Fastenal 2026Q3 业绩强劲：销售+15.5%至24.6亿美元、EPS 0.35美元+19.8%、营业利润率扩张90bp，但当日盘中已完成巨幅重定价

2026 THIRD QUARTER INVESTOR
TELECONFERENCE
October 14, 2026
Safe Harbor


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.




2
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
Q3 2026 HIGHLIGHTS


Q3 sales up 15.5%, with earnings growth outpacing sales

SALES GROWTH MARGIN EXPANSION CASH CONVERSION CAPITAL EFFICIENCY



+15.5% 21.5% 87.1% 32.5%
Net sales growth vs. prior year Operating income margin Free cash flow % of net income* Return on invested capital*
$2.46B net sales (+$330.0M) +90 bps vs. prior year -11.9 pts vs. prior year +230 bps vs. prior year




WHAT DROVE THE QUARTER




Growth accelerated Earnings outpaced sales Share-led growth
Improving unit volumes Operating margin expansion Key account strategy and new contract wins




*Free cash flow as a percent of net income and return on invested capital are non-GAAP measures. See reconciliations in the appendix.




4
STRATEGIC OBJECTIVES


Progress across our three strategic objectives




Increase sales effectiveness Enhance our services Expand total addressable market
Gain share through our key account strategy Expand Fastenal Managed Inventory (FMI) device Access currently unaddressed revenue sources
and new contract wins. base and digital footprint, improving customer by expanding products, geographies, business
experience, retention, and operating efficiency. models, services, and capabilities.




A S E V I D E N C E D B Y

Overall & large account DSR Digital footprint International & non-fastener
growth and contract signings expansion sales growth
Pages 6, 10 Pages 7, 20 See monthly sales release




5
SALES GROWTH DRIVERS


Share gains and embedded solutions drove growth
DAILY SALES RATE (DSR) GROWTH

15.5% 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.
1.9%
• Pricing contributed ~2.4%, reflecting continued pricing
actions, though at a slower pace as we began to lap
Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26 peak pricing implemented in 2025.

CONTRACT COUNT

3,744 Customer site data shows continued progress
with larger customers (new and existing).
3,266
• 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.
Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26



6
SALES GROWTH DRIVERS


Digital adoption and FMI deployments continue to grow
DIGITAL FOOTPRINT


Digital Footprint was 61.4% of total sales.
61.1% 61.4% • 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
Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26
sales (our original 2026 estimate was 66%).
FMI DEVICE TOTAL INSTALLATIONS

143,878
FMI device base tops 143,000 units.
• FASTBin and FASTVend sales outpaced company growth.
123,193 • 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).


Q3 24 Q4 24 Q1 25 Q2 25 Q3 25 Q4 25 Q1 26 Q2 26 Q3 26



7
CUSTOMER WIN SPOTLIGHT


A manufacturer’s 20-year-old supply model, rebuilt on FMI

ESTIMATED CUSTOMER SAVINGS DIGITAL FOOTPRINT REPLENISHMENT NEXT OPPORTUNITIES


~25% 99% Automated Multiple
As onboarding continues Digital footprint on the account Fully automated process Growth opportunities identified
Significant savings Up from 0% before FMI Shortages eliminated Vending & additional categories
documented to date




HOW WE DID IT



The challenge What we put in place Why it matters
A growing manufacturer relied on manual, Our specialists mapped the operation onsite, Automation and point-of-use inventory
inconsistent processes with no automation then installed FMI technology, organized improve customer and branch productivity
or digital ordering, leading to shortages, storage, and point-of-use inventory at the line. while reducing consumption.
uncontrolled consumption, and lost labor.




8
WHY THIS CUSTOMER CHOSE FASTENAL


Our supply solutions lower customer costs while growing our share
BEFORE FMI
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.
AFTER FMI
• 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
BUSINESS & MARKET TRENDS


Growth broad-based, led by heavy manufacturing
DSR GROWTH BY END MARKET


Heavy manufacturing
44.6% of sales · PY +1.6% 20.2% U.S. manufacturing PMI averaged 54.9 in Q3,
signaling continued expansion.
All other manufacturing • Industrial production for our key end markets (IP-PII)
32.0% of sales · PY -0.8% 13.2% remained positive.

Heavy manufacturing continued to outperform.
All other end markets
12.3% • Led by key accounts, machined products, aerospace,
23.4% of sales · PY -0.8%
and industrial equipment.
• Construction, transportation, and reseller also
contributed strong growth.
DSR GROWTH BY MATERIAL TYPE

Direct materials outpaced indirect.
Direct materials
39.8% of sales · PY +0.9% 18.6% • Supported by large customer signings, improved
product availability, and pricing actions.
Indirect materials • Electrical, welding/abrasives, tools, hydraulics/
60.2% of sales · PY -0.9% 14.3% pneumatics, cutting tools, and material handling
outpaced total company DSR.



10
FINANCIAL RESULTS


Sales up 15.5%; operating margin up 90 bps

Summary Results
Sales increased 15.5% (reported and daily).
% vs. PY
($ in millions) Q3 2026 Q3 2025 Fav/(Unfav) Gross margin decreased 40 bps.
Sales $ 2,463.3 $ 2,133.3 15.5% • Customer mix was a ~50 bps headwind, driven by
Daily Sales 38.5 33.3 15.5% continued growth with larger customers, which carry
lower gross margins but support operating margin
Gross Profit 1,104.7 965.8 14.4% leverage.
SG&A 573.9 524.3 9.4% • Price/cost was a ~30 bps headwind, improving ~10 bps
from the second quarter.
Op Income $ 530.8 $ 441.5 20.2%
• Gross margin benefited ~40 bps from several factors,
EPS (diluted) $ 0.35 $ 0.29 19.8% including direct sourcing savings, supplier rebates, and
tariff refunds. ~20 bps of the overall margin benefit
Bps vs. PY reflected favorable timing.
(% of sales) Q3 2026 Q3 2025 Fav/(Unfav) Operating margin increased 90 bps.
Gross Margin 44.8% 45.3% (40) • SG&A leverage of 130 basis points more than offset
lower gross margin, reflecting disciplined expense
SG&A 23.3% 24.6% 130
management and only modest headcount growth.
Op Margin 21.5% 20.7% 90 EPS of $0.35, up 19.8% versus prior year.

11
CASH FLOW & CAPITAL DISCIPLINE


Cash generation remains strong while funding growth
CASH GENERATION CAPITAL RETURNED, Q3 2026

Operating cash flow
$421.6M 105.0% of net income for the quarter
Dividends paid $298.2M
74.2% of net income
102.0% 103.0% 101.1%




FY24 FY25 TTM Q3 26 Share repurchases $30.2M
7.5% of net income


$349.6M Free cash flow*
87.1% of net income for the quarter*

83.3% 84.6% 83.5% Capital returned to shareholders
81.8% of net income
$328.4M

Trailing twelve months: $1,182M returned, 99.8% of free
cash flow*, after fully funding growth investments.
FY24 FY25 TTM Q3 26

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.


12
KEY TAKEAWAYS


Strong growth with higher operating margins and returns

WHAT Q3 DELIVERED



+15.5% 21.5% 87.1% 32.5%
Net sales growth Operating income margin Free cash flow % of net income* Return on invested capital*
$2.46B net sales +90 bps vs. prior year -11.9 pts vs. prior year +230 bps vs. prior year

KEY MESSAGES




Broad-based growth Progress on price/cost Large account signings compounding

Growth was broad-based, led by heavy Price actions continue, moving price/cost Signings with large accounts continue to grow,
manufacturing, construction, transportation, positively on a sequential basis for the second adding contracted, embedded spend that
and reseller markets. quarter in a row. carries into future quarters.



Momentum: share gains and customer-embedded solutions drive the growth, with margin expansion and cash conversion funding continued reinvestment.
*Free cash flow as a percent of net income and return on invested capital are non-GAAP measures. See reconciliations in the appendix.

13
THANK YOU
LISTING NEXT REPORT IR WEBSITE IR CONTACT
Nasdaq: FAST Q4 2026 results investor.fastenal.com investor.relations@fastenal.com
Fastenal Company common stock Date posted to the IR site Filings, events and webcast replay Questions on results or the webcast




14
APPENDIX


What changed from the prior version

SHOWN DIFFERENTLY OR AVAILABLE
MOVED ADDED
ELSEWHERE


• End market and material type history • Strategic progress, previously combined • An opening highlights page framing the
moved out of the body onto an appendix with what is now the sales growth drivers quarter's headline measures (page 4).
reference page (page 19). page, is presented on its own (page 5).
• A customer win spotlight showing our
• eBusiness daily sales rate growth, share of • The CEO recap is replaced by a summary approach in practice (pages 8-9); featured
sales, and FMI device signings per day of key takeaways (page 13). periodically rather than every quarter.
moved out of the body onto the technology • The rolling multi-quarter history of gross • An abbreviated profit and loss summary,
supplemental appendix page (page 20). and operating margins, operating cash flow, giving a fuller view of results and covering
and net capital expenditures is no longer margin performance in one place (page
shown here; it remains available in our 11).
quarterly earnings release and Form 10-Q
• A reconciliation of free cash flow in the
on the investor relations website.
appendix (page 18).




15
APPENDIX


Non-GAAP financial measures
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.

16
APPENDIX


Return on invested capital

TTM TTM TTM TTM
CALCULATION OF ROIC RECONCILIATION OF ROIC TO ROA
Q3 2026 Q3 2025 Q3 2026 Q3 2025

Operating Income $1,864.4 1,616.3 Net Income $1,418.2 1,226.6
Income Tax Expense (447.9) (388.0) Total Assets $5,305.3 4,927.4
Net Operating Profit After Tax (NOPAT) $1,416.5 1,228.3 ROA 26.7% 24.9%
Total Current Assets $3,687.4 3,403.3 NOPAT $1,416.5 1,228.3
Cash and Cash Equivalents (250.0) (290.2) Add: Income Tax Expense 447.9 388.0
Accounts Payable (395.3) (323.3) Operating Income 1,864.4 1,616.3
Accrued Expenses (298.2) (243.4) Add: Interest Income 5.5 5.5
Property & Equipment, Net 1,150.4 1,078.4 Subtract: Interest Expense (3.8) (7.2)
Other Assets 467.5 445.7 Subtract: Income Tax Expense (447.9) (388.0)
Invested Capital $4,361.8 4,070.6 Net Income $1,418.2 1,226.6
ROIC 32.5% 30.2% Invested Capital $4,361.8 4,070.6

Add: Cash and Cash Equivalents 250.0 290.2

Add: Accounts Payable 395.3 323.3
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 Add: Accrued Expenses 298.2 243.4
(ROA) is shown at right.
Total Assets $5,305.3 4,927.4




17
APPENDIX


Reconciliation of free cash flow

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%


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
APPENDIX


Business & market trends — historical detail

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.




19
APPENDIX


Technology supplemental

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 33.6% 25.5% 25.6% 27.6% 12.9% 13.5% 8.0% 6.4% 6.8% 12.6% 14.8%
over year




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




20
APPENDIX


Sequential trends — monthly detail

MONTHLY SEQUENTIAL Jan. - Jan. - Jan. - Jan. -
DSR CHANGE Jan.* Feb. Mar. Apr. May Jun. Jul. Aug. Sep. Oct. Nov. Dec.
Mar. Jun. Sep. Oct.

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%


Jan. - Jan. - Jan. - Jan. -
BUSINESS DAYS Jan.* Feb. Mar. Apr. May Jun. Jul. Aug. Sep. Oct. Nov. Dec. Total
Mar. Jun. Sep. Oct.

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.




21
APPENDIX End Market Mix - Full Year 2026

End market profile
FY25 End Market Data




43.0% 32.8% 8.1% 5.3% 4.4% 3.8% 2.6%




Heavy All Other Non-Residential
Manufacturing, Manufacturing, Construction,
Heavy All Other Non-Residential Transportation/ Reseller,
Reseller, Gov't/Education,
Gov't/Education, Other,Transportation/
Manufacturing, Manufacturing, Construction, Warehousing, Warehousing,
Other,
Heavy manufacturing is the largest end market at 43.0% of net sales, and manufacturing overall accounts for 75.8% for FY25.

MAJOR SEGMENTS GROWTH Jan. Feb. Mar. Apr. May June July Aug. Sep. Year to Oct. Nov. Dec. Full
Daily Sales Rates Date 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%



22
APPENDIX End Market Mix - Full Year 2026

Customer site supplemental
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 Heavy All Other Non-Residential
Manufacturing, Manufacturing, Construction,
$50k+ per month (4) 558 217.1 129,689 467 170.1 121,413
Reseller, Gov't/Education, Transportation/
$10k+ per month 3,601 403.3 37,332 3,282 340.5Warehousing, 34,583
$5k+ per month 6,534 465.2 23,732 Other, 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
(1) Sites represent the number of customer locations served by our network. Individual customers with multiple locations will have (4) $50k+ Sites are disclosed as a representation of Onsite-like customers and are also a subset of $10k+ and $5k+ Sites.
multiple customer Sites.
(5) Other sales represent sales to Sites under $5k per month and sales that are not tied to a specific Site. This includes
(2) Sites numbers reflect the monthly average of active Site counts. certain service fees, cash sales, direct ship sales, etc.
(3) Monthly sales per Site totals are not rounded to the millions and represent the exact dollar amount.


23
APPENDIX


Employee statistics

Absolute Count FTE Count (1)

Change Change Change Change Change Change
HEADCOUNT Q3 Q2 Q4 Q3 Q3 Q2 Q4 Q3
Since Since Since Since Since Since
STATISTICS 2026 2026 2025 2025 2026 2026 2025 2025
Q2 2026 Q4 2025 Q3 2025 Q2 2026 Q4 2025 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%


(1) FTE – "Full-Time Equivalent". FTE is based on 40 hours per week.
(2) Of our Selling personnel, 80%-85% are attached to a specific location.
(3) 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.




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