In recent years, China has become one of the world’s fastest-growing markets for salmon, but not all of the salmon the country imports is destined for human consumption. A sizeable portion of the imports goes toward satisfying demand from the nation’s pet food sector.
Susan Xing, the managing director of pet food consultancy firm Lamb Consultancy – which will host the sixth annual China International Companion Animal Food Ingredients Conference in the southern Chinese city of Suzhou from 24 to 26 June – believes the potential for salmon, cod, and other species is barely being tapped in Chinese pet food a market that the U.S. Department of Agriculture (USDA) valued at USD 22 billion (EUR 20 billion) in 2024.
Xing talked to SeafoodSource about the opportunities for seafood suppliers in this growing market.
SeafoodSource: Do Chinese pet owners buy pet food with a general label of seafood, or do they specifically seek products that feature salmon?
Xing: Salmon is very attractive to most pet parents because it is considered a premium product and comes at a premium cost.
To further that trend, at our China International Companion Animal Food Ingredients Conference and other trade shows, many seafood ingredient suppliers have been educating pet parents on the benefits of seafood, including on a pet’s brain development, learning skills, coat quality, cardiovascular health, and more benefits.
Salmon is undoubtedly a prioritized ingredient in China’s pet food market.
SeafoodSource: Are there any Chinese pet food products made with other seafood species that are very popular in China but not so much in Western markets?
Xing: Salmon remains the most popular seafood in Chinese pet food products, but we have been organizing conferences for the USDA and Alaska Seafood Marketing Institute, which have participated and given presentations on uses of various U.S. seafood products in pet food. We also have hosted webinars and on-site conferences to promote various seafood in pet food production for Aker Biomarine and other suppliers.
Pet food manufacturers have a strong preference for imported seafood over locally produced seafood. Local pet food featuring croaker, catfish, shrimp, tilapia and even softshell turtle are commercially available, but those seafood pet food products are not considered a delicacy by most pet families; acceptance among pet families varies for these products.
SeafoodSource: How easy is it to get salmon into China from the U.S.? Is it the same license exporters need for salmon destined for human consumption, or do exporters specifically need an animal feed import license?
Xing: Export of salmon products such as freeze-dried salmon, salmon meal, and salmon oil from the U.S. to China is relatively easy. The Chinese Ministry of Agriculture and Rural Affairs even waives the requirement of product registration for suppliers of freeze-dried salmon because China’s local production of Atlantic salmon and trout has been low.
Therefore, China’s demand for salmon mainly relies on imports. China’s current policy favors trade of salmon products, fishmeal, and fish oil, with easy compliance for registration requirements.
We at Lamb also provide guidance to U.S. salmon exporters to comply with China’s regulations and connect to various pet food manufacturers producing dry pet foods, wet pet foods, pet treats, and health supplements.
SeafoodSource: Would there be a market for other species, such as cod or mackerel, in Chinese pet food?
Xing: Although China is the largest aquaculture country in the world, the supply of luxury fish species relies on imports. Cod would get a lot of attention, as it is also seen as premium and is not widely available in China. Mackerel, on the other hand, has been locally produced in China in coastal provinces. Therefore, it is seldom labeled to attract pet parents.
Unfortunately, I have seen mackerel used in wet pet food and labeled as salmon and tuna by certain irresponsible manufacturers. I wish such misconduct could be corrected when more salmon products are supplied to China [to] solve the deficiency issue, and I hope we educate more local pet food manufacturers on integrity and control of the supply chain.
SeafoodSource: Is the Chinese pet food market segmented? Are there low-priced seafood pet food products and premium seafood pet food products?
Xing: The purchasing capacity of individual pet families usually means they make choices. Certain people select premium or super premium pet food all the time. Relatively low-income pet families also occasionally purchase premium seafood pet food when a promotion is offered online or at various pet expos.
SeafoodSource: What are the biggest companies in the Chinese pet food manufacturing industry? How much of their production is for domestic sales, and what percentage is exported?
Xing: Western pet food companies including Mars and Purina built manufacturing facilities in Beijing, Tianjin, and Shanghai in the 1990s and led development of the Chinese pet food industry.
Local pet food companies including China Pet Food, Gambol Pet Food, Full Pet, Haichen Organic Pet Food, Huiju Pet Food, and Pure & Natural Pet Food all have considerable market share, and competition has become intense.
For dry pet food, more than 95 percent of the production is for domestic sales, but pet treat exports from China accounts for more than 50 percent of production.
