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RETAILER REPORT More Money Is Being Spent on Products, but It’S Not Just Owners Making the Purchases

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RETAILER REPORT More Money Is Being Spent on Products, but It’S Not Just Owners Making the Purchases 32 MANAGING INVENTORY 38 INTERNET RETAILING 54 FLEA AND TICK Pet AgeJAN. 2013 RETAILER REPORT More money is being spent on products, but it’s not just owners making the purchases. 01-02_83-84_COVERs.indd 1 12/7/12 5:33 PM American Made Dog Gear 01-02_83-84_COVERs.indd 2 12/6/12 5:12 PM Pet Age JANUARY 2013 ❚ VOL 42 NO. 7 40 69 26 54 JONNY MENDELSSON 6 Publisher’s Letter 38 Business Strategy 54 Trends & Products 8 Editor’s Letter By Ken Levy ❚ Dog: Evicting fleas and ticks There has been an explosion of becomes competitive 10 Storefront options for smaller businesses who ❚ Cat: Litter options are exploding ❚ Natural pet products see growth want to use Internet recommendation because of customer demand ❚ Movers and Shakers around the tools like larger retailers. ❚ Fish: Nano aquariums are industry becoming quite popular ❚ Good Deeds: Companies donate Features ❚ Reptile: Manufacturers flood the to Sandy victims market with superfoods 2012-2013 Pet Retailer Report ❚ ❚ Animal Supply acquires 40 The Pampered Pet Bird: Nutrition plays an important Lone Star Pet part when it comes to breeding By Jason Kamery ❚ New store openings ❚ Groom: Selecting the correct brush As pets become more a part of the ❚ New products can make all the difference family, the consumer whom retailers ❚ Pickup products ❚ Small Animal: Pet treats that mimic are selling products to is changing. human food are big sellers Rising through the Ranks ❚ Natural: Consumers look for 33 42 Back to the Basics products with less ingredients By Michelle Maskaly By Jon VanZile Learn how Brent Weinmann went from With so many options for the filling bird seed bags to the president consumer, strong customer service 78 Community ❚ and CEO of Vitakraft Sunseed, Inc. may be your greatest asset. Photos from Phillips New England Buying Show ❚ 36 Behind The Counter 46 Retail Stats Doug Poindexter, of WPA, talks By Dave Ratner about tradeshows By Jason Kamery Developing a relationship with a bank ❚ Advertisers Index We break down the retailer report into now is important for when you need ❚ President of Loving Pets talks informative charts and graphs. money in the future. about the pet industry COVER ILLUSTRATION BY JONNY MENDELSSON JANUARY 2013 Pet Age 3 03_TOC.indd 3 12/7/12 4:16 PM 24/7 PET AGE.COM WEB EXTRAS Meet the Bloggers We’ve assembled a top-notch team of blog- gers who will be sharing their knowledge with you on our website. Behind the Counter: A successful retailer, Dave Ratner is owner of Dave’s Soda & Pet City, and a long-time Pet Age columnist. He also sits on the board of the Retail Adver- tising and Marketing Association, and the National Retail Federation. Mark Your Territory: Kerry Sutherland is the principal of K. Sutherland PR, a boutique public relations, social media and branding agency specializing in the pet industry. Market Like a Bulldog: John Cullen has over 10 years of pet product marketing and sales experience. He is the principal of Bull- dog Marketing & Sales, Inc., a dedicated pet product consultancy, with the mission of helping small to mid-sized manufacturers navigate the nuances of the pet industry. Pet Age is available to you all day every day, on our website. Visit www.petage.com for daily news, as well as this month’s web extra stories and features. 20122013 PET AGE RETAILER REPORT The Grooming Blues Editors’ Pawspective: Michelle Maskaly is the One of the surprising trends we found in the Pet Age Retailer Survey was in-store editor-in-chief of Pet Age, and Jason Kamery is grooming services have declined over the past few years. That alone was surprising, but the assistant editor. They will be talking about the bigger shock was that grooming was near the top of services owners wanted to add social media, giving you a behind the scenes in the future. To better understand the results, we talked with store owners and experts look at the magazine and sharing interesting in the eld to get to the bottom of the issue. business related stories they come across. Behind-the-Scenes Where to Find Us Online Pet Age recently spent a day in Cranberry, N.J. at Loving Pets to see what goes into making their products and getting a tour from President Eric Abbey. You’ll nd a short video of our trip on the Web Extra page of our website. 4 Pet Age JANUARY 2013 04-05_24/7.indd 4 12/6/12 5:34 PM JANUARY 2013 Pet Age 5 04-05_24/7.indd 5 12/6/12 5:14 PM ❚ Publisher’s Letter Pet Age VICE PRESIDENT AND PUBLISHER Craig M. Rexford [email protected] 732-246-5709 ACCOUNT EXECUTIVE Ariyana Edmond [email protected] Full Circle 323-866-5038 EDITORINCHIEF With a new look, new products Michelle Maskaly [email protected] and new website, Pet Age 732-246-5722 is your new must-read ASSISTANT EDITOR Jason Kamery [email protected] t seems like yesterday that I was a not an automated service. I encourage you 732-246-5734 young salesman and my boss called to interact with them on a regular basis. CONTRIBUTING WRITERS me into his o ce to tell me I would At di erent points in the magazine, Dan Calabrese, Daryl Conner, Bill Kolbenschlag, Ken Levy, Dave Ratner, be selling space in a magazine called you will hear about a feature called Kristen Ryan, Stacy Mantle, Erik Martin, I Maggie Marton, Jon VanZile, Katie Voss Pet Age. A pet magazine?! Little did I “Web Extras.” ese are to inform you know then, that conversation would that you can nd additional informa- BLOGGERS: lead to a career in an industry that I have tion, tips or something extra relating to John Cullen, Dave Ratner, Kerry Sutherland called home for the past 30 years. this story on our website. ART DIRECTOR Now, as the vice president and publisher For example, you will nd it at the end Andrew Ogilvie of Pet Age, a division of Journal Multime- of this issue’s Back Story Q&A with Eric GRAPHIC DESIGNER dia, my career has made a full circle, giving Abbey, president of Loving Pets. You will Kamau DeSilva me the opportunity to build the magazine also see it at the end of the stories in our CONTRIBUTING DESIGNERS up to what I believe it can be, a must-read Retailer Report, as well as in Fish and Pond, Sara Siano, Kevin Paccione, Conni Wynn-Smith pet industry publication. just to name a few. WEB SERVICES To do this, we’ve redesigned the mag- Since September I have been traveling Barb Romito azine, launched a new website and added all over the country, working hard to in- more digital products, such as social me- troduce the industry to the new Pet Age. BUSINESS MANAGER AnnMarie Karczmit dia and an e-newsletter. We want to hu- I plan to continue to spread the word of manize Pet Age, and foster a community the new Pet Age as we continuously build ADMINISTRATIVE ASSISTANT Jessica Perry where people come together, and con- new relationships and strengthen the ones stantly interact with us, each other and we already have. is is the commitment PUBLISHED BY JOURNAL MULTIMEDIA David M. Schankweiler, CEO industry professionals. I have made to our readers, to produce a Lawrence M. Kluger, President We will keep you up-to-date on the product for the pet industry that you will latest pet industry, consumer and busi- want to read time and time again. HOW TO REACH US ness trends and products, through not So, after you’ve nished reading our MAILING ADDRESS PET AGE, 220 Davidson Ave., Suite 302 only our magazine every month, but also rst issue, visit our website, http://www. Somerset, NJ 08873 daily on our website and 24/7 on our so- petage.com, read the Web Extras and sign PHONE: 732-339-3700 cial media channels. For example, a smart up for our weekly newsletter to make FAX: 732-846-0421 EMAIL: [email protected] phone app called Tout will allow us to sure you know everything happening in TO SUBSCRIBE VISIT: http://www.petage.com capture short, 15 second videos and send the pet industry. en follow us on Face- For list rentals, call 732-339-3700 them immediately to social networks, like book, Twitter, Pinterest, Google+ and all Members of: PIJAC, PIDA, American Pet Products Twitter. is tool will especially come in our other social media channels to keep Association, World Pet Association, BPA handy at trade shows as a way to create up on all the latest pet news. PET AGE (ISSN 0098 5406) is published monthly by Journal Multimedia, 1500 Paxton St., Harrisburg, PA 17104 Phone: 717-236-2433 Fax: 717-236-6803 buzz and interest in products and events. I am excited for the challenge ahead Printed in U.S.A. Copyright © 2012 by Journal Multimedia No part of this When we post content online, especial- as we deliver the best content possible magazine may be reproduced in any form without prior written consent of the publisher. SUBSCRIPTIONS: PET AGE is mailed at no cost to qualified ly through our social media networks, it’s for you, not only in print, but also in all members of the pet industry. Non-qualified subscriptions: $95 per year in the U.S.; and $160 for air mail (U.S. funds) to all other countries. Back not static. Whether it’s a Sunday night or forms of digital media. issues are available; contact our business office for information.
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