Monotaro Co., Ltd. · TSE:3064

Monotaro — Q3 2026 Earnings Presentation

62 slides from Monotaro's earnings presentation, Nov 4, 2026

1. Slide 1: Quarter 3, FY2026 (Jan.-Sep. 2026)

   Quarter 3, FY2026 (Jan.-Sep. 2026) MonotaRO Co., Ltd www.monotaro.com © 2026 MonotaRO Co., Ltd. All Rights Reserved. 1

2. Slide 2: Jan.-Sep. 2026 Financial Result Overview Highlights

   Jan.-Sep. 2026 Financial Result Overview Highlights 2

3. Slide 3: FY2026 Q3 Highlights

   2026 Q3 Result FY2026 Q3 Highlights ■ Q3 sales of MonotaRO.com Business and Enterprise Business in line with plan; anticipated reaction (pullback) to Q2 increase in demand for petroleum-based products was offset by higer-than-expected retention. ■ MonotaRO.com: Retention of new-category purchases ex

4. Slide 4: Jan.-Sep. 2026 (Consol.) Financial Result Overview

   Jan.-Sep. 2026 (Consol.) Financial Result Overview 4

5. Slide 5: Consol. Financial Result P/L Outline

   Jan.-Sep. 2026 Consol. Financial Result P/L Outline Jan.-Sep. 2025 Result Jan.-Sep. 2026 Plan Jan.-Sep. 2026 Result Amount Amount Amount vs Sales Ratio Sales Ratio Sales Ratio YoY (mil. JPY) (mil. JPY) (mil. JPY) Plan Sales 241,400 282,350 287,299 +19.0% +1.8% Gross Profit 71,833 29.8% 83,530 29.6%

6. Slide 6: Consol. Financial Result B/S Outline

   Jan.-Sep. 2026 Consol. Financial Result B/S Outline Sep. Dec. Sep. Sep. Dec. Sep. 2025 2025 2026 2025 2025 2026 mil. JPY mil. JPY mil. JPY Ratio mil. JPY mil. JPY mil. JPY Ratio Assets Liabilities Accounts Cash 35,501 47,293 38,239 19.8% 22,041 25,018 24,212 12.5% Payable Accounts Short-term 36,316

7. Slide 7: Consol. Financial Result C/F Outline

   Jan.-Sep. 2026 Consol. Financial Result C/F Outline Jan.-Sep. 2025 Result Jan.-Sep. 2026 Result mil. JPY mil. JPY Cash Flow from Operating Activity Net Income before Tax 33,300 40,816 Depreciation 5,132 4,667 Increase or Decrease in Accounts Receivable (△ = increase) △2,772 4,575 Increase or Decreas

8. Slide 8: Jan.-Sep. 2026 (Non-consol.) Financial Result Overview

   Jan.-Sep. 2026 (Non-consol.) Financial Result Overview 8

9. Slide 9: Non-consol. Financial Result P/L Outline 1/3

   Jan.-Sep. 2026 Non-consol. Financial Result P/L Outline 1/3 Jan.-Sep. 2025 Result Jan.-Sep. 2026 Plan Jan.-Sep. 2026 Result Amount Amount Amount Sales Ratio Sales Ratio Sales Ratio YoY vs Plan (mil. JPY) (mil. JPY) (mil. JPY) Sales 233,276 273,310 277,974 +19.2% +1.7% Enterprise Bus. 77,599 33.3% 95

10. Slide 10: Non-consol. P/L Outline 2/3 vs. Last Year

    Jan.-Sep. 2026 Non-consol. Financial Result P/L Outline 2/3 vs. Last Year Jan.-Sep. 2025 Result (A) Jan.-Sep. 2026 Result (B) Difference (B-A) Amount Sales Amount Sales (mil.JPY) Ratio (mil.JPY) Ratio Amount (mil.JPY) +44,698 ■ Increased demand for petroleum-based products driven by changes in the M

11. Slide 11: Non-consol. P/L Outline 3/3 vs. Plan

    Jan.-Sep. 2026 Non-consol. Financial Result P/L Outline 3/3 vs. Plan Jan.-Sep. 2026 Plan (A) Jan.-Sep. 2026 Result (B) Amount Sales Amount Sales Difference (B-A) (mil.JPY) Ratio (mil.JPY) Ratio Amount (mil.JPY) +4,664 ■ MonotaRO.com Business: Exceeded plan due to demand surge for petroleum-based vs

12. Slide 12: Changes in External Factors and Outlook

    Jan.-Sep. 2026 Non-consol. Changes in External Factors and Outlook ■ Pullback from advance purchasing of petroleum-based products smaller than anticipated as of Q2 ■ Sharpening competitive advantage through agile responses to external factors, and turning one-off demand into sustainable growth Initi

13. Slide 13: Non-consol. Progress - Gross Profit Ratio

    Jan.-Sep. 2026 Non-consol. Non-consol. Progress - Gross Profit Ratio ■ Despite lower royalty income and higher delivery costs, GP ratio exceeded both prior year and plan, driven by higher NB product margins and a higher PB ratio. (Q3) 13

14. Slide 14: Non-consol. Progress - SG&A Expense Ratio

    Jan.-Sep. 2026 Non-consol. Non-consol. Progress - SG&A Expense Ratio Expense Breakdown Jan.-Sep. Jan.-Sep. 2025 2026 Result Result Labor 4.2% 3.9% Outsourcing 2.2% 2.5% Facility Rent 1.5% 1.4% Ad & Promotion 3.1% 3.3% Mailing 0.2% 0.2% Depreciation 2.1% 1.6% Others 2.2% 2.3% Total 15.4% 15.2% (Q3) 1

15. Slide 15: Distribution-related Cost vs. Last Year / vs. Plan

    Jan.-Sep. 2026 Non-consol. Distribution-related Cost vs. Last Year / vs. Plan ■ Distribution-related Cost sales ratio Jan.-Sep. 2026 Result: 5.9%. ⠂0.3pt. lower than Jan.-Sep. 2025 Result. - Depreciation expense ratio decreased: △0.2pt. (decrease in cost-to-sales ratio driven by sales growth and hig

16. Slide 16: Non-consol. Financial Result B/S Outline

    Jan.-Sep. 2026 Non-consol. Financial Result B/S Outline Sep. Dec. Sep. Sep. Dec. Sep. 2025 2025 2026 2025 2025 2026 mil. JPY mil. JPY mil. JPY Ratio mil. JPY mil. JPY mil. JPY Ratio Assets Liabilities Accounts Cash 34,808 46,736 37,012 18.8% 21,258 24,134 23,286 11.8% Payable Accounts Short-term 35,

17. Slide 17: Jan.-Sep. 2026 (Overseas Subsidiaries) Financial Result Overview

    Jan.-Sep. 2026 (Overseas Subsidiaries) Financial Result Overview 17

18. Slide 18: Overseas Subsidiaries P/L Outline 1/2

    Jan.-Sep. 2026 Overseas Overseas Subsidiaries Financial Result P/L Outline 1/2 ■ NAVIMRO (South Korea) ・Marketing optimization efforts since last fiscal year have been successful. Sales exceeded both prior year and plan, supported by strong new customer acquisitions and higher repeat rates. ・Formula

19. Slide 19: Overseas Subsidiaries P/L Outline 2/2

    Jan.-Sep. 2026 Overseas Overseas Subsidiaries Financial Result P/L Outline 2/2 ■ IB MONOTARO (India) ⠂ Improved services, including in-house delivery, drove both new customer acquisition and repeat purchases, with sales exceeding both the prior year and plan. ⠂ Established a competitive advantage th

20. Slide 20: Jan.-Sep. 2026 Business Plan & Strategy

    Jan.-Sep. 2026 Business Plan & Strategy 20

21. Slide 21: Consolidated P/L Plan Outline

    2026 Business Plan Consolidated P/L Plan Outline 2025 Result 2026 Plan Amount (mil.JPY) Sales Ratio Amount (mil.JPY) Sales Ratio YoY Sales 333,880 381,379 14.2% Gross Profit 99,636 29.8% 113,035 29.6% 13.4% SG&A Exp. 53,443 16.0% 59,966 15.7% 12.2% Operating Income 46,192 13.8% 53,069 13.9% 14.9% Cu

22. Slide 22: Non-consol. P/L Plan

    2026 Business Plan Non-consol. P/L Plan 2025 Result 2026 Plan Amount (mil.JPY) Sales Ratio Amount (mil.JPY) Sales Ratio YoY Sales (*1) 322,814 368,849 14.3% Enterprise Bus. (*1) 106,310 32.9% 127,985 34.7% 20.4% Gross Profit 97,243 30.1% 110,069 29.8% 13.2% SG&A Exp. 49,864 15.4% 55,840 15.1% 12.0%

23. Slide 23: Overseas Subsidiaries Plan

    2026 Business Plan Overseas Subsidiaries Plan ■ NAVIMRO (South Korea) 2025 Result 2026 Plan Amount (mil. JPY) YoY YoY (Local Currency) Amount (mil. JPY) YoY YoY (Local Currency) Sales 9,220 △7.3% △2.1% 9,900 +7.4% +7.4% Op. Income 0 － － 30 +836.4% +836.4% Net Income × Share (*1) 0 － － 30 － － ■ MONOT

24. Slide 24: Our Business Model and Financial Target

    Mid-Long term growth policy Our Business Model and Financial Target Corporate Mission To Innovate Business Procurement Network Competitive MonotaRO.com Business: Advantages Enterprise Business: Gain Market Share in Small-to-Mid Segment Gain Market Share in the Mid-to-Large Segment Marketing Product

25. Slide 25: Domestic Business: MRO Market Trends and Our Positioning

    Growth initiative updates Domestic Business: MRO Market Trends and Our Positioning ■ Updates in Q3 2026 ・Progress in continued purchasing by customers acquired through our “assortment” and “stable supply”, and in site development in Enterprise Business. Improvement measures are underway for office-r

26. Slide 26: Status of initiatives to expand share in the Large segment

    Enterprise Business Status of initiatives to expand share in the Large segment ■ Expanding across diverse industries and sites through our strengths in assortment, lead time, and system usability ■ Significant upside remains in site penetration and usage rates ■ Rolling out sales, marketing, and ser

27. Slide 27: Initiatives to increase usage penetration at large sites

    Enterprise Business Initiatives to increase usage penetration at large sites in Large market ■ Advancing standardization of sales activities to raise penetration within enterprise customers ■ 2026 focus area: penetration of unused large sites at companies already able to use our services Increase en

28. Slide 28: Usage penetration activities at large sites in Large market

    Enterprise Business Usage penetration activities at large sites in Large market ■ Standardized countermeasures to site-sales challenges are driving activation of unused sites at faster pace and higher productivity than planned ■ After activation, site sales show growth in number of users and orders,

29. Slide 29: Enhancing shopping experience to expand wallet share

    MonotaRO.com Business Enhancing shopping experience to expand wallet share ■ Preferred Delivery Date Service (from August) ■ Delivery Day Preference Service (from October) ⠂ Launched “Preferred Delivery Date Service”*, which allows ⠂ Also launched “Delivery Day Preference Service”*, which customers

30. Slide 30: Promoting new-category purchases to expand wallet share

    MonotaRO.com Business Promoting new-category purchases to expand wallet share ■ Paper Catalog ⠂ Based on analysis showing that new-category purchases by existing customers contribute to LTV growth, published catalogs for first time since 2022 (Mar.: Office Supplies, Lighting, Cleaning Supplies, and

31. Slide 31: Our Competitive Advantage in the AI Era

    Strengthening competitive advantage Our Competitive Advantage in the AI Era Integrating AI into innovation of business procurement network Strengthening competitive Improving operational Enhancing value proposition foundation productivity Differentiating via product range Enhancing software Enhancin

32. Slide 32: Product search advantage that stays relevant in the AI era

    Strengthening competitive advantage Product search advantage that stays relevant in the AI era Structured data on Vector search over 28 million items + High-precision search system + (introduced Nov. 2024) Advantage Data structured around customers’ desired • Optimizes search results based on past •

33. Slide 33: Building advantages to be even more trusted in the AI era

    Strengthening Building advantages to be even more trusted in the AI era competitive advantage ■ MonotaRO AI (AI Purchasing Agent) Video Watch the video here: https://youtu.be/vLQYKtGwi5Q 33

34. Slide 34: AI Purchasing Agent: Value and Expected Business Impact (1)

    Strengthening competitive advantage AI Purchasing Agent: Value and Expected Business Impact (1) ■ Presents “the usual” items from purchase history, even from vague requests Want to repurchase the garbage bags I bought before. Value proposition Expected business impact ● Better product search experie

35. Slide 35: AI Purchasing Agent: Value and Expected Business Impact (2)

    Strengthening competitive advantage AI Purchasing Agent: Value and Expected Business Impact (2) ■ Just enter a task to get the materials you need across categories I want to gather the necessary items to repaint a truck bed black. Value proposition Expected business impact ● More efficient purchasin

36. Slide 36: Mito DC: Plan and Progress

    Strengthening competitive advantage Mito DC: Plan and Progress ■ Overview of Mito DC ■ Mito DC Progress Status ⠂ Groundbreaking ceremony held in May 2025, construction started Floor(s) 4 floors ⠂ Structural frame and exterior work completed. Interior (walls, ceilings), building services (piping, etc

37. Slide 37: Integrated Report

    Reference Integrated Report ■ Disclosed “Integrated Report 2026” in Japanese and English simultaneously on July 30, 2026 ⠂ Reorganized our updated business model and “6 Core Competitive Advantages,” and presented our path to growth ⠂ Under the concept of “a report that shows more of ‘everyone’s face

38. Slide 38: Sustainability

    Sustainability 38

39. Slide 39: External ESG Evaluation

    Sustainability External ESG Evaluation Main external evaluations (global) Main index inclusion Main external evaluations (domestic) MSCI Platinum Eruboshi certification MSCI A ● MSCI Japan ESG Select Leaders (selected by GPIF) Awarded "Platinum Eruboshi" certification by ESG RATINGS the Minister of

40. Slide 40: Shareholder Return

    Shareholder Return 40

41. Slide 41: Dividend

    Shareholder Return Dividend ■ Dividend ⠂ Dividend Policy: Aiming to maintain dividend payout ratio of 50% or higher based on net income attributable to owners of the parent. ⠂ 2025 Dividend (actual): 33.0 JPY/share (Interim: 15.0 JPY/share actual; Year-end: 18.0 JPY/share actual). ⠂ 2026 Dividend (p

42. Slide 42: Reference

    Reference 42

43. Slide 43: Business Overview, Features, and Differentiation Strategies

    About Us Business Overview, Features, and Differentiation Strategies ■ Corporate Mission ⠂To innovate business procurement network ■ Main Business ⠂Electronic Commerce of indirect materials for factories, construction work, and automotive related businesses. (over 29,700 thou. SKU, including approx.

44. Slide 44: Progress - Sales & Customer

    Jan.-Sep. 2026 Non-consol. Progress - Sales & Customer (Million JPY) (Thousand Accounts) 368,849 322,814 276,100 243,352 216,638 182,472 Dec. 2025 Sep. 2026 Dec. 2026 (Plan) Number of Registered Customers 11,262 1,114 12,132 870 12,347 1,085 (thousand accounts) (vs. Dec. 2024) (vs. Dec. 2025) (vs. D

45. Slide 45: Value Proposition and Business Expansion

    About Us Value Proposition and Business Expansion ■ Value Proposition: To provide value of time through pursuing customer convenience for indirect materials procurement Business Customer Segment Service Value Proposition by Channel Sales website Online shopping site MonotaRO Micro monotaro.com suppo

46. Slide 46: Non-consol. Fiscal Yr. Sales Growth (Service Channel Contribution)

    Reference Non-consol. Fiscal Yr. Sales Growth (Service Channel Contribution) *: Fiscal year contributions of every channel to total sales growth from previous year are organized and shown based on status as of end of 2025. *: “MonotaRO.com: New Customer” indicates contribution of sales from customer

47. Slide 47: Non-consol. Sales Growth Contrib. (Corp. New & Existing)

    Reference Non-consol. Sales Growth Contrib. (Corp. New & Existing) 47

48. Slide 48: Non-consol. MonotaRO.com Customer Demographics

    Reference Non-consol. MonotaRO.com Customer Demographics ⠂Wholesale, Retail, Restaurant: 11.1% ⠂Education: 2.5% FY2025 Sales ⠂Agriculture: 2.2% ⠂Social security/welfare: 1.5% ⠂Medical: 1.4% MonotaRO.com Business 48

49. Slide 49: Non-consol. Enterprise Business Customer Demographics

    Reference Non-consol. Enterprise Business Customer Demographics FY2025 Sales ⠂Scientific research, professional and technical services: 4.6% ⠂Real estate and goods rental and leasing: 3.1% ⠂Electricity, gas, heat supply and water: 2.1% ⠂Living-related and personal services and amusement services: 2.

50. Slide 50: Non-consol. Internet Purchase Order Ratio

    Reference Non-consol. Internet Purchase Order Ratio 50

51. Slide 51: Non-consol. Product Lineup & Inventory

    Reference Non-consol. Product Lineup & Inventory (Million) (Thousand) 29 28 51

52. Slide 52: Non-consol. Customer Growth by Year Registered

    Reference Non-consol. Customer Growth by Year Registered (Growth Rate of Sales) (Number of Registered Customers) *: Above number of ‘monotaro.com’ registered customers and sales growth are updated retroactively at end of 2025 (sales for customers who switched to Enterprise Business are not included)

53. Slide 53: Non-consol. Customer Growth by Year Registered (Corp.)

    Reference Non-consol. Customer Growth by Year Registered (Corp.) (Growth Rate of Sales) (Number of Registered Customers) *: Above number of ‘monotaro.com’ registered customers and sales growth are updated retroactively at end of 2025 (sales for customers who switched to Enterprise Business are not i

54. Slide 54: Non-consol. Sales Trend by Business Segment

    Reference Non-consol. Sales Trend by Business Segment (Million JPY) 54

55. Slide 55: MonotaRO.com Business Sales Trend by Registered Year

    Reference MonotaRO.com Business Sales Trend by Registered Year (Million JPY) *: Due to annual customer migration from MonotaRO.com to Enterprise Business, sales to MonotaRO.com business customers are calculated by applying customer status at end of fiscal year 2025 to each registration year. *: Gene

56. Slide 56: Enterprise Business Sales Trend by Year of Connection

    Reference ■ Enterprise Business Sales Trend by Year of Connection (Million JPY) 120,000 100,000 80,000 60,000 40,000 20,000 *: Year of connection to the Enterprise Business is defined as the year in which customer connected to one of our channels (MonotaRO ONE SOURCE Lite / MonotaRO PunchOut). 56

57. Slide 57: Logistics Sites

    Reference Logistics Sites Kasama DC Ibaraki Chuo SC Inagawa DC Mito DC (planned) Exterior Image Floor(s) 1 floor 1 floor 6 floors (leased) 4 floors Seismic Earthquake Earthquake isolation/ Seismic Isolation Seismic Isolation Resistance Resistance resistance Mito DC Total Floor Kasama approx. 56,000

58. Slide 58: Strengthening Valuable Private Brand Products

    Reference Strengthening Valuable Private Brand Products ■ Retain customers by expanding products available exclusively at MonotaRO ⠂ Features of private brand products ⠂ Development of Valuable Private Brand Products ⠂ Ultra-Concentrated Grease-Cutting Detergent Rich Cleaning Power ⠂ Approx. 20% cos

59. Slide 59: Capital Allocation 1/2

    Capital Allocation Capital Allocation 1/2 ■ Targets for Mid-to-Long-Term Sales and Profit Growth We will achieve the following mid-to-long-term goals by evolving our business model for domestic and international sales of indirect materials through Internet and developing necessary services to advanc

60. Slide 60: Capital Allocation 2/2

    Capital Allocation Capital Allocation 2/2 ■ Growth Investment and Shareholder Return Policy We classify growth-investment types into (1) capacity expansion in current domain areas, (2) share gains by enhancing functionality in current domain areas, (3) obtaining of new technologies, (4) accelerating

61. Slide 61: Contact Us

    Cautionary Statement concerning Forward-looking Statements This presentation may include forward-looking statements relating to our future plans, forecasts, objectives, expectations, and intentions. Actual results may differ materially for wide range of possible reasons. In light of many risks and u

62. Slide 62: © 2026 MonotaRO Co., Ltd. All Rights Reserved.

    © 2026 MonotaRO Co., Ltd. All Rights Reserved. 62

MonotaRO — Q3 2026 Earnings Presentation on 6ix