Promoting Pest Solutions
Industry insiders share merchandising
tips for the flea and tick category.
PRODUCT MERCHANDISER FOCUS
BY HILARY DANINHIRSCH
In the all-important flea and tick sector, manufacturers con- tinue to introduce new preventives and repellents and, as technology advances, improve upon
Chicago-based Bobbi Panter
Pet Products has created a new
flea and tick solution spray, Charlie Dog Spray, based on the company’s top-selling Charlie Dog
natural flea and tick shampoo; it
can be used alone or in conjunction with the shampoo, said Bobbi Panter, creator and president of
the company. The new spray is a
leave-in solution made with clove
oil, cedarwood oil and citronella.
Wentzville, Mo.-based Tropi-
Clean is introducing a line of nat-
ural flea and tick solutions this
month. The line includes Flea and
Tick Maximum Strength Sham-
poo, Flea and Tick PLUS Sooth-
ing Shampoo, a 16-ounce Flea
and Tick Pet Spray, a 33-ounce
Flea and Tick Home Spray, an
11-ounce Flea and Tick Home
and Pet Powder and After Bath
Bite Relief Treatment—a catego-
ry first—to soothe irritated and
inflamed skin caused by flea and
tick bites, said Joe Zuccarello, di-
rector of innovation.
The new products will be presented in vibrant orange packaging
with very easy-to-understand ingredients, instructions and expectations, and it will kill fleas and ticks
effectively at multiple life stages,
from egg to adult, Zuccarello said.
Last year, AB7 America in
Weston, Fla., improved the formulation of its Alzoo brand flea
and tick spot-on treatment.
“We also are introducing, in
2016, a product for environment
treatment containing a blend of
diatomaceous earth and natu-ral-based active ingredients,”
said Philippe Chelle, CEO.
Retailers such as Premier Pet
Supply in Beverly Hills, Mich.,
have noticed a consumer shift in interest to natural flea and tick treatment and prevention products.
“There is a fairly new product
from Healthy Dogma called Flee
Flea Flee!, which is a [natural]
daily powder that is sprinkled
over the dog’s food,” said mer-
co-owner of Petagogy
in Pittsburgh, also has
taken note of the natural
trend in this category.
“We specialize in
natural flea and tick
products that use es-
sential oils and are al-
ternatives to tradition-
al pesticide-based flea
and tick products,”
Blum said. “We are seeing more
companies make products for
this category, as more and more
pet owners would like to use
natural remedies to prevent and
kill fleas and ticks.”
SET THE MERCHANDISE APART
There is no clear consensus among retailers and manufacturers on how flea and tick
products should be set apart from other products in the retail setting. At the very least,
they should be conveniently located, said Cindy Wenger, president of Peaceable Kingdom
Essentials in Hershey, Pa. She also said the products should be in their own section.
“Put them in a flea and tick section with plenty of signage so customers know
what is what and can make an educated purchase,” said Bobbi Panter, creator and
president of Bobbi Panter Pet Products in Chicago.
Flea and tick products should be placed in the health care section of the store,
said Philippe Chelle, CEO of AB7 America in Weston, Fla., adding that with so many
products available that have different purposes, another way to display the products is
“I would differentiate curative pesticide from natural preventive alternatives,”
Chelle said. “I also would limit the number of brands to avoid consumer confusion.”
Sherry Redwine, co-owner of Odyssey Pets in Dallas, starts showcasing these
products at the onset of flea and tick season.
“We set up a small display at the register at the beginning of spring when fleas and
other insects start to become more prevalent,” she said, adding that the store carries
mostly locally made products. “Our usual display is on a wooden bookcase next to
supplements and stain and odor removers.”
Although there’s nothing beautiful about fleas and ticks, some retailers, such as
Premier Pet Supply in Beverly Hills, Mich., choose to place these products in the health
and beauty section, because that’s where customers typically look for it, said merchan-
dising manager Samantha Henson.
Top-dollar flea and tick products are kept in a locked case, with everything else
hanging or standing, depending on the product.
“The case itself stands out to customers, and we make sure to have helpful and
well-maintained signage surrounding the set,” Henson added.
Petagogy in Pittsburgh uses a similar strategy.
“We sell flea and tick products with our grooming products and supplements to
remind customers that flea and tick treatment should be considered part of the normal
grooming and care regime,” said co-owner Heather Blum.
WHAT ARE CUSTOMERS LOOKING FOR WHEN IT COMES TO FLEA
AND TICK PREVENTION AND TREATMENT PRODUCTS?
“Customers are looking for products
that are first and foremost safe, that
work and are easy to apply, which is
what we offer with our Flea Flicker Flea/
Tick Spray and other flea products.”—
CINDY WENGER, president of Peaceable
Kingdom Essentials in Hershey, Pa.
“They are all looking for something
effective and fast acting. We educate
about safe, all-natural remedies.”—
SHERRY REDWINE, co-owner of
Odyssey Pets in Dallas
More flea and tick coverage,
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