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Sankey diagram of W.W. Grainger, Inc.. A complete text table follows the diagram.
The core salesforce-and-service model supplies scale while the digital assortment model compounds faster
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Every flow is a reported filing amount or the exact cost-of-goods difference within a reported segment. Growth annotations use management's filing analysis: High-Touch growth was split evenly between 5% volume and 5% price; Endless Assortment organic constant-currency daily sales rose 22% on repeat business and MonotaRO enterprise-customer growth.
Labels and narrative explain the filing. A category marked “arithmetic bridge” or “residual” is calculated from reported totals, rather than a separately reported line.
| Category | Stage | Value | Notes |
|---|---|---|---|
| High-Touch Solutions N.A. | 1 | $3.8B | 79% of sales; +10.5% |
| Endless Assortment | 1 | $990M | 21% of sales; +19.6% |
| High-Touch gross profit | 2 | $1.6B | 42.6% gross margin |
| High-Touch product cost | 2 | $2.2B | Inventory and fulfillment |
| Endless gross profit | 2 | $297M | 30.0% gross margin |
| Endless product cost | 2 | $693M | Digital assortment fulfillment |
| High-Touch operating earnings | 3 | $688M | 18.3% margin; +14.7% |
| High-Touch SG&A | 3 | $911M | Sales, service and infrastructure |
| Endless operating earnings | 3 | $105M | 10.6% margin; +45.8% |
| Endless SG&A | 3 | $192M | Marketing and digital operations |
| Operating earnings | 4 | $793M | 16.7% margin |
| Earnings before tax | 5 | $775M | After $18M other expense |
| Net interest and other expense | 5 | $18M | Reported non-operating expense |
| Net earnings | 6 | $581M | 12.2% of sales |
| Income tax | 6 | $194M | 25.0% effective rate |
| Grainger shareholders | 7 | $555M | Net earnings attributable to GWW |
| MonotaRO minority owners | 7 | $26M | Noncontrolling interest |
| From | To | Value |
|---|---|---|
| High-Touch Solutions N.A. | High-Touch gross profit | $1.6B |
| High-Touch Solutions N.A. | High-Touch product cost | $2.2B |
| Endless Assortment | Endless gross profit | $297M |
| Endless Assortment | Endless product cost | $693M |
| High-Touch gross profit | High-Touch operating earnings | $688M |
| High-Touch gross profit | High-Touch SG&A | $911M |
| Endless gross profit | Endless operating earnings | $105M |
| Endless gross profit | Endless SG&A | $192M |
| High-Touch operating earnings | Operating earnings | $688M |
| Endless operating earnings | Operating earnings | $105M |
| Operating earnings | Earnings before tax | $775M |
| Operating earnings | Net interest and other expense | $18M |
| Earnings before tax | Net earnings | $581M |
| Earnings before tax | Income tax | $194M |
| Net earnings | Grainger shareholders | $555M |
| Net earnings | MonotaRO minority owners | $26M |