The pet store market in the United States is a highly concentrated industry with two companies, PetSmart and PetCo, accounting for nearly half of the market in 2019. For both dry dog food and dry cat food, Nestle Purina Petcare Co. held the largest share of the market in 2019, generating two billion U.S. dollars in dry dog food sales and around 1.25 billion U.S. dollars in dry cat food sales. New sales-driving opportunities can be observed in cannabidiol (CBD) pet products.
On the demand side, the most important target groups for pet store marketers were pet owners aged between 45 and 64 years, who accounted for over 43 percent of total pet store revenue in 2019. During shopping trips for dog and/or cat food, U.S. owners claimed to specifically look for pet food with health label claims which mentioned dental hygiene. This preference for specific pet food traits is particularly prevalent among dog owners.
In 2013, just three percent of pet owners in the United States reported buying pet food online. In 2018, that figure had increased to some 13 percent. The onset of the coronavirus pandemic may magnify this emerging trend towards the digital domain in the pet food industry. In a survey conducted in March 2020, 17 percent of consumers in the United States reported buying more pet food and supplies online due to the coronavirus outbreak.