The Unitas network of leading independent wholesalers represents a combined turnover of over £8bn, making it the UK’s largest independent buying group.
Unitas Wholesale Managing Director John Kinney spoke to Wholesale Manager.
How many members do you have and what is their combined turnover?
Unitas currently has 138 members whose collective turnover is more than double any other buying group, and three times the turnover in retail than the next largest group.
Has the membership grown over the last year?
We are committed to delivering year-on-year incremental benefits to our members, as well as ROI for suppliers. We certainly did that in 2024, increasing the revenue returned to members by 17%, and outperforming the market in total market in Impulse, Soft Drinks, Confectionery, Non-Edible Grocery, Vape and Frozen.
Our focus is on providing a Fitter, Fairer, Faster service for existing members, rather than recruiting a large number of smaller wholesalers. In 2024 we welcomed significant new members including Reynolds Catering Supplies, Hopwell’s and Direct Line Supplies.
What benefits do you offer members?
We back up our market-leading supplier terms with promotional programmes for both wholesalers and their customers; market insight publications based on our partnership with data analysts TWC; the Plan for Profit information resource for retailers, which includes core range advice, merchandising tips and planograms; customer-facing publications like In Store and Bar&Kitchen magazines and our Focus On category guides; and a programme of events that bring suppliers and wholesalers together in trading and networking environments.
What makes your group unique?
Unitas’ unrivalled scale means we can negotiate the best possible trading terms and advertising arrangements with suppliers, and unlike some other groups, we make sure every penny of suppliers’ investment goes to our members, so they can offer competitive prices and margins to their customers.
This year we are incentivising members to participate in the promotions, publications and events that our Support Centre team organise in partnership with suppliers. We appreciate how important it is for suppliers to see a return on investment, and how future investment in our channel depends on results delivered now. Unitas is solely owned by its members, so any surplus profit goes directly to them. In 2025, we’re making an extra £2m available for members who support supplier investment. It’s only fair that those who put the most into the group should take the most out of it.
Do you have an own brand range? How many products are in the range? Do you have any new extensions to the range at the moment?
Within the Unitas membership we have seen Own Brand sales soar by up to 50% across most of the Top Ten convenience categories, including soft drinks, confectionery, pet care, biscuits and tinned grocery. That’s why we introduced the Local Living Brand as a recognisable, trusted hallmark of that all-important quality range for the cost-conscious shopper.
With 80 new lines currently being assessed and added, we will be offering retailers 200 products that will give that choice and reassurance in the key convenience categories that represent 82% of own-brand sales, including drinks, grocery essentials, personal care, household and snacks.
Do you run promotions? What kind of promotional offers do you have?
We have legendary promotions! Seventeen three-week offers over the year, that’s over 4,000 individually-crafted deals to keep shoppers flowing into independents. Our programmes are built around key events in the calendar, and they are backed with huge support and innovation from suppliers and publicised through depot, store, print and online materials, aimed at both customers and consumers.
Do you provide advice and guidance for wholesalers about their core range and NPD?
Not only wholesalers – we provide retailers with the tools they need for their specific business, via our Plan for Profit initiative. A strong core range is the key, and we build our recommendations on industry-leading independent data and insight. We publish digital and print magazines and category guides to keep our members’ customers up to date with consumer trends, legislation and of course suppliers’ new offers.
Do you run events for members?
Unitas provides the sector’s biggest platform for trading and relationship-building events. We’ve just had our biggest-ever Trade Show, connect25, with a record number of suppliers exhibiting. Between our trade show, conference and Meet the Member events, we facilitate over 5,000 one-to-one meetings between our members and suppliers, as well as providing insight, analysis, networking, celebration and entertainment.
What news do you have to share with us?
It’s no secret that 2025/26 is going to be another tough trading period across the board. We’re anticipating the impact of legislation like National Insurance rises and Extended Producer Responsibility for packing materials.
We are looking at every aspect of our offer to members, as well as the way the group is structured, and how it’s funded. Over 2025 we will be revealing how Unitas is evolving to be a Fitter, Fairer and Faster partner to our members and suppliers.
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