One reason hardware stores sell pet products is to attract new customers and encourage existing customers to shop more frequently. Store owners who are committed to building a profitable niche should offer assortments that highlight premium foods, natural products, and sustainability. While it’s essential to sell high-quality products that pet owners feel are worthy of their furry friends, the level of service should also exceed expectations. With the right strategy, stores can leverage this high-margin category to generate sales for the entire operation.

• Drive repeat visits.
• Potential to increase amount of transactions.
• Significant margins on premium and natural brands.

In 2024, there were 95 million pet-owning households that spent $158 billion on pet essentials and related products. Since pet food is an essential staple, demand does not fluctuate as it does with other categories. Additionally, pet owners are less sensitive to price changes and are open to trading up to more expensive goods for their pets’ well-being. However, many factors should be considered before investing time, money, and resources to enter the pet category.

Analyze Your Location
Traditional pet stores are typically located in high-income, densely populated areas. Many hardware stores are also in these markets and can service those same customers when demand peaks. It’s critical to review the community’s demographics before assuming that selling pet products is a viable option for your business. Understanding who resides in the community will also help you determine what to sell.

Rather than figuring things out alone, reach out to wholesalers, vendors, and the chamber of commerce. They often have access to data that can help you make informed decisions about competitors, consumer trends, and product selection. Seeking support from the organizations you already do business with builds stronger relationships.

Watch the Margins
Younger pet owners are driving growth in premium and sustainable products. Rather than focusing on price, they prefer natural, eco-friendly products produced in the U.S. Stores that sell premium foods and treats will generate higher margins, since young customers prefer specific brands and are willing to pay higher prices. While toys and accessories have moderate margins, they are great impulse items that keep assortments fresh and appealing. Also, keep in mind that private-label and value brands deliver higher margins and are ideal options for cost-conscious shoppers.

Attract Pet Owners
Successful pet stores use the drawing power of social media to market their businesses. Those who want to build a community with many followers continually engage customers online by interacting with them and frequently updating them with information about the store’s employees, products, and upcoming events.

While most hardware stores post online less frequently than pet stores, failing to actively promote niche businesses is a missed opportunity. Pet owners are frequent buyers who research products before they make a purchase. It’s critical to get their attention and make them aware that your store sells products for their pets. However, it’s important to move beyond transactions into building relationships. Simple ways to do this include:

• Encourage customers to post funny pet photos.
• Announce the arrival of new or unusual products.
• Promote in-store events.
• Offer tips that solve everyday problems.

Equip Your Staff
Pet owners tend to be inquisitive and often ask questions about basic pet-related products. For them, the feeding bowls they select need to be the right size, weight, and durability. Pet people want to interact with knowledgeable staff who can help them select products that meet their standards. Train employees on pet basics so they can explain differences among food types, how to size collars and harnesses, and common grooming methods. Although your core product assortment is hardware, be prepared to answer questions related to anything sold in the store.

Pet parents are loyal shoppers who appreciate quality products and sound advice. Many prefer the convenience of shopping at the neighborhood hardware store since they are often busy and want to shop and check out quickly. Store owners can enhance the shopping experience by making it convenient for pet parents to purchase essentials in a welcoming environment.