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Quarter 3, FY2025 (Jan.-Sep. 2025) 1© 2025 MonotaRO Co., Ltd. All Rights Reserved. MonotaRO Co., Ltdwww.monotaro.com
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About Us Business Overview, Features, and Differentiation Strategies 2 ■ Main Business ⠂Electronic Commerce of indirect materials for factories, construction work, and automotive related businesses. (number of product lineup over 28,300 thou. SKU including 747 thou. SKU available for same-day shipment and 684 thou. SKU in stock). ■ Features of Products for Sale ⠂Variety of products, convenience is more important than price for customers. ■ Number of Employees (consolidated, as of Sep. 30, 2025) ■ Main Competitors ⠂Door-to-door tool dealers, hardware stores, auto parts dealers, Internet shopping sites, etc. ■ Main Customer Base ⠂Manufacturing, construction/engineering, automotive related, etc. (mainly small and medium-sized companies). ■ Market Size ⠂8 to 10 trillion JPY ■ Business Strategy ⠂Gaining market share through pursuit of customer convenience by enhancing our competitive advantages: merchandising, marketing/sales, supply chain, operations, software, data/algorithms. Regular employee Part-time andtemporary employee Total Head Office, etc. (MonotaRO JPN) 1,242 (740) 462 (414) 1,704 (1,154) Distribution Center (MonotaRO JPN) 245 (180) 1,563 (1,444) 1,808 (1,624) Total (MonotaRO JPN) 1,487 (920) 2,025 (1,858) 3,512 (2,778)
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Jan.-Sep. 2025 (Consol.) Financial Result Overview 3
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Jan.-Sep. 2025 Consol. Financial Result P/L Outline 4 Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Amount (mil. JPY) Sales Ratio Amount (mil. JPY) Sales Ratio Amount (mil. JPY) Sales Ratio YoY vs Plan Sales 211,509 242,634 241,400 +14.1% △0.5% Gross Profit 61,991 29.3% 71,440 29.4% 71,833 29.8% +15.9% +0.6% SG&A Exp. 34,950 16.5% 40,296 16.6% 38,558 16.0% +10.3% △4.3% Operating Income 27,040 12.8% 31,143 12.8% 33,274 13.8% +23.1% +6.8% Current Income 27,134 12.8% 31,154 12.8% 33,300 13.8% +22.7% +6.9% Net Income 18,399 8.7% 21,369 8.8% 23,136 9.6% +25.7% +8.3% (Tax Rate) (31.8%) (31.4%) (30.5%) Net Income attributable to owners of the parent 18,886 8.9% 21,719 9.0% 23,485 9.7% +24.4% +8.1%
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Financial Result B/S Outline 5 *1: Short-term Debt & etc. includes short-term debt & current portion of long-term debt. Jan.-Sep. 2025 Consol Sep.2024 Dec.2024 Sep.2025 Sep.2024 Dec.2024 Sep.2025 mil. JPY mil. JPY mil. JPY Ratio mil. JPY mil. JPY mil. JPY Ratio Assets Liabilities Cash 22,144 30,727 35,501 21.2% AccountsPayable 18,452 19,825 22,041 13.1% AccountsReceivable 30,558 33,569 36,316 21.7% Short-term Debt, etc. 257 430 182 0.1% Inventory 19,730 20,661 22,906 13.7% Others 12,197 16,205 13,905 8.3% Others 8,478 9,158 9,182 5.5% Total Current Liabilities 30,907 36,461 36,129 21.6% Total Current Assets 80,911 94,116 103,908 62.0% Long-term-Debt 218 0 13,000 7.8% Tangible Fixed Assets 37,812 37,305 47,794 28.5% Others 4,285 4,300 3,773 2.3% IntangibleFixed Assets 6,434 6,516 7,746 4.6% Total Long term Liabilities 4,503 4,300 16,773 10.0% Others 7,089 7,090 8,190 4.9% Total Liabilities 35,411 40,761 52,903 31.6% Total Fixed Assets 51,336 50,911 63,731 38.0% Net Assets Total Assets 132,248 145,028 167,639 Shareholder’s Equity 95,809 103,260 113,948 68.0% Others 1,027 1,006 788 0.5% Total Net Assets 96,837 104,267 114,736 68.4% Total Liabilities & Net Assets 132,248 145,028 167,639
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Jan.-Sep. 2024 Result Jan.-Sep. 2025 Result mil. JPY mil. JPY Cash Flow from Operating Activity Net Income before Tax 26,987 33,300 Depreciation 4,278 5,132 Increase or Decrease in Accounts Receivable (△ = increase) △1,207 △2,772 Increase or Decrease in Inventory (△ = increase) △867 △2,305 Increase or Decrease in Accounts Payable (△ = decrease) 1,406 2,241 Tax payment △10,415 △12,631 Increase or Decrease in Accrued Consumption Taxes (△ = decrease) △497 △716 Others △224 △346 Total 19,461 21,901 Cash Flow from Investing Activity Acquisition of Tangible Assets △1,207 △12,532 Acquisition of Intangible Assets △1,545 △3,543 Others △148 △1,264 Total △2,901 △17,340 Cash Flow from Financing Activity Proceeds from Long-term Debt － 13,000 Repayments of Long-term Debt △4,500 △210 Cash Dividends Paid △8,433 △12,413 Others △356 △272 Total △13,290 103 Currency Exchange Adjustment 5 7 Net Increase or Decrease in Cash and Cash Equivalent (△ = decrease) 3,274 4,671 Cash and Cash Equivalent at Beginning of Period 18,454 30,370 Cash and Cash Equivalent at End of Period 21,729 35,042 Financial Result C/F Outline 6 Jan.-Sep. 2025 Consol
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Jan.-Sep. 2025 (Non-consol.) Financial Result Overview 7
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Jan.-Sep. 2025 Non-consol. Financial Result P/L Outline 1/3 8 Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Amount (mil. JPY) Sales Ratio Amount (mil. JPY) Sales Ratio Amount (mil. JPY) Sales Ratio YoY vs Plan Sales 202,635 232,841 233,276 +15.1% +0.2% Enterprise Bus. 62,651 30.9% 79,189 34.0% 77,599 33.3% +23.9% △2.0% Gross Profit 60,329 29.8% 69,271 29.8% 70,081 30.0% +16.2% +1.2% SG&A Exp. 32,148 15.9% 37,306 16.0% 35,926 15.4% +11.8% △3.7% Operating Income 28,181 13.9% 31,965 13.7% 34,154 14.6% +21.2% +6.8% Current Income 28,305 14.0% 31,995 13.7% 34,170 14.6% +20.7% +6.8% Net Income 19,568 9.7% 22,211 9.5% 24,001 10.3% +22.7% +8.1% (Tax Rate) (30.5%) (30.6%) (29.7%)
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Jan.-Sep. 2024 Result (A) Jan.-Sep. 2025 Result (B) Difference (B-A)Amount(mil.JPY) SalesRatio Amount(mil.JPY) SalesRatio Sales 202,635 ― 233,276 ― Amount (mil.JPY) +30,640 ■monotaro.com: Grew due to increases in both number of orders and unit price per order.■Enterprise Business: Grew (YoY +23.9%), due mainly to increases in number of customers placing orders.■Royalty income increased YoY. YoY +15.1% Sales Ratio ― Gross Profit 60,329 29.8% 70,081 30.0% Amount (mil.JPY) +9,751 ■Product GP% decreased (△0.2pt.: due to product mix and increase in sales share of Enterprise Business, etc.).■Royalty income increased YoY.■Delivery cost ratio improved (+0.2pt.: due to increase in order amount per box). YoY +16.2% Sales Ratio +0.2% SG&A Exp. 32,148 15.9% 35,926 15.4% Amount (mil.JPY) +3,777 ■Labor Exp. ratio decreased (△0.2pt.: Increased sales per box and productivity, etc.).■Other Exp. ratio decreased (△0.2pt.: Increased capitalization of in-house software development costs, reduced system usage cost ratio, etc.).■Ad. & Prom. Exp. ratio decreased (△0.1pt.: Decreased flyer cost ratio, etc.).■Outsourcing Exp. ratio decreased (△0.1pt.: Increased sales per box and productivity, etc.).■Depreciation Exp. ratio increased (+0.1pt.: Due mainly to early amortization of OMS etc.). YoY +11.8% Sales Ratio △0.5% Operating Income 28,181 13.9% 34,154 14.6% Amount (mil.JPY) +5,973 ■GP ratio increased (+0.2pt.) and SG&A expenses ratio decreased (△0.5pt.), resulting in Operating Income ratio increased (+0.7pt.)YoY +21.2% Sales Ratio +0.7% Net Income 19,568 9.7% 24,001 10.3% Amount (mil.JPY) +4,432 ■Net Income grew by +22.7% YoY.■Tax rate decreased because estimated tax credits are deducted from tax amount for each quarter beginning this year onward.YoY +22.7% (Tax Rate) (30.5%) (29.7%) Sales Ratio +0.6% Jan.-Sep. 2025 Non-consol. Financial Result P/L Outline 2/3 vs. Last Year 9
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Jan.-Sep. 2025 Plan (A) Jan.-Sep. 2025 Result (B) Difference (B-A)Amount(mil.JPY) SalesRatio Amount(mil.JPY) SalesRatio Sales 232,841 ― 233,276 ― Amount (mil.JPY) +434 ■Overall: High demand for summer products contributed. ■monotaro.com: Higher than plan. Continued sales growth from new customers driven by SEM improvement. ■Enterprise Business: Order volume from some new and existing customers below plan. ■Royalty income higher than plan. vs Plan +0.2% Sales Ratio ― Gross Profit 69,271 29.8% 70,081 30.0% Amount (mil.JPY) +809 ■Product GP% increased (+0.1pt.: Improvements in purchasing, etc.). ■Royalty income higher than plan.vs Plan +1.2% Sales Ratio +0.2% SG&A Exp. 37,306 16.0% 35,926 15.4% Amount (mil.JPY) △1,379 ■Other Exp. ratio decreased (△0.2pt.: Due to increased capitalization of in-house software development costs decrease in system usage cost, deviation in timing of maintenances and repairs for buildings and equipment at DCs from plan, improvement in bad debt rate, and reduced system usage cost ratio, etc.). ■Ad. & Prom. Exp. ratio decreased (△0.2pt.: Due to deviation in flyer cost, decreased catalog publication costs etc.). ■Outsourcing Exp. ratio decreased (△0.1pt.: Increased sales per box and productivity, etc.). ■Depreciation Exp. ratio decreased (△0.1pt.: Due to deviation in amount of early amortization of OMS, etc.). vs Plan △3.7% Sales Ratio △0.6% Operating Income 31,965 13.7% 34,154 14.6% Amount (mil.JPY) +2,189 ■GP ratio increased (+0.2pt.) and SG&A expenses ratio decreased (△0.6pt.), resulting in Operating Income ratio increased (+0.9pt.).vs Plan +6.8% Sales Ratio +0.9% Net Income 22,211 9.5% 24,001 10.3% Amount (mil.JPY) +1,789 ■Operating Income increased by 2,189 million JPY from plan, and Net Income increased by 1,789 million JPY from plan (+8.1% compared to plan). ■Tax rate decreased because estimated tax credits are deducted from tax amount for each quarter beginning this year onward. vs Plan +8.1% (Tax Rate) (30.6%) (29.7%) Sales Ratio +0.8% Jan.-Sep. 2025 Non-consol. Financial Result P/L Outline 3/3 vs. Plan 10
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Jan.-Sep. 2025 Non-consol. Progress - Sales & Customer 11 (Million JPY) (Thousand Account) (vs. Dec.2024) (vs. Dec.2024) Dec. 2024 Sep. 2025 Dec. 2025 (Plan) Number of Registered Customers(thousand account) 10,147 1,040 10,946 799 11,124 976 (vs. Dec.2023)
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Jan.-Sep. 2025 Non-consol. Non-consol. Progress - Gross Profit Ratio 12 (Q3)
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Jan.-Sep. 2025 Non-consol. Non-consol. Progress - SG&A Expense Ratio 13 Expense Breakdown Jan.-Sep.2024 Result Jan.-Sep.2025 Result Labor 4.4% 4.2% Outsourcing 2.3% 2.2% Facility Rent 1.5% 1.5% Ad & Promotion 3.2% 3.1% Mailing 0.1% 0.2% Depreciation 2.0% 2.1% Others 2.4% 2.2% Total 15.9% 15.4% （Q3）
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Jan.-Sep. 2025 Non-consol. Distribution-related Cost vs. Last Year / vs. Plan 14 ■ Distribution-related Cost sales ratio Jan.-Sep. 2025 Result: 6.3% ⠂0.5pt. lower than Jan.-Sep. 2024 Result. - Labor and outsourcing expense ratio decreased: △0.2pt. (due to increase in sales per box resulting in decrease in number of boxes handled, productivity at DC improved, etc.). - Depreciation expense ratio decreased:△0.2pt. (due to sales increase, etc.). - Facility Rent expense ratio decreased:△0.1pt. (due to sales increase, etc.). ⠂0.1pt. lower than Plan. - Other expense ratio decreased: △0.1pt. (due to increase in sales per box resulting in decrease in number of box handled and deviation in timing of maintenances and repairs for buildings, etc.). - Labor and outsourcing expense ratio decreased: △0.1pt. (due to increase in sales per box resulting in decrease in number of box handled, etc.). Jan.-Sep.2024 Result Jan.-Sep.2025 Plan Jan.-Sep.2025 Result Amount(mil.JPY) SalesRatio Amount(mil.JPY) SalesRatio Amount(mil.JPY) SalesRatio YoY vs Plan Sales (Non-consol.) 202,635 232,841 233,276 +15.1% +0.2% Depreciation 2,617 1.3% 2,686 1.2% 2,642 1.1% +0.9% △1.6% Labor & Outsourcing 5,952 2.9% 6,600 2.8% 6,393 2.7% +7.4% △3.1% Facility Rent 2,607 1.3% 2,686 1.2% 2,764 1.2% +6.0% +2.9% Others 2,510 1.2% 2,965 1.3% 2,791 1.2% +11.2% △5.9% Total 13,688 6.8% 14,938 6.4% 14,593 6.3% +6.6% △2.3%
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Financial Result B/S Outline 15 Jan.-Sep. 2025 Non-consol. *Note: Short-term Debt, etc. includes short-term debt & current portion of long-term debt. Sep. 2024 Dec. 2024 Sep. 2025 Sep. 2024 Dec. 2024 Sep. 2025 mil. JPY mil. JPY mil. JPY Ratio mil. JPY mil. JPY mil. JPY Ratio Assets Liabilities Cash 21,267 29,981 34,808 20.7% Accounts Payable 17,742 19,016 21,258 12.6% AccountsReceivable 29,991 32,981 35,695 21.2% Short-termDebt, etc. － － － 0.0% Inventory 18,379 19,298 21,618 12.8% Others 11,418 15,367 13,100 7.8% Others 8,057 8,704 8,741 5.2% Total Current Liabilities 29,160 34,383 34,358 20.4% Total Current Assets 77,696 90,966 100,864 59.9% Long-term Debt － － 13,000 7.7% Tangible Fixed Asset 36,712 36,250 46,910 27.9% Others 4,097 4,129 3,534 2.1% IntangibleFixed Assets 6,338 6,419 7,674 4.6% Total Long term Liabilities 4,097 4,129 16,534 9.8% Investments and Other Assets 11,885 10,668 12,807 7.6% Total Liabilities 33,258 38,513 50,893 30.2% Total Fixed Assets 54,936 53,337 67,392 40.1% Net Assets Total Assets 132,632 144,304 168,257 Shareholder’s Equity 99,345 105,762 117,336 69.7% Stock Option 28 28 28 0.0% Total Net Assets 99,374 105,790 117,364 69.8% Total Liabilities & Net Assets 132,632 144,304 168,257
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16 Jan.-Sep. 2025 (Overseas Subsidiaries) Financial Result Overview
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Overseas Subsidiaries Financial Result P/L Outline 1/2 17 ■ NAVIMRO (South Korea) ・Although marketing optimization improved new customer acquisition and repeat rates, Jan.- Sep. sales fell below YoY and plan. ・Realized operating profit during Jan.- Sep. period due to improved gross profit margin. ■ MONOTARO INDONESIA (Indonesia) ⠂Fell short of plan due to increase in public holidays around Ramadan period (including government-encouraged leave days) and decrease in high-value orders. ⠂Continue to drive business growth through ongoing supply chain reinforcement. *1: Calculated by multiplying Net Income by Share Ratio at end of each fiscal year for reference.* : Sales and profit/loss less than 10 million JPY are rounded down as shown in explanation material in Japanese language. Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY vs Plan YoY (Local Currency) vs Plan (Local Currency) Sales 920 +32.5% +27.0% 1,260 +37.5% +37.5% 1,000 +9.1% △20.6% +15.1% △16.3% Op.Income △230 － － △210 － － △230 － － － － Net Income x Share（*1） △120 － － △120 － － △130 － － － － Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY vs Plan YoY (Local Currency) vs Plan (Local Currency) Sales 7,390 +11.3% +5.6% 7,900 +6.9% +7.5% 6,820 △7.7% △13.6% △1.6% △8.5% Op.Income △110 － － 10 － － 10 － +48.7% － +57.5% Net Income x Share（*1） △130 － － 0 － － 0 － － － － Jan.-Sep. 2025 Overseas
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Overseas Subsidiaries Financial Result P/L Outline 2/2 18 Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY YoY (Local Currency) Amount(mil.JPY) YoY vs Plan YoY (Local Currency) vs Plan (Local Currency) Gross Merchandise Value（*2） 980 +5.1% △2.9% 900 △8.3% △7.8% 600 △38.6% △33.1% △34.7% △29.2% Sales（*2） 700 +16.6% +7.6% 670 △4.8% △4.3% 460 △34.1% △30.8% △29.9% △26.8% Op.Income △760 － － △620 － － △650 － － － － Net Income x Share（*1） △410 － － △350 － － △380 － － － － ■ IB MonotaRO (India) ⠂Sales revenue decreased YoY and plan. Business focus shifting to key segment of small and medium-sized enterprises. ⠂Improved service quality reduced return rates, boosting our YoY contribution margin through tighter profitability controls. ⠂Continue to pursue business expansion by enhancing service levels and advancing initiatives for target segments. *1: Calculated by multiplying Net Income by Share Ratio at end of each fiscal year for reference.*2: Only commission portion of sales by sellers in marketplace is recognized as sales.* : Sales and profit/loss less than 10 million JPY are rounded down as shown in explanation material in Japanese language. Jan.-Sep. 2025 Overseas
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Jan.-Sep. 2025 Business Plan & Strategy 19
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2025 Plan & Strategy Consolidated P/L Plan Outline 20 *: If consolidated financial forecast is expected to exceed by one of following ranges from disclosed consolidated financial forecast, revised forecast is disclosed. Sales (consolidated): ±5％ • Operating Income (consolidated): ±10％ • Current Income (consolidated): ±10％ • Net Income Attributable to Owners of Parent: ±10％ 2024 Result 2025 Plan Amount (mil.JPY) Sales Ratio Amount (mil.JPY) Sales Ratio YoY Sales 288,119 328,173 13.9% Gross Profit 84,420 29.3% 96,841 29.5% 14.7% SG&A Exp. 47,353 16.4% 53,841 16.4% 13.7% Operating Income 37,066 12.9% 43,000 13.1% 16.0% Current Income 37,320 13.0% 43,026 13.1% 15.3% Net Income 25,726 8.9% 29,832 9.1% 16.0% (Tax Rate) (30.8%) (30.6%) Net Income attributable to owners of the parent 26,338 9.1% 30,284 9.2% 15.0% 2025 Jan.- Jun. Plan 2025 Jul.- Dec. Plan Amount (mil.JPY) Sales Ratio YoY Amount (mil.JPY) Sales Ratio YoY Sales 159,579 14.5% 168,594 13.4% Gross Profit 46,806 29.3% 14.8% 50,034 29.7% 14.7% SG&A Exp. 26,874 16.8% 16.5% 26,967 16.0% 11.0% Operating Income 19,932 12.5% 12.4% 23,067 13.7% 19.3% Current Income 19,937 12.5% 11.6% 23,089 13.7% 18.7% Net Income 13,652 8.6% 12.3% 16,179 9.6% 19.3% (Tax Rate) (31.5%) (29.9%) Net Income attributable to owners of the parent 13,899 8.7% 11.2% 16,385 9.7% 18.4%
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Non-consol. P/L Plan Outline 21 2025 Plan & Strategy 2024 Result 2025 Plan Amount (mil.JPY) Sales Ratio Amount (mil.JPY) Sales Ratio YoY Sales (*1) 276,100 314,876 14.0% Enterprise Bus. (*1) 86,083 31.2% 107,761 34.2% 25.2% Gross Profit 82,141 29.8% 93,873 29.8% 14.3% SG&A Exp. 43,591 15.8% 49,792 15.8% 14.2% Operating Income 38,550 14.0% 44,080 14.0% 14.3% Current Income 38,805 14.1% 44,120 14.0% 13.7% Net Income 25,984 9.4% 30,926 9.8% 19.0% (Tax Rate) (29.6%) (29.9%) 2025 Jan.- Jun. Plan 2025 Jul.- Dec. Plan Amount (mil.JPY) Sales Ratio YoY Amount (mil.JPY) Sales Ratio YoY Sales (*1) 153,296 14.8% 161,579 13.3% Enterprise Bus. (*1) 51,950 33.9% 26.3% 55,810 34.5% 24.2% Gross Profit 45,418 29.6% 14.4% 48,454 30.0% 14.2% SG&A Exp. 24,887 16.2% 17.4% 24,905 15.4% 11.2% Operating Income 20,531 13.4% 10.9% 23,549 14.6% 17.5% Current Income 20,551 13.4% 10.2% 23,569 14.6% 17.0% Net Income 14,266 9.3% 10.2% 16,659 10.3% 27.8% (Tax Rate) (30.6%) (29.3%) *1: Considering number of business days (120/124 days in 1st. Half/2nd Half 2024 and 119/122 days in 1st Half/2nd Half 2025).
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2025 Plan & Strategy Overseas Subsidiary *1: Calculated by multiplying Net Income by Share Ratio at the end of each fiscal year for reference.*2: Only commission portion of sales by sellers in marketplace is recognized as sales.*: Sales and profit/loss less than 10 million JPY are rounded down as shown in explanation material in Japanese language. 22 ■NAVIMRO (South Korea) ■MONOTARO INDONESIA (Indonesia) ■IB MONOTARO (India) 2024 Result 2025 Plan Amount (mil. JPY) YoY YoY (Local Currency) Amount (mil. JPY) YoY YoY (Local Currency) Sales 1,260 +29.1% +25.0% 1,770 +40.6% +40.6% Op. Income △300 － － △260 － － Net Income × Share (*1) △150 － － △150 － － 2024 Result 2025 Plan Amount (mil. JPY) YoY YoY (Local Currency) Amount (mil. JPY) YoY YoY (Local Currency) Sales 9,950 +7.1% +3.7% 10,570 +6.2% +6.2% Op. Income △120 － － 0 － － Net Income × Share (*1) △150 － － △10 － － 2024 Result 2025 Plan Amount (mil. JPY) YoY YoY (Local Currency) Amount (mil. JPY) YoY YoY (Local Currency) Gross Merchandise Value (*2) 1,300 +4.1% △2.1% 1,260 △2.3% △2.3% Sales (*2) 930 +17.3% +10.2% 940 +0.7% +0.7% Op. Income △1,010 － － △810 － － Net Income × Share (*1) △550 － － △470 － － △0
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23 2025 Plan & Strategy Domestic Business 1/4 Business Customer Segment Customer Segment-Specific Plan Deviations Background Countermeasures Enterprise Business Existing Sales performance for some major customers deviated from plans ● As Enterprise Business expand, sensitivity of major customer sales fluctuations to overall company sales increases ● Strengthening account management structure for major clients Growth rate of active end users within enterprises has slowed ● Effectiveness of sales activities aimed at acquiring new end users and activate their activity at target companies has not met expectations ● Improving targeting accuracy for high-potential locations ● Developing sales personnel and establishing KPI management systems ● Implementing productivity improvement measures, including standardizing field sales approaches and strengthening territory-based sales structure New ～ Second year For companies with business scale exceeding 100 bil. JPY sales performance after new connections deviates from plans ● Penetration speed into corporate locations acquired through proactive sales initiatives fully launched in 2024 has fallen below expectations ● Accelerating each location's penetration through strengthening onboard team structure ■ Enterprise Business plan deviations and countermeasures ∙ Q3 (Jul.-Sep.) : △5.0% vs. Plan
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Domestic Business 2/4 24 ■ Market Analysis by Customer Size and MonotaRO’s Current Status 24 Busin ess Customer segment (*1) (Market size: approx. 8-10 trillion JPY) MonotaRO’s situation 2024 ( ) is change from end of 2023 Strategies for 2025 Progress 2025Q3 Micro (Sole Proprietorship, General Consumers, Other) • 2024 Sales share: 10% (△1pt.)• 2024 Sales YoY growth: 1% (+3pt.) • Optimizing direct marketing based upon expected LTV • Optimized direct marketing based on expected LTV• Rebound in demand for disaster preparedness products due to temporary Nankai Trough information in Aug. and Sep. 2024 Small (Legal Entity with Sales < 2 bil. JPY etc., about 4.5 mil. corps.) • 2024 Sales share: 39% (△1pt.)• 2024 Sales YoY growth: 10% (±0pt.)• Corp. registration rate (*2): about 25% • Strengthening measures to acquire new customers and retaining existing customers by improving each channel and sales promotion base• Creating sales spaces (e.g. catalogues) aimed at re-accelerating sales growth from first-time purchases for existing customers, for whom growth rates have been declining since 2023 • New customer acquisition and retention rates improved through internet advertising, flyers, outbound calls, and utilization of sales promotion platform• IT development base established in India (Sep.) to further strengthen development of sales promotion platform• Release of “Logistics/Storage/Packaging Supplies/Tape” catalog has confirmed increased purchases in new categories among existing customers. Reprinting after Oct. Mid (Legal Entity with Sales < 30 bil. JPY etc., about 60,000 corps.) • 2024 Sales share: 22% (±0pt.)• 2024 Sales YoY growth: 15% (+1pt.)• Sales via procurement management system: about 30%• Corp. registration rate (*2) is high about 85%, while penetration rate of bases (*3) is about 20% • Strengthening measures to acquire new customers and retaining existing customers by improving each channel and sales promotion base• Strengthening sales activities for Mid customers to migrate to system connection • Conducting direct marketing, including campaigns and flyers for our purchasing management system, ONE SOURCE Lite, from Jun.• Have standardized inside sales process for acquiring new Mid customers. Scaling began in Oct. with increased sales personnel Large (Legal Entity with Sales > 30 bil. JPY etc., about 6,500 corps.) • 2024 Sales share: 29% (+3pt.)• 2024 Sales YoY growth: 25% (△1pt.)• Sales via procurement management system: about 90%• Corp. registration rate (*2) is over 90%, while penetration rate of bases (*3) is about 10%• About 1K corps are connected to system • Strengthening new customer acquisition activities not only for legal entity over 100 bil. JPY in scale, but also for those between 30 bil. and 100 bil. JPY• Strengthening on-site sales activities targeting high-potential locations for existing customers• Developing services for enterprise customers (e.g. specification of delivery date & time, etc.) • Acquisition of new customers with scale over 100 bil. JPY progressed as planned, but sales fell short of targets. Strengthened onboarding systems since Oct.• Exploring standardized approaches for acquiring new customers with scale between 30–100 bil. JPY since Oct.• Sales activities targeting existing customers (end-user acquisition through penetration) fell short of targets. Strengthening measures to improve acquisition efficiency and productivity since Oct.• Regarding service development for Large, we initiated purchasing support functions and strengthening our private brand development framework for Large. Delivery date specification is behind schedule. monotaro.com Enterprise Business * : Update from 2024 version: expanding data source and refining definition (discontinuous of business and corporate number, detailed examination of data on business organisations other than corporations). *1: Customer size are for customers as of end of 2024.*2: Rate of corporate customers having at least one person who has MonotaRO account.*3: Percentage of business offices and sites that have at least one person holding account with MonotaRO among those of company. 2025 Plan & Strategy ⠂Micro-Mid: Based upon LTV calculations, maximizing acquisition of new customers, retaining acquired customers, and increasing LTV of retained customers.⠂Mid-Large: Expanding new companies connected to procurement management system, acquiring end users through penetrating bases, and increasing order size.
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Dec. 2024 End Result Sep. 2025 End Result No. Corp. No. Corp. vs Dec. 2024 End Total number of corporations (ONE SOURCE Lite) 3,845 (2,994) 4,245 (3,243) +400 (+249) 2025 Plan & Strategy Domestic Business 3/4 25 ■System Connection with Large Corporations (Enterprise Business) ■Royalty Business *1: Number of active corporations in Dec. 2024 and Sep. 2025. （*1） Jan.-Sep. 2024 Result Jan.-Sep. 2025 Plan Jan.-Sep. 2025 Result Mil. JPY YoY /Total Sales Mil. JPY YoY /Total Sales Mil. JPY YoY vs Plan /Total Sales 62,651 +28.6% 30.9% 79,189 +26.4% 34.0% 77,599 +23.9% △2.0% 33.3% （*1） Jan.-Sep. 2025 Target Business (Grainger’s Zoro business in US & UK) ⠂Both sales and operating Income grew YoY. Royalty Income ⠂Amount of royalty received increased YoY and plan.
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2025 Plan & Strategy 26 ■ Difference in Jan.-Sep. 2025 SG&A Expenses from Plan SG&A Decreasing Factor Amount Decrease in Office Expense (except for expenses delayed) ⠂Decrease of IT development costs (outsourcing costs and capitalization of in-house software development costs), reduction of bad debt ratio and system usage costs, etc. About △490 mil. JPY Decrease in Logistic Expense (except for expenses delayed) ⠂Difference of estimations in labor and outsourcing costs, packaging costs, and maintenance and repair costs, etc. About △270 mil. JPY Decrease in Ad.& Promotion Expense (except for expenses delayed) ⠂Reduction in catalog publication costs, deviation in flyer costs, etc. About △540 mil. JPY Delayed to Q4 or later (implementation timing shifted) ⠂Logistics supplies and maintenance costs, system usage costs, and outsourcing costs, etc. About △60 mil. JPY Total About △1,370 mil. JPY Domestic Business 4/4
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⠂Increase awareness of extension deadline through shipping carton labeling ⠂Changed EC site top page banner copy to customer-focused perspective ⠂Order activity during 3pm to 5pm shows upward trend. Contributes to improved convenience ⠂Confirmed sales growth effect on specific product malls 2025 Plan & Strategy Convenience Improvement Initiatives 27 ■ Extension of order deadline for same-day shipping(3pm to 5pm) ⠂monotaro.com and ONE SOURCE Lite's delivery date display feature is now available on mobile site/app and punch-out integration ⠂Plan to expand eligible products for display based on customer needs Customer-focused top page banner “Even with sudden stockouts, you'll still make it in time for tomorrow's work!” ■ Delivery date display for Enterprise Business Delivery on Tuesday, October 21 (if approved by 5:00 PM today)
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2025 Plan & Strategy Enhancement of Sales Promotion Strategies (monotaro.com) 28 ■ Paper catalogue ⠂Based on analysis showing that new category purchases contribute to LTV growth among existing customers, paper catalog was republished in July for first time since 2022 as new product touchpoint ⠂Increased new category product purchases ⠂Plan to reprint in Q4. Expansion to more product category planned for 2026 ⠂Based on expected LTV, initiate cross-channel promotions triggered by behavior of users we want to recommend new category products to. Then connect to purchasing actions ⠂Aim to conduct effective direct marketing by strengthening in-house system development framework, securing engineers, and accumulating expertise, MonotaRO Technologies India Private Limited commenced operations in Sep. User views product page send promotion according to user's viewing time Email App Push Trigger Event ■ Sales promotion platform and India tech center establishment “Logistics/Storage/Packaging Supplies/Tape” “Still looking?” “Products especially recommended for you ”
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29 ■ Flyer for end users of purchasing management system ⠂Started regular flyer distribution to companies using our purchasing management system (ONE SOURCE Lite) from June ⠂Personalized product recommendations provided for each end user ⠂Sales of featured products increased through flyers linked to campaigns ⠂Test distributions are also being conducted for companies connected via Punch Out ⠂Reducing effort required for product searches and data entry, thereby improving convenience for personnel responsible for placing large-volume order ₋ “Want to repeatedly purchase same product set” ₋ “Want to import list and purchase everything at once” ■ Quick Order Function Yon can copy & paste from Excel 2025 Plan & Strategy Enhancement of Sales Promotion & Service (Enterprise Business) User perception in Large enterprises End User A End User B End User C End User DOrderer “Carefully selected useful products”
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2025 Plan & Strategy Strengthening Valuable Private Brand Products 30 ■ Retain customer through expansion of products available exclusively at MonotaRO ⠂Features of private brand products ⠂Development of Valuable Private Brand Products ⠂Approx. 20% cost reduction compared to national brand ⠂Approx. 20,000 items in our extensive selection ⠂Quick delivery (Over 90% of items are eligible for same-day shipping) ⠂Ultra-Concentrated Grease-Cutting Detergent Rich Cleaning Power ₋ Original detergent, developed from ground up with significantly increased active ingredients—over 50% more—to tackle tough grime ₋ Primary industries: Manufacturing, Food service ⠂Brake & Parts Cleaner Ultra Strong 2 Way ₋ Improved spray performance delivers cleaning power surpassing conventional products, with approximately 1.3 times the undiluted quantity compared to previous versions ₋ Primary Industries: Automotive Related, Manufacturing ⠂Gas Mask ₋ Our subsidiary has taken over development and manufacturing of mask products made by Sanko Chemical Industry Co., Ltd., and we sell them as our private brand ₋ Primary industries: Manufacturing, Construction, Automotive Related National Brand Private Brand Before Tamashii 2000 After Ultra Strong 2 Way
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参考資料 Mito DC 31 DC外観イメージFloor(s) 4 floors Total Floor Area approx. 74,000 ㎡ Inventory Capacity 500 thou. SKU Shipping Capacity 300 thou. line/day Start of construction May 2025 Completion of construction May 2027 (planned) Start of operations May 2028 (planned) Investment amount 50.4 billion yen Assets Ownership of all DC assets (land, buildings, material handling equipment, etc.) ■ Overview of Mito DC ⠂Groundbreaking ceremony held in May 2025, construction started ⠂By end of September, installation of all seismic isolation devices was completed; construction work on 1st floor commenced 2025 Plan & Strategy ■ Mito DC Progress Status Aerial photo (taken in Sep,2025)
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Sustainability 32
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Sustainability Status Update 33 Progress in Q3 2025 Prioritized Action Areas Environment Reduction of CO2 emissions as measure against climate change ⠂Continue energy-saving initiatives at distribution centers (optimizing air-conditioned areas, improving efficiency through air duct connections, reducing standby power consumption for shelf transport robots, etc.). ⠂Plan to introduce renewable energy by installing solar panels on roof of Ibaraki Chuo SC. Proposal and development of environment-conscious products ⠂Started displaying RoHS icon in ONE SOURCE Lite. ⠂Added trivia about each certification mark and its effects to SDGs site. Realization of resource-recycling model ⠂Continue our efforts to sort waste and increase recyclable materials. Will expand the monetization of waste plastic pallets. ⠂Reduce damage to products in storage and during delivery. Sustainable procurement ⠂Distributed procurement guidelines to approximately 2,500 suppliers. Collecting procurement guideline endorsement and self-inspection questionnaires from approx. 80% of them. ⠂Investigating and reviewing audit standards, scope, and methods for monitoring and evaluating compliance with procurement guidelines. ⠂Conducted sustainability audit at suppliers’ factories in presence of our company. Shared audit results with suppliers and requested them to make improvements. ⠂Considering methods for obtaining audit information at start of transactions with new suppliers.Social Diversity and Inclusion ⠂Headquarters and distribution centers accepted interns with disabilities. Hired multiple individuals. ⠂Obtained Platinum Kurumin certification and issued press release. ⠂Continued conducting Unconscious Bias Workshops. Over half of employees have completed training.
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Sustainability External ESG Evaluation 34 Main external evaluations (global) Main external evaluations (domestic) “Platinum Kurumin” certification Eruboshi three stars (highest certification mark) 3.7 B-Rating Low Risk A Main index inclusion * The Inclusion of MonotaRO Co., Ltd In Any MSCI Index, and the use of MSCI logos, trademarks, service marks or index names herein, do not constitute a sponsorship, endorsement or promotion of MonotaRO Co., Ltd by MSCI or any of its affiliates. The MSCI indexes are the exclusive property of MSCI. MSCI and the MSCI index names and logos are trademarks or service marks of MSCI or its affiliates. Sustainalytics FTSE ・FTSE Blossom Japan Index ・FTSE Blossom Japan Sector Relative Index ・FTSE4Good Index Series ・MSCI Japan Empowering Women Select Index ・ACWI Index ・ACWI IMI Index ・ACWI Select Screened Index ・ACWI Low Carbon Leaders Index ・ACWI Universal Index 【FTSE】 【MSCI】
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Shareholder Return 35
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Shareholder Return Dividend 36 ■ Dividend ⠂Dividend Policy : Aiming to maintain dividend payout ratio of 50% or higher based on net income attributable to owners of the parent. ⠂2024 Dividend (actual): 19.00 JPY/share (9.00 JPY/share interim/actual, 10.00 JPY/share fiscal year end/actual). ⠂2025 Dividend (plan): 31.00 JPY/share (15.00 JPY/share interim/actual, 16.00 JPY/share fiscal year end/plan). (Dividend) (Dividend Payout Ratio)
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Reference 37
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Reference 38 Integrated Report ■ Disclosed “Integrated Report 2025” English version on August 28, 2025. ₋ https://corp.monotaro.com/en/ir/upload_file/m005-m005_05/Mono taRO_IntegratedReport_2025_en.pdf ₋ Japanese version was disclosed on July 23.
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39 Non-consol. Fiscal Yr. Sales Growth (Service Channel Contribution)Reference *: Fiscal year contributions of every channel to total sales growth from previous year is organized and shown based on status as of end of 2024.*: “monotaro.com: New Customer” indicates contribution of sales from customers acquired each fiscal year, and “monotaro.com: Existing Customer” indicates contribution of sales from customers acquired before corresponding year.*: Previously, orders placed via monotaro.com by customers of Large Corp.Business were classified as sales of "Large Corp. Business” (due to past sales management classifications), but from 2024 disclosure materials, they are reclassified as sales of "monotaro.com" following accounting system replacement in 2023 (impact on growth rate is negligible).
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Reference 40 ■ Growth contribution and growth of corporate customers on monotaro.com ⠂Of overall sales growth (13.5% in 2024 result and 14.0% planned in 2025), Total sales growth contribution from corporate customers on monotaro.com is approximately 6% both in 2024 result and 2025 plan (left graph). ⠂Sales growth for monotaro.com's corporate customers in 2024 was approximately 10%, and 2025 is approximately 10% (graph above). Non-consol. Year Sales Growth (Corporate New & Existing)
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Reference 41 Non-consol. Customer Demographics Industry ⠂Wholesale, Retail, Restaurant: 10.7% ⠂Education： 2.5% ⠂Agriculture： 2.1% ⠂Social security/welfare： 1.3% ⠂Medical： 1.1% Ratio by sales amount in 2024 (Sales of monotaro.com excluding sales Large Corp. Business)
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Reference 42 Non-consol. Internet Purchase Order Ratio
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Reference 43 Non-consol. Product Lineup & Inventory (Thousand)(Million) (Q3)
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Reference 44 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 2024 (large corporate sales and sales for customers who switched to procurement system for enterprise business are not included). *: Line chart (left axis) shows sales growth ratio of customers registered each year by setting sales in registered year as ‘1.’
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Reference 45 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 2024 (large corporate sales and sales for customers who switched to procurement system for enterprise business are not included). *: Line chart (left axis) shows sales growth ratio of customers registered each year by setting sales in registered year as ‘1.’*: Bar chart is number of new customers acquired that includes those other than corporate customers.
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Reference 46 Non-consol. Sales Trend by Registered Year *: Sales of ‘monotaro.com business customers’ are sales of monotaro.com’s business customers organized retroactively for each registration year based upon updated customer status at end of 2024.*: Sales of ‘Large corporation’ are total sales of large corporation customers based upon updated customer status at end of 2024. *: Sales of ‘General individual customers’ are total sales of monotaro.com’s general individual customers and of IHC MonotaRO based upon updated customer status at end of 2024 (IHC MonotaRO was closed and integrated into monotaro.com). (Million JPY)
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Reference Logistic Sites 47 DC外観イメージ Kasama DC Ibaraki Chuo SC Inagawa DC Mito DC Exterior Image Floor(s) 1 floor 1 floor 6 floors (leased) 4 floors Total Floor Area approx. 56,000 ㎡ approx. 49,000 ㎡ approx. 194,000 ㎡ approx. 74,000 ㎡ InventoryCapacity 330 thou. SKU 30 thou. SKU 550 thou. SKU 500 thou. SKU ShippingCapacity 100 thou. line/day 30 thou. line/day 180 thou. line/day 300 thou. line/day When started/ to start shipping Apr. 2017 Apr. 2021 Apr. 2022 May 2028 (planned) Kasama DC Mito DC Inagawa DC Ibaraki Chuo SC
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48 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 uncertainties, you are advised not to put undue reliance on these statements. Contact Us TEL: 06-4869-7190 FAX: 06-4869-7178 E-Mail: pr@monotaro.com IR Information: https://corp.monotaro.com/en/ir/index.html
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49© 2025 MonotaRO Co., Ltd. All Rights Reserved. 49