Relationer mellan Norske Skog och de privata skogsägarna i Jämtland

Abstract: Norske Skog Jämtland AB is like many other companies in a situation where it has to increase its purchases to provide its industries with raw material. To increase the available amount of raw materials, many companies employ purchasers to cover larger areas. This study aims to find out how to handle the increasing competition for timber suppliers. An important input for defining such a strategy is to examine how the suppliers view their relation to the company today. For a company it is extremely important to have a good relation with the suppliers to secure long term supplies. This will also become increasingly important as the number of competing companies increases. Norske Skog Jämtland AB is believed to have a good reputation. The study describes actual reputation from the supplier's point of view and the areas where Norske Skog could improve their performance. One goal of this work is to identify the most important factors that affect suppliers when they choose a company to sell to. The second goal is to propose adequate actions for improving Norske Skog´s relations with their wood suppliers. The study uses a deductive design with the purpose to support or develop existing hypotheses based on the results. The results were obtained via a quantitative method in the form of a questionnaire with suppliers and purchasers at Norske Skog. Theories that form the design of this study come from the topics customer relations, customer focus, quality of service and marketing. Most of the suppliers are satisfied with their relation to Norske Skog. Many suppliers state that the most important factor in their relation is that the personnel from Norske Skog are competent and honest. It is also important that the contact persons at Norske Skog are easily accessible. Areas to improve are follow-ups of closed deals and continuous support, not only at wood affaires. Suppliers living outside of Jämtland want more information concerning, and invitations to activities arranged by Norske Skog. There is also a great interest in educational activities and seminars.