Slides
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October 14, 2026 2026 THIRD QUARTER INVESTOR TELECONFERENCE
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All statements made herein that are not historical facts (e.g., future operating results, net sales growth, long-term share gains, and business activity, as well as expectations regarding operations, including gross and operating income margin, eBusiness DSR growth, weighted FMI technology signings, operating costs (including SG&A), capital expenditures, sales through our Digital Footprint, cash flow generation, our anticipated progress on our strategic objectives, our ability to grow large customer sites and sales, the declaration and payment of dividends and any future share repurchases, the impact of tariffs and any pricing actions) are "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995. Such statements involve known and unknown risks, uncertainties, and other factors that may cause actual results to differ materially. More information regarding such risks can be found in the most recent annual and quarterly reports of Fastenal Company (the 'Company,' 'Fastenal,' 'we,' 'our,' or 'us') filed with the Securities and Exchange Commission. Any numerical or other representations in this presentation do not represent guidance by management and should not be construed as such. The appendix to the following presentation includes non-GAAP financial measures. Information required by Regulation G with respect to such non-GAAP financial measures can be found in the appendix including a comparison and reconciliation to the comparable GAAP measures. Safe Harbor 2
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Agenda 1. Q3 2026 Highlights 2. Strategic Objectives 3. Sales Growth Drivers 4. Customer Win Spotlight 5. Financial Results 6. Key Takeaways 7. Appendix Presentation format refreshed this quarter. Metric definitions and historical series are unchanged; a summary of changes from the prior version appears at the start of the appendix. 3
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Q 3 2 0 2 6 H I G H L I G H T S Q3 sales up 15.5%, with earnings growth outpacing sales WHAT DROVE THE QUARTER Growth accelerated Improving unit volumes Earnings outpaced sales Operating margin expansion Share-led growth Key account strategy and new contract wins S A L E S G R O W T H +15.5% Net sales growth vs. prior year $2.46B net sales (+$330.0M) M A R G I N E X P A N S I O N 21.5% Operating income margin +90 bps vs. prior year C A S H C O N V E R S I O N 87.1% Free cash flow % of net income* -11.9 pts vs. prior year C A P I T A L E F F I C I E N C Y 32.5% Return on invested capital* +230 bps vs. prior year 4 *Free cash flow as a percent of net income and return on invested capital are non-GAAP measures. See reconciliations in the appendix.
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S T R A T E G I C O B J E C T I V E S Progress across our three strategic objectives Increase sales effectiveness Gain share through our key account strategy and new contract wins. Enhance our services Expand Fastenal Managed Inventory (FMI) device base and digital footprint, improving customer experience, retention, and operating efficiency. Expand total addressable market Access currently unaddressed revenue sources by expanding products, geographies, business models, services, and capabilities. A S E V I D E N C E D B Y Overall & large account DSR growth and contract signings Pages 6, 10 Digital footprint expansion Pages 7, 20 International & non-fastener sales growth See monthly sales release 5
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S A L E S G R O W T H D R I V E R S Customer site data shows continued progress with larger customers (new and existing). • Contract count up 6.4% from last year, with signings weighted toward multi-site national accounts. • Sales from sites with $50k+ monthly spend grew 27.6%, a growing share of total revenue. • Number of newly signed contract accounts on pace with original expectations. 1.9% 15.5% Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26 3,266 3,744 Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26 Growth continues to outpace our end markets, reflecting share gains from key accounts and new contract wins. • Improvement in market conditions in the first half of 2026 strengthened further in Q3. • Pricing contributed ~2.4%, reflecting continued pricing actions, though at a slower pace as we began to lap peak pricing implemented in 2025. 6 DAILY SALES RATE (DSR) GROWTH CONTRACT COUNT Share gains and embedded solutions drove growth
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S A L E S G R O W T H D R I V E R S Digital adoption and FMI deployments continue to grow Digital Footprint was 61.4% of total sales. • FMI and eBusiness volumes continued to grow. • Digital adoption improves order accuracy, reduces manual work, and strengthens customer relationships. • eBusiness volume grew nearly as fast as the overall business. • Our Digital Footprint estimate for 2026 is 62-63% of sales (our original 2026 estimate was 66%). FMI device base tops 143,000 units. • FASTBin and FASTVend sales outpaced company growth. • Deployments have increased each quarter. • We continue to expect 27,000-29,000 device signings in 2026 (our original 2026 estimate was 28,000-30,000). 61.1% 61.4% Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26 123,193 143,878 Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26 7 DIGITAL FOOTPRINT FMI DEVICE TOTAL INSTALLATIONS
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C U S T O M E R W I N S P O T L I G H T A manufacturer’s 20-year-old supply model, rebuilt on FMI ESTIMATED CUSTOMER SAVINGS ~25% As onboarding continues Significant savings documented to date DIGITAL FOOTPRINT 99% Digital footprint on the account Up from 0% before FMI REPLENISHMENT Automated Fully automated process Shortages eliminated NEXT OPPORTUNITIES Multiple Growth opportunities identified Vending & additional categories HOW WE DID IT The challenge A growing manufacturer relied on manual, inconsistent processes with no automation or digital ordering, leading to shortages, uncontrolled consumption, and lost labor. What we put in place Our specialists mapped the operation onsite, then installed FMI technology, organized storage, and point-of-use inventory at the line. Why it matters Automation and point-of-use inventory improve customer and branch productivity while reducing consumption. 8
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W H Y T H I S C U S T O M E R C H O S E F A S T E N A L Our supply solutions lower customer costs while growing our share B E F O R E F M I A F T E R F M I Why we win: an engineered solution, not just supply • Lean specialists map each customer’s processes, waste, and travel time onsite. • Solutions designed with the customer’s leadership and production teams. What customers get: availability, savings, and control • Point-of-use inventory that reduces shortages and downtime, while reducing stock and storage needs. • Documented savings, discussed in regular business reviews. • Real-time inventory visibility helps free up working capital while decreasing stockout risk. Why it works for Fastenal: technology does the work • Automated replenishment reduces local service labor. • Embedded technology deepens relationships and grows our share of spend. 9
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B U S I N E S S & M A R K E T T R E N D S Growth broad-based, led by heavy manufacturing U.S. manufacturing PMI averaged 54.9 in Q3, signaling continued expansion. • Industrial production for our key end markets (IP-PII) remained positive. Heavy manufacturing continued to outperform. • Led by key accounts, machined products, aerospace, and industrial equipment. • Construction, transportation, and reseller also contributed strong growth. 20.2% 13.2% 12.3% 18.6% 14.3% Direct materials outpaced indirect. • Supported by large customer signings, improved product availability, and pricing actions. • Electrical, welding/abrasives, tools, hydraulics/ pneumatics, cutting tools, and material handling outpaced total company DSR. 10 DSR GROWTH BY END MARKET DSR GROWTH BY MATERIAL TYPE Heavy manufacturing 44.6% of sales · PY +1.6% All other manufacturing 32.0% of sales · PY -0.8% All other end markets 23.4% of sales · PY -0.8% Direct materials 39.8% of sales · PY +0.9% Indirect materials 60.2% of sales · PY -0.9%
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Summary Results ($ in millions) Q3 2026 Q3 2025 % vs. PY Fav/(Unfav) Sales $ 2,463.3 $ 2,133.3 15.5% Daily Sales 38.5 33.3 15.5% Gross Profit 1,104.7 965.8 14.4% SG&A 573.9 524.3 9.4% Op Income $ 530.8 $ 441.5 20.2% EPS (diluted) $ 0.35 $ 0.29 19.8% (% of sales) Q3 2026 Q3 2025 Bps vs. PY Fav/(Unfav) Gross Margin 44.8% 45.3% (40) SG&A 23.3% 24.6% 130 Op Margin 21.5% 20.7% 90 F I N A N C I A L R E S U L T S Sales up 15.5%; operating margin up 90 bps Sales increased 15.5% (reported and daily). Gross margin decreased 40 bps. • Customer mix was a ~50 bps headwind, driven by continued growth with larger customers, which carry lower gross margins but support operating margin leverage. • Price/cost was a ~30 bps headwind, improving ~10 bps from the second quarter. • Gross margin benefited ~40 bps from several factors, including direct sourcing savings, supplier rebates, and tariff refunds. ~20 bps of the overall margin benefit reflected favorable timing. Operating margin increased 90 bps. • SG&A leverage of 130 basis points more than offset lower gross margin, reflecting disciplined expense management and only modest headcount growth. EPS of $0.35, up 19.8% versus prior year. 11
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C A S H F L O W & C A P I T A L D I S C I P L I N E Cash generation remains strong while funding growth C A S H G E N E R A T I O N Charts show annual results; current period is trailing twelve months (TTM). *Free cash flow, free cash flow as a percent of net income, and TTM capital returned to shareholders as a percent of free cash flow are non-GAAP measures. See reconciliations in the appendix. C A P I T A L R E T U R N E D , Q 3 2 0 2 6 Dividends paid $298.2M 74.2% of net income Share repurchases $30.2M 7.5% of net income Capital returned to shareholders $328.4M 81.8% of net income $421.6M Operating cash flow 105.0% of net income for the quarter $349.6M Free cash flow* 87.1% of net income for the quarter* Trailing twelve months: $1,182M returned, 99.8% of free cash flow*, after fully funding growth investments. 102.0% 103.0% 101.1% FY24 FY25 TTM Q3 26 83.3% 84.6% 83.5% FY24 FY25 TTM Q3 26 12
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K E Y T A K E A W A Y S Strong growth with higher operating margins and returns W H A T Q 3 D E L I V E R E D +15.5% 21.5% 87.1% Free cash flow % of net income* -11.9 pts vs. prior year K E Y M E S S A G E S Broad-based growth Growth was broad-based, led by heavy manufacturing, construction, transportation, and reseller markets. Progress on price/cost Price actions continue, moving price/cost positively on a sequential basis for the second quarter in a row. Large account signings compounding Signings with large accounts continue to grow, adding contracted, embedded spend that carries into future quarters. Momentum: share gains and customer-embedded solutions drive the growth, with margin expansion and cash conversion funding continued reinvestment. 13 Net sales growth $2.46B net sales 32.5% Return on invested capital* +230 bps vs. prior year Operating income margin +90 bps vs. prior year *Free cash flow as a percent of net income and return on invested capital are non-GAAP measures. See reconciliations in the appendix.
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THANK YOU L I S T I N G Nasdaq: FAST Fastenal Company common stock I R C O N T A C T investor.relations@fastenal.com Questions on results or the webcast N E X T R E P O R T Q4 2026 results Date posted to the IR site I R W E B S I T E investor.fastenal.com Filings, events and webcast replay 14
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A P P E N D I X What changed from the prior version 15 MOVED SHOWN DIFFERENTLY OR AVAILABLE ELSEWHERE ADDED • End market and material type history moved out of the body onto an appendix reference page (page 19). • eBusiness daily sales rate growth, share of sales, and FMI device signings per day moved out of the body onto the technology supplemental appendix page (page 20). • An opening highlights page framing the quarter's headline measures (page 4). • A customer win spotlight showing our approach in practice (pages 8-9); featured periodically rather than every quarter. • An abbreviated profit and loss summary, giving a fuller view of results and covering margin performance in one place (page 11). • A reconciliation of free cash flow in the appendix (page 18). • Strategic progress, previously combined with what is now the sales growth drivers page, is presented on its own (page 5). • The CEO recap is replaced by a summary of key takeaways (page 13). • The rolling multi-quarter history of gross and operating margins, operating cash flow, and net capital expenditures is no longer shown here; it remains available in our quarterly earnings release and Form 10-Q on the investor relations website.
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A P P E N D I X Non-GAAP financial measures 16 Non-GAAP Financial Measures The appendix includes information on our Return on Invested Capital ('ROIC'), which is a non-GAAP financial measure. We define ROIC as net operating income less income tax expense divided by average invested capital over the trailing 12 months ('TTM'). We believe ROIC is a useful financial measure for evaluating the efficiency and effectiveness of our use of capital and believe ROIC is an important driver of shareholder return over the long term. Our method of determining ROIC may differ from the methods of other companies, and therefore may not be comparable to those used by other companies. Management does not use ROIC for any purpose other than the reasons stated above. ROIC is a measure of performance not defined by accounting principles generally accepted in the United States, and should be considered in addition to, not in lieu of, GAAP reported measures. The tables that follow on page 17 include a reconciliation of the calculation of our return on total assets ('ROA') (which is the most closely comparable GAAP financial measure) to the calculation of our ROIC for the periods presented. The appendix includes information on our free cash flow, which is a non-GAAP financial measure. We define free cash flow as net cash provided by operating activities less capital expenditures, net of proceeds from sales of property and equipment, less acquisitions and other investing activities. Free cash flow as a percentage of net income is a non-GAAP measure and is calculated as free cash flow divided by net income for the applicable period. Capital returned to shareholders as a percentage of free cash flow on a trailing twelve months basis is a non- GAAP measure calculated as the sum of dividends paid and share repurchases over the trailing twelve months divided by free cash flow over the same period. Management uses these measures to assess the cash generated by operations that is available to fund dividends, share repurchases, and debt reduction after the investment required to maintain and grow the business. These measures should be considered in addition to, and not as substitutes for, net cash provided by operating activities, net cash provided by operating activities as a percentage of net income, or net cash provided by operating activities as a percentage of total capital returned on a trailing twelve months basis, in each case as reported in accordance with GAAP, and they may not be comparable to similarly titled measures reported by other companies. The table on page 18 reconciles free cash flow to net cash provided by operating activities, and presents the related percentages of net income and of total capital returned to shareholders.
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CALCULATION OF ROIC TTM Q3 2026 TTM Q3 2025 Operating Income $1,864.4 1,616.3 Income Tax Expense (447.9) (388.0) Net Operating Profit After Tax (NOPAT) $1,416.5 1,228.3 Total Current Assets $3,687.4 3,403.3 Cash and Cash Equivalents (250.0) (290.2) Accounts Payable (395.3) (323.3) Accrued Expenses (298.2) (243.4) Property & Equipment, Net 1,150.4 1,078.4 Other Assets 467.5 445.7 Invested Capital $4,361.8 4,070.6 ROIC 32.5% 30.2% RECONCILIATION OF ROIC TO ROA TTM Q3 2026 TTM Q3 2025 Net Income $1,418.2 1,226.6 Total Assets $5,305.3 4,927.4 ROA 26.7% 24.9% NOPAT $1,416.5 1,228.3 Add: Income Tax Expense 447.9 388.0 Operating Income 1,864.4 1,616.3 Add: Interest Income 5.5 5.5 Subtract: Interest Expense (3.8) (7.2) Subtract: Income Tax Expense (447.9) (388.0) Net Income $1,418.2 1,226.6 Invested Capital $4,361.8 4,070.6 Add: Cash and Cash Equivalents 250.0 290.2 Add: Accounts Payable 395.3 323.3 Add: Accrued Expenses 298.2 243.4 Total Assets $5,305.3 4,927.4 A P P E N D I X Return on invested capital Trailing twelve months ended the third quarter of 2026. Amounts in millions. Return on invested capital (ROIC) is a non-GAAP measure; the reconciliation to return on assets (ROA) is shown at right. 17
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CALCULATION OF FREE CASH FLOW Q3 2026 Q3 2025 YTD 2026 TTM Q3 2026 FY2025 FY2024 Net cash provided by operating activities $421.6 $386.9 $1,065.7 $1,433.8 $1,295.9 $1,173.3 Less: purchases of property and equipment (74.0) (60.3) (197.0) (257.0) (245.3) (226.5) Add: proceeds from sale of property and equipment 2.2 5.6 7.0 9.3 14.8 12.4 Less: acquisitions and other investing activities (0.2) (0.1) (2.1) (2.3) (0.5) (0.4) Free cash flow (non-GAAP) $349.6 $332.1 $873.6 $1,183.8 $1,064.8 $958.8 Net income $401.6 $335.5 $1,124.2 $1,418.2 $1,258.4 $1,150.6 Operating cash flow as a percent of net income 105.0% 115.3% 94.8% 101.1% 103.0% 102.0% Free cash flow as a percent of net income 87.1% 99.0% 77.7% 83.5% 84.6% 83.3% Capital returned to shareholders* $328.4 $252.5 $929.2 $1,181.7 Capital returned to shareholders as a percent of free cash flow 93.9% 76.0% 106.4% 99.8% A P P E N D I X Reconciliation of free cash flow Amounts in millions. Free cash flow, free cash flow as a percentage of net income, and total capital returned as a percentage of free cash flow on a TTM basis are non-GAAP measures. Free cash flow is calculated as net cash provided by operating activities less capital expenditures, net of proceeds from sales of property and equipment, less acquisitions and other investing activities. Free cash flow as a percentage of net income is calculated as free cash flow divided by net income for the applicable period. Capital returned to shareholders as a percentage of free cash flow on a TTM basis is calculated as TTM capital returned to shareholders divided by TTM free cash flow. * Capital returned to shareholders is calculated as dividends paid plus share repurchases. 18
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A P P E N D I X Business & market trends — historical detail 19 DSR GROWTH Q1 2024 Q2 2024 Q3 2024 Q4 2024 Q1 2025 Q2 2025 Q3 2025 Q4 2025 Q1 2026 Q2 2026 Q3 2026 By end market Heavy manufacturing (44.6% of sales) 2.7% 1.8% 0.7% 1.7% 4.8% 7.5% 12.4% 12.6% 14.1% 18.1% 20.2% All other manufacturing (32.0% of sales) 2.5% 4.0% 6.2% 5.4% 9.7% 11.5% 12.9% 13.0% 9.9% 10.8% 13.2% All other end markets (23.4% of sales) 0.0% (1.0)% (1.5)% (0.3)% (0.6)% 6.7% 8.4% 6.3% 13.2% 15.1% 12.3% By material type Direct materials (39.8% of sales) 1.5% 0.7% 1.6% 2.7% 5.4% 9.7% 14.2% 13.1% 13.1% 16.5% 18.6% Indirect materials (60.2% of sales) 2.2% 2.7% 2.4% 3.1% 5.5% 8.6% 10.4% 10.1% 12.4% 14.1% 14.3% Share of sales reflects data from most recently completed quarter.
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EBUSINESS AND FMI TRENDS Q1 2024 Q2 2024 Q3 2024 Q4 2024 Q1 2025 Q2 2025 Q3 2025 Q4 2025 Q1 2026 Q2 2026 Q3 2026 eBusiness daily sales rate growth, year over year 33.6% 25.5% 25.6% 27.6% 12.9% 13.5% 8.0% 6.4% 6.8% 12.6% 14.8% eBusiness as a percent of net sales 28.6% 28.7% 30.1% 30.9% 30.7% 30.0% 29.1% 29.6% 29.1% 29.4% 28.8% FMI device signings per day 105 112 114 108 102 101 110 95 110 109 117 A P P E N D I X Technology supplemental 20
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MONTHLY SEQUENTIAL DSR CHANGE Jan.* Feb. Mar. Jan. - Mar. Apr. May Jun. Jan. - Jun. Jul. Aug. Sep. Jan. - Sep. Oct. Jan. - Oct. Nov. Dec. Five-year benchmark** 0.0% 2.2% 2.7% 4.9% (1.6%) 3.0% 1.0% 7.5% (3.1%) 2.2% 4.0% 10.7% (1.8%) 8.7% (2.3%) (6.9%) 2026 sequential change (1.0%) 7.0% 1.6% 8.7% (0.4%) 4.6% 2.2% 15.7% (2.3%) 3.0% 1.6% 18.4% Delta v. benchmark (1.0%) 4.8% (1.1%) 3.8% 1.1% 1.6% 1.2% 8.2% 0.9% 0.9% (2.4%) 7.7% 2025 sequential change (1.6%) 5.8% 3.3% 9.2% (2.9%) 4.1% 2.0% 12.6% (2.7%) 2.1% 3.6% 15.9% (2.5%) 13.1% (1.5%) (9.3%) Delta v. benchmark (1.5%) 3.6% 0.6% 4.3% (1.3%) 1.1% 1.0% 5.1% 0.4% (0.1%) (0.5%) 5.2% (0.7%) 4.3% 0.9% (2.5%) 2024 sequential change (0.7%) 2.7% 0.2% 2.8% (1.3%) 1.5% 1.6% 4.6% (5.3%) 3.0% 5.1% 7.2% (3.4%) 3.6% (1.9%) (8.4%) Delta v. benchmark (0.7%) 0.5% (2.5%) (2.1%) 0.2% (1.5%) 0.5% (2.9%) (2.1%) 0.8% 1.1% (3.5%) (1.6%) (5.2%) 0.4% (1.6%) 2023 sequential change (0.4%) 1.7% 1.0% 2.6% (0.2%) 0.7% (0.2%) 2.9% (2.6%) 1.3% 4.0% 5.5% (3.0%) 2.3% (2.5%) (5.3%) Delta v. benchmark (0.4%) (0.5%) (1.8%) (2.3%) 1.3% (2.4%) (1.2%) (4.6%) 0.5% (0.8%) 0.0% (5.2%) (1.2%) (6.4%) (0.2%) 1.5% BUSINESS DAYS Jan.* Feb. Mar. Jan. - Mar. Apr. May Jun. Jan. - Jun. Jul. Aug. Sep. Jan. - Sep. Oct. Jan. - Oct. Nov. Dec. Total 2027 20 20 23 63 22 20 22 127 21 22 21 191 21 212 21 20 253 2026 21 20 22 63 22 20 22 127 22 21 21 191 22 213 20 21 254 2025 22 20 21 63 22 21 21 127 22 21 21 191 23 214 19 21 254 *The January average is based on the historical change in January vs. the prior year's October. All other months are sequential. **The benchmark for each month is the average of the previous five years for that month. Good Friday was in April of 2025 and 2026. In 2027, Good Friday will be in March. Sequential trends — monthly detail A P P E N D I X 21
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End Market Mix - Full Year 2026 Heavy Manufacturing, All Other Manufacturing, Non-Residential Construction, Reseller, Gov't/Education, Transportation/ Warehousing, Other, MAJOR SEGMENTS GROWTH Daily Sales Rates Jan. Feb. Mar. Apr. May June July Aug. Sep. Year to Date Oct. Nov. Dec. Full Year Heavy Manufacturing 2026 13.2% 14.9% 13.8% 17.7% 18.7% 17.8% 18.7% 21.8% 20.3% 17.6% 2025 1.8% 4.8% 7.9% 4.6% 8.6% 9.2% 13.6% 11.7% 11.8% 8.2% 11.5% 13.0% 14.4% 9.3% All Other Manufacturing 2026 10.5% 10.2% 8.7% 10.5% 11.5% 10.5% 12.5% 14.3% 12.9% 11.3% 2025 6.7% 10.4% 12.0% 9.7% 12.8% 12.1% 14.2% 12.5% 11.8% 11.4% 13.2% 12.9% 13.3% 11.8% All Other End Markets 2026 11.3% 14.8% 13.2% 14.4% 13.6% 16.9% 16.0% 12.2% 8.8% 13.5% 2025 (3.7%) (1.0%) 3.0% 5.7% 6.1% 8.4% 9.0% 10.7% 5.3% 4.9% 8.5% 8.2% 2.1% 5.2% A P P E N D I X End market profile FY25 End Market Data 43.0% 32.8% 8.1% 5.3% 4.4% 3.8%2.6% Heavy Manufacturing, All Other Manufacturing, Non-Residential Construction, Transportation/ Warehousing, Reseller, Gov't/Education, Other, Heavy manufacturing is the largest end market at 43.0% of net sales, and manufacturing overall accounts for 75.8% for FY25. 22
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End Market Mix - Full Year 2026 Heavy Manufacturing, All Other Manufacturing, Non-Residential Construction, Reseller, Gov't/Education, Transportation/ Warehousing, Other, CUSTOMER SITES BY MONTHLY SPEND Q3 2026 sites (#) (1) (2) Q3 2026 sales ($MM) Q3 2026 sales per site (3) Q3 2025 sites (#)(1) (2) Q3 2025 sales ($MM) Q3 2025 sales per site (3) Manufacturing $50k+ per month (4) 2,730 1,239.4 151,331 2,304 971.8 140,596 $10k+ per month 9,534 1,693.4 59,206 8,913 1,411.5 52,788 $5k+ per month 14,023 1,789.9 42,547 13,385 1,507.6 37,545 Other sales (5) 26,527 95.2 1,196 28,936 103.0 1,187 Total manufacturing 40,550 1,885.1 15,496 42,321 1,610.6 12,668 Non-manufacturing $50k+ per month (4) 558 217.1 129,689 467 170.1 121,413 $10k+ per month 3,601 403.3 37,332 3,282 340.5 34,583 $5k+ per month 6,534 465.2 23,732 6,134 400.9 21,786 Other sales (5) 43,675 113.1 863 50,368 121.8 806 Total non-manufacturing 50,209 578.2 3,839 56,502 522.7 3,015 Total $50k+ per month (4) 3,288 1,456.6 147,668 2,771 1,141.9 137,363 $10k+ per month 13,135 2,096.7 53,209 12,195 1,752.0 47,888 $5k+ per month 20,557 2,255.0 36,565 19,519 1,908.5 32,592 Other sales (5) 70,202 208.3 989 79,304 224.8 945 Grand total 90,759 2,463.3 9,047 98,823 2,133.3 7,149 A P P E N D I X Customer site supplemental (1) Sites represent the number of customer locations served by our network. Individual customers with multiple locations will have multiple customer Sites. (2) Sites numbers reflect the monthly average of active Site counts. (3) Monthly sales per Site totals are not rounded to the millions and represent the exact dollar amount. (4) $50k+ Sites are disclosed as a representation of Onsite-like customers and are also a subset of $10k+ and $5k+ Sites. (5) Other sales represent sales to Sites under $5k per month and sales that are not tied to a specific Site. This includes certain service fees, cash sales, direct ship sales, etc. 23
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Absolute Count FTE Count (1) HEADCOUNT STATISTICS Q3 2026 Q2 2026 Change Since Q2 2026 Q4 2025 Change Since Q4 2025 Q3 2025 Change Since Q3 2025 Q3 2026 Q2 2026 Change Since Q2 2026 Q4 2025 Change Since Q4 2025 Q3 2025 Change Since Q3 2025 Selling personnel (2) 17,117 17,340 (1.3%) 17,166 (0.3%) 17,196 (0.5%) 15,332 15,796 (2.9%) 15,439 (0.7%) 15,414 (0.5%) Distribution/Transportation personnel 4,129 4,074 1.4% 4,057 1.8% 3,985 3.6% 3,162 3,196 (1.1%) 3,056 3.5% 3,057 3.4% Manufacturing personnel 1,122 1,085 3.4% 1,046 7.3% 1,072 4.7% 1,016 995 2.1% 958 6.1% 973 4.4% Organizational support personnel (3) 2,311 2,296 0.7% 2,220 4.1% 2,185 5.8% 2,239 2,243 (0.2%) 2,149 4.2% 2,124 5.4% Total personnel 24,679 24,795 (0.5%) 24,489 0.8% 24,438 1.0% 21,749 22,230 (2.2%) 21,602 0.7% 21,568 0.8% A P P E N D I X Employee statistics (1) (2) (3) 24 FTE – "Full-Time Equivalent". FTE is based on 40 hours per week. Of our Selling personnel, 80%-85% are attached to a specific location. Organizational support personnel consists of: (1) Sales Support personnel (37% to 42% of category), which includes sourcing, purchasing, supply chain, product development, etc.; (2) information technology (IT) personnel (33% to 38% of category); and (3) Administrative Support personnel (22% to 27% of category), which includes human resources, Fastenal School of Business, accounting and finance, senior management, etc.