Market overview
The Spanish zoosanitary sector covers the distribution of veterinary OTC products — antiparasites, biocides, medicated feeds, veterinary consumables — to over 1,000 registered zoosanitary establishments (ECDs) and veterinary clinics across the country. Total market size for the OTC segment is estimated at several hundred million euros annually, with consistent growth driven by pet ownership trends and increasing awareness of animal health.
Spain is the fifth largest economy in the EU and one of the highest pet ownership markets in Southern Europe. The combination of market size, growth rate and currently limited competitive landscape makes it an attractive target for European distributors with the right product portfolio and pricing.
The three dominant distributors
The Spanish zoosanitary distribution market is currently dominated by three large wholesale distributors, all of which are foreign-owned entities. These three players have built significant scale advantages through acquisitions and volume consolidation over the past decade. They buy directly from EU laboratories at prices significantly below what Spanish establishments can negotiate individually, and sell into the Spanish market at margins that reflect their dominant position.
The result for Spanish ECDs is a structural price disadvantage: they pay retail prices for products that the large distributors acquire at a fraction of that cost. The margin squeeze has been particularly acute in the antiparasite and biocide categories, where the price differential between what large distributors pay and what they charge ECDs can exceed 40%.
The opportunity: This dominance means that any European distributor who can supply equivalent-quality products at competitive prices has an immediate value proposition for Spanish ECDs. The barrier isn't the product — it's the access to 1,000+ buyers and the regulatory infrastructure to supply them correctly.
The buying group response
In response to this competitive pressure, Spanish ECDs have increasingly sought to pool their purchasing power. Nexo is the first buying group specifically designed for the zoosanitary sector: it aggregates the purchasing volume of participating establishments and uses that consolidated volume to negotiate with distributors — European, national or of any origin — who offer the most competitive pricing.
For European distributors, this creates a direct channel to the Spanish market without the need to build local commercial infrastructure. One agreement with Nexo provides access to the entire network of participating establishments.
Product categories with the highest price differential
The categories where the price differential between large distributor acquisition costs and ECD purchase prices is most significant include:
- External antiparasites (pipettes, collars, sprays) — the highest-volume OTC category
- Biocides and disinfectants — strong demand from both livestock and companion animal segments
- Medicated feeds — subject to prescription requirements but significant volume
- Veterinary consumables — syringes, catheters, gloves — less specialised but consistent demand
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