After many conversations with railroad sales folks, including recent ones on the podcast, I think it’s time we hit the issue of railroad sales head on. TLDR: The railroad sales org is not set up to succeed.
Sure, there are pockets of excellence. Some categories at some business groups are adding volume every year. UP’s grain business catches the eye (I wonder if this is driven by Mexico), but that’s weighed down by stories like Canadian intermodal. Perhaps Prince Rupert is losing share to LA/LB?