Pet Care Sector's Digital Surge in the US Grocery Market

Embracing the Digital Frontier in Pet Care Retail
Digital Dominance: Pet Care's Ascent in Online Grocery
In 2025, nearly half (44.3%) of all pet care product sales in the United States occurred online, marking a substantial 9.9% year-over-year increase in digital revenue. This impressive growth places pet care as the third-highest category in online penetration within the grocery market, closely trailing health and beauty (48%) and baby care (46.3%). Conversely, in-store sales experienced a 2.2% decline during the same period, underscoring the rapid shift towards digital retail.
Channel Dynamics: Pet Food vs. Pet Supplies
Despite the overall digital trend, purchasing preferences vary significantly between different pet care segments. Pet food continues to be primarily bought in physical stores, accounting for 64.4% of sales, with online purchases making up 35.6%. In stark contrast, pet supplies show a strong preference for e-commerce, with 60.7% of sales generated online and only 39.3% in-store. This divergence highlights distinct consumer behaviors influenced by product type.
The Expanding Landscape of E-commerce for Pet Products
Within the broader e-commerce grocery market, specialized pet stores contribute 2.4% to the total value share in the US, experiencing a slight decrease of 0.3 percentage points year-over-year. Amazon maintains a dominant position, capturing 42.2% of online sales, followed by mass retailers at 18.9% and grocery stores at 17.5%. Interestingly, pet stores are observing increased engagement from higher-income households, with spending from consumers earning over $150,000 annually rising by 10%.
Shifting Consumer Demographics and Market Competition
While high-income spending in pet stores is on the rise, purchases from lower-income households (under $50,000 annually) decreased by 7% year-over-year, indicating a growing price sensitivity in this segment. This trend occurs amidst an increasingly competitive e-commerce environment, where consumers are seeking more affordable and convenient options. Notably, pet supplies emerged as a top-performing category on emerging platforms like TikTok Shop, ranking fifth with sales reaching $320.3 million in 2025.
The Omnichannel Reality: Integrating Online and In-Store Experiences
In 2025, a vast majority (94%) of American grocery shoppers engaged in omnichannel purchasing, utilizing both online and in-store channels. In the pet care category, consumers demonstrate dynamic habits across these channels. While in-store purchases typically involve more items per transaction (3.1 vs. 2.4 online), the monetary value per online transaction is significantly higher ($36.48 vs. $22.33 in-store). This difference is partly attributed to the economics of e-commerce, often featuring higher price points and larger pack sizes online.
Retailer Adaptations in a Hybrid Market
In response to the surge in e-commerce, retailers are rapidly evolving their strategies. Most US retailers now offer diverse fulfillment options, including curbside pickup (78%) and in-store pickup (45%). Additionally, a significant number provide door-to-door delivery, with 76% leveraging third-party or on-demand services, and 27% utilizing their own staff. Furthermore, 83% of retailers are employing technology to personalize marketing and enhance shopping experiences across both online and physical platforms.
Future Projections for the US Grocery and Pet Care Market
NielsenIQ forecasts a robust future for the US omnichannel grocery market, with a projected compound annual growth rate (CAGR) of 3.1% between 2026 and 2028. This growth will be predominantly fueled by online sales channels, anticipated to expand at an 11.57% CAGR, while in-store growth is expected to remain modest at 0.62%. Online grocery sales are projected to reach $363 billion in 2026, climbing to $452 billion by 2028.
Strategic Imperatives for Digital Success
The market research firm emphasizes that digital channels will capture the majority of incremental revenue. Consequently, investments in search visibility, high-quality product content, seamless fulfillment processes, and a frictionless customer experience are crucial for success in a fluid shopper landscape. Physical stores will continue to play a vital complementary role, enabling shoppers to interact with products and ultimately driving sales across all channels.