CDMarketplace 2026 Takeaways

Every year, CDMarketplace offers a valuable pulse check on the convenience distribution industry. From distributor conversations to on-the-floor trends, this year’s event reinforced what’s driving growth, where challenges remain, and how manufacturers and distributors can win together in the year ahead.

Here are our biggest takeaways from CDMarketplace 2026 – and what they mean for the road ahead.

1. Value Continues to Win

One message was loud and clear across nearly every conversation: value matters more than ever. With inflation still influencing shopper behavior, distributors are seeing continued momentum in deep-discount and price-driven tobacco segments. Retailers are leaning into brands that deliver:

• Consistent quality
• Strong margins
• Reliable supply
• A price point that resonates with today’s value-focused consumer

This reinforces the importance of offering products that don’t force a trade-off between affordability and performance.

2. Core SKUs Matter More than Expansive Assortments

Distributors shared a growing focus on simplifying tobacco assortments and doubling down on proven performers. Instead of chasing every new SKU, many are prioritizing:

• Core items with strong velocity
• Brands with national recognition and repeat purchase behavior
• Products that earn their shelf space week after week

This “less but better” mindset is helping distributors and retailers improve turns, reduce complexity, and maximize return on inventory investment.

3. Partnerships > Transactions

CDMarketplace 2026 highlights a continued shift away from transactional relationships and toward true manufacturer-distributor partnerships. Distributors value partners who:

• Understand regional nuances
• Provide sales data and category insights
• Offer meaningful promotional support
• Show up consistently – not just during contract season

Long-term success is increasingly built on collaboration, communications, and shared goals… not just price.

4. Education Is a Competitive Advantage

Another recurring theme throughout CDMarketplace: education sells. Distributors are seeing stronger results when retailers understand:

• Category trends and shopper behavior
• How to merchandise for visibility and velocity
• Why certain products outperform others

Manufacturers that help equip distributor sales teams with clear talking points, data, and tools are helping drive confidence, and better results, at retail.

5. The Industry is Evolving, but Opportunity Remains Strong

While regulatory and economic pressures continue to shape the convenience landscape, the tone at CDMartketplace 2026 was optimistic. Distributors are adapting, retailers are refining their strategies, and manufacturers are innovating within the realities of today’s market.

The opportunity is still there – for brands that listen, evolve, and stay grounded in what both distributors and retailers truly need.

Looking Ahead

CDMarketplace 2026 reinforced an important truth for the Cheyenne team – the fundamentals still matter. Quality products, fair pricing, strong partnerships, and consistent execution remain the key drivers for growth. As we move further into 2026, we’re taking these insights back on the road – continuing conversations, supporting our partners, and focusing on solutions that drive real results across the convenience channel.