Buying groups: Change and challenge – Unitas
John Kinney, managing director, shares the buying group’s six key takeaways from the past 12 months and how it’ll continue delivering for partners
1 FOCUS ON VALUE CONTINUES
Value has been the driving force in 2024 for both wholesalers and retailers, especially for consumers. We expect this trend to continue, making it crucial to maintain a strong value proposition. A great deal of effort and collaboration has gone into ensuring our promotions deliver increased sales at appropriate margins, driving footfall.
Consumers now demand both value and quality, which is why we are committed to balancing both through our Local Living own-brand range. This year, Local Living has rolled out in members’ depots and their customers’ stores across the country, receiving strong support from partners. We’re establishing a solid foundation in reach and product range, positioning Local Living as a trusted option.
2 A KEY TURNING POINT FOR PMPS
With the growing competition from supermarkets, discount stores, forecourts, and direct-to-store providers, independent retailers now face the challenge of PMPs restricting their control over pricing during times of escalating costs. Many are shifting to straight packs, but wholesalers cannot support both variants for every SKU. We’ve been asking suppliers to reassess their PMP margin strategies to better support retailers, maintain consumer price control, and prevent the market from moving entirely to straight packs.
3 THE POWER OF FACE-TO-FACE NETWORKING
During the pandemic, many believed online communication would permanently replace in-person meetings. However, two years later we’ve seen how important face-to-face meetings are. This year has been record-breaking for supplier and member engagement, with our trade show in March seeing the highest attendance ever. More wholesalers supported our on-trade event in July than ever before, and our September conference also had the best turnout of recent years. This highlights that people value and work best with those they know personally and professionally. It’s our job to provide the environment where these lasting partnerships can be built.
4 MEMBERS ARE INVESTING FOR GROWTH
While the wholesale sector faces its share of challenges, member investment strategies suggest confidence in the future. In the last year, several members announced new premises or acquisitions.
5 STRIVING TO BE FITTER, FAIRER, FASTER
Unitas is dedicated to being a fitter, fairer and faster organisation, focused on constantly improving the benefits we deliver to our members and their customers. We leverage our scale as the UK’s largest wholesale group and the strength of our partnerships with suppliers to help increase earnings and reduce operating costs. Our wholesalers are stronger together, collaborating with our suppliers for mutual benefit.
6 RENEWED SENSE OF ENERGY
The final months of 2024 have marked the end of a transitional phase for Unitas. With a dynamic new executive team, we’re bringing fresh energy, experience and strategic insight to our roles. In September, we gathered the entire support centre team for an away day to discuss how we work together and reinforce the FACE of Unitas; our shared values of being Focused, Agile, Collaborative and Energised.
We’re entering 2025 feeling ready to continue delivering for our partners.
Click below to read other buying group reflections:
buying group John Kinney Unitas Wholesale
