Managing the distribution channel: the case of Scot Trout and Salmon

Abstract

Purpose Small and medium‐sized companies often struggle to achieve sustainable growth or access wider markets. This insight from industry aims to describe the case of Scot Trout and Salmon a company that acts as a distribution hub for a number of small and medium‐sized enterprise (SME) specialist fish producers in the west of Scotland. Design/methodology/approach This article provides a qualitative case study method. Findings A total of 90 per cent of Scottish companies are SMEs and with a fragile economy it is imperative that these SMEs can grow and flourish. The “loadshare distribution initiative” demonstrates one supply chain strategy by which this could be achieved. Research limitations/implications Further research is required to extend understanding of the case through attention to the impact on the SME organisation in the longer term. Practical implications The distribution initiative enabled all members of the supply chain to achieve the goal of cost reduction by simply sharing transport. Originality/value The case study illustrates a positive example of supply chain co‐operation.

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