Zesty Paws owner reveals pet nutrition and care as key revenue contributors

As the owner of pet supplement brand Zesty Paws, H&H Group says that its pet nutrition and care business has become a key contributor to its overall revenue, accounting for more than 15% of the global health and nutrition company’s FY2024 total.

The company hit RMB13 billion ($1.8B/€1.7B) in revenue, 6.3% less than in 2023. However, the performance of the pet portfolio increased by 5.3% to RMB1.9B ($272M/€252M).

This increase in the pet business has been driven by Zesty Paws in North America, along with expansion in Europe and Asia. Its brands also include holistic pet nutrition company Solid Gold.

Other highlights for H&H Group’s year include achieving B-Corp certification for Zesty Paws and Solid Gold.

Growth strategy

Nick Mann, Group CEO, says its growth strategy for Zesty Paws has paid off.

This included building its customer base and capitalizing on the growing pet population in North America, along with the dual trends of pet humanization and preference for premium products.

He says the company has strengthened its position as one of the US’s most recognized pet supplement brands, achieving 11.8% growth for FY2024, with 15.3% accelerated growth in Q4.

“We strengthened our footprint on Amazon as well as across our key retailers, Sam’s Club, Costco, Petco, Meijer, Walmart, Target, PetSmart, CVS and Tractor Supply,” he explains.

“While our expansion last year created a high-base effect, which pushed down the brand’s topline growth rate into the high single-digits for 2024, Zesty Paws still saw strong, profitable growth thanks to its broad consumer base and consistent market share.”

As of 31 December 2024, Zesty Paws and Solid Gold were present in more than 18,000 stores and 4,800 stores, respectively, across the US.

The company’s priorities for 2025 include growing the Zesty Paws brand in its North American heartland and pursuing opportunities for global expansion in key markets, including the UK, Europe, Asia, Australia and New Zealand.

Solid Gold

Sales of Solid Gold, the brand it acquired in 2020, declined due to H&H Group’s one-off restructuring costs in the pursuit of channel optimization and portfolio premiumization to drive long-term growth.

Solid Gold was a key driver in the company’s PNC revenue growth in China, contributing 14.7%, as the group launched higher-margin pet food and supplement products such as Solid Gold fish oil.

In 2024, Zesty Paws was recognized as the ‘Fastest Growing Brand 2024 (Lifestyle)’ on Shopee, one of the largest e-commerce platforms in Singapore and Southeast Asia.