It Cost How Much?
This is one goal of the pricing team
Grow revenue per car, to create incremental revenue per car, and to maintain carloads while supporting customers and internal departments such as commercial, operations, revenue, and finance?
This OmniTRAX employee has a keen ability to Direct Research
David Loewenthal
This basic communication skill is THE most valuable tool when learning more about an opportunity from a potential customer
Listening
This metric measures a company’s cost efficiency by comparing its operating expenses to its revenues
Operating Ratio
Name a railroad that has total pricing freedom
Winchester & Western
The two research mottos of Pat and the Research Team
“Unlocking Creativity” and “Discovery”
This is what you do once you have identified a potential new opportunity to see if it makes sense for OmniTRAX to pursue
Qualify the lead or deal
While an AOP remains static throughout the year, this is meant to provide a business update on latest projections for the company
Forecast (or reforecast)
What is 1 piece of baseline necessary rate information needed to price a shipment?
STCC or commodity, origin and destination, shipper and receiver, and total volume
This is the AI tool that the Research Team uses and encourages the entire organization to leverage as well?
Perplexity
This internal resource is a valuable time saver and provider of market and customer insights
The Research Team
Includes not only EBITDA, but also interest expense, working capital, and sustaining capex
Free cash flow (or cash flow from operations)?
Name a railroad that does not have total pricing freedom.
PNR
This is the biggest benefit of no-bid processes in acquisitions
Bundle 5 Things
Jeff is only smart enough to remember three steps in closing a deal: What does the customer need? Can OmniTRAX meet that need? What is the third?
Can you make money providing the service
Represents the total value of the company. It’s what it would cost to acquire the entire business
Enterprise value
What is more important: revenue per car or contribution i.e. profit per car?
Contribution per car
There are this many employees on the research team. The number can also been seen on a rare green one of these that is known to bring good luck
Four
This step is a requirement before a prospect will open up to you about their business and challenges.
Gaining trust
Using a 7.5% growth rate target, OmniTRAX’s goal is to achieve roughly $150M of EBITDA by 2029
OmniTRAX’s long term EBITDA target