Creel: CP rejected new freight business to protect existing customer commitments
Keith Creel · Keith Creel: Lessons from Life on the Railroad · Nov 29, 2022 · at 20:43
Keith Creel, CEO of Canadian Pacific Railway, explains selective contract negotiation and capacity discipline in railway operations.
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“You know, we just recently went through a contract negotiation with a customer that because their current service provider is not providing them an ability to grow in their markets and satisfy their existing customers' needs, they came to us with a big opportunity, and they would have loved for us to take all their business. That said, I know my network can't handle all their business and still satisfy all the commitments that we've made. To all of our other customers, so we sat down with the customer and said, listen, number one, and I was involved in these discussions, I can't service all your business. I'm just going to set you up to fail and set myself up to fail.”
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