Hi there! I’m Jessica, founder of Bestone, and after 16 years in pet product manufacturing, I’ve seen exactly how pet stores get their inventory. Today, I’m sharing the inside scoop on the four main supply channels that keep pet store shelves stocked.
📊 Quick Answer: Pet Store Supply Channel Breakdown (2025)
Channel | Market Share | Best For |
---|---|---|
Offline Retail Partnerships | 65% | Large chains, established brands |
E-commerce Marketplaces | 29% | Fast inventory, trending products |
Wholesalers & Distributors | 14.1% | Independent stores, bulk buying |
Importers & Cross-Border | 5-8% | Premium, unique products |
The 4 Main Channels: Complete Breakdown with Pros & Cons
Pet stores don’t just magically get their supplies. Instead, they use four main channels to stock everything from dog collars to premium pet food. Furthermore, each channel offers different advantages depending on your store size and customer needs.
Understanding the Channel Mix
Most successful pet stores actually use a combination of these channels. For example, they might get their bestselling items through wholesalers while sourcing trendy dog apparel through e-commerce platforms. Additionally, they may partner directly with manufacturers for exclusive products.
💡 Industry Insight
According to industry research, “Pet brands increasingly rely on OEM/ODM manufacturers to deliver custom-branded collars, harnesses, and toys with rapid time-to-market and reduced R&D overhead.” This shift shows how important direct manufacturer relationships have become.
“OEM services allow sellers to customize existing designs under their brand, while ODM lets them launch entirely new products without investing in in-house R&D.” —Petstar White Paper, August 2024
Channel #1: Offline Retail Partnerships (65% Market Share)
Offline retail partnerships remain the biggest player in pet store supply chains. Moreover, this channel includes direct relationships with manufacturers and regional distributors who supply brick-and-mortar stores.
How Offline Partnerships Work
Pet stores create direct purchasing agreements with manufacturers or regional distributors. Similarly to how major retailers operate, these agreements often include volume discounts, co-marketing funds, and exclusive product arrangements. Consequently, stores can offer competitive pricing while maintaining healthy profit margins.
Large chains like PetSmart and Petco dominate this space because they can negotiate better terms. However, independent stores also benefit by working with regional distributors who understand local market needs.
Pros and Cons of Offline Partnerships
✅ Pros
- Stable, predictable inventory
- Volume discount opportunities
- Marketing support from suppliers
- Established logistics networks
❌ Cons
- High minimum order quantities
- Limited product variety
- Long lead times for new products
- Requires significant storage space
Cost and Margin Insights
Offline partnerships typically offer the best wholesale pricing, especially for high-volume products like custom dog leashes and basic collars. Nevertheless, the trade-off comes in higher inventory investment and storage costs.
Channel #2: E-commerce Marketplaces (29% and Growing Fast)
E-commerce marketplaces represent the fastest-growing channel for pet store supplies. In fact, platforms like Amazon, Chewy, and specialized B2B marketplaces have revolutionized how pet stores source products.
Platform Breakdown: Where to Buy
Amazon Business leads the pack for general pet supplies, while Chewy’s B2B platform excels in food and health products. Additionally, specialized platforms like Alibaba connect stores directly with manufacturers for custom orders.
What’s more, these platforms offer features that traditional wholesalers can’t match. For instance, next-day delivery, extensive product reviews, and easy comparison shopping make sourcing decisions much simpler.
💡 Industry Insight
Market research shows that “E-commerce platforms offer easy access to a wide variety of pet accessories from both well-known brands and independent designers.” This variety helps pet stores stay competitive with unique product offerings.
Dropshipping vs. Inventory Models
E-commerce offers two main approaches for pet stores. First, the dropshipping model lets stores offer products without holding inventory. Alternatively, the traditional inventory model provides better margins but requires upfront investment.
Many successful pet stores combine both approaches. They keep bestsellers like dog harnesses in stock while dropshipping specialty items that customers order less frequently.
Subscription Service Opportunities
E-commerce platforms increasingly offer subscription services for recurring purchases. For example, Chewy’s auto-ship program saw a 27% increase in sales in early 2025. Consequently, pet stores can partner with these services to provide customers with convenient repeat ordering options.
Channel #3: Wholesalers & Distributors ($22.1B Industry)
The wholesale and distribution channel generated $22.1 billion in revenue in 2025, making it a cornerstone of the pet supply industry. Furthermore, this channel serves as the backbone for independent pet stores across America.
Top Players Breakdown
Phillips Pet Food & Supplies and Central Garden & Pet lead the wholesale distribution space. Moreover, these companies supply over 15,000 independent pet stores nationwide with everything from basic supplies to specialized products.
Regional distributors also play crucial roles by understanding local market preferences. For instance, coastal regions might demand more summer dog accessories, while colder climates focus on protective gear.
“Distributors remain crucial for stocking core SKUs, offering credit terms and consolidated logistics—especially for smaller chains and independent stores.” —Industry Analysis, 2024
Volume Discount Strategies
Wholesalers typically offer tiered pricing based on order volume. Therefore, pet stores that can commit to larger orders receive significantly better pricing. Additionally, many distributors provide extended payment terms, which helps with cash flow management.
Smart pet store owners often coordinate with other local stores to reach volume thresholds. Subsequently, they can access better pricing while sharing shipping costs and storage responsibilities.
Regional vs. National Distributors
National distributors offer broader product lines and standardized pricing. However, regional distributors provide more personalized service and better understanding of local market needs. Consequently, many successful pet stores work with both types to maximize their advantages.
Channel #4: Importers & Cross-Border Channels (5-8% Specialty)
Import channels and cross-border e-commerce represent the smallest but fastest-growing supply source for pet stores. Additionally, this channel specializes in premium, unique, and hard-to-find products that differentiate stores from competitors.
Premium Product Opportunities
Cross-border e-commerce excels in bringing premium products from Europe, Australia, and Asia to American pet stores. For example, organic dog foods from Germany, innovative tactical dog harnesses from military suppliers, and eco-friendly toys from Scandinavian manufacturers.
These products often command higher margins because they’re unique and unavailable through traditional channels. Consequently, pet stores can use them to attract customers seeking something special for their pets.
Import Logistics Simplified
Modern import consolidators have made international sourcing much easier for small pet stores. Furthermore, many offer services like customs clearance, quality inspection, and consolidated shipping that reduce complexity and costs.
Digital platforms have also streamlined the process. Now, pet store owners can browse catalogs, place orders, and track shipments online just like domestic purchases.
Compliance and Quality Considerations
Importing pet products requires careful attention to safety regulations and quality standards. For instance, all pet food imports must meet FDA requirements, while toys and accessories need to comply with Consumer Product Safety Commission guidelines.
Smart pet store owners work with reputable import partners who understand these regulations. Moreover, they often request product samples and certifications before placing larger orders to ensure quality meets American standards.
🔍 Red Flags to Watch For
- Suppliers without proper certifications
- Unusually low prices that seem too good to be true
- Poor communication or delayed responses
- Reluctance to provide samples or documentation
How to Choose the Right Mix: Decision Framework
Choosing the right supply channel mix depends on several key factors. Additionally, successful pet store owners rarely rely on just one channel—they create a strategic blend that maximizes profits while minimizing risks.
Store Size Considerations
Large chains benefit most from direct manufacturer relationships and offline partnerships because they can meet high minimum order quantities. Meanwhile, smaller independent stores often find success combining wholesalers with e-commerce platforms for flexibility.
Mid-size stores typically use a hybrid approach. For example, they might source core products like basic dog collars through wholesalers while using e-commerce for trendy items and specialty products through import channels.
Product Category Matching
Different product categories work better with different channels. Consequently, understanding these patterns helps optimize your sourcing strategy:
- Basic supplies (food, basic collars, standard leashes): Wholesalers offer best value
- Trending items (fashionable dog clothes, seasonal accessories): E-commerce provides fastest access
- Premium products (luxury harnesses, organic foods): Import channels offer uniqueness
- Custom items (personalized collars, branded accessories): Direct manufacturer relationships work best
Cash Flow Impact Analysis
Each channel affects cash flow differently. For instance, wholesalers often offer 30-60 day payment terms, which helps with cash flow management. However, e-commerce usually requires immediate payment but offers faster inventory turnover.
Import channels typically require longer lead times and upfront payments. Nevertheless, the higher margins often justify the investment for stores targeting premium market segments.
Discover Your Reliable Manufacturing Partner
Bestone has 16 years of experience in dog products R&D and export, boasting SGS/TUV/CE‑certified quality control, eco‑friendly factory, and 40–60% cost savings. Partner with you to elevate your brand’s pet‑product line seamlessly.
Insider Tips from a Manufacturer’s Perspective
After 16 years working with pet stores of all sizes, I’ve learned what separates successful buyers from struggling ones. Moreover, these insider tips can help you build stronger supplier relationships and better negotiate terms.
Negotiation Strategies for Each Channel
When working with wholesalers, focus on volume commitments and payment terms rather than just price. Similarly, e-commerce negotiations should emphasize repeat business and review quality. Furthermore, import negotiations require patience and clear communication about quality standards.
The key is understanding what each supplier values most. For example, manufacturers like consistent orders and prompt payments, while e-commerce platforms value positive reviews and low return rates.
“Building long-term relationships with suppliers often matters more than getting the lowest price. Reliable partners will support you during busy seasons and help solve problems quickly.” —Jessica Chen, Bestone Founder
Quality Red Flags I’ve Seen
Throughout my career, I’ve noticed several warning signs that indicate potential quality issues. Additionally, recognizing these early can save pet stores from costly returns and unhappy customers:
- Extremely cheap pricing with no explanation
- Poor packaging that damages products during shipping
- Inconsistent sizing between production batches
- Reluctance to discuss quality control processes
How to Build Long-Term Supplier Relationships
Successful pet store owners treat suppliers as partners, not just vendors. Consequently, they share sales data, provide feedback on customer preferences, and communicate openly about challenges.
For instance, stores that regularly update suppliers about which types of dog harnesses sell best often receive priority access to new products and better terms on future orders.
💡 Pro Tip
Always maintain relationships with backup suppliers in each channel. This strategy protects your business during supply disruptions and gives you leverage in negotiations.
People Also Ask
How do pet stores restock their inventory?
Pet stores use multiple methods to restock inventory. Most commonly, they combine automatic reorder systems for fast-moving items with manual ordering for seasonal products. Additionally, many stores use inventory management software that tracks sales velocity and suggests reorder quantities.
Successful stores also maintain safety stock levels for essential items like popular dog leashes and food products to avoid stockouts during busy periods.
Do pet stores buy directly from manufacturers?
Yes, many pet stores buy directly from manufacturers, especially for private-label products and exclusive items. However, this typically requires larger minimum orders and longer lead times. Furthermore, stores need to handle more complex logistics and quality control processes.
Direct manufacturer relationships work best for established stores with predictable demand and adequate storage space. Meanwhile, newer or smaller stores often find wholesalers more practical.
Which wholesalers are the top suppliers for pet stores?
Phillips Pet Food & Supplies and Central Garden & Pet dominate the wholesale market. Additionally, regional distributors like Pet Edge and Ryan’s Pet Supplies serve specific geographic areas effectively.
These wholesalers offer comprehensive product lines, from basic supplies to specialty items like eco-friendly pet products. Moreover, they provide valuable services such as marketing support, training programs, and flexible payment terms.
What percentage of pet store supplies come from online marketplaces?
E-commerce platforms account for approximately 29% of U.S. pet product sales in 2025, and this percentage continues growing rapidly. Furthermore, many pet stores use online marketplaces for specialty items, emergency restocking, and testing new products before committing to larger wholesale orders.
The convenience and variety offered by platforms like Amazon Business and Chewy make them increasingly attractive for pet retailers of all sizes.
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Conclusion: Choose Your Supply Mix Wisely
Understanding where pet stores really get their supplies gives you a significant advantage in the competitive pet retail market. Moreover, the most successful stores strategically combine multiple channels to maximize profits while minimizing risks.
Remember, the 65% offline retail dominance shows that traditional partnerships remain crucial. However, the rapid 29% growth in e-commerce indicates that digital channels are becoming equally important. Furthermore, wholesalers continue providing the backbone for independent stores, while import channels offer unique opportunities for premium positioning.
The key is finding the right balance for your specific situation. Additionally, building strong relationships across multiple channels ensures your pet store can adapt to changing market conditions and customer preferences.
Ready to Optimize Your Pet Store Supply Chain?
If you’re looking for a reliable manufacturing partner who understands the pet industry, Bestone has helped pet brands succeed for over 16 years. We specialize in custom dog harnesses, collars, leashes, and accessories that help differentiate your store from competitors.
Whether you need private-label products, custom designs, or reliable OEM services, we’re here to support your business growth. Contact us today to discuss how we can help optimize your supply chain and boost your profits.
External Resources:
For additional industry insights and data verification, consider these authoritative sources:
- American Pet Products Association (APPA) – Industry statistics and trends
- IBISWorld – Pet industry market research and analysis
- Pet Food Industry Magazine – Supply chain and manufacturing insights
- Mordor Intelligence – Pet supplies market forecasts
- Grand View Research – Pet care industry reports