Coal Business Group

The Coal Business Group is led by a senior vice president who oversees three functional areas within the group: commercial matters pertaining to the marketing, sales and account management of Norfolk Southern’s coal transportation services; the management and planning of Norfolk Southern’s coal transportation services and coal resource development; and marketing services in support of the above activities. A list of contacts and responsibilities can be found in the brochures associated with the links identified below.

Utility Coal Marketing-North & South Industrial Coal Marketing Export and Metallurgical Coal Marketing Coal Transportation Services, Coal Resource Development
	Danny Smith

Sales & Marketing

The commercial area is broken down by market segments:

Steam Coal Marketing
Two assistant vice presidents, one in Roanoke for the southern utility and all non-metallurgical industrial markets and one in Philadelphia for the northern utility markets, lead a staff of directors and managers assigned to satisfy specific utility and industrial coal customers' unique coal logistics needs.
	Ron Listwak	Tom Rappold
Utility Coal Marketing: Utility-North and Utility-South Teams
The two domestic utility teams are responsible for developing and maintaining coal movements to utility companies within the Norfolk Southern network and beyond. The teams focus on helping customers succeed in the electricity generation business by virtue of a thorough understanding of the utility markets and work to promote new ideas that facilitate the efficient handling of coal shipments.
		Doug Evans	Jim Hamilton
Industrial Coal Marketing
A director and two managers are responsible for the sales and marketing efforts, including business development and pricing, for non-metallurgical industrial coal and petroleum coke customers. Account responsibility is focused on the customer's core business allowing these specialists to work closely with their NS general merchandise counterparts to design and provide comprehensive transportation services. On and off-line customers are able to benefit from a host of innovative multimodal logistics packages tailored to meet specific requirements.
			Randy Carter

Export and Metallurgical Coal Marketing – the MetEx Team

An assistant vice president leads the MetEx team, which is divided into two functional areas: export coal and domestic steel industry raw materials.

Export Coal Marketing
The MetEx Team is responsible for developing and maintaining export steam and metallurgical coal movements via NS. The assistant vice president has direct responsibility for this team's marketing efforts outside of North America and works with customers involved in the movement of coal through Norfolk Southern's Lamberts Point Pier 6 transloading facility in Norfolk, VA; CNX Marine Terminal in Baltimore, MD; Alabama State Docks in Mobile, AL; and several rail-to-barge transfer facilities. The MetEx team is committed to a leadership role in serving and promoting U.S. coal exports to the world.
	Mark Bower
Domestic Metallurgical Coal Marketing
This group has responsibility for the marketing of transportation services in North America associated with the steel industry's raw materials, principally metallurgical coal, coke and iron ore. A director has overall responsibility for this segment of Norfolk Southern's business and has a complement of two managers based in Roanoke, VA who have direct accountability to provide and implement logistical solutions for assigned customers.
	Tony Wade

Coal Transportation Services and Coal Resources

The Coal Business Group’s second functional area is divided into several functional areas:

Mine Operations

Members of this team are responsible for management of empty car movements to the mines.

Domestic, Export, Lake and River Coal Operations

This team schedules (“permits”), monitors and manages the pipeline of coal transportation movements serving as a liaison between coal producers, NS Operations, coal consumers and coal transfer facilities.

Information Systems

These team members are responsible for the development and implementation of enhancements to Norfolk Southern’s proprietary Coal Transportation Management System (“CTMS”), which is the state-of-the art business platform for the management Norfolk Southern’s coal network.

Train Scheduling and Equipment Planning

These team members are responsible train scheduling and day-to-day tactical fleet management .

Coal Resource Development

These team members work with coal producers in efforts to locate new and expanded coal production along NS rail lines to ensure adequate coal supply to NS’s coal customers.

Alan Shaw

Coal Marketing Resources, Services and Strategies (CMRSS)
The CMRSS group is responsible for developing and coordinating strategy and projects designed to enhance NS marketing services for coal customers. Strategies for improving customer ease of doing business include projects to improve freight and demurrage billing accuracy through business simplification. CMRSS manages capital projects. This group is responsible for strategic coal car fleet planning and replacement activities. Team members work with customers and NS Coal Transportation Services to improve overall coal car fleet efficiency and composition. The CMRSS Group produces demand forecasts, used for resource planning. The CMRSS Group is responsible for implementing accurate customer commercial information for Coal Business Group customers and manages contract rate escalations and fuel surcharge provisions as well as other commercial provisions. Group managers insure that customer business records are accurate and consistent.	Tom Bayrer

For contact information, go to the Coal Marketing Team.

Coal Business Group

Sales & Marketing

Steam Coal Marketing

Utility Coal Marketing: Utility-North and Utility-South Teams

Industrial Coal Marketing