通过分析铁路“白货”市场占有率逐年下降的原因,提出重新定位铁路“白货”目标市场。按照轴幅式运输网络理论,提出公路承担区域集疏运,铁路承担干线长途运输的经济分工模式;进而提出设计公铁联合的“白货”运输产品设想,并分析铁路“白货”营销组织方案的若干要点。 By analyzing the reason why the market share of the railway “white goods” has been declining year by year, it is proposed to reposition the target market of the railway “white goods”. According to the theory of axio-type transport network, this paper puts forward the economic division of labor pattern that the highway undertakes regional collection and distribution and the railway undertakes the long-distance transportation of the trunk lines. Then, "Marketing Organization program of several points.