Summary of Karooooo (NasdaqCM:KARO) Conference Call - December 09, 2025 Company Overview - **Company**: Karooooo, a SaaS platform specializing in telematics, fleet management, AI video, and logistics solutions - **Subscribers**: Over 2.4 million across 24 regions - **Recent Financial Performance**: 20% increase in subscription revenue with a 29% operating profit margin [2][37] Key Insights Market Position and Competition - **South Africa**: Largest market, generating nearly 70% of revenue; holds a 40% market share despite entering the market 10 years after competitors [2][3] - **Competitors**: In South Africa, competes with Powerfleet, Geotab, and local firms like Netstar, Ctrack, and Tracker [2][4] - **Asia**: Fastest-growing region with a focus on hiring and expanding sales teams; currently accounts for 20% of revenue and growing at mid-20% on a constant-currency basis [8][29] - **Europe**: Operates in Portugal, Poland, and Spain with healthy growth rates in the low 20s [9] Growth Strategy - **Sales Hiring**: Plans to increase sales headcount in Asia by 70% year-over-year; currently at 38% growth [10][11] - **Product Cross-Selling**: Focus on selling new products (Cartrack Tag and Video) to existing customers in South Africa, contributing to subscriber growth [8][50] - **ARPU Growth**: Targeting a 10% increase in ARPU in South Africa, with a consolidated goal of around 6% [23][25] Product Development - **Video-Based Safety Solutions**: Significant potential for ARPU uplift (2-4x) with a similar operating profit margin to conventional offerings; adoption is increasing among SMEs [17][18] - **Asset Management Solutions**: New product focusing on monitoring industrial equipment, expanding customer base beyond vehicles [20][27] Financial Performance and Projections - **Revenue Growth Guidance**: FY25 subscription revenue growth of 15%, with guidance for FY26 at 16%-21% [7][37] - **Operating Margins**: Current operating profit margins at 29%, with potential to reach 40% if growth stabilizes [18][38] - **Cash Flow Management**: Focus on reinvesting in the business, paying dividends, and considering M&A opportunities [39][40] Market Dynamics - **OEM Partnerships**: Engaging with 20 OEMs, primarily in early stages; potential for significant growth as OEM technology matures [44][46] - **Southeast Asia Market**: Under-penetrated market with rapid adoption of technology; aggressive marketing and sales expansion are key drivers [29][30][32] Investor Insights - **Unique Financial Profile**: 20% growth with 30% operating profit margin is rare among small-cap companies; this aspect is often underappreciated by investors [51][52] - **Long-Term Strategy**: Focus on cementing leadership in South Africa while exploring growth opportunities in existing markets rather than entering new geographies hastily [34][35] Additional Considerations - **Sales Challenges**: Difficulty in hiring quality sales personnel; emphasis on training and maintaining staff quality [12][14] - **Market Education**: Importance of educating potential customers about the benefits of technology and use cases to drive adoption [32][33] This summary encapsulates the key points discussed during the conference call, highlighting Karooooo's market position, growth strategies, financial performance, and investor insights.

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Summary of Karoooo's Conference Call Company Overview - **Company Name**: Karoooo - **Business Model**: Operates Cartrack, a SaaS platform focusing on telematics, fleet management, AI, vision, and logistics - **Subscribers**: 2.5 million across 24 countries - **Recent Performance**: 20% subscription revenue growth and 29% operating profit growth in the last quarter [5][12][30] Market Position and Competition - **Geographic Focus**: - **South Africa**: Largest market, generating approximately 70% of revenue, with 1.85 million subscribers - **Asia**: Fastest-growing segment, competing with smaller companies - **Europe**: Operations in Portugal, Poland, and Spain, competing against Geotab and Powerfleet - **Market Share**: 40% market share in South Africa despite entering the market 10 years after competitors [6][10][12] Growth Opportunities - **South Africa**: - Significant growth potential with a vehicle pool of approximately 13 million - New product launch: Cartrack Tag for asset monitoring, contributing to upsell opportunities [10][11][12] - **Asia**: - Plans to increase sales headcount by 70% to drive subscription revenue growth into the mid- to high 20s percentage range [13][16] - **Cross-Selling Initiatives**: Focus on selling new products (Tag and video solutions) to existing customers to enhance long-term business health [18][24] Financial Performance - **Recent Growth Metrics**: - Q2 subscription revenue growth: 20% - Subscriber growth: 15% - ARPU growth: 4% [24][27] - **Future Guidance**: - Subscription revenue growth guidance for FY 2026: 16%-21% - Expected ARPU growth in South Africa: up to 10% year-over-year [17][27] Challenges and Considerations - **Subscriber Growth Deceleration**: Noted a 150 basis points deceleration in subscriber growth, attributed to resource allocation towards selling new products rather than macroeconomic factors [9][49] - **Margin Concerns**: Operating profit margin decreased by 50 basis points year-over-year, but the company views this as a trade-off for accelerated growth [30][34] - **Investment in Sales Capacity**: Increased sales and marketing expenses by 34% in Q2 to support growth initiatives [30][31] Strategic Focus - **Innovation and Customer Retention**: Emphasis on continuous innovation to meet customer needs and maintain strong retention rates [51] - **Autonomous Vehicles**: Viewed as an opportunity rather than a disruption, with plans to integrate related solutions into the platform [48] Additional Insights - **Cultural Aspect**: The unique spelling of "Karoooo" reflects the founder's vision and the company's culture of innovation and disruption [54][56]

Core Insights - Karooooo, a smart mobility SaaS platform provider, will participate in two upcoming investor conferences, showcasing its strategic initiatives and market presence [1][2]. Company Overview - Karooooo specializes in digital transformation of physical operations, focusing on fleet maintenance, fuel management, asset utilization, workforce management, logistics, safety, compliance, risk, and environmental impact [3]. - The company operates a cloud platform that provides insights and analytics to enhance operational efficiency, reduce costs, and improve safety and customer satisfaction [3]. - Headquartered in Singapore, Karooooo serves over 125,000 commercial customers and has more than 2,500,000 active subscribers across 20 countries [4]. Financial Performance - Karooooo reported a significant increase in subscription revenue, with Cartrack's quarterly subscription revenue rising by 20% to ZAR1,180 million compared to ZAR983 million in the previous year [8]. - The annualized recurring revenue (ARR) for Cartrack also increased by 20% to ZAR4,806 million as of August 31, 2025 [8].

Core Insights - Cartrack has partnered with Volkswagen Group Info Services AG to integrate multi-brand vehicle data across Europe [1] - This collaboration enables the direct integration of real-time fleet data from various Volkswagen brands into Cartrack's SaaS fleet platform [1] Company Overview - Cartrack is a leading global mobility solutions provider and a subsidiary of Karooooo Limited (NASDAQ: KARO) [1] - The partnership enhances Cartrack's capabilities in fleet management by incorporating data from Volkswagen Passenger Cars, Volkswagen Commercial Vehicles, Audi, Škoda, SEAT, and CUPRA [1]

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Core Insights - Karooooo Limited's shares fell by 16.5% following disappointing profit results despite strong revenue growth [1][2] - The company reported a 21% increase in revenue for fiscal Q2 2026, but adjusted non-GAAP earnings per share only rose by 13% to ZAR 8.28 ($0.48) [3] - Gross margin decreased by three percentage points to 72%, contributing to the earnings shortfall [4] Revenue and Growth - Annualized recurring revenue (ARR) growth accelerated to 20% in Q2, up from 17% in fiscal 2025, 15% in fiscal 2024, and 13% in fiscal 2023 [5] - Management is focusing on growth opportunities, particularly in Southeast Asia, potentially sacrificing current profitability for market share gains [6] Business Valuation - Despite the stock decline, Karooooo is considered an attractive business, exceeding the software rule of 40, with its Cartrack segment achieving 20% growth and 46% EBITDA margins [8] - The sell-off may present a buying opportunity for investors interested in the telematics sector [9]

Core Insights - Karooooo's second-quarter financial report shows strong revenue growth and subscriber increases, with overall revenue rising by 21% year over year and Cartrack subscription revenue increasing by 20% [4][9] - The company maintained its fiscal 2026 guidance, expecting Cartrack subscription revenue growth of 16% to 21% and adjusted earnings per share between ZAR32.50 and ZAR35.50 [8][9] Financial Performance - Revenue for Q2 2026 reached ZAR1.34 billion, up from ZAR1.11 billion in Q2 2025, marking a 21% increase and beating expectations [3] - Adjusted earnings per share rose to ZAR8.28, a 13% increase from ZAR7.35 in the previous year, also exceeding expectations [3] - The number of Cartrack subscribers grew by 15% year over year to 2.46 million, with 70,740 net new subscribers added in the second quarter [5] Subscription Revenue and Margins - Subscription revenue from Cartrack accounted for approximately 90% of total revenue, with a 20% increase in this segment [4] - Gross margin slightly decreased to 68%, down from 70%, while operating margin was 26%, down from 27% in the prior year [3][6] - Cartrack's operating margin remained stable at 29% despite overall margin pressures [6] Market Reaction - Following the earnings report, Karooooo's shares fell about 12%, although the stock has more than doubled since the beginning of 2024 [7] - The forward price-to-earnings ratio was around 25 after the decline, down from over 30 earlier in the year [7] Future Outlook - The company expects continued growth in Cartrack subscription revenue and has set a target for adjusted earnings per share for the full year [8]

Core Viewpoint - Karooooo, a software company based in Singapore, owns Cartrack and controls 81% of Karooooo Logistics, indicating a strong market position in the logistics and software sector [1]. Company Overview - Karooooo is primarily focused on subscriber growth, which is a key metric for its business model [1]. - The company is categorized as a small- to mid-cap entity, often overlooked by many investors, but it also occasionally examines large-cap companies to provide a broader market perspective [1].

Financial Data and Key Metrics Changes - Annual recurring revenue (ARR) increased 20% to ZAR 4,806 million, and on a U.S. dollar basis, increased 21% to $272 million [4] - Total revenue of ZAR 1,344 million increased 21%, with subscription revenue of ZAR 1,182 million increasing 20% [7] - Operating profit increased 18% to ZAR 356 million, and adjusted earnings per share increased 13% to ZAR 8.28 [16][20] Business Line Data and Key Metrics Changes - Cartrack generated approximately ZAR 1.2 billion in subscription revenue, an increase of 20% [5] - Karooooo Logistics's delivery-as-a-service revenue reached ZAR 139 million, an increase of 38% [6][12] - Cartrack's operating profit margin was a healthy 29% in Q2 [9] Market Data and Key Metrics Changes - South Africa's subscription revenue growth accelerated to 18%, contributing 71% of total subscription revenue [10] - Southeast Asia and the Middle East subscription revenue growth increased 26%, with approximately 303,000 subscribers [11] - European subscription revenue accelerated to 27%, with approximately 216,000 subscribers [12] Company Strategy and Development Direction - The company focuses on expanding its distribution capabilities and enhancing customer engagement through video solutions and AI [14][21] - Strategic investments in sales capacity are aimed at accelerating organic growth and broadening the customer base [10][22] - The company prioritizes organic growth and innovation while maintaining a disciplined capital allocation strategy [14][15] Management Comments on Operating Environment and Future Outlook - Management expressed confidence in the company's ability to generate healthy cash flow and sustain growth in an expanding market [21] - The company is encouraged by the strong performance and believes it is well-positioned for future growth due to robust customer demand [21][22] - Management acknowledged the challenges in scaling operations but remains focused on building teams to meet demand [24][27] Other Important Information - The company ended Q2 with net cash and cash equivalents of ZAR 393 million [9] - The total subscriber base reached approximately 2.5 million, an increase of 15% [7][9] - The company paid a total cash dividend of approximately $38.6 million to shareholders [21] Q&A Session Summary Question: Can you talk about the touch rates on newer offerings and ARPU growth? - The company has grown ARPU by 4%, with a target of 10% growth in South Africa [24][25] Question: How does the sales capacity compare to demand? - The company is experiencing more demand than it can deliver, indicating a need to build teams faster [25][26] Question: What is the market penetration in each region? - South Africa is estimated at 35%, Europe at 20%-25%, and Asia at under 10% [34][35] Question: How is AI being utilized in scaling go-to-market efforts? - AI is being explored for efficiency, but there are challenges in customer acceptance in certain markets [36]