Retrofit-ready? Freight is listening.

 What Freight Operators Really Want to Learn About New Solutions 

When we spoke to rail freight operators, the bulk of the conversation was about about what they want to learn. In a typical consultation campaign, 80–90% of the dialogue is focused on “need-to-know” learning themes. 

But in this case, freight operators also talked extensively about the kinds of technology solutions they want to explore further—specifically those that will help them:

• Integrate Digital Automatic Coupling (DAC) into maintenance workflows
• Scale up condition-based monitoring (CBM)
• Future-proof and upgrade depots and maintenance planning systems

Which Technologies Matter—and Why

You’ll see in the flow diagram above the types of vendor categories operators want access to. These aren’t just generic tech wishlists. Operators are very clear on what lens they’re looking through:

• How  does this solution work in practice?
• Will my workforce adopt it?
• Is it scalable across my mixed fleet?
• Can it integrate with legacy systems like my CMMS or planning software?

Take DAC maintenance systems as an example. Operators are asking vendors to think hard about:

• Legacy fleet variability
• CMMS and back-office integration barriers
• Mixed-fleet (DAC + non-DAC) complexity
• How to actually embed DAC alerts and diagnostics into real maintenance plans

Specific Interests by Asset Class

Another pattern we saw: freight operators want insight at an asset-specific level. While senior stakeholders want strategic clarity on CBM rollouts overall, middle managers and depot teams often specialise in one area—and that’s where their curiosity deepens.

Examples of specialised focus areas:

• Bogie health monitoring
• Bearing temperature and vibration diagnostics
• Brake system fault detection and alerting

These conversations aren't theoretical—they're operational. Operators want to hear real-world results, not just sales talk.

Cost-Effectiveness, Adoption & Scale Still Dominate

No surprises here: freight operators still want to know whether a solution is cost-effective. But the bigger filter is practicality at scale. Any solution must work in a depot, on a mixed fleet, and with real people—not just in a lab demo.

So, vendors will need to:

• Show clear cost/benefit arguments
• Demonstrate workforce alignment (can it be learned and used easily?)
• Address rollout sequencing across DAC and non-DAC fleets

There’s a very strong preference for case studies and real performance data over product marketing slides.

Why the Freight Sector Is Ready for These Conversations Now

This is a pivotal moment. Freight operators are telling us they need structured sessions to talk not just about issues, but about solutions—with substance.

Yes, there are still gaps in regulation, implementation timelines, and fleet standardisation. But the industry is now ready to start building the muscle memory for DAC and condition-based regimes—through tech-led sessions that also connect to operational execution.