Karooooo Ltd. (KARO) Q3 2026 Earnings Call Transcript
Access earnings results, analyst expectations, report, slides, earnings call, and transcript.
Overview
The earnings call summary indicates strong revenue growth, market expansion, and strategic partnerships. The Q&A section reveals management's confidence in growth and investment strategies, despite temporary margin compression. Positive factors include the Volkswagen OEM integration, strong ARPU driven by new products, and disciplined capital allocation. While some management responses lacked clarity, overall sentiment remains positive, supported by optimistic guidance and shareholder return plans.
Key Financial Performance
ARR (Annual Recurring Revenue) Increased 22% to ZAR 5,106 million and 28% to USD 298 million year-over-year. The growth was driven by strong subscriber momentum and strategic investments in sales and marketing.
Cartrack Subscription Revenue Increased 20% to ZAR 1,236 million year-over-year. Growth was underpinned by 21% growth in South Africa and strategic investments in sales capacity and product offerings like video and Cartrack Tag.
Karooooo Logistics Revenue Increased 24% to ZAR 135 million year-over-year. Growth was driven by an increase in e-commerce orders and the capital-light model of the logistics business.
Total Revenue Increased 22% to ZAR 1,410 million year-over-year. Growth was driven by subscription revenue and strong performance across operating segments.
Operating Profit Increased 14% to ZAR 369 million year-over-year. Growth was achieved despite a 47% increase in sales and marketing expenses, reflecting strong operational efficiency.
Subscribers Increased 16% to approximately 2.6 million year-over-year. Growth was driven by record net additions of 111,000 subscribers in Q3 and a 30% year-to-date increase in net subscriber additions in Asia.
South Africa Subscription Revenue Increased 21% year-over-year, reflecting a significant acceleration compared to 18% in Q2 FY 2026 and 14% in Q3 FY 2025. Growth was driven by subscriber additions and increased adoption of video and Cartrack Tag.
Adjusted Free Cash Flow Increased 28% to ZAR 239 million year-over-year. Growth reflects the strength of the operating model and disciplined capital allocation.
Earnings Per Share (EPS) Increased 11% to ZAR 8.55 year-over-year. Growth was achieved despite significant upfront investments in sales and marketing.
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Operating Highlights
ARR Growth: Accelerated to 22% year-over-year, reaching USD 298 million, driven by strategic investments in sales and marketing.
Cartrack Tag and Video Solutions: Increased adoption among existing customers in South Africa, contributing to revenue growth.
South Africa: Subscriber growth of 16% and subscription revenue growth of 21%, driven by video solutions and Cartrack Tag adoption.
Southeast Asia and Middle East: Subscriber growth of 20% and subscription revenue growth of 14%, with a focus on underpenetrated markets.
Europe: Subscriber growth of 16% and subscription revenue growth of 24%, supported by partnerships with OEMs and compliance technology demand.
Subscriber Base: Increased by 16% to 2.6 million, with record net additions of 111,000 in Q3.
Sales and Marketing Investments: Increased by 47% to drive future growth, while maintaining strong unit economics.
Profitability: Operating profit margin at 28%, with subscription revenue comprising 97% of total revenue.
Market Leadership in South Africa: Focused on cementing leadership through video solutions and Cartrack Tag adoption.
Expansion in Asia and Europe: Investing in distribution capabilities to capture growth opportunities in underpenetrated markets.
Capital Allocation: Prioritizing organic growth, product innovation, and disciplined financial management.
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Risk or Challenges
Currency Exchange Rate Fluctuations: The appreciation of the South African rand has created a currency translation headwind on reported revenue, constraining the flow-through of strong performance to the FY 2026 outlook. The company does not hedge its foreign currency exposure, which may create variability in reported results.
Sales and Marketing Investments: Significant and planned upfront investments in sales and marketing are being made to drive future revenue and earnings. These costs are fully expensed as incurred, while the associated recurring revenue benefits are expected to realize over time, potentially impacting short-term profitability.
People Constraints: The company is people constrained, which may limit its ability to expand sales capacity and meet growth goals. This could impact subscriber growth and the adoption of new products like video and Cartrack Tag.
Regional Revenue Growth Variability: Subscription revenue growth in Asia and the Middle East reflects an increase in subscribers from lower ARPU countries, combined with the translation impact of a strengthening South African rand. This could affect overall revenue growth in these regions.
Dependence on South Africa: South Africa represents 72% of total Cartrack subscription revenue. Heavy reliance on one region could pose risks if market conditions or competitive dynamics in South Africa change unfavorably.
Economic and Competitive Pressures: The company operates in a competitive SaaS market and faces economic pressures that could impact customer acquisition and retention, particularly in underpenetrated markets like Southeast Asia and Europe.
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Guidance & Outlook
FY 2026 Cartrack subscription revenue outlook: Revised to between ZAR 4,785 million and ZAR 4,900 million, implying growth between 18% and 21%, up from the previous outlook of ZAR 4,700 million to ZAR 4,900 million, implying growth between 16% and 21%.
FY 2026 Cartrack operating profit margin outlook: Revised to between 27% and 30%, compared to the previous outlook of 26% to 31%.
FY 2026 Karooooo adjusted earnings per share outlook: Remains unchanged at ZAR 32.5 to ZAR 35.5.
Future subscriber growth in South Africa: Investment in sales capacity is expected to positively impact subscriber growth in FY 2027.
Market opportunity in Southeast Asia: Southeast Asia is identified as a vast underpenetrated market for sophisticated fleet management and video-based solutions, presenting a compelling medium to long-term growth opportunity.
Partnerships in Europe: Partnerships with leading OEMs to integrate connected vehicle data into the platform are expected to contribute to results in the medium to long term.
Adoption of video solutions and Cartrack Tag: Ongoing investment in distribution capacity and product adoption is expected to drive growth and cement leadership in South Africa.
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Shareholder Return Plan
Annual Dividend: Management prioritizes growth over dividends but aims to return surplus capital to shareholders through an annual dividend when excess cash cannot be efficiently invested for growth.
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Key Q&A
Q:How are we doing with the 70% increase in headcount in Asia?
A:Currently, at the end of Q3, we were at around 40%, but a lot of hires are coming in January and February. We believe we will achieve the 70% target for the year as planned.
Q:When will our investment in sales and marketing stabilize?
A:It depends on the efficiency of our sales and marketing. As long as our unit economics remain strong and the strategy works, we will continue to increase investment given the large addressable market.
Q:Who owns 34% of the business in New Zealand?
A:Yolanda Vit, the first employee of the business, owns 34%. He immigrated from South Africa to New Zealand approximately 9 years ago.
Q:How far along in the cross-selling tag and business cycle are we in South Africa?
A:We are in the early stages and hope to gain stronger momentum in the next financial year.
Q:How do you see the health of the market and demand today relative to your sales execution in key markets?
A:Sales and marketing have increased substantially this year. Unit economics remain strong, and performance in key markets is mostly on plan, with some markets outperforming and others lagging slightly.
Q:What are the drivers of acceleration and how does this support durable 20% growth prospects?
A:Momentum is strong, and we are on the upper end of our subscription revenue outlook. Recruitment and retention of key staff are going well, and we expect continued improvement.
Q:Can you address adoption trends for AI camera penetration rates per region and the impact of the 7% ARPU increase?
A:Adoption of cameras is strong, especially in South Africa, but it is still early days. The competitive landscape is favorable, and we are building infrastructure to support growth.
Q:Is there any way to roll out Karooooo Logistics to Europe or Southeast Asia?
A:The markets are not saturated and are expected to grow. We are developing technology to compete efficiently in these regions, with a model that may differ from South Africa's.
Q:What drove the strong pickup in South Africa subscriber growth versus plan?
A:Subscriber growth and cross-selling are on plan, driven by increased footprint and execution capabilities.
Q:Where do you stand on sales hiring versus your specific geo plan, Southeast Asia and Europe?
A:We are on track with hiring across all regions. Our ambition is to exceed the 20%-21% growth rate with strong execution.
Q:How has the shift from used vehicle sales to new vehicle sales in South Africa impacted subscriptions?
A:The impact is insignificant as customer acquisition is based on vehicle ownership, not new or used vehicle sales.
Q:Is the used vehicle market in South Africa still under pressure given affordable new vehicles?
A:We do not specialize in this area and focus on the services we provide. The stronger new vehicle market does not necessarily have a positive impact on subscriptions.
Q:Can you provide an update on asset tracking, sales connections in South Africa, and the ongoing rollout in Poland?
A:The rollout is going according to plan. We are cautiously considering expansion into Europe while focusing on cementing leadership in existing markets.
Q:How are you thinking about growth versus margin trade-off?
A:There is temporary compression in operating profit margins due to increased sales and marketing. Long-term focus is on shareholder value over 5 years, with economies of scale supporting growth.
Q:Are there areas you feel confident to step up investment further?
A:Unit economics remain strong, and we plan to continue investing in footprint and top-line growth, pending budget and Board approval.
Q:How does the Volkswagen OEM integration accelerate European growth?
A:It allows quicker vehicle onboarding but faces challenges with OEM telemetry devices not meeting customer data needs. Integration with providers like Tesla is complete, but operational issues remain.
Q:Does the stronger South African rand impact operations?
A:It has a small positive impact on telemetry equipment production but negatively impacts revenue reported in rands for operations outside South Africa.
Q:Does adding video to an existing subscription reset the 36-month contract?
A:The 36-month contract is not material; customer retention and service are prioritized over enforcing contract terms.
Q:Is the current share price at a level for management to consider share buyback?
A:Share buybacks are complex due to SEC rules. The focus remains on business growth and asset quality.
Q:Was the ARPU in South Africa driven by cameras and tags or price hikes?
A:It was driven by cameras and tags. Southeast Asia ARPU is expected to mirror South Africa's over time, with dilution anticipated as the business grows.
Q:What proportion of sales are from existing customers versus new customers?
A:Net additions represent new customers, while sales to existing customers often involve fleet updates rather than new additions.
Q:Are there regulatory or technical issues with rolling out Tag to other markets?
A:No major issues in current markets, but regulations vary by country.
Q:How much will improved South African macro conditions accelerate performance?
A:Performance is driven by scaling, infrastructure, and execution rather than macroeconomic conditions, though a positive environment provides a tailwind.
Q:What proportion of South African subscribers might be interested in Cartrack-Tag or video analytics over the next 5 years?
A:This is uncertain and cannot be accurately predicted.
Q:Is subscriber growth in South Africa diluting ARPU growth?
A:Group-level ARPU growth is slightly lagging the 6% target but remains largely on track.
Q:What would you do differently if the company were private instead of public?
A:There would be no difference in strategy, as the focus is on long-term business building.
Q:Can you share more about bullishness for subscriber and ARPU growth in South Africa?
A:Growth is driven by continuous improvements in technology, software, and training, consistent with the past 20 years.
Q:What is the cost of subscription as a percentage of annual revenue for customers?
A:This question was not clearly understood and could not be answered.
Q:Review of Unclear Management Responses
A:Management avoided directly answering questions about the proportion of South African subscribers interested in Cartrack-Tag or video analytics over the next 5 years, and the cost of subscription as a percentage of annual revenue for customers. Additionally, some responses lacked clarity, such as the impact of macroeconomic conditions on performance and the specifics of regulatory issues in new markets.
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Earnings Word Cloud
The most frequently occurring keywords in this quarter's earning call
ARR retention
Africa ZAR
Africa result
Rule
South Africa
Southeast Asia
allocation
business
capability
capital
cash
commerce
company
compliance
culture
customer ARR
date subscriber
demand
distribution
increase sale
investment
logistics
market
model
opportunity
pace subscription
position
product
rate
region
subscriber addition
subscription margin
term
unit economics
value
video tag
KARO Transcript
Karooooo Ltd. (KARO) Q3 2026 Earnings Call Transcript
Positive1-21
The earnings call summary indicates strong revenue growth, market expansion, and strategic partnerships. The Q&A section reveals management's confidence in growth and investment strategies, despite temporary margin compression. Positive factors include the Volkswagen OEM integration, strong ARPU driven by new products, and disciplined capital allocation. While some management responses lacked clarity, overall sentiment remains positive, supported by optimistic guidance and shareholder return plans.
Karooooo Ltd. (KARO) Presents at UBS Global Technology and AI Conference 2025 Transcript
Neutral12-3
Karooooo Ltd. (KARO) Q2 2026 Earnings Call Transcript
Positive10-15
The earnings call summary shows strong financial performance with significant revenue and subscriber growth across key regions. Despite some bottlenecks in team building and onboarding, the company's strategic investments and disciplined expense management are yielding positive results. The Q&A section highlights ongoing challenges but also reveals optimism in overcoming these through AI and team expansion. The reaffirmation of FY 2026 outlook and strategic growth plans further support a positive sentiment. However, the lack of guidance on market penetration and ongoing elevated expenses suggest a cautious optimism, leading to a 'Positive' rating for stock price movement.
Karooooo Ltd. (KARO) Q1 2026 Earnings Call Transcript
Positive7-23
The earnings call highlighted strong financial performance, with significant revenue and EPS growth, stable profit margins, and increased subscriber numbers. The Q&A revealed positive sentiment towards growth in Southeast Asia and cross-selling initiatives, despite minor concerns about meeting ARPU targets. The company's strategic focus on innovation and expansion, along with strong cash flow, suggests a positive outlook. However, the lack of clarity on tax rates and potential ARPU target misses slightly temper the optimism. Overall, the stock price is likely to see a positive movement, within the 2% to 8% range.
KARO Report
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