Uploaded August 2026 | Updated September 2026, 1 hour ago
What are customers truly willing to pay? When you provide exceptional service backed by visibility and technology, how much of a price premium can you command? We explore whether competitiveness relies solely on pricing or if there are other levers to pull to keep momentum going.
Paul highlights a fundamental truth about railroads: they operate like military operations rather than marketing companies or steamship lines. With most chief operating officers coming from carload and merchandise backgrounds rather than intermodal, there is a crucial need for education. Discover why pushing to get real operating personnel in front of your biggest customers—despite potential reluctance from sales teams—can bridge the gap and help customers understand exactly how and why railroads work.
What are customers truly willing to pay? When you provide exceptional service backed by visibility and technology, how much of a price premium can you command? We explore whether competitiveness relies solely on pricing or if there are other levers to pull to keep momentum going.
Paul highlights a fundamental truth about railroads: they operate like military operations rather than marketing companies or steamship lines. With most chief operating officers coming from carload and merchandise backgrounds rather than intermodal, there is a crucial need for education. Discover why pushing to get real operating personnel in front of your biggest customers—despite potential reluctance from sales teams—can bridge the gap and help customers understand exactly how and why railroads work.
