At the Scottish Wholesale Association Conference in June 2025, Tanya Pepin, Managing Director of TWC, presented a compelling overview of the current landscape in Scottish convenience retail and wholesale - revealing both challenges and significant opportunities for growth.

Despite broader declines in retail volume and value across the UK, Scotland is outperforming in key areas. Wholesale depots and retail stores in Scotland are leading the way in value growth and Rate of Sale (ROS), particularly in categories such as Wine, Spirits, RTDs, and Soft Drinks. This over-performance is not only a testament to strong local demand but also to the strategic role of Minimum Unit Pricing, which appears to be narrowing the price gap between independents and multiples.

However, the data also highlights a critical insight: range inefficiency. While over 7,000 products are available, 80% of sales are driven by just 1,000 SKUs. Consumers perceive a lack of variety, and many underperforming products are failing to meet shopper needs. The only area showing consistent year-on-year growth is new product development (NPD) and innovative pack formats, underscoring the importance of agility and innovation in product ranging.