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Burlington Northern Santa Fe recently created an Emerging Growth Team, comprising 14 partially commission-based regional sales managers charged with diverting more freight from truck to rail.


"Our focus is to build relationships with new customers that have not traditionally shipped by rail," said team leader Larry Ruple, BNSF general director, emerging customer growth initiatives, in a prepared statement.


The team plans to market services that would exploit BNSF's market-based pricing structure, and develop a process to ensure that each existing and new customer is routed to a sales manager.


"Historically, not all Industrial Products customers have been appointed a sales manager," said Ruple. "By making certain that a member of our team is assigned to each of our small- to medium-sized customers, it will allow us to jointly explore growth opportunities within this account sector."