DISTRIBUTION MANAGEMENT IN COMPANY X

The subject of this publication is the problem of distribution management, exemplified by Company X. The process has been defined by analysing the conditions necessary to satisfy prospects’ needs and create the market position of a business entity. The paper focuses on the basic features of distribution system and the character of distribution channels.The assessment of distribution management has been illustrated with an example of Company X. The subjects of interest are: the dynamics of order flow, the delivery readiness rate, and the percentage of specific complaints in the structure of complaints in total between 2009 and 2011. The Pareto chart made it possible to diagnose the main causes of the highest percentage of complaints. As a result of research, the key improvement areas have been identified, the main ones being the functioning of order processing system and completion of deliveries.