the Best Ways to DIsPlay
Retailers looking to boost sales of their natural flea and
tick products may want to consider building endcap
displays, industry insiders report.
“It catches people’s attention, and they ask about
[the product] or stop to read the label,” said Stephanie
Boone, founder and CEO of Wondercide Natural Products, based in Austin, Texas.
At Westhampton Pet in Westhampton Beach, N. Y.,
owner Frank Bickley said the key to merchandising
natural flea and tick products “is to offer the customer
some choices and be able to explain to them about
what they are getting and the differences between the
Insiders agree that an educated staff and personal
experience can be very handy.
“The best thing they can do is relate their own
knowledge and experience with the products,” said
Richard Biegun, owner of Quadruped Pet Care, based in
Wappingers Falls, N. Y.
Displaying pictures in the aisles of plants with simple text explaining how they enhance the products can
be a helpful—and eye-catching—marketing strategy,
said Vicki Rae Thorne, certified aromatherapist and
herbalist, founder and owner of Earth Heart Inc., based
in Dundee, Ill.
Cindy Wenger, president of Peaceable Kingdom
Essentials in Hershey, Pa., suggested offering sales and
coupons during flea season.
Josette Neubaum, owner of Dragonfly Healing
House in Hummelstown, Pa., said her store integrates
the natural flea and tick products with other displays
focusing on pet health and well-being. She also
invites the manufacturer into her shop to talk about
At Pet Headquarters in Palmyra, Pa., the natural
flea and tick products are displayed directly across
from the cash register, while traditional products
such as Frontline, etc., are behind the counter, said
owner Laura Whitman.
“Having the natural products close by is handy,”
she said. “I have found the best technique is just
talking to folks. They are willing to listen.”
What are the greatest changes you’ve seen in the natural flea and tick
products category? to what do you attribute these changes?
ustomer eDucatIoN erchaNDIsINg
BoostINg saFety & sales
Despite increased interest in and understanding about
natural versus conventional products, consumer
education remains imperative in the natural flea and
“Many pet parents don’t understand the potential
negative side effects of traditional, and even veteri-
nary-prescribed, spot-on flea and tick medications,”
said Stephanie Boone, founder and CEO of Wonder-
cide Natural Products in Austin, Texas. “Discerning
pet parents would never do anything to harm their
companions, so educating them to help them make an
informed decision is a step in the right direction.”
Using essential oils and other botanicals incor-
rectly can be harmful, said Vicki Rae Thorne, certified
aromatherapist and herbalist, founder and owner of
Earth Heart Inc., based in Dundee, Ill.
“While there is more acceptance and validity in
today’s marketplace than when I started, education
remains crucial in helping customers recognize and
understand what makes a product an authentic aromatherapy product that is safe, effective and affordable
for not just the dogs, but for the entire family,” she said.
Richard Biegun, owner of Quadruped Pet Care,
based in Wappingers Falls, N. Y., agreed that talking to
customers about product safety concerns is a crucial
aspect of consumer education.
Effective education methods recommended by
manufacturers and retailers include informative web
and print materials, in-store handouts or brochures,
“Samples to staff members can go a long way,
especially for any product that needs to be applied,”
said Derek J. Archambault, director of marketing for
FoodScience Corp. in Essex Junction, Vt. “This allows
the store staff to share the best ways that they use the
product and any hints or tips for different types of pets.
Laura Whitman, owner of Pet Headquarters in
Palmyra, Pa., agreed.
“The best way to educate is to speak from personal
experience first,” she said. “I have many dogs and try
anything that comes along so I can offer an opinion.
Second, I will refer to articles or studies I have read.”
Zuke’s adds enhance
cognition and enhance
Immune support to its
Enhance Functional Chews
line. Enhance Cognition
chews are made with a blend
of elderberry, hawthorn berry, L-arginine, MCT oil, EPA,
and DHA from menhaden
fish oil, biotin and coconut
oil to help support normal
brain health and function,
the company reports. The
Enhance Immune Support
formula contains a blend of
amla berry, astragalus root,
reishi, rose hips, spirulina,
turkey tail, L-arginine and
elderberry to help support
the immune system overall,
the manufacturer adds.
Boo Boo’s Best presents
for Dogs & cats. Wild-caught anchovies are crunchy
and irresistible to dogs
and cats alike, and contain
omega- 3 fatty acids, which
could benefit skin, coat, heart,
immune system and joint
health. Green-lipped mussels
from New Zealand are also
high in omega- 3 fatty acids,
and contain glucosamine
and chondroitin, which might
provide added benefits to
joints. The treats contain no
ingredients from China.
stella & che Wy’s offers raw Blend and raw coated kibble.
Raw Coated Kibble is coated with freeze-dried raw goodness on every
piece in each of the four recipes—Grass-Fed Beef, Cage-Free Chicken,
Wild-Caught Whitefish and Small Breed Chicken. Two additional recipes of Raw Blend Kibble, Red Meat and Cage-Free, include the same
raw coating, to which has been added freeze-dried pieces of Stella &
Chewy’s Meal Mixers to deliver additional freeze-dried raw nutrition
in every meal. The products are available in 3.5-lb., 10-lb. and 22-lb.