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He took a gamble on a bright business idea. Now all he needs to do is get his new products in front of customers.

Young farmer and entrepreneur Gregor Mackintosh set out to blend produce with theory. He was convinced the rapeseed in his fields could be the basis for products with wide appeal. He has the products - can he win over the big retailers?

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Episode one: The Trailer To the top

Gregor Mackintosh has the chance to get his product in every shopping trolley in the country, but what’s his biggest challenge..?

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Episode two: How it all began To the top
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Gregor has struck oil - but can he make it into a thriving industry?

If you've been following my story, you'll know that Mackintosh of Glendaveny is an oil company in Aberdeenshire. Cold pressed rapeseed oil, that is.

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  • Winning Through Innovation you are here
    Winning Through Innovation

    These tools and workshops are designed to help stimulate new ideas, and equip you with the knowledge to bring them to the market. Work with experienced practitioners to develop your skills, from concept to launch.

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Right from day one, I knew this business had huge potential.

I saw an opening in the market for this great new healthy product. I got support to develop it from the initial idea to the branded, bottled reality. With my first batch stockpiled, I was free to get to work on sales.

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    New Product Development

    This service offers expert advice and support to research, design, develop and market your new product idea. Get professional assessment from a team of innovation advisers, and introductions to relevant businesses and organisations that are prepared to share their resources and expertise with you. There’s also access to grant funding opportunities.

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    Commercialisation

    Take advantage of the fruits of Scotland's huge research and development achievements. A host of licensing and commercialisation opportunities are listed - all developed to give established or start-up businesses the opportunity for real financial returns.

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My first food forum meeting was a revelation.

It was only through joining the Grampian Food Forum that I learned about a lot of the support available for my business. I also picked up news about market trends. And but for the forum, I'd never have met the key buyers for Asda...

  • Interview with Grampian Food Forum you are here
    Interview with Grampian Food Forum

    The north-east of Scotland is a big contributor to the nation’s table through agriculture, fishing and a host of major processors and producers. It’s also the location of Grampian Food Forum, the longest-running network of its kind. Elizabeth Mathie is its coordinator.

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    Food and Health Innovation

    The healthy foods market is growing fast. This service helps businesses to enter this market, by reformulating products or developing new ones. Get access to a consortium of leading food technology expertise.

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For now, it’s just me. But before too long I'll need a factory.

Winning big contracts is fantastic – but it brings its own challenges. With a major deal with Asda in the bag, and other big prospects, I need to think ahead. The Scottish Manufacturing Advisory Service got me thinking about automatic bottling plants.

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    Manufacturing Support

    The Scottish Manufacturing Advisory Service offers support to streamline your business, become more competitive and reach new markets. Their service starts with a free review of your operation to identify opportunities for efficiency and growth. You may then benefit from tailored support on issues from strategy and product development to supply chain management.

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I’ve got three new flavours - but that’s just a taster.

Besides the plain rapeseed oil, I've developed an infused range. And it doesn’t stop there. I see scope to use this healthy, local ingredient in lots of products. For starters, I'm collaborating with a local baker to produce a range of oatcakes.

One big challenge is raising consumer awareness. The plain oil is selling well in Asda, but sales of the infused range are slower. I'm about to run a sampling campaign in Asda to persuade people to try them.

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    Enterprise Europe Network

    This network offers fast and practical information on doing business, finding partners and boosting competitiveness in Europe. It can help you develop your business in new markets, source or license new technologies, and access EU finance and funding.

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  • Collaboration Advice you are here
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    This service focuses on the benefits of collaboration. It helps food and drink enterprises to understand their supply chain, find the right partner and enter new markets. It has already helped Scottish companies generate additional sales and savings of over £10 million.

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My Asda deal has grown the business by 300%. Now another of the major supermarkets is showing an interest.

Tesco will be visiting us this month to audit the business as a potential supplier. They've shown interest before, but the business has really expanded since then. We really need to impress them this time round - getting into a second major multiple would be a huge breakthrough...

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Episode three: It's pay off time To the top
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Gregor’s burning the midnight oil...

Life is suddenly very busy. If you’ve followed my story, you’ll know Asda is stocking my range of rapeseed oils – and Tesco has shown interest too. But I’m still keen to keep innovating. I’m now talking to Asda about a new flavoured oil, as well as the rapeseed oil oatcakes I developed with a local baker.

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    Innovation support

    Gordon Venters is one of Scottish Enterprise’s innovation specialists. Discover how he uses his expertise to help Scottish businesses develop new ideas.

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    Co-operative Development Scotland

    Collaborating with other businesses could help you reduce costs, share risks and find a new platform for growth. Co-operative Development Scotland can help with the formalities of setting up a partnership and support your development.

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Getting product on the shelves is only half the battle.

With any new product, there’s a challenge to persuade consumers to try something different. My plain oil is selling well in Asda. Now I’m doing an in-store sampling campaign for the infused range.

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    Food Processing, Marketing and Co-operation Grant

    Funding for food and drink companies is available through the Scottish Rural Development programme. There are grants towards capital expenditure; non-capital support for initiatives such as marketing and product development; and funds to aid collaboration with supply chain partners.

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    Experiencing Scotland

    If you’re in the tourism industry, you can captivate visitors by offering locally-produced Scottish food with a ‘story’ behind it. Experiencing Scotland offers tailored support to help you explore menu options, source suppliers and boost your sales in this way.

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I’ve found the answer to my production worries.

As demand grows, I’ll need to boost production. So I’ve just been to Italy, where I bought a second-hand automated bottling line. That will allow me to produce a month’s output in a morning – so I can devote more time to sales development.

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    SDI Trade Missions

    A fact-finding mission to a key foreign market, or participation in an international trade show, could equip you with valuable contacts and information. Scottish Development International supports ambitious businesses on trade missions.

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    Manufacturing Support

    The Scottish Manufacturing Advisory Service offers support to streamline your business, become more competitive and reach new markets. Their service starts with a free review of your operation to identify opportunities for efficiency and growth. You may then benefit from tailored support on issues from strategy and product development to supply chain management.

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Now I’m looking to head further afield with my products.

Thanks to a contact I made at a food show, there are already samples of Mackintosh of Glendaveny products on sale in Hong Kong and Singapore. Now I’m talking to Scottish Development International about expanding into foreign markets in a more systematic way.

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    Smart Exporter

    Whether you’re new to exporting or already trading overseas, Smart Exporter can provide tailored support to help you realise your full export potential. Start by completing the online assessment tool to get an independent view of your export readiness.

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    Trade Access Programme

    Taking part in international trade shows can be a great springboard to start breaking into new markets. You may be eligible for a UK Trade and Investment grant to help you exhibit as part of a group.

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And there’s another deal in store...

We’ve just had another visit from Tesco. The good news is they were really impressed with how our systems have progressed. We still have to finalise a deal, but it looks likely they will stock my products from April. That means I’ll need to take on my first full-time employees in the New Year!

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    Managing People for Growth

    How do you motivate your employees to boost performance and profits? Join our four-day course, specially designed for small and medium sized businesses, and refine your leadership skills.

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    Talent Scotland

    Get free, easy access to an international pool of talented people with the technical, commercial and management skills you need to grow. Some 50,000 professionals, from home and abroad, have registered with TalentScotland because they are interested in Scotland’s employment opportunities. Promote your company and your vacancies to this audience.

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What’s your story – and how could we help?

You’ve seen how Mackintosh of Glendaveny is getting support to target new markets. Now tell us about your ambitions for growth, and find out how Scottish Enterprise and our partners could help you make them a reality.

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Scottish Enterprise

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Call Scottish Enterprise now to find out how we can help your business on 0845 607 8787

Watch again?

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Get the full lowdown in the live webinar

How should your business go about targeting new markets? Join the live webinar on Wednesday 14 December and ask me about the challenges I've faced.

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SE Support: How can we help? To the top

How we can help businesses like Mackintosh of Glendaveny

Winning Through Innovation Programme

A series of tools and workshops to help stimulate new ideas, and equip you with the knowledge to bring them to the market.

Find out more

National Food and Drink Forum Network

Meet your peers, hear from experts, share market insights and discover new opportunities.

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Collaboration Expert Support

Looking for a partner to complement your own resources for a new venture? Our specialists can work with you to find the right match.

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Food and Health Innovation Service

Support to help you enter the healthy food sector. Reformulate products or develop new ones to benefit from this fast-growing market.

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Tourism Innovation Fund

Got an idea with potential to draw in new visitors? Apply for professional support and matched funding to make it a profitable reality.

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Scottish Manufacturing Advisory Service

A programme to help your operation boost competitiveness. Start with a free review, then move on to intensive support that could help you streamline your business and reach new markets.

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C2: Cultivating Collaboration

Support for businesses in the land-based food and drink sector to find the right partner and enter new markets.

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Co-operative Development Scotland Support

Specialist advice for new and established co-operative enterprises – from start-ups to employee buy-outs.

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