Strathlinn Distillery

A family distillery with 40 bottlings and a price list nobody could explain.

Service

Pricing

Sector

Whisky

Location

Speyside

Year

2025

A stillman checking a gauge between two copper pot stills in a stone still house

Result

gross margin, with volume flat

31%

37%

The challenge

Strathlinn had raised prices twice in five years, both times by the same percentage across the range. Margin kept slipping, because the bottlings that sold most were the ones priced lowest.

What we did

We spent the first week in the warehouse and the shop, and the second with three years of sales by bottling and channel. We sorted the range into four price roles, rebuilt the list around them and trained the sales team to explain it.

What changed

Gross margin rose from 31% to 37% within a year. Volume stayed flat, and both export distributors accepted the new list at the first meeting.

A woman checking cask numbers in a long bonded warehouse

Five Strathlinn bottles from the 10 to the cask strength on an oak shelf

We had raised prices twice and guessed both times. This time we knew which bottles could take it.

Fiona Strachan, managing director

Worked on this:

Isla Dunbar, partner. Tom Akande, consultant.

More case studies

All case studies

Cones of mustard, rust and teal yarn on a creel in a knitwear mill

Corran Knitwear

11 wk

5 wk

from order to dispatch

Operations

Hawick

2025

A small car ferry at a stone slipway with cars waiting on the shore at dusk

Ardnish Ferries

78%

94%

of sailings on time

Operations

West Highlands

2024

All case studies

Edinburgh rooftops and the castle at dusk from Calton Hill

Start with a half‑hour call.

Tell us what’s changed in the business. If we’re not the right firm for it, we’ll say so and suggest one that is. We can take two new clients from January.

hello@ferrowpartners.co.uk

Book a first call

We reply within one working day.

Use for free