Your Comprehensive Guide to the State of the Pet Industry

January 2016

2015-2016 RETAILER Your Comprehensive Guide to REPORTthe State of the Pet Industry

PetAge_010116_Cover.indd 1 12/23/2015 4:42:51 PM [email protected] www.sherpapet.com

PetAge_010116_Cover.indd 2 12/23/2015 4:42:52 PM JANUARY 2016 VOL 45 NO. 16 Pet Age

Features

35 2015-2016 Pet Age Retailer Report The results of the pet age retailer survey are in. 34 Automating Your Inventory Better inventory management can boost profits. 30 To Borrow or not to Borrow? How to avoid some of the pitfalls of financing a store.

Also in this issue

2 Publisher’s Letter 48 Trends and Products 74 Community Dog: Flea and tick; Treats and chews 4 Editor’s Letter Cat: Wet and moist foods; 80 Backstory: Petfood Forum Senior cat care 8 Storefront Aquatics: Freshwater fish; Pond opening 24 Stockroom Reptile: Heating and lighting New Products Bird: Grooming Focus On: Pet outdoor wear Small Animal: Chinchilla products Natural: Products from the sea 30 Management Groom and Board: Nail care Creating an events calendar Good treats for dog training

January 2016 petage.com 1

PetAge_010116_Pub-EditorLetter_TOC.indd 1 12/23/2015 5:24:06 PM ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲

▲ EARLY BIRD ▲ ▲ Publisher’s Letter ▲

Where the Global ▲ ▲

▲

SPECIAL – ▲

Pet Age ▲

▲

EXECUTIVE PUBLISHER ▲ Allen Basis ▲

Pet Food Industry ▲

[email protected] ▲

732-246-5706 ▲

▲

SAVE ▲

VICE PRESIDENT AND PUBLISHER ▲

Craig M. Rexford ▲ ▲

[email protected] ▲ ▲

Think Ahead ▲ 732-246-5709

▲

Does Business ▲

▲

ACCOUNT EXECUTIVES ▲

$220!▲

Trade show season is on the horizon. Ariyana Edmond ▲ ▲

▲

[email protected] ▲

▲

▲ 323-868-5038 ▲ ▲ ▲

▲ ▲ ven though trade shows happen ev- as soon as possible to avoid last minute Ric Rosenbaum ▲ ery year, they always seem to arrive mix-ups. It’s also key to book travel plans [email protected] 914- 643-1193 faster than expected. early in the game to prevent problems E EDITOR-IN-CHIEF Everyone in the pet industry has at like overpaying for airfare or getting Tom Mazorlig [email protected] least once experienced mild panic from booted off of an overcrowded flight. 732-246-5734 trade show procrastination. Leaving Finally, take advantage of technolo- ASSISTANT EDITORS preparations until the last minute seems gy and download the apps trade shows Nicole Gifford [email protected] fine until you find yourself cramming build to guide your experience. They are 732-246-5739

clothes into your suitcase seconds before a great and exciting new resource and are Alexandra Wepner you have to leave for your flight. likely to make your life much easier over [email protected] 732-246-5714 As trade show season inches closer, try the course of those few busy days. Addi- to remember that it is never too early to tionally, the hotel or convention center is CONTRIBUTING WRITERS Karen M. Alley, Steven Appelbaum, Andy Black, Dan start preparing. Even though you may likely to have an app that can point you Calabrese, John Mack, Stacy Mantle, Erik J. Martin, have heard this before, it bears repeating to restaurants, entertainment or other Maggie Marton, Joe Olenick, Sandy Robins, RD Webster because trade shows are a crucially im- items of interest. FORTY UNDER 40 AWARDS WRITER Lori Bergeron portant opportunity for the industry as With Global coming up in March ART DIRECTOR well as for your business. and SuperZoo and P3 in August, it may Christopher DeCellio For 24 years, Trade shows can be huge and over- still seem like you have all of the time in GRAPHIC DESIGNER whelming, so be sure to check vendor the world. But I challenge you to take Damon Cassaro Petfood Forum lists and floor plans beforehand and do 2016 by storm and put your best foot WEB SERVICES Joe Barry and Petfood some research. Make lists of old favor- forward from the very start. You will BUSINESS MANAGER ites to check up on and new companies make invaluable connections and gain AnnMarie Karczmit Innovation Workshop have been that you would like to learn more about key business insights at trade shows – if ADMINISTRATIVE ASSISTANT the unique and exclusive events for so that you can tackle the abundance of and only if you plan your approach to Jessica Perry USA booths strategically. them with precision. PUBLISHED BY JOURNAL MULTIMEDIA April 18-20, 2016 • Kansas City Convention Center the worldwide pet food industry. Budgeting is also important when it Of course, sometimes life gets in the David A. Schankweiler, CEO Lawrence M. Kluger, President This year’s events promise to be comes to making trade shows as enjoy- way you just have to go with the flow. HOW TO REACH US Kansas City, Missouri USA able as possible. Planning a budget in If this is the case, never fear! You always MAILING ADDRESS bigger and better than ever! advance will render it far less stressful to have this year’s local distributor open PET AGE, 220 Davidson Ave., Suite 302 Somerset, NJ 08873 make decisions about accommodations houses and buying shows to look for- PHONE: 732-339-3700 and expenses during the show. Know ward to. FAX: 732-846-0421 REGISTER TODAY TO RESERVE EMAIL: [email protected] “I really enjoyed the Petfood Innovation how much you can spend and stick to it Craig Rexford TO SUBSCRIBE VISIT: www.petage.com FOR LIST RENTALS: YOUR PLACE AND SAVE! to stay sane. Vice President and Publisher The Information Refinery, Inc: 800-529-9020 Workshop and the seminars during the [email protected] Speaking of accommodations – hotels PET AGE (ISSN 0098 5406) is published monthly by Journal Multimedia, 1500 fill up fast! Pick the right place for you Paxton St., Harrisburg, PA 17104 Phone: 717-236-2433 Fax: 717-236-6803 Petfood Forum. As a member of the industry, Printed in U.S.A. Copyright © 2015 by Journal Multimedia. No part of this GO TO: magazine may be reproduced in any form without prior written consent of the publisher. POSTMASTER: Send all UAA to CFS. NON-POSTAL AND MILITARY FACILITIES: send address corrections to Pet Age, 220 Davidson Ave. Suite I thought information like 302, Somerset, NJ 08873. SUBSCRIPTIONS: PET AGE is mailed at no cost to www.PetfoodForumEvents.com qualified 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 that was very valuable!” issues are available; contact our business office for information. Periodicals postage paid at Harrisburg, PA., and additional mailing offices.

EARLY BIRD SPECIAL RATE EXPIRES FEBRUARY 1, 2016. ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲

2 Pet Age January 2016 Presented by

PetAge_010116_Pub-EditorLetter_TOC.indd 2 12/23/2015 4:12:59 PM ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲ ▲

▲ EARLY BIRD ▲ ▲

▲

Where the Global ▲ ▲

▲

SPECIAL – ▲

▲

▲ ▲

Pet Food Industry ▲ ▲

▲

SAVE ▲ ▲

▲

Does Business ▲

▲

$220!▲

▲

▲ ▲ ▲ ▲ ▲ ▲

For 24 years, Petfood Forum and Petfood Innovation Workshop have been USA the unique and exclusive events for April 18-20, 2016 • Kansas City Convention Center the worldwide pet food industry. Kansas City, Missouri USA This year’s events promise to be bigger and better than ever!

“I really enjoyed the Petfood Innovation REGISTER TODAY TO RESERVE YOUR PLACE AND SAVE! Workshop and the seminars during the Petfood Forum. As a member of the industry, GO TO: I thought information like that was very valuable!” www.PetfoodForumEvents.com

Presented by

PetAge_010116_Pub-EditorLetter_TOC.indd 3 12/23/2015 4:12:59 PM STAY CONNECTED Editor’s Letter KEEP INFORMED

BE CURRENT In With the New The New Year brings a new Retailer Visit www.petage.com Report and a new staff member. to get all the latest long with a New Year comes a to collect customer email information breaking pet industry new Pet Age Retailer Report. and then reach out to those customers. A We’ve devoted a lot of space I hope you find the information in in this issue to the Report because the Retailer Report as interesting as I news and sign up for there’s just so much useful and interest- have. If you see something surprising ing information in it. There are a few or even something that confirms your specific things that I want to draw your own experience, share it with us on our weekly newsletter attention to before you give the report Facebook or Twitter. We’d love to hear a read. how well the report matches what our One trend the report revealed is that readers are seeing in their stores. fewer stores are selling live pets. The This issue marks the return of our data from the past two retailer reports Focus On feature. This themed round- reveals a significant drop in respon- up of products has returned because of dents who carry livestock. feedback I’ve gotten at shows. For our Having worked in pet retail and relaunch of the section, Pet Age is offer- for a reptile wholesaler, I can see why ing the seasonally appropriate theme of owners and managers might turn away pet outdoor wear. I hope you enjoy the from live animals and rely on selling feature and find it useful. Next month, supplies. Live animals drive up over- we will be featuring dental health prod- head through their need for food, time ucts for all types of pets – or at least the employees spend caring for them and ones that have teeth. loss. They also take up a lot of space. I’d also like to share a Pet Age staff- However, without the pets, there ing announcement with you. We’ve would be no market for supplies. As been joined by a new assistant editor, our columnist John Mack often says, Alexandra Wepner. Ally is a recent Rut- the sale of an animal often results in gers University grad (we’re up to two future supply sales worth many times now) who will be handling copyedit- the revenue of the animal itself. ing, story writing and other tasks. We I also found it both interesting are thrilled to have Ally on board. and perplexing that most retailers are I hope all our readers enjoyed the rarely reaching out to their customers holidays and have a healthy and pros- via email. Email marketing seems like perous 2016! low-hanging fruit that stores could exploit without too much effort. My Tom Mazorlig guess is that most independent retail- Editor ers do not have the staffing resources [email protected]

4 Pet Age January 2016

PetAge_010116_Pub-EditorLetter_TOC.indd 4 12/23/2015 4:13:01 PM PetAge_010116_Pub-EditorLetter_TOC.indd 5 12/23/2015 4:13:01 PM 24/7 Stay Connected | petage.com

Featured Tweets

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.

6 Pet Age January 2016

IZ16_200_025x273_05_USA_Pet_Age_BSI.indd 1 22.10.15 13:02 IZ16_200_025x273_05_USA_Pet_Age_BSI.indd 1 22.10.15 13:02 PetAttire_1601_FullPg_CPP.pdf 1 11/30/15 2:23 PM

Storefront Industry Briefs Pet Age Holds Retailer Forum in New York City By Nicole Gifford n Thursday, November 12, Pet Age hosted a Retailer Forum Oevent at New York City’s Vander- bilt Suites hotel, bringing together pet industry manufacturers and independent East Coast retailers for the purpose of discussing their successes, opportunities and challenges in the market. The Retailer Forum was the third hosted by Pet Age, which previously held similar events in Beverly Hills and Chi- cago. Moderated by Erin Terjesen of Pro- pel Communications, the participating businesses sought to strengthen relationships and build a greater knowledge base to take back to their employees. “It’s a great way to have a conversation between other independent retailers and manufacturers,” said Holly Levis of PetPort in Long Island. “If everybody understands everybody else’s needs and expectations, I think it makes us all stronger and therefore more profitable.” The event was sponsored by Healthy- Pet, Loving Pets, Evanger’s Dog and Cat Food, EQyss and Scarlett. “I think the forum provided a perfect opportunity to really spend quality time with the retailers,” Susan Parker, general manager of Scarlett. Participants fielded questions ranging from the amount of time they devote to deciding what products to stock for their material background of the items. Sev- Morton of New Jersey’s Shake A Paw pet customers to what resources they use to eral requested more point of sale promo stores. learn more about the products they sell. materials from manufacturers, such as Numerous retailers also said that Trade shows, manufacturers’ repre- shelf toppers and fliers, to better adver- samples, not visits from representatives, sentatives, sales sheets and magazines tise products. are the real key to finding out if a prod- were among the most popular places that Webinars and educational tutorial uct will sell at their store or not. By dis- retailers reported doing research about videos produced by manufacturers were tributing samples, retailers can use their their products. According to some store a hot topic among the attendees, with clients as a tool for testing out new items owners, consumers now have so much many retailers suggesting that such con- in the real world. information of their own that they feel tent would be a useful resource for store “Manufacturers really want to work like it can be a challenge to keep up with employees as they expand their knowl- with us, they want to help us,” said Le- customer product knowledge. edge of pet products and how to sell vis. “They want to educate our staff and Many store owners said that manu- them. come in and give us samples. They want facturers’ representatives need to be bet- “A big take away theme for me was to help us sell their products, and they’re ter informed in order to more concisely to partner a little better with my man- not always exactly sure how to do that, and accurately explain about how to sell ufacturers, because they’ll support the but I think that today we bridged that their products, profit margins and the retailers that support them,” said Jeff gap a little bit.”

8 Pet Age August 2015

PetAge_010116_Storefront.indd 8 12/23/2015 4:13:44 PM PetAttire_1601_FullPg_CPP.pdf 1 11/30/15 2:23 PM

PetAge_010116_Storefront.indd 9 12/23/2015 4:13:44 PM Storefront Industry Briefs Third Annual Purina Better With Pets Summit By Tom Mazorlig he Third Annual Purina Better With Pets Summit was held in TBrooklyn on November 3. The event was a gathering for pet professionals to share ideas on how pets make the lives of people better and how people can make life better for pets. Dr. Arleigh Reynolds, veterinarian and Purina senior research nutritionist, “Cats and dogs will often pass by stration of how service dogs can help delivered the welcoming remarks and the food in bowls to get food out of a puzzle people with disabilities to live more in- opening keynote speech. toy,” McGowen said. dependently, a table of various puzzle The morning featured a series of The afternoon events were different toys and other ways to provide enrich- panel discussions on topics including from those of the previous Better With ment to pets, and a demonstration of the “Stress, Our Pets and Us,” “Raising Pets Pets Summit. This year, the afternoon fo- use of thermal imaging to detect stress and Kids,” and “Are Millennials Chang- cused on several interactive exhibits, two and other issues in dogs. ing Our Relationship with Cats?” The of which dealt exclusively with cats. There was also a dog agility course panels brought together some of the top One cat exhibit detailed ways to featuring all types of dogs—from Chi- thinkers in each field. make a house or apartment safer and nese crested to pugs and golden retriev- Members of the stress panel discussed friendlier for felines, with several table- ers, showing attendees that agility train- the signs of stress in pets, factors that can top touch screens and small figurines ing is appropriate for more than just cause pet stress and how stress is not al- of cats in some typical household situa- athletic breeds. ways harmful–though it was noted that tions. Some examples included a cat nib- The day wrapped up with a short constant stress is, in fact, very unhealthy bling a houseplant, a cat peeking out of film about Dr. Reynolds and his work for pets. a covered litter box and a cat swatting at with the Frank Attla Youth Program “Things owners may not think about window blinds. When the statues were and a closing keynote speech by author can stress cats—like a change in tem- placed on the screen, an infographic and reality television personality Carole perature or the owner’s perfume,” said popped up explaining ways to make the Radziwill. Purina behaviorist Ragen McGowen. scenario better for the cat. Moving the The panel emphasized the impor- figures onto the screens was popular with tance of behavioral enrichment for help- attendees. ing pets cope with stress and for manag- The other cat exhibit was a model cat ing behavioral problems. adoption room set up to make cats re- “Owners want to create a Goldilocks laxed, comfortable and, therefore, more environment for pets—not too barren adoptable. It featured a wide variety of and not too chaotic,” said Tony Buffing- toys, scratchers, cat furniture, beds, hid- ton, veterinarian and expert on stress in ing places and climbable wall-mounted cats. shelves. Also provided was comfortable The film detailed the work of the One particular item the panelists human furniture for visitors, most of Frank Attla Youth Program in creating favored for behavioral enrichment was whom found the best part of all to be the a dogsled racing team for indigenous puzzle feeders. Making a pet work for a cats themselves. Approximately a dozen Alaskan youth. Dogsled racing was an food reward stimulates their mind and cats of ranging ages made the room a important part of traditional indigenous diverts their energy into a beneficial ac- popular spot with event attendees. culture and the program helps the com- tivity—and pets seem to enjoy it. Other exhibits included a demon- munity’s young people reclaim it.

10 Pet Age January 2016

PetAge_010116_Storefront.indd 10 12/23/2015 4:13:48 PM Petland to Heighten Store Standards for Puppy Sources

Effective October 1, Petland company animal care,” said Joe Watson, president To supply a Petland store, a breeder stores will only source puppies from shel- and CEO of Petland. must be in compliance with all federal ters, rescues and hobby, and USDA-li- These increased standards add to the and state laws and regulations related to censed breeders who have no direct viola- requirements breeders are already expect- dog safety, housing and nutrition, pro- tions within the previous two years. ed meet, bolstering a requirement spe- vide appropriate socialization and exercise “This decision to increase the require- cifically concerning violations on USDA specific for the breed and consult with a ments for professional breeders selling inspection reports and further restricting veterinarian to provide good medical care, to Petland is yet another example of our the already-selective pool of responsible preventative health measures, a state-is- commitment and responsibility related to breeders. sued health certificate and health records. PetMatrix, LLC Nominated for 2016 ACG N.J. Corporate Growth Conference & Awards

PetMatrix, LLC, makers of SmartBones Awards, nominees must be a middle ed for Small Company of the Year in and DreamBone, has been nominated market company with operations in the 2016 ACG New Jersey awards,” said in the “Small Company of the Year” New Jersey that have revenue between Maggie Marchese, SmartBones vice pres- category for the 2016 ACG N.J. Cor- $5 million and $500 million and must ident of marketing. “PetMatrix is contin- porate Growth Conference & Awards have quantifiably grown through an in- uously looking to improve the quality of (CGCA). novative business model, innovative deal life for pets by offering better-for-them The event will take place on May 10 or innovative best practice. products and we are extremely happy that in Somerset, N.J, to honor CEOs of suc- PetMatrix has influenced the dog pet parents have embraced our innovative cessful middle market companies in New chew category by creating alternatives products for their companion pets.” Jersey. to rawhide with vegetable and chicken Learn more about ACG NJ and In order to qualify in 2016 ACG chews. CGCA here: http://www.acg.org/new- NJ Corporate Growth Conference & “It is such an honor to be nominat- jersey. West Paw Design Becomes First Benefit Corporation in Montana

West Paw Design is now a Certified B West Paw Design became a Certified the world.” Corp and a Benefit Corporation follow- B Corp in 2013 and supported the leg- A B Corp is a company that must ing Montana’s legalization of businesses islation with employee testimonials at be certified by the nonprofit B Lab and filing as such. Montana’s state Senate. meet rigorous standards of social and On October 1, Montana became the “Becoming the first company to file environmental performance, account- 29th state permitting businesses to file as as a Benefit Corporation in Montana ability and transparency. Benefit Corporations. is exciting for myself and the team at Benefit Corporations must operate “By allowing entrepreneurs to incor- West Paw Design,” said Spencer Wil- to provide a “general public benefit,” porate as a Benefit Corporation, we’re liams, owner and president of West Paw which is defined in the enabling statute providing an additional tool to support Design. “We are excited to further our as “a material, positive impact on so- economic development in Montana commitment and join other Benefit ciety and the environment, taken as a while allowing companies to improve Corporations, such as Patagonia and whole, as assessed against a third-party their communities,” said Montana gov- King Arthur Flour, who have commit- standard, from the business and opera- ernor Steve Bullock. ted their businesses to doing good for tions of a benefit corporation.”

January 2016 petage.com 11

PetAge_010116_Storefront.indd 11 12/23/2015 4:13:48 PM ㄀㔀─ 漀昀昀眀椀琀栀挀漀甀瀀漀渀挀漀搀攀昀爀漀洀渀漀眀 Storefront Industry Briefs ᰠ刀䔀匀吀伀䌀䬀ᴠ 琀椀氀樀愀渀⸀ ㌀㄀䄀猀焀甀攀愀欀椀渀ᤠ Petco Acquired for $4.6 Billion 最漀漀搀琀椀洀攀℀

Private equity firm CVC Capital Part- rent group of investors in a deal expect- positioned with a strong brand, differ- ners and Canada Pension Plan Invest- ed to close in early 2016. entiated engagement model and om- ment Board have agreed to acquire the Petco operates over 1,400 retail ni-channel strategy,” Petco CEO James 匀焀甀攀愀欀椀攀䔀洀漀樀椀稀 holding company for Petco Animal locations across the U.S., Mexico and Myers said. “Both CVC and CPPIB Supplies Inc. at a cost of $4.6 billion. Puerto Rico and maintains an e-com- have outstanding track records and A joint statement said CVC and merce outlet. deep retail experience and resources the pension plan investment board will “As the North American pet in- that will help support our growth ini- purchase Petco Holdings from its cur- dustry continues to grow, Petco is well tiatives.” Global Pet Expo Named ‘Greatest Show on Earth’

The Global Pet Expo, presented by to be recognized by the leading publica- in the trade show industry. This award 䨀椀最最氀攀爀稀 The American Pet Products Associa- tion covering all trade shows across all is about them as much as it is Global Pet tion (APPA) and the Pet Industry Dis- industries as ‘the best’ is truly an hon- Expo.” tributors Association (PIDA), has been or,” said APPA executive vice president The record-breaking 2015 Show fea- named Greatest Show on Earth by Trade and COO Andy Darmohraj. “Our show tured 6,061 buyers in attendance, more Show Executive (TSE) Magazine. is the largest annual pet products trade than 3,000 new pet product launches TSE has recognized Global Pet Expo show in the world, and has gained the and 1,051 exhibitors. Overall attendance for the past six years in their Gold 100 reputation as the must-attend event in totaled nearly 15,500 people. Awards. The show is now in its twelfth the industry. This award further solidifies Darmohraj personally accepted the year. this, and to say we are proud is an under- award on October 1, 2015, at the annual “Global Pet Expo showcases one of statement. I truly believe we have one of Trade Show Executive Awards and Sum- the strongest industries in the world, and the most hard-working, talented teams mit in Santa Barbara, CA. 䐀漀渀甀琀稀 Acosta to Acquire The Pet Firm

Acosta, a leading full-service sales and better serve a very important growth seg- “By joining forces with an industry marketing agency in the consumer pack- ment,” said Robert Hill, president and leader like Acosta, we will provide en- aged goods industry, has signed an agree- CEO of Acosta. “With the combined hanced services for our clients, includ- ment to acquire The Pet Firm, a national breadth and depth of each organization’s ing access to full-service and experiential pet specialty sales, marketing and mer- capabilities, we will be able to provide marketing solutions, shopper analytics chandising agency. unmatched personalized service to pet and best-in-class training,” said Michael “The Pet Firm’s passion for animals industry clients and customers in the San Roman, founder and president of and expertise in positioning products U.S. and Canada.” The Pet Firm. “We are very excited about for success in pet specialty retailers, dis- The transaction between the two the potential of this partnership and the 䠀椀搀攀 ✀渀匀攀攀欀䈀甀爀爀漀眀猀 tributors and independent retailers will companies is expected to close in No- new, diversified offerings we will deliver broaden our platform and enable us to vember 2015. together to the dynamic pet industry.” Leis Pet Distributing Picks up EzyDog Products

EzyDog, manufacturer of outdoors Ontario. They are a full line distributor Province. They share our vision in pro- products for dogs, will now have its of pet food and accessories, servicing in- viding dealers with quality products and products distributed by Leis Pet Distrib- dependent retail pet stores throughout excellent customer service. We look for- 刀攀猀琀漀挀欀礀漀甀爀椀渀瘀攀渀琀漀爀礀眀椀琀栀娀椀瀀瀀礀倀愀眀猀搀漀最琀漀礀猀⸀ 圀椀琀栀漀瘀攀爀㌀匀䬀唀ᤠ猀Ⰰ 椀渀挀氀甀搀椀渀最䔀洀愀椀氀㨀猀愀氀攀猀䀀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀 uting in Ontario, Canada. Ontario and the Maritime Provinces. ward to growing with them for years to Leis Pet Distributing is a privately “We are thrilled to have Leis Pet come,” said John Hatcher, president of 漀甀琀搀漀漀爀最攀愀爀愀渀搀氀攀愀猀栀攀猀Ⰰ 漀甀爀愀眀愀爀搀ⴀ眀椀渀渀椀渀最Ⰰ 挀漀氀漀爀昀甀氀瀀爀漀搀甀挀琀猀洀愀欀攀琀栀攀瀀攀爀昀攀挀琀倀栀漀渀攀㨀㤀㤀ⴀ㘀㘀ⴀ㘀㤀㐀 owned company located in Wellesley, representing EzyDog in the Ontario EzyDog. 愀搀搀椀琀椀漀渀琀漀欀椀挀欀猀琀愀爀琀猀愀氀攀猀椀渀琀栀攀一攀眀夀攀愀爀⸀ 䘀漀爀漀爀搀攀爀椀渀焀甀椀爀椀攀猀攀洀愀椀氀猀愀氀攀猀䀀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀Ⰰ 漀爀瘀椀猀椀琀漀甀爀眀攀戀猀椀琀攀Ⰰ 眀眀眀⸀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀⸀ 12 Pet Age January 2016 ⌀娀䤀倀倀夀倀䄀圀匀

PetAge_010116_Storefront.indd 12 12/23/2015 4:13:51 PM ㄀㔀─ 漀昀昀眀椀琀栀挀漀甀瀀漀渀挀漀搀攀昀爀漀洀渀漀眀 ᰠ刀䔀匀吀伀䌀䬀ᴠ 琀椀氀樀愀渀⸀ ㌀㄀䄀猀焀甀攀愀欀椀渀ᤠ 最漀漀搀琀椀洀攀℀ 匀焀甀攀愀欀椀攀䔀洀漀樀椀稀

䨀椀最最氀攀爀稀

䐀漀渀甀琀稀

䠀椀搀攀 ✀渀匀攀攀欀䈀甀爀爀漀眀猀

刀攀猀琀漀挀欀礀漀甀爀椀渀瘀攀渀琀漀爀礀眀椀琀栀娀椀瀀瀀礀倀愀眀猀搀漀最琀漀礀猀⸀ 圀椀琀栀漀瘀攀爀㌀匀䬀唀ᤠ猀Ⰰ 椀渀挀氀甀搀椀渀最䔀洀愀椀氀㨀猀愀氀攀猀䀀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀漀甀琀搀漀漀爀最攀愀爀愀渀搀氀攀愀猀栀攀猀Ⰰ 漀甀爀愀眀愀爀搀ⴀ眀椀渀渀椀渀最Ⰰ 挀漀氀漀爀昀甀氀瀀爀漀搀甀挀琀猀洀愀欀攀琀栀攀瀀攀爀昀攀挀琀倀栀漀渀攀㨀㤀㤀ⴀ㘀㘀ⴀ㘀㤀㐀愀搀搀椀琀椀漀渀琀漀欀椀挀欀猀琀愀爀琀猀愀氀攀猀椀渀琀栀攀一攀眀夀攀愀爀⸀ 䘀漀爀漀爀搀攀爀椀渀焀甀椀爀椀攀猀攀洀愀椀氀猀愀氀攀猀䀀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀Ⰰ 漀爀瘀椀猀椀琀漀甀爀眀攀戀猀椀琀攀Ⰰ 眀眀眀⸀稀椀瀀瀀礀瀀愀眀猀⸀挀漀洀⸀ ⌀娀䤀倀倀夀倀䄀圀匀

PetAge_010116_Storefront.indd 13 12/23/2015 4:13:51 PM Storefront Industry Briefs Cats Are Pet of Choice for Millennials, Survey Finds

While dogs have long been the most cat owners agree that one of the main friendly,” said Purina behaviorist San- popular pet in the United States, cats are reasons they own a cat is that their dra Lyn. “In addition, they don’t need the pet of choice for many in the mil- cat fits in well with their current life- to be taken on walks or for bathroom lennial generation, according to a survey style—perhaps because two-thirds of breaks and they’re generally happy do- conducted by Nestlé Purina. their cats stay entirely indoors. Two ing their own thing, though they do Close to half of 1,000 survey respon- in five millennial cat owners said that like attention and cuddling.” dents in the millennial age range (18 to they talk about their pets on social Pet ownership may also fill a com- 34) said they own cats. media. panionship gap left as millennials get Many also reported that they believe According to the Pet Food Insti- married and have children later than their cat is similar to themselves, consid- tute, the pet cat population in the baby boomers did, according to a ering their personalities to be indepen- U.S. is more than 73 million, or two Wakefield Research study. dent, yet social. 57 percent of millennial million greater than the country’s pet “The relationship between pets and cat owners said that their cat is as im- dog population. people is continuing to evolve,” Lyn portant in their lives as their friends, and “People like cats because they are said. “Through research and personal two in five consider their cat to be their great pets; they provide comfort to experience, the bond between pets and “best friend.” their owners and, with appropriate people can be viewed as an important More than 80 percent of millennial socialization, they can be warm and part of improving quality of life.” HYDOR Files ITC Complaint Against Jebao

HYDOR USA Inc. of Sacramento, Cal- The ITC complaint requests that the such domestic inventories be stopped. ifornia, has filed a complaint with the RW line of Propeller Pumps and the WP The complaint asserts that these Jeb- U.S. International Trade Commission line of Wave Maker products be excluded ao products infringe U.S. Patent No. against Jebao Co., Ltd. of Zhongshan from importation into the United States 8,191,846, which protects HYDOR's City, Guangdong province, China. and that the distribution and sale of any aquarium fitting technology.

Good Deeds

Radio Systems Corporation Donates $20,000 to Smoky Mountain Service Dogs Radio Systems Corporation, which man- plete two-year training of the service dog, most sincere appreciation for the over- ufactures pet behavioral, containment Radio Systems’ donation will also cover whelming generosity of Radio Systems in and lifestyle products through its PetSafe, all expenses associated with the acquisi- helping us reach our goal of enhancing Invisible Fence and SportDOG brands, tion of a puppy and food, boarding and the quality of life for disabled veterans in has donated $20,000 to Smoky Moun- veterinary care for two years. our community.” tain Service Dogs (SMSD). Mike Kitchens, volunteer chair for “We are honored to have the op- The organization is dedicated to en- SMSD, recognizes the impact that the portunity to support SMSD and help hancing the physical and psychological donation will have on helping the orga- serve the men and women who served quality of life for veterans with disabilities nization achieve its mission. our country,” said Wendy Williams, by providing custom-trained mobility as- “Smoky Mountain Service Dogs is team lead of the philanthropy commit- sistance service dogs. the only organization headquartered in tee for the Radio Systems Corporation. The grant funds will be used for Tennessee that provides highly trained, “Not only do these service dogs help SMSD’s Veterans’ Support Package, public access tested and approved ser- their veterans lead more productive, which covers the full cost of providing vice dogs to disabled veterans at no cost,” fulfilling lives, but also provide them a mobility assistance service dog to a re- Kitchens said. “To do so, we depend with an unrivaled companionship that gional disabled veteran. greatly on the volunteer and giving spirit only a pet can give.” In addition to subsidizing the com- of the community. I’d like to express our Continued on p.16

14 Pet Age January 2016

PetAge_010116_Storefront.indd 14 12/23/2015 4:13:51 PM Merck Animal Health Produces H3N2 Canine Influenza Vaccine

In response to the H3N2 canine influ- pertise, we are excited to be able to offer dog parks, sporting and show events and enza (CIV) outbreaks that impacted dogs a cutting-edge product that will protect any location where dogs commingle. in 241 states, Merck Animal Health an- dogs against this virulent strain of CIV “Based on experimental studies in Asia nounced that the U.S. Department of Ag- and further strengthen our position as the and the rate of spread we’ve observed, riculture (USDA) has issued a conditional leader in vaccines and canine influenza.” I would estimate that H3N2 produces product license for a vaccine to protect CIV can be spread by direct contact 10 times more virus than H3N8, which against this newly identified strain. with respiratory discharge from infected makes it far more contagious,” said Ed- Canine Influenza Vaccine H3N2 will dogs, through the air via a cough or sneeze ward Dubovi, Ph.D., professor of virology be available to U.S. veterinarians begin- and by contact with contaminated objects and director of Cornell University’s Ani- ning Monday, November 23. such as dog bowls, clothing or people mal Health Diagnostic Center Virology “We have a long history of bringing moving between infected and uninfected Laboratory. “Preventing the transmission innovative products to the market that dogs. of the disease through vaccination is high- truly impact the health and well-being of According to clinical studies by rely recommended for those dogs that have animals, and this vaccine is another exam- searchers at the University of Wiscon- lifestyles that put them at greater risk.” ple of our deep commitment to animal sin, the CIV H3N2 may be shed for an Clinical signs of CIV H3N2 in dogs health and veterinarians,” said KJ Varma, extended period of time–up to 24 days, include coughing, fever, lethargy and in- BVSc, Ph.D., Diplomate ACVCP, and se- which is far longer than what is seen with terstitial pneumonia. nior vice president of global research and CIV H3N8.2 As a result, the infection can The Canine Influenza Vaccine H3N2 development at Merck Animal Health. spread quickly among social dogs in inner is recommended for healthy dogs 6 weeks “Building on our legacy of vaccine ex- cities, doggie daycares, boarding facilities, of age or older.

#AtlantaPetFair I’ll admit it—I’m a teacher’s pet. But running a business is hard and I need all the training I can get. Atlanta Pet Fair & Conference’s expert-led seminars give you both the practical, hands-on knowledge you can use today—and the business skills that will keep your operation profitable in the long run.

March 10-13, 2016 Georgia International Convention Center

January 2016 petage.com 15

PetAge_010116_Storefront.indd 15 12/23/2015 4:13:52 PM Storefront Industry Briefs Third Annual Aquatic Experience Hosted More Than 6,200 Guests

The World Pet Association’s (WPA) third and industry manufacturers. Additionally, over $13,000 was raised annual Aquatic Experience show, which “Every year, we continue to grow and in an on-site raffle to benefit the Pet Care took place from November 6 to 8 at Chi- exceed our own expectations as well as the Trust’s Pets in the Classroom program, the cago’s Renaissance Shaumberg Conven- expectations of the vendors, retailers and Coral Restoration Foundation and PI- tion Center, was visited by over 6,200 consumers; this year was no exception,” JAC’s Marine Ornamental Defense Fund. guests — a 30 percent increase from last said WPA president Doug Poindexter. The fourth Aquatic Experience is set to year’s show. “We realize the need and importance of an take place from November 4 to November A total of 133 exhibitors showcased all-aquatics show and we look forward to 6, 2016. For more information, contact the latest in aquatic trends and products continuing to provide a show where both the World Pet Association at 626-447- alongside local and national hobbyist sophisticated hobbyists and new aquarium 2222. groups, livestock and equipment experts, keepers can be inspired and supported.”

Movers and Shakers

APPA’s Sarah Bopp and Kaitlin Simonfay Win Diamond Award from NY IAEE The American Pet Products Association Bopp and Simonfay for their outstand- mendous growth in the years they’ve (APPA) Associate Manager of Booth ing contributions and service as found- been with us and are, now more than Sales and Operations Sarah Bopp and ing members of the Young Professionals ever, vital members or our APPA team,” Associate Manager of Association Op- Committee of the NY IAEE in 2015. said Andy Darmohraj, APPA Execu- erations Kaitlin Simonfay have received They currently serve as co-vice chairs of tive vice president and COO. “I am so the Diamond Award from the Interna- the committee. pleased with the level of work they pro- tional Association of Exhibitions and Additionally, Simonfay is a 2015 vide day in and day out, and am thrilled Events New York Chapter (NY IAEE). IAEE 20 Under 30 honoree. they are being honored by the top exhi- The Diamond Award recognizes “Sarah and Kaitlin have shown tre- bition and events association.” Continued on p.19

Good Deeds

Continued from p.14 Patriot 5 Star Treats Launch with #PatrioticPup Contest Simplicity Pet Care is debuting Patriot 12 finalists will be named “The Most Haverlack. “We wanted to make the saf- 5 Star, its newest brand, with a #Patriot- Patriotic Pup in America” and awarded est, most nutritional products available, icPup contest that will search for Ameri- $100,000 for a charity of their choice. and that’s what we’re doing with Patriot. ca’s most patriotic dog. Patriot 5 Star’s grain-free Long Lasting We use the highest quality ingredients Pet owners can enter their dogs’ pho- Dental Chews are now available in mint there are, and sell them at the most af- tos and information via Facebook, Insta- and cinnamon flavors. They are made in fordable price, period.” gram and Twitter for the chance to win the U.S.A. with American-sourced ingre- A percentage of all Patriot 5 Star sales money for their favorite charity as well as dients and are designed to naturally clean goes towards supporting U.S. charities. prizes like treats and toys. Each month, a dog’s teeth and gums while freshening In 2016, the company will focus on char- Patriot 5 Star will award a $1,000 dona- breath and preventing tartar buildup. ities supporting American pets, veterans tion to the charitable organization of the “Simplicity Pet Care’s mission is to and active military. winning pet owner’s choice, along with provide every pet across the country with For more information on Patriot 5 a basket of goodies for the month’s win- access to amazing products that not only Star and the #PatrioticPup competition, ning patriotic pup. taste great, but are also great for them,” please visit www.patriot5star.com. At the end of the year, one of the said Simplicity founder and CEO Elliott Continued on p.23

16 Pet Age January 2016

PetAge_010116_Storefront.indd 16 12/23/2015 4:13:52 PM Central Garden & Pet to Acquire Dog and Cat Bedding Business

Central Garden & Pet Company, mar- pany. is the fifth largest category in dog and cat keter and producer of products for the The assets were acquired for a cash supplies and is growing at a healthy rate. lawn and garden and pet supplies mar- purchase price of $61 million. The acquisition fits right into our strat- kets, has purchased the pet bedding busi- “We are excited to acquire the indus- egy of building a portfolio of growing ness and certain other assets of National try-leading dog and cat bedding compa- businesses and categories, and is a strong Consumers Outdoors Corp., formerly ny,” said John Ranelli, CEO and presi- complement to Central’s current broad known as Dallas Manufacturing Com- dent of Central Garden & Pet. “Bedding portfolio of pet products.” Grain-Free Category Now Accounts for a Third of Pet Food Sales

Grain-free dog and cat food now ac- year—a growth rate of 25 percent. wet dog food category. counts for one-third, or 34 percent, of Dog items accounted for $2.1 billion Of the pet food products intro- all pet food sales and 48 percent of the of those sales, with grain-free dog treats duced in the past year, 45 percent were “natural” category. spiking a remarkable 43 percent over last grain-free—1,557 new products com- Overall, grain-free stock keeping year. Additionally, grain-free items now pared to 1,355 during the previous 12 units brought in $2.6 billion in the past represent 46 percent of all sales in the months.

January 2016 petage.com 17

PetAge_010116_Storefront.indd 17 12/23/2015 4:13:53 PM Storefront Industry Briefs The Honest Kitchen Partners with Publisher to Release Scratch and Sniff Dog Book

Red Tettemer O’Connell + Partners meal. Throughout the book, readers most dogs and cats eat. RTO+P has (RTO+P) has released a scratch and are taken through a selection of scratch done an incredible job devising the idea sniff holiday dog book titled “Is That and sniff scents including pumpkin and of a scratch and sniff book, and we’re My Dinner?” for The Honest Kitchen peppermint. excited to show it off as we get closer to showcase products and communi- “We thought it would be super fun and closer to extra treat season.” cate the benefits of feeding pets healthy to really think outside of the box and The book will be available nation- food. create a slightly retro holiday campaign wide at retail stores and will contain In partnership with illustrator Annie that would showcase our recipes in a samples of The Honest Kitchen’s Em- Davidson, who co-designed and execut- unique way,” said The Honest Kitch- bark and Love products as part of a ed the artwork, “Is That My Dinner?” is en’s CEO Lucy Postins. “We wanted bundle. RTO+P has also created the a story about a hopeful puppy scratch- to highlight the difference between our new website www.IsThatMyDinner. ing and sniffing his way through a hol- human grade whole foods for pets and com, which includes coupons redeem- iday party in search of a proper holiday conventional kibble and cans, which able in stores.

The Vet Set Launches Home Veterinary Care Mobile Service in New York City

The Vet Set has launched its personalized the stress of vet visits for both pets and view animals via a smartphone device. veterinary care mobile services in Manhat- owners. This tool is ideal for treatment follow-up, tan and Brooklyn in New York City. “We’ve dedicated our lives to keeping behavior questions or symptom review The Vet Set provides concierge your pet happy and healthy where they to see if a visit is necessary. on-demand veterinary medicine inside a are most comfortable and secure,” Radke VetSource, an online pharmacy, pet owner’s home, office or hotel seven said. works with The Vet Set to deliver prod- days a week. Founded by veterinarians The Vet Set has also partnered with ucts and medication to patients’ homes. Dr. Taylor Truitt and Dr. Eva Radke, the the Vet24seven mobile app, enabling Learn more about the service at in-home service is intended to reduce veterinarians to talk with pet owners and http://vetset.net/.

Amtrak to be Required to Allow Pets on Trains

A five-year highway appropriations bill passenger transporting the pet will have introduction of the Pets On Train Act, a that Congress reportedly agreed to on to pay a fee to offset Amtrak's cost of legislative effort with bipartisan support Tuesday instructs Amtrak to develop accommodating pets. that failed to get much traction. Earlier policies that allow pets on its passenger Amtrak will also be required to keep this year, language from that bill was in- trains. pet cars at a “temperature controlled serted into a House Transportation and According to the legislation, Amtrak in a manner protective of cat and dog Infrastructure Committee rail reform will have to dedicate at least one car per safety and health.” After a year of op- bill, which was also stalled in Congress. train “in which a ticketed passenger may erating the pet pilot program, Amtrak In Illinois, two Amtrak rail lines transport a domesticated cat or dog in will submit a report to relevant con- were set aside to run a pilot program al- the same manner as a carry-on baggage.” gressional committees assessing how it lowing dogs and cats on trains. Amtrak The dog or cat would have to be in worked. announced in November that it would a pet kennel that complies with Amtrak The first push for such a change to begin letting pets ride on its Northeast size requirements for carry-on bags. The Amtrak policy came in 2013 with the Regional line for $25 per pet.

18 Pet Age January 2016

PetAge_010116_Storefront.indd 18 12/23/2015 4:13:53 PM Twigo Tags Launches Custom Pet ID Tags for Co-Branding

Twigo Tags’ Silent Rubber Tag is now team up with other admirable pet-loving available for co-branding. companies within the industry.” “At Twigo, it’s our mission to spread Twigo can etch any high-resolution awareness on how crucial it is for pets to black or white line art logo into the face wear identification at all times,” said Ja- of their Silent Rubber Pet ID Tag. Both a nine Berger-Gillet, owner of Twigo Tags. packaged and a non-packaged option are “We feel this co-branding opportunity can being offered. really help us to reach more consumers, For inquiries about custom tags, promote pet safety and continue to carry email [email protected] or call out our overall mission. We’re so excited to 888-276-1231.

Movers and Shakers Continued from p.16 Dan Vangelos Joins Petsport as Vice President of Sales Petsport has hired Dan Vangelos as its for Petsport’s strategic growth within vice president of sales for the western the pet specialty market in the western region. United States and Canada. Mr. Vangelos brings over 15 years “I couldn’t be more excited to of sales and retail experience within join the Petsport team and help grow the pet industry and 10 years of sales, sales,” Vangelos said. “Petsport is a retail and management experience great company with an impressive within the grocery industry. range of products that I am proud to In his new role as vice president represent.” of sales, Vangelos will be responsible Continued on p.21 APPA Announces Pet Industry’s First Young Professionals Group

The American Pet Products Association It will officially debut at Global Pet (APPA) has established the APPA Young Expo 2016, where the group will co- Professionals (YPs), the pet industry’s host a breakfast with the APPA Profes- first group for young professionals. sional Women’s Network (PWN). The mission of the group is to “With more young people enter- promote career path development for ing the industry, we expect continued young professionals in the pet industry growth and support for the group in the through networking opportunities. coming year,” said Kaitlin Simonfay, “The purpose of the APPA Young APPA associate manager of association Professionals is to provide support to operations. “We are excited to official- the future leaders in the pet indus- ly launch at Global Pet Expo 2016 and try,” said Sarah Bopp, APPA associate look forward to providing additional manager of booth sales and operations. networking opportunities in the fu- “Upon entering this industry, I, along ture.” with some of my colleagues, recog- The PWN and Young Professional’s nized a need for an organization that breakfast will be open to all registered would attract and engage young pro- Global Pet Expo attendees. For details, fessionals.” please visit www.globalpetexpo.org.

January 2016 petage.com 19

PetAge_010116_Storefront.indd 19 12/23/2015 4:13:53 PM Storefront Industry Briefs Petsmile and The Vet Set Partner to Provide Pet Dental Care in New York City

Brushless pet toothpaste manufacturer owners’ homes. Veterinary services pro- “We are excited to partner with The Petsmile will partner with The Vet Set, a vided include puppy and kitten care, Vet Set, as their goal is to offer innova- mobile veterinary practice, to bring their preventative care, diagnostics, vaccina- tive, convenient options to pet owners dental care products to New York City tions, health certificates for travel, acu- just like Petsmile,” said Bellanca Smi- pets. puncture and hospice care. gel-Rutter, executive vice president of The Vet Set offers dog and cat owners For a limited time, new clients of Petsmile. “As we work together, we will in Manhattan and Brooklyn a full range The Vet Set will receive a complimentary continue to educate pet owners on the of healthcare services in the privacy of sample and Petsmile demonstration. importance of oral care.” Andis Launches How-To Grooming Video Series

Andis has launched a series of education- Combing Technique”, “Cat Grooming in a step-by-step manner allows users to al “how-to” grooming videos focused on 101” and “Maintaining Your Animal easily follow along and quickly learn to providing tips for common grooming Clippers.” incorporate these techniques into their topics and how to best use Andis’ tools “Our grooming videos were created work.” while grooming. to provide both professional groomers The Andis website offers a variety Led by Andis’ team of expert groom- and at-home consumers with tips on of other educational content, including ing educators, the series of 16 videos–all best practices and how to properly use grooming charts, blade sizing charts and of which run between one and seven and maintain our tools,” said Karen For- an “Ask the Experts” section. To view the minutes in length–can be found in the mico, vice president of marketing at An- series of grooming videos, visit the site at Education Center on the Andis website. dis. “Having our team of expert groom- https://small-animal.andis.com/videos/ Topics include “Proper Brushing and ers demonstrate the different methods how-to.

Sales of Pet Oral Care Products to Outpace Overall Pet Market

The U.S. pet oral care products indus- concludes that a number of factors are products for people: breath freshening, try will reach $775 million by the end at play in the development and market- plaque fighting, tooth whitening, and of 2015, according to a new report from ing of targeted oral care products for more. market research publisher Packaged pets, not the least of which is the com- “In recent years, premium and even Facts. petitive necessity of marketers to come superpremium pet products have steadi- The increase reflects a compound up with ever more innovative product ly entered mainstream channels, such annual growth rate (CAGR) of approx- concepts. that consumers looking for premium imately five percent over the past ten Adding value to products through and superpremium products are no lon- years. The pet oral care market is fore- oral care benefits is an easy way for ger limited to pet stores,” said David cast to grow to nearly $1 billion by 2020 marketers to enter the category and in- Sprinkle, research director at Packaged and sales of products in the category will crease sales of product types that fall into Facts. “Mass-market channels draw the outpace overall pet market sales through crowded product categories. Further largest percentage of dog and cat own- 2020. reflecting the ongoing humanization of ers as pet product shoppers. Part of this The findings were published in the pet products, claims that new oral care mass-market premiumization trend is new report “Pet Oral Care Products products are making in many instances the inclusion of more oral care items in- and Services in the U.S.,” which also directly mirror those seen in oral care cluding dental treats.”

20 Pet Age January 2016

PetAge_010116_Storefront.indd 20 12/23/2015 4:13:53 PM Movers and Shakers

Continued from p.19

Andy Pettit to Serve as Timberline’s New Sales Manager Timberline has hired Andy Pettit to also earned a bachelor’s degree in en- be the company’s sales manager. gineering and an MBA with a concen- As a member of the executive tration in finance. management team, Pettit will be re- “We are very excited to welcome sponsible for market development, Andy to our executive team,” said customer service and initiatives to fur- Todd Goodman, president of Timber- ther enhance Timberline’s position in line. “Not only will he bring a tighter the reptile and amphibian market. focus on the customer relationship ex- Most recently, Pettit held the po- perience, but also he will be a cham- sition of associate athletics director at pion of the best feeder insects in our Southern Illinois University, where he industry.”

Monroe Capital Agents $31.4 Million Credit Facility to Worldwise, Inc.

Monroe Capital LLC has acted as sole Based in Novato, California, and lead arranger and administrative agent founded in 1990, Worldwise is a suppli- on a $31.4 million unitranche credit er of pet products including pet bedding, facility to support the recapitalization travel bags and accessories, cat toys, cat- of Worldwise, Inc. and ongoing product nip, cat scratchers and dog toys to over development. 30,000 international retail outlets. The The credit facility will also support company's portfolio of brands include future acquisitions by private equity SmartyKat, TrustyPup, Petlinks, Hear sponsor Mistral Equity Partners. Doggy!, Sherpa, and goDog. Diabetes Continues to Rise in Cats and Dogs

Since 2011, diabetes diagnoses in pets drinking more water than usual, fre- have increased by 32 percent in canines quent urination, always seeming hun- and 16 percent in felines. gry while still maintaining or losing November is designated Pet Dia- weight, and cloudy eyes. betes Month to raise awareness for the Diabetes is more typically diag- prevalence of the disease in cats and nosed in older cats and neutered male dogs. If left untreated, diabetes can be cats. A cat with diabetes may drink fatal. more water than usual, urinate more The disease is often underdiagnosed frequently, always seem hungry while and it affects one in 308 dogs and one maintaining or losing weight, sleep in 230 cats. more, be less active and have thinning, Signs of diabetes in dogs includes dry and dull hair.

January 2016 petage.com 21

PetAge_010116_Storefront.indd 21 12/23/2015 4:13:54 PM Storefront Industry Briefs Posh Paws to Partner with Ellen DeGeneres Brand ED

Posh Paws has entered into a partner- ED’s new collection will include pet her design vision into high-quality pet ship with ED, Ellen DeGeneres’ lifestyle beds, toys, carriers, leads, collars, feeding products,” said Isaac Dweck, vice presi- brand, to launch a pet accessories collec- bowls, sweaters and coats. Additional dent of Posh Paws. “ED’s strong design tion. grooming and hygiene products will be perspective, coupled with Ellen’s per- The line will launch at Global Pet introduced later in the year. sonality and known love for animals, is Expo, which will take place in Orlando, “We’re thrilled to partner with Ellen a natural fit for our portfolio of brands.” Fla. from March 16 to 18. DeGeneres’ lifestyle brand to transform Premiumization, Convenience Drive Innovation in Pet Product Packaging

According to “Pet Product Packaging tion for the product inside the packaging, packaging used for pet products shifts Innovation: Consumer Perspectives,” and be environmentally friendly to boot.” with consumer perceptions and trends, a brand new report by market research Innovations in packaging, such as new many of them carried over from the food publisher Packaged Facts, the packaging types of closures on pet foods or com- and beverage world. There is a number of choices of marketers are one of the most postable materials, can spur sales of spe- common issues that continue to arise in influential trends affecting the future of cific pet products and brands. Likewise, pet products, including the closure sys- pet products because packaging is closely strong sales of a particular brand and its tems in pet foods and better labeling of linked to consumer satisfaction. associated packaging choices will often pet foods and treats. “Like any other consumer packaged spur other marketers to develop a similar Convenience is another important goods, the packaging surrounding a prod- style of packaging to keep up with the lat- theme as a result of people being busier uct made for pets is the first interaction est trends within the industry. and more on-the-go than ever before. a consumer has with that product,” said This connection is particularly notice- This translates into packaging trends like David Sprinkle, Packaged Facts research able with premium and superpremium handles on larger pet food containers, sin- director. “The packing has to possess the pet foods, where the refresh of a premium gle serving portions, and treats and foods ability to catch the consumer’s eye and brand by a marketer will typically incor- designed for use when traveling. provide information on the product in an porate new packaging as part of the en- The full report is available at: http:// engaging fashion, as well as be convenient hancement. www.packagedfacts.com/redirect.as- to use and carry, provide suitable protec- There is also no question that the p?progid=88059&productid=9384675. W.F. Young Acquires Manufacturer of The Missing Link Supplements

W. F. Young has purchased the assets of in the wild, Dr. Collett developed supple- most important factor in my decision was Designing Health Inc., manufacturer and ment formulas for pets and launched De- finding a company that would carry his marketer of The Missing Link brand of signing Health, Inc. to manufacture and vision forward. The similarities between supplements for dogs, cats, birds, small market The Missing Link supplements. our two companies, starting with the animals and horses. “Selling The Missing Link was a very fact that both were founded because of a In the early 1990s, veterinarian Rob- difficult decision for me. It was my [late] personal passion for animals, plus a con- ert Collett began research into the de- husband’s heart and soul for so many tinued dedication to providing the best generative disease processes he observed years and reflected his deep personal possible products made W. F. Young the at his clinic. Convinced that there was a passion for all animals,” said Joy Collett, right choice to steward The Missing Link nutritional gap between what animals ate owner of Designing Health, Inc. “The in the future.”

22 Pet Age January 2016

PetAge_010116_Storefront.indd 22 12/23/2015 4:13:54 PM Good Deeds

Continued from p.16 Adopt a Golden Atlanta Names Solid Gold Pet Exclusive Dog Food Provider Adopt a Golden Atlanta (AGA), one away on a high-quality holistic dog of the largest rescue organizations in food like Solid Gold is very beneficial the United States dedicated to golden for them.” retrievers, has named Solid Gold Pet AGA’s fifth rescue flight of gold- its exclusive dog food provider. en retrievers from Turkey arrives in In May, AGA brought 36 aban- December. As part of the new part- doned, purebred golden retrievers nership, Solid Gold Pet will help sup- from Istanbul, Turkey, to Atlanta. port the rescue efforts from Turkey Virtually all of the dogs were mal- through 2016. nourished. “We are proud to partner with “All of the Turkey dogs we have Adopt a Golden Atlanta and look brought in have skin issues as a result forward to helping provide a foun- of poor nutrition. Probably 90 per- dation of health and well-being to cent of them need to gain weight and each new dog they bring into their 10 percent of them–those who were organization, including their special living in front of restaurants and were Turkey dogs,” said Bob Rubin, CEO fed scraps constantly–actually need and president of Solid Gold Pet. to lose some weight,” said Lauren “Similar to AGA, we believe that all Genkinger, AGA founder and pres- dogs deserve a chance to live a full ident. “Good nutrition helps with and healthy life and we are excited to all these issues. Getting the golden work with them to help deliver upon retrievers from Turkey started right this goal.”

Skout’s Honor to Be Distributed by UPP and VSI on West Coast

Skout’s Honor, manufacturer of everyday pet messes and the response high-quality household pet cleaning has been overwhelmingly positive so products, has finalized West Coast dis- far.” tribution partnerships with United Pa- Skout’s Honor’s line of profession- cific Pet (UPP) and Veterinary Service al-strength cleaning products for pets Inc. (VSI). includes a Stain & Odor Remover, “These partnerships with UPP and Odor Eliminator, Urine Destroyer and VSI signify an exciting next step for Sk- Litter Box Deodorizer. out’s Honor, as we continue to expand “We’re beyond thrilled to offer Sk- and introduce the products to pet spe- out’s Honor in our store, not just be- cialty retailers and consumers across the cause the products work so well for our country,” said Shannan Morlas, western customers, but also because the compa- regional sales manager for Skout’s Hon- ny itself is such a pleasure to work with,” or. “We offer an undeniably better, fast- said Karen Bertrand, store manager at er and stronger solution to cleaning up Pet Supply retail store in California.

January 2016 petage.com 23

PetAge_010116_Storefront.indd 23 12/23/2015 4:13:54 PM Stockroom New Products

Editor’s Pick Guardian Gear Tri-Fold Vehicle Pet Ramp With its durable construction and innovative design, this easily stored foldable ramp improves the ability of small, older or ailing pets to get in and out of vehicles. It can accommodate pets up to 130 pounds and features a carrying handle for portability. An anti-skid surface improves traction. www.petedge.com

WonderWoof BowTie The first fashion forward activity monitoring device for dogs is available in six different colors. The BowTie monitors a dog’s daily activity based on their size, Dry Care High breed and age. It can Pressure Air attach to any collar Cleaner by Andis and wirelessly pairs Professional groomers can with the WonderWoof achieve a new level of clean iPhone app. with Dry Care High Pressure wonderwoof.com Air Cleaner, which can blast the debris from their tools. The convenient 10 ounce pressurized can features an easy-to-use trigger nozzle with a concentrator straw for accessing hard-to-reach spaces. www.andis.com

24 Pet Age January 2016

PetAge_010116_Stockroom.indd 24 12/23/2015 4:14:31 PM STAY CONNECTED KEEP INFORMED BE CURRENT

ProClip AGS Clipper by Andis Ideal for complete body grooming, the ProClip AGS weighs Visit www.petage.com less than most detachable blade clippers and features a tangle-free swivel cord. Made in the U.S.A., it features a single-speed rotary motor that is designed to clip through to get all the latest the thickest coats with ease, whether wet or dry. www.andis.com breaking pet industry news and sign up for our weekly newsletter

Torus by Heyrex The New Zealand-designed, BPA-free, self-dispensing water bowl provides both dogs and cats with clean, fresh, carbon-filtered water anytime a pet is thirsty. Available in red, blue and charcoal, the Torus comes in two-liter and one-liter sizes. The bowl does not require batteries or any other power source. www.heyrex.com

DoggieWater Energy Water for Dogs This line of energy waters for dogs is a liquid diet supplement packaged in portable, earth-friendly, re-sealable pouches. Available in beef, chicken, bacon and natural flavor. Customers may also purchase a membership to the DoggieWater CLUB, which provides automatic monthly delivery of DoggieWater. www.doggiewater.club

January 2016 petage.com 25

PetAge_010116_Stockroom.indd 25 12/23/2015 4:14:36 PM Stockroom New Products

Doghook The Doghook is a wall hook that serves as a dog leash hitch suitable for any type of leash. Strong enough to hold multiple dogs and large breeds, the Doghook allows pet owners to “park” dogs outside of stores. It can also be mounted to registers in dog friendly shops. www.doghook.com

Zack & Zoey Arc Melamine Diners These stylish and modern food and water bowls from Zack & Zoey come in packs of six, which include two diners each in blue, purple and gray. They are made of durable melamine with two 12 oz. stainless steel inserts and are dishwasher safe for easy care. www.petedge.com

SnakeBiter with Squeaky Heads by Mammoth Pet Products Five Star Raw Frozen Diets for These rope toys, constructed with tightly woven fibers and durable Dogs by G Mason Group materials, are ideal for strong This super-premium frozen line is available in five chewers. SnakeBiters floss dogs’ varieties–Chicken & Vegetable, Beef & Vegetable, teeth as they play and provide Chicken, Duck & Vegetable, and Turkey & Vegetable– hours of interactive fun. Available and comes packed in one-pound chubs that are in 28 inch and 36 inch sizes easy to thaw, portion and serve. The line is USDA and a variety of colors. inspected and certified. www.mammothpet.com www.FiveStarRaw.com

26 Pet Age January 2016

PetAge_010116_Stockroom.indd 26 12/23/2015 4:14:38 PM Trends & Products New Products

Mega Tuff Balls and Ball Tugs Bully Bites by Petsport Grain-free vegetarian Bully Bites treats are low in fat, which makes them ideal for small dogs Petsport’s line of Tuff Balls just or to be used as a training treat. All ingredients got bigger with the addition of the are sourced, manufactured and baked in British Mega Tuff Balls and Mega Tuff Ball Columbia, Canada. Available in five flavors, Tugs for dogs. These new toys including pumpkin and cinnamon, kale and are ideal for kicking around or banana, and cranberry and chia. playing tug-of-war with pets. www.NVPets.com Available in four or six inch sizes. www.petsport.com

January 2016 petage.com 27

PetAge_010116_Stockroom.indd 27 12/23/2015 4:14:40 PM Stockroom Focus on Pet Outdoor Wear

Cloud Chaser Jacket by Ruffwear Waterproof, windproof and breathable, this three-layer soft- shell upper fabric jacket protects dogs from the elements. An insulating interior and raglan sleeves maintain core body heat while a zippered closure and four-way stretch create a comfortable, active fit. Reflective trim provides low-light visibility. www.ruffwear.com

Loft Coat by Kurgo The Loft Coat is made of durable Microtomic Ripstop material. Waterproof and containing poly-fill, the coat is warm and modelled after stylish puff coats popular with humans. It is reversible and has a zippered opening to allow a leash to attach to either a collar or a harness. www.kurgo.com

Snood by Gold Paw Series The newest addition to Gold Paw’s line of winter essentials, this double layer reversible neck scarf easily slips on and off over the head. The snood serves to keep a dog’s tender ear tips warm and protect them from damage during frosty conditions. www.goldpawseries.com

Element Dog Jacket by EzyDog This snug warm and waterproof dog jacket comes with lock slider release Dog Apparel buckles for quick adjustment and a by Daisy and Lucy perfect fit. The inside is lined with a This line of quality tank tops non-pilling fleece for comfort, and and flounce dresses for dogs an expanding neckline makes it easy feature edgy expressions to put on. The side panels have light and cute designs. They are reflective piping for safety. comfortable for dogs and www.ezydog.com provide protections from harmful UV rays. Completely made in the U.S.A. www.DaisyandLucy.com

28 Pet Age January 2016

PetAge_010116_Stockroom.indd 28 12/23/2015 4:14:42 PM Stockroom Focus on Pet Outdoor Wear

Nantucket Rain Slicker by Up Country Up Country’s stylish rain slickers are the perfect rainy day attire. The hood provides extra protection and style, while the beautiful embroidery adds an extra touch of personality. Available in three colors and eight sizes. www.upcountryinc.com Step ‘N Strobe Dog Shoes by Kurgo Lightweight shoes protect a dog’s paws from cold and heat Chester Barn Coat and provides protection on any by Up Country terrain. Made of breathable Dogs look dashing in this coat that is mesh with synthetic leather perfect for country or city. Plaid lined uppers and outsoles. Light-up cotton canvas has plenty of filling for soles make dogs visible at night; warmth, and the contrasting wide long-lasting seal battery whale corduroy and snap pockets is water resistant. make this coat stylish and practical. www.kurgo.com Comes in three colors. www.upcountryinc.com

Visibility Vest by Gold Paw Series This vest guarantees that dogs will be seen at night on evening walks. Made from stretchy, recycled poly knit with a mesh lining, it includes reflective trim that glows-in-the- dark without a light source and provides high-visibility to ensure safety on the roads. www.goldpawseries.com

Quinzee Jacket by Ruffwear This warm, lightweight insulated jacket features 200-gram synthetic insulation and polyester fabric. It can be packed into an integrated stuff sack. A self-locking zipper provides a custom fit for different dog shapes, and side-release buckles make it easy to put on and take off. www.ruffwear.com

January 2016 petage.com 29

PetAge_010116_Stockroom.indd 29 12/23/2015 4:14:50 PM Management Feature Story

To Borrow or not to Borrow? Avoiding some of the pitfalls of financing a store. BY DAN CALABRESE ccess to capital is always a chal- ering a major financing move has really you will attract more customers if only lenge, even for a high-margin, thought through what happens when you could pay for the marketing, are Alow-overhead business. For a pet you move from seeking financing to you sure the marketing plan you have retailer who can easily find themselves servicing it. in mind will be effective? If you think at the opposite end of both the margin business is slow because the store needs and overhead equations, it is easy to un- Proceed With Caution a renovation, are you sure you’ve got the derstand why a store owner would stress Sometimes what holds a business back right strategy to turn the spruced up about having access to the cash that can is needing capital to make a move now store into more purchases? make payroll, inventory and overhead a but not having it on hand. Some sort of Many business owners have found drama-free issue. financing can get you over that hump themselves under serious financial pres- It is just as understandable that cer- and allow you to do everything you sure, or in bankruptcy, because the tain types of pet store financing would need to do–including generate revenue thing they were sure would make the be seen as a godsend, bringing a sigh of that will allow you to pay back the debt. difference ended up making little or no relief that allows you to exhale, de-stress That’s how you see it in theory, and difference at all–and they went heavily and just run your business–or even sometimes it works that way in practice. into debt in order to do it. grow it. One thing a pet retailer should con- My purpose here is not to denounce sider carefully before going down that What Are the Terms? all forms of business debt, although my road is this question: How much of Often, lenders will offer terms that instinct (based in no small part on per- what you need to happen after you’ve sound easy to handle. It’s very popular sonal experience) is to warn against it. got the loan is really just a hope on for businesses to borrow against receiv- Rather, it’s to make sure anyone consid- your part? If you’ve convinced yourself ables, the idea being that you’d have the

30 Pet Age January 2016

PetAge_010116_MGMT.indd 30 12/23/2015 4:15:20 PM Management Feature Story

money today if people would only pay don’t generate enough revenue to keep far lesser challenge. their bills, so you’ll borrow the money up with the interest charges. And in the Borrowers need to think very care- and then pay the loan back as soon as meantime, every single credit card sale fully, not only about how they could the payment comes in. you make is now at a discount. Are you handle the debt load, but also about That can be a helpful system, al- sure you can make a profit under those why they’re in a position of wanting to though you need to pay attention to circumstances? borrow. what you give up in interest payments. None of this is to suggest that these It’s one thing if you need capital to It can also start a dangerous cycle, es- are scams. Lenders need to make a start a store. Every startup needs that, pecially for a business owner who gets profit on the loans they make, or they although they don’t all borrow it. But behind on bills or payroll. Selling those wouldn’t be in business. There’s nothing it’s another thing entirely if you need to invoices and then turning around to wrong with their structuring the loans borrow money because a failing busi- get caught up will relieve the pressure to make sure they get paid, and there’s ness model has left you hurting for cash. today, but you get nothing when the nothing wrong with their offering you If that’s the case, what you need to do client actually pays because you already terms that don’t scare the pants off you. first is analyze what’s going wrong and borrowed against the payment and It’s your responsibility to think change directions. I cannot emphasize spent the money. through the big picture. Debt service that strongly enough: a failing business Other lenders will offer financing in becomes a permanent part of your cost heading for closure is bad, but a failing exchange for a percentage of your future and operational structure for as long as business heading for closure and sad- credit card sales. That sounds pretty easy you carry debt. It costs money and it dled with massive debt is much, much for a retailer to handle because you only requires your time to manage. Granted, worse. pay when you make a sale. But you need not having enough capital on hand cre- And if you borrow money just to fore- to make sure you’re not looking at inter- ates problems too, and it may well be stall the day when your faulty business est rates that cause your debt to accu- that a responsibly secured and skillfully strategy will bring about your demise, you mulate over time if the credit card sales managed financing package presents a will be that guy. You don’t want that.

TOMLYN SHELF DISPLAYS Increase shelf presence with Tomlyn’s TOP selling SKU’s Available NOW! Create more turn in stores

IDEAL FOR: • End cap

Hairball Remedies Counter Display First Aid Counter Display • Near register Cat — PN 442151 Cat & Dog — PN 442152 • On shelf • Grooming area

High Calorie Counter Display High Calorie Counter Display www.tomlyn.com Kitten/Cat — PN 442150 Puppy/Dog — PN 442149

Contact your preferred distributor for details. Customer Service: 877-580-7729

Tomlyn_ad_7x4.875_v2.indd 1 January 2016 petage.com11/12/15 1:55 31PM

PetAge_010116_MGMT.indd 31 12/23/2015 4:15:20 PM Management Business Strategies

Creating an Events Calendar Planning ahead will pay dividends throughout the year. BY ANDY BLACK

ave you ever wondered if the oth- While I think all three of these com- Having been a manufacturer’s rep for er guy gets a better deal than you ponents are obviously important, com- 25 years, and a distributor buyer before Hdo? Why do you suppose some petitive pricing is the hardest to deal with that, I think I can safely say that most stores grow so quickly while you struggle because it is the biggest factor between manufacturers will be happy to work to keep the bills paid? profit and loss, and success and failure. through their distributors to help any There are many factors that cause With the growth of online shopping retailer interested in promoting their some businesses to grow faster than and the proliferation of discount stores, products. They would probably go out of others, such as a well-negotiated lease, it becomes more of a struggle every year their way to sweeten the deal by offering a great location or having been well-fi- to be competitive. With that in mind, a discount through their distributor, and nanced from the beginning. Some of it should be your mission to work with door prizes or added value incentives are these factors may or may not affect your your suppliers to plan events and promo- also possibilities. business. Even if you have none of these tions well in advance. And then there are the vendors that advantages, you can still beat the odds by Creating a calendar for the whole retailers buy from directly. Just because creating a business plan and then follow- year will do two things: you are buying direct, does not mean ing it. First, it will allow you to allocate re- you cannot negotiate an extra discount. Since we are into a new year, now sources to manage events, such as adop- Direct seller vendors want you to keep would be an excellent time to develop a tion days or flea and tick dip days—all of buying from them and will be sensitive yearlong event and promotional calen- which take advance planning. You could about promotional requests from estab- dar. The best way to maximize your prof- even try inviting the local media outlet lished retailers. its is to plan ahead. If the distributors or to attend and write a piece on your Santa When you are developing the cal- vendors that you buy from know what Photo Day or other special event. Believe endar, pick out the vendors that you al- your promotional plans are for the com- it or not, they are always looking for hu- ready do volume with or those that you ing months, they will all be more likely man interest events to offset all that bad would like to be doing better with and to participate with discounts or in other news they are always reporting. contact them. Also let your distributor ways that you define. The second advantage to planning salesperson know what your plans are, as As I have mentioned in other articles, ahead is that you are more likely to get they will be your greatest asset and will I and my colleagues call on hundreds of what you want. For example, when ap- look out for you as well as for their sales retail pet stores every year to ask owners proaching your distributors about sup- numbers. and managers what they do to promote plies you need for your event, they may Remember: if you do not ask, the an- their business in their marketplace. Of- be able to order what you need during swer will invariably be “no.” Stop won- ten, we ask them what they think are the their normal order cycle if they know dering if the other guy is getting a better most important components to growing what you want in advance. This allows deal than you are—be the other guy. their business. The top three answers them to take advantage of vendor dis- they give are: counts and pass extra savings on to you. Andy Black is an associate/partner at Market Also, if you have a calendar developed Strategies, an independent rep group that 1. Professionally designed street with your implementation plan, you can serves all 50 states. He has more than 40 signage contact manufacturers directly to explain years’ experience in distribution and as a 2. Competitive pricing your plans and get their help maximizing manufacturer’s representative focusing on 3. Customer service distributor discounts. marketing and sales in the pet industry.

32 Pet Age January 2016

PetAge_010116_MGMT.indd 32 12/23/2015 4:15:21 PM Management Business Strategies

A Dog’s Reward Must Be Rewarding What makes a good treat for dog training? BY STEVEN APPELBAUM

s pet owners enter the New Year owner is trying to reinforce. The dog eats delivering treats in such a way that dogs and put the holiday distractions it and, within seconds, is looking at his never know for sure if they are going to Abehind them, many will have owner for more. Therefore, the treats get one. Even if the treats are hidden training their unruly dogs on their res- need to be bite-size—not meal-size. from the dogs’ view, strong odors let olution list. Dog training has undergone Treats that take a dog more than three dogs know that a treat is coming, causing a revolution in the last 30 years. Today, seconds to consume are distracting and them to act accordingly. Therefore, near- focus is on rewarding and strengthening not ideal for training. ly odorless treats are better for training. positive behaviors as opposed to punish- Additionally, some dogs have a ing unacceptable ones. Aside from being weight challenge. This makes it import- Tips for Use easier on the dog, positive and gentle ant not to overfeed them with gigantic A typical mistake novice dog trainers and dog training methods give pet retailers treats. Obviously, a Great Dane will take owners make is holding treats in their the opportunity to offer dog owners a larger bites than a Pomeranian will, so hands for dogs to see and then asking for staggering variety of training treats. The stocking small, medium and large bite- a response. When the dog sits, the own- question from a training standpoint is: sized treats is a good idea. er praises them and gives a treat. After a which types are best? dozen or so repetitions, most dogs will There are several qualities that dog Hardness catch on and sit like champs. The chal- trainers look for in training treats. From a dog’s perspective, a treat’s hard- lenge occurs when the owners ask their ness usually will not matter. However, dog to sit and no treat is visible. Dog Palatability harder treats often take longer to con- owners will usually see a marked decrease A treat’s palatability is both simple and sume and might be more difficult for in response. This is one of the main rea- complex. The simple part: Treats dogs older dogs or very young puppies to sons why dog treats were widely rejected love will be a more powerful reward and chew. Since most treats are not bite-size by trainers for many years. motivator than treats they do not. to start, customers may have to break Do your customers want a dog that The complex part is that different them into the proper size for their dogs. only listens when they have food in their dogs like different treats, so there is no Very hard treats make this difficult and hands? The solution is not to reject train- magic formula that every dog loves. thus are less desirable. For these reasons, ing treats—it is to avoid creating a visual Generally, dogs prefer meat-laden I recommend offering treats that are soft dependency on them. In other words, snacks—the more meat and less filler, enough to easily break into small pieces they need to be kept hidden in owners’ the better. That being said, I know peo- with your fingers. hands or in a treat bag. If the dog can- ple whose dog’s favorite treat is—believe not see the treat, owners can avoid visual it or not—an ice cube. Odor dependency and thus phase treats out in In a dog’s world, smelly is good. Strong the future. Size food odors are usually powerful moti- A treat’s size is an important consider- vators to eat, which can be a problem Steven Appelbaum is the President of ation. Ideally, a dog treat is consumable when using treats during training. Most Animal Behavior College, the nation’s largest in a single bite and provides a burst of owners will want to get their dogs to the vocational school for animal-related careers. He wonderful flavor that the dog connects point where they no longer have to use is a freelance writer and dog trainer with more positively with the specific behavior the treats to motivate behavior. This means than 30 years of experience.

January 2016 petage.com 33

PetAge_010116_MGMT.indd 33 12/23/2015 4:15:21 PM Management Pet Tech

Inventory Is Everything Getting automated boosts profits with better inventory management.

BY STEPHANIE BRAUN

mart retailers know that invento- you determine total costs, monitor your quickly sell off aging stock, so identify- ry is a double-edged sword. On sell-through, and more.” ing slow-movers early on is key. A sell- Sone side, it’s the lifeblood of your Using a point of sale, you can run a through report will also help you man- business–after all, what would you sell report that quickly shows products that age your discounting and prompt some if you didn’t have stock? On the other have hit their reorder point. A reorder serious re-merchandising to get rid of the side, inventory is costly to keep on hand point is a level that you preset which slow-movers. You can also run a weeks and takes space away from fresh items suggests it is time to order more prod- of supply report to see exactly how slow- that could potentially sell faster. When uct. Unless you have an extremely small ly a product is performing. Of course, a it comes to inventory, the name of the shop, it is not always easy to see what shrewd retailer can sense what is selling game is balance. Fine tuning that bal- is running low until it is too late. You and what is not. But without the hard ance comes with both experience and cannot sell what you do not have, so be- facts generated by a report, it is almost some necessary tools. ing able to quickly see all the items you impossible to make optimal decisions From the day you open a pet store, it are running out of is crucial. Similarly, a based on a “hunch” and an outdated op- could take months–or even years–to get proper point of sale can show you sell- erating system. your inventory strategy right. Perhaps through by brand and/or item. By this point, you have probably you overestimate the number of large Many retailers might explain how realized that automation is essential for dogs in the area, or underestimate how they “just know” which brands do better understanding what is going on in your many consumers are looking for innova- than others or what their most popular store and is crucial for making decisions. tive cat toys. Based on data and research, items are by virtue of spending time in A point of sale can help you control even you may calculate demand for products the store. With an automated system, more, such as minimizing shrinkage, and correctly, but seasonal variables throw off however, they can quickly tell you which allows you to manage inventory from your game plan. You can strategize and items typically sit on the shelf for two several locations in a single system. To analyze the market as much as possible, weeks or more, or which ones have the find out more, download this free guide but without a point of sale that helps you highest sell-through. for retail best practices for maximizing manage buying inventory, you will hin- More than just telling you what is profits, or check out https://www.light- der your profitability in the long run. selling, a point of sale will also help you speedhq.com/resources/white-papers/ “A progressive point of sale can do quickly calculate your margins for vari- managing-your-inventory/ a lot of good things for your inventory ous items so you can better understand strategy,” said JP Chauvet, chief revenue which products are the most profitable– Stephanie Braun specializes in retail customer officer of Lightspeed POS. “It can help and who wouldn’t want to stock up on experiences and is a regular contributor you track your goods efficiently, set up fast-selling, profitable merchandise? to the Lightspeed POS blog (http://www. information properly from the start, help You know that it is important to lightspeedhq.com/blog/)

34 Pet Age January 2016

PetAge_010116_MGMT.indd 34 12/23/2015 4:15:21 PM PET2015-2016 AGE

RETAILER REPORT

Pet Age’s 2015 Retailer Report is sponsored by: Things Are Looking Up By Tom Mazorlig and Alexandra Wepner

udging by the respondents to the Bre Wyatt, manager at Village Pets & year, that number is 22 percent, showing 2015-2016 Pet Age Retailer Survey, Supplies in Santa Rosa, Calif., agrees on a possibly significant decline. There has Jthe pet industry is in great health. the popularity of all-natural treats. been a trend of fewer stores indicating The survey for the 2015-2016 Pet Age “I agree that all-natural treats are that they sold live animals, with 36 per- Retailer Report was sent via email to pet growing,” Wyatt said. “There’s a huge cent saying they did so in the 2013-2014 retailers throughout the country to gauge market for all-natural, along with grain Pet Age Retailer Report. From these re- the state of the independent pet retail in- free, organic, gluten free – anything like sponses, stores carrying live animals de- dustry. that.” clined by 39 percent from 2012 to 2014. Net profits went up in 2014 for 65 A majority of stores carried dog and There is a possibility that this drop re- percent of respondents, with 35 percent cat food, which is a good business prac- flects the nature of the survey. reporting that profits rose by 10 percent tice because most stores that carried “We specialize in aquatic hard-goods, or more. those products also reported an increase, and in actually calling on tropical fish Stores reported healthy growth in whether slightly or greatly. and marine and reef stores, we have seen gross dollar volume in 2014. Overall, On the other hand, a large majority a larger variety of livestock this year over 70 percent of stores reported increased of stores indicated that they did not car- last,” said Andy Black, associate/partner at growth. That’s up from 41 percent of ry food or supplies for fish, birds, small Market Strategies, an independent pet re- stores reporting an increase in 2013. animals or reptiles and also did not carry tail rep company. “In the aquatic category gift/specialty items. Interestingly enough, we have also seen a steady increase in retail Growth Categories many of these categories seem to be op- outlets each year since 2010, more so than Dog-related products are once again the portunities for more business—in fact, the prior five years going back to 2005.” leaders in growth. The fastest growing all but the bird category—as most stores “The independent fish stores may not product category was all-natural treats for that carried them reported an increase in be taking the time to respond to survey dogs. This category was reported as fast- business. requests,” said RD Webster, associate/ est growing by 16 percent of respondents. Most respondents plan to expand partner at Market Strategies. “Plus, I hear This was followed by dog food in general. their dog toy selection, with grooming from many of them they don’t read the Grooming products was the third fastest products coming in at second place. trade magazines because of the focus on growing category. Most grooming prod- dogs and cats. Many small independent ucts are intended for dogs, so the entirety Livestock chains are dry goods only stores and they of the top three fastest growing product In last year’s report, 30 percent of respon- are much more inclined to be involved categories are related to dogs. dents said they carried live animals. This with the trade magazines and reports.

January 2016 petage.com 35

PetAge_010116_CoverStory.indd 35 12/23/2015 4:16:49 PM Introducing an Innovative Solution for COVER STORY Flea, Tick, and Mosquito protection!

Insect Shield is WHAT IS INSECT SHIELD? Making Headlines This has been a year of great freshwater Delivery is the number two most or agility training was only the sixth most livestock and planted tank success.” common service offered by pet retailers; common response, so the popularity of A revolutionary defense in the battle against bugs, With Media Coverage Of those stores that carry livestock, 25 percent of stores offer this service. This training is on the rise among respondents. Insect Shield® is a technology In Major Markets freshwater fish and invertebrates remain is up from the number four response at 19 Eighteen percent of stores that are for treating gear that repels Across the US the most common. The percentage of re- percent in last year’s survey. planning to add a new service in 2016 mosquitoes, ticks, flies, and Insect Shield Is tailers that carried these animals in 2014 “Our home delivery service is critical want to offer self-service dog washing. fleas. The active ingredient in Taking The Pet was virtually unchanged from 2013, with to the long term health and viability of “We are hoping we can add a self-ser- Insect Shield is permethrin. Industry By Storm! 66 percent carrying in 2014 versus 69 the business,” said Aaron Cohn, general vice dog wash,” Wyatt said. “They are This formula is tightly bound to percent in 2013. manager at Bark ‘n Purr Pet Center in popular with customers. We have one at fabric fibers, offering effective, The relative popularity of other types Austin, Texas. “Twenty years ago, offer- our other location, and it is doing very odorless, built-in insect protection. of livestock remains similar as in last year’s ing total coverage of even a small city like well.” report. Austn would have taken a chain of several • Repels harmful biting insects Of the stores that sell live pets, those stores. Now, I at least have the potential to Marketing Trends • Protects against insects that can carry West Nile virus that carry birds saw a significant drop reach all of those consumers from a single When asked what form of advertis- and Lyme disease from 54 percent in the last report to 47 location. There is considerable investment ing produced the best results for their • Odorless percent in this one. However, birds were up front, but less than that of a second business, the number one answer from • Protection is in the product, not on the skin still the third most commonly stocked store with far more potential.” our respondents was internet/website/ type of pet. Last year, aquarium or pond installa- email marketing/social media, with 45 • Offers year-round protection Pet stores that do carry livestock can tion/maintenance was the second most percent giving this answer. The num- • Available in products for the home, car, & outdoors See more PR generate a lot of sales. It may be best to common service offered, but this year, this ber two response was referral/word of • EPA registered www.InsectShieldForPets.com/press.htm support certain categories and to differen- service fell to the fifth most commonly of- mouth at 24 percent. Next was direct • Approved vendor of the U.S. military tiate your store from other local retailers. fered service. However, the percentage of mail/coupon mailers with 10 percent. “Livestock has been good for us,” said respondents offering this service did not None of the other seven choices broke Gene Schreib, owner of Pampered Pets in change a lot. Last year, the percentage was double digits. Ithaca, N.Y. “We do a lot with reptiles. 23 and this year it was 18. That pet retailers find online mar- That’s been really strong for us on both Twenty-two percent of respondents keting effective comes as no surprise to the supply end and the livestock end. In said they are planning to add services to Sarah Julian, owner of OffLeash Com- the last year, we’ve done really well with their stores’ offerings in 2016. This is only munications. hedgehogs. We sell them like crazy.” slightly lower than the response in last “Online marketing can be a very cost Learn more at www.InsectShieldForPets.com year’s report, 29 percent. This year and effective way to generate awareness, en- Stores and Services last year, of the stores planning to offer gage consumers and advertise products We offer a wide array of helpful Nearly the same percentage of respon- new services in the coming year, delivery and services,” Julian said. “The most suc- and informative retailer-support dents indicated they were planning on was the most common planned service, cessful retailers, however, will be the ones pieces, including signage, handouts, videos, and more—all making store improvements in this year’s with nearly the same percentage giving that can mobilize their online communi- designed to increase customer survey and last year’s survey – 56 percent this answer – 33 percent last year and 34 awareness and drive sales. Continued on p.40 versus 55 percent, respectively. Forty-one percent this year. To learn more, please call 1-888-876-2567 today! percent of those retailers planning store The second most common service improvement intend to redecorate and/ that stores plan to add was obedience Like us on Facebook, and or update the store’s cosmetics, and this and/or agility training. This differs from follow us on was the most popular response. Remodel- the number two response last Twitter and Instagram! ing was the second most popular response year, which was grooming. at 37 percent. Thirty-three percent of re- Last year, obedience and/ spondents planning store improvements intend to spend more than $20,000 on Pet Age’s 2015 Retailer those improvements. Report is sponsored by: Available Exclusively at Grooming is by far the most common ancillary service offered by respondents, with 54 percent of stores including grooming. It was also the number one choice last year, at 56 percent.

36 Pet Age January 2016 Call (888) 876-2567 • PetEdgeDS.com Ref #201

PetAge_010116_CoverStory.indd 36 12/23/2015 4:17:39 PM PetEdge201_Dec15.indd 1 12/23/15 12:45 PM Introducing an Innovative Solution for Flea, Tick, and Mosquito protection!

Insect Shield is WHAT IS INSECT SHIELD? Making Headlines A revolutionary defense in the battle against bugs, With Media Coverage Insect Shield® is a technology In Major Markets for treating gear that repels Across the US mosquitoes, ticks, flies, and Insect Shield Is fleas. The active ingredient in Taking The Pet Insect Shield is permethrin. Industry By Storm! This formula is tightly bound to fabric fibers, offering effective, odorless, built-in insect protection. • Repels harmful biting insects • Protects against insects that can carry West Nile virus and Lyme disease • Odorless • Protection is in the product, not on the skin • Offers year-round protection • Available in products for the home, car, & outdoors See more PR • EPA registered www.InsectShieldForPets.com/press.htm • Approved vendor of the U.S. military

Learn more at www.InsectShieldForPets.com

We offer a wide array of helpful and informative retailer-support pieces, including signage, handouts, videos, and more—all designed to increase customer awareness and drive sales. To learn more, please call 1-888-876-2567 today!

Like us on Facebook, and follow us on Twitter and Instagram!

Available Exclusively at

Call (888) 876-2567 • PetEdgeDS.com Ref #201

PetAge_010116_CoverStory.indd 37 12/23/2015 4:17:39 PM PetEdge201_Dec15.indd 1 12/23/15 12:45 PM RESPONDENTS SUMMARY

MALE: 37% FEMALE: 63%

AGE OF RESPONDENTS

1% 7% 13% 21% 24% 31% 21-25 Above 65 26-35 36-45 56-65 46-55

Pet Age’s 2015 Retailer of businesses have been in operation for more than 10 years. Report is sponsored by: 59%

38 Pet Age January 2016

PetAge_010116_CoverStory.indd 38 12/23/2015 4:18:28 PM SERVICES OFFERED

ANCILLARY SERVICES OFFERED: 54% Grooming

25% Delivery

24% Obedience and/or agility training

20% Day care

18% Aquarium or pond installation/maintenance

18% Boarding dogs and/or cats

18% Other

15% Self-service dog wash

14% Pet sitting and/or dog walking

9% Boarding exotic animals (birds, reptiles, small animals)

22% OF RESPONDENTS SAID THEY ARE PLANNING TO ADD SERVICES. These are the services they are planning to add: 34% Grooming

26% Delivery

24% Obedience and/or agility training

22% Day care

22% Aquarium or pond installation/maintenance

20% Boarding dogs and/or cats

20% Other

18% Self-service dog wash

6% Pet sitting and/or dog walking

2% Boarding exotic animals (birds, reptiles, small animals)

January 2016 petage.com 39

PetAge_010116_CoverStory.indd 39 12/23/2015 4:18:29 PM SERVICES Introducing OFFERED the Latest Innovations from the Fastest Growing Chew Brand! Continued from p.36

ty, drive traffic into their stores and deliv- 2014 was a tie between finding/training/ ghly Dige DID YOUR STORE i st er a shopping experience that engenders retaining new employees and increasing H ib CARRY ANY customer loyalty.” sales volume, with 30 percent of retailers le COMPANION ANIMALS giving this response. OR FISH IN 2014? Looking at 2016 Schreib agreed that finding the right The big concern among the respondents person to fill an opening can be difficult. 1 is competition, specifically with big box “Right now I’m lucky that I’ve got 0 0 stores, mass market stores and online re- some employees who’ve been with me a % tailers. Forty-nine percent indicated that couple years,” Schreib said. “Finding new R ee awh e-Fr YES this would be their biggest challenge in help is awful. It’s hard to find reliable peo- id 2016. This response was also the biggest ple who want to do some work. There are 22% concern in last year’s survey, with close to a lot of people who think they are knowl- the same percentage of respondents –52 edgeable about pets but really aren’t. It’s Beef Chews percent – choosing this as their answer. hardest to find someone who is interested Made with Real Beef

Online retail may be a particular con- in and knows about the fish.” TM cern – a greater one than even the big box The third most common answer was Great non-rawhide savory beef f lavor chews pet stores. the economy at 27 percent. This is a dogs will be sure to love! NO “I would say, we have more compe- change from last year’s report in which No-rawhide twist shape tition with online than with big box,” the economy was the second most com- chews with delectable smoked 78% Schreib said. “We’ve survived PetsMart, mon response with 37 percent, indicating pork f lavor chew center! but now people check what they can get it was the biggest challenge. online. I’m finding that’s the biggest com- While it’s impossible to know what petition right now.” the hot trends in 2016 will be, Wyatt has The second most popular response for an educated guess. OF STORES CARRYING “Raw food seems to be taking off,” she LIVE ANIMALS, THE TYPES said. “Lots of people are learning about CARRIED WERE: dog and cat nutrition now, and many of them are going away from dry kibble and Freshwater fish and invertebrates66% to a new route.”

Small animals/exotics 51% About the Survey Statistical data for the 2015-2016 Pet Age Re- BUTCHER’S CUT TM Birds 47% tailer Report was compiled by Best Companies LONG-LASTING MIGHTY CHEW Group. PORK FLAVOR Reptiles and Amphibians 45% Pet Age sent emails from November 19 to December 4 to more than 21,000 retail owners Saltwater fish and invertebrates43% and managers from the Pet Age subscriber list to complete the Internet-based questionnaire. Value Singles The 2015-2016 Pet Age Retailer Survey drew Satisf ies even the toughest chewers... Oers a no-rawhide chew alternative to Mixed breed puppies 19% 442 valid responses with a confidence level of with mouthwatering pork f lavor chew center! value-conscience consumers, while providing 95 percent and a margin of error of 5 percent, entry price point for shoppers who want to try the brand. Registered puppies 19% according to Best Companies Group. Pet Age’s 2015 Retailer Percentages will not always total 100 be- Mixed breed kittens 17% Report is sponsored by: cause many responses were rounded and not all respondents answered all questions. Registered kittens 6% The Pet Age Retailer Survey was sponsored by Loving Pets (Cranbury, N.J.), PetEdge (Bev- Other 6% erly, Mass.) and PetMatrix (Saddle Brook, N.J.).

PetAge_010116_CoverStory.indd 40 12/23/2015 4:19:19 PM Introducing the Latest Innovations from the Fastest Growing Chew Brand!

ghly Dige i st H ib le

1 0 0 % R ee awhide-Fr

Beef Chews Made with Real Beef Great non-rawhide TM savory beef f lavor chews dogs will be sure to love! No-rawhide twist shape chews with delectable smoked pork f lavor chew center!

BUTCHER’S CUT TM LONG-LASTING MIGHTY CHEW PORK FLAVOR

Value Singles Satisf ies even the toughest chewers... Oers a no-rawhide chew alternative to with mouthwatering pork f lavor chew center! value-conscience consumers, while providing entry price point for shoppers who want to try the brand.

PetAge_010116_CoverStory.indd 41 12/23/2015 4:19:20 PM SERVICES OFFERED

EMPLOYEE BENEFITS STORE LOCATIONS Employee discounts 53% Rural 24% Paid vacation 43% Metropolis 21% Sales and/or holiday bonuses 41% Town 21% Sick/personal days 33% Midsize city 20% None at this time 28% Suburb of city/metropolis 14% Health Insurance 26% Number of locations: Disability Insurance 11% One 66% Pension plan 9% Zero 12% Profit sharing8% Two 10% Life Insurance 8% Four or more 10% Other 6% Three 2%

MOST TRENDS PROFITABLE

FASTEST GROWING PRODUCTS: 16% All natural treats for dogs

12% Dog food

11% Grooming % Ranked by percentage of respondents 67 70% indicating that category as the fastest growing. Of businesses saw Of gross dollar volume net profit increase for dry goods and ani- MOST COMMON FOOD/SUPPLY CATEGORIES from last year. mals that went up overall. BY PERCENTAGE OF STORES THAT OFFER THE CATEGORY: 73% Dog

61% Cat Pet Age’s 2015 Retailer Report is sponsored by: 23% Small Animal

30% of stores sell gift and specialty items and saw a 52% increase in business in that category in 2014 vs. 2013.

42 Pet Age January 2016

PetAge_010116_CoverStory.indd 42 12/23/2015 4:20:11 PM MARKETING DOLLARS

49%

ADVERTISING SPENDING IN 2014

15% 17% 11% 6% 2%

Up to 2,000 to 4,000 to 6,000 to 8,000 to 10,000 or 1,999 3,999 5,999 7,999 9,999 more

45% said the best advertising was internet/website/email marketing/social media marketing. 94% of businesses have some aspect of their operation computerized. Most common types of computerization are internet/email (78%) and accounting/bookkeeping (72%).

MOVING FORWARD BIGGEST CHALLENGES

49% of respondents felt competing with independent, big box, mass market and/or online stores will be their biggest challenge in the future.

Other responses:

56% of respondents plan to make physical improvements to their stores. Most of those plans included decorating/updating Finding, training, Increasing Economy: cosmetics (41%) and remodeling retaining good sales volume: 27% current facilities (37%). employees: 30% 30%

January 2016 petage.com 43

PetAge_010116_CoverStory.indd 43 12/23/2015 4:20:11 PM MOVING FORWARD

Dog food/supplies: Cat food/supplies: Gift/specialty items: 73% Yes • 27% No 61% Yes • 39% No 30% Yes • 70% No

DOES YOUR STORE OFFER PRODUCTS IN THESE FOOD/SUPPLY CATEGORIES?

Small food/supplies: Bird food/supplies: Fish food/supplies: Reptile food/supplies: 23% Yes • 77% No 21% Yes • 79% No 20% Yes • 80% No 14% Yes • 86% No

HOW WOULD YOU DESCRIBE YOUR BUSINESS IN EACH OF THESE CATEGORIES? Reported Increase Saw No Change Reported Decrease Dog food/supplies: 73% 18% 8% Cat food/supplies: 65% 29% 6% Fish food/supplies: 57% 29% 14% Bird food/supplies: 35% 40% 26% Small animal food/supplies: 47% 43% 10% Reptile food/supplies: 40% 33% 26% Gift/specialty items: 52% 33% 15%

WHICH OF THESE PRODUCT CATEGORIES DO YOU PLAN TO GROW THE MOST OVER THE NEXT 12 MONTHS?

Dog Toys Grooming Products Cat Products Flea & Tick Dog Apparel 45% 23% 14% 11% 7%

Pet Age’s 2015 Retailer Report is sponsored by: Most businesses (34%) either never send their customers promotional emails, or only do so a few times per year (33%).

“Natural” was the most popular treat flavor requested by customers.

44 Pet Age January 2016

PetAge_010116_CoverStory.indd 44 12/23/2015 4:21:01 PM PetAge_010116_CoverStory.indd 45 12/23/2015 4:21:02 PM LEADING BRANDS

Market Leaders in Key Pet Supply Categories By percentage of stores citing company/brand as No.1 seller*

DOG PRODUCTS CAT PRODUCTS Shampoos 1. EarthBath 36% Apparel Beds & Related Products 2. Bio Groom 21% 1. PetEdge 21% 1. Petmate 11% 2. RC Pet 10% 2. Midwest 8% Toys 2. West Paw 8% 1. Kong 22% Beds & Related Products 2. PetEdge 10% 1. Midwest 13% Collars & Leads 2. Ducky World 10% 1. West Paw 13% 1. Coastal 29% 2. Lupine 24% Treats Collars & Leads 1. The Nutro Company 30% 1. Lupine 28% Feeders & Related Products 2. Champion Petfoods 10% 2. Coastal 23% 1. Petmate 25% 2. Van Ness 13% AQUATICS PRODUCTS Feeders & Related Products 1. Petmate 20% Flea/Tick Control Products Cleaning Equipment & Related 2. Loving Pets 15% 1. Bayer 21% Products 1. Merial 21% 1. Lee 29% Flea/Tick Control Products 2. Python 21% 1. Bayer 32% Foods 2. Merial 13% 1. Fromm 9% Decorative Products 1. Champion Petfoods 9% 1. Penn Plax 32% Foods 1. Schell & Kampeter 9% 1. Blue Ribbon 32% 1. Fromm 16% 2. Blue Buffalo 7% Furniture Filters/Filtration Products 2. KLN Family 7% 1. Ware 28% 1. Spectrum Brands 38% 2. Wades 8% 2. Central Garden & Pet 14% Grooming Tools 2. PetEdge 8% 1. Coastal 23% Heating 2. Petmate 11% Grooming Tools 1. Hagen 15% 1. Coastal 29% 1. Cobalt International 15% Health & Hygiene Products 2. Petmate 15% 1. Tropiclean 19% Lighting 2. Naturvet 7% Health & Hygiene Products 1. Central Garden & Pet 32% 1. Pet Naturals 19% 2. Current 20% Housing & Travel Products 2. NaturVet 11% 1. Midwest 37% 2. Homeopet 11% Meters 2. Petmate 23% 1. Spectrum Brands 22% Housing & Travel Products Sanitation Products 1. Worldwise 26% Pumps & Related Products 1. Spectrum Brands 20% 2. Petmate 24% 1. Spectrum Brands 22% 2. Central Garden & Pet 14% 2. Hydor 13% Litter 2. Sicce USA 13% Shampoos 1. Kong 28% 1. Tropiclean 24% 2. Dr. Elsey’s 13% Test Kits 2. Earthbath 10% 1. Mars 59% Litter Accessories 2. Spectrum Brands 7% Toys 1. Petmate 46% 2. Aquarium Pharm 7% 1. Kong 32% 2. Van Ness 23% 2. Red Sea 7% 2. Multipet 9% 2. Salifert 7% Sanitation Products Treats 1. Spectrum Brands 47% 1. Cloud Star 7% 2. Urine Off 16% 2. Midwestern Pet Foods 4%

46 Pet Age January 2016

PetAge_010116_CoverStory.indd 46 12/23/2015 4:21:02 PM Water Conditioner & Related Products Animal Chew Items Sanitation Products 1. Mars 32% 1. Central Garden & Pet 39% 1. Zoo Med 75% 1. SeaChem 32% 2. Ware 19% 2. Central Garden & Pet 17%

Aquariums/Tanks Feeding Equipment Water Bottles & Accessories 1. Central Garden & Pet 48% 1. Central Garden & Pet 62% 1. Zoo Med 40% 2. Spectrum Brands 14% 2. Hagen 26% Foods Fish/Aquarium Food 1. Oxbow 42% MISCELLANEOUS PRODUCTS 1. Spectrum Brands 35% 2. Kaytee 21% 2. Omega One 26% Books Health Aids 1. Local 16% Fish/Aquarium Health Aids 1. Oxbow 43% 1. Barron’s 16% 1. Mars 32% 2. Spectrum Brands 14% 1. Wiley 16% 2. SeaChem 21% 1. Kennel Club 16% Housing & Related Products 1. Storey 16% Ponds & Related Products 1. Central Garden & Pet 55% 1. Spectrum Brands 37% 2. Ware 25% Calendars 2. Aqua 11% 1. BrownTrout 33% 2. Danner 11% Sanitation Products 1. Central Garden & Pet 30% Crab Products BIRD PRODUCTS 1. Oxbow 30% 1. Zoo Med 50%

Bedding & Litter Toys & Exercise Products Cricket Products 1. Central Garden & Pet 62% 1. Central Garden & Pet 54% 1. Zoo Med 33% 2. Vitakraft 15% 2. Ware 29% Greeting Cards Cages Water Bottles & Accessories 1. Dog Speak 21% 1. Prevue 63% 1. Central Garden & Pet 50% 1. Leanin Tree 21% 2. Hagen 13% 2. Lixit 13% Ornaments, Figurines & Related Feeding Equipment REPTILE PRODUCTS Products 1. Hagen 25% 1. E & S Pets 10% 2. Petmate 17% Bedding & Litter 1. Conversation Concepts 10% 2. Lixit 17% 1. Zoo Med 57% 2. Hagen 14% T-shirts & Sweatshirts Food 1. Dog Is Good 29% 1. Central Garden & Pet 20% Feeding Equipment 2. Teddy the Dog 13% 2. Higgins 17% 1. Zoo Med 50% 2. Hagen 25% Health Aids 1. Central Garden & Pet 43% Foods *Ranking reflect companies/ 1. Spectrum Brands 43% 1. Zoo Med 32% brands that were cited most often 2. Central Garden & Pet 11% by respondents as their best sell- Sanitation Products ers. Neither rankings nor percent- 1. Central Garden & Pet 25% Health Aids ages represent market shares or 1. All Living Things 25% 1. Zoo Med 73% sales percentages as respondents 1. Oxy Fresh 25% were not asked to provide actual 1. Poop Off 25% Heating Equipment sales figures or sales percentages 1. Zoo Med 58% by brands or information about Toy & Exercise Products 2. Fluker’s 16% 1. Hagen 22% other brands sold in their store. 2. Petmate 16% Housing 1. Hagen 38% Water Bottles & Accessories 2. Zoo Med 19% 1. Central Garden & Pet 17% 2. Central Garden & Pet 19% 1. Petmate 17% 1. Lixit 17% Housing Décor & Accessories Pet Age’s 2015 Retailer 1. Kordon 17% 1. Hagen 38% Report is sponsored by: 2. Zoo Med 31% SMALL ANIMAL PRODUCTS Lighting Bedding & Litter 1. Zoo Med 53% 1. Healthy Pet 47% 2. Hagen 16% 2. Central Garden & Pet 18%

January 2016 petage.com 47

PetAge_010116_CoverStory.indd 47 12/23/2015 4:21:49 PM Trends & Products Dogs

Pet Age is looking for women leaders who are influential in the pet manufacturing or servicing industry. Successful candidates will have a solid reputation based on experience, integrity and leadership and have a proven track record of accomplishments. The Women of Influence award recipients will be recognized and profiled in the May issue of Pet Age. Eligibility Requirements: • Nominees must be employed in for-profit pet manufacturing or Debugging Dogs servicing businesses or nonprofit organizations (pet retailers are not eligible). • Only one individual may be nominated per company. More consumers seek natural solutions to fleas and ticks. • Must be a woman who holds a senior management-level position with BY MAGGIE MARTON significant authority in decision making for her organization. lea and tick control methods have focus shifted from those products to grow. In fact, Banfield’s State of Pet been under scrutiny since media typically available only through a vet- Health 2014 Report states that “the Fcoverage began on the adverse erinary clinic to those they could pur- prevalence of infection with the bac- Nomination Deadline: Friday, February 5th effects resulting from spot-on treat- chase from their local pet supply store. terium that causes Lyme disease has ments around 2009. The U.S. Envi- The trend became DIY (do-it-your- increased by 21 percent since 2009– To submit your nomination, please visit ronmental Protection Agency (EPA) self) flea and tick management, with from 53 cases per 10,000, to 64 cases assembled a team to evaluate the top- emphasis placed on safer methods. per 10,000 in 2013. This change cor- www.petage.com and click on the events tab. ical treatments and, in 2010, released responds to a similar increase in tick new guidelines for labeling the prod- Tick Numbers Ticking Up infestation over the same period.” For questions or more information please contact Erika Plateroti ucts and for the use of inert ingredi- Compounding the problem, though, These increases are geographically ents. In most cases, the EPA found has been an often-overlooked element: segmented as well as divided by cos- at (732) 246-5713 or [email protected] that the illnesses and deaths reported climate change. Hotter, wetter weath- tumer type. For example, large dogs by pet owners were most often caused er and prolonged hot seasons have ex- are affected more often than smaller by misuse of the product—incorrect tended the activity of pests like fleas dogs—most likely because they spend dose, a dog product given to a cat, and ticks. Increases in tick infestation more time outdoors with their own- Sponsorships are available. and so on—rather than the products and tick-borne illness have driven an ers than their tiny counterparts. Un- themselves. expansion in this category. derstanding the risk factors in your Contact Craig Rexford at (732) 246-5709. However, the damage was done, As climate conditions continue to area can go a long way in helping you and in succeeding years consumer change, these problems will continue choose which products to stock.

48 Pet Age January 2016

PetAge_010116_TP DogCat.indd 48 12/23/2015 4:37:16 PM Pet Age is looking for women leaders who are influential in the pet manufacturing or servicing industry. Successful candidates will have a solid reputation based on experience, integrity and leadership and have a proven track record of accomplishments. The Women of Influence award recipients will be recognized and profiled in the May issue of Pet Age. Eligibility Requirements: • Nominees must be employed in for-profit pet manufacturing or servicing businesses or nonprofit organizations (pet retailers are not eligible). • Only one individual may be nominated per company. • Must be a woman who holds a senior management-level position with significant authority in decision making for her organization. Nomination Deadline: Friday, February 5th To submit your nomination, please visit www.petage.com and click on the events tab. For questions or more information please contact Erika Plateroti at (732) 246-5713 or [email protected]

Sponsorships are available. Contact Craig Rexford at (732) 246-5709.

PetAge_010116_TP DogCat.indd 49 12/23/2015 4:37:16 PM Dogs Reported cases of Lyme disease Trends & Products by state or locality, 2014 “Incidence” = Confirmed cases An Ounce of Prevention The active ingredients include lem- per 100,000 population Preventative approaches are still the ongrass oil, cinnamon oil, sesame oil best-selling methods of flea and tick and castor oil. For around the home, State Confirmed Incidence control, and many consumers con- another option is Vet's Best Natural Cases tinue to look for topical treatments. Flea + Tick Home Spray, which uses Alabama 28 0.6 Now that a wide array is available as peppermint oil and clove extract to kill Alaska 5 0.7 over-the-counter solutions, it is good fleas and flea eggs on contact. Arizona 14 0.2 to choose to stock a selection that will Dr. Mercola offers three natural Arkansas 0 0.0 appeal to those traditional shoppers. flea and tick control options. First, Dr. California 54 0.1 Colorado 0 0.0 However, organizations like the Mercola Natural Flea and Tick De- Connecticut 1719 47.8 Natural Resources Defense Council fense contains a formula of natural oils Delaware 341 36.4 are arguing to have common flea and from the Amazon rainforest that works DC 35 5.3 tick active ingredients like propoxur as a pest repellant for dogs and cats. Florida 85 0.4 and tetrachlorvinphos removed from Unlike monthly topical treatments, Georgia 4 0.0 Hawaii 0 0.0 the market. Now is the time to start consumers must be advised that the Idaho 8 0.5 finding alternative products to fill out product requires application every two Illinois 233 1.8 your shelves so you have options avail- or three days. A product that does pro- Indiana 100 1.5 able to concerned consumers or if the vide monthly coverage is the Spot On Iowa 110 3.5 EPA ultimately bans or further regu- Topical Herbal Repellent For Dogs & Kansas 12 0.4 Kentucky 11 0.2 lates topicals. Puppies. Lastly, for pet owners who are Louisiana 0 0.0 One potential “bridge” product accustomed to a flea and tick collar, the Maine 1169 87.9 might be Sentry’s Natural Defense Flea Herbal Repellent Collar works against Maryland 957 16.0 & Tick Squeeze-On for Dogs. It’s a fleas, ticks and mosquitoes. Massachusetts 3646 54.1 topical, spot-on product that will feel This segment of products faces a Michigan 93 0.9 Minnesota 896 16.4 comfortable to consumers who are potentially drastic shift in landscape Mississippi 2 0.1 used to that type of application, but it due to both environmental factors and Missouri 7 0.1 contains natural active ingredients like regulatory changes. Understanding the Montana 5 0.5 peppermint oil, cinnamon oil, lemon- flea and tick risks in your geography, Nebraska 6 0.3 grass oil and thyme oil. while providing a range of traditional Nevada 4 0.1 New Hampshire 622 46.9 Dog owners interested in a natural and alternative options, will drive suc- New Jersey 2589 29.0 approach seek alternatives to topical cess in this category. New Mexico 0 0.0 spot-on products. A simple solution New York 2853 14.4 is a specially designed tweezer. There Maggie Marton is a freelance writer and pet North Carolina 27 0.3 is some evidence that prompt and lifestyle pro. She lives in Bloomington, Ind., North Dakota 2 0.3 Ohio 94 0.8 with her husband, three dogs and a cat. proper removal of a tick might lessen Oklahoma 0 0.0 the occurrence of infection from tick- Oregon 3 0.1 borne diseases—a problem that affects Pennsylvania 6470 50.6 humans as well as pets. TickEase is a Rhode Island 570 54.0 dual sided tool with thin-tipped twee- South Carolina 20 0.4 South Dakota 2 0.2 zers that are ideal for removing small Tennessee 7 0.1 ticks at one end, and a slotted scoop Texas 20 0.1 designed for removing larger ticks at Utah 5 0.2 the other. Vermont 442 70.5 “The TickEase tool is the only dual Virginia 976 11.7 Washington 8 0.1 sided remover that allows you to com- West Virginia 112 6.1 pletely remove ticks of any size from Wisconsin 991 17.2 people and pets,” said inventor Dan Wyoming 2 0.3 Wolff. “And complete removal is highly recommended.” US TOTAL 25,359 7.9 A number of natural products is Content Source: available, like Pet Naturals of Ver- Centers for Disease Control and Prevention mont’s Flea + Tick Spray for Dogs & National Center for Emerging and Zoonotic Cats, which is a natural product com- Infectious Diseases (NCEZID) Division of Vector-Borne Diseases (DVBD) prised of oils from sustainable sources.

50 Pet Age January 2016

PetAge_010116_TP DogCat.indd 50 12/23/2015 4:37:17 PM Trends & Products Dogs Treat Them Right State Confirmed Incidence Cases Natural, grain-free trends drive consumers’ treat and chew purchases. Alabama 28 0.6 BY SANDY ROBINS Alaska 5 0.7 Arizona 14 0.2 f you adapt the saying, “The way to a for dogs, as they are a natural source of Building on the introduction of the Mer- Arkansas 0 0.0 man’s heart is through his stomach,” to calcium, phosphorous and other minerals. rick Backcountry protein-packed ancestral California 54 0.1 apply to dogs, there’s no question that the While calcium is necessary to build strong canine diet range, Merrick Pet Care has add- Colorado 0 0.0 I Connecticut 1719 47.8 way to win canine love is with treats and bones, the necessity of calcium in a pet’s ed new Merrick Backcountry meaty treats to Delaware 341 36.4 chews. Judging by the exploding product diet doesn’t end with bone health. It also its lineup in the form of jerky, sausage and DC 35 5.3 variety in this category, it is definitely time plays a very important part in heart func- patties to satisfy carnivorous cravings. Florida 85 0.4 to rethink the treat jar. tion, supports nerve transmission, muscle “The Merrick Backcountry treats meet Georgia 4 0.0 “The ultimate dog chew is one that is building and signaling, and assists with the the demand for all natural, grain-free meat Hawaii 0 0.0 Idaho 8 0.5 healthy and fun, contains human-grade secretion of hormones.” treats that are safely made in the USA,” said Illinois 233 1.8 limited ingredients, is easily digestible, and “All our antler dog chews are sourced Betsy Berger, communications manager for Indiana 100 1.5 offers dogs a chewing experience that helps from wild, shed, USA-premium elk ant- the Texas-based company. “They are made Iowa 110 3.5 remove dangerous plaque and tartar as the lers,” Dunston Quirk said. “And without a with deboned meat, poultry or fish as the Kansas 12 0.4 result of a functional, mechanical chewing doubt, our most popular antler chews are first ingredient, thus making them pro- Kentucky 11 0.2 Louisiana 0 0.0 movement,” said Lion Houkes, global di- the large size chew and our antler splits. The tein-rich and ideal for packing an energy Maine 1169 87.9 rector of marketing for Paragon Pet Prod- latter are perfect for senior dogs. Our antler punch when out hiking or on a long walk.” Maryland 957 16.0 ucts, manufacturer of WHIMZEES. splits are cut horizontally and expose the According to Tana Hersch, marketing Massachusetts 3646 54.1 “Our best-selling product is the marrow on the inside of the antler, which coordinator for Riley’s Organics, the com- Michigan 93 0.9 WHIMZEES alligator. It’s a fun chew that canines consider a delicacy.” pany has new organic treat flavors in devel- Minnesota 896 16.4 Mississippi 2 0.1 not only offers great functionalities due to Missouri 7 0.1 the grooves and ridges that help fight tartar Montana 5 0.5 in a dog’s teeth and gums, but the unique Nebraska 6 0.3 shape also helps dogs to ‘hold’ it between Nevada 4 0.1 their paws in order to chew,” Houkes said. New Hampshire 622 46.9 New Jersey 2589 29.0 With a strong focus on canine dental New Mexico 0 0.0 health, the company has just launched its New York 2853 14.4 new WHIMZEES Veggie Collection in North Carolina 27 0.3 sausage shapes and strips. North Dakota 2 0.3 “The products have the same vegetarian Ohio 94 0.8 Oklahoma 0 0.0 ingredients as our original WHIMZEES but Oregon 3 0.1 with important additions such as calcium Pennsylvania 6470 50.6 and clove bud oil,” Houkes said. “In addi- Rhode Island 570 54.0 tion to treating common health challenges South Carolina 20 0.4 like indigestion, toothaches, stress and blood South Dakota 2 0.2 Tennessee 7 0.1 disorders, clove bud oil also has antimicro- Texas 20 0.1 bial, anti-fungal, antiseptic and antiviral Utah 5 0.2 benefits. Cloves are also rich in important Vermont 442 70.5 minerals such as iron, phosphorus, sodium, Virginia 976 11.7 potassium, vitamin A and vitamin C.” Washington 8 0.1 West Virginia 112 6.1 In the last few years, the chews and treat Wisconsin 991 17.2 category—primarily cookies, jerky-styled Wyoming 2 0.3 products and rawhide—has begun to see growing competition from antler chews. US TOTAL 25,359 7.9 “Antler chews are a good choice for pet parents for a variety of reasons,” said Cindy Dunston Quirk, founder of Scout & Zoe’s, based in Anderson, Indiana. “First, they are very durable—especially for dogs that are big chewers. And antlers are actually good

January 2016 petage.com 51

PetAge_010116_TP DogCat.indd 51 12/23/2015 4:37:18 PM Trends & Products Dogs

opment to complement their apple, sweet said. “It’s a signature of trust. We find that Castor & Pollux Organic Dog Cookies potato, pumpkin and coconut biscuits, consumers are willing to pay for that trust, also have the USDA stamp on their packag- along with what dogs have deemed their especially if they understand the producing. These all-natural treats feature 95 per- favorite flavor (in terms of company sales), tion and certification process that the mark cent organic ingredients, including organic the peanut butter and molasses recipe. represents.” free-range chicken as the first ingredient. All the Riley’s Organics products have “However, we are competitively priced “They are ideal for training, rewarding the USDA certification logo. to other organic dog treats, with human good behavior, or because your dog has per- “The USDA organic certification is grade ingredients that adhere to the highest fected giving you ‘that look’,” Berger added. not just a casual seal of approval,” Hersch quality standards,” Hersch said. “Each one-and-a-half inch cookie contains about eight calories.” New to the Castor & Pollux Good Buddy treat product range are Dental Chews, available in small- and medium-sized bones. “Not only are they made without THE TASTY grains, corn, soy or wheat ingredients; they also contain no sorbic acid or sodium cop- TREATS THAT per chlorophylin,” Berger explained. The treat revolution continues with Loving Pets mimicking human treats with ARE GOOD tasty chips and air puffed snacks. “Barksters emulate chips and Puffsters are air-puffed snacks for dogs. Together, FOR DOGS, they are creating an entirely new category,” said Eric Abbey, president and founder of GREAT FOR the company. “We believe what we have called the ‘USA Pet Snack Revolution’ is a way of helping support our retailers drive PROFITS. more incremental sales.” Puffsters Air Puffed Snack Chips are made with 100 percent natural U.S. sourced chicken combined with U.S. grown fruits and vegetables, and contain 10 calories per chip. They are available in four combinations: sweet potato and chicken, apple and chicken, banana and chicken, and cranberry and chicken. According to Holly Sher, president and owner of the Evanger’s Dog and Cat Food Retailers throughout North America are reaping the rewards of Company, “Evanger’s Raw Gently Dried WHIMZEES – the natural, grain-free, human-grade dental treats treat line is made onsite at our Illinois fac- that dogs love. tory so we can assure quality control in freshness and taste.” Join in the whimsical fun and enjoy great sales, call toll free The flavors include wild salmon, beef (855) 258-3224 or visit WHIMZEES.com liver, beef tripe, beef lungs, beef hearts and beef tongue. To showcase freshness and quality, the Raw Gently Dried treats are dis- played in a clear container for convenient stacking or retail display at checkout.

Sandy Robins is an award-winning multimedia pet lifestyle expert, author and pet industry Visit WHIMZEES.com Find us on: Made in Holland spokesperson. Her work is visible on a variety of print, digital and TV platforms.

52 Pet Age January 2016

PetAge_010116_TP DogCat.indd 52 12/23/2015 4:37:19 PM Trends & Products Cats

Cat Cuisine Wet and moist foods provide hydration in addition to a balanced diet. BY STACY MANTLE

here was a time when dry cat foods need more moisture in their diets be- more variety in wet foods. Raw foods are were all the rage and wet or moist cause drinking out of a bowl is not a nat- becoming much easier to feed and store, Tcat foods were shunned as con- ural thing for them. Canned foods are a canned foods are refocusing on quality tributing to dental problems. Research great way to ensure your cat gets plenty and safety, and moist foods are being published in the Journal of Veterinary of water every day. And for kittens, start- offered as an alternative to dry cat food Behavior suggests that feeding cats ex- ing them on both canned as well as dry diets. clusively a dry pet food diet may cause food is an important part of their devel- Bravo, known for its extensive histo- cats to be hesitant to eat other types of opment.” ry with raw diets, recently introduced its foods. This makes it more difficult to first canned diet options for cats under switch over to a canned or moist diet, Expanding Options the Feline Cafe label. which is more beneficial in providing ex- Owners are seeking more natural and “Bravo has been committed to pro- tra hydration. functional diets, included in the canned viding wholesome diet options for According to the Precise Pet Foods and wet market segments. Manufactur- pets that support a long, healthy life in website, studies show that “cats may ers have met this demand by offering the simplest way possible,” said Bette

January 2016 petage.com 53

PetAge_010116_TP DogCat.indd 53 12/23/2015 4:37:20 PM Trends & Products Cats

“Employees should be able to ask consumers the appropriate questions needed to help ensure they are more likely to get a treat their cat will like on the first try.” – Drea Williams

Schubert, Bravo co-founder and senior vice president of sales, new product development and education. “By expanding our variety, we’re helping more pet parents serve their pet the very best. Doing that without sacrificing quality is what Bravo is all about.” “Moist foods, like those from the Churu Purée line, are made with responsibly harvested and certified dolphin-safe tuna or cage free chicken as the first ingredient,” said Chelsea Sher, co-founder binations ranging from salmon, chicken, Training employees is key when it of Against the Grain Pet Foods. “The poultry liver and caviar to pheasant, ripe comes to leading the pack in cat food creamy treats even have antioxidant ben- fruits and vegetables, there is a recipe any sales. Your staff should understand the efits thanks to their green tea extract.” cat is sure to adore. benefits associated with specific diets “Ciao products are much higher in “Wild ocean-caught crabmeat and and should not be shy in recommending moisture than conventional treats to tuna fish are hand packed with seaweed high-quality brands. help provide the hydration cats need,” and simmered in scrumptious gravy for a “Employees should be able to ask Chelsea Sher said. “To ensure quality and fresh and palatable dinner,” Chelsea Sher consumers the appropriate questions taste, Ciao products are made in their said. “Their Aloha Tuna with Seaweed needed to help ensure they are more like- own state-of-the-art, FDA-registered and Crab is a feline favorite.” ly to get a treat their cat will like on the plants and use special oxygen-blocking first try,” said Drea Williams, marketing packages to protect the health of cats.” You Can Sell Cans manager for pet product manufactur- Variety is the spice of life, and no- The average cat owner spends over er NPIC. “It also helps to have a basic where is that more true than in the cat $246 per year on cat food, according understanding of the differences in nu- food market. While some cats prefer a to the American Pet Products Associa- trition requirements for cats of varying single protein, others crave variety. New tion (APPA). With over 85 million cats life stages so they can speak competently diets allow the owner to switch out dif- prowling U.S. households, the cat food about why one treat might be better for a ferent tastes and textures—even for ko- market is primed for opportunity. kitten, for example, versus others.” sher cats. According to the APPA, cat owners Most manufacturers are more than “Evanger’s 100% USA Wild Salmon are more likely than dog owners to feed willing to help educate retailers. With is grain-free and gluten-free, and makes their pet some type of specially formulat- opportunities for sales literature, train- a great complement to our Super Pre- ed food and nearly one-third of cat owning seminars, and access to nutritionists mium and Grain Free dry foods,” said ers feed their pets food that is specially and plenty of samples, the way to high Holly Sher, president of Evanger’s Dog formulated for indoor cats. quality pet food sales is only a phone call and Cat Food Company. “Wild Salmon The times are changing and, more away. is endorsed by the cRc [Chicago Rabbin- than ever, moist and wet cat foods are ical Council] Kosher for Passover.” being endorsed and supported by veteri- Stacy Mantle is an award-winning writer and Exotic game meats are utilized to cre- narians and manufacturers alike. Retail- multi-species pet lifestyle expert, author ate their very popular line of super-pre- ers are adding freezer space for raw food and spokesperson. She is the founder of mium canned cat foods. Each is grain- diets, but for those smaller stores not yet PetsWeekly.com and a regular contributor to free and excellent for pets with food ready to commit to a freezer, premium national publications including Pet Age, Cat sensitivities or allergies. With meal com- canned foods are an excellent solution. Fancy, and Animal Behavioral College.

54 Pet Age January 2016

PetAge_010116_TP DogCat.indd 54 12/23/2015 4:37:21 PM Trends & Products Cats Golden Years Manufacturers respond to longer feline lifespans with a variety of senior products. BY SANDY ROBINS t is no secret that pets are living longer lives than ever before. With that pos- Iitive trend has come a change in the terminology of pet aging. According to Brent Mayabb, DVM, IS MY CAT URINATING vice president of corporate affairs at Roy- al Canin USA, dogs and cats used to be TOO MUCH? considered seniors when they reached seven years of age. Now, because cats SHOULD I CHANGE THE DIET? (and dogs) are living well into their teens, seven years is now termed “adult” and 11 years is considered “senior.” Everyday Litter is a consistent particle Ingredients for Longer Lives sized (calibrated) scoopable litter that will help you monitor kidney With cats living well into their late teens function, diabetes and hyperthyroidism. and even their early twenties, nutritionists must reconsider older cats’ diet changes as they enter later life stages. With Everyday Litter you can check your cat’s urine “At Royal Canin, we typically rec- in a calm home environment. Increased weight of urine balls can be a sign of ommend cats at the age of seven switch Kidney Compromise, Diabetes and Hyperthyroidism. from an adult diet to a mature diet,” My- There is a chart provided on the box for you to abb said. “Nutrients in these diets such compare the weight of your cat’s urine balls. If the weight of the urine balls is at as antioxidants and omega-3 fatty acids or above the levels of the chart your cat is urinating too much regardless of diet. can help support healthy aging. As cats Weigh your cat’s urine balls every three months if the weight of the urine balls continue to age, additional nutritional increases and your cat’s diet is the same, see your veterinarian. Your veterinarian adaptations can be even more beneficial, can recommend a special diet that can add years to your cat’s life. so we recommend the change to a senior diet at age 11. Even if you’re not seeing physical signs of aging yet, there may be aging changes that we should address with nutrition.” According to Heidi Nevala, president and founder of Natura Petz Organics, it is not uncommon for senior cats to display multiple symptoms related to a variety of Monitor: health conditions. This makes it difficult • Kidney Function • Diabetes for owners to offer palliative care. • Hyperthyroidism “Retailers and pet parents alike are seeking superior feline wellness solutions that are condition-responsive as well as contain more specialized ingredients Contact your local pet supply retailer for availability beyond MSM [methylsulfonylmethane] and chondroitin, such as adaptogens and super foods,” Nevala said. She further explained, “Our product called Bionic Body contains adaptogens such as camu camu and cat’s claw, which

January 2016 petage.com 55

PetAge_010116_TP DogCat.indd 55 12/23/2015 4:37:21 PM Trends & Products Cats

“The pad is soft and durable and made with triple-layered fabric that absorbs odor, moisture and toxins.” Apart from their soothing effects, the mats are also designed to calm the rest- lessness, stress and anxiety that go along with discomfort. “If a pet overheats, the bamboo charcoal can also fluctuate according to the pet’s temperature and provide a cooling relief,” Wright added. The mats are machine washable. The senior cats category also allows retailers to expand their horizons by adding to their inventory a variety of lifestyle products that will also enhance the general health and wellbeing of older felines. Pet steps are one example. “Petmate offers a wide variety of products to provide solutions for older cats, such as super comfy beds and Pet Steps, which have been designed with older pets in mind,” said Emily Schmale, senior marketing manager for the company. “Our Pet Steps are perfect for cats (or are plants that are naturally coded to not known to simply chomp down pills. small dogs) that need help jumping onto identify oxidative, metabolic, physiolog- Using some kind of tasty treat to hide a the sofa, a chair or the bed. They are con- ical and emotional distress in your cat’s pill is one solution for many cat owners. structed as one piece but are lightweight body and nutritionally work to help re- “Our Pill Paste is low-calorie so that enough to move around to different lo- store balance.” it can be used to disguise capsules and cations within the home. They also have Many senior pet products incorpo- pills that have to be given daily,” said rubber feet so as not to damage flooring.” rate ingredients with high levels of vi- Linda Cope, global marketing manager Older felines often have trouble get- tamins, minerals and antioxidants—the for Marshall Pet Products. ting down to floor or counter level to so-called “super foods.” The paste is bacon flavored and, -ac eat, and raised bowls–even those that “Super foods are another compelling cording to Cope, is a flavor that cats are slightly raised–make the eating ex- wellness solution for senior cats because, seem to enjoy as much as dogs do. perience a more comfortable one. The as our cats age, it becomes more difficult There are Greenies Pill Pockets from Wetnoz Style Series includes raised oval- for them to assimilate critical nutrients,” Mars Petcare, which can also be found shaped bowls made from a high gloss Nevala said. “Super foods like maca and in the treat aisle. These help pills mas- melamine. sacha inchi are highly nutritious, but also querade as treats and are available in two “They are designed to be skid-proof offer innovative joint care by working to flavors: chicken and salmon. and dishwasher safe,” Schmale said. limit inflammation and pain. They may The oval design is also cognizant of also help stimulate collagen production, Creature Comforts whisker stress that occurs when the cat’s which directly builds bones, cartilage, The Green Pet Shop has produced a whiskers touch the sides of a food bowl. joints and connective tissues, and thus self-warming mat called the Achy Paws “This shape allows whiskers to re- can offset symptoms related to degenera- Pet Mat, designed to soothe aching joints main untouched by the bowl and thus tive conditions such as arthritis.” and increase blood circulation. helps to make the eating experience an “The self-warming mat uses a unique, all the more enjoyable one.” Making Pills Palatable non-toxic bamboo charcoal technology When it comes to supplements and med- that is pressure-activated by a pet’s own Sandy Robins is an award-winning multimedia ication, it is often possible to open a cap- weight to provide a soothing relief from pet lifestyle expert, author and pet industry sule and sprinkle its contents onto food. a natural source,” said Larry Wright, spokesperson. Her work is visible on a variety Unlike their canine counterparts, cats are president and CEO of the company. of print, digital and TV platforms.

56 Pet Age January 2016

PetAge_010116_TP DogCat.indd 56 12/23/2015 4:37:22 PM Trends & Products Aquarium

Something Different Embracing uncommon freshwater fish piques interest in your livestock selection. BY KAREN M. ALLEY

he days of kids walking into pet aquariums because these algae eaters and varieties that reach up to three to four stores begging their parents for scavengers are great at helping keep tanks feet long. Tgoldfish are long gone. Today’s clean. “We’re seeing a growing interest in customers—even the young ones—are “The plecostomus is one of our high- catfish, and I think part of that is because much more sophisticated. Customers are est volume fish because it’s just such a they’re just so diverse,” said Phil Barto- asking for specific fish by name in their standard in the industry, and stores like szek, research and development product quests for something new and different. to have plenty in stock,” said Michael manager at Elive Pet. “You have entry Luckily, independent retailers are Griffith, marketing specialist for Segrest level customers exposed to them early on in a great position to be able to appeal Farms. and you have some rare, beautiful species to these customers and meet their de- But catfish have much more to offer that are popular with serious hobbyists. mands. Breeders are constantly making than just providing janitorial services for Catfish are a unique species that span the new types of fish available to the general a tank full of fish. There are some that entire spectrum of the hobby.” public, and improvements in equipment mostly swim upside down, some that The many different characteristics and décor help enhance the allure of have electric characteristics, and even seen in the catfish species are not the keeping freshwater aquariums. some that can walk. They range in size, only thing unique about these fish. They from the small pygmy cory, which only are nocturnal, feeding and becoming ac- Up the Ante with Catfish grows to less than an inch and a half tive at night when other fish are typically Catfish have long been a staple for many long, to the red tail and tiger shovelnose still.

January 2016 petage.com 57

PetAge_010116_TP AquariumReptileBird.indd 57 12/23/2015 4:37:59 PM Trends & Products Aquarium

“One thing we’ve seen start to take water fish that is a great opportunity for elnose hybrid catfish, tinfoil barbs and off is lighting specifically for viewing independent retailers is the monster cat- iridescent sharks,” Griffith said. catfish,” Bartoszek said. “By using red egory, which may encompass hobbyists However, there are some special con- LED lights you can see their interesting looking for very big fish or people who siderations to keep in mind with mon- nocturnal behavior, but the light is sub- have very big tanks filled with many fish. ster tanks. tle enough so the fish still behave as if it According to the 2015-2016 Ameri- Appropriate Filters: Thanks to im- were night.” can Pet Products Association Pet Owners proving technology, today’s filters Elive offers a pod lighting system that Survey, about 10 percent of goldfish and work more efficiently and are more us- lets fish owners customize track lighting tropical freshwater fish owners report er-friendly than just a few years ago. This to include blue, red and white lights, and owning large fish. While this is a rela- is especially helpful with aquariums that all but the red can be turned off at night. tively small number, the group makes up contain 100 gallons of water or more. A category would not be complete for their size in passion, and there is no Look for options such as Marineland’s without special food, and even though denying that monster hobbyists will be Magniflow filters and Hydor’s Profes- catfish are usually scavengers, their diets making larger purchases more often than sional External Filter-350. can be supplemented to ensure they have consumers who need to treat a 30 gallon Water Treatment: It is a natural fact a complete, balanced diet that fits their tank and feed only a few small fish. that the bigger the fish, the larger the nutritional requirements. Elive Pet offers As with catfish, the growing number amount of waste. Seeing the growing in- two varieties, Bottom Feeder Pellets and of species available to hobbyists is help- terest in monster fish led Fritz Aquatics Algae Blasts, and Hikari Tropical offers ing the monster category grow in pop- to expand their popular Fritzyme line to its own Sinking Wafers for catfish, loach- ularity. include Monster 360. This product con- es and bottom feeders. “Arowana and pacu have been pret- tains the same biologicals found in the ty popular, and we’re seeing some oth- other Fritzyme 360, but in a highly con- The Monster Appeal er types gain in popularity, such as the centrated product to handle the needs of Another exciting category within fresh- goonch catfish, the red tail/tiger shov- a large tank.

58 Pet Age January 2016

PetAge_010116_TP AquariumReptileBird.indd 58 12/23/2015 4:38:00 PM Trends & Products Aquarium

Tank Construction: Most of the the run-of-the-mill plastic plants at on caring for these types of fish—anytime, a customer interested in monster big-box stores. Social media can be a thing that gets a conversation started fish is going to have to build a custom huge asset in getting the word out on within your community is a positive tank. They will need to make sure their your products. Post on Facebook and marketing tool. home is structurally able to hold the ex- Instagram, and encourage customers to tra weight, and might even need to add share their photos as well. You might Karen M. Alley is a freelance writer who some support to the floor. The tanks even consider a blog that highlights specializes in writing for retail and marketing themselves also need specific consider- new products as they come in, or tips publications. ations, such as thicker glass and a special support stand. Helping your customers with their tank is a great way to build a relationship and bring revenue into your store. Planet Aquarium is an example of a custom tank distributor that works only through the independent retail channel, not making any direct or online sales. “We think offering these tanks through your store is a really good Ask the Expert opportunity for independent retailers to grow their business,” said Darin Hartwig, president of DFW aquarium supplies. “Not only are you getting a Q: What is the best algae eater for my tank? pretty big sale by working with a customer on design and set up of a custom A: While there is no substitute for a good routine mainte- stand, you’re solidifying a pretty solid nance schedule to keep algae out of your tank, many aquariums revenue source for the store by building can bene t from the addition of one or more algae eaters. What a relationship with that customer.” kind to choose largely depends on the size and type of aquari- Consider Options for Rescue: No um, so let’s look at some di erent freshwater options. matter how much research and education a customer goes through before Despite their ubiquity, the common Plecostomus generally isn’t purchasing a monster fish, they will a good choice. Not only do they get much too large for many sometimes end up being overwhelmed aquariums, but in reality they also primarily eat microorgan- and unable to continue to care for the isms growing on driftwood and not much algae. fish. As a responsible retailer, it is important to have a clear, guilt-free return Because of their smaller size (8” or less) and herbivorous diet, policy for these fish. Bristlenose Plecos of the Ancistrus genus make a better pleco op- “Most of the time I’ve seen retailers tion. ey eat a variety of di erent algae and are relatively gentle do a store credit in this situation,” Grif- on your plants. For small or nano tanks, a school of Otocinclus is hard to beat, although they can be somewhat delicate and fith said. “You might want to consider sensitive to water quality. having a large tank in your store in case you need to take a fish back or part- Segrest Farms For something di erent, Japanese Algae Eating Shrimp (also nering with a local rescue group when called Amano Shrimp) are fantastic algae eaters that will not available.” P.O. Box 758 Gibsonton, Florida 33534 damage plants. However, you do need to be careful with tank- mates as most sh who are large enough will attempt to eat the An Expert Position (813) 677-9196 shrimp. Whether you’re selling pygmy catfish for nano tanks or six foot-long arow- [email protected] Finally, snails make great algae eaters, but have a tendency to ana, the appeal of these fish is their twitter.com/SegrestFarms breed rapidly and become a nuisance. Nerite Snails within the uniqueness. Make sure you capitalize facebook.com/pages/Seg- Neritina and Clithon genera are ideal choices who won’t over- on that to position yourself as a spe- rest-Farms/328385317198966 populate and give you a nice variety to choose from. cialty market, where people can get fish, products and equipment beyond is general information is not intended to provide individual advice. PAID CONTENT

January 2016 petage.com 59

PetAge_010116_TP AquariumReptileBird.indd 59 12/23/2015 4:38:00 PM Trends & Products Aquarium

Open Season Start planning for the upcoming pond season. BY JOE OLENICK or those who live in warmer areas senior product manager at Spectrum Pet, do those YouTube videos!” of the country, pond keeping is Home & Garden. Fa year-round activity. For others, “Getting stock in house as early as Getting Started “pond season” gets underway in earnest possible before spring gives retailers a Most pond owners are primed to get sometime in early spring. Being prepared chance to plan their merchandising, their ponds going once the weather ahead of time positions independent re- whether it means simply rearranging breaks, and they’ll need certain products tailers to get a leg up on gardening cen- products for a seasonal promotion, get- to start out right. ters and big box vendors once the shop- ting creative with an idea for an inno- A wheat-germ based food like Tet- ping season arrives. vative display, or making floor space for raPond’s Spring & Fall food is essential “It’s never too early to start, but prac- a manufacturer supplied merchandiser,” for fish transitioning from not feeding tically speaking, for a good portion of Plafcan said. “Off-season months are to a staple food when the temperature is retailers whose selling season ends in the also a good time to plan out your mar- above 50 degrees Fahrenheit, according fall, start the next season by scoping out keting calendar for the year. How can to Plafcan. new product offerings and placing orders you improve outreach to current and Pond-specific test kits help hobby- at trade shows and taking advantage of new customers? How can you take ad- ists get a bearing on water quality before early order buys from distributors over vantage of the many social tools avail- introducing fish to the pond. These kits the winter months,” said Tim Plafcan, able? Make this the year you’re going to also let pond owners know when con-

60 Pet Age January 2016

PetAge_010116_TP AquariumReptileBird.indd 60 12/23/2015 4:38:03 PM Trends & Products Aquarium

ditions are not up to par for fish that Sprucing Up “If you are fortunate enough have been overwintered in a pond. It Spring is time for planting. Seasoned to have an outdoor pond dis- is important to recommend that pond pond owners often need to thin out lil- customers perform a 25 percent water ies and emergent plants, so have planter play, take the opportunity to exchange in spring and that replacement baskets, fertilizers and even planting me- highlight new products; peo- water be treated with a conditioner such dia ready to go. as TetraPond Aqua Safe to remove chlo- Spring is also a time when pond own- ple are automatically drawn rine, chloramines and heavy metals. ers like to spruce up their creations with to live displays.” Vacuuming the bottom is easy to do statuary, fountains and underwater light- – Tim Plafcan with Python Products’ Ulti-Vac, and ing. If possible, have a working display to owners can remove larger debris with get their creative juices flowing. ing and home improvement centers and telescoping handled nets. If possible, “If you are fortunate enough to have other mass merchandisers. Novice pond have an Ulti-Vac available for demon- an outdoor pond display, take the oppor- owners don’t always know what they stration. TetraPond Sludge Reducer tunity to highlight new products; people need or what to ask for, so make sure crystals and blocks are invaluable for are automatically drawn to live displays,” your staff recommends essential prod- breaking down residual organic mate- Plafcan said. “Spring essentials should be ucts and explains their use. rial and re-introducing important mi- at the forefront of the store or checkout “Merchandising displays are help- crobes into filters. counter.” ful, but one-on-one conversations and Advise owners on the host of import- To help stimulate sales, Plafcan sug- a trusted, knowledgeable staff member ant items they should check at the start gests bundling items. will create loyalty and repeat sales,” Plaf- of their local pond season. Liners should “Bundle and discount price several can said. be inspected and any winter damage items together that are timely spring es- With sound buying strategies, an ef- must be repaired using repair kits or sentials,” he said. “For example, bundle fective merchandising plan, well trained self-adhesive patch material. Hoses and water care and food together; place plant staff and an early start, you can enjoy a connections should be checked for leaks baskets and fertilizer tablets next to live profitable pond season. and any damaged sections must be re- plants for sale. Keeping a database of placed. Keep common sizes on hand to your customers and emailing new prod- Joe Olenick is an aquatics industry veteran, offer to these customers. uct information, special sales, seasonal having managed one of the nation’s largest Spring is also time to replace UV events, etc. is a great way to generate retail aquarium departments for more than 25 sterilizer lamps and seals, and to inspect sales throughout the year.” years. He founded and currently owns Aquatic pump impellers. Keep these items in a Finally, make sure your staff is knowl- Environments, which designs, installs and secure location, but make sure shoppers edgeable. This is your most effective tool maintains custom aquarium and outdoor water know you have them in stock. Pond for separating your store from garden- exhibits. owners should replace the filter pads, carbon and other chemical media at this time as well. Make sure you have replacement pads and parts for the brands of filters and pumps you sell, but consider stocking for other popular brands and models as well. The most common problem experienced by pond owners during the sum- mer is nuisance algae—especially green water syndrome and string algae. Barley bales, barley pellets or barley extract are effective low-cost preventatives, and getting them into a pond early in spring and replenishing them monthly will help keep these frustrating conditions from developing. Once these problems have already started, these remedies are not nearly as effective, so make sure your staff recommends their use to every customer in spring.

January 2016 petage.com 61

PetAge_010116_TP AquariumReptileBird.indd 61 12/23/2015 4:38:05 PM Trends & Products Reptiles The Hottest Thing in Herp Housing Efficiency is a key trend in reptile lighting and heating products. BY TOM MAZORLIG

hat’s new in heating and light- efficient. that understands how to help consumers ing for reptiles? In one word: “They are also very small, and allow chose the best combination for their ter- Wmore. More as in more ef- us to create fixtures that are four inches rarium is the key to moving these prod- ficient and more features. The latest or shorter,” McVeigh said. ucts.” lines of heating and lighting products Zilla also has a new line of fixtures for herps give hobbyists more for their coming soon that will offer hobbyists a Bright Ideas money by being more efficient than their lot of functionality. The highly efficient LEDs that have predecessors. “A new line of lighting strip fixtures taken over the aquarium hobby have that is being released in 2016 will house started moving into the herp hobby in Halogens Are Hot both the Mini UVB Fluorescent Bulbs a big way. Zoo Med is offering several Zilla’s new halogen bulbs and fixtures are and the Mini Halogen Bulbs, while only LED options to consumers. a perfect example of these trends. being 1.5 inches tall,” McVeigh said. “The Reptisun LED provides en- “Zilla has focused our heating and “These new fixtures will house up to six ergy efficient LED terrarium lighting lighting on our G-9 Technology,” said outlets for full coverage of heat and UVB with a low profile design,” said Ashley Ryan McVeigh, brand manager, Central over a terrarium, while one outlet will be Rademacher, animal care and education Garden & Pet, which produces the Zilla dedicated to night heat.” coordinator at Zoo Med. “The unique brand. “Using this, we have developed Many hobbyists may not be familiar modular design allows for swapping out Zilla Mini Halogen Bulbs, which pro- with halogen lighting. To sell this type of LED panels. These hoods feature ad- duce a high amount of heat from a very lighting effectively, the retailer will need justable rails, allowing them to fit a va- low wattage. These bulbs are up to 250 to educate his or her customers. riety of tank sizes. The hood can also be percent more efficient than a standard “For customers to fully buy into this suspended using the included stainless incandescent spot light and much more lighting technology, retailers need to as steel aircraft cable suspension kit. With robust, so they have a much longer life.” well,” McVeigh said. “Providing multi- this hood, keepers can provide bright, Zilla’s halogen lights are also space ple options for fixtures and having a staff beautiful light for reptiles or amphibians while promoting the animal's natural behaviors and terrarium plant growth.” According to Rademacher, the lights in the fixture include wavelengths that look natural and stimulate plant growth, with an option for a nighttime “lunar effect.” She said the LEDs can provide 20,000 hours of life. Many types of lighting provide UVB–the B waves of ultraviolet light. It’s important for retailers to inform hobbyists why this type of lighting is crucial for many reptile species. “UVB is the part of the sun’s natural spectrum that allows reptiles to synthe- size or manufacture their own vitamin D3, which is essential for calcium ab- sorption,” Rademacher said. “Without regular access to the proper levels of UVB, reptiles can develop metabolic bone disease and other health problems.” There are situations in which hobbyists will want to heat their reptiles with-

62 Pet Age January 2016

PetAge_010116_TP AquariumReptileBird.indd 62 12/23/2015 4:38:06 PM out lights or need to provide heat in addition to light. TetraFauna’s ReptoHeat from Spectrum Brands is a new product that addresses this. “Herpers are well aware that this is one product category that hasn’t had a significant change in technology or design in a long time,” said Sean Raines, director of marketing and equipment for Spectrum Pet, Home & Garden. “Our engineers put a lot of time and effort into bringing technological advancements to the heating and basking category, but they also took a hard look at the ergo- nomics and design aspects as well.” “When reptiles are being placed in or removed from an environment, we want to make it as safe and convenient as possible,” Raines said. “With the heater being attached to the top of the screen, there’s no need to remove a hot unit and place it somewhere safe while juggling a pet in another hand.” According to Raines, ReptoHeat also has two heat settings, ensuring proper heating for different reptiles and amphibians.

Move Them Like Hotcakes Most reptiles need light and heat to thrive in captivity. To drive this home to consumers and feature the products you sell, live animal displays are helpful. “Our research has shown that setting up a live habitat display in retail environments is always inspiring for consumers, no matter what the category,” Raines said. “For reptiles, showing habitats complete with the heater, lighting, water feature, filter, and décor appropriate for a particular species will give the consumer great ideas on how the habitat can look in their home and help the retailer sell the habitat, the reptile and all of the accessories that go along with it.” “Education is also key,” Raines said. “Every species has its own temperature, feeding, environment size and lighting requirements. It’s important to get the customer up to speed early in the process. If possible, encourage the customer to go online or purchase a book and learn as much as possible before the actual reptile purchase to ensure success right from the start.”

January 2016 petage.com 63

PetAge_010116_TP AquariumReptileBird.indd 63 12/23/2015 4:38:06 PM Trends & Products Reptiles by Mack Supplemental Sales Selling reptile supplements supports pet health and helps your bottom line. BY JOHN MACK

ver the course of past articles, I According to Panos, Zoo Med’s own market. We feed the insects better food have emphasized the importance supplement line is among the first to from the moment they hatch,” Petit said. Oof subsidiary sales to any retail- include “the complete amino acid com- According to him, this provides keepers er’s bottom line. Much of this sales rev- plex, an essential component in protein with “a scientifically proven, peer-re- enue comes from reptile food, which is digestion,” and does not contain artifi- viewed better bug.” not carried by most big box stores. cial additives or fillers. However, reptile food is not the only When stocking shelves, consider Getting Specific point of subsidiary sales for enterprising placing ultraviolet bulbs with calcium In addition to providing general supple- entrepreneurs. Reptile supplements and supplements. The most common calci- ments, companies are creating foods spe- vitamins also provide easy ways for stores um supplements on the market are Rep- cific to individual reptile species. to increase sales while fostering positive tivite and Rep-Cal, two powders that are Repashy Specialty Pet Products and interactions with customers. available with or without supplemental Pet Pangaea LLC both carry species-spe- Just like humans, reptiles often re- D3. When bulbs and supplements are cific foods, such as varieties for crested quire vitamin supplementation to offset together, employees can make joint sales geckos or tortoises, that are fortified with deficiencies in their diet. Most artifi- while displaying knowledge of reptiles vitamins and minerals. If you find that a cial supplements are tailored to lizards, and encouraging repeat business. When type of reptile sells well in your store, you turtles and tortoises. While snakes can employees accurately inform customers may wish to carry species-specific items. benefit from vitamin supplements–par- about animals they are buying for, they However, be sure that if you are carrying ticularly if a snake is ill or refusing food– are likely to return with further ques- species-specific food items, you also have most snakes are able to derive all neces- tions and more revenue for your store. all other subsidiary products for that pet. sary nutrition from their food. It is crucial to remember that when Feeding the Feeders stocking vitamin supplements for rep- Calcium Is Crucial As an alternative to vitamin and calci- tiles, your staff must be trained to under- The largest deficiency in captive reptiles’ um dusts, there are techniques involv- stand those reptiles as well as the neces- diets is calcium, which is often not in- ing “gut-loaded” insects. When reptiles sity of vitamin supplements. Your floor cluded in their food. In addition, reptiles eat these bugs fed with nutrient supple- staff represents your closest link to cus- are often unable to process calcium on ments, they also ingest some of the nutri- tomers; they must communicate these their own. They lack the natural ability ents within the insect itself. needs to your customers effectively. to produce vitamin D3. The easiest way Calcium supplements and gut-load- You can ensure this communication to remedy this deficiency is exposure to ed insects are not the only vitamin sup- by providing accurate and up-to-date ultraviolet light–specifically the B waves plements for reptiles. Timberline, a care sheets. List animal-specific needs of ultraviolet light known as UVB. supplier of live reptile food, has experi- and product recommendations on clear- “Exposure to UVB helps animals pro- enced great success in creating a line of ly posted labels near the reptile in ques- duce vitamin D3 in their skin, while Vita-Bugs, which are insects raised and tion. They will provide a quick reference some animals obtain vitamin D3 from grown with a diet that naturally enhanc- to your staff and serve as a starting guide their diet,” said Josh Panos, national sales es the insect’s nutrient content when fed for would-be reptile owners. director for Zoo Med Labs, Inc. “UVB, to reptiles. According to sales manager vitamin D3, heat and calcium and are Andy Pettit, the company spent nearly John Mack is the founder and CEO of Reptiles dependent on each other for balanced 10 years researching to create their Vi- by Mack, one of the largest reptile breeders nutrition. Supplements play an import- ta-Bugs, hoping to “find a way to better in the U.S.A. He is on the board of directors ant role by offering a bioavailable source the growing process from start to finish.” of PIJAC and a member of PIJAC Zoonotic of calcium and other vitamins.” “We want to put a better bug on the Diseases Committee.

64 Pet Age January 2016

PetAge_010116_TP AquariumReptileBird.indd 64 12/23/2015 4:38:07 PM Trends & Products Birds

Feather, Nail and Beak Boutique Grow your customer base with avian grooming products and services. BY ERIK J. MARTIN ant to spiff up your bottom Grooming 101 ming nails and beaks. line and impress customers At Omar’s Exotic Birds in San Diego, ed- Melanie K. Allen, avian product spe- Wseeking avian assistance? Don’t ucating the customer on proper groom- cialist with Rolf C. Hagen (USA) Corp. overlook pet bird grooming services and ing maintenance is a top priority. in Mansfield, Mass., agrees with Omar’s products like baths, sprays and trimmers, “We hand out a pamphlet that rec- approach. which every bird owner needs but might ommends important grooming steps to “When pet retailers sell a bird, they not seek out without a little retailer en- every person who buys a bird from us, should include a list of items for the new couragement. and we reinforce those tips by suggest- caretaker, including a product for bath- Truth is, over time all feathers get ing how and when to groom and which ing,” Allen said. “Pet retailers that offer dry and dirty, beaks and nails inevita- products to consider,” said Crystal Finn, bird grooming services can actually uti- bly grow long, and molting can be un- co-owner of Omar’s Exotic Birds’ San lize this as an opportunity to make prod- comfortable. Without proper assistance Diego location. uct recommendations for things like from owners, birds can become sick, in- The store stocks at least five differ- baths, sprays and more to customers.” jured and stressed. Fortunately, a wider ent bird bath brands, as well as an as- array of grooming products is available sortment of cuttlebones and pedicure Cut-Rate Choices in 2016 than in years past, and retailers perches—including its biggest seller in Finn and company have been providing can capitalize on this merchandise vari- the grooming subcategory, Polly’s Tooty in-house grooming services for nearly ety while also offering valuable tips and Fruity Bee Pollen edible perch, with a three years at low to no cost to consum- suggestions to patrons. rough calcium texture that aids in trim- ers. A beak and nail trimming plus wing

January 2016 petage.com 65

PetAge_010116_TP AquariumReptileBird.indd 65 12/23/2015 4:38:08 PM Trends & Products Birds

clipping rings up for as little as $8, and Bath Math Adds Up Lixit’s Quick Lock Bird Bath, fashioned any bird purchased from the store is en- Of course, no article on bird grooming as a clear round bowl that twists onto a titled to the same maintenance free of would be complete without diving deep- hanging pedestal. charge every two months for the lifespan er into the bird bath segment. of the animal. “For many birds, bathing of some Spray Cache “We even have a ‘Frequent Flyer’ kind is instinctual and necessary to Lastly, consider supplementing your loyalty program with a card that gets maintain healthy feathers,” Allen said. grooming goods inventory with bath punched every time you purchase a “However, many bird caretakers often sprays, which can clean and beautify grooming service,” Finn said. “After five exclaim that their bird doesn’t like to plumage, revitalize the skin underneath, punches, the next grooming visit is free.” take a bath. Then it becomes a matter open oil glands, resolve minor skin irrita- If you train your staff in proper trim- of finding the right method. Some birds tions and curb feather plucking. ming and handling techniques, in-house like to walk in a shallow bath, some pre- Among the ample candidates in grooming services can be a decent profit fer spray bottles or even a full-on show- this space are Marshall Pet Products’ builder that creates a steady base of satis- er, and some, when the moment strikes Avian Solution for Birds, Miracle fied repeat clientele. them, just lunge into their water dishes.” Care Feather Glo Bird Bath Spray, “You need to convince customers To discourage the latter practice, en- Earth’s Balance Avian Solution, eCO- that it can be more stressful and dan- courage shoppers to look more closely TRITION Ultra Care Bird Bath gerous for them to trim the nails, beaks at today’s avian bath choices, which are Spray, and the recently introduced and wings themselves—it can lead to the worth carrying for their practical ben- Rainforest Mist Bath Spray, available bird being angry with them and, if they efits and eye-catching marketability. in Hawaiian hibiscus scent. don’t clip carefully, can result in pain and Cases in point: Penn Plax’s Rocket Ship bleeding to the bird,” Finn said. Bathtub, shaped like a fun purple space- Erik J. Martin is a Chicago area-based freelance craft; Hagen’s Vision Bird Bath, with a writer whose articles have been featured in Trim Whim strikingly rounded blue design; JW’s In- Cat Fancy, WebVet.com, AARP The Magazine, Whether you plan to offer these services sight Bird Bath, an inside-the-cage solu- Reader’s Digest, Costco Connection and other in-store or not, it is still smart to stock up tion shaped like a mini clawfoot tub; and publications. on a mix of essential pedicure products. A plentiful diversity of trimmers exist— including JW Pet’s GripSoft Nail Trim- mer, featuring a non-slip ergonomically built handle tailored for greater hand comfort. For a more precise, safer trim, grinders like Oster’s Pet Nail Grinder or Dremel’s 7300-PT Pet Grooming Kit fit the bill. Offering a range of calcium-fortified cuttlebones and mineral blocks, which help trim beaks, is also suggested. Zoo Med’s Bird Banquet Mineral Block with Fruit rewards tweetys with a tasty treat as they condition their beaks, and eCO- TRITION’s Beak Conditioner is made from natural lava stone, lasting longer than other conditioner products. Likewise, stocking pedicure perches that keep nails in check can get customers’ attention. Sweet Feet and Beak makes a Safety Pumice Perch that is ad- vertised as safer than a sand perch and provides a comfort grip for tender feet pads. Polly’s provides an assortment of colorful conditioning perches with varying surface areas, including Desert Sands (red) and Beach Sands (yellow).

66 Pet Age January 2016

PetAge_010116_TP AquariumReptileBird.indd 66 12/23/2015 4:38:08 PM Trends & Products Small Animals

Think “Chinch” to Cinch Sales Stocking chinchillas and their products can raise customer interest. BY ERIK J. MARTIN et retailers often bank on shoppers Committing to Cuteness and associated wares for nearly 24 years. falling in love at first sight with a “Chinchillas are unique and extraordi- “Not many retailers carry chinchil- Pcuddly animal on display. But to nary animals that continue to grow in las—maybe only a half dozen in the really cinch the sale, think “chinch”—as popularity as pets,” said Lucas Stock, greater Chicagoland area—so many in chinchilla, an animal many customers communications manager for Ox- consumers seek us out and, if demand fall in love with at first touch. That’s be- bow Animal Health in Murdock, Neb. is currently strong, may have to go on a cause these critters have some of the soft- “They’re highly energetic and athletic, waiting list,” said Bearman, who gets his est, densest fur in the entire animal king- and the average lifespan ranges from 10 stock from experienced customers who dom that you just can’t resist petting. to 15 years, making nutrition and care a breed the animals in their homes. “In Not to mention their adorably oversized priority for caring pet parents. A com- the past five years, we get more calls and ears and bushy tails that also get lots of plete and thoughtfully designed chin- requests for chinchillas, so we continue attention. chilla product offering is a great use of to keep a strong inventory of products.” To put it briefly, these short-statured space and will most generally yield great Bearman also bundles together a cousins to the guinea pig are the perfect returns.” chinchilla starter kit, retailing at $200, breed to energize your small animal sec- Kenn Bearman, owner of The Ani- containing various essentials from dif- tion, whether you choose to carry live- mal Store, a Lincolnwood, Ill.-based pet ferent manufacturers: a wire cage, a stock, add chinchilla products to your retailer that specializes in exotic species, glass water bottle, a hanging hay basket, inventory, or both. has been successfully selling chinchillas a heavy weighted food bowl, recycled

January 2016 petage.com 67

PetAge_010116_Small.indd 67 12/23/2015 4:38:57 PM Trends & Products Small Animals

paper bedding, alfalfa pellets, timothy hay, a treat, wood chew and pumice stone. “If you are going to commit to stocking chinchilla products, you’ve got to go all in,” said Tim Norsen, national sales manager for Vitakraft Sun Seed, Inc., headquartered in Bowling Green, Ohio. “Retailers need to ensure they carry all the essentials, including food, hay, dust bath and appropriate chew toys and materials,” Norsen said. “Having a complete section is important to serving these consumers.”

Must-Have Habitats and Accessories Chinchillas can usually fit into cages designed for guinea pigs, ferrets and rats. However, they tend to perch high up, so Edge Formula (safe and recommended the chinchilla shelf space is a cost-effective taller cages are better—20 to 40 inches for chinchillas, too). way to engage with customers and pro- high is recommended by Bearman. The “Chinchilla owners seek out premi- vide some education in the process.” cage should also include shelves, ramps, um diets more than other small animal Consumer education is, in fact, cru- and/or platforms to allow the chinchilla consumers and look almost exclusively cial when it comes to chinchillas. For ex- to climb high. to pet specialty products,” said Norsen, ample, just like the adorably diminutive Major manufacturers who make en- who adds that Vitakraft Sun Seed re- Gizmo from the “Gremlins” movies— closures designed specifically for chin- cently launched an updated, all-natural who was also super soft and cuddly—ex- chillas include Prevue Pet Products, premium Chinchilla Formula fortified perts recommend that patrons avoid get- which offers a rat/chinchilla wire cage with vitamins, minerals, probiotics, and ting these furballs wet, as their thick coats that is 40 inches high by 31 inches long DHA omega-3. work like a sponge and retain water close by 20.5 inches wide; Marshall’s Small to the skin, leading to fungus growth. Animal Starter Home; and Kaytee’s “Chinchillas are unique and Consequently, chinchillas should not be Complete Chinchilla Kit. held for too long, as the oils and sweat It is smart to merchandise a variety extraordinary animals that from our skin can cause excess moisture of toys, chews and accessories as well. continue to grow in popular- to build up in the fur. Hagen Living World’s Teach ‘N Treat For these and other reasons, you may allows chinchillas to forage for treats via ity as pets.” want to caution parents eager to buy listening, observation and learning. Pets – Lucas Stock chinchillas as pets for younger children, International’s Chew Toy Carrot Patch who will be tempted to overhandle and and Kaytee’s Perfect Chews aid in dental Chinchilla treats are also more abun- cuddle with their fluffy friends. It is also health. Super Pet’s Giant Silent Spinner dant in this space in recent years, as evi- why you need to offer products like Ox- 12 inch wheel offers whisper-quiet exer- denced by brand-name snacks like Vita- bow’s Poof! Blue Cloud Chinchilla Dust cise. Lastly, Alfie Pet by Petoga Couture kraft’s Chinchilla Crunch Stick, Super Pet’s Bath, containing 100 percent volcanic boasts a wide array of colorful wood toys, Combo Chew Apple Wood & Crispy Puz- ash, which these animals roll around in to including ladder bridges and platforms, zle (which combines a toy with a chew), get themselves clean. an igloo hideaway and a workout station. and Supreme Petfoods’ Tiny Friends Farm Lastly, if you have the floor and shelf Charlie Chinchilla Tasty Mix. space, Bearman advises that you “group Chew-riffic Edibles chinchilla products together, which cus- A chinchilla’s primary diet comes in pel- Catering to the Customer tomers appreciate.” let form, typically composed of alfalfa or One effective way to promote chinchil- timothy hay. Popular examples include la products is by incorporating atten- Erik J. Martin is a Chicago area-based freelance Manna’s Small World Complete Feed for tion-grabbing trivia into merchandising writer whose articles have been featured in Chinchillas, Mazuri’s Chinchilla Diet, efforts, such as the fact that “these animals Cat Fancy, WebVet.com, AARP The Magazine, Katyee’s Forti-Diet Chinchilla, and Puri- have an average of 60 hairs per follicle,” Reader’s Digest, Costco Connection and other na Rabbit Chow Show Natural Advant- Stock said. “Posting fun facts throughout publications.

68 Pet Age January 2016

PetAge_010116_Small.indd 68 12/23/2015 4:38:57 PM Trends & Products Natural

An Ocean of Products for Pets Many natural pet products come from the sea. BY STACY MANTLE ets are living longer, fuller lives in fighting senior challenges, such as ca- ents from the ocean can now be found thanks to a sea of ingredients from nine cognitive disorder. in pet foods. “Duck, mango and wild Pthe ocean. ocean-caught tuna fish are hand packed Recent studies from Cornell Univer- Seafood for Pets in a hand-selected blend of unique pro- sity have found that high-fat diets can Fortunately, the majority of dogs and teins and superfoods to serve your cat significantly increase the already incredi- cats can agree on the overall palatability the most healthy and palatable complete ble sense of smell in dogs. Other studies of fish, and since marine life is becoming and balanced dinner,” said Chelsea Sher, have found a positive correlation in of- more sustainable thanks to fish farms, co-founder of Against the Grain Pet fering fish oil to dogs with epilepsy, and the pet industry is focused on the ocean Foods. “Our foods are dolphin-safe and another has identified a positive effect more than ever. In the January 2015 edi- turtle-safe, as well as GMO free, grain of essential fatty acids on pets with der- tion of “Petfood and Animal Nutrition free and gluten free.” matitis. Amino acids found in fish have 2.0,” Mars Petcare reinforced its “...com- “Our Boneless formulas are ‘destina- been proven to decrease inflammation, mitment to sustainably source 100% of tion products’ that serve pet parents who improve immunity, strengthen muscles its fish and fish by-products by 2020.” need to keep their pet’s food as simple and improve the fur and coats of pets. Other companies are quickly follow- as possible—in most cases a single type Omega-three fatty acids and various an- ing suit. of protein,” said Bette Schubert, Bravo tioxidants have become more important Eclectic combinations of ingredi- co-founder and senior vice president of

January 2016 petage.com 69

PetAge_010116_TPNatural.indd 69 12/23/2015 4:39:27 PM Trends & Products Natural

sales, new product development and education. “We use salmon muscle meat from the fish’s belly to provide a top quality, maximum nutrition option for both dogs and cats,” Schubert said. “The Boneless Salmon is rich in protein, which is great for the cats who are obligate carnivores. It also is great for the skins and coats of both dogs and cats. Beyond our Boneless products, the majority of our formulas are created to provide single-source proteins upon which pet parents can customize the formula to meet the specific nutritional needs of their companion animal.” “Soft ‘n Tasty Salmon Recipe Baked Bites treats for dogs are made with selected ingredients from approved suppliers,” said Adrian Pettyan, Caru Pet Food CEO and co-founder. ”The salmon is USDA-inspected and is the number one mins and minerals. from forming a biocoat that would de- ingredient; like the entire CARU Soft ‘n “While containing a large number of velop into plaque. Tasty Treat line, these treats are a limited vitamins, kelp is best known for contain- Supplements do not only come from ingredient recipe with no wheat, corn, ing a full panel of trace minerals,” Gro- plant-like material. Fish and shellfish are soy or animal by-products, added sugar, ver said. “Minerals perform many key valuable sources of vitamins A and D, artificial preservatives, flavors or colors.” functions in animals, including regulat- and also can provide significant amounts Barkworthies recently launched its ing energy and aiding digestion, and are of B12 and several minerals. new Australian Gourmet line of treats a vital ingredient in immune, skin, and “One in five dogs in America suffers for dogs, focused on minimal ingredi- bone systems.” from some form of mobility issue,” said ent treats and chews. Their Salmon Skin Animal Essentials created a line of Mark Peltonen, managing director of Chews and Twists are all-natural and Green Marine Pet Supplements sourced RxMobility. long lasting, designed to satisfy the needs from organic ocean kelp that is wild-har- This equals out to about 16 million of all types of dogs and cats. vested at the edge of the Arctic Circle in dogs. northwest Iceland. “Those 16 million reasons motivat- Sea-Faring Supplements “We are making a stand in our in- ed RxMobility to develop a 100 percent It is not just food and treats that lead dustry to only use sustainably harvested natural solution that addresses not only the seafood pack; the benefits of ocean- and ethically processed ocean-sourced the source of the problem, but has wid- sourced supplements have been known ingredients,” said Greg Tilford, presi- er ranging health benefits for every ca- for years. Fish and shellfish are primary dent of Animal Essentials. “This is the nine’s bone, muscle and joint functions,” sources of fat-soluble vitamins A and D, right thing to do for the planet and it Peltonen said. and are the best source of omega-threes. ensures the highest quality for our pets’ The pet food industry is seeing a clear Mollusks have an iron content that rivals health, too. Our suppliers are as passion- trend in specialty and alternative pet that of red meat. Not only are shellfish ate about the environment and quality as food ingredients. With every ingredient naturally low in fat and high in protein, we are.” being a functional, nutrition-focused but they also offer a plethora of minerals, The benefits are not limited to senior addition, the pet industry will contin- including magnesium, copper, selenium pets. Lifeline Pet offers OCEAN KELP, ue to welcome novel ingredients and and zinc. which contains Laminaria digitata, an high-quality foods. Kelp is an extremely nutrient-rich, expensive kelp generally not included edible algae. Its ability to filter and accu- in kelp pet supplements. According to Stacy Mantle is an award-winning writer and mulate nutrients makes it a valuable ad- the National Cancer Institute’s website, multi-species pet lifestyle expert, author dition to a pet’s diet. According to David Laminaria digitata “may have immuno- and spokesperson. She is the founder of Grover, founder of Pet Kelp, it produces stimulatory and anti-cancer effects.” As PetsWeekly.com and a regular contributor to the highest nutrient content of any plant an added benefit, this kelp promotes national publications including Pet Age, Cat or algae, providing access to over 70 vita- dental health by keeping oral bacteria Fancy and Animal Behavioral College.

70 Pet Age January 2016

PetAge_010116_TPNatural.indd 70 12/23/2015 4:39:28 PM Trends & Products Groom and Board Nailing It Pet nail care holds significant sales potential.

BY MAGGIE MARTON ail trimming is a necessity for all stainless steel, the clippers have a sharp soft-grip inserts to provide sure handling dog owners. While many vets and cutting edge and the soft-grip handle during use.” Ngroomers offer nail trims, many makes it easy to keep a steady hand. Not all dog owners feel confident pet owners choose to do it themselves, “When it comes to nail care, pet trimming their dog’s nails because of the rather than booking an appointment. parents continue to look for products risk of cutting the quick. One up-sell to a For those DIYers, nail care products fall that are easy to use, durable and will not good set of clippers is a clotting powder, into two main categories: functional and cause discomfort to their four-legged like Kwik Stop Styptic Powder. These fun. family members,” said Bob Erler, Andis’ products can be merchandized side-by- national sales manager. “To make nail side to be sold as a pair. Get the Job Done trimming as simple as possible, Andis However, some customers will never In the functional category are the scis- makes two sizes of nail trimmers: one feel comfortable cutting their dog’s nails. sors-style and the guillotine-style clip- for small-to-medium breeds and one for “For those uncomfortable with the pers, with which most customers feel large breeds. Both trimmers include safe- prospect of actually cutting the nail, An- comfortable. Offer both options for the ty stops to help ensure that the user does dis offers the EasyClip nail grinder,” Er- home groomer. not clip off too much of the nail and ler said. “This two-speed tool is the easy One popular set of clippers is Safari’s nick the quick. We also designed these and stress-free way to give pets a perfect Professional nail trimmer. Made from trimmers with ergonomic handles and pedicure. The nail grinder is also great

SHAMPOO

Dog Fashion Spa Elite Dealerships available with a Money Back Guarantee and 100% Profit. CONDITIONER Simply the finest all natural luxury shampoo and Groom Expo West fragrances. February 4-7 Booth #614

www.GroomersHelper.com 1-866-987-2426 1-609-350-6480

January 2016 petage.com 71

PetAge_010116_TPGrooming.indd 71 12/23/2015 4:39:54 PM Trends & Products Groom and Board

for smoothing out rough nail edges after clipping to avoid any scratching on the skin if your pet does jump on someone. Smoothing nails after clipping also pre- vents scratching and pulling of furniture fabric.” Grinders span a range of prices. At the higher end, with a retail price of around $40, the Conair Pro Dog Profes- sional Nail Grinder is designed specifically for safely grinding pet nails for dogs of any size. It’s quiet, lightweight and powerful, and includes interchangeable stone/sander attachments. In the mid-range is FURminator’s Nail Grinder For Dogs and Cats. Ac- Pasadena cording to the brand, they provide unique, proprietary nail care solutions Convention that are completely safe and easy to use, thus eliminating the discomfort from Center the process for both pets and owners. Pasadena, CA The grinder has two speeds and operates on four AA batteries instead of a cord. It includes an automatic LED light and is made from an anti-microbial plastic that caps solve both of those problems. Soft fashion-friendly dog owners match their helps minimize germs and bacteria. Claws Nail Caps are vinyl caps applied pets. With a 10-second drying time, the On the low end is JW Pet’s Palm Nail with a pet-safe glue and can last up to risk of dogs licking it off is eliminated. Grinder for Dogs, which retails for un- three months. Likewise, one of the most And, the made-in-the-USA products are der $10. The ergonomic grinder is small popular options is Dr. Buzby’s ToeGrips. free from typical nail polish toxins like enough to fit in the palm of the DIY ToeGrips are designed to provide trac- toluene and formaldehyde. groomer’s hand. It has variable speed tion for dogs who struggle to get up on Dog Fashion Spa offers pet-safe nail controls, LED lights for visibility and slick floors, like hardwood and linoleum. polish as well as nail polish remover. Ac- February guard holes to prevent accidental hair However, they must be sized appropri- cording to Simons, items in the line are winding. It traps nail filings for quick ately, so be prepared to guide customers free of acetone and other harsh chemi- clean up. to the right size for their dog. cals, instead relying on natural oils and TH TH At-home groomers will also find that One thing groomers want to avoid is pigments. 4 –7 a nail file comes in handy. being bitten by a dog that is less than hap- Warren London offers their patent- “One of my personal favorite items py about nail trimming. A restraint system ed Pawdicure Polish Pen, a water-based, in our nail care line (and our top nail like Groomers Helper will do the trick. odorless, non-toxic polish that dries 2016 product seller in volume) is the Dog “Of course the most important thing in less than 40 seconds. Because of its Fashion Spa Glass nail file,” said Chuck you have to think of when you are doing ease-of-use, it is recommended for nail Simons, founder of Groomers Helper, nails is safety–both the dog's and your art, one of the biggest trends in human distributors of Dog Fashion Spa. “This own!” Simons said. “There is no better manicures that is trickling into the pet two-sided glass file–medium on one side, friend when it is time to do nails than sphere. The Nail Polish Pens apply a coarse on the other–does not wear down your Groomers Helper. It really is the quick drying, non-toxic coat of polish with use at all and can be popped right only way to do nails by yourself.” that is easy to remove. in the dishwasher if you want to give it Consider displaying the fun and a cleanup. For a quick touch up, a full Have a Little Fun functional nail care items together to PAW-dicure or for dogs that just plain On the fun end of at-home nail care are spark creative inspiration among your freak out when you turn on the Dremel, cosmetic items like nail polish. Pet-safe DIY groomers. this is the answer.” options are readily available and are pop- GROOMEXPOWEST.COM Many dogs struggle to get up on hard ular impulse purchases. Brands like Pet Maggie Marton is a freelance writer and pet surfaces. Some dog owners strive to pro- Head offer non-toxic polish. Their popu- lifestyle pro. She lives in Bloomington, Ind., with Barkleigh Productions • (717) 691-3388 tect their wood floors or upholstery. Nail lar Mommy & Me line is designed to let her husband, three dogs and a cat. [email protected] • www.barkleigh.com

72 Pet Age January 2016

PetAge_010116_TPGrooming.indd 72 12/23/2015 4:39:55 PM Pasadena Convention Center Pasadena, CA

February 4TH–7TH 2016

GROOMEXPOWEST.COM Barkleigh Productions • (717) 691-3388 [email protected] • www.barkleigh.com

PetAge_010116_TPGrooming.indd 73 12/23/2015 4:39:55 PM Community PISC

Greener Pastures What will be the business sustainability trends for 2016?

ntegrating sustainability into business biggest opportunity in 2015/2016. Just ity and environmental improvements practices has become an ever-increas- over 24% of respondents stated that in- will be key issues in the coming years.” Iing trend as companies are seeing the dustry collaboration is the single most In a PetfoodIndustry.com article titled payoff. exciting opportunity in relation to… “What Do Millennials Want from ‘Big In 2014, an article published by sustainability.” Food’ and Pet Food”, Debbie Phil- global information and measurement The Netherlands is a sustainability lips-Donaldson writes that 69-73% of company Nielson N.V. reported that leader with the development of smart consumers in the pet sector “want food “sales of consumer goods from brands cities. In 2013, the city of Amsterdam companies to be more transparent about with a demonstrated commitment to teamed up with an energy company, a how they make their products.” sustainability have grown more than telecom operator and a motor compa- Stoneyfield has turned the transpar- 4% globally, while those without grew ny to create a public-private ecosystem ency push in their favor with their “Lift- less than 1%.” The article, titled “Con- that reduced their carbon footprint, ac- ing the Lid” campaign, which provides sumer-Goods’ Brands that Demonstrate cording to the 2013 Accenture article a source map to let consumers know ex- Commitment to Sustainability Outper- “Cross-industry Ecosystems: Growth actly where the ingredients in their food form Those that Don’t,” also reported Outside the Box.” With the city look- come from. Transparency is on the rise, that “sixty-six percent of global con- ing beyond their basic commitments, with “85% of respondents [stating] that sumers say they’re willing to pay more they were able to create an entirely new ultra-transparency and the prominence for sustainable brands, up from 55% in cross-industry platform for businesses to in sustainable business plans would in- 2014.” further their sustainability goals. crease in the next two years,” according While buying behavior is a great In a survey conducted by Forum for to Ethical Corporation. incentive to go green, companies have the Future, it was found that “90% of re- Consumers are increasingly viewing multiple goals when adopting sustain- spondents believed collaboration among corporate social responsibility programs ability agendas. A survey conducted by businesses would increase in impact over as a basic cost of entry rather than a Ethical Corporation, “Sustainable Sup- the next two years.” brand differentiator. However, does con- ply Chain Trends 2015” highlighted sumer awareness convert to purchasing three incentives for businesses to develop Supply Chain Risk premium items from brands with clear a sustainability plan: eliminating supply Eliminating supply chain risks is a main sustainability agendas? chain risks (32%), reputational concerns driver behind developing a sustainability According to a 2014 Nielsen survey (23%), and cost reduction (13%). agenda. of 30,000 consumers, it certainly does. What is on the horizon for business “Going forward, brands have to de- The survey found that “66% of consum- sustainability agendas in 2016? fine a credible, relevant social purpose, ers are willing to pay more for sustainable Companies will be increasingly held deliver greater social value, and com- goods,” especially in developing markets. accountable to publicize sustainability municate that value effectively to attract How much more? In “Boost Reve- goals and report on progress, according and retain consumers,” according to the nue, Brand Value by Looking down the to the Global Reporting Initiative study, 2014 Nielsen N.V. article. Supply Chain,” an article published by “Sustainability and Reporting Trends in One of the largest risks to accom- Environmental Leader, Jennifer Lyons 2025: Preparing for the Future.” plishing this is access to sustainably Hardcastle wrote that consumers are Top issues to address in your sustain- sourced raw materials. The Stoneyfield willing to pay at least 5% more for sus- ability plan are supply chain traceabili- Lifting the Lid series states that “54% tainable goods. While price will contin- ty, environmental concerns, and human of respondents said they were extreme- ue to be a deciding factor, quality and rights, according to the Ethical Corpo- ly concerned about” this challenge. In brand trust are increasing in importance. ration survey. To tackle these concerns, 2016, companies should focus on invest- Is your company leveraging the sus- companies are focusing on industry col- ing in supply relationships that provide tainability trend to your advantage? If laboration, mitigating supply chain risk, access to sustainable raw materials in or- not, join PISC today at http://petsus- and brand transparency. der to mitigate supply disruptions. tainability.org to get help in starting your journey. Industry Collaboration Brand Transparency The Ethical Corporation survey con- As published in the study sponsored by Content provided by Pet Industry Sustainability ducted among business leaders indicat- the Ethical Corporation, “nearly 30% Coalition, a collaborative playground for advancing ed that “industry collaboration is the of the community stated that traceabil- sustainability throughout the pet industry.

74 Pet Age January 2016

PetAge_010116_Community.indd 74 12/23/2015 4:40:23 PM Community News and Events in the Pet Industry

Pet Age Retailer Forum The Pet Age Retailer Forum was held in New York City on November 12, 2015. The event gathered together pet industry manufacturers and independent East Coast retailers for the purpose of discussing their successes, opportunities and challenges in the market.

Third Annual Aquatic Experience The World Pet Association’s third annual Aquatic Experience show took place from November 6 to 8 at Chicago’s Renaissance Shaumberg Convention Center.

January 2016 petage.com 75

PetAge_010116_Community.indd 75 12/23/2015 4:40:38 PM Marketplace

The Original Beardie Bag is beyond cool, it is downright COLD BLOODeD and Fish whatever your destination, Interested you and your lizard will be the talk of the town. Don’t be Draggin your Dragon. Wild www.beardiebag.com 631-256-7166 in advertising? Preserving Places Follow us! @PetAgeMag Wild Contact Becky Graziano at follow us on twitter for breaking industry news, retail tips, and more [email protected] Craig Rexford ator [email protected] you can reach her at or 732-246-5709 BRAZIL’S RIO NEGRO IS HOME TO OVER 800 (732) 246-5706 for more information. FRESHWATER FISH SPECIES, INCLUDING MANY OF THE MOST POPULAR AQUARIUM FISH IN THE WORLD.

AQUARIUM FISH COLLECTION PROVIDES A SUSTAINABLE LIVELIHOOD FOR THOUSANDS IN THE REGION. IT ALSO HELPS PROTECT CRITICAL HABITAT - BOTH ABOVE AND BELOW WATER. THIS FISHERY HAS BEEN SHOWN TO FOSTER ENVIRONMENTAL STEWARDSHIP AND PREVENT DESTRUCTIVE PRACTICES.

HELP SUPPORT THIS SUSTAINABLE FISHERY. ASK FOR WILD RIO NEGRO FISH FROM SEGREST FARMS AT YOUR LOCAL Survey| Says... PET RETAILER. 94% of subscribers save their copies of Pet Age. e average subscriber saves a typical issue for 6.9 months. Source: Readex Research 2014 Proud Partner of:

To learn more, visit www.SegrestFarms.com/Projectpiaba 76 Pet Age January 2016 or ProjectPiaba.org

PetAge_010116_marketplace.indd 76 12/23/2015 4:41:20 PM Wild Fish Preserving Wild Places

BRAZIL’S RIO NEGRO IS HOME TO OVER 800 FRESHWATER FISH SPECIES, INCLUDING MANY OF THE MOST POPULAR AQUARIUM FISH IN THE WORLD.

HELP SUPPORT THIS SUSTAINABLE FISHERY. ASK FOR WILD RIO NEGRO FISH FROM SEGREST FARMS AT YOUR LOCAL PET RETAILER.

Proud Partner of:

To learn more, visit www.SegrestFarms.com/Projectpiaba or ProjectPiaba.org

PetAge_010116_marketplace.indd 77 12/23/2015 4:41:20 PM Calendar

Fair Park, Milwaukee, Wis., www. Center, Oaks, Pa. January petexpomilwaukee.com www.familypetshows.com Jan. 9-10 Bay Area Pet Expo, Santa Clara County Fairgrounds, Santa Clara, Jan. 30-31 Edmonton Pet Expo, Feb 19-20 4th Annual World of Pets Calif., www.bayareapetexpo.com Edmonton EXPO Centre, Edmonton, Expo, Hampton Roads Convention Alberta , www.petexpo.ca Center, Hampton, Va. Jan. 9-10 Reptile Super Show, www.worldofpets.org Pomona Fairplex, Pomona, Calif., www.reptilesupershow.com February Feb. 4-7 Groom Expo West, March Jan 10-17 Pet Pro Cruise 2016, Pasadena Convention Center, March 4-6 Long Island Pet Expo, Exotic Southern Caribbean (sailing Pasadena, Calif. www.barkleigh.com Suffolk CC Expo Center, Brentwood, from San Juan, Puerto Rico), NY, www.familypetshows.com www.barkleigh.com/cruise/ Feb. 5-7 Super Pet Expo, NJ Convention & Exposition Center, March 10-13 Atlanta Pet Fair, Hilton Jan 16-20 North American Edison NJ, www.superpetexpo.com Atlanta Airport, Atlanta, Ga. Veterinary Conference & Trade www.atlantapetfair.com Show, Gayford Palms Resort & Feb. 8 West Coast Buying Show, Convention Center, Orlando, Fla., Mertiage Resort & Spa, Napa Valley, March 11-13 NAPPS 2016 Annual www.navc.com Calif. Conference, Orlando, Fla. www.petsitters.org Jan 18-21 Pet Industry Feb. 8 Phillips Pet Food & Supplies Management Conference and West Coast Buying Show, Meritage March 16-18 Global Pet Expo, Supplier Trade Show, Loews Ventana Resort & Spa, Napa Valley, Calif. Orange County Convention Center, Canyon, Tuscon, Ariz., www.pida.org phillipspet.com/customers/phillips- Orlando, Fla., www.globalpetexpo.org buying-shows/ Jan. 29-31 Lehigh Valley Pet Expo, March 18-20 Super Pet Expo, Dulles Allentown Fairgrounds, Allentown, Pa. Feb. 13-14 North American Reptile Expo Center, Chantilly, Va. www.familypetshows.com Breeder’s Conference and Trade www.superpetexpo.com Show, Arlington Convention Center, Jan. 29-31 15th Annual World Arlington, Texas, www.narbc.com March 18-20 Chicagoland Family of Pets Expo, Maryland State Pet Expo, Arlington International Fairgrounds, Timonium, Md., www. Feb. 15-16 The Westminster Kennel Racecourse, Arlington Heights, Ill. worldofpets.org Club Annual Dog Show, New York, www.petchicago.com NY. www.westminsterkennelclub.org Jan. 29-Feb. 2 Groom Boat Cruise March 31-April 3 American Annual 2016, West Caribbean (sailing from Feb. 16-17 BCI Hershey, Hershey Hospital Association Conference, Port Canaveral, Fla.), Lodge, Hershey, PA Austin, Texas, www.aahanet.org www.barkleigh.com/cruise/ www.bci.imanagementsoftware.com/

Jan. 30 Great Lakes Pet Expo, Feb. 19-21 The Greater Philadelphia Wisconsin Expo Center at State Pet Expo, Greater Philadelphia Expo

78 Pet Age January 2016

PetAge_010116_Calendar.indd 78 12/23/2015 4:41:52 PM ADVERTISERS

Arlee Home Fashions...... 5 Family Pet Shows ...... 78 PetEdge ...... 37 Tomlyn ...... 31 www.pillows.com www.horseandpetexpo.com www.petedge.com www.tomlyn.com 800-720-6973 631-423-0620 800-PetEdge 877-580-7729 631-549-3557 Atlanta Pet Fair...... 15 PetMatrix ...... 41 Viachem ...... 76 www.atlantapetfair.org Global Pet Expo ...... Insert www.petmatrix.net www.viacheminc.com www.glbalpetexpo.org 877-336-3647 972-465-0400 Barkleigh Productions ...... 73 1-800-452-1225 www.barkleigh.com Precious Cat ...... 55 WATT Global media ...... 3 717-691-3388 Groomers Helper ...... 71 www.preciouscat.com www.wattglobalmedia.com www.groomershelper.com 877-311-2287 815-966-5400 BeardieBag.com ...... 76 866-987-2426 www.beardiebag.com QT Dog ...... 17 Whimzees ...... 52 631-256-7166 Interzoo ...... 7 www.qtdog.com www.paragondogchewsusa.com www.interzoo.com 800-297-1998 www.whimzees.com California Zoological Supply .62 +49 (0) 9 11. 86 06-0 www.calzoo.com Segrest Farms ...... 59, 77 Worldwise/ 714-641-1597 Jones Natural Chews ...... 51 www.segrestfarms.com Quaker Pet Group ...... C2 www.jonesnaturalchews.com 813-677-9196 www.quakerpetgroup.com Cardinal Pet ...... 19, 21, 23, 25 877-481-2663 www.worldwise.com www.cardinalpet.com Sojos ...... C3, 76 973-625-5900 800-433-PETS Loving Pets, Inc...... 45 www.sojos.com 415-721-7400 www.lovingpetsproducts.com 888-867-6567 Coastal Pet Products ...... 9 866-599-7387 ZenPet ...... 27 www.coastalpet.com Timberline Fisheries ...... 63 www.zenpetusa.com 800-321-0248 P.W. Hobby Piotr Matuszewski .C3 www.timberlinefisheries.com hobby.bydgoszcz.pl/en 800-423-2248 Zippy Paws ...... 13 +48 52 381 00 11 www.zippypaws.com 909-606-6094

NEW PRODUCTS FOCUS ON

Andis ...... 24, 25 Heyrex ...... 25 Petsport ...... 27 Daisy and Lucy ...... 28 www.andis.com www.heyrex.com www.petsport.com www.DaisyandLucy.com 800-558-9441 +64 4 4768849 925-439-9243 954-224-0505 DoggieWater ...... 25 Mammoth Pet Products ...... 26 WonderWoof ...... 24 EzyDog ...... 28 www.doggiewater.club www.mammothpet.com www.wonderwoof.com www.ezydog.com 888-738-2008 Doghook ...... 26 NV Pets ...... 27 Gold Paw Series ...... 28, 29 www.doghook.com www.nvpets.com www.goldpawseries.com 619-403-1148/ 602-573-9249 661-836-7854 503-387-6920 G Mason Group ...... 26 PetEdge ...... 24, 26 Kurgo ...... 28, 29 www.gmasongroup.com www.petedge.com www.kurgo.com 212-244-1403 800-PetEdge [738-3343] 877-847-3868 Ruffwear ...... 28, 29 www.ruffwear.com 888-783-3932 Up Country ...... 29 www.upcountryinc.com STAY CONNECTED KEEP INFORMED BE CURRENT 800-541-5909

Visit www.petage.com to get all the latest breaking pet industry news and sign up for our weekly newsletter

January 2016 petage.com 79

PetAge_010116_Calendar.indd 79 12/23/2015 4:41:52 PM Back Story Petfood Forum

Information Feed Petfood Forum serves up three days of insight into the pet food industry.

BY ALEXANDRA WEPNER

et Age spoke with Global Petfood’s it used to be in the overall context of the are wearing aprons and gloves and they vice president and publisher Steve conference and exhibition. are literally formulating products at the PAkins about Petfood Forum, the Alexandra: Who attends your events, instruction of these supplier companies world’s premier pet food industry confer- and what can they expect to gain from using the supplier company’s ingredients ence. Petfood Forum? or technology, baking or cooking them Alexandra Wepner: How did Petfood Steve: It’s pet food industry profes- in the test kitchen and then taking a test Forum begin and how has it evolved sionals and experts in food science, R&D, sample home in a “doggy bag” for their over the years? product development, pet food product pets to enjoy. So, truly, the Petfood In- Steve Akins: It began in 1993 in the formulation, ingredient technology, nu- novation Workshop is a very hands on, suburbs of Chicago. There was a segment trition, plant management, quality assur- immersive workshop for pet food profes- of the industry that wanted to have an an- ance, food safety, etc. At Petfood Forum, sionals! nual event that supplier companies could we also see CEOs, owners, COOs, and Alexandra: Last year, Petfood Fo- also participate in and so it started in the other c-level executives involved in vari- rum moved to Kansas City, Missouri, Wyndham Hotel as a little 10-12 table ous aspects of the industry. There’s quite from its traditional home in the Chica- top event with about 100 attendees. This a bit of international attendance as well, go area. What opportunities does this coming year will be our 24th year, and it and I’d say up to 20 percent of our attend- new location offer? has grown to just under 3,000 attendees ees come from outside of North America, Steve: Kansas City is centrally located and about 375 booth spots, with a full in addition to all the domestic attendees in the U.S. and is also home to the KC An- blown conference and exhibition that we have in attendance. imal Health Corridor. There are a number takes up the better part of three days in We also see at Petfood Forum a small of pet food manufacturing organizations April each year. So it’s grown quite a bit, number of retail chain buyers or small and supplier organizations that are with- and it reflects the overall growth of the specialty retail shop owners, as they have in a 200 mile radius of Kansas City. In global pet food and pet treat industry as interest in better understanding all that addition, we did a poll of some of our well. goes into how pet food products are man- international visitors: in many instances, Alexandra: What is the mission of ufactured. We’ve heard they are then able attendees would come to our show and Petfood Forum? to take those learnings to their organiza- then go to Kansas City afterwards to visit Steve: The primary value that attend- tions and disperse that information ap- their business partners in the region. So it ees receive in coming to Petfood Forum propriataely among their colleagues. made a lot of sense from a logistical stand- is being able to network at the global in- Alexandra: One unique feature of point for the industry, and therefore from dustry’s only live conference and exhibi- the weekend is the Petfood Innovation a business standpoint for us to locate Pet- tion focused on all the technologies that Workshop. Can you tell us more about food Forum in Kansas City. go into how pet foods and pet treats are this event? Alexandra: What is your favorite processed–from the sourcing of ingredi- Steve: It occurs the same weekend as part of the event? ents and raw products and materials, all Petfood Forum. We partner with Kansas Steve: Well, I’m not very objective, the way through to the equipment and State University in Manhattan, KS, which but if I put my business hat on, it’s that packaging used in producing the finished has a very strong companion animal in- collaboration. Business does happen at product. In addition, pet food market gredient science program. Their Olathe, Petfood Forum, and to be part of helping consultants and subject matter experts KS (suburb of Kansas City) satellite cam- create a live event that contributes to the from all over the world and in various ar- pus contains a state of the art test kitchen well-being of companion animals around eas of the industry really drive the educa- and we were invited to partner with them the world is very satisfying. tional offerings at Petfood Forum. There to offer supplier companies the ability to For more information on Petfood Fo- is also the exhibition, which has grown conduct live demonstrations. During the rum Live Conferences & Exhibitions, visit and become more of a centerpiece than Petfood Innovation Workshop, attendees petfoodforumevents.com

80 Pet Age January 2016

PetAge_010116_Back Story.indd 80 12/23/2015 4:42:25 PM PetAge_010116_Cover.indd 3 12/23/2015 4:42:53 PM With Sojos, raw means raw. Just add water and soak to Our heat-free process makes serve nutritious, homemade meat safe—without cooking. meals in minutes.

Made with 100% natural, human-grade ingredients under our own roof.

From gently freeze-dried turkey, beef or lamb—to the perfect complement of veggies and fruits—Sojos Complete packs the pure, simple power of uncompromised raw food. Learn more at Sojos.com.

PetAge_010116_Cover.indd 4 12/23/2015 4:42:53 PM