Treats and chews are important to boost consumers’
basket value, Manley agreed.
“Because of their higher margins, for both manufacturers and retailers, keeping, developing, and expanding
the stock on chews and treats can augment lower-margin pet food sales,” Manley said. “They also make for essential add-on sales, especially for independent retailers
who maintain great customer relationships and can recommend the chew or treat that meets a specified need.”
Staying true to the name and theme of her store,
Conison incorporates a little bit of quirkiness in her displays of treats and chews.
“My shop is like a Vermont country store, and treats
and chews are found in baskets attached to a floor-to-
ceiling tree, kind of like maple tap buckets,” she said.
“As a person enters The Quirky Pet, they see the tree.
Across the long counter, under the shelves, is a wide
array of chews in a variety of different types of repur-
posed containers. This allows people to casually pur-
chase products they have never even heard of before.
It’s good marketing that has served me well.”
Last year, TailsSpin Pet Stuff merged with Bentley’s
Pet Stuff; as a result of the partnership, TailsSpin Pet stuff
now utilizes a fun “chew wagon” to display some of its
new treat and chew offerings. Treats are partitioned by
type and size, and the wagon is the first thing customers
see when they enter the stores, leading to increased sales,
At Most Valuable Pets, Whitton displays treats in
multiple locations, with high-priced or high-margin
treats close to the counter for impulse purchases. She
also suggested cross-merchandising treats next to food.
“For example, put limited-ingredient treats next to
food that has the same limited ingredients so customers
know that there are still treat options even for restricted
diets,” she said.
Another way to display chews and treats is by
protein rather than stocking them by brand, Dunston
“Or merchandise by type of treat … all jerkies together, all biscuits together, etc.,” she said.
When it comes to cat treats, merchandising wet treats
by the wet foods rather than by the dry treats can lead to
“This is because wet food consumers and wet treat
consumers are both similar in their willingness to pamper their cats with products with higher quality and,
thus, a higher price per ounce,” Ding said.
Why is it important for pets to
consume treats and chews?
“With 80 percent of all dogs having some type of periodontal issue by
the time they are the age of 3, we feel a deep responsibility to continue
to provide dogs and their owners with the best natural product solutions.
Natural daily dental solutions like Whimzees are critical to oral health and
heart health and should be part of a dog’s daily routine. Not only do pets
love the taste, but the vegetarian, highly digestible dental chews are a
taste they love, and the knobby shapes do the hard work for you—help-
ing to remove dangerous tartar and plaque from the gums and teeth, all
the while promoting fresh breath.”—JEFF CAMOSCI, vicepresidentof
sales and marketing, North America, for Veendam, Netherlands-based
Paragon Pet Products, a brand of WellPet
“It is important for dogs to have chews available to exercise their jaws and chew
drive in a constructive way—and not on the furniture. Treats are important for
reinforcing good behaviors, for training or just for a special occasion. While treats
are not considered a meal, they should be nutritious and can be beneficial for
health challenges such as joint or skin issues.”—CYNTHIA DUNSTON QUIRK,
founder of Scout & Zoe’s in Anderson, Ind.
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