Edinburgh Smoked Salmon

This Scottish producer found that FFB Fast Track membership was like having their own Brussels office.

The issue

Although it already had a small export business, Edinburgh Smoked Salmon Ltd, part of the JW Seafoods Group, was looking for assistance with entry to new export markets.

What we did

Edinburgh Smoked Salmon attended a seminar in the Scottish Highlands on the Belgian, French and Netherlands markets organised jointly by Scottish Development International and Food from Britain. Following the seminar, Edinburgh Smoked Salmon joined FFB FAST TRACK.

We carried out a product-to-market assessment (PMA), which revealed opportunities in Belgium and France. Edinburgh Smoked Salmon involved Scottish Development International and Highlands and Islands Enterprise to assist them with market development by means of a Market Access Programme (MAP) in Belgium. The MAP provides companies with up to five days' expert assistance in their chosen market.

FFB Belgium identified Carrefour as a potential customer for the innovative range of added value smoked salmon products produced by Edinburgh Smoked Salmon. FFB Belgium helped make the initial contact and carry out a presentation of the range, and has subsequently assisted with resolving the complex logistic issues. Carrefour Belgium has now agreed to list the Edinburgh Smoked Salmon products.

Having brought the Belgian project to a successful conclusion, Edinburgh Smoked Salmon is now working with FFB France to develop business in this market.

"This is a really good example of a company taking a systematic approach to export development. Having identified a number of opportunities it then concentrated on one and involved Scottish Development International at an early stage to help secure the business", says John Whitehead of FFB Scotland.
Joan Prentice of Edinburgh Smoked Salmon said: "Food from Britain's role in setting up new business for Edinburgh Smoked Salmon with Carrefour Belgium has been invaluable. Its local market and supply chain knowledge has been impressive. From initial market assessment, organising and support at introductory customer meetings, through to translation services for new product packaging and advice on distribution, it has provided the complete service. Always professional, it has been like having our own office in Brussels!"