
(unaudited, in thousands)
Our adjusted gross profit is a non-GAAP financial measure. Adjusted gross profit is calculated as gross profit excluding amortization of internally developed software utilized to directly serve our customers and contracted carriers. We believe adjusted gross profit is a useful measure of our ability to source, add value, and sell services and products that are provided by third parties, and we consider adjusted gross profit to be a primary performance measurement. Accordingly, the discussion of our results of operations often focuses on the changes in our adjusted gross profit. The reconciliation of gross profit to adjusted gross profit is presented below (in thousands):
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Revenues: | |||||||||||||||||||||||||||||||||||
| Transportation | $ | 5,724,364 | $ | 5,999,901 | (4.6) | % | $ | 18,718,357 | $ | 15,800,576 | 18.5 | % | |||||||||||||||||||||||
| Sourcing | 291,012 | 263,794 | 10.3 | % | 911,447 | 799,714 | 14.0 | % | |||||||||||||||||||||||||||
| Total revenues | 6,015,376 | 6,263,695 | (4.0) | % | 19,629,804 | 16,600,290 | 18.2 | % | |||||||||||||||||||||||||||
| Costs and expenses: | |||||||||||||||||||||||||||||||||||
| Purchased transportation and related services | 4,862,541 | 5,180,390 | (6.1) | % | 15,979,639 | 13,580,980 | 17.7 | % | |||||||||||||||||||||||||||
| Purchased products sourced for resale | 265,641 | 239,113 | 11.1 | % | 825,162 | 723,562 | 14.0 | % | |||||||||||||||||||||||||||
| Direct internally developed software amortization | 6,457 | 5,152 | 25.3 | % | 18,831 | 14,601 | 29.0 | % | |||||||||||||||||||||||||||
| Total direct expenses | 5,134,639 | 5,424,655 | (5.3) | % | 16,823,632 | 14,319,143 | 17.5 | % | |||||||||||||||||||||||||||
| Gross profit | $ | 880,737 | $ | 839,040 | 5.0 | % | $ | 2,806,172 | $ | 2,281,147 | 23.0 | % | |||||||||||||||||||||||
| Plus: Direct internally developed software amortization | 6,457 | 5,152 | 25.3 | % | 18,831 | 14,601 | 29.0 | % | |||||||||||||||||||||||||||
| Adjusted gross profit | $ | 887,194 | $ | 844,192 | 5.1 | % | $ | 2,825,003 | $ | 2,295,748 | 23.1 | % | |||||||||||||||||||||||
Our adjusted operating margin is a non-GAAP financial measure calculated as operating income divided by adjusted gross profit. We believe adjusted operating margin is a useful measure of our profitability in comparison to our adjusted gross profit which we consider a primary performance metric as discussed above. The comparison of operating margin to adjusted operating margin is presented below:
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Total revenues | $ | 6,015,376 | $ | 6,263,695 | (4.0) | % | $ | 19,629,804 | $ | 16,600,290 | 18.2 | % | |||||||||||||||||||||||
| Income from operations | 287,609 | 310,769 | (7.5) | % | 1,102,748 | 794,702 | 38.8 | % | |||||||||||||||||||||||||||
| Operating margin | 4.8 | % | 5.0 | % | (20) bps | 5.6 | % | 4.8 | % | 80 bps | |||||||||||||||||||||||||
| Adjusted gross profit | $ | 887,194 | $ | 844,192 | 5.1 | % | $ | 2,825,003 | $ | 2,295,748 | 23.1 | % | |||||||||||||||||||||||
| Income from operations | 287,609 | 310,769 | (7.5) | % | 1,102,748 | 794,702 | 38.8 | % | |||||||||||||||||||||||||||
| Adjusted operating margin | 32.4 | % | 36.8 | % | (440) bps | 39.0 | % | 34.6 | % | 440 bps | |||||||||||||||||||||||||
11
Condensed Consolidated Statements of Income
(unaudited, in thousands, except per share data)
| Three Months Ended September 30, | Nine Months Ended September 30, | ||||||||||||||||||||||||||||||||||
| 2022 | 2021 | % change | 2022 | 2021 | % change | ||||||||||||||||||||||||||||||
| Revenues: | |||||||||||||||||||||||||||||||||||
| Transportation | $ | 5,724,364 | $ | 5,999,901 | (4.6) | % | $ | 18,718,357 | $ | 15,800,576 | 18.5 | % | |||||||||||||||||||||||
| Sourcing | 291,012 | 263,794 | 10.3 | % | 911,447 | 799,714 | 14.0 | % | |||||||||||||||||||||||||||
| Total revenues | 6,015,376 | 6,263,695 | (4.0) | % | 19,629,804 | 16,600,290 | 18.2 | % | |||||||||||||||||||||||||||
| Costs and expenses: | |||||||||||||||||||||||||||||||||||
| Purchased transportation and related services | 4,862,541 | 5,180,390 | (6.1) | % | 15,979,639 | 13,580,980 | 17.7 | % | |||||||||||||||||||||||||||
| Purchased products sourced for resale | 265,641 | 239,113 | 11.1 | % | 825,162 | 723,562 | 14.0 | % | |||||||||||||||||||||||||||
| Personnel expenses | 437,545 | 399,880 | 9.4 | % | 1,295,670 | 1,123,616 | 15.3 | % | |||||||||||||||||||||||||||
| Other selling, general, and administrative expenses | 162,040 | 133,543 | 21.3 | % | 426,585 | 377,430 | 13.0 | % | |||||||||||||||||||||||||||
| Total costs and expenses | 5,727,767 | 5,952,926 | (3.8) | % | 18,527,056 | 15,805,588 | 17.2 | % | |||||||||||||||||||||||||||
| Income from operations | 287,609 | 310,769 | (7.5) | % | 1,102,748 | 794,702 | 38.8 | % | |||||||||||||||||||||||||||
| Interest and other income/expense, net | (15,972) | (16,662) | (4.1) | % | (57,541) | (41,419) | 38.9 | % | |||||||||||||||||||||||||||
| Income before provision for income taxes | 271,637 | 294,107 | (7.6) | % | 1,045,207 | 753,283 | 38.8 | % | |||||||||||||||||||||||||||
| Provision for income taxes | 45,839 | 47,054 | (2.6) | % | 200,876 | 139,136 | 44.4 | % | |||||||||||||||||||||||||||
| Net income | $ | 225,798 | $ | 247,053 | (8.6) | % | $ | 844,331 | $ | 614,147 | 37.5 | % | |||||||||||||||||||||||
| Net income per share (basic) | $ | 1.81 | $ | 1.87 | (3.2) | % | $ | 6.60 | $ | 4.61 | 43.2 | % | |||||||||||||||||||||||
| Net income per share (diluted) | $ | 1.78 | $ | 1.85 | (3.8) | % | $ | 6.50 | $ | 4.56 | 42.5 | % | |||||||||||||||||||||||
| Weighted average shares outstanding (basic) | 124,980 | 131,845 | (5.2) | % | 127,944 | 133,201 | (3.9) | % | |||||||||||||||||||||||||||
| Weighted average shares outstanding (diluted) | 127,190 | 133,436 | (4.7) | % | 129,839 | 134,661 | (3.6) | % | |||||||||||||||||||||||||||
12
Business Segment Information
(unaudited, in thousands, except average employee headcount)
| NAST | Global Forwarding | All Other and Corporate | Consolidated | |||||||||||||||||||||||
| Three Months Ended September 30, 2022 | ||||||||||||||||||||||||||
| Total revenues | $ | 4,002,461 | $ | 1,511,115 | $ | 501,800 | $ | 6,015,376 | ||||||||||||||||||
Adjusted gross profits(1) | 563,787 | 248,433 | 74,974 | 887,194 | ||||||||||||||||||||||
| Income (loss) from operations | 211,899 | 85,953 | (10,243) | 287,609 | ||||||||||||||||||||||
| Depreciation and amortization | 5,739 | 5,368 | 11,868 | 22,975 | ||||||||||||||||||||||
Total assets(2) | 3,624,333 | 2,266,923 | 904,274 | 6,795,530 | ||||||||||||||||||||||
| Average employee headcount | 7,493 | 5,861 | 4,691 | 18,045 | ||||||||||||||||||||||
| NAST | Global Forwarding | All Other and Corporate | Consolidated | |||||||||||||||||||||||
| Three Months Ended September 30, 2021 | ||||||||||||||||||||||||||
| Total revenues | $ | 3,814,988 | $ | 1,978,901 | $ | 469,806 | $ | 6,263,695 | ||||||||||||||||||
Adjusted gross profits(1) | 460,149 | 310,898 | 73,145 | 844,192 | ||||||||||||||||||||||
| Income (loss) from operations | 149,035 | 165,155 | (3,421) | 310,769 | ||||||||||||||||||||||
| Depreciation and amortization | 6,620 | 5,427 | 10,359 | 22,406 | ||||||||||||||||||||||
Total assets(2) | 3,437,461 | 2,438,106 | 727,039 | 6,602,606 | ||||||||||||||||||||||
| Average employee headcount | 6,764 | 5,167 | 4,037 | 15,968 | ||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained above. The difference between adjusted gross profits and gross profits is not material.
(2) All cash and cash equivalents are included in All Other and Corporate.
13
Business Segment Information
(unaudited, in thousands, except average employee headcount)
| NAST | Global Forwarding | All Other and Corporate | Consolidated | |||||||||||||||||||||||
| Nine Months Ended September 30, 2022 | ||||||||||||||||||||||||||
| Total revenues | $ | 12,264,396 | $ | 5,798,702 | $ | 1,566,706 | $ | 19,629,804 | ||||||||||||||||||
Adjusted gross profits(1) | 1,694,438 | 894,724 | 235,841 | 2,825,003 | ||||||||||||||||||||||
| Income from operations | 670,752 | 421,148 | 10,848 | 1,102,748 | ||||||||||||||||||||||
| Depreciation and amortization | 18,101 | 16,394 | 34,228 | 68,723 | ||||||||||||||||||||||
Total assets(2) | 3,624,333 | 2,266,923 | 904,274 | 6,795,530 | ||||||||||||||||||||||
| Average employee headcount | 7,420 | 5,735 | 4,497 | 17,652 | ||||||||||||||||||||||
| NAST | Global Forwarding | All Other and Corporate | Consolidated | |||||||||||||||||||||||
| Nine Months Ended September 30, 2021 | ||||||||||||||||||||||||||
| Total revenues | $ | 10,611,892 | $ | 4,585,734 | $ | 1,402,664 | $ | 16,600,290 | ||||||||||||||||||
Adjusted gross profits(1) | 1,317,853 | 763,952 | 213,943 | 2,295,748 | ||||||||||||||||||||||
| Income (loss) from operations | 436,911 | 363,956 | (6,165) | 794,702 | ||||||||||||||||||||||
| Depreciation and amortization | 19,779 | 17,352 | 31,490 | 68,621 | ||||||||||||||||||||||
Total assets(2) | 3,437,461 | 2,438,106 | 727,039 | 6,602,606 | ||||||||||||||||||||||
| Average employee headcount | 6,650 | 4,951 | 3,881 | 15,482 | ||||||||||||||||||||||
____________________________________________
(1) Adjusted gross profits is a non-GAAP financial measure explained above. The difference between adjusted gross profits and gross profits is not material.
(2)All cash and cash equivalents are included in All Other and Corporate.
14
Condensed Consolidated Balance Sheets
(unaudited, in thousands)
| September 30, 2022 | December 31, 2021 | ||||||||||
| Assets | |||||||||||
| Current assets: | |||||||||||
| Cash and cash equivalents | $ | 187,532 | $ | 257,413 | |||||||
| Receivables, net of allowance for credit loss | 3,802,160 | 3,963,487 | |||||||||
| Contract assets, net of allowance for credit loss | 363,697 | 453,660 | |||||||||
| Prepaid expenses and other | 79,977 | 129,593 | |||||||||
| Total current assets | 4,433,366 | 4,804,153 | |||||||||
| Property and equipment, net of accumulated depreciation and amortization | 158,706 | 139,831 | |||||||||
| Right-of-use lease assets | 349,386 | 292,559 | |||||||||
| Intangible and other assets, net of accumulated amortization | 1,854,072 | 1,791,569 | |||||||||
| Total assets | $ | 6,795,530 | $ | 7,028,112 | |||||||
| Liabilities and stockholders’ investment | |||||||||||
| Current liabilities: | |||||||||||
| Accounts payable and outstanding checks | $ | 1,755,769 | $ | 1,919,301 | |||||||
| Accrued expenses: | |||||||||||
| Compensation | 204,661 | 201,421 | |||||||||
| Transportation expense | 280,500 | 342,778 | |||||||||
| Income taxes | 62,912 | 100,265 | |||||||||
| Other accrued liabilities | 205,034 | 171,266 | |||||||||
| Current lease liabilities | 71,002 | 66,311 | |||||||||
| Current portion of debt | 779,000 | 525,000 | |||||||||
| Total current liabilities | 3,358,878 | 3,326,342 | |||||||||
| Long-term debt | 1,419,380 | 1,393,649 | |||||||||
| Noncurrent lease liabilities | 293,325 | 241,369 | |||||||||
| Noncurrent income taxes payable | 26,865 | 28,390 | |||||||||
| Deferred tax liabilities | 18,041 | 16,113 | |||||||||
| Other long-term liabilities | 1,480 | 315 | |||||||||
| Total liabilities | 5,117,969 | 5,006,178 | |||||||||
| Total stockholders’ investment | 1,677,561 | 2,021,934 | |||||||||
| Total liabilities and stockholders’ investment | $ | 6,795,530 | $ | 7,028,112 | |||||||
15
Condensed Consolidated Statements of Cash Flow
(unaudited, in thousands, except operational data)
| Nine Months Ended September 30, | |||||||||||
| 2022 | 2021 | ||||||||||
| Operating activities: | |||||||||||
| Net income | $ | 844,331 | $ | 614,147 | |||||||
| Adjustments to reconcile net income to net cash provided by (used for) operating activities: | |||||||||||
| Depreciation and amortization | 68,723 | 68,621 | |||||||||
| Provision for credit losses | (2,407) | 3,979 | |||||||||
| Stock-based compensation | 78,346 | 93,962 | |||||||||
| Deferred income taxes | (76,362) | (11,683) | |||||||||
| Excess tax benefit on stock-based compensation | (12,440) | (10,830) | |||||||||
| Other operating activities | (24,011) | 1,384 | |||||||||
| Changes in operating elements, net of acquisitions: | |||||||||||
| Receivables | 66,536 | (1,290,485) | |||||||||
| Contract assets | 90,481 | (220,889) | |||||||||
| Prepaid expenses and other | 13,437 | (38,525) | |||||||||
| Accounts payable and outstanding checks | (109,493) | 595,036 | |||||||||
| Accrued compensation | 6,701 | 35,413 | |||||||||
| Accrued transportation expenses | (62,278) | 165,580 | |||||||||
| Accrued income taxes | (24,202) | 6,400 | |||||||||
| Other accrued liabilities | 22,209 | 4,947 | |||||||||
| Other assets and liabilities | (2,782) | 2,043 | |||||||||
| Net cash provided by operating activities | 876,789 | 19,100 | |||||||||
| Investing activities: | |||||||||||
| Purchases of property and equipment | (50,719) | (26,503) | |||||||||
| Purchases and development of software | (49,935) | (26,062) | |||||||||
| Acquisitions, net of cash acquired | — | (14,749) | |||||||||
| Other investing activities | 63,208 | — | |||||||||
| Net cash used for investing activities | (37,446) | (67,314) | |||||||||
| Financing activities: | |||||||||||
| Proceeds from stock issued for employee benefit plans | 93,415 | 43,183 | |||||||||
| Total repurchases of common stock | (1,050,175) | (454,047) | |||||||||
| Cash dividends | (216,258) | (208,926) | |||||||||
| Proceeds from long-term borrowings | 200,000 | — | |||||||||
| Payments on long-term borrowings | — | (2,048) | |||||||||
| Proceeds from short-term borrowings | 3,674,000 | 2,768,000 | |||||||||
| Payments on short-term borrowings | (3,595,000) | (2,136,251) | |||||||||
| Net cash (used for) provided by financing activities | (894,018) | 9,911 | |||||||||
| Effect of exchange rates on cash | (15,206) | (2,844) | |||||||||
| Net change in cash and cash equivalents | (69,881) | (41,147) | |||||||||
| Cash and cash equivalents, beginning of period | 257,413 | 243,796 | |||||||||
| Cash and cash equivalents, end of period | $ | 187,532 | $ | 202,649 | |||||||
| As of September 30, | |||||||||||
| Operational Data: | 2022 | 2021 | |||||||||
| Employees | 17,945 | 16,231 | |||||||||
Source: C.H. Robinson
CHRW-IR
16
1 Q3 2022 November 2, 2022 Earnings Presentation Bob Biesterfeld, Chief Executive Officer Arun Rajan, Chief Operating Officer Mike Zechmeister, Chief Financial Officer Chuck Ives, Director of Investor Relations
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. Any forward-looking statement speaks only as of the date on which such statement is made, and we undertake no obligation to update such statement to reflect events or circumstances arising after such date. 2©2022 C.H. Robinson Worldwide, Inc. All Rights Reserved.
Q3 Financial Highlights 3 ■ Highest quarterly Truckload volume, resulting in year-over-year volume growth for the sixth consecutive quarter ■ Truckload AGP per shipment improved 20.5% year-over-year due to a higher AGP per shipment on contractual volume as the cost of purchased transportation declined faster than prices ■ Adjusted operating margin of 37.6% in NAST and 34.6% in Global Forwarding ■ Initiating a $175 million cost reduction plan $6.0B Total Revenues -4.0% Y/Y $887M Adj. Gross Profit +5.1% Y/Y $288M Income from Ops. -7.5% Y/Y $1.78 Diluted Earnings/Share -3.8% Y/Y Q3 2022
All Other & Corporate ■ Robinson Fresh integrated supply chain solutions generating increased revenue ■ Managed Services Q3 FUM(3) of $1.6B flat Y/Y ■ Other Surface Transportation AGP declined 10.5% Y/Y Global Forwarding (GF) ■ Reduced global demand has led to declining prices for ocean and air freight ■ Continuing to add new commercial relationships with strategic, multi- national customers and to diversify our trade lane exposure ■ Continuing to make investments in technology, data and analytics North American Surface Transportation (NAST) ■ Adjusted gross profit (AGP) per load improved Y/Y in both TL and LTL, but declined sequentially ■ Load-to-truck ratios indicate the truckload market is soft by historical standards ■ Significant market share opportunities remain ■ Digital investments continue to deliver customer and carrier value and unlock growth ■ 658,000 fully automated truckload bookings w/carriers, up 87% Y/Y Segment Highlights: Diversified, Global Suite of Services 4 Q3 2022 Adjusted Gross Profit(2) +22.5% Y/Y +2.5% Y/Y -20.1% Y/Y 1. Measured over trailing twelve months 2. 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. 3. FUM = Freight under Management Over half of total revenues and adjusted gross profits came from customers to whom we provide both surface transportation and global forwarding services.(1)
NAST Q3’22 Results by Service 5 ▪ Truckload volume up 0.5% year-over-year(2) ▪ Truckload AGP per shipment increased 20.5% due to a higher AGP per shipment on contractual volume(2) ▪ LTL AGP per order increased 24.5% and volume decreased 1.5%(2) ▪ 658,000 fully automated truckload bookings with carriers in Q3, up 87% year-over-year ▪ Added 11,100 new carriers in Q3 3Q22 3Q21 %▲ Truckload (“TL”) $374.1 $309.8 20.8% Less than Truckload (“LTL”) $161.0 $131.2 22.7% Other $28.7 $19.2 49.7% Total Adjusted Gross Profits $563.8 $460.2 22.5% Adjusted Gross Profit Margin % 14.1% 12.1% 200 bps Adjusted Gross Profit(1) ($ in millions) 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.
Truckload Price and Cost Change (1)(2)(3) 6 Truckload Q3 Volume(2)(4) +0.5 % Pricing(1)(2)(3) -13.0 % Cost(1)(2)(3) -17.0 % Adjusted Gross Profit(4) +20.8 % 1. Price and cost change represents YoY change for North America truckload shipments across all segments. 2. Growth rates are rounded to the nearest 0.5 percent. ■ 65% / 35% truckload contractual to transactional volume mix, up from 60% / 40% in Q3 last year ■ Average routing guide depth of 1.3 in Managed Services business vs. 1.7 in Q3 last year 3. Pricing and cost measures exclude fuel surcharges and costs. 4. Truckload volume and adjusted gross profit growth represents YoY change for NAST truckload. Yo Y % C ha ng e in P ric e an d C os t YoY Price Change YoY Cost Change 2016 2017 2018 2019 2020 2021 2022 -30% -20% -10% 0% 10% 20% 30% 40% 50%
Truckload AGP $ per Shipment Improved Year-over-Year 7 ■ AGP $ per Truckload Shipment reflects business performance better than AGP Margin % (1) ■ While NAST AGP Margin % has declined 120 bps compared to Q2 2020, AGP $ per Truckload Shipment has grown 35% over the same timeframe N A ST A dj us te d G ro ss P ro fit $ p er T ru ck lo ad Sh ip m en t N A ST A djusted G ross Profit M argin % NAST Adjusted Gross Profit $ per Truckload Shipment NAST Adjusted Gross Profit Margin % Average AGP $ per Truckload Shipment 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 11% 12% 13% 14% 15% 16% 17% 18% 19% 20% 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.
Global Forwarding Q3’22 Results by Service 8 3Q22 3Q21 %▲ Ocean $159.7 $214.8 (25.6)% Air $47.1 $59.6 (21.1)% Customs $27.9 $25.5 9.5% Other $13.7 $11.0 25.2% Total Adjusted Gross Profits $248.4 $310.9 (20.1)% Adjusted Gross Profit Margin % 16.4% 15.7% 70 bps Adjusted Gross Profit (1) ($ in millions) ▪ Slowdown in global demand impacting ocean and air pricing and volumes ▪ Ocean AGP decreased due to a 24.0% decrease in AGP per shipment and a 2.5% decline in shipments(2) ▪ Air AGP decreased due to a 16.5% decline in metric tons shipped(2) and a 5.5% decrease in AGP per metric ton shipped ▪ Customs AGP increased due to a 5.5% increase in adjusted gross profit per transaction and a 4.0% increase in volume(2) 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.
All Other & Corporate Q3’22 Results 9 Robinson Fresh ▪ Increased revenue and AGP tied to integrated supply chain and technology services Managed Services ▪ AGP growth driven by new customer business, as well as growth with existing customers ▪ Total freight under management of $1.6B in Q3 Other Surface Transportation ▪ 7.3% decrease in Europe truckload AGP 3Q22 3Q21 %▲ Robinson Fresh $27.7 $26.7 3.8% Managed Services $29.6 $26.7 10.8% Other Surface Transportation $17.7 $19.8 (10.5)% Total $75.0 $73.2 2.5% Adjusted Gross Profit (1) ($ in millions) 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.
Sustainable Growth Strategy 10 Optimize Processes Spend Strategically Grow Globally Scale Digitally Increase Share ■ Leverage integrated service model to grow market share and expand globally ■ Industry-leading tech, people and processes to provide best-in-class service ■ Expand modal capabilities ■ Expand Global Forwarding business as provider of choice for multinational customers ■ Leverage scale to capitalize on secularly growing market and unique global footprint ■ Grow capabilities and presence in key industry verticals, trade lanes and geographies ■ Digitize more internal tools and processes and drive down costs ■ Free customer and carrier reps’ capacity for higher- value touchpoints ■ Drive more revenue synergy across business units ■ Provide customers and carriers the digital products they value ■ Leverage data, scale and information advantage ■ Bring meaningful products, features and insights to both sides of the two- sided marketplace ■ Increase digital execution of all touch points in the lifecycle of a load ■ Support organic growth by leveraging strong cash flow ■ Modernize core for future integrations ■ Complement with opportunistic M&A
Delivering Scalable Digital Solutions to Fuel Growth 11 ■ Scale capacity/procurement Build a digital carrier network that gives customers access to additional capacity ■ Scale demand generation Attract, retain and grow demand via digitally connected channels by delivering technology features that shippers value the most ■ Scale quality customer outcomes Deliver a quality customer experience grounded in better on-time outcomes powered by quality data, predictive insights and in-transit visibility ■ Scale marketplace dynamics Price, cost and match supply and demand with greater intentionality to create optimized results for customers, carriers and CHRW Creating value for the two-sided marketplace through product strategy & innovation 11
New Carrier & Customer Experiences Driving Digital Adoption 12 ■ Carriers booking loads via Navisphere Carrier ® increased 77% year-over-year in Q3 ■ 658,000 fully automated bookings with carriers in NAST truckload business, an 87% increase compared to Q3 2021; $1.2 billion of revenue through this digital channel ■ 585 million digital transactions with customers and carriers in Q3, a 30% year-over-year increase 12
Pillars of Our Customer Promise ■ Diversified, global suite of servicesTM - we can reliably meet all logistics services needs today and in the future ■ An information advantage driving smarter solutionsTM and better outcomes through our experience, data and scale ■ Solutions delivered through people you can rely onTM as an extension of your team ■ Technology built by and for supply chain expertsTM - tailored, market-leading solutions that drive better supply chain outcomes 13 Best-in-class solutions delivered through a global network of experts that you can rely on
Capital Allocation Priorities: Balanced and Opportunistic 14 Cash Flow from Operations & Capital Distribution ($M) ■ $607 million of cash returned to shareholders in Q3 2022, up 156% ■ Q3 2022 capital distribution equates to 269% of our Q3 net income ■ 5.0 million shares repurchased at an average price of $107.49 ■ Uninterrupted dividends, without decline, paid for more than 20 years ■ Changes in cash from operations have been driven primarily by sequential changes in operating working capital due to volatility in freight costs and prices. ■ As the cost and price of purchased transportation (inclusive of fuel surcharges) comes down, we expect a commensurate benefit to net operating working capital and operating cash flow.
2022 Strategic Priorities 15 ■ Continue driving long-term diversified growth across an intentional combination of modes, services and geographic footprint ■ Design and deliver scalable solutions by transforming our processes, accelerating the pace of development and prioritizing data integrity, in order to improve the customer and carrier experience, improve efficiency and drive profitable growth ■ Maintain a healthy financial profile and attractive margins across the business by leveraging technology advantages and competitive pricing, increasing productivity and managing costs ■ Uphold a balanced approach to capital allocation to drive growth and return capital to shareholders ■ Invest in talent and capabilities, as customers and carriers rely on our teams and digital products
16 Appendix
Q3 2022 Transportation Results(1) 17 Three Months Ended September 30 Nine Months Ended September 30 $ in thousands 2022 2021 % Change 2022 2021 % Change Total Revenues $5,724,364 $5,999,901 (4.6) % $18,718,357 $15,800,576 18.5 % Total Adjusted Gross Profits(2) $861,823 $819,511 5.2 % $2,738,718 $2,219,596 23.4 % Adjusted Gross Profit Margin % 15.1 % 13.7 % 140 bps 14.6 % 14.0 % 60 bps Transportation Adjusted Gross Profit Margin % 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 Q1 16.3% 15.3% 16.8% 19.7% 17.3% 16.4% 18.6% 15.3% 14.9% 13.5% Q2 15.4% 16.0% 17.5% 19.3% 16.2% 16.2% 18.3% 17.5% 13.8% 15.4% Q3 15.0% 16.2% 18.4% 17.6% 16.4% 16.6% 16.9% 14.4% 13.7% 15.1% Q4 15.1% 15.9% 19.0% 17.2% 16.6% 17.7% 15.6% 14.3% 13.3% Total 15.4% 15.9% 17.9% 18.4% 16.6% 16.7% 17.3% 15.3% 13.8% 1. Includes results across all segments. 2. Adjusted gross profits is a non-GAAP financial measure explained later in this presentation. The difference between adjusted gross profits and gross profits is not material.
Q3 2022 NAST Results 181. Adjusted gross profits is a non-GAAP financial measure explained later in this presentation. The difference between adjusted gross profits and gross profits is not material. Three Months Ended September 30 Nine Months Ended September 30, $ in thousands 2022 2021 % Change 2022 2021 % Change Total Revenues $4,002,461 $3,814,988 4.9 % $12,264,396 $10,611,892 15.6 % Total Adjusted Gross Profits(1) $563,787 $460,149 22.5 % $1,694,438 $1,317,853 28.6 % Adjusted Gross Profit Margin % 14.1 % 12.1 % 200 bps 13.8 % 12.4 % 140 bps Income from Operations $211,899 $149,035 42.2 % $670,752 $436,911 53.5 % Adjusted Operating Margin % 37.6 % 32.4 % 520 bps 39.6 % 33.2 % 640 bps Depreciation and Amortization $5,739 $6,620 (13.3) % $18,101 $19,779 (8.5) % Total Assets $3,624,333 $3,437,461 5.4 % $3,624,333 $3,437,461 5.4 % Average Headcount 7,493 6,764 10.8 % 7,420 6,650 11.6 %
Q3 2022 Global Forwarding Results 191. Adjusted gross profits is a non-GAAP financial measure explained later in this presentation. The difference between adjusted gross profits and gross profits is not material. Three Months Ended September 30 Nine Months Ended September 30 $ in thousands 2022 2021 % Change 2022 2021 % Change Total Revenues $1,511,115 $1,978,901 (23.6) % $5,798,702 $4,585,734 26.5 % Total Adjusted Gross Profits(1) $248,433 $310,898 (20.1) % $894,724 $763,952 17.1 % Adjusted Gross Profit Margin % 16.4 % 15.7 % 70 bps 15.4 % 16.7 % (130 bps) Income from Operations $85,953 $165,155 (48.0) % $421,148 $363,956 15.7 % Adjusted Operating Margin % 34.6 % 53.1 % (1850 bps) 47.1 % 47.6 % (50 bps) Depreciation and Amortization $5,368 $5,427 (1.1) % $16,394 $17,352 (5.5) % Total Assets $2,266,923 $2,438,106 (7.0) % $2,266,923 $2,438,106 (7.0) % Average Headcount 5,861 5,167 13.4 % 5,735 4,951 15.8 %
Q3 2022 All Other and Corporate Results 201. Adjusted gross profits is a non-GAAP financial measure explained later in this presentation. The difference between adjusted gross profits and gross profits is not material. 2. Includes a $25.3 million gain on the sale and leaseback of a facility in Kansas City for Three and Nine Months Ended September 30, 2022 Three Months Ended September 30 Nine Months Ended September 30, $ in thousands 2022 2021 % Change 2022 2021 % Change Total Revenues $501,800 $469,806 6.8 % $1,566,706 $1,402,664 11.7 % Total Adjusted Gross Profits(1) $74,974 $73,145 2.5 % $235,841 $213,943 10.2 % Income (loss) from Operations(2) -$10,243 -$3,421 NM $10,848 -$6,165 NM Depreciation and Amortization $11,868 $10,359 14.6 % $34,228 $31,490 8.7 % Total Assets $904,274 $727,039 24.4 % $904,274 $727,039 24.4 % Average Headcount 4,691 4,037 16.2 % 4,497 3,881 15.9 %
21 Our 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. Adjusted gross profit margin is calculated as adjusted gross profit divided by total revenues. We believe adjusted gross profit and adjusted gross profit margin are useful measures of our ability to source, add value, and sell services and products that are provided by third parties, and we consider adjusted gross profit to be a primary performance measurement. The reconciliation of gross profit to adjusted gross profit and gross profit margin to adjusted gross profit margin are presented below: Three Months Ended September 30 Nine Months Ended September 30, $ in thousands 2022 2021 2022 2021 Revenues: Transportation $5,724,364 $5,999,901 $18,718,357 $15,800,576 Sourcing 291,012 263,794 911,447 799,714 Total Revenues 6,015,376 6,263,695 19,629,804 16,600,290 Costs and expenses: Purchased transportation and related services 4,862,541 5,180,390 15,979,639 13,580,980 Purchased produced sourced for resale 265,641 239,113 825,162 723,562 Direct internally developed software amortization 6,457 5,152 18,831 14,601 Total direct costs 5,134,639 5,424,655 16,823,632 14,319,143 Gross profit & Gross profit margin $880,737 14.6 % $839,040 13.4 % $2,806,172 14.3 % $2,281,147 13.7 % Plus: Direct internally developed software amortization 6,457 5,152 18,831 14,601 Adjusted gross profit/Adjusted gross profit margin $887,194 14.7 % $844,192 13.5 % $2,825,003 14.4 % $2,295,748 13.8 % Non-GAAP Reconciliations
Non-GAAP Reconciliations 22 Our adjusted operating margin is a non-GAAP financial measure calculated as operating income divided by adjusted gross profit. We believe adjusted operating margin is a useful measure of our profitability in comparison to our adjusted gross profit which we consider a primary performance metric as discussed above. The reconciliation of operating margin to adjusted operating margin is presented below: Three Months Ended September 30 Nine Months Ended September 30, $ in thousands 2022 2021 2022 2021 Total Revenues $ 6,015,376 $ 6,263,695 $ 19,629,804 $ 16,600,290 Income from operations 287,609 310,769 1,102,748 794,702 Operating margin 4.8 % 5.0 % 5.6 % 4.8 % Adjusted gross profit $ 887,194 $ 844,192 $ 2,825,003 $ 2,295,748 Income from operations 287,609 310,769 1,102,748 794,702 Adjusted operating margin 32.4 % 36.8 % 39.0 % 34.6 %
