CAGE DISPLAY TIPS
Setting up entire habitats, with
live animals inside, is a good
opportunity to get creative.
Brian Batten, owner of Fins
and Feathers in Honesdale, Pa.,
suggests bundling housing with
“Besides the food bowl,
water bottle and litter pan, it’s a
good idea to show themed accessories, like [our] Pirate Hat
and hanging Pirate Ship,” said
Paul Juszczak, director of sales
and marketing for Marshall Pet
Products in Wolcott, N. Y.
Josh Panos, national sales director for Zoo Med Laboratories in San Luis Obispo,
Calif., suggests offering discounts for complementary products.
“Package deals/bundles/custom kits always do very well when selling enclo-sures/terrariums,” Panos said.
Bird products should not be displayed randomly, but by material, size of bird or
function, said Terry Gao, president of Caitec Corp. in Baltimore.
“Jungle” Bob Smith, owner of Jungle Bob’s Reptile World in Centereach, N. Y., has
more than 100 displays set up in the store.
“That is a lot of maintenance, but now customers are coming to look; it’s like
coming to a zoo,” he said.
Smith prefers to focus on the whole package, housing animals inside their fully
“Seeing animals in their environments is probably the best thing we’ve ever
done,” he said. “It increases sales dramatically if [customers are] buying everything
[from] you at that time. We try to make sure when they walk out, they have a com-
plete sale; they have all the essentials.”
Even though it is costly, it is important to have inventory in stock and to keep it
set up, Smith added. He rotates displays every quarter or biannually, and after several
months, he will sell displays at a dramatic discount.
“Our store is very animal heavy with dynamic displays that resemble a small zoo
more than a store,” said Daniel Kopulos, owner of Fauna in New York. “Whenever we
have a new item that we find particularly nice, we always make sure to include it as
one of our many store displays with animals inside. By having them set up nicely, our
customers often want to replicate our displays within their own homes or offices. It’s
a win-win for all.”
HELP FROM MANUFACTURERS
Manufacturers often can help enhance retailers’ displays of enclosures for herps,
small mammals and birds.
“Most all of the manufacturers offer attractive endcaps or displays, but since
we are in New York City, all space is premium,” said Daniel Kopulos, owner of Fauna.
“With such limited space, we have to maximize every square inch by going much
higher than the typical merchandising rack. The creative live animal enclosures show
customers all the products we carry and utilize in the store, and they often ask us
questions about them.
“By using all of the products we carry for our own animal care, the entire staff is
well versed on the use of the products, and they end up selling themselves,” Kopulos
added. “We rely on the manufacturers primarily for information and signage.”
Some manufacturers provide customized assistance.
“All we need is the size of wall you have, and we will build you an appropriate
planogram,” said Terry Gao, president of Caitec Corp. in Baltimore.
Zoo Med Laboratories in San Luis Obispo, Calif., offers many category-themed
endcaps to its retailers, such as Snake Center, UVB Lighting, Substrate and New
Turtle, as well as various sizes of inlines, comprised of the top 50 to 250 selling
products, said Josh Panos, national sales director.
“Education is one of the most important concepts in our industry,” Panos said.
“The more a consumer knows about a product, the more likely they are to properly
use it for its primary function, which, in turn, will give them a more satisfying
To that end, the company offers a variety of educational materials, such as
posters, flipbooks, how-to videos and sample packets of food, Panos said.
WHAT ARE CONSUMERS
LOOKING FOR IN HERP, SMALL
MAMMAL AND/OR AVIAN
“Kits that come complete with lighting,
substrate and décor/accessories are
always in high demand. Nano terrariums seem to be on the rise; however,
anything with a unique shape and size,
something that has never been done before, is what consumers are really looking for.”—JOSH PANOS, national sales
director for Zoo Med Laboratories in San
Luis Obispo, Calif.
“Consumers always welcome and like the
products that promote birds’ physical and
mental health.”—TERRYGAO, president
of Caitec Corp. in Baltimore
CENTRAL GARDEN & PET offers Pets
International Kaytee Nests and Mats.
They are hand-woven from natural
materials and offer comfortable resting
areas that also can serve to satisfy pets’
chewing instincts. The nests and mats
provide protection for animals’ feet from
the bottom of their cages, while the
house and tunnels are perfect hideaways to help pets feel protected. The
products are available in green, blue, red
CRAZY K FARM PET AND POULTRY PRODUCTS’ Birdy Bootie protective shoe is designed to provide superior coverage and cushioning for birds with injured feet or bumblefoot (a staph infection on the foot pad or toe). It is now made with an antibacterial
layer and comes in three colors: gray, camouflage and leopard print. The product now
is made with NeoSponge, a porous,
synthetic rubber material used in human orthotics and medical footwear.
NeoSponge is designed to flex, have
great durability and be resistant to
breakdown by water.
BEECHBED MIX offers HerBedding
premium hen bedding for nesting
boxes. Curled beech shavings mixed
with dried herbs provide a comfortable
nest for laying and sitting hens. Premixed and premeasured, the bedding
blend provides superior cushioning
and an aromatic fragrance for less egg
breakage and a more healthful nesting
environment for chickens. The herbs will
help calm sitting hens while providing
antibacterial properties and deterring
pest and rodents from making a home
in the coop.