Flea and tick product displays should be in a
prominent location and set up before flea and
tick season begins—usually around March.
“We’ve found that point-of-purchase dis-
plays always seem to have a positive impact
with consumers,” said James Brandly, market-
ing coordinator for TropiClean in Wentzville,
Mo. “Whether it’s a floor display or a shelf
display, the professionally made displays help
capture customers’ attention and educate on
the right solution for their needs.”
TropiClean’s Natural Flea & Tick line
packaging is a vibrant orange, which catches
consumers’ attention, Brandly noted.
“Displays look great in your store and help
complete the brand’s message,” he said. “
Consumers appreciate an organized and clean
merchandising presentation of products.
“Consumers oftentimes will purchase
multiple items, instead of just the one they
came in for, when products and brands are
grouped together,” he added.
Display skin care products for soothing
fleabites alongside flea and tick control options, recommends Stephanie Boone, CEO of
Wondercide Natural Products in Austin, Texas.
At Pets Naturally in Traverse City, Mich.,
manager Andrea Margelis has found that the
best way to sell flea and tick control products
is to highlight the benefits as well as provide
testimonials from customers and employees.
“We display these products in our
grooming section that is made of different
bookshelves,” she said. “We also have posi-
tioned these by the counter so our customers
see them while checking out.”
Sherry Redwine, co-owner of Odyssey
Pets in Dallas, displays all the flea and tick
products together in a section of the store,
but come the height of flea season, she
creates a separate display at the front counter.
“We have a wooden bookshelf that we
display our supplements, shampoos, and flea
and tick products on,” she said.
DISCUSSING FLEA AND TICK
PREVENTION AND TREATMENT
Pet owners trust their local pet supply
stores to be experts in pet care, so education is the cornerstone of marketing these
products in retail.
Educate consumers on the importance
of a comprehensive approach, said Kevin
Metz, brand director for The Bramton Co.
in Dallas, maker of Vet’s Best.
“The key to a successful resolution
of a flea or tick issue is tackling the chal-
lenge everywhere it surfaces, including
on the pet, in the home and even in the
yard,” he said. “We call this comprehen-
sive approach ‘total pest protection.’ Our
research shows many consumers focus
exclusively on addressing unwanted
pests on their pet, but this often leads
to re-infestation from elsewhere in their
environment, which can be frustrating to
the pet and the pet parent.”
Retailers should offer a good
selection to fit shoppers’ needs.
“It’s our role to provide products that
fit exactly what they’re looking for,” said
James Brandly, marketing coordinator
for TropiClean in Wentzville, Mo. “That’s
why our Natural Flea & Tick line offers
numerous solutions, from our shampoo
to our yard spray. We want to provide
natural solutions to fit their needs.”
TropiClean provides retailers with
information on all of its products, so
when a consumer walks into their
store, the retailer can explain why there
are multiple solutions and present the
consumer with the best product(s) to
use for their itchy situation.
“To accomplish this task, we
recently launched our Pet Professional
Portal,” Brandly said. “Our portal
allows retailers and pet professionals
to gain access and resources on all of
our products. The more knowledge a
retailer has on a certain product and/or
brand, the easier it will be to help assist
Wondercide Natural Products offers
training materials to help its retail part-
ners become experts in its product line.
“We also offer one-on-one training
in person or online to ensure that the
stores get the most out of our educational materials,” said Stephanie Boone,
CEO of the Austin, Texas, company.
Jusak Yang Bernhard, co-owner of
TailsSpin Pet Food & Accessories, with
locations in Georgia, noted the stores
offer low-cost pet vaccination clinics
throughout the year and that during
these times, twice a week at each of
the stores, they provide coupons for
flea and tick treatments.
“Most pet owners appreciate
ERCHANDISING USTOMER EDUCATION
getting these discounts, adding to
the betterment of their pets’ health,”
he said. “Oftentimes, manufacturers,
such as Bayer, will do a bill back or
co-op options on offering discounts to
February 2017 Pet Product News International