Echo Global Logistics Investor Presentation November 2018 P E O P L - PowerPoint PPT Presentation

Echo Global Logistics Investor Presentation November 2018 P E O P L E • T E C H N O L O G Y • R E S U L T S

Echo Global Logistics Leading provider of technology-enabled transportation and supply chain management solutions Proprietary technology platform linking over 35,000 clients with a network of over 49,000 carriers One of the largest growing 3PLs with TTM gross revenue over $2.4Bn Value Proposition to Shippers Value Proposition to Carriers • Transportation cost savings • Aligns demand with network capacity • Access to extensive transportation network • Increases utilization of assets • Centralized system to meet all transportation needs • Optimizes open lanes and backhauls • Dedicated account teams provide superior client • Lower client service costs service • Shortens billing cycle, improving working capital • Web-based applications address entire shipment order and delivery process 2

Unique Logistics Platform Echo’s Key Attributes and Highlights 1 2 Differentiated Relationship-driven Proprietary Technology Customer and that Optimizes Brokerage Carrier Network Value Proposition 3 4 Stability and Consistency Track Record of through Freight Significant Growth and Business Cycles Projected to Continue 5 6 Favorable Long-term Strong Culture and Industry Fundamentals Management Team 3

Echo at a Glance Broad Cross-Country Employee Network Portland,OR Bend,OR Minneapolis,MN Green Bay,WI Boston,MA Port Sanilac, MI Rochester,NY Detroit,MI Chicago,IL Sandy,UT Sacramento,CA Lockport,IL Albany,IN San Ramon,CA Park City,UT San Francisco, CA Denver,CO Watsonville,CA Kansas City,KS St. Louis,MO Yorba Linda,CA Lake Havasu,AZ Nashville,TN Long Beach,CA Scottsdale,AZ Atlanta,GA Dallas,TX Jacksonville,FL Houston,TX Clearwater,FL Critical Component of Value Proposition for Shippers Transportation Partial Domestic Small Service Market TL LTL Intermodal Expedited Internat’l Spend TL Air Parcel $25K – SMB $50MM Transactional (Brokerage) $50MM – National $2Bn+ $500K – Managed SMB $10MM Transportation (Enterprise) $10MM – National $200MM Indicates secondary market Indicates primary market need, offered by Echo need, offered by Echo 4

Product Offerings Diverse Multimodal Portfolio Truckload Brokerage TL Carrier Profile by Fleet Size (# of trucks) (1) • Differentiated model to efficiently aggregate capacity in < 10 >500 fragmented market 17% 16% • Centralized, role-based execution • Highly scalable matching capability 100-500 14% • Quick access to market information • Highly automated leveraging internal and external data 10-50 35% • Smaller carriers increasingly interested in doing business with 50-100 brokers 18% < 10 10 - 50 50 - 100 100 - 500 > 500 LTL Brokerage Managed Transportation • Managed service offering leverages transportation • Industry and market share leader, a one-stop-shop for shippers experts with robust TMS technology • Robust pricing engine capable of managing and simplifying • Ability to drive measureable savings by utilizing Echo’s complex pricing structures across multiple carriers and shippers multi-modal capabilities • Multi-channel automation • Highly efficient execution with multiple automation points • Data capture and analytics tools to optimize pricing and for both shippers and carriers carrier selection • Moving up market with fee based services • Efficient back office integration to manage billing and • Strong procurement capability across all modes of payments on high volume, transaction based systems transportation 5 1. Fleet size available for 86% of loads as of Q3 2018

Building on a Strong Track Record of Growth 2018 Anticipated Revenue Exceeds $2.4B 2005 – 2017 2015 1 2,445 Echo acquires Command Gross Revenue CAGR Transportation 60% 2014 Echo exceeds $1Bn 1,943 in gross revenue 1,716 2009 Echo IPO 1,512 2006 Doug Waggoner joins 1,173 Echo from USF Bestway 884 758 2005 Echo founded 603 426 260 203 95 33 7 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 Gross Revenue ($MM) Note 6 1. 2018 reflects the midpoint of revenue guidance given during the earnings call on October 24, 2018

Industry Leading Technology Platform Analytics Pricing Engines Client Facing Carrier Facing Portal Portals Echo Technology Platform • Proprietary technology designed in-house by engineering and transportation experts • Integrated across multiple modes • Aggregates supply and demand • Analytics optimized marketplace • Robust internal and external reporting Digital Freight Artificial Matching Intelligence Reporting Visibility

Echo’s Culture Attracts Top Talent The Echo Way – Our Core Values Bring Your Own Do What’s Right Better Is the Only Option Carry the Load Together Work Hard and Hustle Award-Winning Culture Connected Workforce Applicant Tracking Promoting internal movement, Employees “The Hub” 2,651 improve hiring Learning manager Management experience and System: Live candidate selection stream effectiveness meetings, social groups, knowledge banks Virtual Meetups Live streaming and video chats Echo News Network Intranet streamlining Echo Engage communication with Recognition, sentiment real-time updates and 324 polling, achievements, business collaboration performance and career tools discussions, real-time feedback, goals 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 3Q18 8

Attractive Market Echo outperformed through financial crisis ($MM) Growing US 3PL Market $426 The US 3PL market has grown meaningfully $260 Gross Revenue ($Bn) from $104 billion in 2005 to $184 billion for 2017 $203 300 225 200 184 167 161 157 146 142 134 150 127 127 119 114 107 104 75 0 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017 2018E Source Armstrong & Associates Research Highly Fragmented North American Broker and Carrier Market Carrier Market (Trucks/Trucking Companies)  Approximately 3 million drivers in U.S., ~80% work for company with <10 trucks ‒ Top 10 truckload (TL) carriers represent 5% of U.S. market ‒ Shortage of drivers makes Echo’s network of carriers more valuable Significant ‒ Brokerage Brokerage Market  Only a handful of players of meaningful scale ‒ Opportunity Industry customer service levels improving, but there is large opportunity to ‒ differentiate for companies that execute effectively Remains highly fragmented with hundreds of small brokers ‒ Sources: Armstrong & Associates, Inc; U.S. Department of Transportation,“Examining the Appropriateness of the Current Financial Responsibility for Motor Carriers, Brokers, and Freight Forwards – Report to Congress,” April 2014; CarrierDirect, “Outlook for the Domestic Transport and Logistics Market in 2H2014 and Beyond,” July 2014 9

Multiple Growth Drivers 1 • Advanced matching and pricing technologies Leverage TL Scale • Superior access to capacity and Technology • Client centric, and carrier’s first choice 2 • Growth from future acquisitions Placeholder Continue • Brokerage market is highly fragmented with hundreds of smaller players Acquisitions for EPS 2 • Echo has completed 21 acquisitions in 12 years 3 Productivity vs Tenure • Growth of sales force and improvement in average tenure Grow and Enhance • Technology enhancements drive efficient productivity gains Placeholder Sales Force for EPS 2 Productivity and • Evolution of managed transportation business to reach larger accounts Sales Offering • LTL SEO automated selling 4 • Rising prices and volatility increase spot market opportunities Capitalize on • Access to capacity and data analytics provide strategic value in dynamic Attractive Market freight markets Conditions • Potential for a tight truckload market to continue for the foreseeable future 10

Sales Force Maturity Driving Productivity Gains Highlights Client Rep Productivity by Months of Tenure (2) (3) • Tenure is lengthening • Increasing share of wallet Gross Profit (000s) • Expanding truckload national accounts 1,000 Sales Tenure (Months) (1) Months 750 34.4 35.0 33.6 31.7 32.2 30.8 28.9 30.0 500 25.6 25.0 21.2 20.2 20.7 20.6 18.6 20.0 17.3 250 16.0 15.0 0 10.0 Months Oct15-Sep16 Oct16-Sep17 Oct17-Sep18 Notes 1. Headcount includes both client and carrier-facing sales representatives. Tenure shown is trailing twelve month average 2. Chart compares total annualized gross profit generated per average inside sales client representative by months of tenure 11 3. Includes all existing and ex-employees

Freight Cycle Dynamics Illustrative Freight Cycle Index of Supply and Demand A B C D A Strong Macro Environment Soft Market • Reduced prices • Plenty of capacity Demand Exceeds Demand Exceeds Supply Supply • Good margins • Good margins • Significant • Significant volumes of spot volumes of spot Weak Macro at high margins at high margins Environment Expanding Contracting margins as margins as demand falls demand rises faster than supply faster than supply Supply Demand 12