The article presents the results of surveys carried out by the Institute of Home Market and Consumption, concerning the processes of domestic trade concentration in the period of stagnation of the Polish economy. Generally speaking, the survey’s results reveal a slowdown in the concentration processes, due to the deteriorating economic situation of enterprises, to a fall in investment outlays and to capital-intensive investment in trade. Nevertheless, the analysis of particular manifestations and forms of concentration indicates that these processes are still going on. This is particularly apparent in reference to the initiated stage of mergers and acquisitions within the framework of the continuing capital concentration on the market of fast moving consumer goods, and in the case of expans of retail centres.
The article provides an analysis of the scope and directions of expansion of foreign chains into the Polish market of non-foodstuffs, as seen against the background of market conditions. Major issues involved with modern directions of trade specialisation and development of its innovative forms have been highlighted, including "category killers" stores, specialised factory outlet centres (FOCs), as well as the role of foreign chains in these processes. Consequences of foreign chains’ expansion for changes in Polish retail chains have also been analysed.
Discount trade, one of dynamic forms of mass distribution, plays a significant role in the process of unification (standardisation) of consumption and consumer service. Its rapid expansion has also been recorded in Poland. The analysis is focused on conditions, organisation and directions of development of discount stores in a transforming Polish economy, with emphasis put on the role played in this process by companies with foreign participation. Apart from presenting results of development of major discount chains, the article also illustrates prerequisites and assumptions for a forecast of discount trade development in Poland in the nearest future (until 2010).
The article examines some new trends among retail chains operating in Poland, in particular what is known as concentration and integration. The analysis was made with the desk research method on the basis of statistical data reported by the Central Statistical Office (GUS). The author also used data from league tables ranking the country’s largest businesses and statistics on the development of retail centers in the country. The study confirms that Poland’s retail trade sector has undergone far-reaching concentration and integration over the past several years. Changes have primarily included a growing number of mergers and acquisitions and the substitution of organizational integration with financial ties. These trends have been especially widespread among businesses with Polish capital, but they have also applied to foreign-owned companies, some of which have withdrawn from the Polish market, the author says. The current course of concentration and integration processes in Poland’s retail trade seems to indicate that the sector’s future development will see more mergers and acquisitions and further development of retail centers, Maleszyk says. These trends are in line with what is happening in highly developed countries, the author concludes.
The paper examines the conditions that determine the internationalization of Poland’s retail companies and other businesses, and it also evaluates the scope and forms of this process. The author analyzes these issues on the basis of desk research, or studies that collate the findings of previously published data and evaluate them in new ways. Another method used by the author is direct research involving a selected group of major enterprises that either already operate on foreign markets or plan to expand abroad. The analysis made it possible to identify the most important motives behind the internationalization of business operations as well as the directions of expansion in terms of both geographical regions and individual business sectors. Maleszyk also describes the organizational forms of internationalization (such as foreign direct investment and various forms of cooperation and integration) as well as barriers to decision-making on business expansion and development. The analysis reveals that the process of internationalization applies to a limited group of companies and is at an early stage of development. To accelerate internationalization, it is necessary to strengthen the market position of Polish enterprises and more intensely promote Polish brand-name products abroad. Other priorities include expanding the system for providing investment advice and supporting institutions that promote entrepreneurship, as well as facilitate lending from banks.
Integrated purchases as a sign of cooperation among enterprises forming retail chains are a potential source of creating value (advantages) for the consumer. This process is carried out by the integrator as part of privileges resulting from contractual agreements with groups of enterprises. It may contribute to developing some important elements of the value chain such as a competitive range of products, competitive prices and quality, easy access to goods combined with various concessions in the process of consumer service, positive perception of a network integrated through its image and confidence in private labels, the attachment and loyalty of consumers and suppliers toward the chain etc. The article explains the essence of integrated purchases and their connection with the marketing activities of integrated retail chains oriented toward creating the value chain. For this purpose, the author uses the assumptions and concept of relationship (partnership) marketing. As a result of empirical research, the main marketing strategies linked with value creation are described. The author specifies the scope and possibilities of implementing these strategies and the conditions and chances for introducing the rules and instruments of partnership marketing to integrated groups of retail enterprises.
The aim of the study was to determine the basis for partner relationship management and ties within integrated supply chains. These include both internal ties (between the integrator and enterprises forming the chain) and external ties, chiefly with buyers and suppliers. The author applied partnership marketing tools as the basis for relationship management and conducted direct interviews with chain integrators. The article reviews three groups of tools: 1) cooperation agreements, marketing programs, letters of intent and memoranda of understanding 2) instruments for the management of groups of products as part of the Effective Consumer Response (ECR) strategy; 3) Customer Relationship Management (CRM) tools, with a special focus on the individualization of the product range, the quality of services and communication with clients. Group 1 comprises tools needed for building internal relationships, while groups 2 and 3 contain those used to build external relationships. The results of the analysis confirm the need to introduce these instruments, but the application of these tools frequently encounters various difficulties and limitations. Major barriers include poor adaptation of cooperation agreements to the requirements of partner relationship management, failure to monitor contacts with clients and inadequate information technology systems poorly adapted to the needs of managing partner relationships. A proper division of roles and benefits between the chain participants and the integrator, on the one hand, and the market environment, on the other, creates chances for marketing success and development. Partner relationship management requires not only improved cooperation between the chain and the client, but also efforts to refocus personnel toward establishing project teams responsible for winning and keeping loyal clients.
In his article the author presents he main development trends in concentration and integration of internal trade in Poland. The analysis covers the issues of capital concentration of commercial companies (with attention focused on the subsidiary-type commercial networks and corporation-type networks), organisational and organisation-and-functional integration (retailers’ associations, purchasing groups), as well as functional-and-spatial concentration (shopping centres). The results of the analysis point to, inter alia, some progress in integration development (particularly as regards evolution of its simple forms towards more complex, especially franchising systems and capital alliances) induced by the on-going processes of capital concentration in the fast moving consumer goods (FMCG) market. Besides, they indicate acceleration of shopping centres development dynamics.