RailAmerica's sales and marketing efforts are based on meeting the customer's needs through frequent, dependable rail service at reasonable rates. We specialize in developing customer-oriented solutions for your logistical issues; our local marketing representatives work directly with you to make your rail service a seamless part of the delivery of your product to its final destination.

As part of our marketing efforts, we work with your transportation personnel to ensure that your car requirements, loading and pick up schedules are met every time, on time. If needed, we schedule more frequent rail service, help you negotiate rates and service levels with our connecting carriers, and assist with obtaining the quality, quantity and type of rail equipment required for your operation. We can also provide nonscheduled service on short notice to accommodate your special needs.

RailAmerica's decentralized management structure is an important part of why our marketing strategy works. Discretion with respect to marketing activities is given to regional marketing managers, with each manager working closely with rail operations' personnel and other senior management to develop marketing plans that are geared toward providing reliable service to customers. The Company considers all of its employees to be customer service representatives and encourages them to maintain regular contact with shippers.

In general, following commencement of new operations by RailAmerica, our sales and marketing efforts are aimed at increasing rail shipments from existing customers and obtaining traffic from new customers who had not previously shipped by rail or had ceased rail shipments. Our ability to identify and respond quickly to the individual business needs of customers along our rail lines allows us to generate this additional traffic.