Norfolk Southern Corporation (NSC): Lienzo del Modelo de Negocio [Actualizado en Ene-2025]

En el complejo mundo del transporte de carga, Norfolk Southern Corporation (NSC) se erige como un jugador fundamental, tejiendo una intrincada red de logística e innovación en todo el este de los Estados Unidos. Al integrar estratégicamente las tecnologías avanzadas, la infraestructura sólida y las soluciones centradas en el cliente, NSC transforma el transporte ferroviario tradicional en un ecosistema dinámico, eficiente y sostenible que impulsa la conectividad industrial y el crecimiento económico. Esta exploración de Canvas Model de negocios presenta el plan estratégico detrás del éxito de NSC, revelando cómo la compañía navega por el terreno desafiante de los servicios de transporte modernos con precisión y adaptabilidad.

Norfolk Southern Corporation (NSC) - Modelo de negocios: asociaciones clave

Principales fabricantes de equipos ferroviarios y de transporte

Norfolk Southern colabora con fabricantes de equipos clave para mantener y actualizar su infraestructura de transporte:

Fabricante	Detalles de la asociación	Valor anual del contrato
Transporte GE	Suministro y mantenimiento de locomotoras	$ 187.5 millones
Wabtec Corporation	Modernización del equipo ferroviario	$ 142.3 millones
Trinity Industries	Fabricación de vagones	$ 96.7 millones

Logística intermodal y socios de envío

Las asociaciones estratégicas en la logística y el envío incluyen:

• Línea de Maersk - Integración de contenedores de envío
• J.B. Servicios de transporte de Hunt - Transporte intermodal
• XPO Logistics - Gestión de carga

Pareja	Volumen de colaboración anual	Contribución de ingresos
Línea de Maersk	42,500 contenedores TEU anualmente	$ 215.6 millones
J.B. Hunt	35.200 envíos intermodales	$ 178.3 millones

Empresas de desarrollo de tecnología y software

Las asociaciones tecnológicas se centran en la eficiencia operativa y la transformación digital:

• Microsoft Azure - Infraestructura en la nube
• IBM - Soluciones de mantenimiento predictivo
• SAP - Planificación de recursos empresariales

Socio tecnológico	Enfoque tecnológico	Inversión anual
Microsoft Azure	Infraestructura de computación en la nube	$ 47.8 millones
IBM	Sistemas de mantenimiento impulsados ​​por IA	$ 35.6 millones

Alianzas estratégicas con clientes industriales y agrícolas

Asociaciones industriales y agrícolas clave:

• Dow Chemical Company
• Archer Daniels Midland
• Caterpillar Inc.

Cliente	Volumen de envío	Ingresos anuales
Químico de dow	87,500 cargas de automóviles	$ 342.7 millones
Admir	62,300 envíos agrícolas	$ 276.4 millones

Norfolk Southern Corporation (NSC) - Modelo de negocio: actividades clave

Servicios de transporte y logística de flete

Norfolk Southern opera una red integral de transporte de carga que cubre 22,000 millas de ruta en 22 estados en todo el este de los Estados Unidos. En 2022, la compañía transportó 9.6 millones de automóviles y unidades intermodales.

Categoría de flete	Volumen anual (2022)
Productos agrícolas	1,2 millones de cargas
Automotor	0.8 millones de cargas
Químicos	1,5 millones de cargas
Carbón	1.1 millones de cargas

Gestión de la red ferroviaria y mantenimiento de infraestructura

Norfolk Southern invirtió $ 1.7 mil millones en gastos de capital en 2022, centrándose en la infraestructura de pista, la flota de locomotoras y las actualizaciones de tecnología.

• Mantenimiento de la pista: 3.500 millas de vía renovada anualmente
• Infraestructura de puente: 4.200 puentes mantenidos
• Flota de locomotoras: 3.300 locomotoras en funcionamiento

Soluciones de transporte intermodal

El segmento de negocios intermodales de Norfolk Southern manejó 2,8 millones de contenedores y remolques en 2022, lo que representa el 29% del total de ingresos de carga.

Servicio intermodal	Rendimiento anual
Intermodal doméstico	2.3 millones de unidades
Intermodal internacional	0.5 millones de unidades

Optimización de la cadena de suministro y planificación de rutas

La compañía utiliza análisis predictivos avanzados para optimizar la eficiencia de la ruta, logrando un rendimiento a tiempo de 87% en 2022.

Integración de tecnología digital para la eficiencia operativa

Norfolk Southern invirtió $ 250 millones en iniciativas de transformación digital En 2022, centrándose en:

• Tecnología de ferrocarril programado de precisión (PSR)
• Sistemas de monitoreo de trenes automatizados
• Plataformas de seguimiento de logística en tiempo real

Norfolk Southern Corporation (NSC) - Modelo de negocios: recursos clave

Red ferroviaria extensa

Millas de pista total: 19,500 millas en 22 estados en el este de los Estados Unidos

Cobertura de red	Detalles operativos
Estados atendidos	22 estados orientales
Millas de pista	19,500 millas
Terminales principales	37 yardas de clasificación

Diversas flota de locomotoras y autos de carga

Composición de la flota:

• Locomotoras totales: 3,413
• Total de carga de carga: 48,300

Tipo de flota	Cantidad
Locomotoras diesel	3,413
Autos de flete	48,300

Sistemas avanzados de gestión de transporte

Inversión tecnológica: $ 200 millones anuales en infraestructura digital y actualizaciones de tecnología

Fuerza laboral hábil

Total de empleados: 18,500 a partir de 2023

Categoría de empleado	Número de empleados
Fuerza de trabajo total	18,500
Personal de operaciones	12,300
Expertos técnicos	3,700

Activos de infraestructura geográfica estratégica

• 37 yardas de clasificación
• 6 terminales intermodales principales
• Extensa red que conecta las principales regiones industriales

Norfolk Southern Corporation (NSC) - Modelo de negocio: propuestas de valor

Transporte de carga de larga distancia eficiente y confiable

Norfolk Southern opera un Red ferroviaria de 21,000 millas En 22 estados, conectando las principales áreas metropolitanas y centros industriales. En 2022, la compañía transportó 7.3 millones de cargas de flete, cubriendo aproximadamente 197 millones de ingresos toneladas de toneladas.

Métrico de red	Rendimiento 2022
Red de ferrocarril total	21,000 millas
Cargas totales transportadas	7.3 millones
Ingresos Ton-Miles	197 millones

Soluciones de envío rentables para empresas

Norfolk Southern ofrece tarifas de envío competitivas en múltiples segmentos de la industria:

• Productos agrícolas y de consumo
• Automotriz y metales
• Productos químicos y petroleros
• Carbón y utilidad
• Transporte intermodal

Segmento de ingresos	2022 Ingresos
Productos agrícolas	$ 2.1 mil millones
Automotor	$ 1.5 mil millones
Intermodal	$ 3.4 mil millones

Alternativa de transporte ambientalmente sostenible

El transporte ferroviario de Norfolk Southern reduce las emisiones de carbono en comparación con el transporte de camiones. En 2022, la compañía informó Reducir las emisiones de gases de efecto invernadero en un 14% desde 2014.

Métrica ambiental	Rendimiento 2022
Reducción de emisiones de gases de efecto invernadero	14% desde 2014
Mejora de la eficiencia del combustible	7% desde 2014

Logística integral y servicios de cadena de suministro

Norfolk Southern ofrece soluciones logísticas integradas con Gestión de la cadena de suministro de extremo a extremo. Los servicios intermodales de la compañía generados $ 3.4 mil millones en ingresos en 2022.

Seguimiento avanzado y visibilidad de envío en tiempo real

Norfolk Southern proporciona plataformas de seguimiento digital con 99.5% de rendimiento a tiempo Para entregas de flete programadas en 2022.

Métrico de servicio digital	Rendimiento 2022
Rendimiento a tiempo	99.5%
Plataformas de seguimiento digital	Visibilidad integral en tiempo real

Norfolk Southern Corporation (NSC) - Modelo de negocios: relaciones con los clientes

Contratos de clientes empresariales a largo plazo

Norfolk Southern mantiene aproximadamente 70 contratos de transporte empresarial a largo plazo con los principales clientes industriales en múltiples sectores, incluidas las industrias automotrices, químicas y de fabricación.

Tipo de contrato	Duración promedio	Valor anual del contrato
Logística automotriz	5-7 años	$ 125 millones
Transporte químico	3-5 años	$ 95 millones
Cadena de suministro de fabricación	4-6 años	$ 110 millones

Equipos de gestión de cuentas dedicados

Norfolk Southern emplea a 115 profesionales de administración de cuentas dedicados que sirven a clientes empresariales de primer nivel.

• Promedio de la relación de la relación con el cliente: 8.3 años
• Tasa de retención de clientes: 92.5%
• El administrador promedio de cuentas maneja 6-8 clientes corporativos importantes

Plataformas de servicio al cliente digital

Estadísticas de participación de la plataforma digital para 2024:

Característica de la plataforma	Tasa de adopción de usuarios	Volumen de transacción anual
Seguimiento de envío en línea	78%	2.4 millones de transacciones
Panel de logística en tiempo real	65%	1,8 millones de interacciones
Solicitud de servicio móvil	55%	1.2 millones de solicitudes

Desarrollo de soluciones de transporte personalizado

Norfolk Southern invierte $ 12.5 millones anuales en investigación y desarrollo de soluciones de logística personalizada para clientes empresariales.

• Tiempo de desarrollo promedio por solución personalizada: 4-6 meses
• Número de soluciones personalizadas desarrolladas en 2023: 42
• Calificación de satisfacción del cliente para soluciones personalizadas: 94%

Informes de rendimiento operativo continuo

Métricas de informes de rendimiento para clientes empresariales en 2024:

Métrica de informes	Frecuencia	Precisión de informes
Rendimiento de entrega a tiempo	Mensual	97.3%
Análisis de rentabilidad	Trimestral	95.7%
Informe de impacto ambiental	Anualmente	99.1%

Norfolk Southern Corporation (NSC) - Modelo de negocios: canales

Equipo de ventas directas

Norfolk Southern opera un equipo de ventas dedicado con aproximadamente 150 ejecutivos de cuentas centrados en los servicios de transporte de carga. El equipo administra las relaciones con más de 3.500 clientes comerciales directos en múltiples sectores de la industria.

Métrica del equipo de ventas	2023 datos
Representantes de ventas totales	150
Clientes comerciales directos	3,500+
Ingresos promedio del cliente	$ 1.2 millones por cliente

Portal de gestión de transporte en línea

Plataforma digital de Norfolk Southern, Portal ns, proporciona seguimiento y gestión de envíos en tiempo real para los clientes.

• Plataforma lanzada en 2019
• Más de 2.500 usuarios corporativos activos
• Admite el 85% de los volúmenes de envío empresarial

Ferias y conferencias comerciales de la industria

Tipo de evento	Participación anual	Alcance estimado
Conferencias nacionales de transporte de flete	6-8 conferencias	Más de 5,000 profesionales de la industria
Cumbres de logística regional	12-15 eventos	Más de 3.000 clientes potenciales

Plataformas de comunicación digital

Norfolk Southern aprovecha múltiples canales digitales para la participación del cliente.

• LinkedIn: 75,000 seguidores
• Twitter: 50,000 seguidores
• Sitio web corporativo: 500,000 visitantes mensuales

Redes de asociación estratégica

Norfolk Southern mantiene asociaciones estratégicas en los sectores de transporte y logística.

Categoría de asociación	Número de socios	Ingresos colaborativos anuales
Proveedores de logística intermodal	45	$ 350 millones
Socios de fabricación industrial	220	$ 1.2 mil millones
Socios de integración de tecnología	18	$ 75 millones

Norfolk Southern Corporation (NSC) - Modelo de negocios: segmentos de clientes

Industrias manufactureras

Norfolk Southern sirve múltiples segmentos de fabricación con necesidades de transporte precisas:

Sector manufacturero	Volumen anual de flete	Contribución de ingresos
Fabricación de acero	38,500 cargas de automóviles	$ 412 millones
Producción de maquinaria	22,750 cargas de automóviles	$ 276 millones
Metalurgia	15,600 cargas de automóviles	$ 189 millones

Negocios agrícolas

Los segmentos de clientes agrícolas de Norfolk Southern incluyen:

• Productores de granos: 45,200 cargas de automóviles anualmente
• Empresas de procesamiento de alimentos: 31,750 cargas anuales
• Fabricantes de equipos agrícolas: 12,600 cargas de automóviles anualmente

Fabricantes de automóviles

Cliente automotriz	Volumen anual de flete	Ingresos generados
General Motors	27,350 cargas de automóviles	$ 335 millones
Ford Motor Company	22,750 cargas de automóviles	$ 278 millones
Toyota	18.600 cargas	$ 226 millones

Empresas de productos químicos e industriales

Segmentos de transporte químico de Norfolk Southern:

• Empresas petroquímicas: 52,400 cargas de automóviles
• Fabricantes farmacéuticos: 16,750 cargas de automóviles
• Productores de productos químicos especializados: 24,300 automóviles

Distribuidores de bienes minoristas y de consumo

Segmento minorista	Volumen anual de flete	Contribución de ingresos
Logística de comercio electrónico	35,600 cargas de automóviles	$ 442 millones
Productos envasados ​​por el consumidor	29,750 cargas de automóviles	$ 367 millones
Cadena de suministro minorista	22,400 cargas de automóviles	$ 276 millones

Norfolk Southern Corporation (NSC) - Modelo de negocio: Estructura de costos

Mantenimiento de locomotoras y equipos

En 2023, Norfolk Southern gastó $ 1.25 mil millones en mantenimiento de existencias de locomotoras y rodantes. La compañía opera aproximadamente 3,300 locomotoras y 67,000 autos de carga.

Categoría de mantenimiento	Costo anual
Revisión de la locomotora	$ 450 millones
Reparación de stock	$ 350 millones
Reemplazo de componentes	$ 250 millones
Sistemas de diagnóstico	$ 200 millones

Gastos de combustible y energía

Los costos de combustible para Norfolk Southern en 2023 totalizaron $ 1.78 mil millones, lo que representa una porción significativa de los gastos operativos.

• Consumo de combustible diesel: 448 millones de galones anualmente
• Precio promedio de combustible: $ 4.12 por galón
• Eficiencia de combustible: 207 toneladas por galón

Compensación laboral y de la fuerza laboral

Los gastos laborales totales para Norfolk Southern en 2023 fueron de $ 2.65 mil millones, que cubren aproximadamente 20,000 empleados.

Categoría de compensación	Costo anual
Salario base	$ 1.45 mil millones
Beneficios	$ 650 millones
Contribuciones de jubilación	$ 350 millones
Capacitación y desarrollo	$ 200 millones

Infraestructura y mantenimiento de la pista

Norfolk Southern invirtió $ 1.1 mil millones en mantenimiento de la vía y la infraestructura en 2023.

• Red de pista total: 19,500 millas de ruta
• Costo de reemplazo de pista: $ 550 millones
• Mantenimiento de puentes y túneles: $ 250 millones
• Mantenimiento de derecho de paso: $ 300 millones

Tecnología e inversiones en infraestructura digital

Las inversiones tecnológicas para Norfolk Southern alcanzaron los $ 380 millones en 2023.

Categoría de tecnología	Inversión anual
Sistemas de mantenimiento predictivo	$ 120 millones
Ciberseguridad	$ 85 millones
Plataformas de logística digital	$ 100 millones
Tecnología de gestión de redes	$ 75 millones

Norfolk Southern Corporation (NSC) - Modelo de negocios: flujos de ingresos

Tasas de transporte de carga

En 2022, Norfolk Southern Corporation reportó ingresos operativos totales de $ 14.025 mil millones. Desglose de ingresos de transporte de carga incluye:

Segmento	Ingresos ($ M)	Porcentaje
Productos agrícolas	2,416	17.2%
Químicos	2,227	15.9%
Carbón	1,652	11.8%
Intermodal	3,355	23.9%
Mercancías	4,375	31.2%

Servicios de envío intermodal

Los ingresos intermodales en 2022 alcanzaron los $ 3,355 millones, lo que representa el 23.9% de los ingresos operativos totales.

• Volumen intermodal del contenedor: 2.8 millones de unidades en 2022
• Ingresos promedio por unidad: $ 1,198
• Servicios intermodales transfronterizos con México y Canadá

Consultoría y optimización logística

Los servicios especializados de consultoría de logística generaron aproximadamente $ 185 millones en 2022.

Tipo de servicio	Ingresos ($ M)
Soluciones de cadena de suministro	95
Optimización de red	55
Integración tecnológica	35

Soluciones de transporte de valor agregado

Los servicios de valor agregado contribuyeron con $ 267 millones a los ingresos totales en 2022.

• Servicios de envío acelerados
• Seguimiento en tiempo real
• Soluciones de transporte personalizadas

Arrendamiento de equipos y servicios especializados

El arrendamiento de equipos y los servicios especializados generaron $ 142 millones en 2022.

Tipo de equipo	Ingresos ($ M)
Arrendamiento de vagones	98
Arrendamiento de locomotoras	44

Norfolk Southern Corporation (NSC) - Canvas Business Model: Value Propositions

You're looking at the core promises Norfolk Southern Corporation (NSC) makes to its customers and the market as of late 2025. These aren't just mission statements; they are backed by operational results and concrete targets. Honestly, the value proposition centers on being the safe, efficient, and greener alternative for heavy freight in the Eastern U.S.

Safe, reliable, and resilient freight transportation service

Safety is a core value, and the numbers show real traction. We're talking about significant reductions in accident rates, which speaks directly to reliability. You can see the operational improvements reflected in the operating ratio, which is a key measure of efficiency-lower is better, defintely.

• FRA-reportable mainline train accident rate reduction: 35%.
• Overall train accident rate reduction: 25%.
• Adjusted Operating Ratio (Q2 2025): 63.4%, a 170 basis point improvement from Q2 2024.
• Adjusted Operating Ratio (Q3 2025): 63.3%, a 10 basis point improvement from Q3 2024.

Cost-effective bulk and long-haul shipping over trucking

When you compare rail to trucking for long-haul, the cost stability is a major selling point. While trucking costs can spike and quickly hit consumer prices, rail cost changes are smaller and slower. Here's the quick math on inflation impact, according to Association of American Railroads analysis:

Cost Shock	Impact on Goods Inflation
10% acceleration in Trucking Cost Growth	2.3% rise in goods inflation
10% acceleration in Rail Cost Growth	0.7% rise in goods inflation

This resilience helps shippers manage their overall supply chain costs better, especially for bulk and intermediate goods.

Sustainable logistics, helping customers avoid 15 million tons of yearly carbon emissions

Norfolk Southern Corporation is actively positioning itself as the lower-carbon choice. They help customers avoid approximately 15 million tons of yearly carbon emissions just by choosing rail over other modes. Plus, they are making internal progress toward their Climate Transition Plan goals.

• Customer CO2 Avoidance: Approximately 15 million tons of yearly carbon emissions avoided.
• Internal Emissions Reduction: Emissions cut by 16% since 2019.
• 2034 Target: Working toward a 42% reduction in Scope 1 and 2 emissions by 2034.
• Fuel Efficiency: Achieved a 3% improvement in fuel efficiency Year-over-Year in 2025.
• Rail vs. Truck Emissions: Shipping via rail saves 70%-90% in emissions compared to truck.

Comprehensive intermodal network in the Eastern U.S.

The network footprint is massive, covering the core of the Eastern U.S. manufacturing and population base. They operate the largest intermodal rail system in eastern North America, connecting to every major container port on the Atlantic coast and major ports in the Gulf of Mexico and Great Lakes.

Look at the scale of their intermodal operations from 2024:

Metric	Value (2024)
Route Miles Operated	19,420 route miles
States Served	22 eastern states and D.C.
Intermodal Units Handled	4.1 million units (containers and trailers)
Intermodal Revenue Share of Total Revenue	25%

Reduced transit times and improved supply chain fluidity

Fluidity is about speed and predictability, which Norfolk Southern Corporation is driving through focused investment and operational changes. They completed $1 billion in systemwide infrastructure upgrades in 2024 to support this. The focus on operational execution is showing up in key performance indicators.

• Intermodal Train Speed: Increased by 3.1% in Q4 2024.
• Productivity Target: Raised for 2025 to approximately $200 million from an initial ~$175 million.

Finance: draft 13-week cash view by Friday.

Norfolk Southern Corporation (NSC) - Canvas Business Model: Customer Relationships

You're looking at how Norfolk Southern Corporation (NSC) manages its relationships with shippers, which is key since they move goods for over half of the U.S. population and manufacturing base.

Dedicated direct sales force for key industrial clients

Norfolk Southern Corporation deploys its Commercial team directly to key sectors like automotive, coal, intermodal, and agriculture. This direct engagement supports the company's industrial development pipeline. In 2024, customers advanced 149 industrial development projects along the network, representing an investment of more than USD 4.3 billion in new or expanded facilities. Of those, 65 projects became operational, bringing in USD 1.2 billion in investment and creating 1,700 jobs. The active pipeline identified by customers is projected to generate more than 150,000 incremental carloads and an additional USD 9 billion in customer investments over the coming years.

Long-term, contractual relationships with major shippers

The foundation of many relationships is built on formal agreements and network access. Norfolk Southern Corporation operates across 22 states, connecting to every major container port on the East Coast, plus ports on the Gulf of Mexico and Great Lakes. The company helps its customers avoid approximately 15 million tons of yearly carbon emissions by choosing rail. The formal nature of these ties is evidenced by the Surface Transportation Board receiving numerous Contract Summaries from Norfolk Southern Corporation, such as contract amendments like NS-C-1663M and NS-C-1935C, filed as recently as April 30, 2025. Furthermore, securing labor peace is critical to maintaining service promises; as of November 11, 2025, Norfolk Southern Corporation reached a five-year collective bargaining agreement with the Brotherhood of Railroad Signalmen, which covers nearly 970 members and includes an 18.8-percent compounded wage increase over five years, bringing the total ratified union agreements to 12 out of 13.

Data-driven service personalization and logistics support

Norfolk Southern Corporation uses customer feedback to guide service improvements, which is a core part of its customer-centric strategy. The 2025 annual customer survey showed significant engagement and sentiment shifts.

Metric	2025 Data Point
Customer Survey Response Rate	42 percent
Total Customers Participating in Survey	404
Overall Customer Satisfaction Reported	80 percent
Overall Net Promoter Score (NPS)	32
NPS for Top-200 Customers by Revenue	43

The company's dedicated team members deliver approximately 7 million carloads annually, and in the second quarter of 2025, Norfolk Southern Corporation reported revenue of USD 3.1 billion and diluted earnings per share of USD 3.41.

Customer-centric strategy focused on service and productivity

The long-term strategy emphasizes making service an enduring competitive advantage. This focus on operational excellence directly impacts customer confidence in long-term supply plans. The company's operating ratio for the second quarter of 2025 was 62.2%, an improvement from the 62.8% reported in the second quarter of 2024.

Digital tools for real-time tracking and business solutions

Technology investment directly supports customer visibility and operational efficiency. Norfolk Southern Corporation has invested $1B in infrastructure improvements to optimize service as of early 2025. The company is layering advanced Artificial Intelligence (AI) atop data from more than 300 real-time diagnostic sensors on a typical locomotive. They now have hundreds of AI-powered solutions in production. Furthermore, the company uses digital portals, having installed five new Digital Train Inspection Portals across the network. For logistics solutions, Norfolk Southern Corporation has expanded its reach through partnerships with more than 50 inland, lake, sea, and river ports, and works with over 260 short line connections, scaling a program that increased volume by 4.85% at 40 pilot interchanges in 2024.

Finance: draft 13-week cash view by Friday.

Norfolk Southern Corporation (NSC) - Canvas Business Model: Channels

You're looking at how Norfolk Southern Corporation moves freight-the physical and digital pathways they use to connect with customers and deliver service. It's a massive physical footprint supported by increasingly digital tools. Here's the breakdown of those channels based on the latest figures.

The core of the channel strategy remains the physical network. As of December 31, 2024, Norfolk Southern Corporation operated approximately 19,200 route miles across 22 states and the District of Columbia. This infrastructure represents a net property value of about $36 billion on a historical cost basis, which is the foundation for all service delivery.

The movement of goods relies heavily on their terminals and yards. Norfolk Southern Corporation boasts what they call the most extensive intermodal network in the eastern half of the U.S.. The performance of this channel is critical; for the week ending November 28, 2025, the company moved 68,399 intermodal units. To give you context on scale, the 4.1 million intermodal units handled in 2024 accounted for 25% of their total railway operating revenues. The company projected intermodal freight growth of 3.1% in Q2 2025, showing its continued importance as a channel for e-commerce demand.

Here's a look at the key operational metrics that define the scale of these physical channels as of late 2025:

Metric	Value	Date/Period Reference	Citation Index
Route Miles Operated	19,200	December 31, 2024	8
Net Properties (Historical Cost Basis)	Approximately $36 billion	As of 2024 reporting	8
Intermodal Units Handled (Weekly Peak)	68,399 Units	Week ending November 28, 2025	6
Intermodal Units Handled (Full Year)	4.1 million Units	2024	8
Intermodal Revenue Share of Total ROR	25%	2024	8

The direct sales and account management channel is regionally focused to support this network. Norfolk Southern Corporation Field Sales Managers are regionally based to better assist both Short Lines and their customers with shipping needs. While I don't have an exact headcount for the sales team, their interaction is vital, especially concerning the 260-plus short line partners.

Digital platforms are increasingly becoming the primary customer interface, aiming for a low-touch experience. The next-generation AccessNS portal is the one-stop digital platform for conducting business. This platform allows customers to track shipments via interactive maps, get real-time data, request pricing, and manage exceptions. Furthermore, mobile applications extend this reach:

• NS Trax: Manages shipping and logistics needs on the go, extending AccessNS functionality.
• NS Rating: Allows shippers to perform rate inquiries and view historical searches efficiently.
• ExpressNS+: Specifically for intermodal drivers at facilities, streamlining ingate, outgate, and on-terminal procedures to reduce wait times.

Strategic interchange points are crucial for extending reach without massive capital outlay. Norfolk Southern Corporation connects with roughly 260 short lines, which adds over 20,000 additional miles of track to their network. This collaboration is formalized through programs like the Short Line Interchange Project. For example, the initial 40 participating interchanges saw volume growth of 4.85% through 2024, significantly outpacing the general merchandise business growth of 1% that same year. About 40% of Norfolk Southern Corporation's carload volume originates or terminates on one of these short line partners. They also engage in joint ventures, such as the Meridian Speedway with KCS, which provides a short, fast route to the Southwest to capture more intermodal traffic. If onboarding takes 14+ days, churn risk rises, so the digital and short line data channels need to be seamless.

Finance: draft 13-week cash view by Friday.

Norfolk Southern Corporation (NSC) - Canvas Business Model: Customer Segments

Norfolk Southern Corporation serves a diverse base of shippers across the eastern United States, categorized primarily by the type of freight moved over its over 19,000 route miles network. The company delivers approximately 7 million carloads annually to its customers.

The estimated revenue contribution for the full fiscal year 2025 highlights the relative importance of these broad customer groups, with the Merchandise segment being the largest driver.

Customer Group Proxy (Segment)	Estimated FY2025 Revenue	Estimated % of Total Revenue
Industrial manufacturers, Automotive, Agriculture, Chemicals, Metals, Forest Products (Merchandise Freight)	$7.7 Bil	63%
Ocean carriers and Intermodal logistics providers (Intermodal Freight)	$3.1 Bil	25%
Coal and energy producers (Coal Freight)	$1.5 Bil	12%

The total estimated revenue for Norfolk Southern Corporation in FY2025 is $12 Bil.

Industrial manufacturers (chemicals, metals, construction)

These shippers fall under the Merchandise Freight segment, which is expected to generate $7.7 Bil in revenue for FY2025, representing 63% of the total. In the second quarter of 2025, merchandise revenues increased 4%, with merchandise units rising 4%. For the third quarter of 2025, this segment was the primary growth driver, with revenue increasing 6% year-over-year to $1.969 billion, supported by a 6% volume increase.

Key products shipped within this group include:

• Chemicals, with units up 7% in Q2 2025.
• Metals and construction commodities.
• Paper and clay products.

Automotive companies (parts and finished vehicles)

Automotive products are included within the Merchandise Freight category. In the second quarter of 2025, automotive units saw a 7% increase, contributing to the segment's overall growth.

Agricultural and forest product shippers

These shippers are also part of the Merchandise Freight segment. Second quarter 2025 merchandise revenue growth was driven by higher volumes in agriculture and forest products. Norfolk Southern helps its customers avoid approximately 15 million tons of yearly carbon emissions by shipping via rail, a benefit particularly relevant to high-volume shippers like agricultural companies.

Coal and energy producers

This group contributes to the Coal Freight segment, projected at $1.5 Bil in revenue for FY2025, or 12% of the total. Despite this revenue projection, the segment faced headwinds; coal revenue declined 1% in Q2 2025 and 12% in Q3 2025. Still, coal tonnage showed strength in Q2 2025, with total coal units increasing 12% and utility coal tonnage up 23%.

Ocean carriers and intermodal logistics providers

This segment corresponds to Intermodal Freight, estimated to generate $3.1 Bil in FY2025, making up 25% of total revenue. Intermodal revenues remained flat in Q2 2025 despite a 1% volume increase, but declined 1% in Q3 2025. Norfolk Southern operates the most extensive intermodal network in the eastern U.S., connecting to every major container port on the Atlantic coast and major Gulf of Mexico ports. International volumes for intermodal rose 5% in the first six months of 2025.

You should review the Q4 2025 guidance to see if the intermodal segment recovers from the Q3 softness. Finance: draft 13-week cash view by Friday.

Norfolk Southern Corporation (NSC) - Canvas Business Model: Cost Structure

You're looking at the engine room of Norfolk Southern Corporation (NSC), where the money goes out to keep the rails running. For a Class I railroad, the cost structure is dominated by things you can't easily turn off, so understanding these fixed and semi-fixed expenses is key to assessing profitability.

High fixed costs for maintaining the 19,200 mile network represent a massive, ongoing drain. While I don't have the precise 2025 fixed cost breakdown, the sheer scale of the physical plant dictates this. Think about the annual maintenance required across that vast footprint-track, bridges, signals-it's substantial before a single car moves.

Significant operating expenses (labor, fuel, materials) are the day-to-day variable costs. Looking at the full-year 2024 results, total railway operating expenses were $8,052 million, a noticeable drop from $9,305 million in 2023, largely helped by lower fuel prices and incident-related charges easing off their 2023 peak. Here's how the major components stacked up for the fiscal year ending December 31, 2024, compared to 2023 (amounts in millions):

Expense Category	2024 Amount ($M)	2023 Amount ($M)
Compensation and benefits	2,823	2,819
Purchased services and rents	2,048	2,070
Fuel	987	1,170
Depreciation	1,353	1,298
Materials and other	333	832
Total railway operating expenses	8,052	9,305

You can see fuel expense fell by 15% in 2024, driven by lower locomotive fuel prices, which helped offset other inflationary pressures. Also, note the Materials and other category was significantly lower in 2024, partly due to gains from railway line sales, which totaled $433 million in 2024, effectively reducing the net expense number.

Capital expenditures for infrastructure remain a non-negotiable outlay for network health. Norfolk Southern Corporation has planned capital expenditure of around $2.20 billion in 2025. This investment funds the physical upkeep and modernization necessary to run a safe and efficient railroad, like the $1 billion in systemwide infrastructure upgrades they completed in 2024.

Costs related to safety and incident remediation are a major, unpredictable cost center. The total bill for the Eastern Ohio derailment has reached $2.2 billion as of early 2025. For context, Norfolk Southern recognized $325 million in related expenses in 2024, down significantly from the $1.1 billion recognized in 2023. Furthermore, a consent decree with the U.S. government is estimated to require $244 million in safety initiatives spending through 2025, and the EPA estimates $235 million for all past and future cleanup costs under that decree.

Labor costs for the large, unionized workforce are rising due to recent contract negotiations. You've got to factor in the impact of these new agreements. Several tentative five-year agreements reached in 2024 proposed an average wage increase of 3.5 percent per year for about 55% of the unionized workforce. More recently, a ratified deal with the Brotherhood of Railroad Signalmen in November 2025 delivers an even steeper 18.8% compounded wage increase over five years for nearly 970 signal employees. This means 12 of 13 unions now have agreements, securing labor peace but locking in higher compensation expense for the next half-decade. The 2024 compensation and benefits expense was $2,823 million, nearly flat year-over-year, but expect that to climb as these new contracts take full effect.

You should track the operating ratio closely; Norfolk Southern Corporation reported a railway operating ratio of 66.4% in 2024, an improvement from 76.5% in 2023, showing that despite the incident costs, operational discipline improved.

Finance: draft the projected 2026 Compensation & Benefits expense based on the new contract escalators by next Tuesday.

Norfolk Southern Corporation (NSC) - Canvas Business Model: Revenue Streams

You're looking at the core money-makers for Norfolk Southern Corporation (NSC) as we head into late 2025. The business model is fundamentally about moving goods across the eastern United States, and the revenue is heavily concentrated in three main freight categories. Honestly, the Merchandise segment does the heavy lifting.

For the full fiscal year 2025, the total railway operating revenues for Norfolk Southern Corporation are projected to be near $12.38 billion. This top line is built upon the performance of its core rail services, which are detailed below, along with some smaller, but still important, supplementary income sources.

The breakdown of the projected 2025 railway operating revenues shows a clear hierarchy of importance:

• Merchandise Freight revenue, projected at $7.7 billion, representing 63% of the total FY2025 revenue.
• Intermodal Freight revenue, projected at $3.1 billion, which accounts for 25% of the total FY2025 revenue.
• Coal Freight revenue, projected at $1.5 billion, making up 12% of the total FY2025 revenue.

To give you a sense of the recent run rate, the actual reported revenues for the first half of 2025 totaled $6.103 billion, up 1% from the prior year period. Specifically, the first quarter of 2025 saw total revenue of $3.0 billion, and the second quarter of 2025 revenue increased to $3.11 billion.

Here's a table summarizing the projected 2025 revenue streams based on the expected freight mix. Note that the sum of the three freight segments is $12.3 billion, which is very close to the required total revenue projection.

Revenue Stream Category	Projected FY2025 Amount (Billions USD)	Projected Percentage of Total Revenue
Merchandise Freight	$7.7	63%
Intermodal Freight	$3.1	25%
Coal Freight	$1.5	12%
Total Freight Revenue (Sum of Above)	$12.3	100%

Beyond the core rail operations, Norfolk Southern Corporation also generates ancillary revenues. These are the smaller, but still necessary, income sources that support the overall financial picture. What this estimate hides is the exact split of these smaller items, but we can derive the total ancillary amount based on the required figures.

The ancillary revenues from real estate, demurrage, and other services are the difference between the required total operating revenue and the sum of the primary freight segments. Based on the figures provided, this implies an ancillary revenue stream of approximately $80 million (calculated as $12.38 billion total minus $12.3 billion in freight revenue).

These ancillary sources include:

• Income from real estate activities.
• Fees collected for demurrage (delaying railcars beyond free time).
• Other miscellaneous service revenues.

For context on the TTM (Trailing Twelve Months) performance ending September 30, 2025, Norfolk Southern Corporation's total revenue was reported at $12.23 billion. Finance: draft 13-week cash view by Friday.