Identyfikacja kanałów dystrybucji i otoczenia konkurencyjnego w branży papierniczo-biurowej na przykładzie wybranego przedsiębiorstwa
Identification of the Channels of Distribution and the Competitive Environment in the Paper and Office Supplies Industry as Exemplified by a Selected Enteprise

Summary/Abstract: The principal objective of this paper is to identify the channels of distribution and the competitive environment in the paper and office supplies industry as exemplified by the enterprise conducting business under the name Hurt-Papier. The choice of this enterprise was determined by the fact that it is the largest whole sale company in the paper and office supplies industry in the South-East of Poland. Upon the basis of the conducted research, it was ascertained that this enterprise uses both the direct channels, and also the indirect ones (principally, the short ones). A significant change which may be observed in the organization of the system of distribution is, as well, a strong growth in sales on the Internet. This new channel of distribution has brought about the decreasing importance of traditional distribution enterprises, but, in turn, has contributed to the increase in the role of logistic enterprises, including courier services principally. In this paper, it was also the analysis of the competitive environment with the application of five Porter’s forces analysis that was performed. Upon the basis of this analysis, it was as certained that the principal threat to the Hurt-Papier company is that substitutes, which are constituted by retail chains, and also manufacturers themselves, appear. In this paper, it was as well recommendations which may constitute an opportunity forenterprises to develop even further, and to increase their competitive advantage in comparison with other entities in the paper and office supplies industry, that were presented.

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