Q2 2018 Q4 2018.

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Presentation transcript:

Q2 2018 Q4 2018

Disclosure This presentation and discussion will contain forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. Words such as “expects,” “anticipates,” “intends,” “estimates,” or similar expressions are intended to identify these forward-looking statements. These statements are based on Marten’s current plans and expectations and involve risks and uncertainties that could cause future activities and results of operations to be materially different from those set forth in the forward-looking statements. For further information, please refer to Marten’s reports and filings with the Securities and Exchange Commission.

2018   Operating Results Comparison Percentage Change Three Months Year Ended Ended Dec. 31, Dec. 31, (Dollars in thousands, except share information) 2018 2017 2018 vs. 2017 Operating revenue  $ 203,961 $ 182,771 11.6 %  787,594 698,120  12.8 % Operating income 19,538 14,333 36.3 70,348 56,862 23.7 Net income (excluding 2017 deferred income taxes benefit) 15,737 8,609 82.8 55,027 33,819 62.7 Diluted earnings per common share (excluding 2017 deferred income taxes benefit) 0.29 0.16 82.7 1.00 0.62 61.8 “You can’t build a reputation on what you were going to do.” –Henry Ford

Marten’s Strategic Vision A growing business platform network designed to provide the best, most-efficient service for Marten’s customers Transportation Service Solutions for Today and into the Future Truckload Business – regional and OTR operating from 15 regional service centers – including dry van operations out of our Kansas City, Atlanta and Phoenix facilities - $94.0 million Q4 ’18 revenue (46%) Dedicated Business – customized solutions tailored to individual customers’ requirements utilizing refrigerated trailers, dry vans and other specialized equipment - $59.3 million Q4 ’18 revenue (29%) Intermodal Business – refrigerated TOFC with extended dray service from Marten’s truck network - $26.0 million Q4 ’18 revenue (13%) Brokerage Business – surge flexibility to service our customer needs beyond Marten’s assets - $24.7 million Q4 ’18 revenue (12%) MRTN de Mexico Business - door-to-door Mexican business service with our Mexican partner carriers - $18.1 million Q4 ’18 revenue (within truckload and brokerage segments) “Transformation is a process, not an event.” – “Leading Change” by John P. Kotter

THE FOUNDATION of Marten’s service and growth Marten’s Vision and Plan – Regional Operating Centers Network THE FOUNDATION of Marten’s service and growth A $100 million expansion since ’09 paid for through challenging times - All locations acquired, replaced or updated since ’09 - McAllen is the only leased facility - $56.8 million in cash and no debt at December 31, 2018 Atlanta, GA Indianapolis, IN Dallas, TX Laredo, TX Phoenix, AZ Mondovi, WI Richmond, VA Mondovi, WI Corporate Office Tampa, FL Kansas City, KS Memphis, TN Carlisle, PA Jurupa Valley, CA Portland, OR Otay Mesa, CA McAllen, TX

Marten’s Vision and Plan for Future – (excluding fuel surcharges) Dedicated Growth Revenue, excluding fuel surcharges, has increased 385% from Q4 ’13 to Q4 ’18 Revenue Growth (excluding fuel surcharges) In millions Load Growth 22% 16% 51% 4% 37% 5% 89% 77% 14% 26%

Marten’s Vision and Plan for Future – TOFC Intermodal Growth Initiated temperature-controlled TOFC in ’05 Marten is the largest truckload intermodal temperature-controlled carrier with BNSF Expanded intermodal growth with longer drayage supported by Marten’s regional business platform Revenue Growth (excluding fuel surcharges) In millions Load Growth 6% 22% 12% 16% 1% 14% - % 9% (1)% 13%

Marten’s Vision and Plan – (including fuel surcharges) Brokerage Growth Provides capacity to surge and cover all of Marten’s customers’ freight needs Revenue Growth (including fuel surcharges) In millions Load Growth 23% 31% 3% (3%) 6% 25% (7%) 6% 25% 23% Decentralization of brokerage operations for customer capacity solutions Focus on maintaining growth and margins in volatile market environment

Increasing Revenue Equipment Costs Average Monthly Depreciation Tractors Trailers Blue Color 87 197 209 The monthly depreciation of tractors and trailers added in Q4 ’18 was 7% and 18% higher than the depreciation of tractors and trailers traded in Q4 ’18. Trailer depreciation cost increased as fleet transitioned to new, more-costly CARB refrigeration units – all trailers now have new “evergreen” CARB refrigeration units. Tractor depreciation cost increases as fleet transitions to automatic transmissions. Potential tariff increases to the cost of steel and aluminum may increase the price of tractors and trailers. Tractor and trailer depreciation cost increases will be at a reduced rate in 2019. Our trailer fleet has fully converted to the CARB units and our tractor fleet will fully convert by June 2019 to the automatic transmissions.

Net Capital Expenditures In millions $125.0 $125 $101.3 $97.2 $95.3 Blue Color 87 197 209

Marten’s Vision and Plan Initiatives Marten People – Data-Driven Measurement and Management Marten people initiate and implement our strategic vision and key strategic initiatives Marten people make real-time data-driven decisions for improved supply chain productivity “The more they know, the more they’ll understand. The more they understand, the more they’ll care. Once they care, there’s no stopping them.” –Sam Walton Marten’s culture: visible costs and operating data to improve and add value daily – we measure and manage as a team “Great things in business are never done by one person. They’re done by a team of people.” –Steve Jobs

Consistent Growth in Quarterly Operating Income within each of our Dedicated, Intermodal and Brokerage Businesses Since 2014 Dedicated Operating Income In thousands Intermodal Operating Income In thousands Brokerage Operating Income In thousands Key: 2014 2015 2016 2017 2018 % increases are from ‘14 to ’18

Operating Results through Weak Freight Environment The following four slides show our positive operating results in 2015 – 2017 –- overcoming a weak rate environment. The strong improvement in 2018 was not enhanced by reduced comps. “Cass Truckload Linehaul Index” January 8, 2019 By Broughton Capital

Improvement in Marten’s Revenue Excluding Fuel Surcharges Record Operating Revenue in Q4 ’18 and 2018 In millions 8% 2% 4% (2)% 11% 5% 3% 8% 9% 11% 8%

*Excluding a gain on disposition of two facilities in 2015 Improvement in Marten’s Operating Income Record Operating Income in Q4 ’18 and 2018 In millions 24% 20% 22% 7% 13% (2)% 12%* 2%* (2)% 17% 46% 36% *Excluding a gain on disposition of two facilities in 2015

Improvement in Marten’s Operating Ratio, Net of Fuel S/C Q4 ’18 – Best Over Last 15 Quarters 2018 – Best Over Last 13 Years Blue Color 87 197 209 *Excluding a gain on disposition of two facilities in 2015

Improvement in Marten’s Earnings – Cents Per Diluted Share(1) 62%(3) 21% 23% 12% 10% (2)% 12%(2) 4%(2) -%(3) 49% 93% 83% (1) Restated to reflect the five-for-three stock split on July 7, 2017 and the three-for-two stock split on June 14, 2013 (2) Excluding a gain on disposition of two facilities in 2015 (3) Excluding the deferred income taxes benefit related to the federal Tax Cuts and Jobs Act in 2017 269% increase from Q4 ‘09 to Q4 ‘18

Marten’s Culture | Marten’s Vision Marten’s Plan | Marten’s People “Sufficient urgency around a strategically rational and emotionally exciting opportunity is the bedrock upon which all else is built.” “Accelerate!” Harvard Business Review November 2012 By John P. Kotter Konosuke Matsushita Professor of Leadership, Emeritus Harvard Business School Marten’s people have built a strong, growing and increasingly profitable business platform for now and the future based on our truckload, dedicated, intermodal, brokerage and MRTN de Mexico solutions in turbulent times. Capacity is still tight with a driver shortage which will continue to be a challenge and an opportunity in 2019 and beyond in the new generation of drivers and the ELD era. Our expectations are for a bright, more profitable growth outlook over the next several years.

“Marten Transport Delivers the Goods” TCA Truckload Indexes December 3, 2018 By Chris Henry “Quarter-over-quarter, year-over-year, Marten Transport (NASDAQ: MRTN) has delivered consistent, top quartile results. Key word is consistent. When compared to many of the others, you don’t see very many blips in operating expenses or legal exposures that may cause multi-period hangovers for others. Everything I read about them through their earnings releases and SEC filings point to a very disciplined operating team… Marten has hung with, and bettered the performance of many of the big dogs.”