Distribution Channels Case Study #1

Melhoramentos Papéis

For over a century, Melhoramentos Papeis Ltda. has been dedicated to providing products and services that make their customers’ lives more comfortable and healthy. Their operations include a publishing house, bookstores, pulp and paper products, personal hygiene products, and urban development.


With Latin America embracing the global marketplace, Melhoramentos Papeis, based in São Paulo, Brazil, was facing increasing competition from international competitors.


Melhoramentos Papeis needed to redesign their distribution strategy to avoid losing their distributors to the new competition.


With assistance from Addexo, the company was able to create a distribution strategy that reinforced the loyalty of their distribution channels.


The new distribution strategy successfully established strong relationship ties with their distributors and all distributors remained with Melhoramentos Papeis.