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4/17/2002



Rail News: Rail Industry Trends

CN banks on premium service, partnerships to bolster top line, Tellier says


Canadian National Railway Co. plans to increase revenue by providing premium service, obtain new business by reaching beyond its rail lines and foster long-term growth by developing new services.
Speaking April 16 at CN's annual shareholders meeting in Halifax, Nova Scotia, President and Chief Executive Officer Paul Tellier said the railroad plans to leverage its strengths — quality service, an extended network, diverse customer base and passionate employees — to grow the top line, according to a prepared statement.
One of CN's goals is "to provide a premium service that is hard for our competitors to replicate — a transportation solution so superior that our customers recognize and are willing to pay for the added value," he said. "I call this CN's service edge, and it will generate more revenue from our core network."
The railroad also plans to capture new business beyond its network through partnerships with short lines and other major railroads, and via CN's transload centers — including new facilities in Hamilton, Ontario, and Memphis, Tenn. — that would make it easier for short-haul truckers to deliver freight to and from the Class I's system.
"We [also] are working with some of our customers to understand their supply chains," Tellier said. "CN's logistics management services provide a simple end-to-end process for customers, [making] CN easier to do business with."


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