W pracy przedstawiono przesłanki podjęcia współpracy w kanale dystrybucji przez producentów owoców i warzyw z hipermarketami. Przedstawiona analiza przesłanek potwierdza, że podstawową przyczyną nawiązania kontaktów handlowych ze sklepami wielkopowierzchniowymi jest pewność i stabilność sprzedaży dużych partii towaru.
EN
Emergence of foreign cha ins of super- and hypermarkets in Poland in I990’s resulted in major changes in food distribution systems. Several channels, especially concerning PMCG were shortened. Poreign trade chains, aspiring to optimize transactions and possessing great economic potential, established contacts directly with producers, including agricultural producers, passing over the wholesale level. Pruits and vegetables producers’ motives for taking up decision of delivering their products to hypermarkets are an interesting element of the cooperation. This research shows that the main reasons for fruits and vegetables producer to sign up a contract by a with a hypermarket are: sale of large batches of goods as well as certainty and stability of the market. Other reasons concerned problems with former sale, improvement of2financial situation and a chance for increase of sale (production).