groom Customers for greatNess
Consumers garner much of their knowledge from retail staff, which is why it is especially important that retail owners train their sales team on the ins and outs of grooming
products. This is the philosophy at All Pets Considered in Greensboro, N.C., said Alison
Schwartz, general manager.
At Odyssey Pets in Dallas, co-owner Sherry Redwine is passionate about not using
products containing certain toxins and conveys this to her customers via signage and
Andis Co. in Sturtevant, Wis., provides educational resources for retailers, groomers and
pet owners and recently hired an education manager as well as grooming educators.
“Consumers are more conscious of getting educated on ingredients than ever
before,” said Dallas Van Kempen, president of EQyss Grooming Products Inc. in Vista,
Calif. “It is important to educate consumers so they receive the correct information—
incorrect information is common on the Internet. The most effective means of educating
is through a company’s website or social media. We provide education and product
training whenever requested.”
James Brandly, marketing coordinator for TropiClean in Wentzville, Mo., said that ingredi-
ents should be communicated directly on packaging in a way that is both appealing and easy
“We recently launched our Pet Professional Portal for our retailers,” Brandly said. “Our
portal will house educational information, resources and images for all of our products. The
portal will provide them with the tools to educate customers.”
PuttINg It all together to sell
James Brandly, marketing coordinator for TropiClean in Wentzville, Mo., suggested placing
products together by brand to keep the consumer from becoming overwhelmed with choices.
“Grouping brands together allows pet parents to view multiple products from one brand,
possibly increasing basket value and in-store experience,” he said.
Retailers think that’s the way to go, too.
“Our grooming products are displayed together in our store—the grooming tools,
shampoos, wipes and dental products,” said Alison Schwartz, general manager at All
Pets Considered in Greensboro, N.C. “We have also added a small retail section in our
grooming salon reception area for customers who like to be able to bathe their pet in
between grooming appointments. This has been extremely effective up-selling to our
“We display our grooming products on a wooden bookshelf, which stands out from the
metal wire shelves that surround it,” said Sherry Redwine, co-owner of Odyssey Pets in
At Health Mutt in Tampa, Fla., using products in the self-washing station to test them
out helps with sales, and keeping those products near the stations is another way for folks
to conveniently pick something up, said owner Kendra Conze.
are pet owners opting to groom their pets at home more or less
than in previous years?
BIg aNd BoBBI offers salt-free Big Boi and
Bobbi dog shampoo. Formulated to solve specific problems, the highly concentrated shampoos come in 10-oz. bottles in six distinctive
products: Calm, Restore, Invigorate, Hydrate,
Purity and Scrumptious. bobbipanter.com
miracle Care Natural
ear drying Crème
for cats and dogs.
Containing a unique liq-uid-to-powder, R- 7, the
crème leaves a residual
powder to help keep
the ear dry and reduce
ear odor. Recommended for use right after
swimming or bathing.
goat mIlK stuff offers scented Pet goat milk
soaps. Made to lather well, the hand-cut pet soap
bar is easy to use on a dog’s coat and cleans the
hair but is easier to rinse out than most pet sham-
poos. Scented with essential oils, the farm-fresh
soap is designed to help repel irritating bugs. It is
gentle and nonirritating. goatmilkstuff.com
Pura Naturals Pet’s Certified organic Paw rescue is formulated to hydrate, soothe and promote healing. It moisturizes
with shea butter and vitamin E, and protects from heat, cold and
moisture. It helps heal scratches, sores and wounds, according
to the company. The USA-made product contains no chemicals,
parabens, gluten, synthetic dyes or perfumes, preservatives,
additives or fragrance. puranaturalspet.com