由于运输能力的紧张,在某种程度上,铁路在有些地区的货物运输中还处于卖方市场的地位。但随着铁路中长期铁路网规划的实施,铁路运力的大规模释放、公路和沿海运输的发展,以及国家产业政策的调整,铁路本身的运量结构和市场竞争环境将发生较大的变化,铁路将从能力紧张型向能力适应型转变,这需要吸纳大量货源。面对市场竞争,铁路当前需要维持和保持好与既有客户之间的关系,发展和培育一批对铁路运输有重要意义的客户,通过与一些客户建立长期的战略伙伴关系、将他们变成铁路的忠诚客户。 Due to the tight transport capacity, to some extent the railway is still in the seller’s market in the transport of goods in some areas. However, with the implementation of the railway medium-and-long-term rail network planning, the massive release of railway transport capacity, the development of highways and coastal transport and the adjustment of national industrial policies, the volume structure of the railways themselves and the market competition environment will undergo great changes. Railways will be from capacity-intensive to capacity-adaptive changes, which need to absorb a large supply of goods. In the face of market competition, the railway currently needs to maintain and maintain its relationship with its existing customers and to develop and nurture a group of customers who are of great significance to railway transportation. By establishing long-term strategic partnerships with some customers, they will become Railway loyal customers.