“That same OEM will be bringing on business in the first quarter.”

In context

“wth strategy. And we mentioned that a couple of years ago, during Investor Day, very proud of our commercial team for securing that. Construction, our rock business, for example, those are areas where Eric's team is just delivering great service, and it's showing up in terms of carloads. We're adding a few more sets there. We're seeing more carloads that are coming on because of that, and some of that is market-related. There's just more infrastructure that's out there. If you talk about the service product, we look at auto parts coming out of Mexico. We've seen a pretty fast and upcoming grower -- growing EV producer that we're growing with on the auto parts side that we're excited about. We've secured a new automotive OEM on our line back in the spring that has brought business to us. That same OEM will be bringing on business in the first quarter. So we're pretty excited there. And then kind of last but not least, I'll just say that overall, the team has been engaged on bringing new business in different ways. We have a new industrial park that's going to be landing on us in the Buckeye, Arizona area. So that's great. And we've got a customer that will be doing reusable plastics, so just you think about the ESG connection. So we can create our own business development with the service that I mentioned with Eric, and we're excited about it. Lance Fritz : And it's proven, Kenny, your BD pipeline is up, what? Kenny Rocker: It's up around 20% to 25%. So the team is just doing a fabulous job going out there and expanding the market better. Lance Fritz : And that's in a down volume market. Kenny Rocker: That's in a down market. And”