CP’s enhancements to Sales and Marketing team creating opportunities, driving growth

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With a focus on customer service and a willingness to identify and implement total transportation solutions, Canadian Pacific’s (TSX: CP) (NYSE: CP) Sales and Marketing team is generating new opportunities and driving growth.

“We have a proven operating model, the shortest routes in key markets, and are now making great strides in customer service,” said Keith Creel, CP’s President and CEO. “Over the last four years, a lot of work has been done to improve our cost structure and build a strong foundation for success. We are now well positioned to leverage CP’s safe, highly efficient and low-cost transportation model.”

Building on the success of its grain franchise and the innovative Dedicated Train Program, the Sales and Marketing team is focused on strategic improvements across all lines of business, with one objective: leveraging the total transportation product.

“We are now at an inflection point and are well positioned to grow the franchise, sell a competitive service and offer our customers a best-in-class, total transportation solution,” said John Brooks, CP’s Chief Marketing Officer. “CP delivers safely and efficiently from A to Z, but now by collaborating closely with our customers and actively listening, we better understand their needs and are taking action to strengthen our total product in the marketplace.”

Two recent initiatives highlight CP’s innovative approach to enhancing its customer experience through offering a more reliable total product and extending its market reach:

CP is making the single largest purchase of gensets in railroad history with an order for 41 brand new gensets equipped with the latest telematics and most fuel efficient technology available in the marketplace, to be delivered throughout the remainder of 2017 and the first quarter of 2018. Gensets are purpose built 40-foot containers that house two large generators capable of powering up to 17 refrigerated ocean-going containers. With this investment CP is expanding its protective and perishable service (PPS) product for its customers to serve a growing segment of the transportation market. CP’s significant investment in gensets will allow it to launch more transcontinental genset train starts from the ports of Vancouver and Montreal than any other Class 1 railroad, providing CP customers the most frequent, reliable, and environmentally friendly PPS service on the market today, all supported by an unparalleled telematics package providing the assurance of real time cold-chain security.

A new “live” lift at Portal, North Dakota was successfully opened in May. Portal is the border crossing for CP’s intermodal traffic moving between Western Canada and the U.S. Midwest. The new service allows CP to lift single containers off of trains for inspection by Canadian and U.S. authorities as opposed to having entire intermodal cars set-off, which could hold three or more containers. This investment will virtually eliminate non-targeted containers from being delayed at the border crossing.

CP will continue to use its competitive advantage via Vancouver, Canada’s largest port of entry, leveraged by CP’s shortest routes and its best-in-class service to the U.S. Midwest.

“Simply put, we have fixed the engine and are now focused on sustainable growth and best serving our customers,” Creel said.

Forward Looking Statement

This news release contains certain forward-looking information within the meaning of applicable securities laws relating, but not limited, to the implementation and results of CP’s sales and marketing initiatives, operations, priorities and plans, anticipated performance, business prospects, programs and strategies. This forward-looking information also includes, but is not limited to, statements concerning expectations, beliefs, plans, goals, objectives, assumptions and statements about possible future events, conditions, and results of operations or performance. Forward-looking information may contain statements with words or headings such as “financial expectations”, “key assumptions”, “anticipate”, “believe”, “expect”, “plan”, “will”, “outlook”, “should” or similar words suggesting future outcomes.

Undue reliance should not be placed on forward-looking information as actual results may differ materially from the forward-looking information. Forward-looking information is not a guarantee of future performance. By its nature, CP’s forward-looking information involves numerous assumptions, inherent risks and uncertainties that could cause actual results to differ materially from the forward looking information, including but not limited to the following factors: changes in business strategies; general North American and global economic, credit and business conditions; risks in agricultural production such as weather conditions and insect populations; the availability and price of energy commodities; the effects of competition and pricing pressures; industry capacity; shifts in market demand; changes in commodity prices; uncertainty surrounding timing and volumes of commodities being shipped via CP; inflation; changes in laws and regulations, including regulation of rates; changes in taxes and tax rates; potential increases in maintenance and operating costs; uncertainties of investigations, proceedings or other types of claims and litigation; labour disputes; risks and liabilities arising from derailments; transportation of dangerous goods; timing of completion of capital and maintenance projects; currency and interest rate fluctuations; effects of changes in market conditions and discount rates on the financial position of pension plans and investments; and various events that could disrupt operations, including severe weather, droughts, floods, avalanches and earthquakes as well as security threats and governmental response to them, and technological changes. The foregoing list of factors is not exhaustive. These and other factors are detailed from time to time in reports filed by CP with securities regulators in Canada and the United States. Reference should be made to “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations – Forward-Looking Information” in CP’s annual and interim reports on Form 10-K and 10-Q.

Readers are cautioned not to place undue reliance on forward-looking information. Forward looking information is based on current expectations, estimates and projections and it is possible that predictions, forecasts, projections, and other forms of forward-looking information will not be achieved by CP. Except as required by law, CP undertakes no obligation to update publicly or otherwise revise any forward-looking information, whether as a result of new information, future events or otherwise.

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