PetSmart Q3 2011

PetSmart, Inc. (NASDAQ:PETM) reported strong quarterly earnings yesterday, highlighting increasing store traffic, organic and natural dog food sales, and services revenue.

Total sales in the third quarter increased 8% to $1.5 billion, of which services accounted for $161 million, up 9%. Comparable same-store sales grew 6.1%, based in part on a 2.2% increase in traffic.

High-end dog food brands like Innova, Wellness and Blue Buffalo were key differentiators, bringing in customers and driving sales.

(This is in contrast to Wal-Mart's recent strength in value brand sales. Why? Because about half the dog food market is bought by households making less than $70,000 in annual income, and that half is also growing year-over-year. In fact, strong increases in pet food spending were recently made by households making only $15,000 - $39,000 per year. So it seems there's plenty of room for both value and premium brands to thrive. Check out our pet market research to learn more.)

"Sustained momentum" on exclusive partnerships with Martha Stewart and GNC helped "moved the bar" on proprietary brands from 18 to 22%. In 2012 the company will launch exclusive Toys R' Us pet toys.

The first national television ad campaign for services in a decade was cited as responsible for increases in customer growth, retention and satsifaction for the grooming business.

Pets and Wal-Mart's Growth Strategy

It seems as though Wal-Mart Stores, Inc (NYSE:WMT) will continue to leverage the pet industry in its own expansion plans. Besides selling Ol' Roy dog food for years, the company has particularly benefitted since a 2005 expansion of pet products online, and a 2006 launch of its own private label organic dog food.

According to Q3 2012 results, the pet supply business was "strong," showing high single-digit comps, in stark contrast to categories like home care and baby care, which had negative comparable store sales. The company states that "assortment initiatives" in the consumables pet category are making a large impact. The dog food category improved 300 basis points in part due to their value brands.

So its no surprise the company is folding pet supplies into its Neighborhood Markets concept now being rolled out across the country. These smaller stores resemble grocery stores, carrying produce, meat and dairy, dry goods, pharmaceuticals, health and beauty products, and pet supplies.