We are proud to have Beto as part of the Russell-Kroese Partners team where his expertise in Mexico freight, cross-border trade, USMCA, and rail and truck logistics helps clients navigate and grow in today’s competitive logistics landscape.

In today’s freight environment, the strength of a port isn’t just measured by the size of its cranes or the depth of its channel—it’s measured by how seamlessly it connects to inland destinations. Rail connectivity has become a defining factor in port competitiveness, especially for short- and mid-haul markets.

Railroads Want Partners, Not Just Customers

I recently visited BNSF Railway with a client and saw firsthand what strong commercial engagement looks like. Spoiler alert: the railroads are hungry for growth—but only with customers who come to the table ready to collaborate.

If you're ready to move beyond rate fights and build something more strategic, this one’s for you.

Rail negotiations are complex — and costly if you go in unprepared. At Russell-Kroese Partners, we train your team to understand the rules, uncover leverage, and negotiate with confidence. Or, if you prefer, we’ll lead the negotiations for you. Either way, you’ll stop leaving money on the table.

When I started working in the rail industry, one of the first things I bought was a railroad dictionary. That may sound odd, but I approached learning “rail” like learning a foreign language. I knew I needed to prioritize key words and phrases—the basics—and build from there.

Over nearly 24 years working at one of the Class I railroads in various commercial roles, I saw what worked—and what didn’t—when it came to negotiating with railroads. My job, of course, was to make customers believe we wouldn’t negotiate. But here’s the truth…

Said to me by a former industry peer in an executive brainstorming session. That statement resonated as one of the industry's biggest challenges over the last 20 years. The Benefits of Rail are undeniable. Connecting customers, developers and communities to freight rail can be a real challenge but is worth the effort. Keep reading for four keys to implement rail into your network.