Open Access Conference Proceedings

Supply chains and networks require optimization of mutual cooperation between their members. An important tool for making mutual cooperation between supply chain members more effective is segmentation of distribution elements by their requirements concerning the way and intensity of mutual participation in car oil distribution. This paper presents the outcomes of a survey aiming to segment garages as one of important members of a car oil supply chain by their different needs and requirements concerning the level of cooperation with car oil distributors. Garage segments identified by the research show absolutely different preferences concerning different areas of cooperation with distributors, which means they require a completely specific approach from the point of view of distributors. Without any doubt, the research outcomes are practically applicable in management of mutual cooperation within car oil distribution to various garage segments to maximize the value for all involved parties.

Keywords: segmentation by needs, car oil supply chain, distribution channel management, garages

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