Back to Basics

Tom Gittins, Joint MD of The Wholesale Group, says wholesalers should focus on service, availability and value.

What do you think will be the biggest emerging trends in wholesaling in 2026?

It has been a tough year for UK Plc with wholesale no exception. A stagnant economy and rising business costs have led to the local independent wholesaler searching for genuine growth. The formation of The Wholesale Group in January could not have come at a better time for our members, helping them to unite and create economies of scale wins across both the retail and foodservice landscape, resulting in The Wholesale Group bucking the trend with 6.51% Group Growth through to the end of October.

However, there are still opportunities for growth for those wholesalers who go back to basics. Focusing on service, availability and value has enabled our wholesalers to grow ahead of the market, and it is now only the smart and nimble operators who are seeing growth by winning market share; 95% of The Wholesale Group members are delivered wholesalers and a business plan centred around localised delivery combined with a deep understanding of local community, has been a winning recipe for our members in 2025.

What will be the key categories to watch out for?

Food to go has headroom for growth in the retail environment next year. A hot food offering is now a given for any respectable convenience store and so we will be focusing on ensuring our wholesale members are stocking the right range to capitalise on this.

How can wholesalers best prepare for 2026?

For 2026, it is essential that wholesalers need products that excel across all end-user types. Whether they are supplying a fast-food outlet, college, prison or a convenience store or restaurant, The Wholesale Group can provide a cost-effective solution for your business.

Since rolling out our CHEF Approved own brand range, we are supporting our members by adding NPD in line with member needs and to reflect the latest trends. Throughout 2026, we will be adding new products under CORE, CLEAN SOLUTIONS and CHEF Prestige to help members to provide their customers with the right products.

Will wholesalers become more reliant on AI and robotics?

Yes, absolutely. Wholesalers will need to improve their operational efficiencies in 2026 just to stand still. We remain focused on supporting our wholesale members across technology, data and AI to ensure they remain ahead of the curve and remain as process lean as they can be.

As a group, we will be rolling out our bespoke Jake Ai platform in January, sharing the benefits with key members and suppliers. Our custom vertical AI solution provides wholesale specific analysis and insight configured around The Wholesale Group ecosystem.

With the help of Jake Ai, The Wholesale Group will lead the way, with data at the heart of our strategy. We will drive sustainable growth through a deeper understanding of which categories, what products and in what quantities our wholesalers need, both now and in the future.

Will healthy eating and wellness be even bigger trends in 2026?

Yes, definitely. We see protein continuing to gain market share, with this trend covering drinks, snacking and food.