b'THE UKCASE STUDYIn the larger and more competitively diverse UK market, interest and sales in Scottish dairy are moreGrahams The Family Dairy: using product restricted with liquid milk, cheese, yogurts and icedevelopment to build new business cream the main players. Distribution in retail andGrahams celebrated its 80th anniversary in 2019, and foodservice channels is more limited as theyis the leading family owned dairy/processor in Scotland.compete with other UK, Irish and European regional products and brands. As times have moved on and consumer tastes change, Based on our learnings in international markets weGrahams has moved on too. In recent times a huge know that there is an opportunity to build awarenessfocus has been placed on innovation and product of Scottish cheeses, particularly for the premiumdevelopment, including the launch of Skyr, Protein 22 retail and foodservice channels. yogurts, Protein 40 milk, Quark and Goodness ice cream. Their range now spans all dairy categoriesProduction innovation is also key in helping to createand has helped grow their sales in Scotland, the wider a stronger Scottish dairy footprint in these markets,UK market, as well as in international markets.including a focus on health and convenience-basedThis continued innovation has helped Grahams keep products. its place not only as one of Scotlands most popular dairy brands but also one of the top-selling grocery SCOTLAND brands in Scotland.Right here in Scotland regional dairy productshave a strong presence in shops, competing in allthe major categories in retail with both brands and own-label offerings. The Scottish cheeseboard is a perfect example ofIn todays changing and increasingly competitivean offering that builds on premium and provenance market we must continue to work hard to build morevalues and one that should be a must on every menu presence for Made in Scotland dairy products on thecard in Scotland. The cheeseboard needs to be shelves, including having the ambition for a Scottishaccompanied by Scottish butter, another opportunity cheddar to be the best-selling cheese in Scotland. that needs to be brought to market. A similar emphasis applies to yogurts and ice cream.Continued innovation across the dairy range will also be key to success. We also need to explore how stronger relations can Currently, and to a lesser extent, we see a morebe built within the food tourism sector in Scotland, limited Scottish dairy offering in foodservice. This isparticularly in pairing our dairy products with other something that needs to be built on as we strive toiconic products such as whisky, beer, berries and have a greater number of Scottish dairy productssalmon in out-of-home outlets including hotels, available to target the different outlets serviced byrestaurants, cafes and visitor attractions as wellthe foodservice market. We need to be able to sellas ensuring Scottish dairy products are being used, products that deliver value and variety for foodserviceare on offer and are being promoted in tourism providers and their customers as well as those wholocations and venues.make the products. 08'