Co-op’s next chapter takes shape at My Connect 2026

The message at My Connect 2026 was clear: as the Co-op enters a new era following the Consumer divestment, it’s sharpening its focus as a global B2B dairy provider.

Around 400 farmers gathered at Hamilton’s Claudelands Event Centre in late April to see this strategy brought to life, with a programme designed to connect the ‘why’ (global trends and dairy’s role in them), the ‘how’ (where value is being created in Foodservice and Ingredients) and the ‘who with’ (long-term partners).|
 

What makes NZ milk different?

My Connect 2026 opened with a view of global trends and the outlook for dairy.

Nutritionist Nikki Hart spoke about dairy’s resilience, positioning milk as a nutrient-dense “superfood” with grass-fed advantages and broad benefits across all life stages.

She and Lincoln University academic Hamish Gow also looked at competitive realities, such as plant-based alternatives and lactose-free trends, while showing that dairy’s core advantages are difficult to replicate.

From a market and value-chain perspective, farmers heard that New Zealand’s advantage is more  than storytelling. It’s the ability to reliably supply high-quality consistent milk components that B2B customers can build into products, supported by innovation, strong food safety systems and robust on-farm quality assurance.

What global B2B looks like in practice

With that context set, farmers then heard from President Global Ingredients Growth Elisa Giusti as she emphasised the scale and reach of the Co-op’s Ingredients business and its role as a destination for 83% of farmers’ milk.

The session, which also heard via video from Gaby Amade, President Global Ingredients Sales and Operations, addressed the realities of market volatility and explained how value is created through deliberate customer and partnership choices, risk management and market-led innovation.

The presentation was anchored with customer stories, such as Almarai in the Middle East and Bobbie Baby in the Americas, demonstrating how New Zealand provenance and grass-fed credentials can help deliver premium outcomes.

Farmers were reminded that Ingredients is ultimately all about performance: customers buy consistency, specification and reliability, and they stay when the Co-op can keep delivering that at scale.

The conference then turned to the role of partnerships in supporting the Co-op’s B2B direction, with a focus on new long-term partners Lactalis following the divestment of the Consumer brands.

With Lactalis now the Co-op’s largest customer, the emphasis was on what “strategic” and “long-term” mean in practice.
 

A deep dive into Foodservice

Day two of the conference began with a spotlight on the Co-op's Foodservice business.

President of Global Foodservice Teh-han Chow and his team gave farmers a practical, demand-led view  of Foodservice B2B, where milk is turned into products with performance requirements, backed by technical support and long-term customer relationships.

Farmers learned that Foodservice is positioned as a high-value sales channel and a key part of the Co-op’s long-term strategy, built through decades of disciplined execution.

A strong theme was where this demand comes from. China remains the primary destination and largest source of demand, while Southeast Asia continues to build momentum.

Farmers also heard how the Foodservice business supplies professional kitchens in more than 50 countries, turning New Zealand milk into repeatable global demand across bakery, beverage, dining, quick service restaurants (QSR) and ‘retailised foodservice’.

The conference then connected strategy to tangible uses of milk that farmers could easily visualise – cream in drinks and cakes, cream cheese in bakery and beverage applications, and cheese for global QSR customers.

The session also reinforced how Foodservice stays valuable through product performance, chef-led solutions, trusted partnerships and reinvestment into manufacturing assets.

Bringing the B2B model to life

A conference highlight was a two-hour innovation expo that made the strategy feel real.

With stands focused on Ingredients, Foodservice, and Fonterra Research  and Development Centre (FRDC) innovation, farmers got to see, hear  and taste how their milk is turned into high-performing products and customer solutions - all guided by the teams who develop them.

From functionality and product performance to the real-world needs of customers, the expo helped connect what happens on-farm with what the Co-op sells around the world.
 

Giving farmers clarity and confidence for the future

My Connect 2026 also marked the beginning of another new phase, with newly appointed CEO Richard Allen sharing the stage with Chairman Peter McBride for an hour-long conversation to close out the conference.

Farmers used the session to put questions directly to the leaders and hear how the Co-op is approaching the CEO transition process, geopolitical volatility, competition for milk, operational efficiencies, innovation, sustainability and the growth opportunities ahead as a focused B2B business.

It reinforced the conference’s common thread of discipline – choosing the right customers, building durable demand and backing New Zealand’s pasture-based advantage with performance that earns trust in-market.

As farmers heard at My Connect, the Co-op is doubling down on what it does best – turning milk into high-performing ingredients and foodservice products for the world, through partnerships that expand reach and strengthen long-term value.
 

My Connect

My Connect is held every two years and is designed to connect farmers to the Co-op's strategy and show them how their milk is used. The event also offers people a chance to meet up with their fellow farmers, as well as members of the Co-op's leadership team.