Jonathan Kemp explains why he is teaching university students about the FMCG industry

25 years of delivering the goods

Glasgow wholesaler Glencrest is celebrating its silver anniversary with a plan to get the business back on track this year post-COVID and capitalise on its B2C growth.

Brothers Ross and Fraser confectionery, alcohol, crisps, snacks Gourlay started wholesaling and catering products to a wide range 25 years ago as an extension of customers throughout Scotland. to their retail convenience These include local authorities, leisure store business in Glasgow. trusts, universities, colleges, schools,

“We were working from the garage nursing homes, restaurants, bars, enterat my parents house and anywhere else tainment venues, social clubs, sports we could store our stock,” Ross recalls. facilities, golf clubs, outdoor events,

As the wholesale busi- caterers and convenience “We moved our B2C online business ness grew, the company stores. forward during that time to the point sold its retail shops and Since 2007, the com- that it currently accounts for close to began operating from a pany has also operated a 30% of our overall business.” 20,000 sq ft unit in confectionery van sales Ross continues: “We lost a few staff Balmoral Street, Glasgow division, calling on con- during COVID –not our choice, they just In 2014, it moved again to venience stores with a didn’t like the new work balance and its existing premises in core range of confec- changes in job roles. We currently have Clydeholm Road in the tionery products. 14 staff and we’re actively recruiting in west end of the city. Other major develop- several roles in anticipation of an upturn

“The depot is about the ments over the years in business post-lockdown. same size as our previous Ross Gourlay include joining Sugro in “Our key focus at the moment is one but is higher, giving 2009; implementing a new online B2B and B2C, supported by our more storage space. We also have copi- back-office system, Microsoft Dynamics, upscaled online marketing and advertisous yard space for parking our trucks and in 2016, which improved business effi- ing team.” loading and unloading,” Ross explains. ciency; and introducing online ordering A well-known figure in the Scottish

Today, Glencrest is still owned (with direct deliveries throughout the wholesale trade, Ross looks back at the equally by the Gourlay brothers. Fraser UK) and click & collect in 2019. past 25 years with a smile, but admits looks after vehicle fleet management, And last year, in response to lock- that the last 12 monthshave been hard: while Ross predominantly manages the down, the Gourlay brothers pivoted “I have some truly amazing memories online and digital aspects of the business. Glencrest to a business-to-consumer from our Sugro overseas conventions

The family’s involvement was (B2C) model. “The last year has been a over the years, but the last year has strengthened when Ross’s children Kari difficult one, given our significant food- been the most memorable and chalReilly and Cameron Gourlay joined the service customer base,” says Ross. “We lenging in our company history. business in 2013 and 2015 respectively. saw an initial increase in sales to retail- “Our plans are hopefully to get back Kari is now senior buyer, while Cameron ers which was predominantly in larger on track this year once our customers is head of operations. format take-home packs and multipacks, open again and to continue to develop

Today, Glencrest supplies soft drinks, which present margin challenges. our online business.” CCM

A B2C service now accounts for 30% of the company’s turnover. Glencrest is big in confectionery sales.