Scale and reliability

Paul Nieduszynski, Chief Executive Officer, Sysco GB, says wholesalers should combine the best aspects of large-scale operations and local operators.

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

Customers are increasingly seeking to streamline their sourcing by partnering with wholesalers who offer both scale and reliability. The ideal wholesaler in 2026 will combine the security of a large-scale operation, (robust food safety standards, transparent and ethical supply chains, and consistent product availability) with the service and responsiveness of a local operator, delivering personalised support, flexibility, and a deep understanding of regional needs.

This hybrid expectation reflects a shift in buyer priorities: confidence in compliance and quality, paired with nimbleness and customer-centric service.

What will be the key categories to watch out for?

We expect continued growth in demand for high-quality, locally sourced fresh products across key categories—butchery, dairy, fishmongery, and greengrocery.

Consumers are increasingly valuing provenance, freshness, and sustainability.

Operators will seek products that support portion control, cost efficiency, and labour savings. This includes pre-prepped ingredients, multi-use items, and formats that reduce waste and improve kitchen productivity.

How can wholesalers best prepare for 2026?

By ensuring intensive localised support for independent businesses, for example, through initiatives like our Your Way programme, wholesalers can align with a consultative approach that leverages deep experience and market insights.

Wholesalers must focus on value beyond price—offering quality, consistency, and relevance to evolving consumer needs. This includes aligning with health, sustainability, and convenience trends.

Do you think online shopping will increase over the next year?

Online sales in the B2B market will continue to grow as customer expectations evolve and digital becomes the preferred way to do business.

Today’s buyers, particularly in foodservice, demand the same convenience, transparency, and control they experience as consumers, driving a shift toward self-service and online ordering.

Do consumers still love local shopping?

There is growing demand for transparent supply chains and locally sourced products, with more than 16% of pub-goers citing local and independent credentials as a deciding factor in their choice.

As the economic situation evolves, consumers are voting with their pounds, placing value on local sourcing, but also expecting authenticity and fairness.

Moving forward, more operators will explore how to source hero products locally, aligning with consumer values around sustainability and community.

However, consumers may react negatively if they perceive localisation efforts as exploitative or opportunistic. Wholesalers must support operators in striking the right balance, delivering genuine local value without compromising trust.

Will wholesalers become more reliant on AI and robotics?

Artificial Intelligence will become increasingly important in hospitality wholesaling over the next few years. It will serve as a powerful tool for predicting volumes and order patterns, helping ensure consistent supply and more efficient supply chains.

When talking to supply partners in manufacturing, more and more Product Development teams are engaging with AI during the concept generation phase. While this is still in its infancy, it is already showing promising results—shortening development lead times and enabling a more agile response to fast-moving trends in the food space.

Will wholesalers adopt more sustainable practices such as eco-friendly packaging, reducing transport emissions, and implementing recycling programmes?

Sustainability is a pre-requisite for success. Having invested in the development and trial of the industry’s first multi-temp fully-electric truck, we continue to explore options for electrification of part of our fleet, with another 19-tonne multi-temp electric vehicle arriving this year.

Will consumers stay in more and will there consequently be more products aimed at in-home consumption?

Eating out is rebounding, especially in fast-casual and QSR formats. However, economic caution is shaping consumer choices, with value and affordability remaining key.

Key performance indicators in the eating out market are positive, with both penetration and frequency showing growth.

Factors such as an improved economic situation for some consumers, and notably a hot and sunny spring and summer, have boosted performance.

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

While the sober-curious movement continues to hold strong, there is a noticeable resurgence in alcohol consumption among younger, more affluent consumers.

This trend is being offset by a growing preference for healthier options, particularly during daytime meal occasions, where consumers are seeking lighter, more nutritious choices.

The rise of new-generation weight loss medications is expected to influence how and what consumers eat when dining out. These medications are already beginning to reshape consumption habits, particularly around portion sizes and nutritional content.