The Co-op Group has combined its wholesale and franchise divisions under a single, unified management structure to streamline operational support for independent convenience store retailers.
Led by Co-op Wholesale managing director Katie Secretan, the merged B2B organisation will align business development, commercial account management, and operational resources across both channels. Under the consolidated framework, the wholesale division's existing business development and account management teams are being expanded to service both franchise and wholesale partners.
The structural reorganisation follows rapid commercial expansion across the mutual's independent partner estate, with new wholesale contract value doubling to £284 million by September, up from £142 million recorded during the first half of the financial year.
Alignment and Leadership Scope
The operational merger brings Co-op's independent retail channels together into an integrated B2B operating unit.
Prior to the integration, Co-op managed its franchise operations and wholesale activities through separate operational tracks. By combining both routes to market under Secretan's leadership, the mutual aims to provide independent operators with an integrated commercial toolkit, allowing store owners to access varied partnership tiers, ranging from traditional wholesale product supply through to full franchise store formats, via a single commercial interface.
The unified division will coordinate key merchant services across both estates, encompassing:
Commercial Account Management: Expanded account support teams providing category insights, stock replenishment guidance, and ranging advice.
Format and Proposition Development: Aligning independent store design, technology integration, and EPOS systems across wholesale and franchise networks.
Brand and Supply Access: Extending access to Co-op's core private-label food range and fresh produce supply chain.
Commercial Estate Growth and Forecourt Expansion
The integration comes amid steady physical estate growth for Co-op Wholesale, which operates alongside its Nisa supply infrastructure.
During the current financial year, Co-op Wholesale has added 223 retail outlets to its partner network. A substantial proportion of this expansion has been concentrated within the roadside and convenience forecourt sector, where the group's retail presence has grown from 400 locations to 770 operational sites over the past two years.
The doubling of secured contract values from £142 million to £284 million highlights sustained commercial recruitment among independent retailers seeking stable supply chain partners and recognised own-brand product ranges to protect footfall amid shifting shopper habits.
Independent Retail
The consolidated structure is designed to help independent merchants manage mounting cost pressures and evolving consumer spending patterns across UK convenience retail.
As household budgets tighten, convenience store footfall has become increasingly concentrated around specific shopping missions, notably lunchtime "food-for-now" and evening "meal-for-tonight" solutions. By unifying wholesale and franchise operations, Co-op aims to leverage its group-level buying scale and promotional frameworks, such as dedicated retail rebate structures and direct-to-store (DTS) ordering platforms, to support merchant cash margins.
The integrated B2B team will oversee operational execution across Co-op's entire network of independent partners, symbol group retailers, and franchise operators nationwide.
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