16 Why Now Is the Perfect
Time to Open a Pet Franchise
22 Acquisitions Off and Running
27 All Trails Lead to Global Pet Expo
30 The Lure of Online Sales Grows
32 Behind the Scenes:
A Winning Combination
34 Why Chip Cards Really Are Better
35 Behind the Scenes:
Tools for Partners; Products for Pets
PET DEALER FOCUS
42 Business Builder:
Cats Rule With Gen Y
New research shows promising,
upward-trending information about
millennials and their choice of pet.
43 Can a Pet Store Change Its Spots?
According to the tale of Paw’s Natural
Pet Emporium, the change from one
to two stores and then back to one
again can be done sanely and smartly—
and result in a business
that’s better than ever.
44 Retailer of the Year
Salisbury Super Pet receives the Retailer
of the Year 2015-2016 Outstanding
Comprehensive Store Award.
46 Call for Pet Product News’ 2016-2017
Retailer of the Year Nominations
Does your retail store have what it takes to
be ranked among the best of the best? Tell
us why for a chance to win Pet Product
News’ Retailer of the Year competition!
47 Business Builder:
Lending More Than a Hand
Pet product retailers know that expansion
often is key to growth and continued
success, but sometimes they lack the
capital to build. This can represent a
significant investment, some or all
of which might require financing.
48 Product Merchandiser Focus:
Promoting Pest Solutions
Industry insiders share merchandising tips
for the flea and tick product category.
51 Counter Points:
Are You Training to Win?
Why you must reach beyond
the rote programs to secure
regular, increased sales.
52 Fueling Fido
Many consumers are turning to
high-protein foods in an effort
to help their dogs enjoy a longer,
more healthful lifestyle.
56 New Products
58 Loud and Proud
The “Made in the USA” statement
continues to resonate strongly with
more pet owners looking to premium,
limited-ingredient diets as a complement
to their dog’s optimal health.
64 Treat Them Above Average
Within the burgeoning dog treat category,
specialized tidbits are cropping up, with
products that promote everything from
fitness to dental and joint care health.
72 A Dynamic Duo
Safe and simple flea and tick repellents
are increasingly popular with dog owners.
76 Play On
From electronic toys to goodies
bursting with catnip, manufacturers
have much to offer frisky felines.
78 New Products
DOG AND CAT MARKETPLACE
84 Make This Summer Sizzle
Creative displays and education
will attract customers to products
that make it easy to have warm-
weather fun with their pets.
84 New Products
88 Calling All Canines
Not just for humans anymore, buzz
around the high-tech products
industry surrounds new technology
designed to help pet owners stay
better connected to their dogs.
PET LIFESTYLE MARKETPLACE
92 Stay in Style
Pique pet owners’ interest by regularly
updating your collar and leash selections
with high-quality, standout goods.
92 New Products
96 Eat, Play, Lounge (and Wear)
Six manufacturers of pet apparel,
neckwear, bowls and dishes, beds and
toys talk product trends, consumer
preferences, retailer feedback, color
palettes and their favorite new products.
102 Industry Roundtable
Manufacturers share why the
small pets category can mean big
business for retailers as consumers
are trading up for higher-quality
products for their beloved pets.
108 New Products
108 Bedding Boosters
Finding opportunities to increase
sales of litter, bedding and substrate
can be big for your bottom line.
112 Demand Is Up
Pet owners clamor for natural
and organic supplements for their
dogs and cats, and retailers who
fully understand these products
are better poised to sell them.
112 New Products
118 Fresh Thinking
Freshwater fishkeepers can choose from
a variety of dry and frozen foods to keep
their tank residents happy and healthy.
119 New Products
120 Completely Tipping the Scales
All-in-one tanks have increased in
popularity and sales, with form as well
as function ranking high in importance.
121 International Waters:
Why the European Union Is
Banning Invasive Aquatic Plants
112 Salon Savvy
Professional groomers look to
scents, performance and label
transparency for shampoos and
conditioners to use and to sell.
112 New Products
130 A Revised View of Salespeople
Looking past the annoyance, I admit
some reps prove to be more valuable
to business than previously thought.
130 Retailer Profile: Custom Fit
These stores focus on providing top-
notch customer service and helping
pet owners find products that are
the perfect match for their pet.
FEATURES MARCH 2016
8 Industry News
12 Big-Box News
18 Tech News
26 International News
28 Pet Welfare News
36 Distributor News
40 Market Outlook
126 Advertising Index
127 The Marketplace
128 Pet Industry Calendar