sfd_small_company_membership - Scotland Food and Drink

Small Company Membership
Growing value,
growing reputation

Foreword from the
Chairman & Chief Executive
Since 2007, Scotland’s food and drink industry has been flourishing. Driven
by the extraordinary skill, talent and entrepreneurial flair that lies at the
heart of our industry, sales of Scottish products at home and abroad have
grown beyond any of our estimations. This has all helped develop Scotland’s
reputation as a Land of Food and Drink, and foster a renewed food culture in
this country.
We are proud that Scotland Food & Drink is an organisation at the heart of
this success. Our organisation was once just an aspiration. That was until
the main representative bodies covering food, drink, fishing and farming
came together and expressed a collective desire to work together to achieve
the potential of our sector. Five years on, the industry has a single strategy,
a single action plan and a collaborative model, working hand in hand with
the public sector.
Critically though, the organisation is a membership body, here to support
our members’ businesses. We are the industry’s voice and we have
committed ourselves to work tirelessly to create the operating environment
for our food and drink producers to prosper.
We have reviewed what we do as an organisation and what we deliver,
based on conversations with our members. We know there are distinct
requirements for support for smaller companies in Scotland, from tackling
distribution challenges to building new customers. We will focus on these to
help grow your business, support emerging new brands and to ultimately
strengthen your foothold in a growing market. This revitalised membership
package is one we know we can deliver for you.
The journey since 2007 has been exciting; but in many ways, with the strong
and unique platform we have developed, our journey has only just begun.
Support us, work with us and together we can be proud of a sector that is
growing in value and growing in reputation. We can’t do it without you.
Ray Jones
Chairman
James Withers
Chief Executive

The industry’s voice to Government
With a close working relationship with Scottish Government Ministers and officials,
its enterprise agencies and regulators, Scotland Food & Drink plays a pivotal role in
representing the views of the industry. We are uniquely placed to influence for the
better the operating environment for smaller food and drink companies.
The organisation now advises Government on how best to support and grow the
sector and, working closely with our members, we highlight the issues that need to
be tackled.
If you have issues that concern you or you believe need to be addressed, get involved
with the organisation and we will take your voice to the key decision makers.
.
Building our image
with consumers
We have developed Scottish Food &
Helping small
companies find
the right support
Small Company
Development
Programme
One organisation,
one strategy
In 2009, for the first time, a whole
Drink Fortnight into a major event every
By their nature, small companies have
industry strategy was launched for the
September, and each May the industry
limited staff and you’re so busy with the
We are working on the development of
Scottish food and drink sector. By bringing
‘Oscars’ are presented to the winners
‘day job’ that finding time to identify
a new programme which will provide
all the main trade organisations and levy
of the Scotland Food & Drink Excellence
the right place to go for support can
specific support, tailored to the needs
boards under one roof, the collective
Awards. Winning generates significant
be extremely difficult. We are here to
of smaller companies. Covering issues
strategy was born, setting out a roadmap
PR for member companies and for the
help you make the most of that support
like market development, Social Media
for businesses of all sizes to flourish. It
industry as a whole.
which exists and, crucially, to make the
and building brands it will help develop
is the strategy behind which Government
world a little simpler to navigate.
skills and knowledge to improve your
and its agencies have aligned their activity.
bottom line.
Our expert staff have built up a huge
Our action plan has particular work
knowledge of the sector, understanding
streams around innovation, skills,
where to go for the right help. If we
sustainability, export and UK market
don’t have the answer to a question, we
development. All of this is focused on
invariably know someone who does. As
increasing the sales of Scottish food and
the organisation develops over time, our
drink at home and abroad. In so doing, we
ambition is that it becomes a ‘one-stop-
are taking Scotland’s reputation as a land
shop’ for food and drink businesses.
of food and drink to a whole new level.

Helping you grow your
business in the UK
As part of a membership organisation,
you need to feel the direct benefit of
membership in your own business.
Our Access to Markets programme has
been a flagship project over the last
few years. It has worked directly with
the major retailers and food service
companies to build new relationships
between them and our members. From
hugely successful Meet the Buyer events,
to more intense Supplier Development
Programmes and presence at the
major exhibitions, our members have
benefitted from millions of pounds
worth of additional sales. Small
companies have been able to make that
next step in their growth.
Helping to grow your
business abroad
Scottish Development International acts
as the international arm of Scotland
Food & Drink. Our international strategy
sets out clear opportunities in these
markets and we are now working with the
industry bodies that specifically cover
red meat, salmon, seafood and whisky
to develop even closer working to exploit
the opportunities that clearly exist. We
have small company members that have
begun their businesses with a stall at a
farmers market but, with support, are
now exporting overseas.
Learning from others,
developing best
practice
One of the key benefits of Scotland Food
& Drink membership is the opportunity
to meet and learn from other businesses
in the sector. We host events throughout
the year where companies can interact
with each other. We also host events
which allow members to make the
most of the opportunities developing
in the sector, from innovative routes to
funding and investment to cutting edge,
emerging technology in the industry.
The network of Food Forums, run in
conjunction with Scottish Enterprise, are
a key hub for smaller businesses.
However, it’s not just about the big
customers. It is also about building a local
food network, developing relationships in
your area, with everyone from the smaller
food outlets, to local chefs and popular
tourism destinations.
This all represents why Scotland Food & Drink
exists and what we do. We are here to forge a
successful, profitable and sustainable future
for our members’ businesses with our partners.
In so doing, the nation’s food and drink sector
will go from strength to strength and our
reputation as a Land of Food and Drink will
be cemented.
However, we know that delivering specific
service to you is crucial too. So read on to hear
about the thousands of pounds worth of benefits
you can access as a small company member.

All of our services are developed with the aim of giving you a
competitive edge and helping you grow your business. Here
is just a selection of some of the benefits available to Scotland
Food & Drink members. The list is growing all the time so please
speak to your Business Development Manager who can advise
you on where to go to get the right support and how to use the
benefits below (see the back cover for contact details).
Being a member of Scotland
Food & Drink gives you access
to a wealth of benefits that you
just can’t get anywhere else.
Access to
Markets Events
The Access to Markets programme offers
you the opportunity to develop skills
and knowledge about your customers in
foodservice and retail, through a series
of workshops, training events and Meet
the Buyer opportunities. These events
have been held with the UK’s largest
food and drink buyers, from the major
supermarkets to middle ground retailers
and the main food service companies.
We have a rolling programme of very
successful Buyer Briefings, Meet
the Buyer events and more intensive
Supplier Development Programmes
which are aimed at helping companies
find new customers and grow UK
sales. Members get priority access and
preferential rates.
Insights – market
intelligence to give
you a competitive
edge
against others and to break out Scotland
only data. This market intelligence
data would normally cost thousands
of pounds. Scotland Food & Drink
has recently expanded its breadth of
access to IGD Research to include
“ShopperTrack” (consumer attitudes and
behaviours), to complement the “Retail
Analysis” service. The INSIGHTS team
will disseminate summaries of relevant
pieces of research either in summary
format or via the regular publications
to our membership.
Free Brand Review
Scotland Food & Drink member Randak
Design offers Scottish food and drink
businesses a unique opportunity to
access their branding expertise. Having
worked with some of Scotland’s most
iconic brands, they offer members the
opportunity to participate in a two day
brand review.
From the simplest brand identity to
the most extensive brand management
Marketing Support
If you have a marketing problem that
you don’t know how to answer, we can
help. We work with Russell Ferguson
Marketing (RFM) to offer an internet
and phone helpline service for those
times when you just need some quick
answers to those thorny marketing
issues.
Free Website
Review and reduced
design rates
We work with D8, who are responsible
for our own website, to offer a free
review of your online communications to
identify cost-effective ways to strengthen
your brand, improve your customers’
online journey and increase profit from
the web. D8 is an integrated design
agency based in Glasgow, working across
print, digital and interiors/exhibitions,
with food and drink clients UK-wide.
Free ‘Mock’ VAT
Inspection
Our specialist Insights team can guide
strategy, Randak’s work in Scotland’s
Campbell Dallas Chartered Accountants
you through the often complicated world
food and drink sector covers brand
invite all members of Scotland Food
of market intelligence. With retailers
development, from name creation,
& Drink to undergo a free ‘mock’ VAT
and other major customers increasingly
positioning and Intellectual Property
inspection carried out by their expert
demanding category and product
Trademark protection through to
VAT department. In the food and
information from companies, our
structural design, bottle shaping and
drink sector there are a number of
Insights team is an invaluable support
packaging design – all as part of a
inconsistencies in the VAT treatment
network.
planned brand management programme
of certain products and categories of
to ensure consistent brand integrity for
products. In order to ensure compliance
Members can now gain access to
long-term success. Places are available
with VAT rules, the half day inspection
Kantar Worldpanel category data free of
on a first come, first served basis and
will issue members with a high level risk
charge, allowing them to track volume
are subject to company status.
report. This free service, worth up to
and spend changes across their own
£1,500, is exclusive to Scotland Food &
category, to benchmark their category
Drink members.

Free “Sales
Manager for Hire”
Do you need help to review and develop
your sales strategy? Not sure how to
approach a key multiple or food service
provider? Scotland Food & Drink is
delighted to offer its members a day’s
free access to an industry expert (worth
£450) who can assist in a variety of
areas from negotiating with multiple
retailers to reviewing marketing
strategies and accessing practical
skills and know-how.
Our Sales Manager for Hire days are
provided by industry experts.
Discounts and
Support at National
and International
Exhibitions
Scotland Food & Drink provides
discounted stands in a prominent
branded pavilion and enhanced support
at a number of national exhibitions.
In addition, Scottish Development
International (SDI) offers preferential
rates for Scotland Food & Drink members
on exhibition costs at all international
exhibitions that they attend.
Refrigeration Support
and Carbon Trust
Loans Advice
ACE Refrigeration has a vast amount of
experience and an impressive customer
base, including food and drink companies.
Members can benefit from the following
free of charge:
• UK Site Survey to assess current
refrigeration use, gauging efficiency
improvements and cost savings.
• Eligibility assessment for Carbon Trust,
interest-free loans to finance and invest
in energy saving projects (from £3,000-
£500,000). Energy savings offset the
loan repayments (includes completion of
application form for Carbon Trust Loans
on customer behalf).
• Advice and design assessment of the
potential use of Enhanced Capital
Free Intellectual
Property Review
The value of and benefits to be gained
by a member from its intellectual
property cannot be underestimated –
but often are. Intellectual property takes
many forms including, amongst other
things, trade marks, patents, copyright,
database rights and know-how.
Scotland Food & Drink has been working
with leading Scottish law firm, McClure
Naismith LLP to assist in addressing this
issue. Together we have developed a user
friendly IP review questionnaire to assist
members with identifying the intellectual
property that is most important to their
business.
This represents an immediate cost
saving of approximately £1,000. In
addition, McClure Naismith will offer
discounted and/or capped rates for
future business.
Free Legal Advice
All members of Scotland Food & Drink
are entitled to one hour’s free legal
advice (worth £250) with top legal
firm Maclay Murray & Spens. This
service is offered from any of MMS’
offices (located in Aberdeen, Glasgow,
Edinburgh or London) and can also be
conducted via telephone conversations
if these locations are inconvenient.
This offering covers advice on any
legal matters that are of concern to
a member.
Free PR Advice
Members are entitled to up to £500
worth of free consultation with
3x1 Public Relations as part of our
member benefits package. This benefit
encompasses advice in a face to face
meeting or by telephone with a senior
consultant depending on location.
Further assignments qualify for a 10%
discount off the agency’s standard rate.
Business Mentoring
One of the main benefits of joining
Scotland Food & Drink is that you are
joining a network of businesses that
are committed to growing the food and
drink industry in Scotland. Your fellow
member companies have a wealth
of expertise in the food and drink
industry and many are keen to share
their expertise to help others grow. If
you or your colleagues have any issues
which would benefit from input from
other members or if you would like to
volunteer as a mentor, please get in
touch with us.
Research and
Development (R&D)
Tax Relief/Cash Back
This is a UK Government tax incentive
to encourage more R&D work to be
undertaken by UK businesses. For food
and drink companies this covers product
or process innovation. Most companies
are surprised at the range of activities
that can qualify for relief. Johnston
Carmichael are able to make claims
on behalf of Scotland Food & Drink
members and they have never had an
R&D claim rejected by HMRC. They have
recently achieved an extraordinary £23m
of accumulative R&D claims with more
than 20 companies.
Foreign Currency
Service
No1 Currency is an Edinburgh based
foreign currency specialist providing a
consultative and cost effective approach
to international bank transfers. They
produce a morning market update which
has a core focus on sterling against
the euro and US dollar. No1 Currency
looks to provide the most competitive
quotes possible for members’ currency
transactions. Typical savings for business
clients can be anywhere between 1% and
3% of the transaction value. Additionally,
they will waive all UK sending charges for
members, helping to further reduce the
cost of international payments.
Utility Savings
Managing Utilities provides a specialist
procurement and management
service in the deregulated utilities
and telecommunications market. They
provide Scotland Food & Drink members
with free independent advice in making
substantial savings on their gas and
electricity costs, as well as protecting
your business from the forecast longterm
price increases. Their approach
to cost savings, extensive experience in
the corporate commercial sector and
unrivalled relationships throughout the
supply chain enable them to deliver a
comprehensive service and add to your
bottom line.
Free E-commerce
Website Review
Scotland Food & Drink member
Webage is offering members a unique
opportunity to access their e-commerce
review. Analysis will cover a range of
items from navigation and imagery
to security and shipping policies.
Webage are already aware of the main
benchmark parameters so will very
quickly be able to ascertain where your
website is under performing.
Know the Law
Training Sessions
Ensuring your people know about the key
legal issues relevant to your business
can make it run more effectively. Brodies
LLP, corporate and commercial law
practice, believe in creating a culture of
sharing knowledge and up-skilling and
now offer a range of training sessions
and workshops to help Scotland Food
& Drink members achieve this. The
seminars and workshops are provided
free of charge. The Brodies team will
visit your office premises to deliver the
sessions.
Technical/Quality
Training & Quality
Systems Support
SFQC (Scottish Food Quality
Certification) specialises in the
inspection and certification of food
production, processing and service.
With accreditation requirements
becoming increasingly crucial to
customers, Scotland Food & Drink
members can benefit from a whole range
of discounts, such as a 10% renewal
discount for BRC-certified businesses, a
15% group discount for those that have
multiple businesses working with SFQC,
a 10% discount for carrying out organic
processing audits and certification and
a £150 discount for SME businesses
wishing to access SALSA mentoring.
Food Technology
Support
Need some help with any aspect of
product development? Food Innovation@
Abertay is offering a 10% discount to
members on a variety of its services
including new product development
and reformulation; sensory analysis;
product analysis and shelf life
testing; food hygiene; food safety and
HACCP; marketing and consumer
research analysis; and food styling and
photography.
Product Development
Support
If you are thinking of developing a new
product or need to modify an existing
one, then you can take advantage of
hands-on help from an experienced
product development professional.
This service is focused on recipe
development and complements the work
of the Food & Health Innovation Service.
Members qualify for a discounted one
day consultation with our NPD expert
at a cost of £100. Any further work
undertaken will receive a 15% discount.
Environmental
Performance Review
Sustainable Food & Drink’s review
covers environmental initiatives, ways
to develop bespoke environmental
action plans and how to engage with
stakeholders. The consultancy available
through Sustainable Food & Drink will
help members with a range of services,
cutting costs and unnecessary wastage
to benchmarking performance.
Sustainable Food & Drink is based at
Glasgow Caledonian University and has
EU and Scottish Government funding
to help Scottish food and drink SMEs
improve their competitiveness by cutting
carbon footprints and unnecessary
environmental costs.
Allowance products (this can equate to
a discount on goods of up to 28%).

STAFF
James Withers
Chief Executive
james.withers@scotlandfoodanddrink.org
0131 335 0940
Kenny Martin
INSIGHTS Analyst
kenny.martin@scotlandfoodanddrink.org
0131 335 0944
Amanda Brown
Industry Development Director
amanda.brown@scotlandfoodanddrink.org
0131 335 0942
Kathryn Mutch
Membership & Communications Executive
kathryn.mutch@scotlandfoodanddrink.org
0131 335 0949
Linda Chirnside
Office Manager & PA to CEO
linda.chirnside@scotlandfoodanddrink.org
0131 335 0940
Andrew Niven
INSIGHTS Manager
andrew.niven@scotlandfoodanddrink.org
0131 335 0946
Elaine Cox
Business Development (North)
elaine.cox@scotlandfoodanddrink.org
07795 151838
Ann Picking
Sustainability Project Manager
ann.picking@scotlandfoodanddrink.org
0131 335 0943
Gillian Cullen
Finance Administrator
gillian.cullen@scotlandfoodanddrink.org
0131 335 0950
Stephanie Pritchard
Access to Markets Manager
stephanie.pritchard@scotlandfoodanddrink.org
0131 335 0948
Sophie Fraser
Communications & Marketing Manager
sophie.fraser@scotlandfoodanddrink.org
0131 335 0952
Fiona Richmond
2014 Project Manager
fiona.richmond@scotlandfoodanddrink.org
0131 335 0947
If you would like to learn more, please visit
www.scotlandfoodanddrink.org
Follow us on Twitter - @scotfooddrink
www.facebook.com/eatscottish
Debbie Tully
Commercial & Membership Director
debbie.tully@scotlandfoodanddrink.org
07917 355 918
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