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What happens when private equity starts buying up pet care businesses in our communities? We explore how investment firms acquire businesses, consolidate operations, and build larger companies through strategic purchases. We discuss why recurring revenue, established systems, and team-based care make pet sitting and dog walking increasingly attractive to investors, while also examining the unique challenges of our industry. We consider how consolidation could impact pricing, customer relationships, and the independence that makes local pet care businesses special. Finally, we share how independent pet sitters and dog walkers can prepare by strengthening their systems, deepening community connections, and delivering a client experience that larger competitors cannot easily replicate.
Main topics:
Private Equity Enters Pet Care
Understanding Platforms and Add-Ons
Why Investors Value Recurring Revenue
Challenges of Scaling In-Home Care
Competing Through Community and Professionalism
Main takeaway: “It's not a strategy to just say I'm independent.”
Private equity is becoming a bigger part of the pet care industry, and it's easy to assume that being locally owned is enough to set us apart.
But independence only matters to clients when they can actually experience the difference.
That means remembering their pets, listening to their concerns, showing up in our communities, and building genuine relationships over time.
It also means having professional systems that make scheduling, communication, and payment easy and dependable.
We may never have the marketing budgets of large investment-backed companies, but we can be intentional about how we care for pets and the people who love them.
Being local isn't the whole strategy. It's an opportunity to build something personal, professional, and deeply connected to the community.
In this week's episode of Pet Sitter Confessional, we're exploring the rise of private equity in pet care and what independent businesses can do to prepare for a changing industry.
Links:
2027 Texas Pet Sitters Conference Feb 19th - 21st in Houston Texas. Visit https://txpetsitters.com/
Capstone Partners, Pet Sector Update – April 2026
https://www.capstonepartners.com/insights/article-pet-sector-ma-update/
Frontenac press release on Digs Dog Care, August 12, 2025
https://frontenac.com/new-pet-care-brand-digs-dog-care-redefines-the-future-of-pet-care/
Capstone transaction page, Barking Hound Village + Puppy Haven → Pack Pet Care, October 2026
https://www.capstonepartners.com/transactions/capstone-partners-advised-barking-hound-village-on-its-combination-with-puppy-haven-to-form-pack-pet-care/
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Email us at: feedback@petsitterconfessional.com
Disclaimer: The views and opinions expressed by our guests are their own and do not necessarily reflect those of Pet Sitter Confessional, its hosts, or sponsors. We interview individuals based on their experience and expertise within the pet care industry. Any statements made outside of this platform, or unrelated to the topic discussed, are solely the responsibility of the guest.
A VERY ROUGH TRANSCRIPT OF THE EPISODE
Provided by otter.ai
Meghan 0:01
We have noticed in the past few years, not only in the pet sitting and dog walking space, but also in the pet care industry at large, that private equity is starting to silently and sometimes not so silently acquire businesses in this space. Even Diggs Dog Care is backed by a Chicago private equity firm, and since 2024, in the past two years, they have bought 17 pet resorts.
Collin 0:25
17, and that's what we want to talk about on today's episode.
Meghan 0:30
Hi, I'm Megan.
Collin 0:30
I'm Collin.
Meghan 0:31
We are the hosts of Pet Sitter Confessional, an open and honest discussion about life as a pet sitter. Thank you for joining us today. We hope this episode is helpful to you. We'd also like to thank our sponsors, Pet Sitters Associates and Tiny Paws. 2027 is right around the corner, and with that comes the Texas Pet Sitters Conference. It is february 19 through the 21st. It is in Houston, Texas this year, and you do not have to be a citizen of Texas in order to go. No, come from all over the country
Collin 0:58
or internationally as well. I know last year we were there. They had people from Canada who had come in for the conference. It's always a wonderful time. It's a great group of people. They have great speakers this year, from a veterinarian to a lawyer to CPA and accounting. It's really going to be a wonderful time. If you want to learn more about this, you need to visit txpetsitters.com.
Meghan 1:20
So whether you are recognizing this or not, private equity is starting to come into this industry. Capstone Partners, which is an investment bank that tracks pet sector deals, they counted 18 announced or completed deals in just the first part of this year alone. In the same window of time last year in 2025, it was only eight, so it's more than doubled. This year was the first year-over-year increase after four straight years of decline. People outside of the industry are starting to take notice of this industry. Different silos, boarding, daycare, pet sitting, dog walking, and they're intrigued. They want to know more. They want to get a piece of the pie.
Collin 1:59
Now, of that, of those acquisitions, the majority of those fell into veterinarian health. I think there were nine acquisitions there. Six were in the food area, and then three were in the services part of this the economy of where we're operating. and And that speaks to a trend that's been going on for quite a long time of the mergers and acquisitions in the veterinary space. That's been going on for many years, but we are starting to see it creep out into other areas, and now seeing where where we are operating as well. Of those 1810 were private strategic buyers. These are these are bigger operators buying smaller ones, and the rest, those remaining eight, those were true private equity. Three were brand new platforms, and five were add-ons to things that were already existing. So, just this month that happened, Barking Hound Village and Puppy Haven combined into one to form Pack Pet Care with Capstone. Again, Capstone Partners, those those investment bankers who track the sector, they were advisors on that merger and acquisition.
Meghan 3:00
And so that was part of the boarding and daycare space. So again, they started with vet and health and food, and now they're moving into the services and starting to realize this is a good industry. It's only going up every year. We talk about billions and billions of dollars pet parents spend in the pet care space, and a lot of times that is because of the vet side, right? It costs a lot to have a pet. You're taking them to the vet every year to get shots and all this sort of stuff. But now pet parents are spending more on their animals for dog walking services, boarding, and investors are taking notice of that.
Collin 3:35
Well, and this is also interesting to note. Just of these 18 that we've talked about here, we'll have links in our show notes that you can go and research more about where we're pulling from on this. What's harder to track are the one private company buying another private company. So there's no public announcement for this. There's no outside investors. These are the ones that are happening, and we feel like are happening a lot more frequently than is being publicized. Just because there's no reason for them, there's no public disclosures, there's no investor disclosures that are involved in any of these. It's just one company deciding to buy out another one or merge with another one. And so, as we look at this, keep in mind that the entire picture of what's being publicly published or out there or easy to find that is only a small sliver of what's actually going on, because still the majority of pet care businesses, dog walking and pet sitting services, are privately owned by an individual, and they don't have disclosure requirements or any of that stuff that larger publicly operated businesses do.
Meghan 4:36
Regardless, as I said a moment ago, there is the vet consolidation that went first, and that's really where clients are feeling it. Vet prices are up 7.4% year over year as of this past January. That's where they're feeling the pocketbooks kind of pinch. Well, and how does that trickle down? How does that impact what we do? Well, I mean, nothing's getting cheaper, so everybody's raising prices.
Collin 5:00
And that's the fear that most people have when they look at this. They look at the consolidation, and then they see prices going up because now there are economies of scale. There is pricing power in larger, bigger companies with more resources, and then the base price, that base service price, starts going up. The question is going to be: as we see this happen more and more in the boarding and daycare space, and more and more in the dog walking and pet sitting space. Do we see the same trend of increased prices? How does that impact us locally? How do we, as independent business operators, respond and react to that? What is we've mentioned private equity a couple times now? What actually is private equity?
Meghan 5:39
It's basically a group of people that pull their money together and are able to purchase something. So, a fund that raises money from investors, and it doesn't necessarily have to be super rich people. It can just be a group of friends that went to college together and pool their money together. There is this promise to have a return on it, that ROI, with gains in roughly 10 years or so.
Collin 6:02
That's typically the terms of hey, if you give me money, I will guarantee you X amount back after 10 years or after X amount of time because of what you've given me. And now I am going to take this pooled money, this pooled resources, and go buy something, go manage something, go do something with it, usually a fund is going to buy what they call a platform. This is the first big purchase in a new category of a market. So they pool a bunch of money and they're going to go buy one large dog walking and pet sitting business. Then what it does is it bolts. It goes out and buys smaller ones around the area or around the region, and kind of bolts them on because they buy the one with the structure, they buy the one with everything necessary, and then they start adding to that platform. The add-ons are actually the cheapest way to grow fast, right? You get a single site, so just like boarding and daycare, you get a single site facility, and it is going and going and going. And then you know it's cheaper to buy one single site facility than a facility with like 20 or 30 different ones. So instead of trying to buy the 20 or 30 site facility outright, you buy 20 to 30 individual sites to grow to that size eventually, so that every single bolt-on or add-on that you bring into your fund, so to speak, it's bought cheap, and then you can raise the cost, and you can actually start benefiting from the economies of scale with that.
Meghan 7:39
Well, and that makes sense because you know it's easier to buy just one bag of chips versus going to Costco and buying 400 bags of chips. Well, that's going to take me a long time to eat, and I just need the one bag. So it's easier to manage the one bag versus the 400. But yeah, you can start standardizing your back office. You can raise prices where the market allows. You can build in that efficiency where maybe the previous owner kind of got a little lax on the rules or policies, and so now you see where the gaps are, where you can start to build in those more efficient routes or more efficient processes. It's also a great way to grow the revenue line through that, or you can sell the whole thing in four to five years to a bigger fund or a public company.
Collin 8:20
That's usually where the biggest return on investment for a private equity firm comes in. They come in, they consolidate a bunch of other businesses, they gain the efficiency so that my price per earnings, my the dollar, the revenue can stay the same. Maybe they don't grow the top line, but they make it more efficient. So my profit margin increases, they hold it for four to five years, and then they sell it at a much larger multiple to another investment group or another bank who can now hold and manage that. And then they take the money that they got. Let's say you bought you bought something for $100,000. Well, that was your investment fund where all of your friends and the pension and some other investors and banks pulled in, and you had $100,000. You buy a business for $100,000. You then go and you do all of these other do other acquisitions with that money. Do all these other things. You go and sell it at 5x. Okay. Well, you just brought in $500,000. That's you've you've now have $400,000 extra. You disperse that to the individual investors, and then you close out the fund, and then you go and you buy and you try and raise money again, and that's the process that they repeat. They buy a bunch on that platform, bolt on, increase the revenue, increase the profit, then they look for another buyer so they can get a lot of money back out to pay out their investors.
Meghan 9:42
It's very akin to flipping houses.
Collin 9:44
Yeah, absolutely. You
Meghan 9:45
buy something, you buy a house that's not in the best condition. You know how to renovate, or you have people who can renovate, and then on the back end, you get a higher profit because you've made it better, and you can flip it to somebody else. Running a pen. Care business means your days are full of clients, staff, scheduling, and solving everyone else's problems. But when it comes to your money, are you actually paying yourself first? At Tiny Paws Bookkeeping, they're certified profit-first professionals who help pet sitters, dog walkers, groomers, trainers, and other pet care business owners build bookkeeping systems that support real profit, not just busy bank accounts. They help you understand where your money is going, create healthier cash flow, and make a profit a regular part of your business. Visit tinypodsbookkeeping.com to learn how they can help you put profit first.
Collin 10:30
So why have they started to turn their attention to the dog walking, the actual pet care space? It's because it's there's actually a lot of fragmentation. There's 1000s and 1000s of single or individual owners of businesses. This is where private equity and investment firms can come in because what do they do? They like to come in. They like to consolidate a bunch of that fragmentation. They get those add-ons. They bolt them onto a single platform or whatever brand they're going to centralize around, and that means that there's a lot of opportunity for them. The more fragmentation, the more likely private equity is to see an opportunity because they see, oh, there's a lot of add-ons here. I can buy 4050 different businesses to make one giant one under a single brand. That means that I'm going to get a lot of return on my investment at the end of the day because each one of those individual businesses is a lot cheaper than trying to buy another a single large massive business.
Meghan 11:27
With a dog walking business, there's also that reoccurring revenue, those repeat clients that come back week after week. Investors love that. That is the bread and butter of what they want. There's also customers who don't cut spending on their pet, right? We know that pet parents are super passionate. Those dog moms and dog dads out there, or cat moms. So with that reoccurring revenue with passionate pet parents, they're not likely going to leave anytime soon. They're going to keep spending money on their pets because they love them so much. While this industry is still relatively new, it's only been around about 30 years, there is this generation of dog walking and pet sitting business owners who are nearing retirement, and they don't necessarily have a succession plan. So, private equity coming in or paying top dollar for their business is pretty intriguing, pretty enticing. And so, with the private equity coming in, every box here is checked. There's a lot of people who are potentially willing to sell their business in the near future, and who have reoccurring revenue. It's kind of the golden ticket for people outside of the industry who are looking to invest in something.
Collin 12:32
Well, and I know that there was this word or this term called the silver tsunami of the baby boomers, older generation looking to sell or get rid of their businesses, and it hasn't quite panned out in a lot of cases, and and that's mostly because they weren't running a business that was attractive to investors. However, for investors in private equity who are still hungry enough, who are still looking to grow and get access to those to those fragmented businesses, there is still that opportunity for them to come in, and in a lot of cases, they'll even coach up the businesses. They'll talk to them and say, "Hey, I can't buy you now, but if you do X, Y, Z, I can buy you in a year," and then that's your retirement. So this kind of perfect storm that we're talking about here really allows the money to find a place to go and start doing work, and that's why the attention is now coming to our little side of the industry, and we're actually seeing this in the pet sector. So there are, I think, there are like 66. If you go back and look again, the platform is that first big purchase where they make now that's their brand that they're going to build and add on everything around it. There are 66 of those formed between 2019 and 2022. Now remember what we had. We had this like five to 10 year hold. Well, only nine have sold since 2023. So now we've got dozens of funds who people have put in their money, and they're looking for the buyout. They're looking for their return on their investment. You have dozens of those funds well past their planned hold period, with investors starting to ask, okay, how do I get my money back? So they've got a couple options here. Well, really, only one option, right? The way out here is they've got to get bigger, and they've got to get they've got to do it fast. And the only way to get bigger fast is to do more add-ons to buy more smaller businesses. So they've got to increase their size even more, so that they can get a return on their money to pay out their investors.
Meghan 14:23
We do have to remember that when they formed in 2019 to 2022, we were going through a worldwide pandemic. Yes, so that normal five to 10 years is probably going to be a little bit longer, just because the rebound took longer.
Collin 14:36
Absolutely. So, but we still have this time. We have kind of this ticking clock of what is actually going to happen here, and how is this going to pan out?
Meghan 14:44
So, what does a fund want when it buys a business like ours, a dog walking and pet sitting business?
Collin 14:49
Well, Megan, you you already you already said this. You already said like reoccurring revenue. The more you can get that, the more predictable it can. The more boring your business is, the the better it actually is. The more attractive it is to somebody who's like who's looking to invest. So it needs to be predictable. You need to be able to say, I anticipate revenue to be X, Y, Z next month because, or in next season or next quarter because of these past and because I understand the dynamics of my market and how my business is actually operated, and that's that's what they want. They want the business to be able to transfer to someone else without them needing to put somebody in there to get a job. Right? That's you need to have something that runs without you. Yeah,
Meghan 15:30
that owner operator is not very attractive.
Collin 15:32
No,
Meghan 15:33
like we mentioned historically, private equity has been really focused on the vet and boarding and daycare. There's a few reasons for this. One, they have a building, so if you need to sell your business, you still have an asset there. For several reasons, like they have a building in dog walking and pet sitting, we don't have a brick and mortar, so there's no real estate to finance against. Our revenue is scattered across neighborhoods or cities sometimes, and so our profit really is dependent on making the most efficient routes and making sure that we can get that density versus with a vet just people come to us come to one place.
Collin 16:11
It's harder to market for our kind of services. If we come to you, well, where do you live? Well, then my ad spend that I have to put out across a city is actually pretty diffuse. If I have one location, a couple billboards across the city points everybody with a flaming arrow directly over to me. So my ad spend, my marketing dollars go a lot further if I have a centralized location where people have to get to, and it's easier for people to understand and conceptualize where I am and what I do.
Meghan 16:38
We also know that this is a hugely Relationship-based industry, and so the relationships often belong to us as the owner or the sitter. If we have a team, so sometimes there is high turnover, and so if that relationship ends, the client may leave and go find somebody else. They wanted one person, or they wanted Marcy all the time. That's pretty risky for private equity,
Collin 17:01
well, that high turnover is is pretty risky. We we have an industry built on tends to be built on very part time, highly variable, a lot of seasonality, a lot of come and go people doing this before and after their other job. That just means that there's more risk because replacing an employee is costly and expensive, and people who are looking to get as much money out of an investment don't like expensive things, and with that, this this industry is still heavily reliant on contractor classifications. And I know PSI puts out their annual report about how many people have classified as employees and what they're working with. There are still a lot of businesses who have independent contractors, which means that there's no true asset there for an investor or for private equity to buy because nothing belongs to the business, and that's actually the summarization of all of this. There's there's no hard assets like a building or a car. That's becoming cars becoming kind of increasingly more popular. But okay, so there's no building or car. So at the end of the day, if they don't, if the business closes, they have no way to even scrap and get a little bit of money back out because they can sell the business or they can sell the car. And with the high turnover, and if you've got independent contractors, again, nothing belongs to the business, but this has been changing recently. More and more dog walking and pet hunting businesses are starting to use things like software and have platforms of their own that actually aggregate client demand, so that they have easy access to the business instead of a single person. Additionally, Megan, we've talked about this before. There are more larger businesses now than ever before. People with businesses with 20, 3040, 5060 employees, actual w2 employees in an area that becomes a very real asset that has a lot of value to the business and a potential investor.
Meghan 19:03
Well, and it's not just the employees; it's the team-based approach as well. It's not just John does his route all the time, and if John's sick, well, then we just don't serve those pets. No, it's team-based. Truly, anybody can do anything, and that's what really makes it valuable to private equity
Collin 19:19
because they've got the documented systems. They've got the SOPs. They have their ducks in a row. They have the client acquisition funnels. They know what their marketing spend is. That's this professionalization of businesses. Of I need to learn how to operate what's going on, and this is and the other key here is most of the most of the acquisitions are happening veterinary and boarding. The investors and businesses, the boarding and daycare facilities are looking those kind of consolidators. They're wanting to become more of a full service offering. Of hey, we can serve you in boarding and daycare. Oh, if you don't, if that's not a good fit, we can serve you with. Dog walking and pet sitting, and they're looking for add-ons to their boarding and daycare facility in the form of in-home pet care services. So the large operators who already have a lot of investors and investments going into them have money to go spend to bolt on and grow their existing core business through new service lines, aka dog walking and pet sitting.
Meghan 20:24
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Collin 21:05
Yeah, I do. We have to have a kind of a big caveat of what we all just what we just walked through. That is the reality of how private equity works and what they look for. That happens. That is a fact of the market. In we've seen it in vets, in boarding and daycare. We've seen training happen through that, and now dog walking and pet sitting is kind of the next little swivel on that. If you heard all of that and kind of got an ick, or what about an independent business owner and operator? Where's the space for that? And that question of in a market with highly fragmented businesses with investors looking to do fast consolidations to earn money. How do I, as an independent business owner, operate, and what does that do to the the culture of the industry and the broader impacts to the clients that we're caring for? I mean, it's it's a lot, and if you talk to anybody in the vet space, they'll tell you a lot of horror stories of what happens to quality of service, what happens to the pricing, what happens to the customer service and the relationships, especially when private equity is so focused on I need the most return on my dollar. If I give you $1, my goal is to get 20 back. How do I do that? Efficiencies, standard procedures across everything, so it strips out the local personality of that business, and now they can't operate differently or uniquely like they used to for their local flavor or for their particular clientele. All of those things add up when the people on the front lines, the people doing the dog walks, are disconnected from the community and from the people making the actual decisions. When there are fewer local owners, this means that the community's concerns, needs, and culture get lost. They just do because they they can't anymore. They have to homogenize to such an extent that it rips away the ability to say, "This is who we are." Well, because who you are may be dictated by a private equity firm based out of L.A. or Chicago or Dallas. That just is. And when you see this happen across other aspects of the industry, we go, "Okay, I need to do something about this." And what do we do? We lean in as independent business owners. We lean into our personalities. We lean into our branding. We lean into our culture. We lean into our local connections, and we lean into our customers and that relationship that we have with them. We have to preserve that and showcase that in a world where AI is rampant and people are more disconnected from humanity as a whole. Even though we've gotten more access at our fingertips through social media, through the interwebs, through all the other platforms, people are craving real relationships. They want to know the person who's there, and that they are being heard and seen.
Meghan 24:05
That doesn't mean we disregard our policies or let clients just roll over us because we want to keep that human aspect. We do need to maintain relationships while also, yes, having that professionalism, having that business acumen that we need to have in order to be here for the long term, and so maybe it means showcasing your employees more on your social media, or having community events, client appreciations, being known more in the community, having a presence there more than you have before. Yes, word of mouth is great, and yes, a lot of people know about us, but the more that we can get out and show up. The more I'm going to be able to differentiate myself, the less likely we are to get lost in someone's mind, and we can differentiate ourselves more.
Collin 24:49
It just just trying to be small and independent isn't a marketing decision in and of itself. It's not a strategy to just say I'm independent. That has to. Mean something to our customers that has to mean something to our community, and we really need to think about what that is. I had the chance to several episodes ago. I'll have this in the show notes of getting to interview the president of the society, the organization for independent pet retailers. What they focus on is that community aspect. They're the place people go. They know the people's faces. They know their names. They know their pets' needs. They remember the food that their dog only can eat, and and they they stock that specifically for them. Like it's that level of we know you. We get you. You are not a number to us. That's the that's really is the power of the the small local independent operator business because we we know our customers, but we have to tell people about that. I think long gone are the days of just just being able to say, "I'll walk your dog. You need a dog walk." Hey, I got a client. They have to know what they're getting and they're signing on to when they come and they work with us, and we serve them.
Meghan 26:07
It's it's that increasing value as well because if I have a neighboring dog walker who is bought up by private equity, well, they're probably going to be a little bit more polished than maybe I am currently. So it is going to push me to be better and to have better things out there, and to provide more value or the best value that I possibly can.
Collin 26:27
Well, polished is in hey, their branding may change. They have more marketing money to spend on things, and and are because that person again, that private equity is trying to invest in the business just enough, or to in such a case to get that return on their investment, they have access to more capital. We we can't fight against multi-million dollar acquisitions and multi-billion-dollar private equity firms. That's not what we're saying here. We can't we can't do that. But it is saying maybe I need to change my systems to make it easier for my clients. Maybe I need to have an online central payment system instead of 14 different ways where people can get money to me. Maybe I need to go and relook at my brand and logo and give it a refresh. Yes, it may cost you a couple $1,000, but in the long term, with something that's really going to connect, that's one of the best investments that we can make. Sometimes, like instead of going to spend more money on advertising or in flyers, does my brand, do my colors, do those match the quality that I'm trying to get and communicate to people around me? So it will force us to look at our businesses. You're right, Megan, and go, hey, I've been operating my business the same way for 15 years. I can't do that anymore. I do need to step up and step into this way of operating. I do need to bring that value to my clients, making it easier, making more access. However, that's going to pan out. We have to look at our own businesses and say, where can I step up in this?
Meghan 28:01
Obviously, Collin and I are very pro independent pet sitter and dog walker. That's what this whole podcast is about. But we also have to realize that this is a thing coming into the industry that we cannot stop. Kind of, it's very akin to AI. Of however you feel about it, it is here. It is not going anywhere. So you either embrace it or stay away from it, and kind of hear the same thing. This is coming. They are, they are coming for us, right? Dun dun dun. No, but, but however you feel about outside money coming into the industry, the fact is that it is happening.
Collin 28:41
It is we and we can't control, like you said, like we can't control who's going to buy the business in our neighborhood or in our community or in our town. We have no control over that. All we have control over is how prepared we are for when they arrive, because they are going to arrive. You are going to see a lot more franchises and private equity buyouts and those things in our businesses over the next five to 10 years. How do I respond? I've got to dig into my neighbors. I've got to dig into my community. I need to be known locally in my network and have those relationships. That is something where where we really can shine. We can also now more than ever have the back end support in our business, the systems, the processes, the the softwares, to to highlight and actually further the experience that our clients receive. If payment methods are clunky, there are cheap and inexpensive ways to upgrade those to make those better, so that your clients, hey, I really like this. This is amazing for me now, and follow throughs and all of those things. Like it's just there's a lot that we get to do in our business that doesn't cost us a lot of money that make the client experience even better and deepen the relationship with them, so that we're ready with. The buyouts start happening
Meghan 30:01
and deliver on the things that we say make us different and that we are going to deliver on. We hope this episode has been helpful to you. If it has, feel free to share it with a dog walker or pet sitter friend. We'd also like to thank our sponsors, Pet Sitters Associates and Tiny Paws Bookkeeping. We will talk with you next time.
Collin 30:16
Bye.
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