International marketing for rail freight and infrastructure

Based in Basel, Switzerland, George Raymond of Raymond Railweb Consulting applies his international experience and his knowledge of railways to support railway supply companies in their international marketing.

The focus can be on a product for rail freight or railway infrastructure. The steps are as follows.

Identify the market and the actors:

Gain a view of the structure, size, requirements, regulatory setting and evolution of the market of interest in the target country.
Articulate the added value of the technology and the experience of the supplier company and their areas of application.
Identify relevant projects, potential partner companies and discussion partners in the target country.

Conduct a dialog:

Organise presence and meetings at professional trade fairs or at the discussion partner’s location.
Facilitate the emergence of a relationship of confidence between the supplier company and the discussion partner in the target country.
Determine needs, expectations and specifications.

Reach and implement agreements:

Develop reponses and reach commercial agreements.
Support and coordinate implementation projects.

International marketing of railway technologies

Lebo (Kansas, USA), 24 June 2010. Photo © George Raymond

As his project portfolio shows in more detail, George Raymond has supported a number of supply companies in the marketing of their railway technologies.

Country of the supply company (client of Raymond Railweb Consulting)	Target country	Function of the railway technology
Germany	France	Manage freight operations (software suite).
Germany	USA	Clean and replace the ballast of the railway tracks.
France	Germany (in particular)	Lay cables along railway tracks.
France	Germany (in particular)	Replace elements of track turnouts.
The Netherlands	Germany	Communicate freight train consists to partner train operating companies (online application).
Switzerland	France	In signalling, connect interlocking systems of different manufacturers (interface technology).
USA	France	Plan rail freight operations (software).

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