Retail Channel Monthly $ Update – July Final & August Advance

In May 2020, the Retail market began its recovery after hitting bottom in April. The road back has been long and complex and Consumer spending behavior continues to evolve. Now, the virus is resurging so we will continue to track the impact on the recovery of the retail marketplace with data from two reports provided by the U.S. Census Bureau.

The Reports are the Monthly Retail Sales Report and the Advance Retail Sales Report. Both are derived from sales data gathered from retailers across the U.S. and are published monthly at the same time. The Advance Report has a smaller sample size so it can be published quickly – about 2 weeks after month end. The Monthly Final Report includes data from all respondents, so it takes longer to compile the data – about 6 weeks. Although the sample size for the Advance report is smaller, the results over the years have proven it to be statistically accurate with the final monthly reports. The biggest difference is that the full sample in the Final report allows us to “drill” a little deeper into the retail channels.

We will begin with the Final Retail Report for July and then move to the Advance Retail Report for August. Remember, the retail impact of the pandemic began in March 2020, peaked in April, then recovery started in May. We will compare 2021 to both 2020 and 2019 to document the progress that the retail market has made towards a full recovery.

Both reports include the following:

  • Total Retail, Restaurants, Auto, Gas Stations and Relevant Retail (removing Restaurants, Auto and Gas)
  • Individual Channel Data – This will be more detailed in the “Final” reports and we fill focus on Pet Relevant Channels

The information will be presented in detailed charts to facilitate visual comparison between groups/channels of:

  • Current Month change – % & $ vs previous month
  • Current Month change – % & $ vs same month in 2020 and 2019
  • Current YTD change – % & $ vs 2020 and 2019
  • Monthly and Year To Date $ will also be shown for each group/channel

First, the July Final. Retail hit bottom in April 2020 but began recovery, hitting record $ in December. $ fell in January & February but they took off in March, setting a new all time $ record. In April $ fell but they rebounded in May to another record high. June & July saw more dips. Here are the major retail groups. (All Data is Actual, Not Seasonally Adjusted)

The final total is $3.3B less than the Advance report projected a month ago. All groups were down slightly. The specifics were: Relevant Retail: -$2.1B; Gas Stations: -$0.2B; Restaurants: -$0.4B; Auto: -$0.5B. Sales vs June were down in all but Gas Stations and Restaurants. Total Retail $ were the 3rd highest month of all time. Total $ales broke $600B for the 1st time in December and has now done it 7 times. Auto still has the strongest recovery and is in fact prospering – annual YTD growth rate since 2019 is +12.8%. Except for the spending dips vs June, for the second consecutive month all groups, including Restaurants, were positive in all other measurements.

Now, let’s see how some Key Pet Relevant channels were doing in July.

  • Overall– 7 of 11 channels were down vs June but all were up vs July 2020 and 10 vs July 2019. In YTD $, all were up vs 2020 and 10 vs 2019. July was the 6th biggest month in history for Relevant Retail.
  • Building Material Stores – Their amazing lift may finally be slowing. The surge came as a result of pandemic spending patterns developed in 2020. Consumers began focusing on their homes. Their Spring lift has slowed in 2021 but Building and Farm stores are still going strong. Sporting Goods stores have a similar spending pattern. Sales took off in May 2020, hit a record peak in December and continued strong into 2021, peaking in March. July $ fell slightly from June. However, YTD they are +49.6% vs 2019. That’s an Annual Growth Rate of 22.3%!
  • Food & Drug – Supermarkets were +$77.7B in 2020. $ are up vs June but YTD are on par with the 2020 binge. They are still up 15.8% vs July 2019 and 14% vs YTD 2019. Drug Stores were +$17B (+5.7%) for 2020. They had a record March. Sales have fallen since then. However, all other measurements are positive and YTD $ are +7.2%.
  • General Merchandise Stores – $ in all channels fell in Jan & Feb then spiked in March. In April, sales in all but $ stores declined but they bounced back in May. In June sales dipped for again for all. In July $ Stores dipped again but along with Clubs/SuperCtrs they are leading the way with a combined growth rate of +8.6%. These channels promote value. Their success reinforces its importance to consumers. Disc. Dept Strs are also back in the game.
  • Office, Gift & Souvenir Stores– $ increased slightly from June and were +25% vs July 2020. The pandemic hit them hard. They are still down vs 2019 – monthly and YTD. Recovery is a long way off, but things are improving.
  • Internet/Mail Order – Their $ fell slightly in July but the pandemic continues to foster this channel’s growth. In July of 2019, their YTD growth was +14.0%. Now, their avg growth rate is +19.6% – a 40.0% increase.
  • A/O Miscellaneous – This is a group of small to midsized specialty retailers – chains and independents. It includes Florists, Art Stores and Pet Stores (22>24% of total $). Pet Stores were usually essential, but most stores were not. In May 2020 they began their recovery. Their 2020 total sales were up +11.6%. Their July $ were down slightly from June but still #3 of all time. YTD sales are +28.2% vs 2020 and +39.5% vs 2019. Very strong!

Relevant Retail began recovery in May and reached a record level in December. $ fell in Jan & Feb, turned up again in March and began a monthly up/down rollercoaster. July $ are down but virtually all channels are showing growth. The key drivers are the Internet, SuperCtrs/Clubs/$ Stores and Hdwe/Farm. Now, the Advance numbers for August.

2020 was a memorable year for both its traumas and triumphs. In April & May we experienced the 2 biggest retail spending drops in history, but the problems actually began in March. Retail sales began to recover in June and in October, YTD Total Retail turned positive for the 1st time since February. In December, Total Retail broke the $600B barrier – a historic first. Sales fell from their December peak in both January and February but still set monthly sales records. Then they took off again in March, setting a new monthly sales record of $633B. April sales were down slightly but they took off again in May to set yet another spending record, $643.1B. June>August $ fell but August was still the 5th biggest $ month in history. Auto, Gas Stations and Restaurants were down from July, but all the major groups were positive in all other measurements for the third straight month. Some other areas of the economy are still suffering, some spending behavior has changed, and inflation has become a factor in some increases. However, consumers continue to spend “big bucks”, especially in Relevant Retail, and the overall Retail marketplace continues its strong recovery.

Total Retail – In March, Total Retail hit $633.1B, a record for the most spending in any month in any year. In April, $ales dipped to $625.5B but were still $218.3B more than April 2020 – a record increase that was more than double the size of last year’s record drop. In May, sales set another new record, $643.1B. June>August sales dipped slightly but August was $629.1B, the 5th biggest month in history. Moreover, the current YTD average annual sales growth rate since 2019 is 9.0%, the highest ever in records going back to 1992. Total Retail has not just recovered. It is stronger than ever.

Restaurants – This group has no negative measurements vs 2020 or 2019 for 3 straight months. Last February YTD sales were up 8.1% vs 2019. The Pandemic changed that. Restaurants started to close or cease in person dining in March and sales fell -$33.3B (-52.5%) compared to March 2019. Sales bottomed out in April at $30.1, the lowest April sales since 2003. Sales started to slowly increase in May but never reached a level higher than 88% compared to the previous year. 2021 started off slowly. Through February, YTD sales were down -16.7% from pre-pandemic 2020 and -10.0% from 2019. In March sales took off and grew steadily from April Through July. Sales dipped slightly in August but were still strong vs 2019 & 2020. YTD their $ are plus 30.6% vs 2020 and +3.1% vs 2019. Their recovery is getting stronger.

Auto (Motor Vehicle & Parts Dealers)   – Staying home causes your car to be less of a focus in your life. Sales began to fall in March and hit bottom in April. Auto Dealers began combating this “stay at home” attitude with fantastic deals and a lot of advertising. It worked. They finished 2020 up 1% vs 2019 and have returned to a strong positive pattern in 2021. The “attitude” grew amazingly positive in March and slowed only slightly in April>August as sales exceeded $127B in all 6 months – the 6 biggest months in history. To show how well consumers responded to their campaign you just need to look at the data. This group has exceeded $110B in monthly sales only 15 times in history. 12 of those occurred after the onset of the pandemic.  YTD Avg Annual Growth Since 2019 = +11.8% – the best performance of any big group.

Gas Stations – Gas Station $ales have been a mixed bag. If you drive less, you visit the gas station less often. Sales turned down in March 2020 and reached their low point in April. They moved up but generally stayed about 15% below 2019 levels for the rest of 2020. In February they were still behind 2020 in monthly and YTD $ but ahead of 2019 in both measurements. In March, sales skyrocketed and continued to grow in April > July to a record $53.5B. They fell in August but are still +36% from 2020. They have been positive in all measurements vs 2019 & 2020 since March. Their comeback continues but there is another factor that must be considered – inflation. Gas prices can be pretty volatile. They dipped in the first 2 months of the pandemic but then returned to more normal levels for the balance of 2020. They began strongly inflating in 2021. In fact, the August 2021 prices were 42.7% above 2020. That means that the 36.2% year over year $ lift in August was actually a decrease in the amount of gas sold. YTD Annual Avg Growth Rate Since 2019 = +4.5%

Relevant Retail – Less Auto, Gas and Restaurants – This is what we consider the “core” of U.S. retail and has traditionally accounted for about 60% of Total Retail Spending. When you look at the individual channels in this group, you see a variety of results due to many factors – non-essential closures, binge buying, online shopping and a consumer focus on “home”. However, overall, April 2020 was the only month in which spending in this group was down vs 2019. Monthly $ales exceeded $400B for the first time ever in December ($407B). They finished 2020 up $260B, +7.1%. Their performance was the only reason that Total Retail was able to finish 2020 with positive numbers, +0.5%. Sales fell in January and February but set monthly records. In March they turned sharply up and then down in April. They bounced back in May then fell in June & July. In August sales rose again and it was the 5th largest month on record. We should also note that that while December 2020 is still #1, March > August are six of the eight highest $ months of all time. The Relevant Retail Market has exceeded $366B in monthly sales 8 tImes in history. 7 of those have occurred since the onset of the pandemic. It is also very important that the Relevant Retail group has posted positive numbers versus last year and YTD for every month since April 2020 and their average YTD growth rate since 2019 now stands at +10.1%. In August Department Stores “got on board” so all channels are now positive in all measurements vs both 2020 and 2019. However, the primary drivers throughout the pandemic were and continue to be Nonstore, Grocery, SuperCenters/Clubs/$ Stores plus an exceptionally long 2020 “spring lift” from Hardware/Farm and Sporting Goods.

Now let’s look at what is happening in the individual retail channels to see where the $ are coming from. August $ were up slightly from July but none of the increases were “off the charts”. However, it was still the 5th largest month in history for Relevant Retail outlets. The groups are less defined than in the Final Monthly reports and we will look across the whole market, not just pet relevant outlets.

Sales in only 4 of 13 channels were down vs July but all were up vs August 2020, vs August 2019 and YTD vs 2020 and 2019. (Relevant Retail YTD Avg Annual Growth Rate since 2019 = +10.1%)

After hitting bottom in April 2020, Relevant Retail has now beaten the previous year’s $ for 16 consecutive months. The group set an all-time record of $407B in December and finished 2020 +$260B vs 2019. 2021 started strong, with record sales in every month. March > August were 6 of the 8 biggest of all time. Essential channels are still the primary drivers:

  • Nonstore Retailers – The biggest driver. Online shopping continues to grow in # of households and in $.
  • Food & Beverage – Grocery– Restaurant $ are improving but consumers continue to eat & drink more at home.
  • Bldg Materials/Garden/Farm– Their “Spring” lift may be ending but consumers are still focused on their homes.
  • SuperCtrs/Club/Value/$ Strs – They kept the GM channel strongly positive. Value is still a big consumer priority.

Regarding the Individual Large Channels (Includes YTD Avg Annual Growth Rate since 2019)

General Merchandise Stores – Sales rose in August and all other numbers are positive. Even Department Stores $ are now finally all positive. After dipping to +7.5% in February, the growth rate by Club/SuperCtr/$ stores has remained near the current 8.5%. These stores are still the key to this channel.

  • YTD Avg Annual Growth: All GM = +7.1%; Dept Stores = +0.4%; Club/SuprCtr/$ = +8.5%

Food and Beverage, plus Health & Personal Care Stores – Sales in Grocery were down in March>May from 2020 – No surprise, as these were 2020 binge months. In June>August they beat 2020 $. The Health, Personal Care group finished 2020 at +1.8%. 2021 has started even better. August was up +0.4% and YTD they are +10.1% vs 2020 and 2019.

  • YTD Avg Annual Growth: Grocery = +6.8%; Health/Drug Stores = +4.9%

Clothing and Accessories; Electronic & Appliances; Home Furnishings – March > August have been spectacular for all these channels. The increase in Clothing vs August 2020 was not “off the chart” but was still +36.6%. All of these groups were up vs July and they remained positive in all measurements vs 2020 or 2019 for the 6th consecutive month.

  • YTD Avg Annual Growth: Clothing = +4.7%; Electronic/Appliance = +3.5%; Furniture = +10.3%

Building Material, Farm & Garden & Hardware – Their Spring lift began on time in 2020 but may be finally slowing. They have greatly benefited from consumers focusing on their home needs. They finished 2020 +53B (+13.8%). Sales took off in March, set a record in April then trended down May > August. They are still +15.4% YTD. Avg Annual Growth = +13.6%

Sporting Goods, Hobby and Book Stores – Book & Hobby stores are open but Sporting Goods stores have driven the lift in this group. Consumers turned their attention to personal recreation and sales in Sporting Goods outlets took off. The group ended 2020 +5.5% vs 2019. The growth accelerated in 2021. January > August set monthly records and August was the 2nd biggest month in history. August YTD they are +36.1% vs 2020. Avg Annual Growth = +17.0%

All Miscellaneous Stores – Pet Stores were deemed essential but most other stores were not, so closures hit this group particularly hard. Sales hit bottom at -$3.8B in April then began to rebound. They finished with a strong December and ended 2020 -$1.0B, -0.7%. In March sales took off and reached the $14+B level in May and they have stayed there. Sales fell -2.0% in August but their YTD sales are now 28.4% above 2020 and 25.0% more than 2019. Their recovery has become very real. YTD Avg Annual Growth = +11.8% (4th Best)

NonStore Retailers – 90% of the volume of this group comes from Internet/Mail Order/TV. The pandemic accelerated the movement to online retail. In February 2020 NonStore $ were +8.6% YTD. In December monthly sales exceeded $100B for the 1st time. They ended 2020 at +21.4%, +$162.9B. This was 63% of the total $ increase for Relevant Retail Channels. Their 2020 performance far exceeded their 12.9% increase in 2019 and every month in 2021 has produced record $. August was +5.9% vs July and +10.6% vs 2020. Their YTD $ are +15.7%. YTD Avg Annual Growth = +17.8%

Note: Almost without exception, online sales by brick ‘n mortar retailers are recorded with their regular store sales.

Recap – 2020 was quite a year. April & May had the 2 biggest year over year sales decreases in history while December sales broke $600B for the first time. 2021 may become even more memorable. March>August became the 6 biggest $ales months in history with the 6 largest year over year monthly sales increases ever. The total increase was +$783B, which totally dwarfs the -$174B decrease from March>May 2020 which caused so much concern. At yearend 2020, Restaurants and Gas Stations were still struggling but Auto had largely recovered. Relevant retail had segments that also struggled but overall, they led the way for Total Spending to finish the year +0.5% vs 2019. 2021 has grown even more positive. In June > August all major groups are positive vs both 2020 and 2019. The details show that the recovery in Relevant retail has become real for virtually all channels and monthly sales continue to set records. Retail has recovered and so far the resurgence of COVID has not negatively impacted Retail. We’ll keep checking.


2020 Top 100 U.S. Retailers – Sales: $2.4 Trillion, Up 8.5% – 152,931 Stores with Pet Products……plus the Internet!

The U.S. Retail market reached $6.22 Trillion in 2020 from all channels – Auto Dealers, Supermarkets, Restaurants, Online retailers and even Pet Stores. Due to the pandemic, this year’s increase of $30B (+0.5%) was far below last year’s increase of $216B (+3.6%). The Total Retail Market was massively negatively impacted by COVID related closures and restrictions and only eked out a positive number because of increased spending in the Relevant Retail Segment. (Data courtesy of the Census Bureau’s monthly retail trade report.)

In this report we will focus on the top 100 Retailers in the U.S. Market. The base data on the Top 100 comes from Kantar Research and was published by the National Retail Federation (NRF). The criteria for inclusion was changed for 2020 as Restaurants were removed from the list. Along with 15 restaurants, 3 other retailers from 2019 didn’t make the 2020 list. In order to make more valid comparisons between 2020 and 2019, I used the data to create a revised “Restaurant Free” 2019 list. The Top 100 are the retail elite and account for 39% of the total market. The vast majority also stock and sell a lot of Pet Products. Let’s get started. The report does contain a lot of data, but we’ll break it up into smaller pieces to make it more digestible.

We’ll begin with an overview:

  • The total Retail Market only grew $30B in 2020 (+0.5%) It was $216B (+3.6%) in 2019, +4.9% in 2018 and +4.3% in 2017. You can clearly see the impact of the pandemic on the Total Retail Marketplace.
    • The Top 100 grew $190B (+8.5%) – almost double last year’s +4.5% and radically better than the total market.
    • The Top 100 generates $2.4 Trillion in revenue, 39.1% of the total U.S. retail market – 8% more than 2019.
  • Let’s make the data a bit more relevant. If you remove the revenue from Auto, Restaurant and Gas Stations, the “targeted” retail market for the Pet Industry is $4.0 Trillion – 64.6% of the total market. By the way, the gain in share is due to the loss of revenue in Restaurants and Gas Stations.
    • If we also remove Restaurant & Gas Station $ from the Top 100, the remaining $2.4T is 38.8% of the total market.
    • … and 60.1% of the $4.0 Trillion “target” market.

The Top 100 generally outperforms the overall market. In 2020 the difference in performance was significant. The big lift was driven by the Top 100 targeted retail group, less gas stations. Remember, the Top 100 is really a contest. Companies drop out and new ones are added. This can be the result of mergers, acquisitions or simply surging or slumping sales. In 2020 in addition to 15 restaurants being removed, 3 companies dropped out due to a big drop in sales:

  • Ascena Retail Group
  • Saks/Lord & Taylor
  • Nieman Marcus

These companies are Apparel or Department Stores. Companies in both these groups generally fell in rank in 2020.

18 Companies were added to the top 100. Grocery – Supermarkets (9) and Convenience (2) led the way, along with:

  • Pet Store
  • Musical Instrument Store
  • Electronics Store
  • Auto Parts Store
  • Apparel Stores (2)
  • Alcoholic Beverage Store

Now let’s start “drilling down” into the specifics of the 2020 Top 100. First, let’s take Gas Stations out of the mix. Here’s a summary of Regular and Online Retailers versus Gas Stations.

For Gas Stations, you can see that their share of stores (5.5%) is significantly higher than their share of sales (0.6%). The impact of the pandemic on Gas Stations is very apparent as even these 3 biggest chains lost ground in $ and stores.

The impact on regular retailers was more complex. Their sales were up $191B (8.6%) while store count fell -0.2%.

  • 71 Retailers gained +$244.7B (+12.5%) in sales and +0.8%in stores.
  • 26 Retailers lost -$54.1B (-20.4%) in sales and -4.7% in stores.

Now that we have an overview of the Top 100, let’s take a look at the “targeted” retailer segment. There are 97 total companies. How many are buying and selling Pet Products? This will reinforce how Pets have become an integral part of the American Household and how fierce that the competition for the Pet Parents’ $ has become.

  • Of 97 companies, 81 are selling some Pet Products in stores and/or online – up from 69 in the 2019 list w/restaurants
    • Their Total Retail Sales of all products is $2.30 Trillion which is…
      • 95.4% of the total business for Regular & Online Retailers in the Top 100
      • 37.0% of the Total Retail market and 57.3% of Relevant Retail – from 81 Companies who sell Pet Products.
    • 69 Cos., with $2.16T sales sell pet products off the retail shelf in 152,931 stores – 600 more than they had in 2019.
      • As you can see by the growth in both sales and store count, “in store” is still the best way to sell pet.
    • Online only is another story and the story gets complicated.
      • Amazon includes Whole Foods, which has stores so the Amazon $ are in the “Pet in Store” numbers.
      • Retailers who only sell pet online are losing market share and closing stores. However, internet only retailers, like Wayfair are showing strong growth.
    • Obviously, not selling pet products is not the best way to go as this group was down in sales and especially in stores.

Pet products are an integral part of the strongest retailers and are widespread across the entire U.S. marketplace. Of the Top 100, 152,900 stores carry at least some pet items at retail. There are thousands of additional “pet” outlets including 15,000 Grocery Stores, 9,000 Pet Stores, 16,000 Vet Clinics, 5,000 Pet Services businesses and more. Pet Products are on the shelf in over 200,000 U.S. brick ‘n mortar stores… plus the internet.

Before we analyze the whole list in greater detail let’s take a quick look at the Top 10 retailers in the U.S.

  • They did $1.43 Trillion in Sales
    • 58.9% of Top 100 $ales
    • 23.0% of Total U.S. Retail $
  • 2 up, 3 down in rank; (Group is unchanged since 2015)
  • Sales are up for all. Amazon leads the way…again.
  • Store count is down 360, (-1.0%)

In the next section we will look at the detailed list of the top 100. We’ll sort it by retail channel with subtotals in key columns. We’ll then break it into smaller sections for comments.

I have not done a lot of highlighting however:

  • Pet Columns ’20 & ‘19 – a “1” with an orange highlight indicates that products are only sold online
  • Rank Columns – “Red” 2019 column is my revised 2019 list w/o restaurants. “Yellow” 2019 is the original 2019 rank with restaurants. 2020 changes in rank from the “Red” 2019 list are highlighted as follows:
    • Up 4-5 spots = Lt Blue; Up 6 or more = Green
    • Down 4-5 Spots = Yellow; Down 6 or more = Pink

Let’s get started. Remember online sales are included in the sales of all companies


  • After a number of acquisitions over several years, Drug is still in turmoil. Now we are seeing a growing number of closures of unproductive stores. However, sales are still growing. They are still “essential” outlets.
  • The decline of the Traditional Department store segment was accelerated by the pandemic. Sales were down -29.9% and stores -8.7%. Although all carry a few pet items, often online, this channel has never fully embraced Pet Products.
    • Sears demise is just getting closer.
    • Saks sold Lord & Taylor in November 2019 and fell off the list as did Neiman Marcus.
  • Much of the growth in the Convenience Store Chains in the Top 100 in recent years has come through acquisitions. There were no major acquisitions, but 2 chains were added to the revised list. Overall, $ and stores are +1.0%.
  • Military Exchanges/Commissaries have added locations in recent years, which fueled the growth in sales. In 2017 they began reducing the number of Army/AF Exchanges. By 2019 this policy had spread to all military groups. In 2020 the number of stores stabilized but sales were up for all outlets and 3.0% overall.
  • Alcoholic Beverage stores make their first appearance in the Top 100 – probably due to more at home dining.
  • Auto Parts Stores accelerated their $ growth from 5.5% to 8.4% and added a new chain, Advance Auto. All chains but Advance also increased their stores for a net gain of 250 (+1.5%)
  • In Apparel, Ascena dropped out, but Lululemon and American Eagle were added. These stores were nonessential, so sales and rank fell for virtually all and $ were -15.8% for the channel. Store count was mixed but down -1.6% overall.


  • Electronics/Entertainment was up 17.6% in sales but down -6.4% in stores which reflects the pandemic influence.
    • Amazon growth accelerated in the pandemic from 20.9% in 2019 to 33.7%. With the acquisition of Whole Foods in 2017 they also have a small but growing brick ‘n mortar presence in the market.
    • Only Verizon and Gamestop declined in $ and lost significant rank. Dell Technologies was added to the group.
  • Signet Jewelry’s sales were down -12.5%. Their decline began in 2017 but was radically increased by COVID.
  • Mass Merchants have 3 of the 7 largest volume retailers in America – Wal-Mart, Costco and Target. In recent years, Wal-mart & Costco have driven the growth in this channel. In 2020, the lift was strong across the board, +10.4%.
    • Wal-Mart had a 8.7% increase in sales which is triple last year’s 2.6%. Their SuperCenter business was essential, so store sales increased, and their online sales took off. However, “regular” Discount Department Stores are losing market share. This impacts both Wal-Mart and Target so many outlets are adding more fresh groceries.
    • Target posted a 4th consecutive sales increase in 2020, +19.8%, the largest in the string and for the entire group.
    • Costco had another +9.3% increase. New store growth slowed but the $ are increasing, both in store and online.
    • BJ’s sales were up +17.0%, the 3rd consecutive increase after a string of annual declines from 2013 to 2017.
    • Meijer had +10.6% growth in sales and increased their store count by 3.2% in 2020.
  • Consumers’ thoughts turned to their homes in the pandemic. This was very apparent as Home Improvement & Hardware companies increased sales by +20.2%. The big guys, Lowe’s, Home Depot & Ace led the way but only True Value had decreased sales or store count.
  • Like 2018 & 2019, all Home Goods Companies but Bed Bath & Beyond increased sales. They also drove down store count. Sales were up 10.1%, but it was again driven by Wayfair, +$4.1B (+54.6%) who now ranks #35, up 19 from 2019.
  • Tractor Supply $ skyrocketed, +26.8%, triple their average rate of +8.3% since 2013. They also increased stores +4.1%.
  • Hobby & Crafts stores $ were down -4.8%, due to Hobby Lobby and down -0.3% in stores due to Michael’s.


  • Supermarkets – $483B in Sales; 24 Companies; With 23 Selling Pet Products in 17,000 stores. This is a very important group for the Pet Industry. With the highest frequency of consumer visits of any channel, the competition is fierce. The mergers and acquisitions have slowed. All companies but Southeastern showed increased sales, most in double digit %. Southeastern Grocers filed for bankruptcy in 2018. Store closures and reduced sales continue.
    • Overall sales were up $46.4B (+10.6%) while store count fell slightly, -0.1%
  • Small Format Value Stores: These stores offer both value and convenience – great consumer appeal in a pandemic.
    • All companies increased sales and store count. Overall $ales were up $8.7B (+15.5%) and stores were +4.0%.
    • Dollar General continues to lead the way in growth, Sales +21.6%, Stores +6.0%.
    • Dollar Tree growth in sales and stores more than doubled 2019 but still lags behind Dollar General.
    • Big Lots had small growth in stores but a 16.4% increase in sales, for 2 consecutive years of increases.
  • Pet Stores, as essential retailers showed strong growth in 2020. Sales were up $1.8B (+10.8%) and the number of stores grew by 3.8
    • After the acquisition of Chewy in 2017, PetSmart’s sales registered a huge increase. In 2020 Chewy undoubtedly produced a substantial amount of the $ growth as consumers increased online shopping.
    • Petco qualified for the Top 100 for the first time in 2016. They hung on in 2017 but didn’t make the cut in 2018 & 2019. In the 2020 restaurant free list and with a pandemic surge in sales, they came back strong at #75. It is also important to note that they had a 5.6% increase in stores.
  • Office Supply Stores – This channel continues its decline as Consumers accelerated their move to online ordering.
  • Sporting Goods – This group also benefited in the pandemic as consumers turned their attention to personal recreation. 2 companies closed a few stores and 1 had no change but all increased sales with overall growth of $2.3B (+9.3%). By the way, the largest company, Dick’s Sporting Goods opened enough stores to push the group to +0.1%.

Gas Stations and the Totals

Gas Station Observations

Although gas stations aren’t relevant in terms of Pet Products Sales, they are relevant in our daily lives.

  • Falling gas prices in 2019 flattened the revenue growth of the total Gas Station Channel. The Top 100 Gas Station sales and stores were both up that year only because Speedway acquired Andeavor Brands with their 3200+ outlets.
  • 2020 brought the pandemic and gas usage plummeted. The big chains outperformed the overall channel, but all closed some outlets and had decreased sales.
  • In 2021 recovery began, prices inflated and 7 Eleven bought Speedway. We’ll see the impact on the Top 100 in 2021.

Wrapping it up!

The Top 100 became the Top 100 by producing big sales numbers and their performance, except for 2018, has usually exceeded the overall market. In 2019 things returned to “normal”, +4.5% for the Top 100 vs +3.6% for Total Retail. Normal went away in 2020 with the onset of the pandemic. Restaurants and Gas Stations were hit hard by closures and consumers’ stay at home attitude. The impact on regular retailers varied widely. Essential outlets like Grocery, Supercenters/Clubs and $ Stores prospered. Retail channels like Hardware, Farm and Sporting Goods stores also benefited as consumers focused their attention on “home”. Of course, sales from internet retailers exploded and we can’t forget Pet Stores. Consumers spent more time with their pets and adopted more. This drove up product sales. The non-essential stores were a different story entirely. Department Stores, Office Supply, Apparel and Jewelry stores were hit hard. All but Apparel had been trending down for years, but the pandemic accelerated their slide.

The pandemic also caused a change in methodology for choosing the Top 100 as restaurants are now excluded from the list. Using available data, I took it upon myself to generate a revised “restaurant free” 2019 Top 100 to allow more valid comparisons between the two. This “relevant retail” Top 100 grew $191B (+8.6%) in 2020 and has been a major factor in the ongoing recovery of the U.S. Retail Marketplace.

Pet Products are an important part of the success of the Top 100. 81 companies on the list sell Pet Products in 152,931 stores and/or online. Let’s look closer at the 69 companies that stock pet products in their stores. This group generated $2.16T in total sales. How much was from pet? Let’s “Do the math”. If we take out the $18B done by PetSmart & Petco, and the remaining companies generated only 1.7% of their sales from Pet, we’re looking at $36.4B in Pet Products sales from only 67 “non-pet” sources! (Note: The 1.7% share for Pet is a low-end estimate based on data from the Economic Census.) The APPA reported $64B in Pet Products sales for 2020. That means 67 mass market retailers accounted for 56.8% of all the Pet Products sold in the U.S. in 2020. Add back Petco & PetSmart/Chewy and the Top 100 did 81.8%.

Pet Products are widespread in the retail marketplace but the $ are concentrated. Regardless of your position in the Pet Industry, monitoring the Top 100 group is important. This group reflects the triumphs, tribulations and ongoing evolution in the retail market – the growing influence of the internet and the importance of Value. The COVID-19 crisis caused turmoil in 2020. 2021 has started strong. We’ll see what changes it brings to the retail market and the Top 100.