The challenge The world’s leading producer and marketer of concentrated phosphate and potash employs around 7,400 people in eight countries worldwide. Their business engages in every phase of crop nutrition development, from the mining of resources to the production of crop nutrients, feed and industrial products for customers around the globe. Their customer base includes wholesalers, retail dealers and individual growers in more than 40 countries. The management of rail operations was segmented with a relative lack of investment in rail capabilities (processes, people, systems, assets). As a result, the “net value” equation with the Class 1 railroad had degraded over time. Senior executives engaged Maine Pointe to help them review and rebuild their relationship with their Class 1 r

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