Groomer to Groomer July 2019 by Barkleigh Productions

“THE GROOMING INDUSTRY’S TRADE MAGAZINE!” VOL. 38 ED.7 • JULY 2019

WWW. GROOMERTOGROOMER .COM

K E YS TO MOBILE SUCCESS SHOW PREVIEW

THE M ATTED

PET MATTER Andis Creative Styling People’s Choice winner Tonya Ambrosini at Groom Expo West 2019 Competition photo by Animal Photography

Groomer to Groomer • Vol 38 Ed 7 • July 2019

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

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CONTENTS | JULY 2019 HOUSE CALL GROOMING FOR FELINES: IS

IN-HOME

CAT GROOMING RIGHT FOR YOU?

32 by Deborah Hansen

by Amy Slav

Evans: Taking the Plunge: Home–Based 50 to Storefront Hosler: The Matted Pet Matter

Cash is the Past: Why Your Grooming Business Needs Credit Card Processing

Northwest 2019 Contest Results

Conner: Laura Jayne Sabbah's Story

Groom Expo Preview

Berry: Crisis in the Pet Service Industry! 26 Knowles: The Importance of Conditioning Products

AKC: Reducing Risks from Sick Imported 54 Rescue Pets

Classifieds 68 Groomer Humor

New Products

Calendar of Events

i g r o C Pet Trim

by Brittney Valle

ON THE COVER EDITOR/PRESIDENT Todd Shelly todd@barkleigh.com ASSISTANT EDITOR Gwen Shelly gwen@barkleigh.com

SR. GRAPHIC DESIGNER Jenn Barraclough jennifer@barkleigh.com

DIRECTOR OF MARKETING & CLIENT RELATIONS James Severs james@barkleigh.com

JR. GRAPHIC MARKETING DESIGNER COORDINATOR Jenny Thomas Alyx Robertson jthomas@barkleigh.com alyx@barkleigh.com

MANAGING EDITOR Rebecca Shipman rebecca@barkleigh.com WEB MASTER PUBLIC RELATIONS/ Luke Dumberth SOCIAL MEDIA luke@barkleigh.com COORDINATOR CHIEF OPERATIONS Evan Gummo OFFICER evan@barkleigh.com VIDEO DIRECTOR Adam Lohr Jeremiah Strawbridge adam@barkleigh.com jeremiah@barkleigh.com AD COORDINATOR/ ADMIN ASSISTANT ART DIRECTOR VIDEO PRODUCTION Karin Grottola karin@barkleigh.com Laura Pennington Becca Tarlo rtarlo@barkleigh.com laura@barkleigh.com

“THE GROOMING INDUSTRY’S TRADE MAGAZINE!” VOL. 38 ED.7 • JULY 2019

WWW. GROOMERTOGROOMER .COM

Michell Evans Kathy Hosler Daryl Conner Khris Berry Michelle Knowles

Copyright July 2019. Groomer to Groomer is published monthly by Barkleigh Productions, Inc, 970 West Trindle Road, Mechanicsburg PA 17055. Postmaster: Send change of address to Groomer to Groomer c/o Barkleigh Productions, Inc., 970 West Trindle Road, Mechanicsburg PA 17055. Annual U.S. subscription rate $25. Outside U.S. $79. year, surface rates. Groomer to Groomer is free to current Barkleigh Productions, Inc. customers. No part of this publication may be reproduced without written permission of the publisher. Editorial offices: 970 West Trindle Road, Mechanicsburg PA 17055. (717) 691–3388 FAX: (717) 691–3381 Email: info@barkleigh.com

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K E YS TO MOBILE SUCCESS SHOW PREVIEW

THE M ATTED

PET MATTER Andis Creative Styling People’s Choice winner Tonya Ambrosini at Groom Expo West 2019 Competition photo by Animal Photography

Andis Creative Styling People’s Choice winner Tonya Ambrosini at Groom Expo West 2019 – Photo by Animal Photography.

Groomer to Groomer • Vol 38 Ed 7 • July 2019

THE

MATTED PET

MATTER E by Kathy Hosler e

t happens all too often. A pet comes in to be groomed. And whether it is a Shih Tzu, a Bichon or a Doodle, the story is usually the same. “Suzie is here for her appointment,” her owner says. “We love her fluffy. Here are some pictures of how I want her to look.” Well, you place Suzie on the table, put a comb to her, and discover that she is matted. You show it to the owner, and in disbelief she says, “That can’t be. I brush her all the time!” Your day suddenly becomes more complicated—it seems that you forgot to bring your magic wand to work. She may have brushed the outer portion of the coat, but the hair underneath is like a Brillo pad. And, even when you show the matting to

Groomer to Groomer • Vol 38 Ed 7 • July 2019

her, she refuses to see it as a problem. “It’s your job to groom my pet and clip her the way I want,” she says defiantly. “Besides, the breeder said Suzie is supposed to have lots of hair.” You answer, “Suzie’s hair must be thoroughly brushed and completely combed on a regular basis or it gets matted like she is right now. See how tight this is to her skin. It’s got to be really painful for her.” Hand the comb to the owner and say, “This comb should go through her coat to the skin surface. Try it yourself and see how matted she is.” Again, she demands, “Well that’s why I brought her to you. It’s your job to groom her!” “Yes,” you reply. “It is my job to groom—not torture—pets. My main

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concern is the comfort and wellbeing of the dog or cat I am working on. Removing mats from a living, feeling animal can be very painful. I will not do anything to make them suffer. At our salon, we do have specialized tools and products that can help us break up the matting, but there is no magical way to eliminate the problem. Sometimes the hair can be de–matted, other times it is so bad that it must be completely removed. ” “Every situation is different. I have been trained to know which solution is possible, and I will always do what is in the best interest of your pet.” Then, in a calm, professional manner, let the owner know what her options are. If you can safely and humanely de–mat it, tell her the

MATTED PET RELEASE FORM Pet Name

PET SAFET Y RELEASE FORM

Date

Your Pet is IMPORTANT to Us! Because we care about your pet’s safety and well being, we want to assure you that every effort will be made to make your pet’s visit as pleasant as possible. Because your pet is severely tangled or matted, it is at greater risk of injury, stress and trauma. All precautions will be taken. However, problems occasionally arise, during or after grooming, such as nicks, clipper irritation and mental or

Pet Name

Date

Your Pet is IMPORTANT to Us!

Because we care about your pet’s safety, we want to assure you that every precaution will be taken to provide a safe and stress–free grooming experience for your pet. Due to the intimate nature of the grooming process, or a pet’s tolerance level for stress, strangers, or handling, some pets can become anxious or reactive during the grooming service. physical stress. If we determine that continuing the grooming service In the best interest of your pet, we request your permission to would present a threat to your dog’s emotional or physobtain immediate veterinary treatment should it become necessary. ical health, and/or the safety of groomer completing the service, we will discontinue today’s service and contact you immediately. I hereby grant permission to this grooming establishment to We will take every precaution necessary to complete the grooming obtain emergency veterinary treatment for my pet at my expense. service safely and humanely including the proper use of common industry Also, realizing that matted pets have a greater chance of injury during safety equipment such as grooming loops, muzzles, and restraints. grooming, I will not hold this grooming establishment responsible for accident or injury to my pet.

Owner Name Signature

I hereby grant permission to this grooming establishment to utilize proper restraints for the health and safety of my pet and my grooming service provider during today’s grooming service. I understand and agree that if the grooming establishment deems it unsafe or unhealthy to continue for the pet or the groomer, the grooming establishment will end today’s service and I will be responsible for any services rendered. Owner Name

Signature

Protect yourself. If you accept a matted cat or dog for grooming, ALWAYS have the owner sign a matted pet release.

procedure will be time consuming and costly. If you know the pet needs to be clipped very short, explain that it’s not as simple as just quickly clipping off the hair. When hair is badly matted, you have to remove it slowly and with extreme caution as you have no idea what is under it. If they don’t want their pet to be shaved, or to pay the additional cost of de–matting, you can simply refuse to groom it. It’s important to be completely honest with the owner. If you need to make the pet short all over, don’t say, “I will leave as much hair as possible.” Most owners will take that as meaning their pet will still be fluffy, and it is a real shock to them when they see an almost hairless pet. Often it is a no–win situation when you have to clip down a pet.

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

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Even though you have done your best for them, they seldom look “beautiful.” Many owners are unhappy that you shaved their fluffy baby. They wrongly assume that you simply clipped off the hair because you were too lazy to brush out the animal. And they may post their displeasure on social media. Protect yourself. If you accept a matted cat or dog for grooming, ALWAYS have the owner sign a matted pet release. Take before, during and after the groom photos. Fully document any issues that you notice. If possible, video the entire groom. If you are going to do a clip–down, make sure the owner realizes how short it will be. If you have photos of other cats or dogs that you have clipped short, show them to the owners so they know what to expect. Additionally, at our salon, we

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We all know that there is no such thing as a simple shave–down. You never know what is under all that matting. It can be urine soaked or feces covered hair and can hide parasites, rashes and sores.

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display a matted pelt that was removed (in one piece) from a Sheepdog we groomed. Letting the owners look at and feel both the fluffy outer side, and the side that was next to the skin, helps give them a better understanding of what happened to their pet. We all know that there is no such thing as a simple shave–down. You never know what is under all that matting. It can be urine soaked or feces covered hair and can hide parasites, rashes and sores. And, there is always the possibility of running into a mole or skin tag with your clippers, or even finding an existing injury under the matted hair. When a pet is released from a ‘body cast’ of pelted hair, they can do a lot of damage to themselves by scratching and chewing. If you have to shave the hair off horribly matted ears, the dog can shake its head repeatedly until hematomas form and possibly begin to bleed. There is no end to the issues that can arise. Whether you de–matt or completely clip down a pet, charge what you are worth. Both of these procedures are time and labor intensive, and require great skill to do properly. When the owner arrives for pick–up, have him/her examine the entire pet in your presence to prove you did no harm to it. Caution them that if the pet chews, scratches or rubs itself, it could injure its skin. Schedule their next appointment before the customer leaves your salon. Remind the customer that putting the dog/cat on a regular grooming schedule will keep it in good shape and eliminate the need to shave or de–mat in the future. You may not have a magic wand, but you can have some pretty amazing tricks up your sleeve when it comes to dealing with matted pets. ✂

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Cash Is the Past: Why Your Grooming Business Needs Credit Card Processing Bank 1234 E SURNAM

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E by Jeff Blackman e

oday’s consumers prioritize convenience above all and increasingly are turning away from cash. With more than 183 million credit card holders in the United States1, it is imperative that owners of pet salons fully assess the benefits of integrating credit card processing with their existing business software. As millennials, who are now the largest generation, stop carrying cash in their wallets, this integration will only become more important. Among other advantages, credit card processing software can help groomers reach their fullest potential by improving the customer experience and, in turn, retention. This is particularly important because cash use only represents a majority share of purchases that are $10 and under2. Depending

Groomer to Groomer • Vol 38 Ed 7 • July 2019

Depending on the cost of your dog grooming services, consumers are more likely to pay with card because of the fear many have about carrying around relatively large sums of cash. on the cost of your dog grooming services, consumers are more likely to pay with card because of the fear many have about carrying around relatively large sums of cash. Not only will customers have an easier time with integrated credit card processing, but groomers will also have an easier time managing their business’ finances. These proven benefits make investing in integrated credit card processing a smart business decision.

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IMPROVED CUSTOMER EXPERIENCE Customers have a lot going on when they’re picking up their pet from their grooming appointment. Groomers know better than most that it can be challenging to corral a stubborn dog back into the car to head home. One small touch that can make a huge impact on a customer’s experience is storing cards on file. When a pet groomer has software with integrated credit card pro-

cessing, instead of having to fumble around for a card while trying to hold onto their dog, repeat customers can ask to simply charge their card on file. It may not seem like a huge timesaver, but little conveniences will keep customers coming back. With only 11 percent of consumers preferring to pay with cash over card3, owners of pet salons will need to make sure their business processes are convenient and aligned with their customers’ needs. An all–in–one software solution should also have a customer–facing portal to allow new and returning customers to update their credit card information as needed when they are booking their appointments online. A simple alteration like this can immensely improve customer satisfaction. Plus, as consumers begin to expect credit card processing and other digital

Cash payments don’t leave a paper trail, which can create an organizational headache for owners of grooming businesses. solutions, it will become necessary for pet groomers to invest in software with a customer portal if they worry about retention.

SIMPLIFIED BUSINESS MANAGEMENT Other benefits of integrated credit card processing include better management of business finances. Cash payments don’t leave a paper trail, which can create an organizational headache for owners of grooming businesses. With integrated credit card processing, a simple card swipe automatically verifies and records the payment and adds relevant billing and personal information into

the software program. If a groomer had a credit card system that was not integrated, they would likely be spending hours comparing reports from their booking software to reports from their credit card processor. This streamlined process prevents small businesses from making common mistakes caused by manually logging payment entries. Having up–to–date reporting enables pet salon owners to have a greater potential for analysis and a “single source of truth” for their business’ finances. Just as customers don’t want to carry around cash, storing large

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

sums of cash can be a security risk for owners of grooming businesses. The less cash businesses have on the premises, the less susceptible they are to theft. Switching to a credit card processing system will decrease the quantity of cash onsite, even when revenue increases, therefore leaving the business less vulnerable. The proper all–in–one business management solution will have security protocols that protect credit card files—called tokens—from hackers who want to access card numbers. This protects the grooming business’ finances and customers’ personal information.

INCREASED REVENUE Keeping card numbers on file allows groomers to do more than simplify the checkout process. No–shows can be costly for service businesses,

and when customers know they will be charged a fee, they are more likely to keep their appointments or reschedule in a timely manner. Credit card processing can also be beneficial for promoting sales of recurring packages or memberships. An integrated system allows groomers to set up recurring payments for memberships. The easier this service is for grooming clients, the more likely they are to book. As customer satisfaction and retention levels increase, pet salon owners will likely see a corresponding increase in revenue. An MIT study found that customers are willing to pay up to 100 percent more when they are putting purchases on a credit card4. Any investment in integrating credit card processing will quickly be offset by revenue growth as customers increase their spending.

Savvy pet salon owners shouldn’t lose out on an opportunity to improve customer satisfaction, increase revenue, improve security and better manage their grooming business overall. A simple change of investing in an integrated credit card processor can be critical to business growth. ✂ Jeff Blackman serves as Chief Financial Officer and Chief Operating Officer at DaySmart Software, the leading provider of business management software driving small business growth. Jeff has more than 15 years of experience in accounting and finance and previously served as Chief Financial Officer at ForeSee Results, Inc along with HelloWorld, Inc. He served on the Board of Directors for Valassis and provided strategic and financial guidance for its majority and minority owned subsidiaries. Jeff was named a finalist for Crain’s CFO of the Year Award in 2007 and in 2009 along with being the founder of Detroit’s CFO Forum, a monthly forum in which CFOs share best practices. Jeff received his Bachelor of Business Administration in Accounting and Master of Business Administration Finance and Corporate Strategy from the University of Michigan. Twitter: @daysmartinc

References: 1. https://budgeting.thenest. com/percentage–americans–credit– cards–30856.html 2. https://www.frbsf.org/ cash/publications/fed–notes/2017/ november/understanding– consumer–cash–use–preliminary– findings–2016–diary–of–consumer– payment–choice/ 3. https://www.tsys.com/Assets/ TSYS/downloads/rs_2016–us– consumer–payment–study.pdf 4. http://web.mit.edu/simester/ Public/Papers/Alwaysleavehome.pdf

Groomer to Groomer • Vol 38 Ed 7 • July 2019

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2019 Contest Results BEST IN SHOW BEST IN SHOW WINNER PHILIP SCHAFMAYER

BEST ALL AROUND BEST ALL AROUND WINNER MACKENSIE MURPHY

BEST FIRST TIMER BEST FIRST TIMER WINNER BRIAN BLACK

Groomer to Groomer • Vol 38 Ed 7 • July 2019

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2019 Contest Results

PEOPLE’S CHOICE WINNER

MILENA KON

& CREATIVE STYLING 1ST PLACE

CREATIVE STYLING SECOND PLACE CREATIVE STYLING SECOND PLACE WINNER ALYSSA KASIBA

RESCUE ROUND-UP

RESCUE ROUND-UP FIRST PLACE WINNER KAT WORLEY

Groomer to Groomer • Vol 38 Ed 7 • July 2019

CREATIVE STYLING THIRD PLACE CREATIVE STYLING THIRD PLACE WINNER CHRISTINE TROVATO

RESCUE ROUND-UP

RESCUE ROUND-UP SECOND PLACE WINNER KAITLIN CONE

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RESCUE ROUND-UP

RESCUE ROUND-UP THIRD PLACE WINNER LAURA KATHMAN

SPONSORED BY

FIRST PLACE, INTERMEDIATE: SHANNON MARONEY

FIRST PLACE, ENTRY: AMANDA HINNERS

FIRST PLACE, OPEN: LORNA PHILLIPS

FIRST PLACE, INTERMEDIATE: BRIAN BLACK

FIRST PLACE, ENTRY: KALEY MCGUIGAN

FIRST PLACE, OPEN: PHILIP SCHAFMAYER

FIRST PLACE, INTERMEDIATE: HEATHER BLOMQUIST SPONSORED BY

SPONSORED BY

FIRST PLACE, ENTRY: ASHLEY BELTZ SPONSORED BY

FIRST PLACE, INTERMEDIATE: KAYLEE BRENNA

FIRST PLACE, ENTRY: JESSICA KODER

FIRST PLACE, OPEN: MACKENSIE MURPHY

FIRST PLACE, INTERMEDIATE: ERIN FOGG

FIRST PLACE, ENTRY: STEPHANY GALE

ALL OTHER

FIRST PLACE, OPEN: JACKIE BOULTON

FREESTYLE

SPONSORED BY

SPORTING

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WIRE COATED

FIRST PLACE, OPEN: MACIE PISA

POODLES

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

GROOMING MATTERS by Daryl Conner

Laura Jayne

Sabbah’s Story

Mobile in M anhattan with no place to park

“They said I couldn’t do it, people thought I was insane,” Laura Jayne Sabbah said, “But here I am, four years, two vans and a great team of employees, and the phone keeps ringing.”

am happy to share my story because people get discouraged when others tell them ‘no’. I heard ‘no’ from banks, investors, the city, everyone. But I realized there is never a ‘right’ time, and if I didn’t pursue my dream, I’d blink, wake up at 50 and be bitter that I never tried. Life is designed to repeatedly punch you in the guts to keep you on your toes, but if you want to get things done, you just

Groomer to Groomer • Vol 38 Ed 7 • July 2019

have to go for it.” And ‘Go for it’ she did. Raised in New Jersey and Connecticut, Laura started out bathing dogs in a kennel as a teenager in the ‘90’s. “The groomers there taught me how to do the basics. Most groomers I knew didn’t go to schools, they’d find an employer and become an apprentice,” says Sabbah. From there, Sabbah got a job as a packer for UPS and attended what she

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called a ‘no frills’ grooming school in Connecticut. “I went in knowing the basics; I wasn’t flying blind. I wanted to learn things like handstripping, and they told me I’d never do it. If I wanted to attempt a certain trim, I’d have to completely dematt the dog first just so I could practice.” While at school, she was introduced to mobile grooming. “One day, a mobile groomer came in and showed

us her beautiful [mobile] van. She looked so happy, she loved her job, her van, her customers and her schedule. Something clicked, I wanted that, too.” After school she moved to Florida. “I rented space to groom from pet stores. I was doing a lot of short haircuts and dying a few tails pink. I basically put my professional growth on hold, but at the same time I was learning a ton about how to run a business. Since grooming was very seasonal and tourist–dependent, I also worked managing a tattoo shop and in bars and restaurants. I learned unique ways to be creative and make a business work.” With a strong desire to improve her grooming skills, Sabbah moved to the Washington, DC area. “Education is best in the northeast for groomers. There are more trade shows here, and good mentors are

clustered here,” Sabbah says. Her experience up to this time had been that groomers hated each other. “They were like Beta fish—no one could get along. Then in 2012 I discovered Facebook grooming groups. It was this incredible, door– opening thing. Suddenly there were thousands of groomers in these groups helping each other. Industry leaders were there, willing to help and answer questions any time.” So she read, asked and learned. Sabbah had a dream of living in Manhattan, so she found jobs and mentors there. “Dogs have lots of coat in NYC, shaves are rare,” she says. With a hunger for learning, she said, “I started going to trade shows like it was my job. Started buying books like it was my job, got good shears and products, and really worked to improve my skills.”

With a hunger for learning, she said, “I started going to trade shows like it was my job.”

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At her last place of employment, she began to feel more confident about her grooming proficiency. Around this time she started thinking about getting a van and going mobile. “Other groomers told me that there was a reason why there are so few mobile groomers in the city. There is no parking—a mobile groomer would be getting so many tickets. I said, ‘I’ll just figure the cost of tickets into my overhead.’” Sabbah told me that there are only around 15 mobile groomers in all five boroughs of New York City. She also said that there are 300,000 registered dogs in Manhattan, “So triple that, because nobody registers their dogs,” she added. She also explained, “There is a regulation in the city that you have to take an animal handling class to be a

groomer. Grooming salons in NYC are regulated by the health department, they regulate every operation, and they don’t sanction mobile grooming. There is a conception that mobile grooming is illegal in the city, but I have a federal tax identification number, pay taxes to the city and state, and have customers who are health department employees. It was a headache for me to try to find out all the information to be in compliance with the laws, even LegalZoom had problems. But here I am, with big pink vans, making it happen.” She started out with marketing. She got her logo, had her webpage done, and then began the process of getting approved for financing for her van. “It was considered a high–risk loan, because, even though I had excellent credit, I live in the city. No house, no car, no collateral.”

Undeterred, she got creative and made it happen. “I founded my business with earth–crushing debt. When I started out, I was paying bills, taking no paycheck. It was like taking care of a baby every day. I worked three days at my existing job, and four in the van for a while. To get the word out about my business, I’d do things like park the open van near a busy sidewalk and put a bubble machine out to attract attention. I had dog treats. I’d invite friends to hang out with dogs to create interest. Dog walkers would see us, pet owners, too, and the phone started to ring morning, noon and night. In six months, my business was paying its bills, but I still wasn’t paying myself.” As busy as she was, she also wanted to help animals in need. “I wanted to do something good, so I approached the Humane Society and offered my

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As if she is not busy enough, Sabbah has been stepping into the grooming competition ring with frequency. “I’ve learned more competing than I have in the past two decades, and I was working on it!”

services for free. At first, they were unsure, but I said they could send a staff member on board. After a while they built up trust, and then they sponsored me as New Yorker of the Week. A camera crew came out and interviewed me, and my business kept growing. I had planned on doing this solo, because a new business is about as stable as a 15–year–old girl. I had planned to

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

work by myself and have a happy work environment. But the business quickly grew to the point where I needed a second truck.” I asked how she managed to find good employees: “I’ve gone through every single stereotypical mistake that every business owner goes through. I’ve made every mistake there is. Now I have an incredible team; someone to do administrative duties so the groomers can enjoy their job, and my best friend, Maria Lopez, who started out as my hair stylist, went to grooming school and is now working for me.” Part of her team is her husband, Anthony Massaro. “He has been unbelievably loving and supportive behind this whole process. I can’t even put it into words, but I could not have done this without him. I’d work 12 hours, 7 days a week, and I’d get home to find him there with dinner on the table and wine poured. He’d let me vent until I was done, and keep the household going so I could take care of my new business and myself.” So, what about that parking situation? “It’s taken me four years to perfect. Most areas have commercial parking, and I have commercial license plates. That gives me the right to pay for parking in a certain area. I can also park in front of a hydrant if I have an employee in the driver’s seat, or I can double park with an assistant there to

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move the van if necessary.” When it comes to what Sabbah considers her keys to success, she said, “It’s not just about the grooming. It’s the customer service and the treatment of the pets, as well as the transparency and how we operate. Treating customers well is important in a city that can be so negative. I’ve found if I can make my customer’s life a little easier, I have a customer forever.” She also exceeds customers’ expectations by giving each pet a goodie bag every time she grooms. “A poo bag, inside is a business card, a couple of treats and a toy. Every dog gets a Barkleigh report card, rolled like a scroll. Sometimes we spell the pet’s name out with stickers. People love them!” As if she is not busy enough, Sabbah has been stepping into the grooming competition ring with frequency. “I’ve learned more competing than I have in the past two decades, and I was working on it!” She is also giving some classes at trade shows. “I know a lot because I study a lot. Business is my forte—strong marketing and customer service.” They said she couldn’t do it, but then this talented, tenacious groomer proved them wrong. You can find her making her dreams come true and finding places to park her big, pink van in Manhattan. ✂

IT’S NOT JUST A LICK It could make your customers disappear

Do you protect your business by requiring Bordetella vaccination? What about Dog Flu? Both diseases are highly contagious and could harm your facility’s reputation.

Protect your business from Bordetella and Dog Flu. Require both vaccinations.

GROOMING BUSINESS BASICS by Khris Berry

DUSTRY!

CRISIS IN THE PET SERVICE IN

he pet service industry has experienced exponential growth year by year and decade by decade. As the pet reigns supreme in the household, so does the pet service provider in the tool box of professionals who are helping pet owners provide cutting–edge, necessary care for their pets. Previously, the veterinarian was the king of the pet professionals—and

Groomer to Groomer • Vol 38 Ed 7 • July 2019

that sector of pet care still provides necessary medical and wellness care for the pets of the world. But the pet groomer has emerged in recent years as an invaluable regular resource for pet owners. To understand the complex relationship between pet owners and pet groomers, let’s take a walk down memory lane. Three decades ago, Russell conGroomertoGroomer.com

tracted a pet professional to provide grooming and boarding services for his German Shepherd, King. Russell was an “animal” person and had grown up with livestock as well as many miscellaneous pets in his lifetime. When Russell needed to hire a pet professional, he already knew what care King needed—he knew what, why, where, who and when to turn to provide basic needs and care for his own animal.

Russell knew what to feed King, how to enforce basic good behavior, and when he needed medical or skin and coat care. He relied on his own experiences and perhaps those handed down by his own family to provide a comfortable life for King. About two decades ago, Mark contracted the services of a local pet professional for his Scottish Terrier, Lady. At the initial meeting with Mark and Lady, he identified as a “dog” person. Mark had researched the perfect breed, spoken with several breeders, bought dog care and behavior books at the local book store, and spent a lot of time learning what Lady would need to become a valued pet in his household. It was important to Mark that Lady be well–behaved, handsome and healthy. He hired a dog trainer, enrolled her in a new local dog daycare a few days each week,

and found a local veterinarian as well as a trusted local groomer. Mark was passionate about his care choices for Lady, and while he didn’t know initially all of the broad spectrum care she needed, he quickly found professionals who could provide the services he desired. He learned about her complete care and embraced the responsibility of pet ownership. About a decade ago (loosely), Jenny became the owner of a Maltese named Jynx. Jenny lived with a dog growing up and wanted her children to enjoy the same experience. She chose Jynx because she wanted a small, non–shedding breed. Jenny called Jynx her “fur baby” and quickly learned that dog ownership was going to be more complicated than she realized. She visited her local veterinarian and, upon his recommendation, found a groomer to remove

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the matting which Jynx had already acquired. She quizzed the groomer, the local pet supermarket clerk and the school carpool line to find a kibble that Jynx liked. She scoured the internet for articles on housetraining and how to stop Jynx from barking at the mailman and nipping at her childrens' hands. Jenny increasingly relied on the professionals around her to be a resource in every aspect of Jynx’s care—nutrition, skin and coat, and behavior, just to name a few. Jenny wanted an experience for her family but was not prepared for the complex behavioral, social or care needs of a different species living in her home. How many of your customers are Russells? How many Marks do you have in your client database? And how many Jennies enter your pet business—lost and looking for guid-

Groomer to Groomer • Vol 38 Ed 7 • July 2019

Where will we find the increased number of pet professionals to service these pets? This increase alone means that over

64,000 64,000 NEW PET PROFESSIONALS

NEW PET PROFESSIONALS

(non–veterinarian) will be needed by 2026 to service the demand for our services collectively.

ance on how to care for the animal they brought into their home? The American Pet Products Association reports that millennials are now the primary pet–owning demographic, at 35 percent of US Pet owners to baby boomers at 32 percent. According to the APPA, US Pet ownership overall increased between 2014 and 2016, and spending in the US Pet industry increased between 2015 and 2016. The APPA biennial survey of pet owners found that 84.6 million US households owned pets in 2016, up 6.1 percent from 2014. Millennials account for half of that increase. Spending on pet services such as grooming, boarding, walking, training and daycare increased 6.5 percent to $5.76 billion in 2016. That’s a lot of people; and that’s a whole lot of pets who are seeking the services of a pet professional. As seen in our history lesson above, while we have more and more pet owners seeking our services as groomers, we have fewer and fewer pet owners who are essentially

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equipped to understand the complex needs of their pets. And they are increasingly turning to the pet service provider which they visit more often than any other—their groomer, for answers and help. Is there a crisis looming that the pet–owning public doesn’t realize? According to the United States Department of Labor Bureau of Labor Statistics, employment of animal care and service workers is projected to grow 22 percent from 2016 to 2026, which is much faster than average for all occupations. The US Department of Labor suggest that employment growth along with high job turnover should result in very good job opportunities. But for the pet–owning public, and the already overwhelmed grooming industry, does this signal opportunity or a warning that an impending storm is upon us? Where will we find the increased number of pet professionals to service these pets? This increase alone means that over 64,000 new pet professionals (non–veterinarian) will be needed by 2026 to service the demand for our services collectively. Are we as an industry equipped to encourage, train, employ and mentor 64,000 new pet professionals in under a decade?

WHAT CAN WE DO AS AN INDUSTRY? Public outreach programs in every community to encourage new job– seekers to enter the pet services field can be a great first step. Many career development counselors are beginning to encourage graduates to reconsider skilled trades as careers. As the cost of a traditional college education rises, coupled with lower graduation and employment rates for college graduates, skilled trades are getting a second look. Reaching out to high schools, trade and vocational schools in your area, and attending lo-

Compassion and career fatigue are a real concern and every working pet professional should develop their own care network. The industry needs all of you to stay strong, coach and welcome a new generation of pet professionals into our ranks. cal job fairs can help bring awareness about long–term job opportunities in pet grooming. Public education will be key during this transitional and high growth period. The pet–owning public is often unaware about the depth of training and high degree of technical skills required to be a successful pet groomer. Begin by educating your own customers about your training, education, skill set—and don’t be bashful about disclosing the dangers associated with your job. It will help them to understand and value you as a professional. As the demand for your services rises, so should the value of your service. Create respect and value with professionalism. Groomer education will also be key to keeping up with the demand for our services. Both new and long–time groomers will continue to seek and master skills needed to provide not only beautiful styles, but safe experiences for every pet. People who are new to the pet services industry will need guidance and direction to know where to begin to find quality education. Be prepared to mentor new stylists; be prepared to develop relationships with existing groomers in your community and beyond so that you can create your own support network. Compassion and career fatigue are a real concern and every working pet professional should develop their own care network. The industry needs all of you to stay strong, coach and welcome a new generation of pet professionals into our ranks.

Safety will always be at the forefront of any discussion with pet services. Diligent attention to handling, safe practices and creating safe environments for pets will be ever more important as the industry experiences the predicted growth. Many pet professionals and stylists will focus on learning new marketing strategies, the latest new styles, or new equipment innovations, but understanding that continued attention to pet safety and best practices will

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be a platform which every pet owner will value and every professional should practice. This will be critical to navigating the waters of growth for the industry. Finally, establishing good business practices for the grooming industry is a key component. Pet business owners will need to establish or restructure their business models to provide legal and fair employment for pet service professionals. By establishing profitable and self–sus-

Groomer to Groomer • Vol 38 Ed 7 • July 2019

taining business practices, employees can find better footing with competitive wages to commiserate for the danger of their jobs, enjoy benefits such as paid time off (for compassion fatigue and work/life balance) and health insurance. Healthier employees, both physically and emotionally, will translate into better care for the pets. There is an old adage about the cost of keeping an employee versus finding a new one. Let’s have discussions as an industry about how to rethink business models, create even playing fields, and provide legal and sustainable structure for the betterment of employees, owners and pet owners. No one wins if a groomer burns out; no one wins if a shop owner is forced to close their doors. Skilled trades are seeing renewed focus, business owners can revisit their markets and restructure their operations to reflect legal structures abiding by federal state and local laws. Pet businesses can utilize this growth to ensure that they are operating with sustainability and profitability —providing benefits such as health care, paid time off and other once rare perks for employees. By building better workplaces, groomers and pet service employees can reduce injury, reduce career and compassion fatigue and increase their earning capacity to build stable, sustainable personal lives. Let’s encourage and welcome new groomers to our ranks. All of those pets and their owners are going to come looking for a qualified, happy, healthy, educated pet professional—let’s help them find one. ✂

References: United States Department of Labor– Bureau of Labor Statistics https://www. bls.gov/ooh/personal–care–and–service/ animal–care–and–service–workers.htm

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AUGUST

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EDUCATION AUGUST 19-22

MANDALAY BAY | LAS VEGAS, NV, USA

BE A CUT ABOVE THE REST

You put your heart into your grooming business— now put your time into growing it. Spend four productive days sharpening your skills, learning the newest trends and safety procedures, and shopping the specialty Groomer’s Court for the latest products and equipment to thrill your clients every time. You’ll see live grooming demos and be inspired by the world’s top stylists vying for more than $45,000 in cash and prizes—enter the competitions to show off your own expertise! There’s no better way to stand out from your competitors, improve your bottom line and make sure every one of your clients looks like a top dog.

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E by Amy Slav e

hat does a successful mobile groomer look like? A successful mobile groomer is someone who has a plan, knows their worth and sets their prices accordingly, gives their clients the best service, works smarter (not harder) when it comes to routing and scheduling, maintains a professional image, and always looks for ways to improve. That might sound like a lot, but don’t be overwhelmed! We’ve outlined the 7 Keys to Success that will help you become a successful mobile groomer and business owner.

1 32

PRICING: Pricing too low is the most common and biggest mistake mobile groomers can

Groomer to Groomer • Vol 38 Ed 7 • July 2019

make. Your price determines the type of customer you attract—and you want a more affluent client who most likely humanizes their pets and is more than happy to pay a premium price for premium service. Industry statistics show the average hourly rate for a mobile groomer in the U.S. is $76.25, with some regions averaging up to $90 per hour. Instead of pricing by breed, price the groom by the hour. To figure out an hourly rate, use this simple formula to set your ballpark hourly rate which should also be the minimum you would ever charge. Determine your monthly overhead costs (van payments, salary, debt, etc.) and divide that by the num-

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ber of pets you plan to groom in a month. That total will be your hourly rate and minimum charge per groom. The price you quote should be based on how long it will take you to groom the pet at your hourly rate. Do not communicate this to the customer; simply use it as a guide to quote your price. It’s also best to quote a range in case the pet takes longer, is difficult to groom or in worse condition than the owner described.

SELL YOUR BENEFITS:

Another mistake mobile groomers can make is to quote a price before stating the unique benefits of their service. Remember, you are a professional and

skilled groomer providing a convenient and stress–free service for the customer and pet. When a client knows everything you do for their pet, the price is usually less of an issue. If your prices are too high for them, they probably aren’t meant to be a mobile customer. Do not lower your price. Not everyone is meant to be a mobile grooming client. There are plenty of other clients that will value your service and be happy to pay your price.

SCHEDULING: Choose

your service area wisely. Do not service an area too large. 5–10 miles is an average radius for most mobiles to travel in a metropolitan area. If you are in a more rural area, your service area will vary. When scheduling clients, make sure you focus on specific areas or neighborhoods on certain days. Efficient scheduling will minimize the amount of time spent driving between appointments and lower fuel costs. Never give the client an exact appointment time. We suggest scheduling a 2–hour arrival window. You don’t always have control over the weather, traffic or if another pet takes longer than expected. Make sure you also have multiple ways to contact your clients. It’s important to communicate if you are running late, early or have an emergency. A simple call or text can make a huge difference in certain situations.

Do not service an area too large. 5–10 miles is an average radius for most mobiles to travel in a metropolitan area.

REBOOKS & REMINDERS:

Your main scheduling goal should be to set up as many clients as you can on a 2, 4 or 6–week schedule. Getting rebooks is extremely important if you want to be successful. When you have finished the pet and are ready to head back inside, always have an appointment card ready

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Groomer to Groomer • Vol 38 Ed 7 • July 2019

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It’s essential to have a name, logo and branding that reflect your business and services accurately. The graphics on your vehicle are your best advertising. Make sure they are professional looking, easy to read, explain what you do and how to contact you. to give the pet parents. It should have the date and time you think the pet should be groomed next. If that date doesn’t work, have your schedule ready to arrange another option. Never leave without giving the client an appointment, if possible. Ideally, you should try to book at least three appointments ahead. Make sure your clients understand that you get booked up quickly and are even busier during holidays. It’s equally important to remind

Holistic PET

a name, logo and branding that reflect your business and services accurately. The graphics on your vehicle are your best advertising. Make sure they are professional looking, easy to read, explain what you do and how to contact you. Make sure your website, social media and other forms of advertising all follow the same branding guidelines as well.

GROOMING

Transform your grooming practice into one that reduces stress and promotes the feeling of comfort and security for pets, clients and yourself!

Helping

INCLUDES: •

Pets Feel

• •

AS GREAT AS THEY LOOK

ON SALE NOW AT

Groomer to Groomer • Vol 38 Ed 7 • July 2019

PROFESSIONAL IMAGE: It’s essential to have

Written by Barkleigh Honors Award Winner Daryl Conner and Barkleigh Honors Nominee Mary Oquendo.

THE ART OF

your clients of their upcoming appointments to make sure they remember you are coming and prevent noshows from happening. Email, calling and texting are the most popular ways to remind and confirm appointments. Many groomers send an appointment reminder anywhere from 1 week to 24 hours before the appointment. Make sure you mention your 24–hour cancelation policy if you have one. No–shows and last-minute cancelations equal lost revenue and wasted time.

•

Mindful techniques to reduce stress & improve health. Calming handling procedures for both cats and dogs. Equipment suggestions to make your job easier & safer. Natural cleaning options, marketing tips & more!

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It’s also equally important to maintain a professional appearance and keep your mobile salon clean. Many groomers have uniforms that are color–coordinated with their van or branded clothing. Your clients are paying for a premium service and expect the best. A dirty vehicle or salon or unprofessional groomer could create a negative perception of your business. Remember, the first impression people have of your business is extremely important.

vehicle and equipment and keep things clean. It’s also important that you schedule some vacation time for yourself and pay attention to any aches and pains you might have. Good physical and mental health are vital parts of being a successful groomer and business owner. Remember, you started this business because you love pets and grooming—don’t lose your passion!

motivated and inspired is to attend grooming shows and connect with other groomers. Many shows offer grooming competitions, educational seminars and training on grooming techniques, mobile grooming, business advice and new products. There are

MAINTENANCE: Properly

maintaining your vehicle, equipment and grooming tools is a necessity for your business. Make sure you follow the recommended maintenance schedules for your

CONTINUE YOUR EDUCATION: A great way to stay

Pink-2019-June-GroomersBest.pdf 1 5/30/2019 11:18:59 AM

CMY

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also many resources online for groomers and Facebook groups. If you work smart, promote your business and give your clients the best service possible, you will soon be saying, “I’m sorry, but I’m not accepting new clients at this time.” ✂ Amy Slav is the Marketing Manager for Wag’n Tails Mobile Conversions. Wag’n Tails is the industry leader in grooming van, bus and trailer conversions with over 3,300 units operating across the country. They are a family-owned company with nearly 50 years of experience in the mobile pet grooming industry and have helped thousands of groomers start their mobile businesses. For more information, visit www.wagntails.com or call toll free to 800-513-0304.

HYDRATION FOR HEALTH:

ALL THINGS PAW

by Michelle Knowles

The

Importance

Conditioning of

Products

Taking care of the stratum corneum, or outer layer of the skin, is the foundation of grooming. And in the heat of the summer, conditioning products are more important than ever.

ummer is the perfect time to evaluate the rinses, conditioners, balsams and leave–ins you use. There are several products on the market today that come in an array of delivery methods. I believe there is room for every type of product because the spectrum of technique, regional climate, humidity, pollution and the type of coat you are working with is vast and what is good for one groomer may not be good for another. In my opinion, every product

Groomer to Groomer • Vol 38 Ed 7 • July 2019

you put on a pet should be able to give something back to the skin that helps normalize the barrier. Minerals, ceramides, fatty acids, lipids or oils, vitamins, emollients and humectants are all valuable ingredients in the various conditioners and finishing sprays that help maintain a supple skin and give back raw materials to aid the skin in making more cells and hair. The veterinary industry has recently acknowledged that adding a rinse, balsam or leave–in condition-

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er is a valuable tool to help maintain the skin barrier. According to veterinary dermatologists, including a conditioning step that includes ceramides, certain fatty acids and noncomedogenic oils after shampooing is the best way to nourish the skin and provide oils back into the skin so that it continues to keep moisture in and keep pollutants and bacteria out. Weekly baths followed by a conditioning step are being used to treat patients with drug–resistant

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The main difference in conditioners that are left in the coat and those that are rinsed off is usually due to the amount or type of preservative and certain ingredients that may or may not be safe if left on the skin for prolonged periods of time.

JODI MURPHY Visit our website to see what other groomers have to say about the Prima Bathing System.

Groomer to Groomer • Vol 38 Ed 7 • July 2019

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bacteria with great success. Sometimes daily sessions are needed for deep infections. The myth about not bathing your dog very often was born in an era when the skin barrier was not as understood as it is today. Including a nourishing conditioning step allows for more frequent bathing without compromising the health of the skin. There are many types of conditioning products and they have many different purposes. This is how my brain categorizes conditioners and is not necessarily a sanctioned list of terms: • Rinses are usually thin, contain a small amount of oil and rinse easily. • Conditioners are more substantial than rinses. • Balsams are thicker and may contain vitamins, ceramides and minerals. These are good for making a conditioning mask for extremely dry or overworked hair. • Leave–in conditioners are thin but may contain vitamins, minerals and other hair treatment ingredients. The main difference in conditioners that are left in the coat and those that are rinsed off is usually due to the amount or type of preservative and certain ingredients that may or may not be safe if left on the skin for prolonged periods of time. There may be pets that require more than one type of conditioner depending on the condition of the skin and hair. For those of us who don’t currently use a conditioner, a good start would be to use a leave–in or a rinse. Experimentation is encouraged so that you find the products that are suited to your region and climate as well as the types of pets you serve and the skin issues they present with. Beautiful hair is the byproduct of healthy skin, so I hope I have helped you to reignite your excitement about the nourishing value of your conditioning products! ✂

Dog-tired of no-shows? Use automated appointment reminders!

HOUSE CALL GROOMING FOR FELINES: IS

IN-HOME

CAT

GROOMING RIGHT FOR YOU? E by Deborah Hansen e house call grooming business is a great way to quickly start a small business if you have limited up–front funds. When I started my grooming business, it literally grew penny by penny. Every penny made was reinvested into the business.

HOW TO GET STARTED Startup expenses for a house call grooming business should include insurance, taxes, business license, website, basic tools and some way to transport your equipment. After these basics are covered, additional funds may be invested as they become available. Insurance for a house call grooming business can be obtained from most companies that insure grooming salons.

Groomer to Groomer • Vol 38 Ed 7 • July 2019

Depending on how you structure your business, taxes may be due before the following April 15th for those living in the United States. Make sure you check with a professional to determine the best way to structure your business, then make sure you know all your filing dates. Missing any filing date may be accompanied by a large financial penalty. Another thing to be aware of is that some tax forms may be due every few years. Check your state’s website for more information. Business licenses vary by city or county. Check your city’s website for business license information. After you have your business structure, taxes and licenses set up, it is time to advertise and promote your business. A strong searchable website, along with social media will

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go a long way in helping your ideal client find you. After you start your website, you can continue working on developing content while you are waiting for your phone to ring. Cat grooming requires minimal tools. You can find the tools I recommend in the July 2018 issue. A variable speed dryer, shop vac, combs, nail clippers, cordless clipper with blades, shampoo, ear and face cleaner, trash bags and cotton balls will get you underway. What you transport your equipment in is very important. I like the professionalism of bringing all of my equipment into the home in one trip. It is important to have your hands free because you never know what you will encounter on the other side of the door. When choosing your method, be sure to consider

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While many choose something with wheels, I personally developed tennis elbow from pulling my equipment. I recommend a hiking backpack for equipment and a lunch box for liquids. the width of doors and gates and if you will need to maneuver stairs. While many choose something with wheels, I personally developed tennis elbow from pulling my equipment. I recommend a hiking backpack for equipment and a lunch box for liquids.

IS HOUSE CALL GROOMING A GOOD IDEA FOR CATS? I believe house call grooming is the best environment in which to groom felines. Cats, by nature, prefer to stay in their homes. Felines feel safe in the environment they know best. They also do not like to do things they do not think is their idea. The very nature of a cat makes the idea of being forced to go outside their home environment an event that causes stress. Owners prefer house call grooming for the convenience of not having to transport the cat or get it ready to go outside to a mobile unit. By having the cat groomed in its own environment, the owners do not have to struggle to get the cat into the carrier. Owners are spared hearing the cat’s vocal expressions while waiting for the groomer to arrive or during the car ride. Most importantly, the owners do not have to fear the cat eliminating on themselves during the journey home— or the possibility of having the cat

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For aggressive cats, I recommend salon grooming. When these cats are groomed in an unfamiliar environment, they do not have the escape route or hiding places planned out.

escape during transport. Since house call grooming occurs in the feline’s home environment, the grooming process starts with much less stress on the cat. This starting point allows the groomer to successfully complete more of the groom before the feline’s anxiety becomes an issue. This is especially important for cats that are easily stressed, have medical conditions or are elderly. Another benefit of house call grooming is the cats usually return to their normal behavior immediately after the grooming process. The total time the cat is stressed is shorter with house call grooming than any other form of grooming because the wait and travel times are eliminated.

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I believe when you are working with a highly aggressive cat, you need every advantage you can get. For aggressive cats, I recommend salon grooming. When these cats are groomed in an unfamiliar environment, they do not have the escape route or hiding places planned out. They tend to fight relatively less in a salon because they are not assured in their escape plans. I also believe that cats living in homes with construction or other loud random noises are not candidates for house call grooming.

WHAT ARE THE STRUGGLES OF HOUSE CALL GROOMING? The down side to house call grooming is not having control over your work environment. This can affect the quality of the final product. Not being able to control humidity and temperature of your work space sometimes leaves your groom below

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the quality you would be able to achieve in a salon. Additionally, you need to set up, clean up and pack up after every house. The biggest concern of house call grooming is personal safety. When going into the homes of multiple strangers every day, the chance your safety may be jeopardized is much higher than working in a salon or mobile unit. Before beginning a house call business, you need to have a safety plan in place. Make sure someone always knows where you are going. Have a system worked out that you can easily signal someone to call local law enforcement if you are in danger. When you walk into any

home, always make a mental note of two escape routes. There are many personal protection products that are disguised as common items that offer additional protection and peace of mind. House call grooming is ideal for most cats. Felines feel safer and allow the groom to continue longer in their home environment. With lower startup costs, owner convenience and less stress on the feline, house call grooming is an ideal way to open your grooming business. ✂ Deborah Hansen, CFMG, CFCG, is the owner of a successful feline exclusive house call business, Kitty’s Purrfect

Spa in California. She is the creative talent behind Feline Artistic Creations and founder of “Deborah’s Programs,” a complete rebooking program for cats. Deborah is also the owner and creator of Kitty’s Kopy Kats, a stationary store for cat groomers, and author of multiple articles in Groomer to Groomer magazine, Purrfect Pointers and local publications on the topics of feline grooming, issues that affect felines, and business growth. She teaches, speaks and consults on the topics of all things feline, including grooming, environment, behavior, and creative grooming. Additionally, she teaches business and online presence for groomers. deborahhansen.com

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Hello Michell. I have been grooming since I was 15. I went to grooming school in NYC out of high school and have been doing it ever since (I’m now 30). I worked for two storefronts and a vet’s office but have been working out of my home for six years now. I am thinking of making the leap to my own storefront.

get so many mixed reviews on Facebook on how you should stick to home–based because overhead is low. Last Christmas I burnt myself out and I recently hired a bather. I know you worked out of your home and went to a storefront. What is your advice? Should I stay small and stay grooming at home or should I make the leap to storefront? I feel like I am getting so much anxiety from deciding on what I want to do. I think if I have a storefront I can take off and still make money with hired groomers. What were your reasons for leaving your home–based shop and into a storefront?” —Danielle

Groomer to Groomer • Vol 38 Ed 7 • July 2019

Hi Danielle. There are so many things to consider when trying to decide between a home–based salon and a storefront salon; your physical abilities, financial abilities, employee management skills, business management skills and personal demands on your time, just to name a few. And please know whether your local laws allow to groom from your home. I am still very physically capable as a 47–year–old groomer. I have only typical 47–year–old ailments— nothing specifically caused by grooming. When I decided to relocate to Portland, Oregon six years ago, I decided that opening a grooming salon with a storefront would be my GroomertoGroomer.com

best way forward. As you mentioned, I had an in–home studio in New Mexico. That served me well while I was off competing in grooming contests. I had no business–related concerns while away. I too have worked in storefronts and for a veterinarian. I have been grooming for over 30 years now and consider myself lucky that I am physically capable of grooming dogs full time with no bather. I do not say this to brag. I know that I am fortunate. I suspect that I will cut back more and more as I get older. So many groomers are forced to reduce their grooming or quit grooming entirely because their bodies just can’t do it. I will be 50 years old soon and I

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know that making an income in the profession of dog grooming is going to come more from my ability to teach, manage and encourage my staff and followers than it will from me actually grooming dogs. My body was certainly better able to cope with the physical demands of grooming when I was your age. If you are like me, you will probably be able to do an extraordinary amount of physical work without much consequence until you hit 40. Something about 40, it is just different. Trust me. It takes a lot of money to develop or purchase a pet grooming salon. You need to be sure that you are financially able to carry the business for a few years with relatively low income. Typically, the lion’s share of the profit goes right back into the business for the first several years. While it is true that grooming salons can be put together with a small amount of equipment, business growth requires more and more new equipment, equipment repairs, supplies and support–staff. You can pretty much plan on five years of building with minimal income—and if it takes less than that, great! You are at a good age to start a long–term plan. If you can have your salon up and running and making a decent living for you by the time you are 40 years old, then you can do less physical labor and more employee managing. Slow down and create a budget. Include your salary (which covers all of your personal bills, spending, vacation days, retirement and savings), all busiGroomertoGroomer.com

Groomer to Groomer • Vol 38 Ed 7 • July 2019

When you own a business, you are on–call. You may have an excellent staff who can handle really tough challenges without you, but you are ultimately the only person responsible for the things going on in your salon.

ness loan payments, all expenses, utilities, rent, taxes, insurances, supplies, savings for an emergency fund and everything else you can think of. Do the math. How many pets and employees will it take? How long do you expect it to take to get there? Compare that to your current income/spending ratio. This may help you decide. If you decide to employ groomers, bathers, receptionists, managers etc., the way you make a living will change from being a groomer to being a manager. While you may be able to do some grooming, your new job is to keep all of your employees happily making money for your business. I find that it takes way more energy and is way more disruptive to my personal life to manage people than it is to simply do haircuts. Salon culture is something that you need to cultivate and nurture at all times. Your job is to keep morale and productivity high. You can never com-

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plain in front of your employees. You are the leader. You are the one they look to for information about how to get the most job satisfaction. Sure, there are plenty of salon owners who do not take it quite so seriously. I believe that you will make better income if you dedicate yourself to your new management roll. There are millions of educational programs on how to be the best employer or manager you can be. This is because happy, healthy employees are productive employees. Productive employees make money, not only for you, but for themselves, too. When you own a business, you are on–call. You may have an excellent staff who can handle really tough challenges without you, but you are ultimately the only person responsible for the things going on in your salon. While you are away, they may be able to handle things, but when you get back, you have to take it upon yourself to manage each situation that occurred in your absence. Customer service depends on your procedures, staff and ultimately yourself. Many people rely on you to make good decisions and be a positive role model every day; the pets, pet owners and employees all rely on you. If you want to be a dog groomer, stay in your home. If you want to make a living managing other people and situations, open a storefront. Often this decision is made for us by financial demands, physical limitations or lifestyle changes. Both options offer many rewards—albeit different rewards. At home, your income relies mostly on your own physical labor. In a storefront salon, your income relies on your ability to run a good, clean business with happy employees, pets and customers. Good luck with your decision! —Michell ✂ Have a question you want Michell to answer? Please send questions to michell@ groomingtutor.com

REDUCING RISKS FROM SICK IMPORTED RESCUE PETS s a grooming professional, you work hard to protect the health and safety of pets and to keep your facility sanitary. Despite your best efforts to provide the highest level of care, an emerging threat to pet health puts dogs in public spaces at heightened risk of disease transmission. In recent years, a new type of canine influenza, a variant of canine rabies previously eradicated in the United States, and a deadly strain of canine distemper virus not previously found in North America have all been diagnosed here. In each case, dogs imported for rescue were the sources of these diseases. Dogs imported for American rescue markets tend to be higher risk because, by definition, they come from unknown sources including street/feral dogs, overseas puppy mills that lack health and welfare regulations required of U.S. breeders, strays, and other sources where disease can be rampant. The spread of diseases via imported rescue pets puts you, your staff,

Groomer to Groomer • Vol 38 Ed 7 • July 2019

your clients and their dogs in danger. From a business perspective, when an outbreak of a new or virulent pet disease occurs, owners avoid going to heavily–populated pet areas such as dog parks, boarding kennels, dog shows, pet events—and groomers. Ethical U.S. shelters and rescue groups provide a valuable service. However, careless, profit–driven or unscrupulous rescue pet importers take advantage of Americans’ empathy and love for dogs and the good reputation of responsible rescues. As a result, the U.S. has become a dumping ground for randomly–sourced foreign “rescue” dogs1. According to the U.S. Centers for Disease Control and Prevention, an estimated one million dogs arrive in the U.S. each year from Turkey, Greece, several Middle Eastern countries, China, Korea and other foreign sources. Governmental oversight of imported companion animals is minimal at best. When procedures are not followed, dogs carrying serious diseases have been brought into the U.S. The next dog through the door of your

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grooming business could be fresh off an international flight. What do you know about its health?

PROBLEMS WITH MINIMALLY–REGULATED IMPORTED RESCUE PETS The first U.S. cases of H3N2 canine influenza were traced to a shipment of imported rescue dogs that arrived in Chicago in 20152. The disease spread throughout the U.S., and some dogs died until a vaccine was developed. New cases continue to be transmitted among unvaccinated dogs. This disease has also been found in cats3. A rescue dog with rabies was imported from Cairo in 20174. It was the second case of an imported rabid rescue dog from Egypt in three years. In 2018, a rescue dog from Korea was found to be infected with the Asia1 strain of canine distemper virus (CDV)5, a disease previously unknown in North America. The Cornell University College of Veterinary Medicine reported, “The United States receives rescued companion animals from all over the world, and any of these animals could be carrying viruses,

It’s important for your grooming business to have a decontamination plan in the unfortunate event that a sick dog comes into your salon, regardless of how or where the dog acquired the illness. bacteria, and parasites not commonly seen in North America.” Additional disorders including canis brucellosis, screwworm, and other parasites and infections have been found to be directly related to irresponsibly imported animals. Some are zoonotic—diseases that normally exist in animals but that can also infect humans.

TAKING ACTION TO KEEP DOGS SAFE Prevention of infection is much easier than managing the consequences. According to the AKC S.A.F.E. Certified Groomer/Salon Oath,

“Equipment and surfaces that come in contact with the pet must be cleaned prior to reuse.” This is a good standard of practice that helps minimize the risk of disease transmission. Other safety procedures might include requiring proof of vaccination/titer status for dogs before they enter your facility. Vaccination protocols continue to be updated, so be sure to keep up with current recommendations. For new customers, consider establishing a minimum timeline between the administration of vaccinations and the first grooming appointment so that immunities have time to become established.

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It’s also important for your grooming business to have a decontamination plan in the unfortunate event that a sick dog comes into your salon, regardless of how or where the dog acquired the illness. AKC Government Relations (GR) advocates for increased health requirements for dogs imported to the U.S. AKC GR, key federations and the National Animal Interest Alliance played a major role in amending the 2018 federal Farm Bill to include language that strengthens actions among several federal departments to collect, compile and report data to Congress on the health implications

Groomer to Groomer • Vol 38 Ed 7 • July 2019

of dog importation. AKC and NAIA continue to work together in 2019 to further expand import requirements that protect against the importing of disease into the U.S. According to the U.S. Centers for Disease Control and Prevention, health certificates for dogs entering the U.S. are often invalid or forged. AKC GR supports expanded governmental efforts to ensure the validity of veterinary health documentation for all imported dogs. In addition to AKC’s educational, legislative and regulatory initiatives to advance canine well-being, the AKC Canine Health Foundation works to improve the health of all dogs by funding scientific research and supporting the dissemination of health information on preventing,

treating and curing canine disease. While research to find cures is important, minimizing the risk of international disease transmission among imported pets is a critical and immediate need.

YOUR VOICE COUNTS IN WASHINGTON DC With an estimated 80 million owned dogs in the U.S., the importation of rescue dogs with diseases that affect animal and human health should be a significant concern. It seems like such a simple solution: just stop sick pets at the point of entry. But that takes resources, and for resources to be allocated, lawmakers must know that a problem exists. They need to understand how irresponsible rescue pet importation

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affects U.S. dogs, pet owners and pet industry professionals. Your voice counts! Please send messages to your representatives in Congress urging federal action to strengthen the oversight and regulation of imported rescue pets. Encourage the enactment of measures to ensure that imported dogs are fully immunized and free from infection, parasites and contagious diseases. Ask your governmental officials to require that no dog may be imported without an individual veterinary examination; a valid health certificate; and documentation regarding the source of the dog, the party responsible for it upon arrival, and if the dog will be offered for adoption or sale within the next six months. To learn who your representatives in Congress and in your state are, visit the AKC Legislative Action Center toolbox (www.akcgr.org). While you are there, view the many resources you can use in your advocacy efforts. As always, the AKC GR team is available to help. Contact 919-8163720 or doglaw@akc.org for information and assistance. ✂ References:

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1. https://www.foxnews.com/ opinion/the-us-has-become-a-dumpingground-for-foreign-puppy-mill-andrescue-dogs-heres-what-needs-to-change 2. https://news.vin.com/vinnews. aspx?articleId=48933 3. https://www.cdc.gov/flu/other/ canine-flu/keyfacts.html 4. https://www.cdc.gov/mmwr/ volumes/67/wr/mm6750a3.htm 5. https://www.vet.cornell.edu/ news/20190318/new-strain-caninedistemper-virus-arrives-north-america

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AFTER

i g r o C Pet Trim FIG. 1

Groomer to Groomer • Vol 38 Ed 7 • July 2019

BEFORE

orgis are a breed that seem to be growing in popularity and are relatively simple to groom in a shop setting. Claire was an adorable, sweet–natured model for this tutorial, which outlines a quick and simple tidy–up trim. Before we dive into the finer details of this groom, I think it is important to note that throughout the bathing and drying process of any

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E by Brittney Valle e double–coated breed, it is important that you wear protective eyewear and a face mask. The mask will help eliminate breathing in dirt, hair and other particles during the use of the high velocity dryer. Fig 1) After thoroughly bathing the dog to remove dirt, debris and loose coat, begin using a high velocity dryer to blow water away from the skin and loosen up the undercoat.

FIG. 2

Fig 2) This shows a close–up of the high velocity dryer working to push water and hair away from the skin. Fig 3) After the dog is dried with a high velocity dryer, use a heat-

FIG. 3

ed dryer and a comb to finish getting out all of the loose undercoat on the dog. I find that the heated dryer really helps to set the coat and allows you to get much more undercoat out

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FIG. 4

than force drying alone. Fig 4) Continue the groom by doing all prep work, including nail trimming or grinding and paw pad and sanitary shaving.

Groomer to Groomer • Vol 38 Ed 7 • July 2019

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Fig 5) Using an undercoat rake, finish deshedding the dog by raking over the back and sides. Fig 6) Using a straight shear, trim straight across the front of the foot

next to the toenails. Fig 7) You can then pick up the foot and trim the sides tightly. Fig 8) Use a thinning shear to create a natural–looking cat–like foot.

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FIG. 9

Fig 9) Slightly trim the hair from hock to pastern with thinning shears to clean the shape up. Fig 10) Complete the front

Groomer to Groomer • Vol 38 Ed 7 • July 2019

FIG. 10

foot in the same manner as the back foot and remember to finish with a thinning shear for a natural look and shape.

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Fig 11) Trim the pants with a thinning shear to tidy–up and clip stray hairs until you have a polished, yet natural look.

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Fig 12) Next, you can round the tail. Fig 13) Trim the underline with thinning shears to maintain a natural look. I like to trim from the tuck–up toward the elbow at a slight downward angle and then round the area from tuck–up to knee on the back leg. Fig 14) Trim up any stray hairs around the shoulder and chest area with thinning shears. This helps maintain a natural, yet polished look and alleviates any stray hairs.

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Optional for this groom would be to scissor the tips of the ears if there is excess hair. You can also trim the whiskers at the owner’s discretion. ✂

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Groomers who attend the Groom Expo trade show are the most knowledgeable groomers in the world about the tools, products and services available. that you have interacted with on social media, Groom Expo offers the most opportunities to see and meet the passionate, up-and-coming groomers that you’ve followed online. “In my opinion, the best reason to attend Groom Expo is because it offers more opportunities to connect with other groomers on a deeper level,” states Barkleigh President, Todd Shelly. “This is the best chance for groomers to rejuvenate and reenergize themselves around other like-minded people. I often joke that it is one of the few chances a groomer gets where they can tell all their work stories to people that actually enjoy hearing them.” Many groomers develop lifelong friendships with people that they met at Groom Expo, or another industry show. With around 200 vendor booths, Groom Expo Features the world’s largest

pet professional trade show. This is the best opportunity to see new products, try the products you’ve been curious about and get show discounts (along with no shipping charges, if you drive). Groomers who attend the Groom Expo trade show are the most knowledgeable groomers in the world about the tools, products and services available. For those that compete, want to compete, want to support the competitors, or simply want to learn by watching the competitors, Groom Expo is GroomTeam USA sanctioned and offers three levels of competitions. There is also a creative grooming competition, the National Rescue Round-up competition and creative runway competition.

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PET PRO EXOTIC WEST CARIBBEAN CRUISE 1/5/2020 – 1/12/2020 Orlando, Florida (321) 368–6622 cruisinglady@ymail.com www.barkleigh.com

GROOM EXPO 9/12/2019 – 9/15/2019 Hershey, PA (717) 691–3388 info@barkleigh.com www.groomexpo.com

MASSACHUSETTS NEW ENGLAND GROOMING SHOW 10/10/2019 – 10/13/2019 Sturbridge, MA (717) 691–3388 info@barkleigh.com www.newenglandgrooms.com ILLINOIS ALL AMERICAN GROOMING SHOW 8/8/2019 – 8/11/2019 Schaumburg, IL (717) 691–3388 info@barkleigh.com www.aagroom.com NEVADA SUPERZOO 6/18/2019 – 6/20/2019 Las Vegas, NV info@superzoo.org www.superzoo.org NEW JERSEY

PET BOARDING & DAYCARE EXPO 11/11/2019 – 11/14/2019 Hershey, PA (717) 691–3388 info@barkleigh.com www.petboardingexpo.com TEXAS GROOM TEXAS AT THE HOUSTON WORLD SERIES OF DOG SHOWS 7/19/2019 – 7/21/2019 Houston, TX TXGroom.com WASHINGTON NORTHWEST GROOMING SHOW 5/14/2020 – 5/17/2020 Tacoma, WA (717) 691–3388 info@barkleigh.com www.nwgroom.com

WORLD DOG EXPO 5/30/2020 – 5/31/2020 Secaucus, NJ info@worldexpo.dog www.worldexpo.dog

Groomer to Groomer • Vol 38 Ed 7 • July 2019

GroomertoGroomer.com

TO LIST YOUR EVENT, SEND IT TO ADAM@BARKLEIGH.COM

EVENTS GROOM TEXAS AT THE HOUSTON WORLD SERIES OF DOG SHOWS 7/19/2019 – 7/21/2019 Houston TX ALL AMERICAN GROOMING SHOW 8/8/2019 – 8/11/2019 Schaumburg IL GROOM EXPO 9/12/2019 – 9/15/2019 Hershey PA NEW ENGLAND GROOMING SHOW 10/10/2019 – 10/13/2019 Sturbridge MA PET BOARDING & DAYCARE EXPO 11/11/2019 – 11/14/2019 Hershey PA PET PRO EXOTIC WEST CARIBBEAN CRUISE 1/5/2020 – 1/19/2020 Orlando, Florida GROOM EXPO WEST 2/20/2020 – 2/23/2020 Pasadena, CA NORTHWEST GROOMING SHOW 5/14/2020 – 5/17/2020 Tacoma, WA PETQUEST 6/11/2020 – 6/14/2020 Wilmington, OH WORLD DOG EXPO 5/30/2020 – 5/31/2020 Secaucus NJ

MEADOWL ANDS EXPO CENTER SECAUCUS, NEW JERSEY

MAY 1 3 0 3 2020

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