Best-Selling Pet Products on Amazon FBA and How to Source Them

The pet market is one of the most consistently strong sectors in online retail. Pet owners tend to be loyal; they replace items, buy upgrades, and often spend more when they trust the brand. If you’re using Amazon FBA, you can tap into that consistency and leverage Amazon’s logistics to make scaling easier. In this article, I’ll show you which pet products are dominating Amazon’s charts, what traits make them winners, how to source them reliably, and how to plan your costs, listings, scaling, and risk management. Let’s jump right in.

Amazon Pet Products Landscape

Amazon’s “Best Sellers in Pet Supplies” page is a live, changing indicator of what is moving well right now. Products like dog toys, grooming tools, collars, and feeding accessories dominate that list. If you scroll through, you’ll see many subcategories—so it's not just one niche but many overlapping ones.

Looking at brand data helps too. According to MetricsCart’s Bestselling Pet Supplies Brands report, in August 2025 Amazon’s bestseller list in Pet Supplies featured 161 unique products from 81 brands. Top names included Amazon Basics, Earth Rated, and Greenies. In that period, bestseller prices ranged from about $4.98 to $79.79, with an average around $21.51. (MetricsCart) That tells you that successful pet products span from very low cost essentials to mid‑priced accessories.

When you compare pet supplies to other categories (electronics, home goods, etc.), a few advantages emerge:

• Lower return rates & fewer version mismatches (compared to apparel).

• Repeat purchase behavior: consumables, waste bags, grooming supplies.

• Emotional purchase triggers: pet owners often buy based on care or aesthetics, giving room for premium pricing.

• Moderate competition: many sellers, but less cutthroat than highly saturated electronics or fashion niches.

All this makes pet supplies very attractive for FBA sellers who can find reliable supply and maintain good margins.

Top Best‑Selling Pet Products on Amazon

To see what’s working right now, here are some of the top pet product types (and actual examples) you’ll see consistently:

• Flea & Tick Collars

• Orthopedic Dog Beds

• Dental Chews / Treats

• Poop Bags / Waste Management Products

• No‑Pull Harnesses / Leashes / Collars

• Smart / Tech Pet Gadgets

According to AMZScout’s “12 Best-Selling Pet Products in 2025,” items like poop bags, no-pull harness, dental chews, and orthopedic beds are among the consistent top sellers. (AMZScout) For instance, the “No Pull Harness for Small/Medium Dogs and Cats” reportedly pulls in ~$473,000/month in sales among a few sellers. 

Let’s compare these by performance dimensions:

*Monthly sales estimates are based on published figures from trend tools; real sales vary by seller, reviews, rank, and promotion.

Why do these products become best‑sellers?

• They solve real pain points (waste management, flea control, pet comfort).

• They are relatively lightweight (reducing shipping cost).

• They have potential for brand differentiation (materials, design, features).

• Many are consumable or replacement purchases—not one-and-done.

• They allow room for user reviews, “before/after” visuals, and social proof (important for ranking and conversions).

If you try to compete with a generic, low-margin gadget, you may fail. But if you pick one of these categories and do it well—quality, design, branding—you have a better chance.

Criteria for Selecting Best‑Selling Pet Products

Before you commit to a product, run it through these filters:

1. Demand Stability vs. Seasonality

A product that peaks only during summer (cooling mats) or holiday seasons (pet costumes) can work, but you need complementary evergreen SKUs to smooth revenue. Try to pick items with consistent demand all year.

2. Weight / Volume / Fragility

Logistics cost and damage risk eat into margins. The lighter, more compact, and non-fragile a product is, the more favorable. Items like poop bags or collars are better than heavy, bulky crates (unless you have local warehousing).

3. Profit Margin After All Fees

You must subtract FBA fees, referral fees, shipping, returns, prep, and labeling costs. If your net margin is < 20%, it's risky. Always run a margin model.

• Amazon’s fulfillment fees depend on size and weight categories. For small standard items (say 4–8 oz), fees might be about $3.42 in US markets. (Amazon Seller Central)

• Also, referral fees vary by category (often ~15%) on Amazon. 

• Additional hidden or less obvious costs include packaging, prep, labeling, and monthly storage fees.

4. Differentiation / Brand Barrier

If you just sell a commodity leash, you’ll compete on price. Instead, consider materials, color schemes, integrated features, or packaging that help you stand out.

5. Product Lifecycle & Scalability

Avoid items that become obsolete quickly or have faddish appeal unless you have a plan to either ride many fads or pivot fast. Good items allow you to expand into related SKUs—e.g. leash → harness → dog jackets.

If a product checks most of these boxes, it has good potential for Amazon FBA success in the pet niche.

How to Source Pet Products for Amazon FBA

Once you've selected a product idea, now you need to find reliable suppliers.

Domestic vs. Overseas Suppliers

• Domestic suppliers (in your target market) offer faster shipping, fewer customs issues, and easier returns. But unit costs tend to be higher.

• Overseas suppliers (China, Southeast Asia) offer lower cost and a wider variety, but you deal with longer lead time, customs, minimum order quantities (MOQs), and quality control.

Many sellers adopt a hybrid model: overseas suppliers for base product, but have backup or finishing / customization done domestically.

Platforms & Channels

Common sourcing channels include:

• Alibaba / AliExpress

• Global Sources / 1688

• Trade shows and specialized pet supply trade expos

• Niche pet wholesalers (domestic or overseas)

• Manufacturer direct contracts

Negotiating With Suppliers: What to Ask

• MOQ (Minimum Order Quantity)

• Unit price for sample vs bulk

• Customization / branding / packaging options

• Quality assurance / testing / defect rates

• Lead time, batch consistency, ability to scale

• Shipping terms (FOB, DDP, etc.)

Order samples and test them thoroughly. Use those samples for your photo, video, and quality benchmarks.

Warehousing / Fulfillment Strategy

• Some sellers send bulk stock to Amazon FBA warehouses (domestic).

• Others use forwarder / middleman warehouses or third‑party logistics (3PL) to buffer supply and reduce lead time surges.

• A mixed model is also viable: high‑velocity SKUs in FBA, slower movers via direct ship or hybrid.

By planning logistics early, you avoid stockouts and delays that kill ranking and sales momentum.

Cost Structure & Profit Modeling

Understanding all the costs is critical to avoid surprises.

FBA Fees & Amazon Costs

Amazon’s fulfillment fees depend on size, weight, and category. For U.S. domestic shipments, for example:

• Small standard (4 oz or less) might cost ~$3.06 fulfillment fee. (Amazon Seller Central)

• Larger tiers move into “large standard,” “large bulky,” etc.

• On top of fulfillment, there’s the referral fee—often ~15% of the sale price (varies by category). 

• Also, think storage fees, long-term storage fees, removal or disposal fees.

Other operational costs:

• Shipping / import / customs if sourcing overseas.

• Packaging, labeling, prep, inspection, quality control.

• Returns and refund costs (including processing or restocking).

• Marketing / Advertising (Amazon PPC, external ads).

• Overhead, management, software, etc.

In a typical model, sellers commonly allocate ~30–40% of sale price to costs (product + inbound shipping + Amazon fees), ~10% for marketing, leaving net ~20–30% in a good scenario.

According to ShipBob’s analysis, FBA seller fees, prep, storage, returns, and service overhead can range from $0.89 to $1.11 per unit (low inventory or storage cost) plus other variable fees on returns or removal. (ShipBob)

Profit Model Example

Let’s run a simplified example:

• Sale price: $25

• Product + inbound shipping: $8

• FBA fulfillment + referral fees: ~$5

• Packaging & prep: $1

• Marketing / PPC: $3

• Returns buffer / overhead: $1

• Net profit = $25 – (8 + 5 + 1 + 3 + 1) = $7 → net margin ~28%

This is just a model; real numbers vary. Always build your own margin calculator for each SKU.

Listing & Optimization for Amazon Pet Products

Getting your listing right is nearly as important as sourcing a great product.

Title / Keywords / Backend Keywords

• Use relevant keywords early (e.g. “dog leash”, “no pull harness”, “durable”, “reflective”).

• Include size, material, breed size if needed.

• Use backend search terms (Amazon’s hidden keywords) to capture additional search traffic.

Bullet Points / Description / Selling Points

• Highlight key benefits (durability, comfort, safety).

• Use comparative features (“10% lighter”, “extra padding”).

• Include care instructions, compatibility, sizing charts.

Images, Video & A+ Content

• Multiple high-res images: product alone, in use, scale, detail, features.

• Use lifestyle images (pets wearing the product).

• Video is powerful: a short demo or use-case video can boost conversion.

• Use A+ / Enhanced Brand Content if you’re brand-registered to add extra visuals, comparison tables, brand story.

Reviews & Rating Management

• Early reviews are vital. Use “early reviewer” or Vine programs if possible.

• Encourage customers to leave photos/videos.

• Monitor negative reviews and respond politely. Fix issues fast.

Amazon Advertising & Promotion

• Start with basic PPC campaigns (Sponsored Products).

• Use automatic + manual keyword campaigns.

• Monitor ACOS (Ad Cost of Sales) and target a healthy ratio (e.g. 15–30%).

• Use promotions, coupons, lightning deals if eligible to get initial traction.

Getting ranking = conversion velocity + good reviews + consistent inventory + ad spending strategically.

Scaling, Monitoring & Risk Management

Winning a SKU is just the beginning. To scale safely, you must monitor and manage risk.

When to Expand Inventory or SKUs

• When your existing SKU sells out regularly or cannot meet demand.

• When conversion, reviews, ranking are stable and margin remains good.

• When you see adjacent niches (e.g. leash → harness → collar) to bundle.

Key Metrics to Track

• Daily / Weekly sales volume

• Inventory turnover / days of supply

• Ranking changes / Best Seller Rank movement

• Refund/Return Rates

• Advertising metrics: ACOS, impressions, clicks, ROI

• Profit per unit over time

If you see refund rates creeping up, or ACOS getting too high, act fast: pause ads, adjust listing, check supplier quality.

Supplier / Supply Chain Risks

• Delays, quality drops, cost increases

• Single supplier dependence

• Currency fluctuations, import duty changes

• Minimum order changes or supplier capacity limits

Always have backup suppliers or alternative routes.

Platform Risks & Competition

• Amazon policy changes, fee changes

• New competitors or copycats undercutting price

• Listing hijacks or counterfeiters

• Fluctuations in demand or shifts in ranking algorithm

Diversify channels (other marketplaces, your own store) as insurance.

Case Study / Example Walkthrough

Let’s take a hypothetical orthopedic dog bed as a case:

1. Selection & Validation

   • You see that orthopedic bed is among trending pet items.

   • You check Amazon Best Sellers & find several top beds with good reviews.

   • Order sample from three manufacturers, test comfort, material, sewing, durability.

2. Supplier Negotiation

   • One supplier offers MOQ 500 units, unit cost $18, can do custom logo packaging.

   • Another lower cost has MOQ 1,000, same specs.

   • Choose the first; ask for test run, small custom branding, and arrange shipping (FOB + sea freight).

3. Logistics & FBA Prep

   • Ship container to U.S. port, then to Amazon fulfillment center.

   • Ensure packaging dimensions, labels, preparation meet Amazon’s FBA standards.

   • Receive inventory and ensure stock is live in FBA.

4. Listing & Launch

   • Create listing with high‑quality images (bed in a home, dog using it).

   • Use keyword research (e.g. “orthopedic dog bed large breed,” “memory foam pet bed”).

   • Initiate a small PPC campaign and offer a coupon or discount to early buyers.

   • Encourage early reviews from buyers (post-purchase emails).

5. Monitoring & Scaling

   • Within 2 weeks, bed gets 20+ orders/day, stable conversion. ACOS ~20%.

   • Expand ad budget, add new sizes (small, medium, large).

   • Monitor returns (bed shape, damage) and adjust packaging.

   • After 3 months, create matching dog blankets or pillows to cross-sell.

6. Cautions / Adjustments

   • A batch comes back due to seam ripping in cold weather; refine stitching.

   • Add a “washable cover” feature in bullets.

   • If competitor copies, increase branding, packaging, and consider bundling or discounts.

This is a simplified but realistic path many top sellers follow.

Conclusion & Action Plan

Here’s a distilled summary and a step‑by‑step to get started:

Key Takeaways:

• The pet supplies niche on Amazon has real depth and consistency; top brands dominate, but there's space for new entrants.

• Best sellers tend to be consumables, comfortable items, and well‑designed accessories that solve real pet problems.

• Margins matter: account for Amazon fees, shipping, returns, and marketing.

• Listing optimization, reviews, and ads are critical to making your product visible and compelling.

• Scaling requires monitoring, risk buffers, backup suppliers, and careful expansion.

Action Plan (First 90 Days):

1. Decide on one or two candidate products (from the list of best-sellers).

2. Order samples from 2–3 suppliers; test thoroughly.

3. Calculate your cost model (product + shipping + Amazon fees + marketing).

4. Build a compelling listing (photos, video, keywords, A+ content).

5. Launch with small PPC campaigns and promotions.

6. Monitor metrics daily; adjust ads, pricing, inventory.

7. Once stable, expand SKU count or bundle related items.

8. Line up backup suppliers and explore fulfillment variations.

9. Document everything, especially lessons, supplier feedback, and quality issues.

Recommended Tools / Resources:

• Product research: AMZScout, Helium 10, Jungle Scout

• Amazon fee calculators (e.g. use Seller Central’s tool)

• PPC management tools (Sellics, ZonTools)

• Quality inspection / third-party QC services

• Logistics partners / freight forwarders

• Amazon’s own Seller University materials