Norfolk Southern Corporation (NSC): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No complexo mundo do transporte de mercadorias, a Norfolk Southern Corporation (NSC) se destaca como jogador fundamental, tecendo uma intrincada rede de logística e inovação no leste dos Estados Unidos. Ao integrar estrategicamente tecnologias avançadas, infraestrutura robusta e soluções centradas no cliente, o NSC transforma o transporte ferroviário tradicional em um ecossistema dinâmico, eficiente e sustentável que impulsiona a conectividade industrial e o crescimento econômico. Este modelo de negócios A Canvas Exploration revela o plano estratégico por trás do sucesso da NSC, revelando como a empresa navega no terreno desafiador dos serviços de transporte modernos com precisão e adaptabilidade.

Norfolk Southern Corporation (NSC) - Modelo de Negócios: Principais Parcerias

Principais fabricantes de equipamentos ferroviários e de transporte

A Norfolk Southern colabora com os principais fabricantes de equipamentos para manter e atualizar sua infraestrutura de transporte:

Fabricante	Detalhes da parceria	Valor anual do contrato
Transporte GE	Fornecimento e manutenção locomotiva	US $ 187,5 milhões
WABTEC Corporation	Modernização do equipamento ferroviário	US $ 142,3 milhões
Trinity Industries	Fabricação de vagões	US $ 96,7 milhões

Parceiros de logística e remessa intermodais

Parcerias estratégicas em logística e remessa incluem:

• Maersk Line - Integração de contêiner de remessa
• J.B. Hunt Transport Services - Transporte intermodal
• XPO Logistics - Gerenciamento de frete

Parceiro	Volume anual de colaboração	Contribuição da receita
Linha Maersk	42.500 contêineres de TEU anualmente	US $ 215,6 milhões
J.B. Hunt	35.200 remessas intermodais	US $ 178,3 milhões

Empresas de tecnologia e desenvolvimento de software

As parcerias de tecnologia se concentram na eficiência operacional e na transformação digital:

• Microsoft Azure - Infraestrutura em nuvem
• IBM - soluções de manutenção preditiva
• SAP - Planejamento de recursos corporativos

Parceiro de tecnologia	Foco em tecnologia	Investimento anual
Microsoft Azure	Infraestrutura de computação em nuvem	US $ 47,8 milhões
IBM	Sistemas de manutenção orientados a IA	US $ 35,6 milhões

Alianças estratégicas com clientes industriais e agrícolas

Principais parcerias industriais e agrícolas:

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

Cliente	Volume de envio	Receita anual
Dow Chemical	87.500 cargas de cargas	US $ 342,7 milhões
Adm	62.300 remessas agrícolas	US $ 276,4 milhões

Norfolk Southern Corporation (NSC) - Modelo de Negócios: Atividades -chave

Serviços de transporte e logística de transporte de carga

A Norfolk Southern opera uma rede abrangente de transporte de carga, cobrindo 22.000 milhas de rota em 22 estados no leste dos Estados Unidos. Em 2022, a empresa transportou 9,6 milhões de cargas e unidades intermodais.

Categoria de frete	Volume anual (2022)
Produtos agrícolas	1,2 milhão de cargas
Automotivo	0,8 milhão de cargas
Produtos químicos	1,5 milhão de cargas
Carvão	1,1 milhão de cargas

Gerenciamento de rede ferroviária e manutenção de infraestrutura

Norfolk Southern investiu US $ 1,7 bilhão em despesas de capital Em 2022, focar na infraestrutura de pista, na frota locomotiva e nas atualizações de tecnologia.

• Manutenção da pista: 3.500 milhas de pista renovadas anualmente
• Infraestrutura da ponte: 4.200 pontes mantidas
• Frota locomotiva: 3.300 locomotivas em operação

Soluções de transporte intermodal

O segmento de negócios intermodal da Norfolk Southern lidou com 2,8 milhões de contêineres e reboques em 2022, representando 29% da receita total de frete.

Serviço intermodal	Desempenho anual
Intermodal doméstico	2,3 milhões de unidades
Intermodal internacional	0,5 milhão de unidades

Otimização da cadeia de suprimentos e planejamento de rotas

A empresa utiliza análises preditivas avançadas para otimizar a eficiência da rota, alcançando um desempenho pontual de 87% em 2022.

Integração de tecnologia digital para eficiência operacional

Norfolk Southern investiu US $ 250 milhões em iniciativas de transformação digital em 2022, concentrando -se em:

• Tecnologia de ferrovia programada por precisão (PSR)
• Sistemas automatizados de monitoramento de trem
• Plataformas de rastreamento de logística em tempo real

Norfolk Southern Corporation (NSC) - Modelo de negócios: Recursos -chave

Extensa rede ferroviária

Miles Total Track: 19.500 milhas através de 22 estados no leste dos Estados Unidos

Cobertura de rede	Detalhes operacionais
Estados servidos	22 estados orientais
Rastrear milhas	19.500 milhas
Principais terminais	37 pátios de classificação

Frota diversificada de locomotivas e carros de frete

Composição da frota:

• Locomotivas totais: 3.413
• Total de carros de frete: 48.300

Tipo de frota	Quantidade
Locomotivas a diesel	3,413
Carros de frete	48,300

Sistemas avançados de gerenciamento de transporte

Investimento em tecnologia: US $ 200 milhões anualmente em atualizações de infraestrutura digital e tecnologia

Força de trabalho qualificada

Total de funcionários: 18.500 a partir de 2023

Categoria de funcionários	Número de funcionários
Força de trabalho total	18,500
Equipe de operações	12,300
Especialistas técnicos	3,700

Ativos de infraestrutura geográfica estratégica

• 37 pátios de classificação
• 6 grandes terminais intermodais
• Rede extensa conectando grandes regiões industriais

Norfolk Southern Corporation (NSC) - Modelo de Negócios: Proposições de Valor

Transporte de frete eficiente e confiável de longa distância

Norfolk Southern opera um Rede ferroviária de 21.000 milhas em 22 estados, conectando grandes áreas metropolitanas e centros industriais. Em 2022, a empresa transportou 7,3 milhões de cargas de frete, cobrindo aproximadamente 197 milhões de receita toneladas.

Métrica de rede	2022 Performance
Rede Ferroviária Total	21.000 milhas
Total de cargas transportadas	7,3 milhões
Miles de receita	197 milhões

Soluções de remessa econômicas para empresas

O Norfolk Southern fornece taxas de envio competitivas em vários segmentos do setor:

• Agricultura e produtos de consumo
• Automotivo e metais
• Produtos químicos e petrolíferos
• Carvão e utilidade
• Transporte intermodal

Segmento de receita	2022 Receita
Produtos agrícolas	US $ 2,1 bilhões
Automotivo	US $ 1,5 bilhão
Intermodal	US $ 3,4 bilhões

Alternativa de transporte ambientalmente sustentável

O transporte ferroviário da Norfolk Southern reduz as emissões de carbono em comparação com o transporte de caminhões. Em 2022, a empresa relatou Reduzindo as emissões de gases de efeito estufa em 14% desde 2014.

Métrica ambiental	2022 Performance
Redução de emissão de gases de efeito estufa	14% desde 2014
Melhoria da eficiência de combustível	7% desde 2014

Serviços abrangentes de logística e cadeia de suprimentos

Norfolk Southern oferece soluções de logística integradas com Gerenciamento de cadeia de suprimentos de ponta a ponta. Os serviços intermodais da empresa gerados US $ 3,4 bilhões em receita em 2022.

Rastreamento avançado e visibilidade de remessa em tempo real

Norfolk Southern fornece plataformas de rastreamento digital com 99,5% de desempenho pontual Para entregas de frete programadas em 2022.

Métrica de Serviço Digital	2022 Performance
Desempenho pontual	99.5%
Plataformas de rastreamento digital	Visibilidade abrangente em tempo real

Norfolk Southern Corporation (NSC) - Modelo de Negócios: Relacionamentos do Cliente

Contratos de clientes corporativos de longo prazo

A Norfolk Southern mantém aproximadamente 70 contratos de transporte empresarial de longo prazo com os principais clientes industriais em vários setores, incluindo indústrias automotivas, químicas e manufatureiras.

Tipo de contrato	Duração média	Valor anual do contrato
Logística automotiva	5-7 anos	US $ 125 milhões
Transporte químico	3-5 anos	US $ 95 milhões
Cadeia de suprimentos de fabricação	4-6 anos	US $ 110 milhões

Equipes de gerenciamento de contas dedicadas

A Norfolk Southern emprega 115 profissionais de gerenciamento de contas dedicados que atendem aos clientes corporativos de primeira linha.

• Possui de relacionamento médio do cliente: 8,3 anos
• Taxa de retenção de clientes: 92,5%
• O gerente médio de contas lida com 6-8 grandes clientes corporativos

Plataformas de atendimento ao cliente digital

Estatísticas de engajamento da plataforma digital para 2024:

Recurso da plataforma	Taxa de adoção do usuário	Volume anual de transações
Rastreamento de remessa on -line	78%	2,4 milhões de transações
Painel de logística em tempo real	65%	1,8 milhão de interações
Solicitação de serviço móvel	55%	1,2 milhão de solicitações

Desenvolvimento de solução de transporte personalizado

A Norfolk Southern investe US $ 12,5 milhões anualmente em pesquisa e desenvolvimento de soluções de logística personalizadas para clientes corporativos.

• Tempo médio de desenvolvimento por solução personalizada: 4-6 meses
• Número de soluções personalizadas desenvolvidas em 2023: 42
• Classificação de satisfação do cliente para soluções personalizadas: 94%

Relatório de desempenho operacional contínuo

Métricas de relatórios de desempenho para clientes corporativos em 2024:

Métrica de relatório	Freqüência	Precisão de relatórios
Desempenho de entrega no tempo	Mensal	97.3%
Análise de eficiência de custos	Trimestral	95.7%
Relatório de Impacto Ambiental	Anualmente	99.1%

Norfolk Southern Corporation (NSC) - Modelo de Negócios: Canais

Equipe de vendas diretas

A Norfolk Southern opera uma equipe de vendas dedicada com aproximadamente 150 executivos de contas focados nos serviços de transporte de frete. A equipe gerencia o relacionamento com mais de 3.500 clientes comerciais diretos em vários setores do setor.

Métrica da equipe de vendas	2023 dados
Total de representantes de vendas	150
Clientes comerciais diretos	3,500+
Receita média de clientes	US $ 1,2 milhão por cliente

Portal de Gerenciamento de Transporte Online

A plataforma digital de Norfolk Southern, NS Portal, fornece rastreamento e gerenciamento de remessa em tempo real para os clientes.

• Plataforma lançada em 2019
• Mais de 2.500 usuários corporativos ativos
• Suporta 85% dos volumes de remessa corporativa

Feiras e conferências do setor

Tipo de evento	Participação anual	Alcance estimado
Conferências Nacionais de Transporte de Frete	6-8 Conferências	Mais de 5.000 profissionais do setor
Cúpulas de logística regional	12-15 eventos	Mais de 3.000 clientes em potencial

Plataformas de comunicação digital

O Norfolk Southern aproveita vários canais digitais para o envolvimento do cliente.

• LinkedIn: 75.000 seguidores
• Twitter: 50.000 seguidores
• Site corporativo: 500.000 visitantes mensais

Redes de parceria estratégica

A Norfolk Southern mantém parcerias estratégicas nos setores de transporte e logística.

Categoria de parceria	Número de parceiros	Receita colaborativa anual
Provedores de logística intermodal	45	US $ 350 milhões
Parceiros industriais de fabricação	220	US $ 1,2 bilhão
Parceiros de integração de tecnologia	18	US $ 75 milhões

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

Indústrias de Manufatura

O Norfolk Southern atende a vários segmentos de fabricação com necessidades precisas de transporte:

Setor de manufatura	Volume anual de frete	Contribuição da receita
Fabricação de aço	38.500 cargas de cargas	US $ 412 milhões
Produção de máquinas	22.750 cargas de cargas	US $ 276 milhões
Trabalho de metal	15.600 cargas de cargas	US $ 189 milhões

Negócios agrícolas

Os segmentos de clientes agrícolas da Norfolk Southern incluem:

• Produtores de grãos: 45.200 cargas por ano anualmente
• Empresas de processamento de alimentos: 31.750 cargas anualmente
• Fabricantes de equipamentos agrícolas: 12.600 cargas de cargas anualmente

Fabricantes automotivos

Cliente automotivo	Volume anual de frete	Receita gerada
General Motors	27.350 cargas de cargas	US $ 335 milhões
Ford Motor Company	22.750 cargas de cargas	US $ 278 milhões
Toyota	18.600 cargas de cargas	US $ 226 milhões

Empresas de produtos químicos e industriais

Segmentos de transporte químico de Norfolk Southern:

• Empresas petroquímicas: 52.400 cargas de carros
• Fabricantes farmacêuticos: 16.750 cargas de carros
• Produtores químicos especiais: 24.300 cargas de carros

Distribuidores de bens de varejo e de consumo

Segmento de varejo	Volume anual de frete	Contribuição da receita
Logística de comércio eletrônico	35.600 cargas de cargas	US $ 442 milhões
Bens de consumo embalados	29.750 cargas de cargas	US $ 367 milhões
Cadeia de suprimentos de varejo	22.400 cargas de cargas	US $ 276 milhões

Norfolk Southern Corporation (NSC) - Modelo de negócios: estrutura de custos

Locomotiva e manutenção de equipamentos

Em 2023, a Norfolk Southern gastou US $ 1,25 bilhão em manutenção de locomotivas e estoques. A empresa opera aproximadamente 3.300 locomotivas e 67.000 carros de carga.

Categoria de manutenção	Custo anual
Revisão locomotiva	US $ 450 milhões
REPARO DE ROLAMENTO	US $ 350 milhões
Substituição de componentes	US $ 250 milhões
Sistemas de diagnóstico	US $ 200 milhões

Despesas de combustível e energia

Os custos de combustível para a Norfolk Southern em 2023 totalizaram US $ 1,78 bilhão, representando uma parcela significativa das despesas operacionais.

• Consumo de combustível a diesel: 448 milhões de galões anualmente
• Preço médio de combustível: US $ 4,12 por galão
• Eficiência de combustível: 207 toneladas por galão

Compensação de trabalho e força de trabalho

O total de despesas de mão -de -obra para a Norfolk Southern em 2023 foi de US $ 2,65 bilhões, cobrindo aproximadamente 20.000 funcionários.

Categoria de compensação	Custo anual
Salários básicos	US $ 1,45 bilhão
Benefícios	US $ 650 milhões
Contribuições de aposentadoria	US $ 350 milhões
Treinamento e desenvolvimento	US $ 200 milhões

Infraestrutura e manutenção de rastreamento

A Norfolk Southern investiu US $ 1,1 bilhão em manutenção de pista e infraestrutura em 2023.

• Rede total de trilhas: 19.500 milhas de rota
• Custo de substituição da trilha: US $ 550 milhões
• Manutenção de ponte e túnel: US $ 250 milhões
• Manutenção da faixa de passagem: US $ 300 milhões

Investimentos de tecnologia e infraestrutura digital

Os investimentos em tecnologia para a Norfolk Southern atingiram US $ 380 milhões em 2023.

Categoria de tecnologia	Investimento anual
Sistemas de manutenção preditivos	US $ 120 milhões
Segurança cibernética	US $ 85 milhões
Plataformas de logística digital	US $ 100 milhões
Tecnologia de gerenciamento de rede	US $ 75 milhões

Norfolk Southern Corporation (NSC) - Modelo de negócios: fluxos de receita

Taxas de transporte de carga

Em 2022, a Norfolk Southern Corporation registrou receitas operacionais totais de US $ 14,025 bilhões. A quebra de receita de transporte de frete inclui:

Segmento	Receita ($ m)	Percentagem
Produtos agrícolas	2,416	17.2%
Produtos químicos	2,227	15.9%
Carvão	1,652	11.8%
Intermodal	3,355	23.9%
Mercadoria	4,375	31.2%

Serviços de remessa intermodal

A receita intermodal em 2022 atingiu US $ 3.355 milhões, representando 23,9% da receita operacional total.

• Volume intermodal de contêiner: 2,8 milhões de unidades em 2022
• Receita média por unidade: US $ 1.198
• Serviços intermodais transfronteiriços com o México e Canadá

Consultoria de logística e otimização

Os serviços especializados de consultoria de logística geraram aproximadamente US $ 185 milhões em 2022.

Tipo de serviço	Receita ($ m)
Soluções da cadeia de suprimentos	95
Otimização de rede	55
Integração de tecnologia	35

Soluções de transporte de valor agregado

Os serviços de valor agregado contribuíram com US $ 267 milhões para a receita total em 2022.

• Serviços de remessa expedidos
• Rastreamento em tempo real
• Soluções de transporte personalizadas

Serviços de locação e especialização de equipamentos

O arrendamento de equipamentos e serviços especializados geraram US $ 142 milhões em 2022.

Tipo de equipamento	Receita ($ m)
Leasing de vagões	98
Locomotiva Leasing	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.