Pet Retail Management: 13 Tips To Boost Sales

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The U.S. pet industry reached $152 billion in 2024, continuing a steady rise that shows no signs of slowing. For pet store owners, this growth brings both opportunities and tougher competition.

In this blog, we’ll explore practical pet retail management strategies that boost sales and improve the customer experience. You’ll discover how optimizing your store layout, tracking inventory, analyzing sales trends, and engaging customers through loyalty programs and events can help transform your operations and keep shoppers coming back.

Let’s dive in.

Why Pet Retail Management Matters: 13 Expert Tips To Help You Succeed

Pet store owners battle against Petco’s pricing power and Amazon’s delivery speed. Meanwhile, pet parents crave the kind of expertise that websites can’t offer — and the personal service that treats their animals like cherished family members, not warehouse inventory.

Strategic management helps you:

Predict customer needs before they voice them.
Stock popular products when demand spikes.
Transform first-time browsers into devoted regulars.
Outmaneuver big-box stores and online giants.

Let’s explore 13 battle-tested methods to strengthen your pet retail management strategy and multiply sales.

1. Invest in a Pet-Specific POS System

Generic point of sale (POS) systems fail to understand pet retail complexities. They can’t distinguish between a 40-pound dog food bag and a container of live crickets, and they often don’t integrate with pet industry vendors or specialized loyalty programs.

A pet-focused POS platform comes preloaded with comprehensive product catalogs. They also handle live animal inventory seamlessly and connect with grooming schedulers. These systems understand your unique business challenges from day one.

2. Design a Store Layout That Works for Pets & People

Your store layout determines whether customers buy or browse briefly and leave. Narrow aisles can make dogs anxious and force pet parents to move awkwardly around others. Cluttered displays hide the products shoppers are actually looking for, while items placed too high can lead to frustration and missed sales.

Design your layout to guide the customer journey. Wide aisles make it easy for pet parents to navigate comfortably with carriers and leashed animals. Position essentials like food and litter toward the back — encouraging customers to discover additional products along the way. Place appealing add-ons near the checkout, where people naturally browse while waiting in line.

To make shopping more intuitive, cluster complementary products together. Stock flea treatments next to dog shampoos. Display aquarium decorations beside fish tanks. With this approach, customers save time, and you increase their purchases in one visit.

For bulky items like XL pet beds, cat trees, or dog crates, display a single floor model. Add clear signage indicating additional inventory is available. When customers are ready to purchase, have staff assist them.

This keeps walkways clear while showing customers you have full stock available.

POS advantage: Use your sales reports to identify your bestselling products. Feature these popular items in easily accessible areas near the front. That way, customers find what they need quickly. It also reduces stress for pets who become anxious during longer visits.

3. Use Sales Data To Predict What Customers Want

Missed sales often start with a simple moment: Last month, a customer asked for a specific grain-free dog food brand. You didn’t carry it, so they left disappointed. This week, three different customers requested that same brand.

By the time you finally ordered it, those customers had already found it elsewhere — and now they’re shopping at your competitor’s store regularly.

Your POS system can prevent this. It tracks which products customers request most often and reveals seasonal buying patterns throughout the year. Flea treatments spike in spring. Holiday-themed toys surge in December. Aquarium equipment sales increase during graduation season.

Order extra inventory before peak demand and reduce orders when seasons shift. Track customer requests even for items you don’t currently carry. This keeps shelves full, improves cash flow, and ensures customers always find what they need.

Inventory turnover helps you act on this data:

What it is: The number of times you sell and replace inventory in a year.
How to calculate it: Divide your total cost of goods sold (COGS) by your average inventory value.
Why it matters: It shows which products sell quickly, which move slowly, and which need reordering.

Recommended inventory turnover rates by category:

Pet food and treats: 8–10 turns per year
Pharmaceuticals and medications: 10–12 turns per year
Accessories and toys: 4–6 turns per year
Consumables (gloves, cleaning supplies, bandages): 10+ turns per year

POS advantage: Generate automated sales reports to spot trends early. Aim for 6–12 inventory turnovers per year. More turns force you to scramble for reorders and deal with stockouts. Fewer turns leave you holding inventory too long. Use your POS system to track turnover by category and stock the right products at the right time.

4. Launch Loyalty Programs That Actually Motivate Customers

Complex point systems confuse and frustrate customers.

Simple, pet-centric rewards work like magic:

Gift a free birthday treat to their beloved pet.
Send a special discount on their pet’s “gotcha day” anniversary.
Run a limited-time deal, like “Buy 10 food bags, receive the 11th free.”
Offer VIP early access to exciting new products.

Pet parents never forget the store that celebrates their pup’s special day. The key is focusing rewards on their pet — not just their purchasing power. Offering a loyalty program that gives customers what they actually want can dramatically boost retention rates.

Purchase tracking reveals valuable customer patterns. Your data can show who buys premium food every month and who stocks up on toys during sales. These insights help you create personalized rewards that match shopping habits. Frequent cat litter buyers might appreciate discounts on odor-control products, while aquarium enthusiasts may value early access to new fish tank decorations.

POS advantage: Modern systems automatically track purchase history and points balances, sending timely reminder emails when rewards become available for redemption. Customers receive notifications about free products they’ve earned through repeat purchases. This keeps your store top of mind between visits.

5. Give Customers Multiple Ways to Shop

A customer who runs out of food at night doesn’t want to wait until your store opens. If you only offer in-person shopping, they turn to Amazon or Chewy and often don’t come back.

Pet parents expect options — whether it’s browsing online and picking up in-store, scheduling same-day delivery, or calling ahead to reserve their usual order. Offering multiple ways to shop keeps customers loyal and can increase the average transaction value, as convenience naturally encourages extra purchases.

Positive customer retention rates in retail typically range from 30–50%, but they can fluctuate based on shopping flexibility and whether you offer subscription services.

POS advantage: If you have a pet-specific POS system with an integrated website builder, you can sell essentials like food, litter, and treats online without causing inventory issues. Because online and in-store inventory are automatically synced, customers always see what’s actually available — and staff avoid those awkward “sorry, we’re out” moments that send shoppers to competitors.

Remember: Keep specialized items and live animals in-store where personal guidance matters most.

6. Host Events That Build Community

Events turn your store into a neighborhood gathering place.

Here’s what works:

Adoption days: Partner with local shelters, clear space for kennels, and stock new-pet essentials nearby. Customers remember where they first met their pet.
Training workshops: “Puppy Basics” or “Litter Box 101” sessions position your staff as experts while showcasing relevant products.
Pet costume contests: They’re low cost, high engagement, and perfect for social media content.

POS advantage: Use your POS marketing tools to track RSVPs, attendance, and purchases from participants. After the event, you can segment those customers into tailored lists — new puppy parents get food and training promotions, while contest participants receive grooming or toy offers. By linking event data to customer profiles, you turn one-time visitors into loyal shoppers who stay engaged with your store long after they leave.

7. Train Staff To Answer the Questions Customers Really Ask

Pet parents want confident, specific guidance — not vague suggestions. Staff who can answer questions accurately turn first-time shoppers into loyal customers.

Train your team on:

Common scenarios: Cover situations like transitioning puppies to adult food, selecting the right harness, setting up a first aquarium, and recognizing signs of food allergies.
Confidence-building: Teach employees how to communicate clearly and solve real problems — it develops trust that keeps customers coming back.

POS advantage: A pet-specific POS platform provides tools that make staff training and onboarding easier. Features like a user-friendly register minimizes confusion and helps employees complete tasks efficiently. Even without a formal training program, an intuitive design allows new hires to become proficient quickly. Staff can confidently access product details, care tips, and customer notes — giving every shopper a better experience.

8. Manage Veterinary Partnerships & Prescription Requirements

Big pet retailers often house corporate veterinary chains like Banfield, creating convenient one-stop shops. You can stand out by partnering with independent, low-cost clinics or specialists like pet allergists. These partnerships offer personalized care that big-box stores can’t match.

Recently, private equity firms have been buying veterinary hospitals (like Banfield), increasing pressure on clinics to prioritize profits over pets. Vets are often expected to recommend unnecessary treatments, schedule repeat visits, or inflate bills. Even minor issues, like ear infections, can turn into multiple appointments.

Many corporate chains also limit how long vets can spend with each patient — leading to high staff turnover, reduced care quality, and declining customer trust.

As a small business, trust is your advantage. Aligning with independent vets strengthens community ties, supports other local businesses, and promotes pet-first care. Customers notice when staff are genuinely invested, creating loyalty that corporate chains can’t replicate.

Here are some strategic partnership opportunities to consider:

Connect with low-cost spay and neuter clinics that support budget-conscious pet parents.
Partner with specialists like pet allergists, dermatologists, and behavior experts.
Work with holistic veterinarians who recommend natural foods and supplements you can stock.
Build relationships with mobile veterinarians who emphasize personalized service.

Prescription management info to keep in mind:

Most vets manage prescriptions in their own systems, and pet stores typically don’t dispense prescription medications.
The FDA requires licensing to distribute medications, but state laws can vary. Always check local regulations.
Research holistic treatments and nonprescription medications that pet parents are looking for and stock those in your store.
Work with licensed vets and clinics to help customers stay on track with their pets’ prescriptions — without handling the medications directly.

POS advantage: Use your POS system to stay organized and support your vet partnerships. Track which clinic a pet parent uses in their pet’s profile and record referral sources. Offer discounts for pets who visit partner clinics. Schedule reminders for prescription refills — if the clinic shares that information. This helps keep pets on schedule, strengthens relationships with clinics, and improves customer service.

9. Keep Track of Inventory Without Causing Stress

Running out of popular items costs sales. Overstocking perishables wastes money.

Getting this balance right requires accurate tracking:

Use barcode scanning for receiving and sales — manual counting leads to errors.
Rotate perishable items by expiration date.
Set reorder points for fast-moving products to avoid running out.

POS advantage: Automated reorder alerts notify you before key items like puppy pads or fish food hit zero. You can also track high-demand products by day, week, or season, giving you better control over inventory and reducing lost sales.

10. Create Displays That Sell Products for You

A “New Puppy Starter Kit” display with bowls, leashes, training pads, and age-appropriate food helps nervous first-time dog parents see what they need.

The same principle works across all pet categories. A fully set-up aquarium, for example, shows exactly how equipment works together:

Bundled displays encourage customers to buy complete solutions instead of single items.
Visual merchandising reduces decision fatigue for overwhelmed shoppers.

POS advantage: Review your transaction history to see which items are frequently bought together. Then create displays featuring those combinations to boost average transaction size and customer satisfaction.

11. Focus on Details That Make Customers Feel Welcome

Small touches set your store apart from big-box retailers.

Here are some thoughtful details to consider:

Keep a biscuit jar at checkout for customers’ pets.
Place water bowls near the entrance on hot days.
Learn the names of regular customers’ pets.
Share quick tips for using new products.

POS advantage: Use customer notes to remember pet names and preferences. When Sarah brings in Max for grooming, staff can greet them both personally, creating a memorable and personalized shopping experience.

12. Make Repeat Purchases Automatic

Customers need certain products regularly — dog food every month, cat litter every few weeks, and flea treatments seasonally. Forgetting to reorder may push them to competitors.

Here’s how to combat the competition:

Offer auto-delivery or subscription services to ensure customers never run out the necessities.
Send reminder emails or notifications for seasonal items to keep customers on schedule.

POS advantage: Set up subscription billing and automated reorder reminders so customers always have essential products. This keeps revenue predictable, reduces lost sales, and strengthens long-term customer loyalty.

13. Stay Visible Without Breaking Your Marketing Budget

Consistency matters more than big advertising budgets. Regular, meaningful touchpoints keep your store top of mind with customers.

Connect with shoppers through:

Weekly emails with pet care tips
Monthly staff product recommendations
Social media contests featuring customers’ pets
Appointment or grooming reminders via text

POS advantage: Segment customers based on purchase history or pet type to send relevant promotions. Dog owners see canine-focused offers, aquarium enthusiasts get fish care tips, and cat parents receive feline-specific content. Personalized messaging increases engagement and drives sales without extra marketing spend.

Simplify Pet Retail Management With eTailPet

To grow your pet store, you need tools that understand the challenges of pet retail. eTailPet is a POS system built specifically for pet stores, designed to handle everything from sales and inventory to marketing and staff training. Generic business software forces you to work around limitations, but our all-in-one, cloud-based platform lets you focus on what matters most: building relationships with customers and their pets.

Key features include:

Preloaded catalogs: Access thousands of pet products, complete with accurate descriptions and vendor information — ready to sell from day one.
Astro Loyalty integration: Connect with the pet industry’s leading loyalty program to keep customers coming back.
Multichannel inventory: Sync stock automatically across in-store and online channels to prevent overselling.
Automated marketing: Send targeted emails and texts based on purchase history, pet type, and customer preferences.
Staff training tools: Simplify onboarding and help employees confidently answer questions and make recommendations with built-in resources.

With eTailPet, managing inventory, marketing, events, loyalty programs, and staff training is simple and centralized. It’s everything you need to turn your pet store into a thriving, customer-focused business.

Ready to see how eTailPet can simplify your pet store management? Schedule a demo today.

Pet Retail Management: 13 Tips To Boost Sales