15 Reasons Your eCommerce Pet Store Has Low Conversions

According to a report, the global pet care market is expected to grow by 7% CAGR until 2032. 

eCommerce pet supply stores give pet owners:

• convenience, 
• more choices,
• product information, 
• price comparisons that make the value clear, and
• a sense of community.

However, not all online stores are seeing the boom and you’re probably in the same dog house (pun totally intended) when it comes to pet eCommerce conversions.

If you’ve seen a dip in your pet store sales and want to change that, your conversion data is the best place to begin looking for answers.

After working with many online pet stores, we are ready to let the cat out of the bag. 

Jump to:

1. Your cart page is not encouraging 

2. You’re not pricing right

3. Your visitors feel overwhelmed by the UX 

4.  You may be out-of-stock too often

5. Your website structure is confusing

6. You’re not making the best of your homepage banners 

7. You’re not creating fun cat-egories 

8. Your pet store lacks personalization 

9. You’re avoiding pawlidays and milestones 

10. Your pet store lacks ‘identity’

11. You’re letting them have trust issues

12. You’re not showing how you give back

13. You don’t have easy browsing history recall set up

14. You’re not segmenting visitors by “concern”

15. You’re not giving them the right discount hooks

How to boost pet store conversion rates - Infographic

15 Common Factors Behind Low Pet eCommerce Conversions

1. Your cart page is not encouraging 

A user-friendly cart page can motivate shoppers to complete their purr-chases.

Here are some tips to apply on your online pet supply store:

Offer relevant cross-selling and upselling suggestions

Based on the items in the customer's cart, recommend complementary products, related accessories, or higher-value items to increase the average order value—this is a CRO hack that'll also support your best marketing strategies for pet products.

Provide access to live chat support

On the cart page, let customers ask questions, get assistance with their order, or address any concerns before proceeding to checkout.

eCommerce pet store example - Mau Pets

See how pet eCommerce website Mau Pets has a very persuasive cart page with easy risk free trials, warranty, and convenient payment plans. 

Further Reading: Why Is Your Conversion Rate Low: Possible Causes + Solutions

2. You’re not pricing right

A study found that:

✅ 63% rely on Google to check prices, 

✅ 24% use price comparison websites or apps, and 

✅ 4% ask family and friends.

Since customers are loss-averse, they are often drawn to sellers with better deals. 

So, if you wish to win the sales, you’ll need to win the price war.

Here’s how to apply pricing strategies on your online pet supply stores:

Price competitively, but don’t sell your product short—ensure your costs are within the industry average. 

Use subscription-based pricing to encourage repeat purchases and customer lifetime value.

Explore points system to retain customers and reward loyal shoppers

Leverage product bundling as one of your pet eCommerce conversion strategies.

eCommerce pet eCommerce conversion example - Pawfy

Pawfy offers subscribe and save cues on the cart page to improve their pet store commerce performance.

3. Your visitors feel overwhelmed by the UX 

The truth is no marketer achieves sustainable success by invading buyers’ privacy or forcing a deal.

Permission-based marketing can be a game changer when you're trying to improve pet eCommerce conversions.

For instance, pop-ups can obstruct customer experience if they are intrusive. 

So, use behavioral triggers and delays (wait time) to ensure customers only see them when they are most likely to act on them. 

eCommerce pet store example - Oh Norman!

See how Oh Norman! has a minimal layout on their homepage, leading to quicker product discovery.

What we love:

• They pitch two deals - bundle and a free shipping progress bar above the header. 
• The header itself has only two main categories, which are repeated again on the CTAs.
• The CTAs use a color distinction to grab attention. 
• There’s a discount teaser which expands to a pop-up when clicked on.

Further Reading: 18 UX hacks to reduce cognitive load in ecommerce

4. You may be out-of-stock too often

Negative customer experience deters return visits and invariably plays with pet eCommerce conversion rate.

About one-third of consumers reported they would consider switching brands after one bad experience, and a typical American will tell 15 people of their poor experience.

Nothing could be more disappointing than shoppers visiting your store only to find out their favorite products are out of stock. 

Here’s how to ensure you don’t run out of stock too often on your online pet supply store:

✅ Track your stock levels regularly to know when to restock

✅ Use inventory management software to streamline your processes

✅ Consider dropping shipping to eliminate the need to hold inventory

✅ Reconcile lost, damaged, or stolen items to gain a true picture of your stock level

✅ Let customers opt-in for email notifications for back-in-stock alerts. 

eCommerce pet store eCommerce example - Oh Norman!

We love how pet eCommerce brand Oh Norman! has a pre-order feature on its product page so the store can gauge demand and plan accordingly.  

5. Your website structure is confusing

Most shoppers crave immediacy. 

A study found that the average human span fell from 12 seconds in the last two decades to about eight seconds today. 

So, you have less time to make an impactful first impression.

Here are some tips to create a better UX on pet supply stores:

Get buyers to product pages faster with drop-down menus.

Make it easier for pet owners to shop through sub-categories so that they land on products in less than 3 clicks.

Use the site search to 3X your pet store’s conversion rate. 

A study found that 43% of online shoppers go straight to the search box and are two or three times more likely to convert.

The site search feature helps shoppers in product discovery match product search intent without wasting time browsing through subpages. 

Make it easy for pet owners to shop for their favorite brand.

Nearly nine in ten surveyed pet owners in the US said they often looked for certain brands when buying pet supplies, such as food or toys. 

The report also found that U.S. consumers are slightly more likely to be brand loyal on behalf of their pets. 

So, display industry favorites to ace pet eCommerce conversions.

You can streamline this experience by adding a ‘Featured Brands” or “Best Sellers” section on the homepage to make navigation easy.

Further Reading: eCommerce Navigation Best Practices For 2025

6. You’re not making the best of your homepage banners 

Your homepage banners are the best place to 

✅ introduce your pet store offerings, 

✅ help shoppers discover your products, and

✅ convince shoppers to buy.

Here are some ideas to try on homepage banners on your pet supply stores:

a) Offer exclusive deals, sneak peeks, or early access to new products through your homepage banners. 

This creates a feeling of exclusivity and encourages first-time visitors to act quickly to take advantage of the opportunity.

b) Include customer testimonials, reviews, or user-generated content in your homepage banners.

Seeing positive experiences from real customers can persuade first-time visitors to take action.    

c) Create banners that leverage scarcity and FOMO to drive urgency and compel action. 

Limited stock, countdown timers, or phrases like "Don't Miss Out!" can motivate visitors to purchase.

eCommerce pet store example - Care-A-Lot Pet Supply homepage banners

We love how Care-A-Lot highlights how they are the ‘local’ pet supply store through their homepage banner. 

If your pet store serves customers in different regions or countries, then customize banners with localized messaging, images, or offers to better resonate with your local audiences.

7. You’re not creating fun cat-egories 

When it comes to product categories, online pet stores can tap into their wittier persona.   

Here are some category hooks to try on your pet supply stores:

• Pawsitively Purrfect Supplies
• Tail-Wagging Treats and Snacks
• Top Picks for Happy Pets
• Discover What's New for Your Furry Friends

Some tips to remember to amplify your pet eCommerce conversion strategies:

✅ Organize categories in a logical hierarchy that mirrors how customers think about pet products. 

Start with broad categories and then drill down into more specific subcategories to help visitors navigate the site efficiently.

✅ Avoid overwhelming visitors with too many categories and subcategories. 

Keep the number of categories manageable and consolidate similar products under broader categories to simplify navigation.

eCommerce pet store example - Zigly

We love how Zigly combines its categories with adorable pictures of pets and a colorful layout to make it more engaging, naturally attracting pet eCommerce conversions.

8. Your pet store lacks personalization 

Pet owners often impulse-buy toys or accessories. 

So take advantage of it through the right pet conversion rate efforts.

Here are some tips to boost sales through targeted recommendations on your pet supply stores:

Analyze customers' purchase history to recommend products that are relevant to their past purchases. 

For example, if a customer frequently buys cat toys, you can suggest new cat toys or related accessories.

Use personalized recommendations to cross-sell complementary products or upsell higher-value items. 

For instance, if a customer adds a pet bed to their cart, you can recommend matching accessories.

Provide personalized gift recommendations for customers shopping for friends or family members with pets. 

Offer gift guides or curated collections based on the recipient's pet type, personality, or special occasions such as birthdays or holidays.

eCommerce pet store example - Pawfy

We love how top online pet store Pawfy has created a short product recommendation quiz that entices shoppers with a ‘10% off’’ discount.  

Further Reading: 31 Brilliant Examples of eCommerce Personalization

9. You’re avoiding pawlidays and milestones 

Like with all online shopping, consumers expect discounts during the holiday season. 

So don’t fail to promote seasonal offers from the year’s busiest shopping activities. 

Here are some tips to boost sales for your pet supply store (especially during holidays and peak season):

Curate a selection of holiday-themed pet products or create exclusive or limited edition holiday-themed products for pets, such as festive sweaters, toys, or treats. 

Partner with local animal shelters or rescue organizations and run adoption-themed campaigns, offer discounts on adoption fees or donate a portion of sales to support pet adoption efforts.

Collaborate with pet influencers or social media personalities to promote your holiday products or campaigns to reach a wider audience and increase brand visibility.

eCommerce pet eCommerce store example - Petco

See how Petco celebrated National Pet Day with an easy-to-apply discount code for selected products. 

10. Your pet store lacks ‘identity’

When it comes to eCommerce pet stores, there are more opportunities to be creative than in other industries. 

Genuine marketing is a huge hit with your target audiences. 

Pet owners connect more with brands that really understand how it feels to have pets and what is involved in the day-to-day realities.  

So, don’t be afraid to show your stories—in fact, building brand loyalty for pet products often requires this.

It’ll help to be more relevant and add to your brand’s identity. 

eCommerce pet store example - Dog & Co.

We ❤️ how pet eCommerce website Dog & Co. includes their dogs and cats as a part of their teams, even showing them working behind the scenes. 

The brand also encourages shoppers to visit their physical store to meet their pawsome team.  

Even their Instagram is a pet lover’s page so shoppers are more than happy to follow and engage:

Further Reading: 41 Marketing Ideas For Online Pet Stores (With Examples)

11. You’re letting them have trust issues

Pet owners are quick to bounce if your store looks untrustworthy.

They are also very vocal and involved in communities relevant to their pets. 

So, it’s important to establish trust through your eCommerce pet store. 

Here are some tips for your pet supply store:

Add a blog to your store.

Publish helpful and non-sales content to build authority and position your brand as an industry expert.

Integrate UGC.

Request your customers to tag your brand on social media and share positive reviews in your social campaigns.

eCommerce pet store example - Petsmart

We love how Petsmart has optimized its reviews section that summarizes both positive and critical reviews. 

This way shoppers can get a transparent view of the product’s genuine offerings. 

12. You're not showing how you give back

Pet owners relate more with conscious brands, which in turn reflect better pet eCommerce conversions.

They want to know that your pet eCommerce brand is as involved in the community as they are. 

Highlight your partnerships with animal welfare organizations, shelters, or rescue groups. 

Showcase how your store collaborations whether through donations, sponsorship, volunteer work, or adoption events.

You can also create special product collections where a portion of the proceeds goes directly to the charity. 

eCommerce pet eCommerce conversion example - Chewy 

See how Chewy has a whole landing page focusing on their conscious efforts. 

13. You don’t have easy browsing history recall set up

Pet eCommerce websites can be crammed spaces. 

Add to that the fact that the shopper is likely looking for something super-specific. 

Pet store conversion rates often suffer because shoppers don’t find it easy to re-view what they’ve browsed on a store before—unless of course they’re part of the growing email list. 

Here’s what you can do differently on your pet supply store:

Use persistent session cookies to show “top browsed” across devices. 

This can be a highly integrated experience for the shopper, and can even lead to better pet eCommerce conversion rates.

Feature a horizontally scrollable “browsed recently” carousel across high intent pages.

This eases the shopping experience especially for comparison shoppers and those who’re approaching the BoFu stage. 

Pet eCommerce conversion example - Healthy Pets

Top pet store Healthy Pets maintains a horizontal carousel across the session for shoppers to quickly refer and buy as needed:

14. You’re not segmenting visitors by “concern”

If you’re really serious about pet conversion rate optimization, you’d want to take your session data very seriously. 

And that means you’ll have to look at real-time customer segmentation that enriches your CRO efforts in the long run. 

Here’ where segmenting visitors by “concern” comes into the picture:

Do it through a quiz (or even multiple of them, if you run many categories).

And make sure to feature an attention-worthy call-out that catches shoppers on their tracks. 

Improve the way you filter across category pages.

Move beyond simplistic filters and make space for filters like “Weight Management,” “Skin Health” and “Picky Eater.”

Pet eCommerce store example - Pet Cultures

To drive pet conversion rates while collecting segmenting data across sessions, top dog supplement brand Pet Cultures features segmented sub-categories that also make room for common concerns:

15. You’re not giving them the right discount hooks

It’s a given that pet shoppers want discounts, but confuse them with too many, and you’ll end up creating choice paralysis for them. 

You pet conversion rate depends heavily on the way your shoppers perceive discounts,and that’s why you have to:

Create distinctions between year-round and seasonal discounts. 

Whether you run flash sales every month or declare season-end clearance, highlight what’s most important at any given time. 

A/B test between different discount formats. 

This will help you see whether discounts are working better through long-term approaches like a loyalty program or time-based strategies like limited-time flash sales. 

Pet eCommerce conversion example - Wag N Wash

Top pet eCommerce store Wag N Wash creates sections on their website that cater to “interests” and “preferences” of their target audience—for example, those who’re specifically interested in saving on food, which factors in a large audience who’d be interested in converting:

Boost Your eCommerce Pet Store Conversions

Here's a snapshot infographic to share with your team to improve pet supply store conversion rates.

Which trends are defining pet eCommerce conversion rates?

As the whole eCommerce landscape becomes mottled with expectations around personalization and autoship features, pet eCommerce conversions too are seeing some trends lead the way:

👉 First party data and personalization: It’s all about consent first, followed by deeper engagement, which finally leads to improved pet eCommerce conversions - data collected through consent also ensures heightened personalization.

👉 “Humanization of pets”: This is a phenomenon where more pet owners are wanting to extend the same kind of nutritional and medical care to their pets, as they would to fellow humans they love - as a result pet eCommerce websites are offering more critical content and stocking products across more niche concerns.

👉 AI-based features: Be it instant health screening tools or food recommendations through a quiz, AI is helping pet eCommerce brands bridge the gap between customer concerns and immediate technical support. 

👉 Rise of subscription services: Tied closely with personalization, subscription services are ensuring pet owners relax around specific food requirements and medicine supply needs, opening up a huge possibility to better profit margins for pet brands.

👉 Tiktok driving more sales than ever: Whether it’s pet eCommerce brands selling grooming products or enrichment accessories, TikTok has become THE marketing channel for such brands to optimize conversions through user generated content and influencer partnerships.

Recommended Reading: 51 Marketing Ideas For Online Pet Stores (With Examples)

2X Your Pet eCommerce Conversions

98% of visitors who visit a pet eCommerce site—drop off without buying anything.

Why: user experience issues that cause friction for visitors.

And this is the problem Convertcart solves.

We've helped 500+ eCommerce stores (in the US) improve user experience—and 2X their conversions.

Our conversion experts can audit your site—identify UX issues, and suggest changes to improve conversions.