In spite of the obvious advantages of lower long haul costs and a smaller C02 footprint, the rail cargo market is growing but not at the same pace as the global logistic market. Margins are under pressure and, in most markets, regulators hope to introduce increased competition by deregulating the market and stimulating new entrants. The international rail cargo market is generally characterized by high administrative costs and complex coordination to deliver cargo between customer sites. It is a volume or niche game to reach sustainable profitability and the rail cargo operator who customizes its services and maintains efficient processes will win the game…