Karooooo Q4 2026 Earnings Report

Karooooo EPS Results

• Actual EPS: $0.45
• Consensus EPS: $0.51
• Beat/Miss: Missed by -$0.06
• One Year Ago EPS: N/A

Karooooo Revenue Results

• Actual Revenue: $90.93 million
• Expected Revenue: $89.42 million
• Beat/Miss: Beat by +$1.51 million
• YoY Revenue Growth: N/A

Karooooo Announcement Details

• Quarter: Q4 2026
• Date: 5/13/2026
• Time: After Market Closes
• Conference Call Date: Thursday, May 14, 2026
• Conference Call Time: 8:00AM ET

Karooooo (NASDAQ:KARO) Ltd is a global provider of telematics software-as-a-service solutions for vehicle and fleet management. Through its flagship platform, the company delivers real-time GPS tracking, stolen vehicle recovery and driver behaviour analytics, enabling commercial fleets and automotive insurers to optimise operations, increase safety and reduce costs.

Karooooo’s SaaS platform integrates proprietary hardware devices with cloud-based analytics and mobile applications. Customers gain access to live vehicle location data, engine diagnostics, route planning tools and customizable reporting dashboards. Additional features such as geo-fencing, maintenance alerts and integration with third-party systems support asset tracking, workforce management and insurance telematics programmes.

Originally founded as a vehicle tracking provider in South Africa, the company reorganised under the Karooooo holding structure in 2021. Today, it serves a diverse customer base across Africa, Europe, Asia Pacific and Latin America, operating through regional offices and partnerships. With a subscription-based model, Karooooo continues to invest in platform enhancements and international expansion within the connected mobility and insurance technology markets.

Karooooo Q4 2026 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Karooooo accelerated growth in FY 2026, with Cartrack subscription revenue up 19% and ARR up 18% to ZAR 5.179 billion ($325 million), despite foreign exchange headwinds from a stronger rand.
• Positive Sentiment: Free cash flow surged, as adjusted free cash flow rose 90% to ZAR 809 million, supporting a strong balance sheet and a record $1.50 per share dividend, up 20%.
• Positive Sentiment: South Africa showed renewed momentum, with ARR growth exiting FY 2026 at 23% and subscription revenue growth accelerating to 20%, while the company surpassed 2 million subscribers in the market.
• Positive Sentiment: Customer acquisition hit a record in Q4, with net subscriber additions of 93,755, and management said recent sales-capacity investments are starting to yield results across regions, especially Asia.
• Neutral Sentiment: FY 2027 guidance points to more growth but some margin pressure, with Cartrack subscription revenue expected to rise 18%–24% and EPS projected at ZAR 38.5–40, while gross margin is expected to contract to 70%–72% amid continued investment.

Presentation

[Paul Bieber, VP of Investor Relations and Strategic Finance at Karooooo]

Hello and welcome to Karooooo's fourth quarter and full year fiscal 2026 financial results presentation. On behalf of Karooooo, we would like to thank you for joining us today. I'm Paul Bieber, VP of Investor Relations and Strategic Finance. We are joined today by Zak Calisto, Founder and Group CEO, Hoe Shin Goy, Chief Financial Officer, and Carmen Calisto, Chief Strategy and Marketing Officer. I would like to remind everyone that some of the statements that we make today regarding our business operations and financial performance may be considered forward-looking. Such statements are based on current expectations and assumptions. They are subject to several risks and uncertainties. Our actual results could differ materially. Please refer to the safe harbor statement in our Form 20-F, including the risk factors and the Form 6-K that we filed yesterday.

[Paul Bieber, VP of Investor Relations and Strategic Finance at Karooooo]

We undertake no obligation to update any forward-looking statements. During this call, we will present both IFRS and non-IFRS financial measures. A reconciliation of non-IFRS to IFRS measures is included in the 6-K that we filed with the SEC yesterday. Our comments may refer to year-over-year comparisons unless we state otherwise. I will now pass the call over to Carmen.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Thanks, Paul. Welcome to Karooooo's fourth quarter and full year fiscal 2026 financial results presentation. As planned, FY 2026 marked another year of disciplined execution, with Cartrack subscription revenue growth accelerating to 19%, up from 15% in the prior year, despite foreign exchange headwinds resulting from the appreciation of the ZAR. Annual recurring revenue, or ARR, increased 18% to ZAR 5,179 million, and 38% to $325 million. Notably, momentum in our most mature market, South Africa, strengthened meaningfully with ARR growth exiting the year in February at 23%, reinforcing our market leadership. Our strong execution also translated to significant free cash flow generation. FY 2026 adjusted free cash flow increased 90% to ZAR 809 million and reflects our ability to scale efficiently while delivering meaningful free cash flow and value to our customers.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We also continued our track record of returning excess cash to shareholders as we declared a $1.50 dividend per share, an increase of 20% payable in July 2026. We achieved these results even as we made significant and planned upfront investments in sales and marketing to drive future recurring revenue, earnings, and adjusted free cash flow. During the year, we invested in our distribution network to support accelerated growth, enhance our platform with AI-powered video capabilities, and other additional features, and we commercially launched Cartrack-Tag. These initiatives further strengthen our differentiated value proposition. Looking ahead to FY 2027, we aim to accelerate subscription revenue growth once again while delivering strong earnings per share growth.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Despite providing a contracting gross profit margin outlook for FY 2027, the midpoint of our FY 2027 EPS outlook implies growth of 21% when compared to our FY 2026 EPS, excluding the secondary offering costs. We envision a slowdown in hiring in FY 2027 while we drive sales force efficiency and AI adoption. Before diving into the details, we'd like to provide a quick introduction to Karooooo. We operate a SaaS platform for connected vehicles and mobile assets that delivers mission-critical operational intelligence to businesses. Our platform enhances operational efficiency, reduces costs, mitigates risk, improves safety and customer service, ensures compliance, and empowers service delivery. We help businesses simplify decision-making to optimize their physical operations.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We serve a large under-penetrated market with strong, sustained demand driven by digital transformation, a constant need to improve operational efficiency, and an increasing focus on safety and compliance. We are a founder-led business with a strong financial profile, a 2-decade proven track record of execution excellence, and a cultural focus on disciplined capital allocation, operational efficiency, and driving healthy returns on invested capital. Our platform supports approximately 2.7 million subscribers across more than 125,000 businesses, spanning a diverse set of industries and with no customer or industry concentration risk. Importantly, our financial model is anchored by healthy ARR growth, high margin subscription revenue, and exceptional commercial ARR retention, and powerful unit economics. Despite the strengthening of the ZAR, ARR increased 18% to ZAR 5,179 million, and on a U.S. Dollar basis increased 38% to $325 million.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Our commercial customer ARR retention rate remained at 95%, and subscription revenue accounted for 98% of Cartrack revenue. We continue to scale our proprietary data asset, now generating more than 300 billion data points monthly, which we leverage to deliver impactful innovation, insights, and value to our customers. Our LTV to CAC remains above 9 times underpinned by strong retention, disciplined capital allocation, and efficient distribution, which are embedded in our vertically integrated business model and company culture. During today's presentation, we will review both of Karooooo's operating segments, Cartrack and Karooooo Logistics. Cartrack is our operational intelligence SaaS platform. Cartrack operates at scale and has a very attractive financial profile. Cartrack's operating momentum is the primary driver of Karooooo's growth and strong financial performance.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

As per our FY 2026 outlook, Cartrack delivered exceptional results highlighted by accelerating subscription revenue growth. These results reflect the early returns from the strategic investments we've made in expanding our sales capacity and selling video and Cartrack-Tag to our existing customers in South Africa. In FY 2026, Cartrack generated approximately ZAR 4.8 billion in subscription revenue, an increase of 19% or 39% on a USD basis. A strengthening ZAR negatively impacted reported Cartrack subscription revenue in FY 2026. The 19% growth rate reflects a meaningful acceleration compared to 15% subscription revenue growth in FY 2025. Cartrack's operating profit margin was a healthy 28% in FY 2026. Karooooo Logistics is our rapidly growing delivery-as-a-service offering that empowers large enterprise customers to scale their e-commerce and logistics operations.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Karooooo Logistics continues to demonstrate strong growth and operating momentum while delivering real value to our enterprise customers. We report Karooooo Logistics separately as its delivery-as-a-service financial profile differs from Cartrack's SaaS financial profile. Karooooo Logistics is strategically important to us as it empowers our customers to scale their e-commerce and logistics operations through a capital light model whilst driving high Cartrack customer retention. In FY 2026, Karooooo Logistics' delivery-as-a-service revenue reached ZAR 540 million, an increase of 29% or 50% on a U.S. dollar basis. Given Karooooo Logistics' robust revenue growth, we are very excited about its long-term growth opportunity. Karooooo delivered strong consolidated financial results in FY 2026. Adjusted free cash flow increased 90% to ZAR 809 million underscoring the durability and cash generating power of our business.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We continued our strong track record of returning excess cash to shareholders as we declared a record $1.50 U.S. Dollar dividend per share, an increase of 20% payable in July 2026. Total revenue increased 20% to ZAR 5,479 million. Subscription revenue increased 19% to ZAR 4,844 million. Operating profit increased 8% to ZAR 1,415 million, and adjusted earnings per share was ZAR 32.55. FY 2026 operating profit was negatively impacted by growth-oriented investments to deliver accelerated growth, foreign exchange headwinds associated with the appreciation of the ZAR, and a provision alignment in cost of sales. FY 2026 earnings per share was also negatively impacted by a higher tax rate due to the shift in timing of our dividend declaration. Hoe Shin will provide additional context on these items during the financial discussion.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

As per our FY 2026 outlook, we accelerated subscription revenue growth from 15% to 19% whilst growing earnings. Q4 continued our track record of delivering profitable growth at scale. In Q4, we were a rule of 60 company when adding our Cartrack subscription revenue of 18% and our Cartrack adjusted EBITDA margin of 44%. We note that our EBITDA margin does not include any stock-based compensation or SBC add back, a stark contrast to SaaS peers. Our rare financial profile translates to healthy return on invested capital. It's important to underscore just how differentiated our financial model has become in the context of the broader SaaS universe. We believe we are among a select few SaaS companies operating at a rule of 50 plus based on calendar year 2026 GAAP street estimates.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Within a SaaS universe of approximately 140 companies, there are less than 10 companies operating at this combined level of growth and profitability, and Karooooo is the only small cap company. Our financial profile is incredibly rare in public markets, especially among small cap companies. Being part of this elite group reflects our unwavering commitment to disciplined and profitable growth. In addition, with an essentially unchanged share count over the last several years and no SBC compensation, growth in free cash flow translates directly into higher per share value given the absence of dilution. This is a key point of differentiation relative to many SaaS peers that fund growth with material equity issuance and SBC. Let's discuss our FY 2026 financial and operational highlights. In FY 2026, we accelerated our ARR growth.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

SaaS ARR accelerated to 18% and ARR growth in U.S. dollars accelerated to 38% reaching $325 million. South Africa ARR growth accelerated to 23%. Cartrack subscription revenue growth accelerated to 19%, underpinned by accelerating growth of 20% in South Africa. Cartrack subscription revenue growth in U.S. dollars accelerated to 39%. Cartrack total subscribers increased 16% to approximately 2.7 million, driven by healthy growth across all regions. Notably, Cartrack delivered record Q4 subscriber net additions of 94,000. Asia subscriber growth accelerated to 23% in Q4, and Asia net subscriber additions increased 41% in FY 2026. Cartrack profitability was impacted by planned upfront sales and marketing operation expenses that delivered accelerated subscription revenue growth of 19% despite foreign exchange headwinds associated with the strengthening ZAR. For additional context, subscription revenue growth accelerated to 39% in U.S. dollars.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We are a rule of 60 company, and our adjusted free cash flow increased 90% to ZAR 809 million in FY 2026. Our balance sheet remains strong and unleveraged, and we ended the quarter with net cash and cash equivalents of ZAR 746 million. We also declared a dividend per share of $1.50, an increase of 20% payable in July 2026. Our healthy subscription gross margin, efficient customer acquisition, and attractive commercial customer ARR retention rate continue to drive our healthy unit economics. In Q4, our subscription gross margin was 71%, our LTV to CAC ratio remained above 9 times, and our commercial customer ARR retention rate was 95%.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Our unit economics remain healthy despite the significant increase in sales and marketing expenses during Q4, and we remain committed to profitable growth as we pursue the expansive growth opportunity ahead of us. In FY 2026, we secured significant enterprise customer wins across diverse industries and geographies, underscoring the flexibility of our platform, the richness of our feature set, and our ability to service a universe of industries. This broad-based adoption strengthens our conviction in the magnitude of our long-term growth opportunity. FY 2026 subscriber growth increased 16%, and we surpassed 2 million subscribers in South Africa during Q4. This achievement highlights South Africa's 2-decade track record of sustained growth and operational excellence in South Africa, driven by its focus on product innovation, customer centricity, and disciplined execution.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

In FY 2026, South Africa's subscription revenue accelerated to 20% to ZAR 3,468 million, a significant achievement when compared to the growth rate of 15% in the prior year. Importantly, South Africa exited the fiscal year in February with ARR growth of 23%. South African subscriber and subscription revenue growth are a clear signal that our strategy continues to drive results. The pace of growth reflects our deliberate strategy to cement our leadership position in South Africa through a balanced combination of subscriber additions and selling video and Cartrack-Tag to our existing customers. We are committed to building our distribution capabilities to service the demand for our customers from both new customers and existing customers, and we are confident that our investment in sales capacity this year will have a positive impact on Cartrack subscriber growth in FY 2027.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We are optimistic about the market opportunity in South Africa and believe there is a long runway to drive strong subscriber growth. We ended FY 2026 with approximately 336,000 subscribers in Southeast Asia and the Middle East, an increase of 23% with most of the subscribers in Southeast Asia. Importantly, our results demonstrate that our recent investment in sales capacity are beginning to yield tangible returns. In Q4, subscriber growth accelerated, driving record net additions of 17,447, an increase of 82%. For the full year, net subscriber additions increased 41%, reflecting the strengthening momentum of our customer acquisition engine in the region. FY 2026 subscription revenue growth was 17% and 20% on a constant currency basis. The pace of subscription revenue growth in the region was impacted by the faster growth of certain countries that generate lower ARPU.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

As the second largest contributor to group revenue, Southeast Asia continues to present the most compelling growth opportunity for the group in the medium to long term. We plan to continue with a strong yet prudent drive to increase sales and marketing in Southeast Asia. We anticipate our investments to have a positive impact on subscriber growth in the region. Southeast Asia is a vast, under-penetrated market for sophisticated fleet management and video-based solutions. We are well-positioned to capitalize on the opportunity. We ended FY 2026 with approximately 228,000 subscribers in Europe, an increase of 14%. FY 2026 subscription revenue growth was 22% and 19% on a constant currency basis. We continue to expand our customer base and drive our distribution capabilities in the region.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We have partnered with leading OEMs to provide easy access to our platform, seamlessly integrating their connected vehicle data to our platform through application programming interfaces. We expect these partnerships to contribute to our results in the medium term. In addition, we are experiencing encouraging demand for our proprietary compliance technology in the region as customers seek to simplify compliance with evolving legislation and enforcement. In Q4, Karooooo Logistics continued to build scale and delivered revenue of ZAR 145 million, an increase of 32% and a 9% operating profit margin. Growth was driven by demand of e-commerce orders and the adoption of our service by our customers. Karooooo Logistics supports our strong financial performance by immersing our platform into large customers' operations, contributing to strong customer retention.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Karooooo Logistics also enables us to learn about the operational and logistics challenges confronting our large customers. During Q4, Karooooo Logistics surpassed ZAR 1 billion in cumulative payments to drivers since Karooooo acquired it in 2021. This milestone highlights Karooooo Logistics' continued efforts to create sustainable economic opportunity for thousands of drivers in South Africa while supporting the growing logistics ambitions of leading retailers, fast food companies, and e-commerce platforms in South Africa. In addition, the thousands of drivers we have on the road daily successfully executed more than 8 million deliveries in FY 2026. We see a large opportunity for Karooooo Logistics going forward as large businesses seek to increase their e-commerce offerings and optimize their logistics capabilities through a capital-light model.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

As we reflect on our FY 2026 priorities, we believe we successfully cemented our leadership position in South Africa, expanded our distribution capabilities across regions, and drove broader engagement with our platform, including the adoption of video and AI-assisted video. As we aim to accelerate our growth and deliver strong EPS growth in FY 2027, our strategic priorities for FY 2027 are as follows. First, we plan to continue to cement our leadership position in our markets by balancing new customer acquisition with broader adoption of video and Cartrack-Tag. Second, we intend to drive sales force efficiency while accelerating subscription revenue growth. Finally, we aim to harness AI to enhance the capabilities of our platform, drive operating efficiencies throughout the business, and accelerate the speed of execution and pace of innovation.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We've seen a lot of discussion around whether AI could disrupt SaaS models over the last few months. It's a valid question for the broader SaaS sector. Our model is structurally differentiated from most SaaS companies. We believe our platform and financial model possess unique resilience that will enable us to thrive in the AI era. Our platform is built around a proprietary system of record that relies on IoT devices installed and maintained on customers' physical assets in the field. This is not data that can be sourced by an LLM. It's generated through physical hardware that our auto technicians install and actively service across more than 20 countries. Our proprietary data asset collected from these IoT devices is large, vast, proprietary, and central to our differentiation.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

We have been collecting this proprietary data for more than 20 years, and we believe it provides us with a compounding data advantage. In addition, we tailor each IoT device installation to the individual requirements of our customers, enabling the collection of customer-specific data that helps solve their unique business and operational challenges. Our platform is also deeply embedded in customers' day-to-day operations, from ERP and CRM systems to logistics, safety, and compliance workflows. This level of operational integration makes us an indispensable part of how these businesses function daily. AI can assist decision-making, but it can't own fleet safety and physical logistics operations, install telemetry devices in physical assets, and service telemetry devices in the physical world.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Our platform is mission critical and keeps assets and people safe and productive, and that's not something that can currently be automated away by an AI agent. Furthermore, unlike most SaaS business models, our model is not seat-based. Growth is driven by penetration of physical assets, vehicles, equipment, and machinery, and by the continued expansion of those physical asset bases globally. That creates a durable, long-term growth engine that isn't dependent of headcount or end user licenses. This insulates us from the seat compression or user license risk that many software players face, particularly as AI automates knowledge worker tasks. From a financial perspective, our business is difficult to displace.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

Our ARPU is roughly $10 per month, which is exceptionally low relative to the all-in cost of operating a vehicle or asset, inclusive of fuel, driver payroll, insurance, and maintenance expenses. Yet the ROI we deliver is high. That makes our offering both indispensable and uneconomic to disrupt, especially given that we are embedded in our customers' workflows and daily operations. Add to this that our vertically integrated footprint across 20-plus countries, 95% commercial customer ARR retention, robust profitability, recent growth acceleration, and strong free cash flow generation, and you can see why we feel confident that AI will serve as a tailwind to our platform, enhancing automation, functionality, and insights while accelerating innovation rather than being a threat to our business model.

[Carmen Calisto, Chief Strategy and Marketing Officer at Karooooo]

With that said, I will now pass the call over to Hoe Shin.

[Hoe Shin Goy, CFO at Karooooo]

Thank you, Carmen. I will now discuss Karooooo's financial performance for quarter four and the full year FY 2026. Please note my comments may refer to year-over-year comparisons unless we state otherwise. Quarter four extended Cartrack's track record of durable growth at scale driven by consistent executions, our resilient subscription revenue model, and attractive historic retention rates. In quarter four, subscriber increased 16% to approximately 2.7 million. Subscription revenue increased 18% to ZAR 1,278 million, and operating profit was ZAR 324 million. Cartrack experienced record quarter four customer acquisition with net subscriber additions of 93,755, an increase of 19%. The record quarter four net subscriber additions reflects our strategic investment in sales capacity while cross-selling video and Cartrack-Tag to existing customer.

[Hoe Shin Goy, CFO at Karooooo]

Cartrack's strong financial performance continued to be fueled by SaaS revenue momentum. In quarter four, Cartrack's revenue increased 17% to ZAR 1,304 million, and Cartrack subscription revenue increased 18% to ZAR 1,278 million. Subscription revenue comprised 98% of Cartrack's total revenue. For FY 2026, Cartrack's revenue increased 19% to a record ZAR 4,939 million, and Cartrack subscription revenue increased 19% to ZAR 4,831 million. ARR growth increased 18%, reaching ZAR 5,179 million despite currency headwinds associated with the strengthening of ZAR. In U.S. dollar, ARR growth accelerated to 38%, reaching $325 million. Our proven and profitable SaaS business model continued to deliver strong consolidated results in quarter four and FY 2026 with meaningful acceleration despite foreign currency headwinds. In quarter four, Karooooo's total subscription revenue increased 18% to ZAR 1,281 million.

[Hoe Shin Goy, CFO at Karooooo]

Operating profit was ZAR 338 million, and adjusted earnings per share was ZAR 7.18. For FY 2026, Karooooo's total subscription revenue accelerated to 19% to ZAR 4,844 million. Operating profit was ZAR 1,450 million, and adjusted earnings per share was ZAR 32.55. For additional context, our FY 2025 subscription revenue growth was 15%. FY 2026 adjusted earnings per share was ZAR 32.55. In U.S. dollar, the adjusted earnings per share increased 20% to $2.05. Quarter four adjusted earnings per share came in at ZAR 7.18 related to the following items we will discuss. The strengthening of ZAR against currency in our key markets create a headwind to our reported revenue, while majority of our cost of sales reflects depreciation of the in-vehicle IoT device at prior year exchange rates when ZAR is lower.

[Hoe Shin Goy, CFO at Karooooo]

The depreciation of the in-vehicle IoT device was a key component of our cost of sales. On top of that, our accelerated growth this year expanded our in-vehicle IoT device to increase by 45%, and we align our provision in line with this accelerated growth. As a result, Cartrack gross profit margin was 70% compared to 75% in the same quarter in prior year, and subscription revenue gross profit margin was 71%. Importantly, we did not experience a disproportionate churn rate in quarter four compared to other quarters. A higher effective tax rate in this quarter reflects withholding tax from dividend payment made by our subsidiary to the holding company. Taken all together, these three items represented approximately ZAR 1.60 of earnings per share in this quarter.

[Hoe Shin Goy, CFO at Karooooo]

Excluding them, our quarter four earnings per share would have been stood at approximately ZAR 8.78. Karooooo's adjusted earnings per share was ZAR 7.18. Cartrack's earnings per share contribution was ZAR 6.89, and Karooooo Logistics earnings per share contribution increased 45% to ZAR 0.29. Our adjusted earnings per share reflects our deliberate investment in sales capacity to accelerate subscription revenue growth and support durable long-term growth. In quarter four, Karooooo's consolidated sales and marketing expense rose 37% reflecting this strategy. These upfront sales and marketing expense do not align with the lifetime value of the recurring revenue, earnings, and free cash flow that these customers will generate. Importantly, our powerful unit economics remain strong and intact. Looking back, FY 2026 was a year focused on accelerating subscription revenue growth while maintaining our strong subscriber growth.

[Hoe Shin Goy, CFO at Karooooo]

Our total subscriber growth increased 16% in financial year 2026. South Africa subscriber growth rose 16%, and Asia subscriber growth accelerated to 23%. Asia is our fastest-growing region in terms of subscriber growth. Even with the stronger ZAR, our financial year 2026 SaaS ARR growth was 18%, and in U.S. dollar, our ARR growth accelerated to 38%. South Africa stood out with SaaS ARR growth accelerated to 23% as compared to 17% in 2025. This marked the 3rd consecutive year of ARR growth acceleration despite foreign currency headwinds associated with the appreciation of ZAR. We believe the acceleration in ARR growth reflect the underlying momentum in the business and signals that our strategic initiatives are gaining traction. Cartrack continue to grow its subscription revenue across geographies, highlighted by acceleration in South Africa.

[Hoe Shin Goy, CFO at Karooooo]

FY 2026 South Africa subscription revenue growth was 20%, an acceleration from 15% in FY 2025. We view this acceleration as a clear indicator that our efforts to extend our leadership position are translating into real measurable performance. FY 2026 Asia and Middle East subscription revenue growth was 17%, or 20% on a constant currency basis. The growth reflects an increase in subscriber from lower ARPU countries in the region, combined with the translation impact of a stronger ZAR. Europe subscription revenue growth was 22%, or 19% on a constant currency basis. Healthy performance across region reflects our strong execution and provide a solid foundation for our continued durable growth. We have a 2-decade track record of strong free cash flow generation, and FY 2026 free cash flow generation was exceptional.

[Hoe Shin Goy, CFO at Karooooo]

FY 2026 adjusted free cash flow increased 90% to ZAR 809 million, underscoring the strength of our operating model. Several factors contributed to this performance. Our debtors book improved primarily due to strong collection in February 2026, improved supplier terms, timing of tax payments, disciplined management of uninstalled IoT device following a deliberate build-up in the prior year, and payments related to the construction of the South African head office reduced as the building was completed in previous years. As we pursue accelerated growth, we expect free cash flow to reflect our investment to drive growth. While quarterly fluctuations may occur due to the working capital dynamics and growth-oriented investment, we remain confident in our ability to consistently generate meaningful free cash flow.

[Hoe Shin Goy, CFO at Karooooo]

Karooooo's consistent free cash flow generations powers our disciplined capital allocation strategy and healthy return on invested capital and position us well for future growth. Our balance sheet reflects our track record of durable growth at scale, profitability, and cash generations. Our net cash on hand plus cash in bank and fixed deposit was ZAR 746 million. Debtors collection days remain healthy at 27 days and are within our historical norm. We declared a record dividend of $1.50 per share, an increase of 20% payable to our shareholders in July 2026. We believe that our ability to generate healthy cash flow is sustainable given our annuity business model, coupled with our track record of consistent executions.

[Hoe Shin Goy, CFO at Karooooo]

As we reflect on our financial performance in FY 2026, we delivered on our outlook with Cartrack subscription revenue at a higher end of our initial outlook, even with stronger ZAR, and adjusted earnings per share at a lower end of our initial outlook, primarily due to the planned growth-oriented investment and foreign currency headwinds. Moving on to our outlook for FY 2027. We intend to accelerate subscription revenue growth once again while delivering strong EPS growth. We are confident that our investment in sales capacity in FY 2026 will have a positive impact on subscriber growth in 2027, and we plan to drive our growth by balancing subscriber growth with increased adoption of video and Cartrack-Tag.

[Hoe Shin Goy, CFO at Karooooo]

We believe the increased sales efficiencies coupled with realizing other efficiency in the business due to scale and AI adoptions will support strong EPS growth. With that, our guidance for FY 2027 are as follows. Cartrack subscription revenue between ZAR 5,700 million to ZAR 6,000 million, which implies Cartrack subscription revenue growth between 18%-24%. Cartrack's gross profit margin between 70%-72%. Cartrack's operating profit margin between 27%-30%. Karooooo's earning per share between ZAR 38.5-ZAR 40. Despite providing a Cartrack gross profit margin outlook for FY 2027, assuming current exchange rates and accelerated growth, the midpoint of our earnings per shares outlook implies earning per share growth of 21% in FY 2027 when compared to our FY 2026 earning per share, excluding secondary offering costs.

[Hoe Shin Goy, CFO at Karooooo]

We envisage a slowdown in hiring in FY 2027 while we drive sales force efficiencies. In closing, in quarter four, we experienced strong momentum with SaaS ARR growth of 18%. Even with foreign currency headwinds led by South Africa ARR growth of 23%. We also delivered record quarter four net subscriber additions, highlighted by accelerating growth in Asia. While quarter four operating profit and adjusted earnings per share were impacted by several items which we discussed earlier, the underlying business is performing well. Our adjusted free cash flow generation was exceptional, increasing 90% to ZAR 809 million. We also continue our track record of returning excess cash to shareholders as we declare a $1.50 dividend per share, an increase of 20%.

[Hoe Shin Goy, CFO at Karooooo]

These results reflect the strength of our operating model, early returns on our investment in sales capacity and our ability to scale efficiently while generating durable cash flow. As we look forward to FY 2027, we are well-positioned to accelerated growth and deliver meaningful earnings per share expansion. We remain committed to disciplined capital allocation, strong unit economics and long-term value creations. Finally, we are confident in our ability to consistently generate meaningful free cash flow and healthy return on invested capital. With that, I will turn the presentation over to Zak Calisto for Q&A.

[Zak Calisto, Founder and Group CEO at Karooooo]

Hello, everyone. Sorry, I was having a bit of a problem there to unmute myself. Thanks everybody for joining us today. I will now go into the questions. Maybe I'll bring that all in a second. Yeah, no. I will now go into the questions, and I will answer the questions. The first question from Josh from Needham. As you slow hiring, how are you thinking about using AI to drive more internal efficiencies, particularly with customer support and voice AI applications? Josh, we've been busy with this, I would say, for the last 18 months. At this point in time, we are using AI, but not quite at the point we would like to be using it. Quite frankly, it doesn't work as well as a lot of, you know, as a lot of companies say it's working.

[Zak Calisto, Founder and Group CEO at Karooooo]

We've got our own AI team that's looking at it. We're continuously improving, and I certainly believe AI will get there. At the moment, it still makes too many misinterpretations, and it basically frustrates customers. We are using it, but not as much as we wanna use it. I believe over time, we'll just get better at it, and the AI tools will get better. Over time, this will be a big win for us. The second question from Josh. What are you seeing in pricing trends in different markets? Do you have more pricing power in any particular region currently? I think the pricing trends, Josh, have been the same. They've been quite consistent, I would say, for the last 10 years.

[Zak Calisto, Founder and Group CEO at Karooooo]

The markets we operate in, there isn't this, a raising of ARPUs like you see in the North America market. It's very much about giving more to the customer as technology gets better and sort of retaining the same pricing. It really is about your unit economics and your pricing model working. We've got a track record that our pricing model is correct, and it gives us the desired operating profit margins that we look, you know, we look at getting. I don't see any pressures at this point, but I also don't see an opportunity to just raise prices for the sake of raising prices. Another question from Josh. What are the key focus regions for investment in FY 2027?

[Zak Calisto, Founder and Group CEO at Karooooo]

I think fundamentally, FY 2027 is gonna be really about a lot of focus in improving our platform, our products, our productivity of our people. I'm not saying it's not good. I think it's actually, it's a market-leading, but there's always room for improvement. In FY 2026, we hired a lot of people across lots of regions, and we just need everybody to settle down a little bit more, and then we'll ramp up our human capital again. Is APAC still a key priority for incremental investments? Definitely. We did a lot during the last financial year, and we continue not to slow down, specifically in Southeast Asia. The places where we'll do a lot of slowdown will be predominantly in South Africa.

[Zak Calisto, Founder and Group CEO at Karooooo]

I'll move on to Dylan. Thanks, Dylan. Dylan's from William Blair. Can you dig into the drivers of strength in South Africa? A notable re-acceleration in largest region and outlook support sustained momentum, ramping reps, new products, lots of positive factors. I was just wondering why attributes to the strength. Dylan, South Africa, just before COVID. We had a building, and we had run out of space, and we're going to start building a building. COVID came, and we couldn't build it. Just when COVID finished, we built the building. We moved into this building approximately now 18 months ago, and this building is obviously been designed in a way that we can operate in a much more efficient way than we've ever done in the past.

[Zak Calisto, Founder and Group CEO at Karooooo]

It's also allowed us to add more headcount and better systems and better processes, and we're starting to yield the results of that investment. I'll go to the next question from Alex from Raymond James. Zak, on gross profit margin, can you elaborate on the alignment of provision increase to cost of sales? Is this an accounting restatement on how long you amortize devices cost, or is there a fair market value adjustment the auditors asked for? The first thing, the auditors did not ask for it. They also picked up that there was an increase, and they did audit what we had put to the table for the auditors already. It wasn't a request from the auditors. It was more forward-looking because what happened during the acceleration.

[Zak Calisto, Founder and Group CEO at Karooooo]

Our PPE went up substantially, and we just wanted to make sure we've made pre-cautious provisions. Probably in hindsight, we could have, should have done this in Q2 or Q3, but we didn't really know how our acceleration was going to take shape. We decided to do it in Q4. Maybe the best way to have answered that, it would have been, we could have done a bit in Q2, Q3, but we only had the visibility of the power of our acceleration by Q4. We as management decided to do it in Q4. In actual fact, we've seen no extra churn than we've ever seen in the past. Our PPE is substantially larger than it was, and we just don't want surprises, and that's why we've decided to do in Q4 just to make a bigger provision.

[Zak Calisto, Founder and Group CEO at Karooooo]

The next question from Alex. Can you speak to the sales productivity you observed exiting FY 2026 and early FY 2026 gives you confidence a strong growth outlook despite the lower hiring plans? In our outlook, Alex, is we basically saying, we expect worst case to continue at this current rate or to increase it. Despite us saying that we're gonna slow down the hiring, that doesn't mean we're gonna stop hiring. We're still gonna continue hiring people, and we certainly believe we've got sufficient momentum and sufficient people with a bit of hiring that we can accelerate further than the current growth. We've had two months in this current financial year, and we're feeling very comfortable that we will be able to deliver on this outlook. Historically, we've never failed on our outlook.

[Zak Calisto, Founder and Group CEO at Karooooo]

The next question from Rudi van Niekerk. Please unpack Cartrack Q4 cost of sales increase of 42% of ZAR 275-ZAR 392, and the related note why the provision in the vehicle IoT device increases 45% while ARR increases 18%. Rudi, we've got the actuarial models to how we depreciate our PPE, and that aligns with the life cycle of revenue expected from that PPE. However, if you look at the amount because we've got a much stronger growth, the growth in our PPE in our balance sheet, that's gone up substantially. That's where you've got to compare how much is the PPE on the balance sheet increased, and that's more comparable to how much depreciation it's got. That's the relation that you've got to look at as opposed to the relationship to subscription revenue.

[Zak Calisto, Founder and Group CEO at Karooooo]

Because now you've got many more devices, IoT devices in the depreciation cycle. Obviously in our subscription revenue, there's a lot of devices, they've gone past the depreciation, and they don't contribute to cost of sales because it's been fully depreciated, yet they're still giving us revenue. Now with accelerated growth, you certainly have as a percentage of subscribers, there's a bigger percentage now that are still in the depreciation cycle. Hopefully, I articulated that in a way that's easily understood. I'll move on to another question by Dylan from William Blair. Slight near-term margin headwinds make sense, especially as you're seeing revenue acceleration play out. How should we think about leverage for some of the upfront investments in areas like sales marketing are unlikely to normalize a bit more in FY 2027.

[Zak Calisto, Founder and Group CEO at Karooooo]

Dylan, that you will see it coming through on our operating profit margin and clearly on our earnings per share. With that slowdown, what we are definitely gonna do is, and we're giving guidance to that to, you know, very healthy earnings per share growth in FY 2027. I'll now move to the next question from Dylan as well. Momentum with Tag, how much of ARPU's uplift versus what will drive new logos and maybe initial contribution from Tag implied in FY 2027 outlook? I think I can't give you numbers to that, Dylan. I haven't got that. I haven't got the budgets in front of me at this stage.

[Zak Calisto, Founder and Group CEO at Karooooo]

I think fundamentally, there is a contribution from Tag to our growth and from video to our growth, and that's the level of contribution would probably be more significant in FY 2027 than it was in FY 2026 as we pick up momentum and as our teams get better at selling these products and getting more familiar with the multiple applications that all these products do have. I will now move over to Scott from Roth. Hi, Zak. How is Cartrack-Tag progressing in South Africa? What's the current number of connected devices, and what is the current thought process of commercial rollouts in other countries? Scott, I do not have these numbers in front of me. I can always drop you an email with these numbers.

[Zak Calisto, Founder and Group CEO at Karooooo]

At this point in time, we're now going to start rolling it out into Africa during FY 2027 and we expect it by the end of FY 2027 to have it throughout South Africa and the rest of Africa. Next question by Dylan from William Blair. "Any impact from rising input costs to hardware in areas like memory storage? How are you navigating supply chain dynamics here?" Yes, Dylan, we've seen significant increases in memory. When I say significant, we're talking about like 200% increases. We've adjusted our pricing using our long-existing pricing model that we do to cater for these memories. There has been adjustment in our pricing.

[Zak Calisto, Founder and Group CEO at Karooooo]

We don't believe this new pricing will slow down our ability to sell, and nor do I believe it will accelerate our subscription revenue because it won't have that much of a meaningful impact into the bigger picture given our large base that we currently already have. A lot of our costs that we see in our P&L is actually depreciation, and this depreciation is actually of devices and memories that have been bought in the past at old pricing. Hopefully, I made myself understood there. I'll move over to Scott from Roth. How is the macroeconomic overhang impacting demand and customer decisions, particularly related to rising gas prices? I think, Scott, it's early days. It's very clear and very evident that there's substantial increases in fuel prices at this point in time.

[Zak Calisto, Founder and Group CEO at Karooooo]

We can't say we've now all of a sudden seen demand for our products because of that. I can't attribute any of our growth to that. I'm sure if the prices do not come down, then that will start impacting demand for our products. At this point in time, it's not that obvious. It probably does exist, but it's not obvious. Another question from Scott: "How is the ongoing adoption of AI camera?" What are the current attach rates, and is that the primary driver of the Q4 ARPU increase per sub? I think it's a multiple and it's a complex answer to that. In actual fact, our ARPU in Q4 was very negatively impacted because of the strong rand. Specifically in Q4, the rand really strengthened.

[Zak Calisto, Founder and Group CEO at Karooooo]

AI camera is definitely a positive contributor to ARPU. Like I've said many times before, higher ARPU for us because of our business model does not imply higher margins. It's more equipment, it's more data costs, more ongoing costs. That goes back to our pricing model, which still leaves us with very much the same operating profit margins. The next question from Gokul Raj: "With the float bigger with our offering last year, would you consider share buybacks over dividends? If yes, what is the valuation multiple thumb rule below which you'd buy back shares?" Gokul, you know, being on the Nasdaq, it's not always easy to buy shares back at this point in time. We haven't got that on our radar at this point in time to do a share buyback.

[Zak Calisto, Founder and Group CEO at Karooooo]

We, you know, if our investors do want, they can take their dividends and buy more shares with their dividends. At this point in time, we haven't got buyback in mind. The next question from Prashant Premkumar, what is the impact on the U.S.-Iran war on the business? How much of your business is in the Middle East, and what is the impact of higher diesel fuel prices?" Prashant, I've answered part of your question in two previous questions. The impact of the U.S.-Iran war is I think it impacts really the oil price. We have got a good business in the U.A.E., but I think that business is being impacted slightly. We can't measure at this stage how much impact it's really had.

[Zak Calisto, Founder and Group CEO at Karooooo]

There is impact there, but it's a small part of our bigger business. In terms of fuel prices and demand for our products, I'm sure if this continues, we will see more demand. At this point in time, it's not obvious. The last question from Claire Goetz: "It seems like ARPU is an area of issue. Is this related to cross sell in Southeast Asia? How can we think about ARPU growth potential for this year?" I'm not quite sure, Claire, what you mean, but I will attempt to answer your question. ARPU in Q4 was negatively impacted because of the translation of currencies. Our ARPU will increase based on increasing more product to our customers. However, having said that, it also depends what markets grow faster.

[Zak Calisto, Founder and Group CEO at Karooooo]

At the moment in Southeast Asia, Philippines, Indonesia, Thailand are growing really very fast. However, their ARPUs are very similar to South Africa. Typically, our ARPU in Asia is substantially better than South Africa because of Singapore, which has got a very high ARPU. As Singapore becomes a smaller part of Asia, then the ARPU trend would be for the ARPU in Asia to come down. It is really, it is just geography dependent, and it is not business dependent as such or customer dependent. If I make sense of what I am trying to say. Anyway, that is the last question. I want to thank everybody for taking time to listen to Hoe Shin Goy and to Carmen Calisto and to me. Thank you. Bye-bye.

Participants

Executives

• Carmen Calisto, Chief Strategy and Marketing Officer
• Hoe Shin Goy, CFO
• Paul Bieber, VP of Investor Relations and Strategic Finance
• Zak Calisto, Founder and Group CEO