Selling to French grocery retail
Updated:
In short
Five groups hold about 85% of French grocery spending. E.Leclerc leads with about a quarter of the market, ahead of Carrefour, Les Mousquetaires (Intermarché, Netto), Coopérative U and Auchan. Three of the five are networks of independent store owners. Most big suppliers negotiate once a year with a few buying alliances, under strict rules: a signed agreement by 1 March, EGalim protection for farm raw materials, and caps on promotions.
Market at a glance
Value share of household FMCG spending, 1 to 28 December 2025 (Worldpanel by Numerator, 23 Jan 2026).
| Group | Model | Share | Source |
|---|---|---|---|
| E.Leclerc | Independent store owners | 24.5% | Worldpanel, 23 Jan 2026 |
| Carrefour | Integrated and franchise | 22.0% | Worldpanel, 23 Jan 2026 |
| Les Mousquetaires (Intermarché, Netto) | Independent store owners | 17.0% | Worldpanel, 23 Jan 2026 |
| Coopérative U | Independent store owners (cooperative) | 12.6% | Worldpanel, 23 Jan 2026 |
| Auchan Retail | Integrated, moving supermarkets to franchise | 8.7% | Worldpanel, 23 Jan 2026 |
| Lidl | Integrated discounter | 7.6% | Worldpanel, 23 Jan 2026 |
| Groupe Casino | Integrated and franchise | 2.9% | Worldpanel, 23 Jan 2026 |
| Aldi | Integrated discounter | 2.9% | Worldpanel, 23 Jan 2026 |
What is moving in 2026
- Coopérative U and Les Mousquetaires gain the most share (+0.4 point each), Aldi gains, Carrefour loses 0.2 point and Auchan Retail 0.5 point in the four weeks to 7 September 2026. Lidl is stable at 7.8% (Worldpanel, 24 Sep 2026).
- Auchan is moving 167 supermarkets to the Intermarché and Netto banners as franchises, cleared by the competition authority on 6 July 2026 (Autorité de la concurrence, 6 Jul 2026). It is also in exclusive talks to sell 17 supermarkets to Lidl (Auchan Retail, 24 Sep 2026). Expect Auchan's share to fall and Les Mousquetaires' share to rise.
Who buys how
Buying alliances. Most groups negotiate through alliances that pool volumes:
| Alliance | Members | Notes | Source |
|---|---|---|---|
| Concordis | Carrefour, Coopérative U, RTG International (German retailers including Rossmann, Globus, Bartels-Langness, Bünting and tegut) | Brussels-based; operational for the 2026 negotiations; Carrefour and U together hold about 34% of French grocery | Echos Plus, 8 Jul 2025; Zonebourse, 13 Aug 2025; Autorité de la concurrence, 9 Jan 2026 |
| Aura Retail | Intermarché (Les Mousquetaires), Auchan, Casino | Ten-year alliance formed in autumn 2024 | Echos Plus, 8 Jul 2025; RetailDetail, 9 Jan 2026 |
| Everest | Aura (Intermarché, Auchan, Casino), Edeka, Picnic | European buying group above Aura, based in Amsterdam; negotiates with the largest multinational suppliers | LSA; Autorité de la concurrence, 9 Jan 2026 |
| Eurelec | E.Leclerc, Rewe, Ahold Delhaize | Brussels-based; negotiates with large international suppliers | ECO, 16 Feb 2026 |
- The competition authority opened its first review of the Aura and Concordis alliances on 9 January 2026 (Autorité de la concurrence, 9 Jan 2026).
- France fined Eurelec €33.5 million in February 2026 for not signing agreements with French suppliers by the 1 March 2025 deadline (ECO, 16 Feb 2026).
Independents buy at several levels. At E.Leclerc, Intermarché and U, the store owner runs the shop. National buying sets the frame, regional buying offices can list regional products, and store owners can work with local producers:
- E.Leclerc: national buying cooperative Galec, 16 regional cooperatives that can negotiate directly with regional producers (Mouvement E.Leclerc).
- U: listings at local, regional (four regions) and national level (U Contact PME).
- Intermarché: stores in the "Producteurs d'ICI" charter work with producers within 70 km (Les Mousquetaires, 8 Jun 2022).
Getting listed in France
The annual negotiation (négociations commerciales annuelles)
- Supplier and retailer sign one written agreement (convention unique) for one, two or three years. It must be signed before 1 March of the year it takes effect (DGCCRF, Jun 2022).
- For FMCG and food, the supplier sends its general terms of sale (CGV) at the latest three months before 1 March. For food, the retailer then has one month to accept, refuse with reasons, or name the terms it wants to negotiate (DGCCRF).
- New from the 2027 round: Law no. 2026-796 of 18 August 2026 sets an earlier deadline of 31 January for suppliers with worldwide turnover below €350 million, who send their CGV two months before that date. Larger suppliers keep 1 March. This is an experiment until 31 December 2029 (KPMG Avocats, 30 Sep 2026; Sénat).
The EGalim laws
| Law | Key points for suppliers | Source |
|---|---|---|
| EGalim 1, law no. 2018-938 of 30 Oct 2018 | Resale-below-cost threshold raised by 10% on food (SRP+10); promotions capped at 34% in value and 25% in volume | INC, Dec 2019 |
| EGalim 2, law no. 2021-1357 of 18 Oct 2021 | For food, the share of the price linked to farm raw materials is non-negotiable; the agreement must include an automatic price revision clause | DGCCRF |
| EGalim 3, law no. 2023-221 of 30 Mar 2023 | French negotiation rules apply to every agreement for products sold in France, including through foreign buying offices; if there is no agreement by 1 March, the supplier can stop supplying or ask for a notice period, with optional mediation before 1 April | AGN Avocats |
| Law no. 2025-337 of 14 Apr 2025 | SRP+10 and the promotion caps extended to 15 April 2028; non-food FMCG cap raised to 40% | CMS, 15 Apr 2025 |
| Law no. 2026-796 of 18 Aug 2026 | 31 January deadline for suppliers under €350 million; price revision formula in the CGV is non-negotiable; the EGalim 3 exit option is extended | KPMG Avocats, 30 Sep 2026 |
Promotion caps in force (until 15 April 2028)
- Food and pet food: promotional benefits may not exceed 34% of the consumer price (DGCCRF guidelines, 27 May 2025).
- Non-food FMCG (household, hygiene, beauty): 40% (DGCCRF).
- Volume: promotions may not cover more than 25% of the volume or turnover agreed in advance between the parties (DGCCRF).
This is not legal advice. Check the current texts on Légifrance or with a lawyer before you negotiate.
Selling to French retail?
See your listings, promotions and sell-out across French retailers in one place.
Promotions in France
| Element | How it works | Source |
|---|---|---|
| Prospectus | Paper and digital flyers remain a major lever; Worldpanel tracks each retailer's "share of voice" in flyers | Worldpanel, 24 Sep 2026 |
| Loyalty cards | All five leaders run a card (Ticket E.Leclerc, Le Club Carrefour, Intermarché, Carte U, Auchan Waaoh) with credits that expire under each retailer's rules | Consoglobe, 10 Feb 2026 |
| Loyalty rewards count toward the cap | A reward tied to a specific product counts toward the 34% or 40% cap when it is granted; supplier coupons count too | DGCCRF, 27 May 2025 |
| NIP (nouveaux instruments promotionnels) | Trade term for coupons, loyalty-card points and checkout benefits, often funded by the supplier | Assemblée nationale, 19 Nov 2013 |
FAQ
When are French retail negotiations?
Suppliers send their terms by about 1 December and the agreement must be signed before 1 March. From the 2027 round, suppliers with worldwide turnover below €350 million must sign by 31 January.
What is the maximum promotion in France?
Until 15 April 2028: 34% of the consumer price for food and pet food, 40% for non-food FMCG, and no more than 25% of the agreed annual volume or turnover.
Who are the biggest grocery retailers in France?
E.Leclerc, Carrefour, Les Mousquetaires (Intermarché), Coopérative U and Auchan. Together they held about 85% of household FMCG spending in December 2025.
Do I negotiate with the store or the head office?
Both, at the independents. National brands negotiate with the national buying office or alliance. Regional and local products can be listed regionally or by the store owner.
What happens if there is no agreement by 1 March?
Under EGalim 3, the supplier can end the relationship or ask for a notice period, and the parties can use mediation before 1 April.
How Sellva helps
Sellva tracks your listings, promotions and sell-out across Leclerc, Carrefour, Intermarché, U and Auchan, and Sellva Agent flags promotion-cap and listing risks for your KAM.
Retailer guides in France
E.Leclerc
How E.Leclerc buys through Galec, its 16 regional cooperatives and Eurelec, and how local producers get in.
Read the guide →
Carrefour
How Carrefour France buys through Concordis with Coopérative U, how to get listed and why own-brand tenders matter.
Read the guide →
Intermarché (Les Mousquetaires)
How Les Mousquetaires buy through Aura, how local producers get in through "Producteurs d'ICI" and what the Auchan deal changes.
Read the guide →
Coopérative U
How Coopérative U lists at local, regional and national level, and how to ask for a meeting on U Contact PME.
Read the guide →
Auchan
How Auchan buys through the Aura alliance, and what its supermarket switch to Intermarché and Netto means for suppliers.
Read the guide →
Sources
- Worldpanel by Numerator: Référenseigne P13 2025 (23 Jan 2026); P09 2026 (24 Sep 2026)
- Autorité de la concurrence: Auchan to Intermarché/Netto (6 Jul 2026); review of Aura and Concordis (9 Jan 2026)
- Auchan Retail: talks with Lidl (24 Sep 2026)
- Echos Plus: Concordis (8 Jul 2025); RetailDetail: Aura and Concordis (9 Jan 2026)
- Zonebourse: RTG International joins Concordis (13 Aug 2025); LSA: Everest, the European buying group of Aura, Edeka and Picnic
- ECO: Eurelec fine (16 Feb 2026)
- Mouvement E.Leclerc: the organisation; U Contact PME; Les Mousquetaires: Producteurs d'ICI (8 Jun 2022)
- DGCCRF: convention unique; DGCCRF: promotion guidelines (27 May 2025)
- INC: EGalim one year on (Dec 2019); AGN Avocats: EGalim 3; CMS: law of 14 April 2025 (15 Apr 2025)
- KPMG Avocats: law 2026-796 and negotiations (30 Sep 2026); Sénat: legislative file
- Consoglobe: loyalty-card expiry rules (10 Feb 2026); Assemblée nationale: NIP (19 Nov 2013)
This guide is based on public sources. Sellva is not affiliated with any retailer named.