Short Lines Long on Business Development
Business development is vital to short lines to increase carloads, boost revenue and develop customer relationships. Yet, some small roads are better at it and more aggressive with it than others. Among the go-getters are these four short lines, which recently earned 2020 Business Development Awards from the American Short Line and Regional Railroad Association (ASLRRA): the Ann Arbor Railroad, Delmarva Central Railroad, Indiana Rail Road and Reading, Blue Mountain and Northern Railroad.
The small roads worked closely with their customers to provide win-win traffic-growth opportunities, superior service and additional value as business partners, ASLRRA officials said when announcing the award winners. They helped create a new auto distribution center, develop a new rail-served distribution center, build two new transload centers and devise a new service for liquid chicken feed.
How did the short lines prompt, advance and complete those business development projects? What did it take to engage their customers and other partners to participate in the opportunities? What do they expect to gain from the projects? For answers, Managing Editor Jeff Stagl talks all-things business development with leaders of the four short lines and the ASLRRA.
Class I Focus:
Canadian Pacific
The pandemic has shut down a number of industries, but North American freight railroads such as Canadian Pacific continue to keep the economy's heart beating. This month, Senior Associate Editor Julie Sneider takes a look at how CP execs believe the strength of the company's business mix — particularly its bulk franchise and Canadian grain — combined with the strength of its firmly established PSR operating model will help the Class I weather the storm brought on by the COVID-19 pandemic.
Mechanical:
Annual Fleet Status
Our annual compendium of rail-car and locomotive statistics, Fleet Stats features an array of Association of American Railroads' facts and figures, including selected car fleet data, freight-car installations, the fleet by car type and age, and locomotives acquired and rebuilt. This year's edition also includes rail-car market commentary from Richard Kloster, is founder of Integrity Rail Partners Inc., a private transportation company that provides strategic consulting to the rail industry.
MOW:
Rail Grinding
Rail grinding is an integral tool in a railroad's maintenance-of-way toolbox. It can help minimize potential for derailments and extend rail life. As railroads aim to get the most bang for their rail grinding buck, they're seeking equipment and services to help cut costs and boost efficiencies. This month, suppliers of grinding and related equipment share information on their current offerings.
Technology Update:
Rail Safety Products
Railroads set aside millions of dollars annually for products and services to protect employees, tracks, trains and other assets. Products include the latest grade crossing technology to track intrusion detection systems to roadway worker protection gear. This month, we'll highlight a sampling of products and equipment available to help railroads bolster safety.
Mike Singler
Regional Sales Manager
815-302-7055
mike.singler@tradepress.com