Kansas City Southern has found a new way to generate sales leads: operating employees' word-of-mouth. Earlier this week, the railroad launched a campaign aimed at encouraging front-line operating workers to identify potential customers, and work with sales and marketing representatives to develop business opportunities.
Although regional sales representatives develop, maintain and service accounts at the corporate level, operating workers have firsthand knowledge of untapped business opportunities in their communities, KCS officials believe.
"Operating employees can think of themselves as the 'smokestack brigade,'" said Senior Vice President of Operations Jerry Heavin in a prepared statement. "If [they] see a smokestack and KCS isn't serving the industry, then pursue it further."
Operating employees are encouraged to provide the sales and marketing department leads by calling a toll-free phone number.
The phone line will be monitored by Transportation Manager of Administration Claudia Stilwell, who will maintain a database of leads and keep operating employees apprised of any resulting sales.
KCS officials plan to provide all operating employees a laminated pocket card imprinted with the toll-free number and pertinent information to pre-qualify a sales lead. The railroad also will give operating department managers reminder stickers including sales department phone numbers and posters to place in common areas.
Source: Progressive Railroading Daily News
