Selling pet supplies wholesale online is both an exciting and demanding business. Behind every bag of kibble, squeaky toy, or grooming tool, there’s a complex set of logistics—heavy freight costs, strict safety standards, and the constant need to protect your margins. Many brands enter wholesale with passion but struggle when profitability leaks through pricing mistakes, unclear policies, or mismatched order quantities.
This guide shows you how to sell pet supplies wholesale successfully—from setting up your pricing strategy to building retailer trust, and even running your wholesale store on Shopify.
Why Selling Pet Supplies Wholesale Is Different
Pet products are not like apparel or electronics. They come with their own industry challenges:
- Weight & Freight – Food, litter, and bulky items create high shipping costs.
- Safety & Quality – Recalls, certifications, and freshness requirements are critical.
- Shelf Life – Perishables demand FEFO (First-Expired, First-Out) inventory systems.
- Returns & Durability – Toys and grooming tools need reserves for returns or warranty claims.
Understanding these industry quirks helps you establish a sustainable wholesale model in the long term.
Step 1: Calculate Your True Unit Cost
Your wholesale price is only as strong as the numbers behind it. For pet supplies, calculate every cost that gets your product retail-ready:
- Food & Treats – Ingredients, processing, packaging (bags, cans, cartons), freight, storage, spoilage, and recall reserves.
- Toys – Fabrics, rubber, stitching/molding, packaging, and a 1–2% allowance for quick-destroy returns.
- Grooming Tools – Components (motors, blades), compliance certifications (UL, CE, UKCA), packaging, and a 2–5% warranty reserve.
Without these built in, your margins disappear when the first recall, return, or freight bill arrives.
Step 2: Align With Retailer Expectations
Selling wholesale is a conversation with your buyers. You need to price in a way that supports their business while protecting yours.
- Food & Litter → Retailers expect 30–45% margins off MSRP.
- Treats & Toys → Higher margin category, typically 45–60%.
- Grooming Tools → Mixed margins, 35–50% on tools, higher on accessories.
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Channel Examples:
- Independent Pet Stores – Value service, dependability, and low MOQs.
- Chains & Grocers – Expect deep discounts, volume pricing, and promotional budgets.
- Vet Clinics & Groomers – Prioritize quality and reliable supply, often with simpler order needs.
Step 3: Create Policies That Protect You
Clear policies prevent margin leaks and build trust with retailers:
- Freight – Define prepaid freight thresholds (e.g., free shipping over $1,000 net).
- Recalls – Communicate your recall and FEFO procedures clearly.
- Returns – Non-returnable food/treats once opened; RMA process for defective tools.
- MAP (Minimum Advertised Price) – Protects your brand from price wars among retailers.
Step 4: Understand Global Compliance
If you’re selling pet supplies wholesale internationally, each region has its own requirements:
- US/Canada → AAFCO nutritional profiles, state feed registrations.
- UK/EU → FEDIAF rules, multi-language packaging, VAT compliance.
- Australia/New Zealand → MPI/DAFF import rules for animal products.
Step 5: Set Up Wholesale on Shopify
Once your pricing, policies, and compliance are in place, you need an easy way to sell wholesale online.
- Shopify Plus: Use built-in B2B tools for company accounts, tiered pricing, and net terms.
- Standard Shopify: Add apps like:
- Wholesale Pricing Discount B2B for tiered pricing & custom catalogs.
- Wholesale Lock Manager B2B to hide wholesale collections from retail customers.
- WSH Order Form & ReOrder to simplify bulk purchasing (ideal for multiple SKUs like flavors, sizes, or grooming kits).
These tools help you sell pet supplies wholesale directly from your Shopify store, without needing complex workarounds.
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Final Thoughts
Learning how to sell pet supplies wholesale comes down to balancing accuracy with service. If you know your true unit cost, respect retailer margins, enforce policies, and streamline ordering, you’ll build a wholesale business that grows profitably—whether you’re shipping pallets of kibble, boxes of toys, or professional grooming tools.
Frequently Asked Questions about Selling Pet Supplies Wholesale
How can I attract groomers and veterinary clinics with my product?
Prioritize quality over cost. Groomers and veterinary clinics are searching for a dependable product that won’t cause problems. Give them a modest, consistent discount and highlight the high caliber of your ingredients and your unambiguous safety procedures.
What is the difference between a recall and spoilage?
Spoilage is when a product goes bad due to age or improper storage. A recall is a large-scale event where an entire batch of product is pulled from the market due to a confirmed or suspected safety issue. Your pricing should include a reserve for both scenarios.
How should damaged food items be returned?
A buyer should be required by your policy to report a damaged item with photos within a specific time frame (for example, 48 hours). This guarantees the validity of the claim. A clear route from replacement to credit to refund should be your remedy.
How do I manage inventory for products with a “best by” date?
You need a FEFO (First-Expired, First-Out) system. Your warehouse or 3PL should pick and ship products with the earliest expiration dates first to minimize spoilage and write-offs.
Should I sell to distributors?
Selling to a distributor can give you a massive reach, but it requires a different financial model. You will need to offer them a significant discount so they can make their own margin. You must confirm that your base wholesale price still allows you a healthy profit even after the distributor’s cut.
What’s a good way to handle the “chew-and-tear” reality of pet toys?
It’s an inevitable part of the business. You should price a small allowance for returns (1-2%) into your cost and have a clear policy for handling them. Be transparent and professional, and it will build trust.
