In Q3 2025, Chewy reported active customer growth of 4.9% year-over-year, marking its fastest expansion rate in over a year. This acceleration was driven by a combination of targeted promotional campaigns and enhancements to the mobile shopping experience, which together attracted approximately 750,000 net new customers. Management noted that repeat purchase rates also improved, with average orders per customer rising by 2.3% sequentially, underscoring the company’s ability to deepen engagement within its core base.

Chewy achieved a meaningful reduction in marketing spend intensity during the quarter, with marketing expenses as a percentage of net sales declining by 180 basis points to 7.4%. This improvement reflected a shift toward more cost-effective digital channels and better return on advertising spend, as customer acquisition costs fell by 12% compared to Q3 2024. The leaner marketing model supports a durable growth trajectory, freeing up incremental cash flow to invest in product assortment and customer support services.

Autoship penetration reached 83.9% of eligible orders in the quarter, up from 80.2% in the prior year, solidifying a high-visibility recurring revenue stream. The loyalty program Chewy+ also gained traction, enrolling over 1.2 million members since its launch and contributing to an 8.7% increase in average order value for subscribers. Together, these initiatives enhance customer stickiness and provide defensive characteristics in slower economic environments, reinforcing the company’s path to sustained mid-teens revenue growth.