KANSAS CITY, MO. — While exports of US pet food declined 3% from $2.48 billion in 2022 to $2.41 billion in 2023, pet food manufacturers still consider exporting to be a solid market opportunity for their products. 

Canada continues to be the largest export market for US dog and cat food at a value of $1.20 billion in 2023, up 6.9% from $1.12 billion in 2022. China is the second-largest market with $257.60 million in 2023, and Mexico continues to grow as the third-largest market — up 16% from $177.93 in 2022 to $206.31 million in 2023.

Pet industry associations, such as the Pet Food Institute (PFI) and the American Feed Industry Association (AFIA), are doing their part to help processors find new markets while also promoting US pet food products in these potential international markets. The US Department of Agriculture (USDA) Market Access Program (MAP), for example, provides funding to groups — including PFI and AFIA — that organize marketing campaigns promoting the safety, quality and nutritional efficacy of US pet food products in 17 targeted international markets. These countries currently include Brazil, China, Columbia, Costa Rica, Israel, Jamaica, Mexico, Panama, the Philippines, South Korea, Taiwan and the United Arab Emirates. 

AFIA received $170,000 in federal funding through the (MAP) for fiscal 2024.

 “The US animal food industry has the potential to sustainably enhance the efficiency and quality of global animal nutrition practices and pet food diets. However, existing foreign regulatory and policy constraints hinder fair competition for these products in foreign markets,” said Constance Cullman, president and chief executive officer of the AFIA, in January. “We appreciate the opportunity to continue collaborating with the USDA to overcome these trade barriers and promote our products.”

Mallory Gaines, director of Market Access and Multilateral Affairs at the American Feed Industry Association. 

| Source: American Feed Industry Association

As the director of Market Access and Multilateral Affairs for the AFIA, Mallory Gaines is responsible for developing, implementing and communicating the AFIA’s trade policy goals and activities, and supporting the growth of trade-related policies that are in the best interests of expanding US exports. 

During the inaugural Pet Food Processing Exchange Oct. 7 to 8 in Kansas City, hosted by Pet Food Processing magazine and parent company Sosland Publishing, Gaines and other subject matter experts will share their knowledge on the growth and opportunities in this evolving industry. Leaders in areas such as product formulation, animal nutrition, data analysis, packaging, food safety and automation will take the stage to provide their perspectives on the formulation, production and safety of pet food.

On Oct. 7, Gaines will share her expertise about “Global Market Opportunities: Expansion Through Exporting.” With the remarkable surge in pet food sales worldwide, processors can learn how to capitalize on this growth and successfully navigate this potentially arduous process.

Speaking with Pet Food Processing magazine, Gaines discussed how new and emerging international markets are offering opportunities for pet food manufacturers to expand beyond US borders. 

Pet Food Processing: Why is there so much growth potential for US pet food processors to distribute abroad?

Gaines: As the middle class grows around the world, families are adopting more pets into their homes and are starting to prioritize better pet care. They see healthy pets who live longer, fuller lives as a benefit and are increasingly interested in providing them with complete diets. In many countries, pet food is still a luxury item but is becoming more attainable as economies and middle classes grow.

PFP: When it comes to international growth potential for the pet food market, which areas of the globe show the best opportunity?

Gaines: The AFIA supports market programs in Latin America and Asia, where there is growing interest in feeding complete and balanced pet food to companion animals.

PFP: If pet food processors want to expand their distribution internationally, where do they need to start the process?

Gaines: AFIA is here as a resource to the pet food industry to help processors get started with their international distribution journey. There are several tools that are easy to access to peek into a market — in fact, I’ll be sharing more information about what those tools are during my upcoming presentation at the Pet Food Processing Exchange.

PFP: What services does American Feed Industry Association offer to help processors learn about potential international markets?

Gaines: The AFIA serves as a liaison and can answer members’ questions about a market or help solve problems that limit their ability to export into that market. Through the MAP, the USDA’s Foreign Agricultural Service (FAS) partners with US agricultural trade associations, cooperatives, state regional trade groups and small businesses to share the costs of overseas marketing and promotional activities that help build commercial export markets for US agricultural products and commodities. As a cooperator and implementer of the MAP funds, the AFIA also works to build awareness and interest for US pet food in global markets of interest of our members. 

PFP: How does AFIA’s MAP help processors explore exporting opportunities?

Gaines: The FAS’s MAP funds are a great resource. The AFIA can assess a market utilizing this funding to help build a marketing campaign, to support a product, such as pet food, or target setting up business-to-business relationships.

Attendees of Pet Food Processing Exchange can learn more about global opportunities for the pet food and treat industry during Gaines’ presentation during the event. Learn more and register for Pet Food Processing Exchange here.