The State of Ecommerce: Pet Products
Pet Supplies Q1 2026: Where the category's revenue is leaking
See why traffic is up, conversion is drifting, and OOS losses doubled despite a healthier quarter:
- Pet Supplies revenue grew ~13% YoY in Q1, but OOS losses doubled.
- Small availability gaps on top ASINs are quietly capping growth.
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Key takeaways
Revenue growth is healthy, not borrowed:
Ordered revenue up ~13% YoY with ASP up ~3% & discounts steady at ~4%, a rare combination of volume & value in a quarter where most categories traded margin for velocity
Margin expansion is sticking:
Gross margin per unit lifted ~1pp each month as ASP gains outpaced cost pressure, contrasting with the portfolio-wide compression from 20% to 18%
Traffic gains are masking conversion drift:
Glance views up ~10–15% YoY but CVR down ~2–3pp, with ordered units still growing ~8–10% despite the softness
Ad spend is earning its keep:
Spend up ~22% YoY with return on ad spend (ROAS) climbing to ~4.0, suggesting incremental demand capture rather than bid inflation, a sharp contrast to Grocery & Gourmet Food's spend-up, ROAS-down pattern
Supply chain reliability stepped up:
Purchase order (PO) fill rate reached ~93% in March, up ~14pp YoY, with fulfilled units up 10–30% YoY in a structural, not seasonal, improvement
OOS losses are concentrated, not widespread:
Rep OOS% fell to 0.3–0.8% from 1.3–1.5%, yet OOS revenue loss more than doubled YoY, with closing remaining gaps on top-revenue ASINs in January representing the clearest incremental revenue opportunity
