A new marketing/sales program on Conrail emphasizes maximum return on freight car investment. The organization develops marketing strategies, determines the price and level of service at which these strategies will be sold, and then implements them while controlling carefully the asset base of cars. The marketing organization is developed around five basic car categories as the basis for so-called business groups. Within each such group are a number of line-of-business units that correspond to more traditional commodity manager functions. Examples of the new strategy in several market situations are described.

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  • Corporate Authors:

    Cahners Publishing Company, Incorporated

    Watson Publications, 5 South Wabash Avenue
    Chicago, IL  United States  60603
  • Authors:
    • Shedd, T
  • Publication Date: 1979-3

Media Info

  • Features: Figures;
  • Pagination: p. 70-74
  • Serial:

Subject/Index Terms

Filing Info

  • Accession Number: 00193744
  • Record Type: Publication
  • Files: TRIS
  • Created Date: May 26 1979 12:00AM