Special Report: Fastest Growing Pet Chains

The leaders of this year’s fastest growing pet chains are paradoxical. Some of them don’t consider themselves a “bottom line” pet business but have nonetheless achieved financial stability and success through putting relationships with pet parents first. By treating each visit as an opportunity to engage with earnest and well-intentioned pet owners and to better understand each pets’ individualized needs and preferences, these retailers have formed long-term friendships and partnerships with pet owners. In turn, pet owners loyally frequent their stores, make repeat purchases and trust in the advice and guidance these retailers provide when sussing out which food or treat or toy or leash is best for their pet. These distinguished leaders weren’t necessarily vying to expand for the sake of being the largest pet retailer in North America. However, their presence is steadily expanding through careful decision making, adhering to a clear set of goals and having the level of compassion and altruism required to educate and guide pet parents to ensure pets live long, active and comfortable lives. 

Adept Business Operators

Petsense by Tractor Supply operates 206 stores across 23 states, a 10% increase from last year.

“Our growth reflects a clear focus on what matters most to pet parents—convenience, trusted expertise and community connection,” said Neil Tenzer, Senior Vice President of Petsense by Tractor Supply. “Even as the industry has faced economic pressures and shifting consumer behaviors, we’ve leaned into what differentiates Petsense by Tractor Supply: our neighborhood-based small format stores, a curated assortment of trusted products and our commitment to services like professional grooming and adoption events. Being backed by an organization with the scale of Tractor Supply Company has also allowed us to continue expanding our footprint and enhancing our services. Today we operate 206 stores across 23 states, and this September, we were proud to celebrate our 20th anniversary by donating nearly $1 million in pet food to local shelter partners. That combination of value, service and purpose is why we’ve grown even in a challenging year.”

Founded in 2005 and achieving a major milestone anniversary this year, Petsense by Tractor Supply is a dedicated pet specialty retailer serving communities with a broad swath of pet foods, supplies and pertinent services such as grooming and training. Each storefront prioritizes offering a personalized shopping experience with warm and knowledgeable associates on hand to recommend products that are not only effective, but are marked at competitive and fair prices.

Petsense takes the role of pet ownership seriously and the responsibilities that come with it and demonstrates this by actively promoting responsible pet ownership through initiatives such as pet adoptions, community engagement and educational programs, proof of its steadfast commitment to the well-being of pets.

On the West Coast, Ben’s Barketplace has been carving out a presence while keeping raw food as the focal point of company leaders’ conversations with pet owners. 

With roots in Roseville, CA, Ben’s Barketplace added two stores since last year and currently operates 10 stores— four of which are corporate and six are franchised with one more on the way—a 25% increase from last year. 

“We stick to our philosophies and to our main core values more than anything,” said Ben’s Barketplace Co-Founder Brad Romero. Before joining the pet industry, Romero served as a state trooper. It was while he was training dogs for the Highway Patrol in Truckee, CA, Romero walked into a pet store, owned by Christy Snout, who co-founded Super Snouts, a pet supplement and health products manufacturer. 

Romero elaborated, “I walked into a store and thought this is a really cool little store. I think my wife would like to do this [with me]. When I saw my wife, I asked her, ‘You would like to do this, right?’ while nodding my head. Here we are 20 years later. We started off as a little boutique-y thing and quickly learned the dark side of the industry, so to speak. We found our way through when a couple of our dogs were diagnosed with cancer, one being my patrol dog that had saved my life three times. That’s how we started navigating through nutrition and learned so much more about it. Our vet used to be the President of North American Eastern Medicine, so we had an infinite avenue for knowledge there, and that’s how we morphed into what we refer to as a health food store for dogs and cats. We weren’t looking to grow or anything until one day I had the idea of franchising so we could share what we knew.”

“Our goal wasn’t to put pins on maps,” Romero continued. “Our goal was to find people that shared our same passion and most [of our franchisees] are previous customers. When they have that same fire in their belly like we do, it works out really well, and so far that’s been the case. We’re very cautious on who we allow to be a franchisee. We have turned down probably more than we’ve allowed, and it doesn’t have to do with money. It has to do with keeping with our goals. We’re not doing this to get rich. It’s a passion. On some of those bad days, I’m wondering, ‘What are we doing? How do we ever get out of this?’ Then I go to the store for a day, for a shift, and just feel at home. I love doing consultations with pet owners, and when people come back and say, ‘You fixed my dog only with nutrition.’ 

Brad and Sally Romero have more than 40 years of combined experience in law enforcement and nearly 20 years in law enforcement K9. As dog owners and business owners, the Romeros realize how much animals mean to their families and are dedicated to teach pet owners how the proper diet can significantly enhance and maintain the health and well-being of their pets. The Romeros’ determination paved the way to opening Ben’s Barketplace, a pet supply store concentrating on healthy, all-natural food for dogs and cats. 

With headquarters in Ramona, CA, Kahoots operates 24 stores, with plans to open two more, a 13% increase.

“Kahoots has been able to grow by staying true to our neighborhood model while adapting to changing customer expectations,” said Marketing Director Alexander Barbiere. “Our foundation is built on trust, personalized service, high-quality nutrition and an extensive line of Kahoots brand products, which helps us stand out from national chains and online giants. At the same time, we’ve leaned into efficiency by prioritizing smart inventory management, employee training and retention, expanding product lines and offering flexible delivery options via our online store. This extends and preserves our mission to provide everyday value without compromising quality. That balance of community connection and operational discipline has allowed us to expand even as the broader industry has slowed.”

The business venture started out with selling and delivering hay and has morphed into a chain of pet stores that support pet owners’ efforts to strengthen the human-animal bond and care for their pets with high-quality products. 

EarthWise Pet has 232 stores, a 15% increase. In late September the company finished acquiring Healthy Spot; a 21 pet specialty chain with a strong presence throughout southern California. 

“We are uniquely positioned for growth in services to mitigate the risk of traditional retail,” said CEO and Chairman EarthWise Pet & GROOMBAR. “This gives us some leeway and flexibility in our retail strategy that many other chains don’t have.”

Stand-Out Categories and Services 

Pet owners who shop at Petsense by Tractor Supply are focused on nutrient-dense and top-tier food and treat options for their pets’ diet. Meanwhile, the company’s grooming services have opened doors to simplifying a tedious chore for pet parents. The combination of effective products and relevant services are increasing foot traffic at store locations while strengthening ties between store associates and the communities they operate in. “Premium and specialty pet food remains a strong growth engine for us as pet parents increasingly prioritize nutrition,” Tenzer explained. “However, grooming is a major differentiator. It drives meaningful revenue and builds loyalty and trust. Grooming clients shop more frequently and across more categories, which deepens their overall relationship with our stores. We’re also seeing strong engagement in services like pet training classes, vet clinics and adoption events, which keep us closely tied to our communities. On top of that, our price match guarantee and same-day delivery have really resonated this year, giving customers confidence in both value and convenience.”

At Ben’s Barketplace, Romero prioritizes education and kickstarts conversations with pet owners by providing information and aligning each pet’s dietary needs and level of physical activity with the food that best matches that pet’s lifestyle. “We should have always sold raw. I think there’s fantastic choices for kibble out there as well, and I know that raw is not something that everybody can do. But I start at the top,” he said. “I take pet owners to our ‘Raw Room’—all of our stores have one—and I share with them how this is a species-specific correct diet, I show them the ingredient panel on the bags and ask them what they don’t understand. I take people who come in feeding Pedigree, and they walk out with OC Raw.”

“My goal is not to make a customer that day,” he continued. “I want to give them information, and I tell them that throughout the consultation: I just want you to know that this is here because so many people don’t even understand it. They may have heard of it, and it is more prevalent in conversations with dog owners now, but when you provide that information for them, you flick a light on in their minds to start doing more research on their own. During the consultation, I tell pet owners, ‘You have to educate yourself for your pet. You’re the advocate for your pet—no one else is.”

“I tell our customers I’m not a bottom line store,” Romero continued. “I don’t bring in things to sell to be cheap, I bring in things to sell to help you. We are very particular in what we sell and what we allow in. I’m not there for the dollar bill. If I can pay the staff, pay the rent and take a couple bucks home, that’s my goal.”

Throughout the course of the year, specific categories and services have resonated with pet owners and led to increased foot traffic at brick and mortar locations. Consumers value retailers who provide a combination of an environment where they can ask questions and learn without judgment, dependable and efficacious products, veterinary services that prevent serious health conditions down the road along with grooming services that simplify a tedious chore all under the same roof. 

“Premium nutrition including frozen raw has been a standout across both dog and cat categories, as pet parents continue to prioritize their pets’ health and wellness,” Barbiere with Kahoots said. “Consumables like treats, toppers and supplements have also remained strong because of that special bond between pets and their people. On the services side, preventive care—such as vaccinations and dental cleanings—has been a clear growth driver for our stores that offer vet clinics. These categories not only generate sales but also keep customers engaged with Kahoots on a recurring basis.”

“As expected, raw and freeze-dried raw have been dominate product categories as of late,” Seitz said. “Our stores have been increasing their offering of these products and adding freezers to support the growth. Services revenue is gaining more and more of the share of our total sales, especially grooming.”

The Perks of Services and Delivery 

 Conversing with pet owners and recommending products goes a long way during a store visit, however, the human touch and compassion associated with vet and grooming services build a connection with pet owners and keeps the momentum going long after the products have been purchased. 

“Our suite of in-store services, professional grooming, training, vet clinics and regular adoption events keeps customers engaged in a way that purely transactional shopping can’t,” Tenzer said. “They drive repeat traffic, which in turn gives us more opportunities to serve pet parents across many categories. Meanwhile, convenience offerings like same-day delivery and strong value propositions like our price match guarantee meet what today’s customers want: speed, transparency and confidence in their purchase. We also reward loyalty with programs like Buy 10, Get 1 Free on pet food, where customers can earn a free bag after purchasing 10 in-store. When we combine personal, local service with these convenience options, it makes us a compelling choice compared to both big-box and online-only competitors.”

“Our in-store services create meaningful, recurring touchpoints with customers,” Barbiere said. “A family might come in for a low-cost vaccine clinic or a dental cleaning and leave with food, treats or toys. That consistent engagement strengthens loyalty and makes Kahoots a trusted partner in pet care. Delivery has been equally important, by offering our exclusive Kahoots products online, we’ve been able to meet customers wherever they are, ensuring convenience without sacrificing the award-winning service they expect.”

EarthWise Pet invested in its grooming services by literally meeting pet owners where they are. “We launched our mobile grooming efforts late last year and have already sold out 144 territories across the US,” Seitz said. 

Anticipating Future Endeavors 

“The pet industry has always shown resilience, and I believe that will continue into 2026 and beyond,” Tenzer said. “The market today is split between mass, price-focused retailers and a specialty segment that is, in many ways, becoming less special. The winners in the industry will be those who stand out with an experience led by a caring team of passionate pet professionals. At Petsense by Tractor Supply, we continue to invest in our Team Members because they earn the trust of our customers every day, often interacting with their pets more frequently than a veterinarian.” 

“2026 will be a tough year for chains and businesses that don’t have a self-distribution component or services focus,” Seitz said. “Distribution continues to be problematic, and I believe it will get worse before it gets better.”

The Kahoots team is adopting a pragmatic outlook on the coming year. “We expect 2026 to bring both opportunities and challenges,” Barbiere said. “Pet parents will continue to demand premium, health-focused nutrition and wellness products and services will make up a larger share of spending as preventive care continues to expand. At the same time, convenience will be non-negotiable. Customers will expect seamless integration between in-store and online shopping experiences. For retailers like Kahoots, we believe the leaders will be those who combine authentic community connection and customer service with innovation in services, online shopping and product curation.”

This group of retailers stand out for their resilience during challenging times and their authenticity by staying true to their mission and their reasons for joining pet when times are positive. They are proof that leading with determination, knowledge and a fire in their belly leads to tangible rewards that allow their businesses to grow and thrive for the unforeseeable future.