KRUUSE’S Buster line of high-quality
coats is designed to keep dogs warm and
dry during cold-weather conditions. All of
the coats include a durable, waterproof
outer layer to
water and wind
and have many
ensure a perfect
fit. Each includes
and piping for
KEYS TO PROMOTING TRAINING AND BEHAVIOR PRODUCTS
To boost sales of behavior and training products for dogs, insiders recommend an
educated staff and a hands-on approach.
Whitebridge Pet Brands, maker of Cloud Star products, encourages stores to add
training treats to the new-puppy checklist when recommending products.
“It’s a reminder that training is part of a positive introduction into their new home,”
said Ann Hudson, vice president of marketing for the St. Louis company.
“If the sales staff can speak knowledgeably about the benefits of an e-collar, that
is better than any fancy display,” said Pete Fischer, senior consultant at Dogtra in
Krista Nixon, category manager of toys and behavior for PetSafe, a brand of Radio
Systems Corp. in Knoxville, Tenn., agreed
that employee knowledge is key.
“At the store level, the products are
best sold by hands-on fittings and a knowl-
edgeable store staff,” she said. “We encour-
age customers to put these products on
their dogs; many times, the transformation
is that noticeable and immediate. Having
your associates familiar with basic training
and behavioral needs and comfortable
speaking about specific product solutions
can make all the difference.”
If the pet is not available for a fitting, Larry
Cobb, CEO for The Company of Animals’ U.S.
division in Davenport, Fla., suggested “using
life-size dog mannequins to show how these
Personal experience and testimonials
go a long way in moving product in stores,
said Janet Marlow, a sound behaviorist
and the founder and CEO of Pet Acoustics
in Washington Depot, Conn. These might
come from a partnership with local trainers
where the store recommends their services and the trainers, in turn, recommend the
products available in the store, or from sales staff who have used the products with
their own pets.
With trainer partnerships, Greg Gordon, owner of Dog Patch Pet & Feed in Naperville, Ill., tries to find a couple with different approaches.
In Marlow’s experience with retailers globally, “when the head person at the counter says ‘it works for my dog or cat’ because they have been sent a sample to test, that’s
the best consumer endorsement for the purchase of our products.”
In 2014, 72% of surveyed
dog owners reported
using a training device
for their pet. Over the
previous decade, the use
of any training device
In 2004, only one-half
of dog owners used a
training device on their
pet. Treats are, by far, the
most commonly used
training device (used
by 58% of surveyed
SOURCE: APPA 2015-2016 NATIONAL PET
OWNERS SURVE Y
ULTRA PAWS’ Cozy Coat is
made from warm, soft fleece
that features a classic buffalo
plaid pattern. Available in eight
sizes, the coat offers extended
chest and abdomen protection,
and generous Velcro allows
for size adjustment around
the dog’s abdomen and neck.
Drawstrings help hold the collar
in place, and an opening allows
for the dog to be on-leash while
wearing the Cozy Coat. Machine
peanut Butter & MoLaSSeS
S w th
Our military men and women sometimes struggle with
the responsibilities of pet ownership when called away to
serve. Operation Drool Overload helps ease that stress
by supporting Dogs on Deployment, which provides
volunteer boarding homes and assistance for U.S. military.
To put Operation Drool Overload treats on your
shelves, visit our site and register today!
LD-OperationDroolOverload-Ad 1.indd 1 12/5/16 9: 20 AM
Cleans and Disinfects Easily with
our snap-able quilts. Resists Bacteria,
Odors and Bugs. Great for pets that
suffer from incontinance issuess.
Snappy Snoozers® Pet Beds
Support for Pets with
Muscle, Back and Hip
Discomfort. Ideal for
pets with arthritis.
Specially-Formulated PVC 100% Claw
and Scratch Proof. Great for travel.
Indoors Outdoors Waterproof
**Snappy Snoozer AD 5.937x6_Layout 1 12/16/16 12: 24 PM Page 1