ONCE CUSTOMERS DO THE math, they understand that buying fresh pet food from a local independent store makes more sense than subscribing to a direct-to-consumer brand. Indies can best compare products and customize feeding guidelines, and when the introductory discount from a subscription ends, its cost significantly increases. Be ready to take advantage of this opportunity with freezers that impress. These six stores share their approach to increased revenue and greater customer loyalty in the fresh pet food and treat area.
Wet Nose
GENEVA, IL
“The primary reason for opening our store was to share our knowledge of fresh, raw food and its benefits for pets, so freezers were a must,” owner Sheila Spitza says. What began with two double-door glass freezers and a couple of upright chest freezers for backstock in 2002, has evolved into the current location’s two walk-in freezers totaling 20 doors. Each walk-in features roof-mounted dual compressors for redundancy and quieter operation in this Fear Free-certified store. The square footage supports a wide selection of fresh foods, plenty of backstock, Wet Nose pet food and specialty items made in the store’s open kitchen, and large deliveries to capitalize on supplier sales. The freezers account for about 40% of overall food and treat revenue, Spitza reports.
TIP: “Don’t let the cost scare you,” Spitza says. Save money through distributor support, manufacturer free-fills, sponsorships, and like-new units from resale and auction sources.
Bark & Luv
CHANDLER, AZ
Incorporating freezers from day one supported owner Megan Ames’ vision for her store to be a nutrition destination for fresh raw, gently cooked and functional feeding options. She started with eight double-door freezers and added backstock and tabletop freezers as customer awareness and demand grew “to create a true ‘fresh food hub,’” Ames says. The custom branded glass-door freezer space is a focal point organized by feeding style and protein to simplify the shopping experience. The space also is integrated into the store’s nutrition consultation flow to move customers from conversation to product selection. In just 18 months, frozen sales topped $750K, about 65% of food and treat revenue — while driving repeat visits and increased basket size, she says.
TIP: Start with education and intentional curation, Ames advises. Even a small, well-merchandised freezer paired with strong staff knowledge can transform your store’s nutrition identity and improve customer retention.
Pug & Hound Pet Apothecary
GENEVA, IL
When it opened in 2019 with a single 10-cubic-foot upright, the store’s frozen program quickly outgrew its footprint. After expanding to 15 mixed units, the retailer relocated to build an 11-door walk-in freezer and a large glass-top chest freezer for raw bones. Owner Krysta Fox opted for a 7-foot-high walk-in to maximize overhead storage, allowing for bug-free bulk treat storage while keeping front-facing doors fully merchandised. Dual condensing units and evaporators provide backup systems, and magnetic black exterior panels double as merchandising and promotional space. Today, Pug & Hound’s frozen food generates about $1.2 million annually — roughly 75% of total revenue — and continues to grow 30-40% year over year, Fox reports. Despite the significant up-front investment to install the freezer, she says “It was completely worth it,” citing lower electrical bills than multiple stand-alone freezers, ease of rear restocking, and better margins for larger orders.
TIP: Fox says to invest in monitoring and maintenance. Daily door checks, temperature sensors and service plans protect inventory and peace of mind.
Holistic For Pets
BRADENTON & SARASOTA, FL
The store added its first tabletop freezer in 2001 and never stopped expanding. Today, the two locations house nearly 30 freezers combined. To create an intuitive shopping experience, the glass-door units are strategically segmented — one for cats, one for raw bones and rolls, and three with lightly cooked dog foods, plus those for raw diets. The solid-door freezer features a large pink sign illustrating the bulk-box options enclosed. Frozen sales total about $1.1 million of $2.8 million in overall food and treat revenue from both stores, owner Jennifer Guevin says. Employing a robust freezer section became a key differentiator and important service for customers, she adds.
TIP: “Work closely with your distributors and manufacturers to build a launch plan,” Guevin recommends. “Many are willing to help offset the cost of freezers and/or provide product to help fill them, which can make expansion much more manageable.”
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The Pet Beastro
MADSON HEIGHTS & WARREN, MI
“Freezers were one of my first investments 20 years ago,” owner Jill Tack says. Fresh feeding is core to her mission, so freezers were foundational. The three-door coolers and upright backstock freezers have evolved into 10 doors in Madison Heights and 18 doors in Warren. The commercial box-style display freezers with backstock capacity are organized by protein and feeding type — more like a curated fresh market than a typical frozen aisle. Frozen raw and fresh food represent 40-50% of total food revenue, serving as strong and consistent drivers of customer acquisition and long-term loyalty.
TIP: “A freezer alone does not drive sales; commit to education alongside the investment,” Tack says. Team confidence in explaining raw feeding, transitioning pets and troubleshooting concerns help customers feel supported and make frozen one of the most powerful departments.
Premium Pets
JEFFERSON CITY, MO
Starting with a single double-door unit in 2017, the store’s freezer program grew organically alongside customer demand. It now operates six freezers, including an
“Enrichment on the Go” unit with pre-stuffed toys, lick mats and natural chews. It really took off in early 2024, says Taylor Eisterhold, manager/events and outreach coordinator, who pre-makes the items. Customers can also bring back empty mats and bowls for a discounted refill and order custom trays. Weekly “Freezer Friday” social media posts showcase new creations, which often sell out before the weekend ends. (The photo above shows the start of a Monday restock.)
TIP: “Invest in your freezer and truly listen to your customers,” Eisterhold says. “Ask what they want and bring those ideas to life. Creating an ‘Enrichment on the Go’ freezer has been one of the best decisions we’ve made — it’s grown into something special and continues to bring customers back week after week.”
