Bring On-Demand Delivery to Your Store
The market has spoken. Your customers DEMAND convenience.
Animal Supply Company and Postmates are committed to helping you solve today’s most unique
challenges. By joining this program, you will:
» Serve your existing customers better
» Win back revenue from online
» Extend your brand and reach new customers
» Deliver premium product (including frozen) to your local pet families
» Compete with Amazon, Chewy, and other online retailers
1. The Ware Pet Products (booth 2143) team is celebrating the company’s 25th
anniversary this year.
2. Frank Burdzy and Julie Washington of Champion Petfoods (booth 1255) show off the
improved formulations and new flavors for the company’s Acana Singles line of limited
ingredient diet (LID) dog food.
giance to the independent channel—Wulff said the focus for the meeting’s participants
shifted this year toward building revenue-generating, mutually beneficial relationships
between stores and manufacturers.
“MAP pricing is almost kind of yesterday’s news,” he said. “The future is these
long-term partnerships between brands and retailers, and it’s not about us birthing a
brand—it’s about decades-long partnerships where we grow sales and customers for
brands that are committed to our channel because of what we bring to the table.”
Retailers also asserted that brick-and-mortar independents are increasingly growing
confident in their position within the industry, as online and big-box competition is
seeming less menacing to the independents than it once was.
Biff Picone, co-owner of Natural Pawz, a chain of 23 stores in Texas, said, “Indepen-
dents are not running scared. They are not contracting and pulling back. Independents
are finding their voice, if you will. We are a growing group, and we are a group that
matters, that still matters.”
He added that nearly every retail business in attendance had opened at least one
store in the past year, calling it a “testament to the growth and relevance of the brick-
and-mortar independent channel.”
Natural Pawz co-owner Nadine Joli-Couer echoed the statement by noting that pet
specialty retailers often are key at driving innovation into the market.
“If independent pet retailers didn’t take on products that don’t exist elsewhere on the
market and drive them into the market, they probably wouldn’t be successful,” she said.
Mark Witriol, who co-founded Pet Food Express with Levy, added to the chorus of
retailers expressing the conviction that key manufacturers are committed to the channel,
saying that “brands that have passion and innovation are all coming to independent
“The manufacturers that supported us are the leaders now in the industry,” he add-
ed. “Everybody is now chasing them and wondering what they did to really move the
their latest fiscal year, calculate the various measures for their company that are used
in the report, determine data comparisons that are most applicable to their company,
identify their company’s strengths and weaknesses, and develop an action plan for
Becher said participating retailers should identify the metrics they want to monitor
and compare these metrics to their historical performance and industry norms. If re-
tailers have not been tracking metrics at all, he recommended that they focus on three
areas in their reports: return on assets, inventory turnover and revenue per employee.
“Major deviations between your own firm’s performance and industry norms are
not necessarily good or bad, but are signals of areas for further analysis,” Becher said.
“Even a relatively simple analysis can result in significant insights about your business.”
Participation in the 2018 survey has already exceeded expectations, Becher said, and
retailers can complete the online survey through July 15. Retailers that participate will
receive a complimentary copy of the WPA Retail Operating Performance Report.
“EVALUATING” CONTINUED FROM PAGE 4