How Mackie’s of Scotland achieved £1m China breakthrough

Mackie’s ice cream parlours are set to open in Shanghai and Hangzhou later this year under a landmark £1 million export deal struck with the support of Scottish Enterprise, Scotland China Brief can reveal.

The maker of Scotland’s best-selling ice cream this month announced a new partnership with Chinese distributor Aura – a deal described as the single largest order in the Aberdeenshire company’s history.

A number of Chinese retailers will soon begin stocking a range of Mackie’s flavours, including its unflavoured “traditional” ice cream, which it says has proven “very popular” with consumer palates in east Asian markets, alongside honeycomb, strawberry swirl, salted caramel and chocolate.

Future expansion of the flavour range – as well as the introduction to the Chinese market of Mackie’s chocolate bars – is already in consideration.

The most eye-catching aspect of the deal is Aura’s plans to operate two Mackie’s ice cream parlours, which will be be located in Shanghai and Hangzhou and are expected to open before the end of the year.

As well as the crucial support of Scottish Enterprise, who brought Mackie’s to the FHC Food & Hospitality 2025 trade show in Shanghai, international students played a surprising role in paving the way for the company’s expansion.

“We joined Scottish Enterprise’s mission to China with around 10 other Scottish businesses in autumn last year, attending FHC and buyer one-to-one sessions arranged by Scottish Enterprise,” Mackie’s head of marketing and export sales, Angus Hayhow, told Scotland China Brief.

“While there, we met with the chairman of our distributor, who had heard of Mackie’s because many of his staff had attended university in the UK and reported back having enjoyed our ice cream while in the UK, and missing it when back home.

“We later hosted their chairman and CEO for a visit at the farm, and following that entered into an agreement together.”

“The chairman of our [Chinese distributor Aura] had heard of Mackie’s because many of his staff had attended university in the UK and reported back having enjoyed our ice cream.”

Angus Hayhow, Head of Marketing and Export Sales, Mackie’s of Scotland

The deal comes six months after China confirmed tariffs ranging from 7.4% to 11.7% on dairy imports from the EU, giving UK suppliers a relative advantage. Hayhow has described China as “a complex market, but one with enormous potential”.

Legal expertise from the Beijing office of international law firm Herbert Smith Freehills Kramer LLP helped Mackie’s to complete the deal.

‘Strong, consistent growth’

The deal builds on a period of significant growth for Mackie’s of Scotland. Earlier this year, the company reported an 11 per cent increase in sales to a record £24.8 million in the year to May 2025, alongside a three per cent increase in profits to £2.3 million.

International exports have played a key role, with exports to markets including China, Malaysia, Hong Kong, Singapore, the UAE and the United States now accounting for up to 15 per cent of its total turnover.

The business recently secured nationwide listings with two of South Korea’s largest retailers, LotteMart and Homeplus, in a deal which is projected to generate £600,000 in turnover in the 2026/27 financial year.

Hayhow said: “Mackie’s has been recording strong, consistent growth for years.

“Mackie’s is Scotland’s best-selling ice cream, serving more than 25 per cent of Scottish households, and in recent years has seen huge growth in popularity south of the border.

“Consumers across the UK are realising the quality of Mackie’s products sets it apart from its direct competitors at a similar price point. Once they discover this, we are seeing consumers stick to Mackie’s.

“Across the food and drink industry, consumers are paying more attention to the ingredients that go into the products they choose to buy, and our natural, quality ice cream ticks lots of boxes.

“Every tub of Mackie’s contains heaps of fresh milk and cream, whereas competitor products like Carte D’or are made up of skimmed milk powder, water and oil, while often costing you more than a tub of our ice cream.”

He added: “Mackie’s is committed to sustaining this growth in the UK and in its export markets.”