Bridging local manufacturing and external markets: a mixed-methods study of a wholesaler as an industrial gatekeeper

Purpose This study aims to examine the role of wholesalers in bridging local production capabilities and external market demand. Focusing on Tsubame-Sanjo, a well-known local industry specializing in metal products manufacturing in Japan, it explores the following research question: How do wholesalers bridge local manufacturing and external markets? Design/methodology/approach A mixed-methods research design is adopted, combining quantitative network analysis with a qualitative case study. Trading relationships between metal manufacturing and wholesale industries in Tsubame-Sanjo are mapped to visualize the local supply chain structure. Betweenness centrality, a key network indicator, is then applied to identify Ebematsu Shoji Co., Ltd. (EBM), a wholesaler based in Tsubame, as a representative case. EBM is examined using qualitative description. Findings The study finds that EBM serves as an industrial gatekeeper by bridging local manufacturing capacities and broader markets. This role is reinforced by its accumulation of industry-specific expertise in the foodservice industry and its close ties with local manufacturers. EBM's embedded position enables it to coordinate activities and mediate knowledge flows in response to shifts in external markets. Practical implications For wholesalers, the accumulation of industry-specific expertise is crucial for linking upstream and downstream supply chains. Such expertise enables firms to bridge the advanced production capabilities of local manufacturers and broader market demand, while simultaneously improving supply chain coordination and efficiency. Originality/value This study contributes to local industry research by revealing how wholesalers act as industrial gatekeepers. It also demonstrates the methodological value of combining network analysis with case studies to comprehensively explore the complex structure of local industry.