Royal Canin, a St.
subsidiary of Mars,
Inc., has named KAMIE
MCHENRY ECKERT president
of Royal Canin USA. Eckert succeeds the
outgoing president, Keith Levy, who is
assuming a new global leadership position
within Mars’ recently merged confection-
Eckert began her career with Royal
Canin USA as the e-business and e-commerce director, building this function of the
business from the ground level in 2013. In
2015, Eckert was named vice president of
retail, e-commerce and professional net-
work sales teams, overseeing integration
of strategy across multiple customer
groups. Last year, she was appointed vice
president of veterinary sales and chief
customer officer. During 2016, the business
experienced record sales and earnings
under her leadership.
“My focus going forward is to continue
to grow the business, engage consumers
and pet owners, deliver precise nutrition
for pets and ensure Royal Canin is top of
mind for pet owners in the U.S.,” Eckert said.
“However, I am most excited to lead a team
of passionate associates who continually
make Royal Canin a great place to work by
living the mission of making the world a
better place for pets.
Eckert has more than 20 years of industry experience in retail and customer products, including areas of expertise in general
business strategy and management, e-commerce and website development.
ANF Pet, Inc., a global natural and holistic
pet food company based in St. Helena,
Calif., has appointed KIRK YOUNG to the
role of president. A
30-year veteran in the
global pet food and
care industry, Young
offers ANF Pet deep
knowledge and experi-
ence in sales, marketing and worldwide
operations, according to company officials.
Formerly ANF Pet’s senior executive
vice president of sales and marketing,
Young established new sales and marketing
strategies, and provided manufacturing and
formulation guidance. As president, Young
will direct all facets leading the ANF Pet
strategic vision globally as the company
prepares to dramatically expand in North
America and other parts of the world over
the next five years.
Currently, ANF Pet encompasses six
brands worldwide: ANF, Precise Pet, Advantage, Precept Plus, Star Pro and Lone Star.
With Young leading the effort, ANF Pet
plans to relaunch its entire product line to
offer a full range of foods.
There are several other key changes
and additions to the management team,
North America: With more than three
decades of industry knowledge and experience, SCOTT STEED has been promoted to
sales director, responsible for all sales
in U.S. and Canada. A 38-year sales
veteran, PETE PENNELL has taken the
role of strategic sales director working
on the key sales efforts for the region.
Asia Pacific: Bringing to ANF a wealth
of sales experience in the AP region,
CHANG MOON has accepted the position
of sales director.
Europe, Middle East and Africa: With
more than two decades of experience in the
pet food industry, DR. STEPHAN LEONI has
taken on the role of sales director.
Global: RONNA KRAHL recently joined
the ANF team of professionals as the new
marketing director of ANF. Krahl has 30
years of pet specialty marketing experience
to bring to this worldwide role. CHRIS AT-TERBERRY earned a promotion to business
development manager at ANF worldwide.
Health Extension Pet Care has
added RON FISSELL as the
company’s New York metro
territory sales manager.
The appointment supports
the tremendous amount of growth the
brand has experienced in recent months,
which includes debuting new packaging
for its original line of food and its line of
dog treats, as well as introducing a line of
grain-free dog and cat food.
George Richter, co-owner of Dog.Dog.Cat. in South Lake Tahoe, Calif., along with wife Mary Kay Richter
Type of business: brick-and-mortar and online retailer
Years in business: 12
Pet Product News: What are the top-selling products in your store right now?
George Richter: We have had an incredible winter with record amounts of snow; therefore, our outerwear products have been a highlight. Ruffwear, RC Pet Products and
our own Dog.Dog.Cat.-branded products have performed very well. Bulk treats are
consistently a fantastic category. Vital Essentials freeze-dried bulk products have
been some great newcomers. The Natural Dog Co. bully-type products have been
our “go to” for much of our bulk. We source elk antlers from a few direct sources,
and they are always a great seller. West Paw Design, Fluff & Tuff, and Charming Pet
products make up a big portion of our toys.
PPN: What are your favorite products right now?
GR: Donald Trump products have been a great success, and, by the looks of things, it
appears they should be for approximately four years!
Cannabidiol (CBD) treats are a refreshing and welcome category. As a retailer
vs. veterinarian, we are limited to what we can offer, and CBD is effective for some
“medical” challenges—pain, anxiety, seizures, compromised immune system, in-;ammation;and ;;; products are very affordable relative to the prescriptions for
these types of ailments. ;e also feel a critical issue and benefit to the ;;; is that the
so-called side effects are all great, unlike the horror stories we hear about some of the
often-prescribed drugs that CBD products will possibly replace. We are getting great
feedback and lots of repeat sales.
PPN: What trends have you been keeping your eye on most closely?
GR: In CBD, I suspect we will see much more innovation at SuperZoo. We started
with one vendor approximately two years ago, and now we have many to choose
from. Now we can create a better offering and product mix with all the new vendors.
The other trend that is critical to our success is MAP pricing. We are eliminating
vendors that do not partner with brick-and-mortar and take great strides to maintain
healthy margins. There is a trend for independents to use social media to join and
collectively use our strength to encourage brands to choose Chewy, or not, or create
a pricing game that is not destructive to brick-and-mortar.
I applaud and reward brands like Champion Petfoods, which has recognized and
listened to the issues. We have directed Orijen/Acana to be our strongest kibble. In
social media, we can show our customers that we are competitive and pricing that
will drive customers into the store instead of online. Furthermore, there seems to be
a trend of MAP pricing that doesn’t get enforced. We would love to see Pet Product
News or other pet trade magazines collecting the data and publishing the pricing
PPN: What business challenge are you currently in the process of tackling?
GR: We are in the process of expanding our distribution beyond our front door. In
other words, we are selling products via Fulfillment by Ama;on, wholesale and
dogdogcat.com, and developing relationships and products with manufacturers. We
are seeking ways to provide additional revenue and limit our dependence to revenue only coming from our storefront. The side effects are that we need to overcome
lots of challenges, and this keeps things interesting. After 12 years, we need to have
some new stuff to sink our teeth into, and if we aren’t growing, we get nervous!
My last challenge is keeping my amazing staff happy, because they are incredible
and make coming to work lots of fun.
PPN: What business goal are you hoping to achieve this year?
GR: Last year was a fantastic year, so for 2017, I hope that we can still see modest
growth in the brick-and-mortar and achieve 200 percent growth in the online revenue
primarily in our own private-wlabel products.
Business Is Booming
For Dog.Dog.Cat., a pet boutique on the shores of Lake Tahoe, a haven for
outdoor enthusiasts, 2017 is shaping up to be a very good year.
CONTINUED ON PAGE 90
George Richter, co-owner of
Dog.Dog.Cat., poses with one of
the store’s favorite customers, a
pug named Georgie.
May 2017 Pet Product News International
Bringing to ANF a wealth
The appointment supports
the tremendous amount of growth the