HE is the man behind the meteoric rise of his family’s farm dairy to becoming Scotland’s No 1 dairy business.
So perhaps attention should be paid to Robert Graham when he warns that Scotland the brand is under threat because we don’t “talk up” the quality of our food and drink produce in particular.
Speaking exclusively to The National, the managing director of Graham’s the Family Dairy said: “I don’t think we are necessarily very good as a country at times at talking up how good a lot of what we do actually is.
“It’s not just food and drink – I was speaking to someone last night who had been with [Microsoft founder] Bill Gates in Edinburgh a few days ago and Gates told him ‘we’ve invested in the Moredun Research Institute because it is right at the top in terms of research, but as a country Scotland doesn’t seem to be talking about that.’
“With our food and drink, that is often the case.”
Graham chose to speak to The National because of our Save Our Scotland Brand campaign. He said: “If you look at the research, Scottish consumers are the most driven in the UK for purchasing Scottish products.
“That’s a big part of what we are doing in terms of growing our categories so we can deliver what the Scottish consumer wants.
“There was a long period when retailers and consumers were not as concerned as they are now about provenance and where our food is coming from – that is obviously far higher up the agenda now.
“Retailers and consumers are looking for healthy Scottish products. Health and provenance are key drivers for the consumer and we are aligning ourselves to that demand.”
Graham acknowledged the fact that the Scottish Government has played a strong role in promoting Scotland the brand.
He said: “They have been very good on food and drink. The first food and drink strategy that was brought in 10 years ago by Richard Lochhead gave the industry focus and they have followed through with the strategy ever since.”
Graham’s turnover is now more than £100 million and from 17 employees in the early 1990s, the firm now has a staff of 650 and buys its milk from 108 farms across Scotland. It is also growing its export business – the United Arab Emirates is a particular fan of Graham’s produce.
Expansion is planned: “We want to deliver a new dairy at Stirling which at £20m will be the biggest dairy investment in 30 years. It will be a step change for us in terms of new product development.
“The planning process is now with the Scottish Government so hopefully we will get the right decision soon so we can crack on.”
Graham wants to see greater general investment in dairy produce – the firm has spent up to £20m in growing its business in recent years – and he thinks the market is there for further investment, though Brexit is a concern.
He said: “The UK is the second-largest net importer of dairy products in the world after China which for me is unbelievable when we have a country that is ideal for dairy production at farm level.
“So much of our butter, so much of our yoghurt and to a lesser extent cheese is coming in from outside the UK, and Scotland probably has a higher percentage of dairy goods coming in from outside Scotland than Britain as a whole, so there have to be concerns in a world that is going to change.
“It is concerning that we are unsure about trading relationships when so much of our dairy food comes from outside our country.”
Graham identified the main issue that has left the UK dairy industry as a whole playing catch-up: “In days gone past when processing was really farmer-owned, the emphasis of those businesses was processing a lot of milk and not value-added products or looking at consumer trends.
“Innovation was being done outside the UK which is why 90 per cent of spreadable butter that is sold in Scotland comes from elsewhere, and why about half of yoghurt goods in the UK come from outside Britain.”
Graham’s Dairies intends to alter that market share and has recently launched a new type of high-protein yoghurt called Skyr, which although it is only available in Sainsburys and Aldi is flying off the shelves.
“It is probably the best product we have ever made,” said Graham, “and even though I say so myself, it really is worth tasting.”
Someone who practises what he preaches and talks up a Scottish brand. Why don’t we all do that?
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