Railway Marketing Strategy
Adopt a solution-based approach to the North American railway market. We focus on pursuing solutions for specific customer requirements rather than presenting products for broad applications.
Our marketing strategies are based on the following principles:
We begin with the customer’s requirements and work toward the product or combination of products that best fits the project.
Solution-Based Applications
We have vast knowledge about existing North American fleets. If a product was used on a previous program, we target this customer's new program using the same product. If our supplier's product was used successfully in the past, it is more likely to be used on future programs.
Build Off Existing Sales
Most OEMs have engineering centers in Europe. Since we specialize in European technologies, we likely have a familiar product to offer.
European-Based Designs
Our suppliers have synergistic products, so we can offer a complete design and build system with rail-proven products and fulfill customer requirements for domestic and minority business content.