As the wholesale and convenience sector looks ahead to 2026, one thing is clear: volatility is no longer a phase, it is the operating reality. Here’s some of the tends we expect to lead decision-making over the next 12 months.
Technology Moves from Enabler to Battleground
Technology will be one of the defining differentiators in 2026. AI-driven forecasting, dynamic pricing and automated promotional planning are rapidly reshaping how wholesalers operate. The divide between data-led decision-makers and instinct-led operators is widening, particularly as cost pressures continue to intensify.
“For the first time, technology isn’t just supporting the business, it’s shaping competitive advantage,” says Unitas CEO John Kinney. “Those who use data to improve operating practices and control costs will protect margin. Those who significant opportunity for those prepared to adapt, collaborate and invest in smarter ways of working.
While inflationary pressures may have softened, they have not disappeared. Value will remain the primary driver of shopper behaviour, and the pace of consolidation across retail, foodservice and wholesale is set to accelerate.
“Businesses that win in 2026 will be those that can offer certainty in an uncertain market,” John explains. “Predictable value, reliable supply and a compelling consumer proposition across channels will be critical. This is where collective scale and shared strength really matter.”
To support this shift, at Unitas, we continue to focus on equipping our members with the tools and skills required to compete. Initiatives such as the Unitas AI Academy are designed to help independent wholesalers confidently embrace technology, turning real-time data, supplier insight and smarter investment decisions into tangible competitive advantage.
Supplier Relationships Become Truly Strategic
Supplier–Wholesaler relationships are also evolving. In 2026, success will be defined less by short-term volume gains and more by shared growth ambitions, transparency and measurable return on investment.
Suppliers are increasingly seeking partners who can help them influence the consumer, grow categories and deliver clarity in a complex market. Unitas sees a significant opportunity to differentiate by working collaboratively with members and suppliers through joint business plans, performance-led investment models and deeper data visibility.
“The ability to demonstrate measurable ROI builds trust,” John notes. “It unlocks innovation and ensures Unitas remains the preferred route to the independent channel.”
Backing the Core While Adding Disciplined Innovation
From a trading perspective, Gurms, Trading Director at Unitas, believes 2026 will test members’ ability to balance value, relevance and cost control, while still capturing growth opportunities.
“The biggest challenge will be maintaining value and relevance while managing tight margins,” says Gurms. “That means backing the core: the right range, the right price and the right availability on the products that matter most to shoppers and to profitability.”
Unitas’ scale, data insight and initiatives such as Plan for Profit, a full promotional calendar and collective negotiating power will be key to supporting members through this environment. Having reviewed major suppliers’ plans for 2026, Gurms is optimistic about the quality of innovation coming to market but stresses the importance of disciplined execution.
“There’s an exciting pipeline of NPD, but success will come from adding it on top of a strong core in a commercially sound way, supported by excellent execution across the estate.”
Changing Consumers and Operational Transformation
Shoppers in 2026 will be more value-driven, health-conscious and digitally influenced than ever. The lines between retail, foodservice and fast food will continue to blur, while own-label and impulse categories evolve rapidly alongside staple grocery lines that drive footfall and loyalty.
Operationally, cost-to-serve pressures will force fundamental change. Automation, AI-enabled demand planning, digital workflows and more efficient logistics will no longer be optional they will be essential to sustaining margin.
“Our role is to support operational excellence across the membership,” John adds. “Clearer standards, better data visibility and centralised solutions will reduce friction and unlock value for everyone.”
Stronger Together
Despite the challenges ahead, both John and Gurms are confident in the resilience of the independent channel.
“Independent wholesalers are entrepreneurial, local and adaptable,” says John. “With the right insights, tools and partnerships, Unitas will lead the sector in redefining what ‘independent but united’ truly means.”
Gurms agrees: “By collaborating as a group and focusing on core, adding the right innovation and turning external pressures into shared growth, we can create sustainable success for members, suppliers and the wider independent sector.” As 2026 approaches, the message from Unitas is clear: the future belongs to those who work smarter, move together and remain relentlessly focused on delivering value.
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