Direct-to-consumer as a purer play

Learn about the direct-to-consumer purchasing trend and its place in the larger e-commerce pet food and treats space.

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Smart working at home with female and her puppy working on computer together in friendship and love. Cheerful happy woman write on laptop with a dog on her legs. Concept of domestic animals lifestyle
Smart working at home with female and her puppy working on computer together in friendship and love. Cheerful happy woman write on laptop with a dog on her legs. Concept of domestic animals lifestyle
As more pet owners go online for their purchases, the options for getting a product to a consumer are increasing. | simona pilolla 2 I Shutterstock.com

From the consumer insights point of view, the most interesting dynamics in pet product retailing are not just how online sales success re-shapes brick-and-mortar strategies, nor how once-novel autoship subscriptions drive online sales gains and underpin customer e-loyalty — both primarily courtesy of Amazon and Chewy as pure play e-tailers. (Give or take Amazon’s US$14 billion acquisition of Whole Foods and 29 Amazon Go stores to date).  

FIGURE 1: While only 10% of pet owners say they’re currently using direct delivery from their pet product manufacturers, more than half of pet owners shop online — which means a broader opportunity to convert to DTC if they’re already centered on autoship-type purchasing patterns.

 

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