Steve Salzman Email and Phone Number

I am currently responsible for managing all aspects of BNSF’s relationship with 60+ Shortline railroads. Activities included:• Negotiated, wrote, and administered over 200 contracts with Shortlines, including multiple line lease agreements and new handling carrier agreements.• Led successful business development efforts with Shortlines, including driving changes with a Shortline to grow volume from 20,000 to 100,000 carloads per year. Negotiated new agreements and led operational changes for multiple unit train agreements with Shortlines. I also renegotiated a lease agreement and moved a Shortline to improve operations and drive volume growth.• Developed a new process to capture value for use of BNSF locomotives in unit train service on Shortlines.• Negotiated purchase of Nebraska Northeastern Railroad and insource of Southwestern Railroad - Carlsbad Subdivision. Responsible for leading all aspects of a successful transition to BNSF operations.• Led Chicago CDET (Customer Destination Efficiency Team) in 2022, driving collaborative solutions for customers with excessive dwell.

• Led winning arbitration process with award of $10 million+ due BNSF from improper administration of an agreement.• Co-negotiated CSX-Southeast intermodal agreement and led large cross-functional team to on-time implementation.• Successfully led public-private effort to build new bypass route in El Paso TX.•. Led Network Strategy analyses of major acquisitions, regulatory analysis, and corporate competitive benchmarking process.

• Responsible for coordinating service changes between Marketing, Service Design, and customers.• Led a cross-functional team that evaluated prospective intermodal hub viability.• Managed all aspects of BNSF’s intermodal interline business: pricing, product design, revenue and profitability, and negotiated competitive haulage arrangements with other carriers to enhance BNSF intermodal network coverage.• Led cross-functional team that rewrote intermodal storage and detention rules to reflect market conditions.

• Led a team of five people to develop tools for operational analysis and performance measurement.• Developed standardized customer performance measures packet, and performed numerous detailed analyses of customer performance issues.• Developed operating measurements, including train and car performance metrics, along with tools for troubleshooting operating problems.• Responsible for producing forecasts of the intermodal and automotive crew budget.

• Led development of North American Container System, co-negotiator and co-author of NACS contract.• Negotiated and managed numerous intermodal haulage agreements.

• Performed numerous market studies, including market entry and exit studies.• Negotiated and implemented an intermodal haulage agreement with Conrail to access the Columbus, Ohio market.• Assisted with development and presentation of the annual intermodal strategic plan to management.