Driving growth together: BNSF’s Shortline Select Program
By EUNICE ARCHILA
Staff Writer
The Shortline Select Program is the textbook definition of partnership. We know that delivering exceptional service means working together – which is why we launched Shortline Select, a program designed to deepen our relationships with select shortline railroads and build new opportunities for growth across our network together.
“We want to make sure that the service we’re collectively providing exceeds our customers’ expectations,” said BNSF General Director of Marketing Mark Ganaway. “This will enable us to grow with them.”
Shortline Select is a strategic initiative that brings BNSF and a group of high-performing shortline railroads into closer alignment—commercially, operationally, and developmentally. The program is built around shared goals: improving service, increasing transparency, and driving growth for customers.
The current Shortline Select partners include:
“One-third of our carload freight originates or terminates on a shortline,” said Ganaway, who leads BNSF’s shortline team. “That’s a significant portion of our business. We needed a way to move from transactional relationships to strategic partnerships.”
The program focuses on two key operational metrics: interchange performance and car dwell time. By improving consistency at interchange points and reducing the time cars sit idle, BNSF and our shortline partners are creating a more efficient and reliable service for customers.
The program is led by a dedicated team at BNSF, including Ganaway, Kevin Long, Steve Salzman, and Mark Summers. Each team member manages relationships with specific shortlines and works closely with them to identify growth opportunities, streamline operations, and improve service.
Salzman, who helped design the program, emphasized how the partnership model has changed the tone of conversations.
“It elevates and expedites discussions about growth and service,” he said. “We’re not just reacting to issues—we’re proactively planning for success.”
The results speak for themselves. Since the program’s launch in September 2024:
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System-wide car dwell time has dropped among participating shortlines.
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Interchange performance has improved, thanks to tighter coordination and shared data.
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New business opportunities have emerged with new conversations in biofuels, forest products and other commodities
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Transload sites on shortlines are being integrated into BNSF’s Premier Transload Program, expanding customer access to multimodal solutions.
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Certified Site partnership is underway marking the first time our industrial site certification will extend beyond our own network. These sites are pre-vetted rail-served properties that meet BNSF’s rigorous readiness standards to reduce risk and accelerate speed to market for customers.
The program has generated significant interest across the industry. “We’ve had a lot of shortlines reach out, asking how they can join,” Salzman said. “It’s become a selling point for our partners when they talk to customers. Especially because it shows alignment and commitment.”
For the BNSF team, the excitement lies in the long-term potential. “We’re changing the narrative,” Ganaway said. “This isn’t just about solving problems. It’s about building something that lasts. We’re creating a model for partnership that delivers real value to our customers.”
Summers, whose shortline joined the program most recently, sees it as a shift toward strategic collaboration.
“Before, conversations were often reactive. Now, we’re focused on proactive growth and service improvements.” he said.
As BNSF continues to refine and expand Shortline Select with additional partners, the goal remains clear. We’re building a stronger, more connected rail network that delivers for customers, communities, and the future of freight.
