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The statement of Mr. Mateusz Boruta, Managing Director of ECR Polska


Polish TSL market is significantly different in terms of market mechanisms from most European countries.

What are the differences?

In my opinion there are there are at least 4 phenomena that impact on the growth of artificial transport peaks.


  1. The way of setting sales targets and settlements of sales – in many European countries dominates rewarding for sales to the end customer, or resale (sell-out). In Poland, this bonus system for results is still not very popular.
  2. The level of development of supply chains – in countries with more mature markets, companies compete with each other on "the shelf", but cooperate in "logistics", because its level is balanced. Here often even the supply chain management is an area of the creation of competitive advantage.
  3. The information is still a good strongly protected by Polish companies, which indirectly results from the phenomenon described in the previous section. Instead, it should be, as in many other European countries, passed "length and breadth" of the supply chain, so that all the participants were able to optimize their operation.
  4. In Poland, very few companies really honestly counts the transaction costs – in holistic terms. This is partly the result of the business culture and isolation of particular business areas, in part due to the short-sighted expectation of quick results.

From the point of view of the trading company, a promotional purchase from the manufacturer / supplier is not only favorable conditions of purchase, but also include increased capital commitment, rotation perturbations, the risk of exceeding the use-by date, increased use of storage part of warehouse, etc. From the point of view of the manufacturer – in addition to the tactical advantages in competition, there are also unreasonable logistics costs, reduced margins, difficulty in achieving the target level of customer service, etc.


That's why I always encourage to reliable and comprehensive analysis of the phenomenon - including counting the total cost of "deals" and "closing targets".


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