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  • Working dog food now with Canagan

    Working dog food now with Canagan
    2025/06/16
    summaryIn this episode, Clayton and Sam discuss the innovative business model of Kanigan, which is rolling out a new working dog food exclusively through independent retailers to promote local shopping. They explore the challenges faced by independent pet shops in adapting to market changes and the complexities of the working dog food market, including the implications of VAT exemptions and the potential for premiumization. The conversation highlights the need for better support and strategies for independent retailers in a rapidly evolving industry.
    takeaways
    • Kanigan's new working dog food is exclusive to independent retailers.
    • The business model incentivizes local shopping and supports pet shops.
    • Independent retailers face challenges in adapting to market changes.
    • Many pet shop owners lack business acumen and market awareness.
    • Working dog food is often a term used for tax evasion.
    • Premiumization in dog food is a growing trend.
    • Farmers typically prioritize cost over quality in dog food.
    • The market for working dog food is complex and competitive.
    • Tax loopholes play a significant role in pricing strategies.
    • Support for independent retailers is crucial for their survival.

    titles
    • Revolutionizing Pet Food Distribution
    • The Struggles of Independent Pet Shops

    Sound Bites
    • "It's a very long play."
    • "It's a clever play and it helps everyone."
    • "Working dog food is just a bullshit term."
    • "It's a tax loophole."
    • "Thanks, Dave."
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    22 分
  • The Future of Cat Food and Pedigree Wholesale

    The Future of Cat Food and Pedigree Wholesale
    2025/06/09
    In this conversation, Clayton and Sam discuss the evolving landscape of the pet food industry, particularly focusing on the cat consumer market. They explore the strategies of Jolly's in targeting cat owners, the changing habits of consumers towards premium pet food, and the challenges faced by independent retailers. The discussion also touches on the role of veterinary services and the positioning of major players like Pedigree in the market. Overall, the conversation highlights the need for innovation and adaptation in the pet retail sector to meet the demands of modern consumers.
    takeaways
    • Jolly's is focusing on the cat consumer market, which is often overlooked.
    • Consumer habits regarding pet food are slowly changing towards premium options.
    • The cat food market has potential for growth, but it requires time and education.
    • Veterinary services could play a significant role in pet retail strategies.
    • Independent retailers face challenges in maintaining margins and product quality.
    • Pedigree needs to modernize its offerings to better support independent retailers.
    • There is a disconnect between what wholesalers offer and what independent retailers need.
    • The pet food industry is evolving, and companies must adapt to stay relevant.
    • Long-term strategies are essential for companies like Jolly's to succeed in the cat market.
    • The conversation emphasizes the importance of ethical product offerings in pet retail.

    Sound Bites
    • "There's a huge market there and there is a huge knowledge gap."
    • "I think there is a market for cat and I do think there is a market for cat only."
    • "Are customers habits going to change whereby they are going to choose to go to Jolly's?"
    • "This is a very long term play by Jolly's."
    • "If you really want to support independence, do stuff to support independence."
    • "The world is changing and it's changing fast."
    • "We still need your products. So please keep supplying us."

    Chapters00:00The Cat Consumer Landscape
    04:00Changing Consumer Habits
    09:09Jolly's Long-Term Strategy
    11:55The Role of Veterinary Services
    17:49Challenges for Independent Retailers
    19:46Pedigree's Market Positioning
    32:06The Future of Pet Food Retailing
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    32 分
  • Guerilla Marketing vs Online marketing, The future of DTC

    Guerilla Marketing vs Online marketing, The future of DTC
    2025/06/02
    In this conversation, Clayton and Sam discuss innovative strategies for selling pet products, contrasting scrappy, direct customer engagement with digital marketing approaches. They explore the challenges of direct-to-consumer (DTC) business models, particularly in the pet industry, and emphasize the importance of adapting to changing consumer preferences and market dynamics. The discussion highlights the need for retailers to innovate and compete effectively against larger DTC brands, while also addressing the evolving landscape of pet retail.
    takeaways
    • Poured Drinks' success highlights the value of direct customer engagement.
    • Marley Bones focuses on digital marketing but may lack personal connection.
    • Face-to-face interactions remain crucial in sales.
    • DTC models can be capital intensive and risky.
    • Retailers need to adapt to changing consumer preferences.
    • Independent pet stores must stock competitive products.
    • The pet industry is evolving, and retailers must keep pace.
    • Customer acquisition costs can vary significantly in DTC.
    • Building relationships with customers is essential for long-term success.
    • Market dynamics can shift quickly, requiring agility from businesses.

    titles
    • Innovative Strategies for Selling Pet Products
    • The DTC Business Model Dilemma

    Sound Bites
    • "Go to where the people are."
    • "People buy from people."
    • "Sell them a better product."
    • "The consumer has moved on."
    • "This is how it is today."
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    25 分
  • Understanding the UK Pet industry

    Understanding the UK Pet industry
    2025/05/26
    summaryIn this episode, Clayton and Sam discuss the intricacies of importing pet products into the UK, highlighting the unique landscape of the pet industry, the role of wholesalers, the impact of Brexit, and effective marketing strategies. They emphasize the importance of understanding the market and building relationships through trade shows and targeted communication.
    takeaways
    • The UK is a highly developed market for pet products.
    • There is a growing demand for pet products in the UK.
    • Private equity is increasingly influencing the pet industry.
    • Wholesalers play a crucial role in distribution.
    • Navigating the import process can be complex and costly.
    • Brexit has introduced new challenges for importing pet products.
    • Effective marketing requires understanding the target audience.
    • Trade shows provide valuable networking opportunities.
    • Transparency in communication can set businesses apart.
    • Understanding the market is key to successful entry.

    titles
    • Navigating the UK Pet Industry
    • Importing Pet Products: A Guide
    • Understanding Wholesalers in the Pet Market

    Sound Bites
    • "The UK is a great place to do business."
    • "People love their dogs in this country."
    • "The landscape shifted to private equity."
    • "Trade shows are always a great idea."
    • "Come with a strategy to trade shows."
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    28 分
  • Jolleys charity work and Zoomark

    Jolleys charity work and Zoomark
    2025/05/20
    keywords
    charity campaigns, corporate responsibility, brand distribution, pet industry, marketing strategies, consumer loyalty, pet food, market trends, Zoomark, pet retailers
    summary
    In this episode, Clayton and Sam discuss the corporate cynicism behind charity campaigns in the pet industry, particularly focusing on Jollies' recent initiative. They explore the implications of brands relying on large retailers for distribution, the challenges faced by smaller companies, and insights from the recent Zoomark event. The conversation highlights the need for genuine corporate responsibility and effective marketing strategies in a competitive market.
    takeaways
    Jollies' charity campaign is seen as self-promotional rather than altruistic.
    Corporate responsibility should not come at the expense of genuine charity.
    Brands need to build their presence through independent retailers before approaching larger chains.
    The cost of acquiring customers in the pet industry is rising significantly.
    Smaller brands often struggle to compete with larger companies in retail spaces.
    The importance of having a solid sales team for brand success is emphasized.
    Distribution strategies can make or break a brand's success in the market.
    The impact of Brexit on distribution and market access is significant.
    Brands should focus on long-term growth rather than quick exits.
    Innovative products from international brands could succeed in the UK market.
    Sound Bites
    "It's a little bit cynical, isn't it?"
    "This is just self-promotion."
    "They don't want 100 suppliers."
    "It's a distribution tax."
    "You need veterinary certificates now."
    "I think they could definitely push that out."
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    29 分
  • Legacy Brands and Bad B2B marketing

    Legacy Brands and Bad B2B marketing
    2025/05/12
    Summary
    In this episode, Clayton and Sam discuss the evolving landscape of the pet food industry, focusing on the rise of Scrumbles as a new player challenging legacy brands. They explore the importance of effective marketing strategies, the need for customer-centric approaches, and the potential for acquisitions by larger companies. The conversation emphasizes the significance of building relationships and goodwill in the pet industry, as well as the changing consumer attitudes towards pet food products.
    Takeaways
    Scrumbles has successfully launched new products and expanded into major retailers.
    Effective marketing is crucial for new brands to compete with legacy brands.
    Legacy brands are struggling to connect with modern consumers.
    The grocery consumer is now more discerning about pet food quality.
    Acquisitions by larger companies are a common trend in the pet food industry.
    Customer-centric marketing is essential for success in the pet industry.
    Brands should focus on building relationships with retailers and customers.
    Humility and clear messaging are important in business communications.
    Understanding customer acquisition costs can inform marketing strategies.
    Building goodwill with customers can lead to long-term success.
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    35 分
  • Vets and Subscriptions foods

    Vets and Subscriptions foods
    2025/05/05
    Summary
    In this episode, Clayton and Sam discuss the latest trends in the pet food industry, particularly focusing on innovative products like gourmet meals for dogs. They explore the marketing strategies behind these products, the challenges of subscription services, and the implications of consumer behavior in the pet market. The conversation then shifts to the veterinary sector, addressing issues such as pricing, transparency, and the influence of corporate ownership on veterinary practices. The hosts emphasize the need for better consumer information and the potential conflicts of interest within the veterinary industry.
    Takeaways
    Years.com offers gourmet meals for dogs, like paella and lasagna.
    The marketing strategy of years.com is seen as innovative but potentially unsustainable.
    The premiumization trend in pet ownership is growing, especially among affluent demographics.
    Subscription models in pet food may struggle with customer churn.
    The veterinary sector faces scrutiny over pricing and transparency.
    Corporate ownership in veterinary practices can lead to conflicts of interest.
    Consumers often lack access to affordable medication options for pets.
    The importance of multi-channel distribution for pet food brands is highlighted.
    Veterinarians may be limited in their ability to recommend cost-effective treatments.
    The conversation underscores the need for reform in the veterinary industry.
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    31 分
  • Global Pet Expo review, Chinese products and Sales reps

    Global Pet Expo review, Chinese products and Sales reps
    2025/04/28
    In this episode, Clayton Payne and Sam discuss the recent acquisition spree by Nutriment, analyzing its implications for the raw pet food market and the competitive landscape. They delve into the legacy of Nature's Menu, the challenges of market segmentation in raw pet food, and the profitability of direct-to-consumer cat food models. The conversation also touches on the recent Global Pet Expo, highlighting the lack of innovation and the overall experience of the event. In this conversation, Clayton Payne discusses the challenges and perceptions surrounding Chinese products in the pet industry, the potential of emerging markets like India and Turkey, and the complexities of supply chains. He also delves into the role of sales reps, their value, and the importance of education and merchandising in retail success.
    takeaways
    • Nutriment's acquisition strategy is aggressive and aimed at market control.
    • Nature's Menu has lost its innovative edge in the raw food sector.
    • Market segmentation is crucial for targeting specific pet owner demographics.
    • D2C cat food models face profitability challenges due to lower transaction values.
    • Kibble remains a profitable segment with room for innovation.
    • Raw food stores are becoming key players in the pet food market.
    • The pet food industry is seeing a shift towards niche products.
    • Investor-led companies often set unrealistic profit expectations.
    • The Global Pet Expo lacked innovation and strong themes this year.
    • Consumer preferences are shifting towards more specialized pet food options. The pet industry is becoming disillusioned with Chinese products.
    • Emerging markets like India and Turkey are gaining traction.
    • Sales reps can be valuable but often lack proper training.
    • Merchandising plays a crucial role in retail success.
    • Intellectual property concerns are significant when dealing with China.
    • Good sales reps should educate retailers about their products.
    • The appearance of products on shelves affects consumer perception.
    • Companies need to focus on creating coherent product ranges.
    • Sales reps should provide insights beyond just selling products.
    • Retailers benefit from understanding customer retention strategies.

    titles
    • Nutriment's Bold Moves in Pet Food
    • The Decline of Nature's Menu
    • Understanding Raw Pet Food Market Dynamics
    • Profitability Challenges in D2C Cat Food
    • Insights from the Global Pet Expo

    Sound Bites
    • "I think it's a smart move"
    • "I think kibble is where it is"
    • "The D2C business model profitable?"
    • "I think any company can be profitable"
    • "There's no strong theme this year either"
    • "This could actually be mass scale."
    • "A lot of people are done with China."
    • "Good sales reps are still worth having."
    • "A good sales rep will educate you."
    • "It just looks like shit."
    • "You can't have a shop full of it."
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    49 分