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Pet Food Sales on Amazon Hit $1B

Blue Buffalo was the top-selling brand.

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BOSTON — Pet food sales on Amazon.com reached an estimated $1 billion in 2018, up 20 percent compared to 2017, according to data from Edge by Ascential.

According to the firm, the top five pet food brands (and their share of total pet food sales) on Amazon for 2018 were:

  1. Blue Buffalo (11%)
  2. Purina (9%)
  3. Hill’s (8%)
  4. Wellness (6%)
  5. Greenies (5%)

“Blue Buffalo’s continued top-selling status illustrates how important it is for brands to incorporate in their packaging what consumers are looking for: healthier pet foods,” said Pete Andrews, director of insights at Edge by Ascential. “Blue Buffalo’s top seller contains the keywords ‘Protection Formula’ and ‘Natural’ in the title.

“The brand includes in-depth content on their product detail pages along with complete ingredient lists, nutritional information, numerous customer reviews and peer-answered questions. The Blue Buffalo brand understands how important community is to the pet owner, whether they are shopping online or in-store. By encouraging consumer interaction on Amazon, brands can recreate some of the interactivity that pet owners value from brick-and-mortar stores.”

Other top-performing brands on Amazon in 2018 like No. 2 Purina (up 13 percent year-over-year), No. 10 Rachael Ray (up 27 percent) and No. 6 Fancy Feast (up 17 percent) demonstrate that pet owners are choosing brands with “the right combination of pet nutrition and shopper value,” according to Edge by Ascential.

“Amazon’s own label Wag, launched halfway through 2018, brought in almost $2 million in sales in 2018, a negligible share in the current Pet Food category,” Andrews said. “Not long after its Wag launch, Amazon began offering its dry dog food under the Solimo private brand as well. Much of the on-page content is nearly identical but Solimo actually offers more A+ content and a cheaper equivalent to Wag.

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“Whether this is an A/B test on Amazon’s part to identify the effects of small product differences on sales or a transition away from Wag is yet to be determined – but it does suggest that Amazon is not yet ready to challenge major pet food brands head-on while they still gather experimental data.”

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