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

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.