Knowledge is the cornerstone to cannabidiol (CBD) promotion and sales, according to pet
specialty manufacturers and retailers.
“In the retail space, we understand that explaining the benefits of hemp-derived
phytocannabinoid pet products to customers often inspires more questions,” said Julianna
Carella, CEO and founder of Treatibles in Oakland, Calif.
The ability to answer these inquiries can be the difference between closing a sale or
having a customer walk away, she added.
“If you don’t know your product, you won’t sell it,” said Denise Strong, co-owner of
Pawz On Main in Cottonwood, Ariz. “When a consumer steps into a brick-and-mortar store,
they expect more than a generic description of an item that can be found online.”
This proficiency includes a strong grasp of the workings of CBD, sourcing and, most
important, first-hand usage experience, Strong added.
“I personally spent months researching CBD products and the companies that
distribute them before making the decision to carry only CBD products by Pet Releaf,” she
Ben Schmid, co-manager
at Pacific Pets in Hillsboro,
Ore., agreed that research is
“Pacific Pets is a health
food store for dogs and cats,
and we try to be on top of
things in order to provide the
healthiest products possible,”
he said. “That includes a lot of
Julie Paez, co-owner of The
Big Bad Woof in Washington,
D.C., said that manufacturer-
offered online workshops are
helpful training tools.
“We carry Pet Releaf and
have had our staff take those
seminars,” she said.
Education is by far the
most important aspect to
marketing CBD products, said
Steve Smith, president and
co-founder of Pet Releaf in
“Because the CBD world is
so new and unregulated, there
are a lot of incorrect claims as
well as dangerous processes
being used by some companies
within the space,” Smith said. “We take our responsibility to educate retailers with the
most accurate information extremely seriously.”
With the tremendous growth in product offerings, retailers should note that not all
CBD products are created equal, agreed Heidi L. Nevala, president and founder of Petabis
Organics in Colorado Springs, Colo.
“This is an important distinction because, as more pet parents consider CBD, they need
to do their research and work with a company providing the highest verifiable quality
products, offering transparency from growing, harvesting, processing and manufacturing,
and providing third-party independent testing, as well as monitoring a pet’s reactions to
any newly introduced digestible product,” Nevala said.
Brad Solomon, partner at Prana Pets in Delray Beach, Fla., noted that sitting down with
retailers and staff for training purposes offers a chance to share personal experiences.
“A lot of information and content is also on our website and in our blog,” Solomon
Treatibles offers weekly online PowerPoint training sessions with product information,
answers to commonly asked questions and access to research studies, Carella said.
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