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Rail News Home Intermodal

12/1/2004



Rail News: Intermodal

BNSF divides domestic intermodal department into five groups



Burlington Northern Santa Fe recently restructured its domestic intermodal department into five groups: expedited services, premium truckload, J.B. Hunt, national account sales and domestic marketing.

The expedited services group will be responsible for selling the "Z" train network and developing relationships with customers who need BNSF's fastest service, including parcel, less-than-truckload and truckload carriers. Assistant Vice President of Direct Marketing Julie Piggott will head the group, which includes the direct business unit headed by Director of Sales, Expedited Truckload Kathleen Meisinger.

The premium truckload group — led by Director of Sales Tom Williams — will be responsible for all other truckload customers, including intermodal marketing companies and some truckload carriers who compete in BNSF's premium service networks.

Director of Sales Jim Clark will continue to head the J. B. Hunt group, which oversees the railroad's large premium truckload customer.

Led by Director of Sales Tom Plowman, the national account group will be responsible for continuing to leverage BNSF's relationships with shippers to help grow both domestic and international intermodal business.

Finally, the domestic marketing group will be responsible for value pricing services, and establishing and maintaining price and service consistency, service development and market research. Manager of Marketing Scott Webb will head the group, which will receive marketing and sales support from Director of Truckload Cathy Martina's team.

"We hope to create a clear and consistent approach to the domestic intermodal marketplace and to closely align the sales team with the underlying service their customers primarily buy," said Vice President of Domestic Intermodal John Hickerson in a prepared statement.


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