Pet Gazette August 2011 by Designed by Arthouse Publishing

PET GAZETTE AUGUST 2011

www.petgazette.biz

ISSN 2046-7303

Safety in numbers Selling to multi-pet households

Calm before the storm Pet phobias and anxieties

DEVELOP YOUR OWN CUSTOMER RETENTION STRATEGY AND FIND WAYS TO ENCOURAGE LOYALTY

A bird in the hand

Asset management

From the novice pet owner to the experienced bird exhibitor, budgerigars have popular appeal

Maintaining healthy ďŹ sh stocks is vital to the commercial success of the aquatic retailer

CELEBRATING

Special deals exclusive to the specialist pet trade and we'll help drive footfall to your store. National Mall Sampling Campaign

Mall Sampling in Birm in

gham

Reaching over a million potenhalf NEW customertial s

Bringing new customers to Royal Canin and your store! Plus 40,000 cards to distribute to new potential customers during the sampling campaign.

National Consumer Photo Competition

Noggy relaxing in

the Sunshine

Find the next star of Royal Canin. Get your customers involved and advertise the competition in your store! ww.summerofthecat.co.uk

National Instore & Window Display Competition

Take part in the National instore and window display competition with 3 great prizes of holiday vouchers to be won!

Ask your business manager for details about the exclusive deals available to you and get involved NOW! Crown Pet Foods Limited, Royal Canin, Oak Tree Meadow, Blackworthy Road, Castle Cary, Somerset BA7 7PH UK: 0845 300 5011

ROI: +44 (0)845 3005011

www.royalcanin.co.uk www.royalcanin.ie

Registered in England ~ No. 2744493

This month

Editor’s letter

August 2011 Contents Roundup

Three minute interview

Petucation

The latest news from the industry Suzanne Rothman, Pet Munchies

In this month’s issue, Michael Bellingham considers the importance of educating and informing customers about their pets’ needs through the provision of books and leaflets and online resources

Taking stock

Loyal to the core

Dealing with degenerative joint disease

The latest products for the pet trade Repeat custom is crucial for retailers and Sue Corfield looks at the importance of developing a successful customer retention strategy Registered veterinary nurse Claire King looks at DJD in dogs, cats and rabbits and explores the range of treatments available to pet owners

A bird in the hand

Asset management

Calm before the storm

Focus on... Petindex

Long in the tooth

Safety in numbers

New appointments

ne of the biggest stories to hit the headlines in the pet sector this month, has been the news that an employee won record damages after reportedly contracting a rare disease while working in a pet shop. The 22-year-old woman from Limerick claims she contracted chlamydia psittacosis – an airborne infection that can be transferred from birds to humans – while looking after the birds sold in the store. The case highlighted the failings of the company that allegedly did not provide any health and safety training, or the necessary protective equipment such as gloves and a mask to clean out the cages. Admittedly, instances of chlamydia psittacosis or parrot fever, as it is more commonly known, are rare. Figures from the Health Protection Agency (HPA) show there were about 500 cases in the UK in the mid 1990s, decreasing to about 100 annually in recent years. However, this does serve as a timely reminder about the importance of health and safety procedures in the workplace. There are always risks when working with animals and it is vital that pet shop employees know how to work safely without damaging their health. Clearly, the mistake the pet shop in Limerick made was to think it could never happen to them. Had they been more aware of the dangers there would not have been such a catastrophic outcome for the company and its employee.

Events

Sam Guiry sam@petgazette.biz

Voice on the highstreet

The most popular domesticated bird in the world, the budgerigar has great appeal from the novice pet owner to the avid bird enthusiast regularly exhibiting at shows The correct management of fish stocks is vital from a commercial point of view and for the welfare of the fish, as Tim Hayes discovers when he offers advice on keeping stocks healthy Many pets are agitated by the loud noises that bonfire night inevitably brings. Heather Giles explores some herbal remedies used to combat nervousness and stress in animals Jon Chapple looks ahead to September’s Petindex show and gets a sneak preview of some of the innovative new products that will be making headlines at this key trade event Kelly Clark discovers more about Pet Smile Month and the range of products that can improve oral hygiene David Chamberlain looks at how retailers can capitalise on owners of multiple pet households Pastures new for professionals in the pet trade Upcoming shows, forums and meetings in the world of pets Paul Chesworth, Clipsley Pets & Aquatics, St Helens, Merseyside

Roundup

PET GAZETTE Established 2008

Managing Editor

Louise Hoffman louise@petgazette.biz Editor

Sam Guiry sam@petgazette.biz Editorial Assistant

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01206 767 797 customers@mulberrypublications.co.uk Contributing writers

Michael Bellingham, David Chamberlain, Kelly Clark, Sue Corfield, Heather Giles, Tim Hayes, Claire King Design

Arthouse Publishing Solutions Ltd 01394 410 490 contact@arthousepublishing.co.uk

Retail Trust helps redundant workers Industry charity Retail Trust has announced the creation of a new scheme designed to assist unemployed retail workers in dealing with redundancy and with finding new work. The charity has reported seeing a worrying 40 per cent year-on-year increase in calls to its free redundancy helpline (0808 801 0808) during June. The ReWork programme, which Retail Trust says is worth over £1,000, includes a free downloadable ‘resolving redundancy’ guide and monthly workshops in London, free personal career coaching and links to retailers with current vacancies. “These are very difficult times for people in retail,” commented Nigel J L Rothband, chief executive officer of Retail Trust,” and, as our tagline states, Retail Trust is here to look after everyone in retail, so that’s exactly what we’ll do. I would urge anyone worried about redundancy, debt, stress or anything else at all to get in touch with our team, who are here to support them when they need us the most.”

Your Pets Daily Life: a new social networking site for pets A passionate animal lover has created a brand new social networking site purely for pets. www.yourpetsdailylife.com, the brainchild of David Evans, is a family-orientated social network that involves pet owners from around the globe “talking for their pets” – telling other users the animals’ stories, daily routines and happenings and “fun things they could be thinking”; with no human content allowed. David stresses the importance of keeping Your Pets Daily Life (YPDL) family-friendly, as he was inspired to build the website after being shocked by comments posted on another well-known social network site. “Our pets do not swear, nor ask for personal details about the owner of a pet,” he said. The website also allows pet businesses and animal charities and trusts to advertise on its pages – the latter free-of-charge – and will soon be launching a membership card, which, when supported by advertisers, will offer members a small discount for buying their products online via YPDL. “Our aim is to create a friendly social network used by all the family, encouraging the imagination and entering the relaxing world of our pets,” David added. “It is quite nice not reading about the human news we hear everyday.”

New rules for pet travel are in the pipeline for 2012 ISSN 2046-7303 Pet Gazette is published monthly by:

Mulberry Publications Ltd, Wellington House, Butt Road, Colchester CO3 3DA Tel: 01206 767 797 Fax: 01206 767 532

www.petgazette.biz The editor and publishers do not guarantee the accuracy of statements made by contributors or advertisers, or accept responsibility for any statement that they express in this publication. The opinion of the contributors may not necessarily be the opinion of the publishers. Articles are considered for publication on the basis that they are the author’s original work. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying or otherwise, without the permission of the publishers.

Legislation affecting pet travel will be overhauled as of 1 January 2012, under new rules drawn up by the Department for Environment, Food and Rural Affairs (Defra). The changes will mean that the rules on rabies vaccination for entry into the UK will be in-line with the rest of Europe. The British Veterinary Association (BVA) and British Small Animal Veterinary Association (BSAVA) have said they are informing their members of the new rules so the right advice can be given to pet owners planning to travel abroad with their animals. Dogs, cats and pet ferrets entering the UK from an EU or ‘listed’ third country from 1 January must be micro-chipped; vaccinated against rabies; have waited 21 days after vaccination before entering; and have an EU Pet Passport. The current requirement to carry out a blood test followed by a six-month wait before entry into the UK will no longer be required. Andrew Ash, president of the BSAVA, commented: “The Pet Travel Scheme has been highly successful in keeping the UK free of rabies. BVA and BSAVA have been working closely with Defra to ensure that any changes to the pet travel rules do not threaten our disease-free status.”

Roundup

HMRC VAT disclosure scheme Her Majesty’s Revenue and Customs (HMRC) has announced that it is working with interested parties to design a campaign that targets businesses that are trading above the current VAT threshold but have not yet registered for VAT. The VAT Initiative, launched on 5 July, provides an opportunity for businesses that ought to be registered for VAT to come forward and “put the record straight on the best available terms.” The initiative will also apply to companies that should have been registered in the past. Businesses wishing to take part in the initiative will have until 30 September to notify HMRC via a dedicated helpline – 0845 600 5217 – or through its website, www.hmrc.gov.uk/ris/vat “HMRC encourages anyone who has unpaid tax to come forward and make a voluntary disclosure. It will always be less expensive if customers come to us voluntarily, rather than waiting until we catch up with them,” HMRC added.

Spaniel Scout revealed as Next Dog Model victor Mikki has revealed the winners of its Britain’s Next Dog Model 2011 competition, as first reported in June’s Pet Gazette. The contest, which was co-ordinated by Mikki and PetPlanet.co.uk, ran from 23 April to 24 June and saw Scout, a four-year-old King Charles spaniel from Buckinghamshire, beat 400 other contestants to take away the top prize. Scout will now become the face of Mikki advertising for a year and the dog and his owner will also be treated to an exclusive pet and owner photoshoot session. Scout was chosen from three finalists by a panel of judges that included award-winning groomer Alison Rogers, Mikki brand manager Anh Nguyen, representatives from the Blue Cross and competition sponsor PetPlanet.co.uk. All entries were co-ordinated via Mikki’s Facebook page. “It’s been an exciting competition and the level of passion and enthusiasm shown by owners for their dogs has been amazing,” Nguyen commented.

Impressive attendance for first London Pet Show Thousands of animal lovers poured into West Kensington’s Olympia National Hall for the first ever London Pet Show on 7 and 8 May. A total of 13,460 visitors came along to the two-day event for plenty of animal fun, entertainment and shopping. “Pet lovers queued down Hammersmith Road, eager to buy tickets and the hall was literally bursting with exhibitors, visitors and animals from start to finish each day,” organiser QD Events Ltd commented. The London Pet Show gave consumers the chance to see, touch and learn about a number of different breeds of pet, including dogs, cats, owls and lizards, and purchase the latest products from the array of exhibitors in each of the show zones. Each day consisted of full programmes of exciting animal action displays, demonstrations and talks, such as heelwork; music for dogs; rabbit show-jumping; cat agility; and grooming demonstrations. Nicole Cooper, the show’s director, commented: “We were completely overwhelmed by the response from the public to our first event in London. Next year the event will be bigger, and will include even more animals, larger and better feature areas and more viewing space.” 2012’s event will take place from 12 to 13 May.

Three minute interview Suzanne Rothman, founder and chief executive, Pet Munchies

Describe yourself in three words. Passionate, creative and spontaneous.

What is your earliest memory? Playing with a puppy in the snow in Canada.

When you were at school, what did you want to be and why? A film director or producer – I loved the thought of being behind the scenes and being a part of creating a film or television advert.

What was the first music album you bought? A Bay City Rollers album – sad but true!

If you could have dinner with one person, who would you choose and why? Cesar Millan, from The Dog Whisperer, to hopefully get some good tips about my dog, Marley.

What is the best advice you have been given? Believe in yourself.

What is your next goal in life? To take Pet Munchies to the next level and help create our first TV advertisement. You know what they say about working with animals!

If you could visit anywhere in the world, where would you choose and why? South America – warm-spirited people, fabulous food and amazing cultures that I would like to experience first-hand.

What is your favourite quote or saying? “Who says a dog is not supposed to do that?”

What is the most important thing that your job has taught you? Follow your dream and you can turn it into a reality.

Roundup

and briefly Snake breeder dies from cobra bite The owner of a Nottinghamshire snake sanctuary has died after being bitten by one of his own animals. Renowned snake breeder Luke Yeomans, 47, who was due to open the King Cobra Sanctuary in Eastwood on the weekend of 2 and 3 July, sustained a fatal injury from one of his 24 highly-venomous king cobras – the first death of its kind in the UK for over 150 years. A statement from the Federation of British Herpetologists paid tribute to Yeomans, stating: “Luke pushed boundaries and paid the ultimate price for his work. His death follows many in the fields of sport and human endeavour who have gone before him.”

Dorwest “delighted” with award Dorwest Herbs has said it is delighted to have been selected as a finalist for the Pet Supplier of the Year category at this year’s Pet Industry Awards. “We are thrilled to have been chosen as a finalist,” stated Roly Boughton, Dorwest’s marketing manager. “The credit must go to everyone in our team, all of whom play an important part in the development, production and marketing of our specialist range of herbal products for the pet market.” The winners will be announced at the awards dinner taking place at the Hilton Birmingham Metropole Hotel in September.

TRIXIE UK falls into administration TRIXIE UK, the independently-owned British distributor of German pet product supplier TRIXIE Heimtierbedarf GmbH, has entered administration. TRIXIE Germany MD Volker Haak expressed sadness at the news, but confirmed it will ship products directly from Germany until a new distribution partner can be found.

First Independents’ Day a success Skillsmart Retail and the National Skills Academy for Retail teamed up with independent retailers and trade associations from around the country on 4 July to celebrate ‘Independents’ Day’ – an event that encouraged the public to buy at least one item from their local independent and champion the diversity of retailers on the high street. Independents throughout the UK displayed ‘Your high street needs you!’ posters, and many also hosted special events including a vintage bus at the Barrow Carnival and Americanthemed fancy dress.

Vet receives welfare award Ray Butcher, a partner in the Wylie Veterinary Centre in Upminster and past president of both the British Small Animal Veterinary Association (BSAVA) and Federation of European Companion Animal Veterinary Associations (FECAVA), has been awarded with the Phyllis Mayer Argus Award by Dogs Trust. The dog welfare charity said it wanted to recognise Ray’s achievements as a “global ambassador for animals.” In more than 30 years of service to the industry, Ray has helped improve standards in animal welfare in 48 countries across the globe by advising vets and welfare workers. His support has varied from hands-on practical teaching to helping to rebuild and stabilise communities following natural disasters. The award is the highest honour Dogs Trust can give, and has only been presented eight times since its introduction in 1978.

Sales fall flat as customers feel the pinch The volume of high street sales was flat in June compared to a year earlier, disappointing retailers’ expectations of growth, according to the Confederation of British Industry (CBI). The CBI’s latest Distributive Trades Survey revealed that 33 per cent of retailers saw sales volumes increase on a year ago, compared to 34 per cent reporting a fall, meaning the resulting rounded balance of −2 per cent is the first time in a year that sales have not grown. Looking ahead, retailers expect sales to likewise remain flat during July. Judith McKenna, chair of the CBI Distributive Trades Panel and ASDA chief financial officer, explained: “After a year of growth, high street sales volumes fizzled out in June. Consumers are really feeling the pinch, as disposable incomes continue to be squeezed by rising prices and weak earnings growth.”

iPhone apps help owners to find lost pets A Hampshire vet and author has developed two innovative, complementary iPhone applications for cat and dog owners that he says provide an “all-in-one management tool” for users to care for the health and well-being of their pets. Developed by Chris Queen, MRCVS and launched as part of National Microchipping Month in June, the apps – entitled ‘Purrfect Paws’ and ‘Mucky Pup’, respectively – feature the ability to organise, manage, access and share key pet information with chosen contacts and friends. It also has an innovative ‘lost pet’ button, which promises to help pet owners whose animals have gone missing by spreading the word with a detailed alert to other app users. Both Purrfect Paws and Mucky Pup are available free from the Kennel Club’s website.

Education for the pet sector

Petucation Michael Bellingham, chief

executive of the Pet Food Manufacturers’ Association (PFMA), looks at how we can improve the accessibility of educational materials for pet owners

How little we know

Pets are increasingly treated as one of the family and recent research confirmed that 55 per cent of people rate looking after a pet as a source of pleasure. However, we also know that pet owners can struggle to obtain all the necessary advice on looking after their loved ones. Eight out of 10 dog, cat and rabbit owners incorrectly believe their pet is just the right weight. Unfortunately, when asked which of a series of pictures most closely resembled their pet, only 33 per cent of dog owners and 23 per cent of cat owners chose the ‘normal weight.’ In light of these statistics, I have some tips for pet retailers and pet owners on sourcing the information necessary to make caring for a pet much easier.

Topics of interest

From choosing a pet to caring for it, there are numerous topics a pet owner will want to research. The main areas include: • What type of pet suits a household • Where to go for a particular breed • How to help re-home an animal • How to prepare the home for the arrival of a pet • What to feed a pet • How to maintain good health • How to manage health problems • How to train a pet • How to discipline a pet and correct behavioural problems • What insurance would be useful.

In-store advice

The majority of pet owners will shop at their local pet retailers and it is important that members of staff are knowledgeable on a range of subjects related to the products sold in-store. Stock up with as many relevant leaflets as possible and ensure they are neatly displayed at point of sale. If some subject areas are not covered then look online for downloadable materials or ask your suppliers to provide you with flyers. Pet food manufacturer representatives and their websites are a useful first stop. Also, remember to check pet food packaging for ‘carelines’, which give good advice on feeding and the right product for breed or lifestyle as well as general care. If leaflets are not available, then ensure you can point customers in the right direction – for example to the local veterinary surgery

for health advice or behavioural tips. You can also support your community by linking up with your local vet, trainer or walker and allowing them to promote their services in your window or at the counter with business cards. Investigate what opportunities there are for customers to visit local pet homes or receive visits from pet organisations and promote where possible.

Online advice

The PFMA’s own website (www.pfma.org.uk) offers comprehensive up-to-date information for pet owners on health and nutrition. The site is split into ‘Pets’ and ‘Pet Food’ so you should be able to find generic advice, in addition to food and nutrition. One extremely useful tool is the Pet Size-O-Meter, which all retailers should download and make available to pet owners to check their pets’ weight. It is currently supplied to most re-homing centres for new pet owners. In the ‘Ask the Pet Food Expert Section’ there is advice on everything food-related, from what to feed your puppy and frequency of feeding to diabetes and how to stop your puppy begging. If your query is not answered on this page, you can send your question to our team of veterinary experts. The PFMA website also links to all manufacturer sites and other relevant pet organisations so it’s a good place to start your search! Other websites worth viewing are www.pethealthinfo.org.uk and www.pethealthcouncil.co.uk National Pet Month offers a fantastic opportunity for retailers to increase trade by running an event and this can incorporate promoting educational material. Local schools are great supporters of this charity and it provides an opportunity for the whole community to get together. A number of companies have developed pet-related Apps, which may also be worth investigating.

The future

The PFMA is keen to continue to support the education of pet owners. Its collaborative work with numerous pet charities and trade bodies is ongoing and another education symposium is scheduled in the autumn with the objective of improving the accessibility of educational material to the general public. If readers have any thoughts on how materials can be made more readily available please email info@pfma.org.uk

About the PFMA The Pet Food Manufacturers’ Association is the principal trade body representing the UK pet food industry; a key focus of activity is to promote animal welfare and responsible pet ownership. Its 60 members account for over 90 per cent of the market and produce a wide range of products for cats, dogs, rabbits and other pet animals. To find out more or download some useful information sheets for you and your customers, please visit: www.pfma.org.uk

Simons Rodents So much more than just rodents

• We now stock blister packs such as artemia, bloodworm, tubifex and many more • Large choice of frozen and live foods • We have temperature controlled vans so all frozen and livefood will arrive in the best condition possible

For more information or to order, please contact: Tel: 01767 651832 Fax: 01767 652919 Email: sales@simonsrodents.co.uk Website: www.simonsrodents.co.uk SimonsRodentsApril11.indd 1

3/14/2011 10:21:29 AM

bestpets have Christmas all wrapped up We have an extensive Christmas selection ranging from cat and dog, to small animal, with promotions from key suppliers including Mars, Armitage, Caldex and Hatchwell

bestpets Delivered customers need to place their order by 5th August. Cash and Carry customers can purchase the Christmas range in depot from September

Visit us now at www.best-pets.co.uk Remember... Best Value... Best Quality... Best Profits... Best Pets! Keeping it simple! We support the Independent Pet Trade! For more information contact your local Regional Sales Development Team who are always on hand to help... Billy Milburn National Pet Sales Manager Mobile: 07775 924984 Email: billy.milburn@batleys.co.uk Area Covered - Scotland

Emma Frake Mobile: 07584 341065 Email: emma.frake@batleys.co.uk Areas Covered - Bristol & Exeter Donald Payne Mobile: 07584 341074 Email: donald.payne@batleys.co.uk Areas Covered - Luton, Gillingham & Southampton

Ashley Rabone Mobile: 07584 341488 Email: ashley.rabone@batleys.co.uk Areas covered - Coventry, Nottingham, Birmingham & Cardiff

Michael Brown Mobile: 07584 341073 Email: michael.brown@batleys.co.uk Areas covered - Manchester, Liverpool, Preston, Doncaster & Bradford

Tony Powell Mobile: 07584 341071 Email: tony.powell@batleys.co.uk Areas covered - Newcastle, Cleveland & Leeds

Laurence Ward Mobile: 07786 546892 Email: laurence.ward@batleys.co.uk Areas covered - Glasgow

Taking stock

Mirage Pet Products Mirage says that Glamour Bits, the newest craze in the United States, is ready to cross the pond to Britain. “Beautiful matching jewellery for pets and their owners, these high quality crystals are stunning and offer a very nice markup!” the company comments.

The Company of Animals The Company of Animals has added an all-natural variety of dog training treats to its best-selling brand. Coachies Naturals are bite-sized treats designed to motivate dogs in training or reward good behaviour. Developed in response to dog owners’ demands for a natural and healthy approach to feeding, Coachies Naturals combine palatability and are low in carbohydrates so they won’t encourage weight gain.

Information: www.miragepetproducts.com

Information: 01932 566 696 or www.companyofanimals.co.uk

Petplan Petplan, the pet insurance specialist, has introduced dog and cat groomers’ insurance under its Petplan Sanctuary brand. Petplan policies are flexible and can include essential employers’ and public liability covers. Benefits also include property damage, including business equipment, and care, custody and control. “Cover can be tailored to suit any groomer, from the larger salon to mobile groomers, as we recognise that each business has individual requirements,” comments Geraldine West, brand manager for Petplan Sanctuary. Petplan Sanctuary has teamed up with Mutneys to offer new customers an exclusive 12 per cent discount off the Mutneys range. Information: 0800 980 7328 or www.petplansanctuary.co.uk

ProDenPlaqueOff Animal ProDenPlaqueOff Animal is a completely natural patented food supplement for the reduction and control of plaque, calculus and bad breath in cats and dogs. PlaqueOff Animal is produced from specially selected Norwegian seaweed (D1070) and is simply added to wet or dry food once daily, with results usually seen in between three and eight weeks. ProDenPlaqueOff Animal is available in 60g, 180g or 420g tubs, with added brewers’ yeast for the more fussy felines. Information: 01934 710 022, info@molarltd.co.uk or www.molarltd.co.uk

The Hutch Company British manufacturer the Hutch Company says that when it released its new range of poultry housing, its Starter Chicken Coop went straight to the top as a best-seller. The coop is manufactured using European redwood and incorporates housing, nesting and a run all under one roof. The company says its ability “to manufacture affordable products in its home market guarantees a consistent quality of build and supply of larger-size rabbit hutches, runs, kennels, poultry and aviary and wild bird products to the UK and European pet and garden centre trades.” Information:01227 470 470 or www.hutchcompany.co.uk

Taking stock

RJ Leigh Pet Products RJ Leigh Ltd carries a wide range of wooden chicken housing, of which the most popular model is the CH-1676AT. It is 198cm in length by 75cm in diameter by 103cm high and includes an undercover run area, shelter with perches and nest box. The shelter can be shut from outside of the run, with a handy pop-hole closer to safely shut the chickens away at night, and also has an easy-clean pull-out plastic tray. RJ Leigh also offers a larger CHL-1676AT, which measures 235cm width by 85cm in diameter by 130cm high. Both sizes have been popular for keeping guinea pigs, rabbits and ferrets. Information: 029 2079 5112 or www.canineproducts.co.uk

U-MARQ U-MARQ has been sourcing engraveable pet tags from around the world – including unique designs manufactured from its own moulds – for a number of years. The range now consists of over 150 sizes and styles in many different colours, with most available ex stock. U-MARQ now offers one of the biggest selections in the world, with one of the smallest buy quantities available from any supplier, at the best prices. All its aluminium tags are manufactured to the highest quality with all-round anodising for no bare edges. U-MARQ only supplies to the trade and does not engrave tags, leaving that to its customers.

Mars Petcare Pedigree Joint CareTM+, the functional care treat designed to help ease joint stiffness in dogs, is re-launching this summer, with reduced and renewed packaging and a fresh new look and lower price for consumers. One in three dogs experience joint stiffness and Pedigree says Joint CareTM+ can have a significant impact on dogs’ wellbeing. However, only 10 per cent of dogs with joint stiffness are being fed the product, highlighting huge growth potential in the category. Eye-catching display materials and secondary siting units will be available to further support the re-launch. Information: 0800 738 800 or www.mars.com/uk

Information: 01480 216 598 or www.u-marq.com

Glowcroft “The fact that we can celebrate being in business this long, having survived a major fire in 2008 and growing during some difficult economic times, is down to our valuable and loyal customers and our willingness to embrace changes,” says contract packer Glowcroft, which celebrates its 21st birthday this year. “Our flexible approach ensures we offer the best possible contract packing service to all our customers, offering innovative ideas and practical solutions.” Information: 01449 723 330, 07815 209 318 or www.glowcroft.co.uk

BARF Pet Foods Kent-based BARF Pet Foods is introducing the Canina range of puppy-milk products to the UK pet market. Canina is an award-winning German range of feed supplements and care products currently available in over 30 countries worldwide and BARF Pet Foods will be supplying a selected range of remedies and supplements for both cats and dogs as the brand’s sole distributor in the UK. Canina Puppy Milk is a dried milk packed full of goodness, with all the vitamins and minerals needed to support a puppy’s growth; while Mushy Puppy Feed is a supplement feed that can be used from the third week of life to support healthy growth. Information: 0808 197 2702, andreas@barfpetfoods.co.uk or www.barfpetfoods.co.uk

Taking stock

Dorwest Herbs Dorwest Herbs is again supporting the trade with a vibrant campaign that highlights the stress caused by fireworks to pets suffering from noise phobias. For 2011 it has even more comprehensive information for owners, underlining the importance of planning ahead. “By using practical techniques combined with Dorwest’s two natural herbal products, fear can be overcome and pets helped to cope more effectively,” the company says. “Recent surveys show that over 90 per cent of customers would buy Dorwest’s calming products again and also recommend them.” Its firework campaign this year is entitled ‘Dorwest Say Relax’ and includes colourful information leaflets, posters, shelf wobblers, stickers and a limited number of firework survival packs for competitions and promotions. Information: 01308 897 272 or trade@dorwest.com

RabbitShack RabbitShack has introduced some innovative new design features to its range of quality wooden rabbit housing. Sizes range from single hutches to double hutches, hutches with under-runs and large rabbit enclosures, and it also has a range of matching RabbitShack covers to protect the hutches from the elements. New features include hay racks, rubber feet and easy clean plastic trays. RabbitShack also has a range of weathertreated chicken coops and runs in various designs and sizes, which feature detachable nesting boxes and removable floors for easy cleaning. RabbitShack is currently offering attractive introductory discounts to new trade customers. Information: 01422 839 944, sales@rabbitshack.com and www.rabbitshack.com

Wonderdog Phil Judson, managing director at Sneyds Wonderfeeds, predicts that its new product, Wonderdog Special with chrondriotin and glucosamine, will soon be its best-selling, “not only because of the health benefits for dogs, but because a product of this quality with a RRP of under £20 per bag that still gives the retailer a high margin can only be a winner.” He adds: “Sneyd’s has built up a good reputation over the years for producing high quality dog food and small animal feeds at prices that are suiting these difficult times. Soon to move into much larger premises, Sneyd’s Wonderfeeds is a company moving forward.”

Bow Wow Meow Bow Wow Meow has a wide range of tags, engraved using the latest laserengraving technology that’s guaranteed not to fade. The company says that its unique new tag-ordering and online account management system will give customers an even greater choice of tags, save staff valuable time on tag orders, eradicate errors and provide the retailer with an easy-to-use system to manage orders and accounts. Orders are dispatched by first class post within 24 hours

Information: 01405 740 428 or www.wonderdog.co.uk

Information: 0845 680 0780 or marina@bowwowint.co.uk

Taking stock

Thundershirt Petlife International Ltd is the UK distributor of Thundershirt – a drug-free, cost-effective solution for dog anxiety and training. Thundershirt applies constant gentle pressure to the dog’s torso, which has a calming effect similar to swaddling a baby. Thundershirt has no side-effects, and requires little time commitment, making it a hit for busy dog owners. Use during thunderstorms and fireworks displays. “Even in that short time there was a noticeable difference in his demeanour,” says RSPCA Leeds and Wakefield. Information: 01284 761 131 or www.petlifeonline.co.uk

Harringtons This August, dog food brand Harringtons will be launching its first TV advertising campaign with a view to further adding to its success “as a premium dog food at an affordable price point.” Since its launch in 2008, Harringtons says the brand has struck a chord with dog owners and has grown at an impressive rate, with the brand now worth £6 million according to annualised sales figures. The TV campaign will run for four weeks across ITV1, Channel 4 and Channel 5.

Phytoforce Looking for more than just valerian or skullcap? Relax is a highly effective blend of six herbs formulated by veterinary surgeon and herbal medicine specialist Ray O’Mahony MVB MRCVS CVH. As with the entire Phytoforce range the company says that this premium quality tonic was developed treating patients in veterinary clinics throughout the UK, providing for unrivalled efficacy. Experience the clinically-developed herbal formula with a special offer for August of 5+1 or 12+3. Information: 01926 311 514 or sales@phytoforce.ie

Information: 01845 576 227 or info@harringtonsdogfood.co.uk

DAP and Feliway Pet behaviour products DAP (soon to be known as ADAPTIL) and Feliway will be back on TV in October. Featuring the popular Dap the Dog and That Purple Cat characters, the advertisement will highlight firework fears in dogs and cats and how DAP and Feliway can help. Ceva says that DAP and Feliway are scientificallyproven to help dogs and cats cope with stressful situations like fireworks and loud noises. A POS pack is available for retailers to help raise awareness of the products. Information: 01494 781 510 or www.secrettohappypets.com

Burgess Supacat The Burgess Supacat Adult and Mature range is a competitively-priced everyday dental diet for cats, exclusive to the specialist pet trade. These products are specially formulated with STAY-Clean, which helps reduce plaque and tartar build-up on teeth. Each recipe is a delicious crunchy meal that Burgess says cats will adore, and contains all the protein, vitamins, minerals and taurine to help keep Supacats happy and healthy. Call today to see how to benefit from a full POS kit. Information: 01751 474 123 or www.burgesspetcare.co.uk

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Customer retention

Loyal to the core Keeping customers can make or break a business and Sue Corfield looks at some of the ways retailers can keep pet owners coming back to their stores

he pet sector has remained relatively buoyant throughout these times of economic hardship. However, it doesn’t do to rest on one’s laurels. Customers are fickle and may suddenly start shopping elsewhere for little or no good reason. So what can you do to retain your customers’ loyalty? There are, of course, the obligatory loyalty schemes. Many of these can be time consuming and expensive to implement – especially if they involve cards, mailshots and point of sale material – and they don’t always work for independent retailers. Alternatively, you could look at more costeffective methods of keeping your customers interested in your store. First, consider what you can do to deliver real relevance and perceived benefit to your customers. Here are some key questions to ask before setting out on any loyalty programme: • Which customers are your most profitable? • Do they buy other pet-related items elsewhere? • Are there opportunities to increase their profit levels with you?

With a broad spread of customers, individual motivations will vary hugely. You need to concentrate on the relevance of your offer to the consumer. Not everyone will be motivated by price, so you should also consider convenience, added value and expertise. Take the busy working pet owner with a relatively high level of disposable income. Is he or she truly motivated by £1 off a weekly pet food bill, or would they prefer to phone through their order and have it delivered? Preferential car parking is possibly a favourite too. Perhaps they would like to have a few samples of a new, top-end luxury pet food to try. For customers who ‘do lunch’, an invitation to take part, with their pet, in a new pet food tasting session or a trial of an upmarket dog grooming product selection may go down well. Why not encourage pensioners to shop during quiet periods in exchange for a discount voucher? This would reward them for their consideration and free up space and baskets during busier times. Look at complementary products and services based close by. Could you involve

Customer retention

your vet in a local promotion of pet dental care products during Pet Smile Month? Would the vet or a re-homing charity do a talk for you at little cost? It doesn’t have to be on your premises – you could look at hiring a local hall and bringing in manufacturers or suppliers to provide raffle prizes in aid of the re-homing charity. You should also make sure anything you do is interesting, informative and relevant to your customers. Make it convenient for them and get them to ‘buy-in’ to your planned event. A workshop with dog trainers or behaviourists may work well, especially if your customers are experiencing problems with their pets. Again, product suppliers may be able to help with experts in these areas. Trevor Lewis, marketing manager of Jollyes pet stores found a more creative approach worked for them: “We recently ran an awareness campaign which piggy backed National Pet Month. All of our 49 stores were involved in store activities such as microchipping, dog behaviourists, animal displays, agility trainers, face painting and raffles, which went down brilliantly with our customers. “We are currently running incentive campaigns that use local press with a 10 per cent off voucher contained within the advert to entice both existing and potential new customers into store.”

Give top customers a priority introduction to any new products coming to market. Don’t be afraid to ask your suppliers for samples to pass on to your customers. It is in their interests, as well as yours, for pet owners to buy these products. Encourage dialogue and feedback from customers on your service and product selection. They will feel involved in your business and feel valued if you take any of their suggestions on board. Also, ask them about themselves and their pets and keep notes. Pet owners are always pleased when their pets’ names are remembered. It is also important to know your pet care subjects so you can give the best advice. If you can’t help with a problem, put the customer in touch with someone who can. You should also look after your elderly customers and make life easy for them. Again, delivering their orders may be helpful. If they have dogs that are pulling them around, put them in touch with local dog trainers and make them aware of any special offers on headcollars and how these products work. For example, in October, Halti is running a four week challenge to stop dogs from pulling. If any customers fall ill and, as a result, are struggling to care for their pet, provide them or their relatives with details of organisations that can help. The Cinnamon Trust is the only national charity to provide elderly and

terminally ill people with pet care support when they are struggling to cope as a result of illness or disability. It has a network of around 15,000 volunteers who “hold hands” with owners to provide vital, loving care for their pets. For example, they will walk a dog every day for a housebound owner, foster pets when owners need hospital care or even clean out the bird cage. If elderly customers are considering going into a care home, be aware that some of the larger residential care home chains do now allow pets. Again, Cinnamon Trust publishes a guide to pet friendly care homes, which you can display inside your store. This may enable you to maintain your relationship with your customer and continue to supply their pet care needs. The guide is available for £3.50 from the Trust and shortlists the UK’s top 500 residential care homes and retirement housing organisations that allow pets, awarding them an appropriate star rating from one to five – five being the best and one the worst. Remember, encouraging customers to use you as their supplier of preference – even going out of their way to choose you over your competitors – is fundamental to protecting your business. Ensuring service excellence and relevance of your offer not only encourages customers to remain loyal but gives your margins room for growth.

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Joint aid

Dealing with degenerative joint disease Registered veterinary nurse Claire King looks at the problem of degenerative joint disease in dogs, cats and rabbits and some of the treatments available to owners to help deal with the condition

egenerative joint disease (DJD) is the broad term used to describe degenerative disease of joints. Often DJD will be referred to as osteoarthritis and is characterised by the degeneration of the articular cartilage (the smooth, white tissue that covers the ends of bones where they come together to form joints), changes in the joints or synovial membranes (the inner membrane of tissue that lines a joint), and the formation of new bone at the margins of the bone ends.

This occurs in humans and all animals, but this feature focuses on the treatments offered for the three most commonly kept pets in the UK â&#x20AC;&#x201C; dogs, cats and rabbits.

immune responses (rheumatoid arthritis) or bacterial infections (septic arthritis). These require different treatments to osteoarthritis and are not discussed in this feature.

Is osteoarthritis the same as arthritis?

Incidences of osteoarthritis in dogs, cats and rabbits

The two terms are often used to describe the same condition, but are in fact not the same. While osteoarthritis is degeneration of the joints, arthritis actually refers to inflammation of the joint which can have numerous causes, including trauma, auto-

Dogs are frequently presented at veterinary surgeries for incidences of DJD, with certain breeds more prone to problems. These include labradors, retrievers, German Shepherds and golden retrievers, but any breed can be affected especially as the animal ages.

Joint aid

Cats are also presented for problems associated to DJD and, less frequently, rabbits. It may not be that cats and rabbits suffer less from DJD, but simply that owners are less vigilant for symptoms and so notice problems only when they become advanced.

Symptoms of DJD

Owners often think the animal is simply slowing down with age, since incidences increase dramatically as the animal gets older. However, it is estimated that up to 20 per cent of dogs from the age of just one year suffer with DJD to some degree. Symptoms vary in severity from animal to animal, and location of the problem, but generally animals suffering from osteoarthritis will show some or all of the following symptoms: • Difficulty getting up and down, running, jumping and a reduced level of activity as swollen joints that are painful or sensitive cause restricted movement; • The animal may be lame or have stiffness in the affected joint/s; • Cold weather may make the symptoms worse; • If the animal is in a lot of discomfort it may become aggressive, which may be totally out of character.

Treatments for osteoarthritis

Treatments for osteoarthritis are a massive and ever-increasing market within veterinary practices and also the pet trade. Weight control

The vast number of animals with DJD are overweight and simply reducing their weight can help reduce the pain. Many prescription and light diets are available for cats, dogs and rabbits from veterinary surgeries and pet stores. Non-steroidal anti-inflammatory drugs (NSAIDs)

NSAIDs have been a mainstay of medical management for the treatment of osteoarthritis for many years and can help the majority of animals. They work by reducing the pain within the joint and reducing the formation of cytokines resulting from ongoing cartilage damage. Commonly used NSAIDs in dogs, cats and rabbits include meloxicam (liquid form) and carprofen (tablets), which trade under several names by various companies. Mavacoxib (trocoxil) is another NSAID, but for dogs only. This requires once monthly tablet administration after an initial two week repeated dose, but cannot be given to dogs under 12 months of age or those with other potential contra-indications. All NSAIDs are POM-V medications that are only available from veterinary practices

to animals under their care, and normally require life-long treatment once commenced. Before starting treatment, full blood work is advised to assess the animal’s kidney and liver function values, as the use of NSAIDs is not advised in animals suffering renal/liver impairment or gastro-intestinal problems. Nutraceuticals

This is the term combining the words ‘nutrition’ with ‘pharmaceutical’. A nutraceutical product is one that has been shown to provide medical benefits from a food product/supplement. Nutraceuticals useful in the medical management of osteoarthritis are those which contain glucosamine (a glycosaminoglycan) and chondroitin sulphate. These help to rebuild cartilage and provide anti-inflammatory properties, but do not have any analgesic (pain relief ) properties, so are often used alongside NSAID for maximum benefit, again for the rest of the animals’ life. Synoquin, cosequin and seraquin are all marketed for dogs and cats and come in a mixture of tablet and capsule form. The products can be purchased from veterinary surgeries and online stores. Glucosamine supplements purchased from health food shops can be given and are often popular with owners who can’t afford the veterinary nutraceutical products on the market. While they may have some effect, and are certainly a lot cheaper, they are unlikely to have the full benefit that the specially formulated veterinary products have. This is because each main ingredient serves a unique purpose and it is the synergistic effect of these and other ingredients performing together, concurrently, that makes them effective. Glucosamine supplementation on its own will not have the same effect.

Pet shop supplements

There are also numerous other products available from pet stores that are designed to aid osteoarthritic dogs, including: High strength flexible joint tablets by Vetzyme

These tablets contain glucosamine, fish oils and vitamin B and are aimed at senior and large breed dogs. The tablets come in chicken flavour. Mobile Bones Concentrate by Pooch and Mutt

This is a powdered joint and bone supplement which aims to promote joint comfort and mobility and aid development of bones. Containing glucosamine, omega 3 and 6, selenium, vitamins C and B and many other ingredients, it just needs to be added to the dog’s meals. 

Joint aid

Alstoe’s VetPet Diet with glucosamine for rabbits

VetPet Rabbit Diet with glucosamine, contains the important ‘naturally occurring’ material glucosamine, that aids renewal of joint cartilage and mobility. It is designed to be fed alongside ad-lib amounts of hay, fresh vegetables and water, to offer a complete diet for rabbits. It can be fed to rabbits of any age, whether or not they suffer from osteoarthritis problems, and is available in 2kg and 10kg bags from veterinary practices and online veterinary stores. Pedigree Jointcare+

Cartrophen Vet

This is a ‘disease modifying osteoarthritis drug’. It comes in injection form for dogs, and is given to treat lameness and pain of DJD in the skeletally mature dog. It is given via subcutaneous injection every five to seven days for a four week period. As a POM-V medication, it must be administered by, and under the direct care of a veterinary surgeon. Containing Pentosan polysulfate, dogs on NSAIDs cannot be given this treatment without first coming off the NSAID medication, and no more than three courses of four injections should be given in any 12 month period. Cartrophen Vet provides relief by acting on the pathway within the joint that causes pain. It also protects and supports the recovery of the joint cartilage that is damaged by the osteoarthritic process. Dogs therefore don’t require the constant need for NSAIDs or glucosamine and chondroitin supplements. Hills canine and feline J/D prescription diet

This is the leading prescription dog and cat food for the assistance of management of osteoarthritis. It should not be fed to puppies/kittens, pregnant or lactating bitches/queens. The dog variety comes in tins, a dried food and also in a low calorie version since many dogs with osteoarthritis are overweight. The cat version comes in a dried food and tins but is currently not available in a low calorie version.

The food contains high levels of glucosamine and chondroitin sulphate and has been clinically proven to help dogs with stiff joints walk and run more easily within 21 days and cats within 28 days. By feeding it, owners can also help to reduce the NSAID dose that there pet is on by up to 25 per cent, and in some cases, remove the need for them altogether. It should act as an alternative to glucosamine and ghondroitin supplementation and can therefore work out cheaper for the owner. As a prescription diet, it is only available from veterinary practice to dogs and cats under the care of a veterinary surgeon.

Pedigree’s Jointcare+ chewy sticks contain glucosamine and omega 3 for healthy joints. Coming in three different sizes for under 10kg dogs, 10 to 25kg and over 25kg dogs, with the medium and large packs available in two flavours. The owner should feed the dog one of the sticks per day for six weeks to see if any improvement occurs. Osteoarthritis is a massive market and a common problem for the UK’s top three domestic pets. Owners are often bombarded with choices available to them and with no two animals suffering the same, no two will respond to the treatment identically. Owners are often led by the availability and price of treatments, and often opt to try ‘over-the-counter’ remedies first, before consulting a veterinary surgeon if those fail to make a difference. It stands to reason that those products purchased at pet stores are likely to work out the cheapest and those requiring veterinary prescriptions and supervision will work out the most expensive. However, owners whose animals have pet insurance will, under most circumstances, be able to claim back the cost of treatments prescribed by a vet on their policy, and if they have a lifetime policy, this will cover the cost for the rest of the animal’s life.

Supplier Listing Arden Grange: www.ardengrange.com Dorwest Herbs: www.dorwest.com Doggy Things: www.doggythings.co.uk Eukanuba: www.eukanuba.co.uk Hills Pet Nutrition: www.hillspet.co.uk Hilton Herbs: www.hiltonherbs.com Mars Petcare: www.mars.com/uk Natural Pet Products: www.naturalpetproductsltd.com Pooch and Mutt: www.poochandmutt.com Pinetree Pet Products: www.wonderdog.co.uk Phytoforce: www.phytoforce.ie Roger Skinner Ltd: www.skinnerspetfood.co.uk The Paws: www.thepaws.co.uk Wagg: www.waggfoods.co.uk

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The Natural Choice

Budgerigars

A bird in the hand Whether you are catering for the novice owner looking for their first pet or experienced exhibitors, budgerigars can provide you with a profitable revenue stream

Images: Simonâ&#x20AC;&#x2122;s Rodents

Budgerigars

ccording to UK champion budgerigar breeders Cliff and Darren Jones, “this popular bird is the most domesticated in the world.” Not only does it make an ideal pet for all ages, “many top breeders started off by having a pet budgie when they were younger and the amount of colours and varieties available means it is possible to find quite a unique bird.” Darren believes that the fundamentals of keeping a pet budgie are as strong now as they ever have been – relatively cheap to buy, minimal ongoing expenses and suitable for all age groups. He says: “We have seen demand for pet budgies outstripping supply for the last few years and there is a sense that pet shops are also more keen than ever to obtain birds from breeders. It’s rare to hear a breeder saying that they are having difficulty selling their surplus stock birds.” For those new to keeping birds, the essential equipment and accessories a retailer can offer will be the cage, toys and feeds. Cliff and Darren Jones add: “Young birds always make better pets as they are still developing and will adjust to their new environment more easily. Between eight weeks and three months is ideal.” They also say there is a common misconception that people should opt for cock birds because hens don’t talk, but this is not the case. However, “hens can peck much harder than cocks, hence making them more difficult to hand train and more patience is required.” The Budgerigar Society advises the pet owner to purchase “the biggest cage they can afford or have room for, as the bird must have room to stretch its wings, fly from perch to perch and climb and play.” Budgies are intelligent creatures and if the bird is kept on its own in a cage, it will need a range of accessories to prevent boredom. JW Pet Company has become renowned for its range of accessories that have been developed in conjunction with bird behaviourists to engage the animal’s interest and provide hours of fun and activity. Tilt mirrors, preening ropes and bells have all been manufactured with the aim of exercising the bird’s body and mind. According to Provet, small cage birds such as budgerigars have a very high metabolic rate and it

is important to ensure they have a constant supply of food. There are plenty of good quality, commercial feeds currently on the market and these complete pellets can provide the right amount of nutrients. The PDSA cautions against a solely seed-based diet as this “is often associated with obesity. Millet sprays are often given to budgies, but these are also very high in fat so should only be offered very occasionally.” Budgies can also benefit from small amounts of green foods such as dandelions, lettuce and watercress and fruits such as apples, grapes, pears and plums. The cage should also be equipped with good quality perches of various sizes and placed at various heights. The PDSA says “the best perches are natural branches of approximately one centimetre diameter. The uneven surface of a natural branch promotes good foot circulation and stripping the bark is important natural behaviour for budgies.” Darren Jones also suggests that the pet sector can capitalise on the new found interest in budgerigars and says: “It would be a good idea if retailers could have a nicely packaged starter pack for consumers to get them up and running with a new budgie, without the worry of them not having everything their pet may need. This could consist of the basics of seed and grit, and also include some millet sprays, cuttlefish bone, mineral nibbles and treats.” One key advantage for retailers is that the amateur budgie enthusiast may go on to develop a lifelong interest in the hobby. Cliff and Darren have been breeding budgerigars for over 30 years and have won best in show with one of the rarer colour varieties of bird – the recessive pied – which they believe has never been achieved in England since the Budgerigar Society was formed. Darren says: “I think a lot of people start to keep budgies in an aviary in their garden because of the huge array of colours and varieties available. The more interested they become and the more people they meet, they become drawn into the exhibition world.” During the 1950s the keeping and showing of budgies reached its peak with the Budgerigar Society boasting a 20,000-strong membership and a yearly club show that resonated with the shrill chirruping

of 6,000 birds. Although the numbers have dropped since those heady days, the Society maintains that it remains one of the most popular small livestock fancies in the UK with between 5,000 to 8,000 members currently signed up to the organisation. For those planning on breeding birds and keeping livestock, then more specialist equipment will be required including suitable housing that includes an outhouse, shed or spare room with natural and artificial light; at least three pairs of birds, with spare hens; and breeding cages. The Budgerigar Society also advises equipping the cages with a nest box, seed dispenser, soft food dish, drinker and an iodine-impregnated calcium block to provide essential minerals for the hens. Darren Jones adds: “There is a whole new learning curve in how to appreciate what makes a top exhibition budgie and how to breed one. Generally speaking, by selling surplus birds for pets it is then possible to re-invest that money in better quality show stock. If managed correctly it doesn’t have to be an expensive hobby, although there are always stories around of top birds and studs changing hands for many thousands of pounds.” He believes the appeal of the budgerigar lies in its friendly, cheerful nature and its suitability for all age groups and it can also be ideal for flats and other situations where a larger pet may not be practicable. He concludes: “People are usually divided on the rights and wrongs of keeping birds in cages, but cared for properly, captive birds can have a much longer life span and a great deal less stress than their wild counterparts.”

Supplier Listing Hilton Herbs: www.hiltonherbs.com Lillico Attlee: www.lillico.co.uk Northern Pet Trade: www.northernpettrade.com Simon’s Rodents: www.simonsrodents.co.uk Sky Pet Products: www.skypetproducts.com Vetark: www.vetark.co.uk

Managing fish stocks

Asset management

The successful management of fish stocks is essential for any aquatic retailer and Tim Hayes offers advice on keeping fish healthy

orrect management of fish is of vital importance both in terms of animal welfare and commercial success. From a commercial point of view, managing your fish stocks in accordance with a set of ‘best practices’ such as those of the Sustainable Aquarium Industry Association (SAIA), will result in healthier stock, fewer fish losses for yourself and your customer and ensure that you are in adherence to the Animal Welfare Act.

Animal Welfare Act

Under the Animal Welfare Act 2006, owners of pets, including ornamental fish, in England and Wales, have a duty to ensure that any animals they are responsible for remain healthy and happy. In broad terms, the act makes owners and keepers responsible for ensuring the welfare needs of their animals are met. These include the need: • for a suitable environment;

• for a suitable diet; • to exhibit normal behaviour patterns; • to be housed with, or apart from, other animals; • to be protected from pain, injury, suffering and disease.

Fish system

A fish system should consist of a number of individual tanks that can be isolated from each other in the event of an outbreak of disease. UV and/or ozone sterilisation should be included for disease control. Tanks comprising the system should be proportional in size to the species being held so the larger the fish, the greater the swimming space required. Similarly, shoaling species should also be given more room to accommodate their natural behaviour. Some cover should be included to provide hiding places and reduce stress and try to keep tanks uncluttered to make catching fish easier. Ensuring compatibility is something

that needs to be learnt through hands-on experience. Common sense guidelines such as not housing smaller species with predators and not mixing nervous species with boisterous ones, can be used as a starting point. High levels of lighting are not required, but lighting should be chosen to bring out the colours of the fish and be controlled by a timer that comes on and goes off at a regular time. Ancillary low-level lighting can prevent nervous fishes getting spooked when the main lights go off. Water is constantly being removed from a sales system, so ensure there is an adequate reserve of water to prevent the need for a water top-up during the working day. The inclusion of cover glasses is recommended to prevent jumpers and to limit evaporation.

System maintenance

Adhere to an acceptable standard of water quality parameters and regularly monitor them. Keep tanks clean and disease-free

Managing fish stocks

• Fish requiring a specialised habitat, which is difficult to simulate; • Fish with large territories in the wild, which are unsuitable for community aquariums; • Fish which will grow too large for home aquariums and require 4,000 litres or more; • Species that are sensitive and stress easily – they do not transport well and are susceptible to parasites and disease; • Species that only seem to survive in an aquarium when kept in large shoals; • Fish with limited distribution in the wild, that may be an indicator of rarity.

exhibiting signs of disease. Before sale, a careful visual examination of fish should be carried out, with any abnormalities noted and the fish removed for treatment. Any specimen with obvious abnormality(s), which could affect its quality of life, should not be offered for sale. Fish should be caught in a manner to reduce stress and avoid physical damage. Instructions for proper acclimation for the fish upon arrival at its new home should be given to the customer, along with information sheets detailing captive care of the animal purchased.

Introduction and acclimation of newlypurchased animals

Catching and packing fish

Always accept responsibility for any livestock ordered, even if delayed. After hours contact numbers should be made available to suppliers. Before arrival, prepare for acclimation. On arrival unpack fish promptly, in dim light, and avoid touching organisms with bare hands and excessive exposure to air. Separate incompatible organisms during acclimation. You should rest fish for a minimum of 48 hours or until normal behaviour and feeding resumes, preferably in a quarantine area away from the public eye. Hold newly-arrived fish separately from existing stock. Adjust all new fish to appropriate hobby foods before putting them on sale. Finally, dispose of used packing materials properly and/or disinfect used materials if they are to be re-used.

Care and handling in the shop

and ensure equipment needed to maintain water quality functions reliably. An adequate quarantine system for new arrivals should be kept in good order, with separate hospital systems for fish undergoing treatment. Keeping records detailing the number of animals coming into the shop, along with associated mortalities, can help identify problems of disease associated with shippers or system malfunction.

Choice of fish

Offer and promote captive-raised specimens at every opportunity, rather than selling wild stock. Discourage the keeping of oversized animals destined to either die in unsuitable tanks or be offered on to a reluctant public aquarium industry. You should avoid stocking species considered beyond the capabilities of the average aquarist, and this includes: • Fish requiring a specialised diet, which is difficult to duplicate in captivity;

The key to successful fish maintenance is a combination of environment and observation. Consider the physical and behavioural needs of each fish and provide cover or decoration for fishes to reduce stress while on display. Maintain suitable water conditions overall, while providing appropriate lighting and water flow to suit individual species. Separate aggressive individuals or species and keep social or shoaling fish in appropriate sized groups to ensure natural behaviour. Carefully monitor your stock, paying attention to feeding, and watch for abnormal behaviour, which is often an indicator of disease.

Fish should not be caught or bagged until the customer has decided on all the animals to be purchased that day. Once the customer has made their choice, start by catching the animals least affected by the process, finishing with those most likely to become stressed. Once caught, fish should be transferred to a bag large enough for the fish to turn around in, with sufficient oxygen and water. Seal bags with knots or elastic bands and place bag in another opaque bag or other suitable container that excludes light. Some species, notably those with spines that could get tangled up in a net, should be caught using a rigid receptacle such as a jug. For those fish capable of puncturing bags, double bagging and lining is recommended. Attention should be paid to the length of transport time and packing adjusted accordingly and, if necessary, use insulation to protect against temperature variations.

Acclimation

The transport water new fish arrive in has a different temperature, pH and salinity parameters than your aquarium system water. Fish are sensitive to changes in these parameters and proper acclimation is important to ensure successful relocation and animal health. Fish wastes pollute water in transport bags, dropping pH to unnatural levels over time, resulting in a high concentration of ammonium. At a higher pH, ammonium is converted to highly toxic ammonia making it extremely important to slowly acclimate the fish, which stops the pH from rising rapidly and risking ammonia poisoning.

Sales

Ensure the customer purchases fish that are suitable for their aquarium. Keep a full range of reference books to hand for staff and customers and have senior staff available for consultation. Customers and staff should be informed of risks associated with venomous or harmful species, including first aid measures. All fish should be in good health, eagerly eating, swimming normally and not

For further information go to www.saia-online.eu

Supplier Listing JMC Aquatics: www.jmc-aquatics.co.uk Midland Reefs: www.midlandreefs.co.uk Vetark: www.vetark.co.uk

“A well organised and enjoyable event.”

“Was a great show, thoroughly enjoyed it as well as being extremely useful for us.”

“Attended by everyone who’s anyone in the aquatics industry.”

“…an extremely professional show, good buzz and nice little perks that no other UK trade show offers.”

REGISTRATION

NOW OPEN

“I was very impressed with both the show and the buffet evening.”

To register for FREE entry to AQUA 2011 visit

www.aquatelford.co.uk or call

01892 862 848

AQUA 2011 THE UK’s THE WATER GARDENING, AQUATICS AND REPTILES TRADE EVENT.

AOUA

2 011

TELFORD INTERNATIONAL CENTRE Wednesday 5th October 9.00am - 5.30pm Thursday 6th October 9.00am - 5.00pm

in association with

The whole trade under one roof and at one time. See the latest launches; take part in the retailer focused seminars and meet with the trade at the AQUA International Buffet. Companies exhibiting include: Natures Grub Reef-One Ltd AB Aqua Medic ALF Ltd Anglo Aquarium Plant Aqua One Aquadip Arcadia Products Ltd BCUK Aquatics Ltd Be Plant Wise Bermuda Berry Ring CASCO Europe Ltd Cloverleaf Easitill Eco Pond Ltd Eheim Elite Aquariums Ltd Fadulla

Visit

Ferplast ((UK) Ltd Gordon Low Grange Hertford Shelving Ltd Hozelock Hydor SRL Intelligent Retail J & K Aquatics JBL JMC Aquatics John Allan Aquariums Juwel Aquarium UK Ltd King British - Beaphar Kusuri Mars Fishcare Midland Reefs MP

Neil Hardy Neptune’s Acrylic Tank Manufacturers Inc Nishikoi NT Laboratories OASE (UK) Ltd Oasis Atlantis Lotus Group OATA PAWS Ltd PBW News Pedigree Aquatic Wholesale Pet Mate Peter Golding Petra Aqua Pettex Ltd Pikstik UK Red Sea

www.aquatelford.co.uk

TRY FREE EN KING R A P FREE RY E IM NTA COMPL CH AND LUN MENTS H REFRES

SIBO BV Sicce SKS Wholesale Ltd Starline Aquatics Sterner Aquatech UK Sublime Acquario TAP Tetra Tropica Tropical Marine Centre Tunze UK UK Pond Products Unipac United Aquatics Vardells Ltd Velda BV Zoological International Ltd

or call 01892 862 848

Phobias and stress

Calm before the storm People may love the fun and festivities of fireworks night, but many pets have phobias about loud noises. Sales and marketing manager of Hilton Herbs, Heather Giles offers advice on treating nervous pets and looks at the wide range of calming remedies available

Phobias and stress

s a child I remember November 5th, Guy Fawkes Night, Bonfire Night, or whatever you called it, being fun. Whether it was a few fireworks in the back garden or a trip to the local recreation ground for an organised display, it was something we all looked forward to. As children we had pets – dogs, cats, and small furries – but I don’t remember worrying about how our companion animals were going to cope with the event. Nowadays, it seems we are more conscious of our pets’ emotional needs and the fireworks season seems to go on for longer. Fireworks are also now used to celebrate all manner of things from birthdays to weddings. Luckily there are plenty of products out there which pet shop owners and pet professionals can offer their customers to help their pets cope with fireworks, whether it’s for one night or a week. There is a wide range of calmers on the market and they come in many forms so, as a retailer, it’s worth selecting a small range and sourcing them direct from a supplier or manufacturer who can provide you with educational point-of-sale material and who has expertise in this field. Do some research on the products you stock, as this will enable you to talk with authority. Some natural products, such as Bach Flower remedies and homeopathy may require your customers to make a leap of faith. Prepare some information sheets and stock a couple of books on these subjects for reference. All the products mentioned in this article can be used not just for fireworks, but for other occasions or stressful events, so, as such, they are a worthwhile year-round investment. Natural products to help keep pets cool, calm and collected during the fireworks season include herbal supplements, Bach Flower remedies, homeopathic remedies, as well as external calming products such as pheromone diffusers, or the relatively new concept of the Thundershirt. The primary ingredient in most herbal calmers is likely to be valerian, which is a powerful natural tranquiliser, often combined with skullcap, which is used for hysteria and over-excitement. Other herbs used are vervain and chamomile, wellknown for their calmative properties and widely used in human herbal medicine in tea form. These are often used together with marshmallow root and meadowsweet to help tackle the digestive problems that often follow on from anxiety and stress in pets. Herbal supplements are available as powder, liquid or tablets and are usually very palatable. They are designed to be added to a pet’s normal food or can be syringed into the mouth. Some herbal products claim to act within a few hours, however

even with products in liquid or ‘tincture’ form, which are generally absorbed more rapidly than powder or tablets, several days’ supplementation is needed for the herbs to get into the animal’s system. This requires a bit of forward planning on the pet owner’s part, not always easy given the busy lives we all lead! Another product which can work well with dogs and cats is a pheromone-based diffuser or collar – tradename ADAPTIL. Using a system called DAPP (dog appeasing pheromone producer) these products give off a scent, undetectable by humans, similar to that of the mother dog or cat and the idea is to make the pet feel secure. A DAPP product will take about a week to produce an effect. Dr Edward Bach’s flower remedies are essences that try to change negative emotions or patterns of behaviour into positive ones. There are 38 individual remedies in 10 millilitre dropper bottles, each of which has an indication for use and a positive outcome. This concept can a bit daunting to the uninitiated, so suggest to your customer they start by trying one of the combination remedies such as Recovery Remedy or Bach Recovery Plus. Most people have heard of these products as they are freely available and many people have used them for phobia-fears like going to the dentist or for exam nerves. A suggested dosage is four to six drops in the pet’s drinking water, on their normal food, given on a treat or even added to a waterbased mister and sprayed into the pet’s environment. This dosage can be repeated up to four times a day, or on fireworks night itself, and can be repeated every 20 minutes until an improvement is seen. Homeopathy is often confused with herbal medicine but it is a complete and separate system of medicine, and most of what we know as modern-day homeopathy stems from the work of the 19th century German doctor, Samuel Hahnemann. It is best to view homeopathy as a form of medicine which treats ‘like with like’ and the clue to successful homeopathic treatment is in selecting the correct remedy based on all the animal’s symptoms. Homeopathic remedies most commonly come in tiny pill form and dosage is the same regardless of the type or size of pet. Remedies suggested by Tim Couzens MRCVS, principal of the Holistic Veterinary Medicine

Centre, include phosphorus, belladonna, gelsemium, ignatia and nux vomica, in 30c potency (strength). Your supplier should be able to provide you with advisory material but if in doubt suggest your customer contacts a homeopathic vet. Check out www.BAHVS.com Thundershirt is a fascinating product, new to the UK, which was originally devised to help solve behavioural problems in dogs in the United States. It is designed to help nervous or anxious dogs and, when correctly fitted, works by exerting gentle and constant pressure over the body which, for many dogs, can have a dramatic calming effect. It is thought that pressure has a calming effect on the nervous system, relieves anxiety and has been common practice for years. People with autism use pressure to relieve their persistent anxiety and pressure shirts are used for children with certain behavioural problems. Just as increasing numbers of people are turning to herbal remedies – sales in the last 10 years have doubled – so it appears this trend is spreading to pet owners seeking a natural and effective alternative to pharmaceutical-based products. Established over 20 years ago Hilton Herbs specialises in the manufacture of herbal and natural products for animals to customers in the UK and in over 30 countries worldwide. All the products are manufactured under an EU accreditation scheme, to ensure safety and traceability of product ingredients and are formulated by a qualified medical herbalist.

Supplier Listing Ceva Animal Health: www.ceva.com Collarways: www.collarways.co.uk Dorwest Herbs: www.dorwest.com Hilton Herbs: www.hiltonherbs.com Natural Pet Products: www.naturalpetproductsltd.com Petlife International: www.petlifeonline.co.uk

Roast Dinner Toothpaste With Sage Oil

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Effectivly removes tartar Keeps gums healthy Freshens the breath

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A taste dogs love

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For further information on these products and our full range

Call: 01308 897272

Dorwest Herbs Ltd, Bridport, Dorset DT6 4LP info@dorwest.com www.dorwest.com

We can oﬀer you good margins, free Helpline advice, comprehensive point-of-sale material, and online ordering for additional discount.

Natural Stand 5F80-G81

Pet Products Ltd

01926 311514 trade@naturalpetproductsltd.com www.naturalpetproductsltd.com

See our range of natural, holistic and eco-friendly products at Glee 2011 Show offers available!

Barking Heads Inascent Burns Masterpet Collards Molar Healthy Paws Natural Way Becothings Nurtured Pets Bettacare Pet Munchies Betty Miller Petzlife Dorwest Herbs Dr Chew Pooch & Mutt Easidri Phytoforce Friendship Estate ROK Straps Grizzly Salmon Oil

Petindex preview

Focus On:

Petindex products With September’s Petindex show fast approaching, Jon Chapple looks at what’s on offer at the NEC this year

011’s Glee garden, pet and leisure trade fair, incorporating specialist pet show Petindex, is to take place from 19 to 21 September at Birmingham’s NEC and will once again provide access to two huge, complementary buying sectors at one show – something the organisers say “no other pet trade show can manage.” With just over a month to go until doors open, Petindex will be home to an extensive range of companies, from big-name brands to specialist suppliers. Current exhibitors confirmed for the event cover a wide range of products and topics, with each set to showcase the latest in product innovation from across the pet care industry. Pet food, by far the largest segment of the UK pet market, will be well represented, with extensive ranges from a list of confirmed exhibitors that includes Royal Canin, James Wellbeloved, GA Pet Products, Natural Pet Products and Bartholomews Agri Food Limited. Pet accessories will also be out in force with appearances from Eden.H Limited, Hemmo & Co, Baggee, HL Cooper International Ltd, Liberta and Pet Mate Ltd, among others. Product innovation within the pet industry will be celebrated with the Petindex New Product Awards and the Innovators’ Zone – a dedicated area designed to help nurture grass-root product development and one-off design. Returning for a third year, it welcomes a wide range of entrepreneurs and small-scale manufacturers who will be taking their first steps into the pet industry. Another must-see is the seminar programme, which the organisers hope will “inspire, inform and educate.” Topics for discussion over the two days will range from market trends and merchandising ideas to pet nutrition and bio-security in the pet workplace. “Petindex is the hub of the UK pet industry and this year it will once again provide the networking opportunities, innovations and business advice that retailers and suppliers alike have come to expect throughout the show’s 36-year run,” comments event director Nick Davison. “We will continue to offer a wide selection of suppliers, exceptional networking opportunities and educational knowledge for an even more profitable year ahead.” Free online registration for the show, which includes a free show catalogue and parking, is now live at www.petindex.co.uk

Bell and Barker Following six years of solely producing its own original product – the Leashpod – Bell and Barker Ltd is thrilled to announce Glee as the platform to showcase a range of new products. Bowldog is described by the company as “the most compact, practicable, re-useable travel bowl on the market,” while the Meltdown eco-bowl range is the first product in the UK made entirely from waste bottle-tops and will be offered in a wide range of sizes and colours. Being a proud Kruuse stockist, Bell and Barker will also be displaying a selection of Kruuse’s latest products. Information: 01325 240 560 or info@bellandbarker.com Stand: Hall 5, G70

James Wellbeloved James Wellbeloved Large Breed Dog Food in junior and adult formats has been developed to meet the needs of bigger dogs naturally. The hypo-allergenic, single-source protein-based, large-breed formulation combines large-sized kibble to slow down eating – which the company says may help prevent bloat – JW+ complex to help support healthy joints and antioxidants to support the immune function. The Large Breed range is available in four variants: duck and rice, lamb and rice, turkey and rice and fish and rice; each in two sizes: four-kilogramme and 15-kilogramme. Information: 0800 717 800 or www.crownpetfoods.co.uk Stand: Hall 5, G90–H91

Petindex preview

Petz Podz Coming late 2011, PetzPodz is a multi-purpose bespoke pet home that will be available in three sizes to house anything from toy chihuahuas, cats, micro pigs, medium-sized dogs and chickens. With ease of maintenance, flexibility and toughness owing to its high-quality UV-stabilised plastic, the company says that together with the range of “appz available to suit your companions,” PetzPodz ensures “convenience, comfort and happy petz” Appz available include the Smartscreen Heatmat low-voltage touch-screen heater, ‘No Chance’ 100 per cent-predator-proof cage and ‘PetzBedz’ colour-coordinated, easy-clean beds.

The Dog’s Apron

Hemmo and Co Ltd The Hunters is a patented training aid that enhances the natural retrieving instincts of a dog. Designed to look and feel like real game fowl, the strong, biteproof EVA foam body is not only soft on the dog’s teeth, but enables the product to float. Plush detailing gives the body a realistic look, and the head and feet – made from strong TPR rubber – give the product the weight of a real bird. Available in 18” mallard and Canada goose and 20” pheasant models. Information: 0151 632 1125 or www.hemandboo.co.uk Stand: Hall 5, H80

Information: 01277 366 002 or www.petzpodz.com

With the technique used in a professional dog grooming salon, the Dog’s Apron gently secures the user’s dog on their lap, allowing them to brush, blow-dry, clip nails or give medicine with ease. Information: 028 9448 5340, 07710 985 495 or www.thedogsapron.com Stand: Hall 5, F83

Doggee The Doggee is a flexible hollow ball on a keychain that can accommodate over 15 dog refuse bags, designed to help the forgetful canine owner with dog waste management. It comes in six colours, with a spring-lever key ring that can attach to keys or a dog’s lead so bags are always with you. Made in the UK from BSI-compliant, medical-grade recyclable material. Information: 0208 616 2297 or www.baggee.com

Stand: Hall 5, J80–K81

Stand: Hall 5, J93

Eden.H Limited Eden.H Limited is a UK wholesaler of economically-designed pet products. “Our fabulous products are made with 100 per cent guaranteed quality as absolutely reliable utilities,” the company says. “You are now welcome to order these products with no minimum amount required, offered with free shipping service. Never miss out on our great deals and never hesitate to contact us. Your full-satisfaction is our fullencouragement, so we are always here for you with our best supplies!”

Dog Rocks Dog Rocks is a 100 per cent natural, hassle-free solution to pet urine burn patches on lawns and shrubs. It makes no change to the pH balance of a dog’s drinking water or urine and is safe for all household pets. Proven and endorsed by vets worldwide. Information: 01628 822 243 or www.dogrocks.co.uk Stand: Hall 5, H92

EzyDog The Checkmate collar is a limited-slip collar that provides just enough ‘check’ when necessary. A super-strong buckle closer makes slipping over the head obsolete, while there are reflective trims throughout for nighttime visibility. As with all EzyDog collars, it is finished with a stainless steel D-ring.

Information: 0151 600 5361 or sales@edenh.co.uk

Information: 023 9247 4711 or info@ezydoguk.co.uk

Stand: Hall 5, E74

Stand: Hall 5, G81

Natural Way Natural Way Apple & Cinnamon Biscuit is a healthy and tasty hypo-allergenic reward treat. The long traditional bake Natural Way uses, produces a hard biscuit and enhances the aromas and natural flavours. The ingredients in this biscuit have been carefully chosen from ethical sources to provide a range of natural nutrients to promote good health and vitality. There is no added sugar or salt, the fat and naturally-occurring sugar content is low and the biscuits have no added preservatives, additives or artificial colouring. Information: 01926 311 514 or sales@naturalpetproductsltd.com Stand: Hall 5, F80–G81

Who says there’s never anything good on TV?

Since its launch in 2008 Harringtons has struck a real chord with dog owners looking for premium nutrition at a price they can afford. Demand has been growing at a phenomenal rate and current annualised sales show that Harringtons is already a £6m brand! As a reflection of the brand’s success, we are investing over £500,000 in a TV campaign that will run across the UK for four weeks on ITV1 from mid-August. Stock up now and be part of this runaway success story. For more information, please call 01845 576 227 or e-mail info@harringtonsdogfood.co.uk www.harringtonsdogfood.co.uk

The Natural Choice

Dental care

Long in the tooth Smile and the world smiles with you. Unless, of course, you have bad breath and rotting teeth. Kelly Clark discovers how important pet oral hygiene is

ust like us, animals will develop nasty dental problems if their mouths are not given regular, tender loving care. Pet Smile Month, held this September, was launched by veterinary surgeon Bob Partridge to promote the need for taking good care of the mouths of our pets. It sees more than 1,500 practices providing free dental assessments over the four weeks. Priory Veterinary Group in East Yorkshire is just one of those surgeries taking part and encouraging pet owners to take responsibility for their pets’ dental hygiene. Claire Sutton, who is also giving away free toothpaste for Pet Smile Month, says: “Teeth are something you only get one set of. If animals get lots of disease or plaque it can cause premature tooth loss. Something simple like using some of the

products on the market to reduce tartar in the first place or doing home brushing, increases the length of time they keep their teeth. “Owners either clean their pets’ teeth regularly or they don’t do it at all. That can be because they are unsure how to do it or because animals can be badly behaved when having their teeth cleaned, so they’re reluctant to do it. “We have taken part in Pet Smile Month for the past four or five years. We try to do as much preventative health care as possible and dentistry is one thing owners can do at home to prevent problems.” While keeping regular veterinary appointments to have an animal’s mouth checked out, it is strongly recommended that owners do their bit every day at home

to keep their pets healthy. Oral hygiene supplier Molar, based in Somerset, has seen a huge rise in the demand for natural products preventing and tackling dental issues. John Leonard, UK product manager, says: “Oral hygiene in animals is as important as human oral hygiene. But pets can’t tell us when they are in pain, so being observant about their oral health is key to their general health. “More and more pet owners are becoming aware they do need to keep their pets’ oral hygiene in check and are looking for cures and treatments. Pet owners are also turning to self-diagnosis, looking on the internet for products which work and will prevent them having to lay out hefty vet bills. The economy is having an effect on people

Dental care

gum disease, tartar and tooth decay. If it is left untreated, it can lead to pain and unnecessary or premature tooth loss. Once formed, tartar is very difficult to remove and usually requires a veterinary procedure. So, prevention is always better than cure.” Bern Pet Foods supplies a range of natural pet foods to benefit dogs in several ways. Its ZiwiPeak deer hoofer oral healthcare chew offers dogs a workout for their teeth and gums. Colin Rodger says: “At Bern Pet Foods, we want to make the experience of buying wholesome, high quality pet food as easy as possible, so we offer a range of options to suit everyone. “There are many questions about what, and what not, to feed our dogs and cats to keep them healthy. The Bern Pet Foods team has researched what’s out there.” At Natural Pet Products in Leamington Spa, the focus is on the highest quality, naturally nutritious and beneficial products for cats and dogs. The 100 per cent natural range of treats, chews and supplements tackle a pet’s health and wellbeing holistically. Molar also offers a Vet Communicator Case, containing a range of products and tools to assist in demonstrating oral hygiene routines and care for pets. Brushing techniques, oral hygiene tools and correct positioning can all be shown on the anatomically correct jaw models. It allows pet owners to confirm and modify oral hygiene techniques before trying them in the animal’s mouth. The teaching aid contains articulated jaws, toothbrush, finger brush, jaw diagram and a range of treatments. John Leonard concludes: “In terms of the oral care category in retail, it is a growing area for retailers to latch on to. Since I have been working with these products, I have seen the range of oral care products coming onto the market balloon, so it is a category for the retailers which is growing.”

looking for products which actually work and are of value to them.” One product Molar promotes is ProDen PlaqueOff Animal, which can help with the control of dental plaque, tartar and bad breath if used daily. It is a special type of seaweed which has been found to have specific beneficial effects for oral care. It comes in a granulated form, which is easily added to food every day, is rich in natural iodine and contains important vitamins and minerals. John says: “Until now, the only way to keep your pets’ teeth clean was by daily brushing. PlaqueOff is a new and easy way to improve your pets’ oral hygiene. As in humans, plaque bacteria constantly forms in the mouth and can accumulate on teeth, gums and the tongue resulting in bad breath,

Top treats for teeth PetzLife Oral Care Spray and Gel – removes plaque and tartar on dogs and cats. Can reverse oral disease, promote healthy gums, brighten teeth and kill the bacteria that cause bad breath. The ingredients mix with the animal’s saliva, completely coating teeth and mouth, so no need for a toothbrush. Dr Chew – 100 per cent sweet potato dog treat cooked, sliced and air-dried. Its unique chewing texture promotes healthy teeth and fresh breath. Sweet potato is a rich source of betacarotene which promotes teeth development. Paragon – natural vegetablebased range of dog chews in fun shapes which are great for helping to clean dogs’ teeth.

Supplier Listing ALF Ltd: www.alfltd.co.uk Bern Pet Foods: www.bernpetfoods.co.uk Burgess Pet Care: www.burgesspetcare.co.uk Collarways: www.collarways.co.uk Dorwest Herbs: www.dorwest.com Hills Pet Nutrition: www.hillspet.co.uk Mars Pet Care: www.mars.com Molar: www.molarltd.co.uk Natural Pet Products: www.naturalpetproductsltd.com Petzlife: www.petzlife.co.uk Priory Veterinary Group: www.driffieldvets.co.uk

POA_PetGazette_93x130_1386_11.pdf

12/07/2011

12:19

There are easier ways of controlling your pet’s bad breath NEWff

PlaqueO Cat

Plaque is the main cause of bad breath and gum disease. ProDen PlaqueOff™ Animal reduces bad breath by up to 63% after 12 weeks1 and reduces plaque by up to 35% after first 8 weeks2 Contains only especially selected seaweed (D1070). When added to your cat’s or dog’s food, once daily, results are usually seen within 3 to 8 weeks. A 60g pot costs just £10.99 (RSP) and can last up to 12 months. Available from your wholesaler including: Pedigree, L.Batley Pet Products Ltd, Vital, Natural Pet Products Ltd, Trust Pet Products Ltd. Enquiries, please call: 01934 710 022. 1 2

Summit Study 2308, Dog 12105, Day 28 to 88. Summit Study 2208, Dog 12882, Day 28 to 56

Multi-pet households

Safety in numbers Looking after several pets can be a challenge for the pet owner but a bonus for retailers. Veterinary consultant to PetSafe, David Chamberlain, looks at products retailers can offer their customers to help encourage a smooth introduction to new pets

Multi-pet households

these include: bowls; water; beds; littertrays; hiding places; access points; hunting grounds; scratching posts, and warm spots. Pet owners need to ensure they provide as many accessories as there are cats – plus one extra. For example, if there are two cats in the home, there should be three water and food bowls and three litter trays positioned around the house. Pet fountains such as the Drinkwell from PetSafe are effective in encouraging cats to drink and can assist with the management of idiopathic cystitis. Allowing access to the outdoors provides cats with an opportunity to exercise, explore, engage in their natural behaviour and to escape the potentially stressful environment in the home. Multiple cats also need multiple entry and exit points, as a dominant cat may stand guard, preventing subordinate cats from having free access to the garden or home. If cats are allowed outside, it’s sensible to use a selective entry cat flap, which also prevents intruding cats from entering the ‘core territory’ of the home. Microchip cat doors, such as the Microchip Petporte smart flap, are useful as they can be programmed to register several cats. If, however, the risk of harm outside is very high, owners should consider keeping the cat indoors or limiting its access to the outside world. Large outdoor enclosures are available, as are containment systems which use electronic collars and boundary wires.

Enrich a cat’s indoor environment

When cats have limited or no outside access, owners have an increased obligation to provide a stimulating environment for their pet. Many items are available to enrich a cat’s environment but, for a multi-cat household, the following should be considered: • Growing grass on a windowsill to eat to assist with elimination of fur-balls. • Scent stimulation such as catnip toys. • Providing fresh air by meshing over windows. • Providing interactive toys such as fishing rods to enable predatory play. • Cat towers and hammocks.

Establish a core territory

Give cats space

Many pet owners are unaware that too many cats in one home without the right resources can cause stress to the animals. Cats like to feel in control and sharing space or resources with other residents is very distressing for them – chronic stress can result in disease including idiopathic cystitis. Cats can enjoy the company of others, but owners need to understand what can be done to create an environment to provide the best

chance of harmony. As they are not naturally tolerant of each other, it’s not advisable to have more than five cats in one household. They are more likely to be friendly to other cats they have grown up with and kittens from the same litter learn and gain confidence from each other. Also, households with several cats must have sufficient space so they can spend time apart and avoid each other if they wish. Resources are very important to cats,

All cats need a comfortable core territory that is safe from intruders, however it may be necessary to provide subservient cats with their own area within the home where they can escape a dominant cat. Again, this can be achieved by using selective entry cat flaps on internal doors, providing some cats with their own rooms where the cat has its own set of resources. Veterinary professionals have identified multi-cat households as the biggest risk to a cat’s wellbeing. If owners of multiple cats wish to enhance their environment, they should provide their pets with a



range of facilities such as heated beds, food bowls and water fountains. Retailers can help by guiding customers to select the appropriate products.

Introducing new dogs into the home

Similarly, introducing another dog to the home needs careful consideration to avoid potential distress to a resident dog. Dogs are far more social than cats, so there should be fewer issues, but there are still a number of factors that deserve careful consideration. There are several reasons that pet owners may decide to introduce a new dog. Owners of older dogs often believe that a younger dog is a good idea as it can reduce the owner’s emotional distress when the older dog dies; rejuvenate the resident dog; or the older dog can ‘teach’ the younger dog its good habits. Unfortunately for the older dog, age brings with it a number of potential problems that it struggles to cope with

normally, let alone when its routines are disrupted by another dog. Age often is accompanied with arthritis, illness, pain, physical frailty and possibly senility, which can make older dogs irritable and intolerant. The introduction of a young dog may make the ‘twilight’ period of an older dog’s life insufferable; alternatively it may genuinely rejuvenate it. It is not easy to predict what the outcome may be, but if the resident dog is not coping with the effects of old age, it will probably struggle to cope with the arrival of a puppy. Ideally, owners should have the health of the incumbent dog assessed by a veterinary surgeon to determine if there are any issues that may affect its ability to cope with a new arrival. Owners of young dogs may introduce another dog into the home for companionship, because the owners have busy lifestyles, or the dog has separation or anxiety-related problems that may be

helped by the influence of a steadier canine presence. However, it’s important to consider that resident dogs are less likely to tolerate a newcomer if owners divert too much attention toward the new dog and away from the resident dog. Owners should also make sure the newcomer does not challenge the resident pet for resources or status and provide plenty of beds, food bowls and toys for each dog. Pet owners considering multiple pets need to be armed with accurate advice before they increase the number of four legged friends in their home. Simple steps can be taken in preparation and retailers can suggest a range of products to assist with this potentially rewarding domestic arrangement.

Supplier Listing Norfolk Industries: www.norfolk-industries.co.uk PetSafe: www.petsafe.net

New appointments

New appointments Pastures new for professionals in the pet trade Dog Rocks

In line with continued growth, Dog Rocks says it is “delighted” to announce another new appointment. Chloe Hill-Thomas, who joins from Premier Foods, will take on the role of business development manager, where it is hoped her appointment and analytical skills will lead to more consumer-driven awareness and increased sales. She will specifically work with key accounts in the UK and Europe to co-ordinate their promotions and implement objectives, and her first sales-focused project will be to secure garden centre distributors and wholesalers. Carina Evans, Dog Rocks managing director, said: “We are delighted to have Chloe on board and are looking forward to unlocking potential within the company and working more closely with our key accounts. Chloe will be making herself known to our existing and new clients over the coming months, and will be at all of our forthcoming trade fairs including Gatcombe, BBC Gardeners’ World, the World Dog Show and Glee Petindex.”

Supreme Products

Vicky Archer has joined Supreme Products as area sales executive for the south. Hertfordshire-based Vicky, a keen show competitor, comes equipped with a wealth of knowledge about the equestrian industry, having previously worked in both the feed and healthcare sectors. “I am delighted to be part of the Supreme products team,” Vicky commented. “The products are fantastic and I have used them to help with top class turnout on my own horses and ponies for many years.”

Kennelpak

Steve Moffat has joined the sales team at Nottingham-based pet trade supplier Kennelpak Ltd. Steve brings a wealth of experience and joins from Nestlé Purina PetCare, where he worked for 30 years. Steve’s specific role will be the management and development of the Van Ness range of accessories, Masterpet treats, Pet Bakery biscuits, Top ‘n’ Tasty gravy, Petstuff and the new Safestix dog toy range. “I am delighted to join the Kennelpak sales team and look forward to helping them develop these exciting ranges,” he said.

Groomers

Groomers Ltd has announced the recent appointment of Melanie Leando as head of communications. Melanie, who has a background in public relations, has been involved in the equestrian industry for many years and competes with her own horse, Macchiato. Her new Newbury-based role will focus on “developing online relationships and building further brand awareness across new media platforms.” Paula Bryan, commercial director at Groomers, commented: “We are delighted to have Melanie on board. She brings with her a wealth of communications experience to help us manage our continued growth.”

Interpet

Interpet says it is “delighted” to announce that Mark Hoskins has been promoted from sales director to the position of commercial director, reporting directly to parent company Central Garden & Pet. Having joined Interpet in field sales at the age of 18, Mark has experience in supply chain, operations and sales and in-depth insight into the pet and aquatic industry. This appointment forms part of a business re-structure that reflects the “increasingly close relationship” Interpet has had with the Central Garden & Pet group since its purchase in 2004. “I’m very excited about this opportunity,” Mark stated. “My knowledge and experience of the Interpet business and the pet and aquatic industry will further align Interpet with Central Garden & Pet. It is significant that the UK is recognised as an increasingly important market, and I look forward to spearheading Interpet’s continued growth, now and in the future.”

Doggy Things

Dog accessories and natural treats distributor Doggy Things has announced it is “pleased to welcome a new member to the pack.” Keith Taylor, who joins the company from Hills Pet Nutrition, takes on the role of territory manager – south. “He will be visiting all of our wonderful customers in the south of England, providing them with the gold star Doggy Things treatment that they are used to!” said Doggy Things director Daniel Haddad. “With Keith’s wealth of knowledge and years of experience in the pet industry, we are delighted in welcoming him into our family.” Has someone recently joined or moved to a new role within your company? You can send the details and a photo to jon@petgazette.biz

Glee Petindex 2011 – The UK’s Only National Pet Show

19 - 21 September 2011 NEC Birmingham

Where the pet industry meets...

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Events

Events 25–28 August

24–27 September

interpets Makuhari Messe Chiba Japan www.interpets.jp/en

Pet Fair Asia Shanghai Everbright Exhibition Center Shanghai, China www.petfairasia.com

3–4 September

29 September– 1 October

LovePets Royal Highland Centre Edinburgh www.lovepets.me.uk

3–5 September City of Birmingham Championship Dog Show Stoneleigh Park Coventry www.birminghamcitydogshow.co.uk

4–6 September

LovePets

iberzoo Fira de Barcelona Barcelona, Spain www.iberzoo.com

30 September– 2 October PET BIZ Inter Expo Center Sofia, Bulgaria www.petbiz.bg

spoga+gafa Koelnmesse Cologne Germany www.spogagafa.com

5–6 October

18–20 October

16–19 November

AQUA Telford International Centre Telford, Shropshire www.aquatelford.co.uk

19–21 September

6–8 October

Pet South America Expo Center Norte São Paolo Brazil www.petsa.com.br

China International Pet Show China Import and Export Fair Complex Canton, China www.cipscom.com/en/index.asp

Glee Petindex NEC Birmingham www.gleebirmingham.com

Pet Expo 2011 Claremont Showgrounds Perth, Australia www.piaa.net.au

29–30 October

10–11 December

LovePets Exec Peterborough www.lovepets.me.uk

Ladies Kennel Association NEC, Birmingham www.highampress.co.uk/dates.asp

Big on quality. Small on price The London Vet Show is the event with certified pedigree. Great quality content — including speakers like Arthur House, Anke Hendricks and David Church — for an incredibly sleek offer price. Tickets are just £149+VAT for two full days if you book before 15th September. And just look at what you get for your money… — More than 70 hours of unmissable business lectures and clinical training that counts towards CPD — Three RVC clinical streams and an extensive sponsor-led seminar programme including practical workshops — Over 250 exhibiting companies delivering the very best and very latest in veterinary solutions — New for 2011 — Interactive Consultation and Customer Care Sessions, The LVS Holiday Giveaway plus the The ‘Vets Now’ Party Platinum Sponsors

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Silver Sponsors

Media Partners

Classified AQUATIC LIVESTOCK

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Advertise your Business Here. Call our sales team now on 01206 767 797

Want an ad but don’t have artwork? Don’t panic! We can help. At Pet Gazette we have a free advert typesetting service. So when you book an advert with us, our production department will get straight on the case. Call our sales team now on 01206 767 797 Pet tags

ID tags that make your pets sparkle • Stunning range of tags made from tough metal alloy with a silver or gold finish • Genuine Swarovski crystals in clear, pink, red or blue • High quality engraving using the latest laser technology, guaranteed not to fade AQUATICS

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SMALL ANIMAL LIVESTOCK

SMALL ANIMAL Bedding

For advertising details and to download the latest issue please visit www.petgazette.biz PET GAZETTE AUGUST 2011

www.petgazette.biz

ISSN 2046-7303

Safety in nu mbers Selling to multi-pet households

Calm before the storm Pet phobias and anxieties

DEVELOP YOUR OWN CUSTOMER RETENTION STRATEGY AND FIND WAYS TO ENCOURAGE LOYALTY A bird in the hand Asset management From the novice

pet owner to the experienced bird exhibitor, budgerigars have popular appeal

Maintaining healthy ďŹ sh stocks is vital to the commercial success of the aquatic retailer

Voice on the highstreet

Voice on the highstreet Paul Chesworth of

Clipsley Pets & Aquatics, St Helens, Merseyside

How did you first get into pet retail? What’s your background?

You have a comprehensive online shop – do you think having a web presence helps pet businesses?

Way back in 1980, I was working for British Gas as an apprentice and Karon Speight (now the co-owner of the shop) was looking for work. When a YTS (Government-run youth training scheme) opportunity came up at our local pet shop, Karon applied and really enjoyed the experience. At the end of the scheme, she was offered a part-time position as a shop assistant. She expanded her knowledge of the pet trade over the next 12 months and was eventually appointed manageress.

I think there is a major difference between a web presence and a web shop. Our website has considerably raised the profile of our business locally as many people now tend to check the web before leaving the comfort of their homes to shop, so having a website is the ‘shop window’ these people first look into. This is one reason I feel that the web is important to us. Our web shop is still very much in its infancy and bolts nicely onto our existing traditional business. It has, without doubt, increased our turnover, but we have only scratched the surface of the overall potential out there on the worldwide web.

Could you give a brief history of the business? After several years, Karon saw the potential for the business was far greater than the owners, at the time, had the vision to see. It was at this point in 1987 that we made them an offer to buy the business, which they accepted. Nine months later we bought the building – a double-fronted terrace – and carried out structural alterations to create some much-needed space. Owning the business gave us the scope to support youth training initiatives locally, giving work experience to school children and those who had left school but required work experience as part of the college courses. We have also had young adults with learning difficulties gaining hands-on work experience. Karon has always remembered how she was given a chance and has always been enthusiastic to do her bit to support others. Our most recent business development has been to become an Assured Pet Specialist. To have our efforts and skills recognised by the Pet Care Trust is fantastic, and while it was lots of hard work preparing for the audit, we believe it was all worthwhile.

What’s your favourite pet or product you currently stock?

What advice would you give to someone hoping to get into pet retail? We would be honest with them – if they are looking to keep animals, then they must realise this business is a 365-day-a-year commitment and the passion required has to be there, as a lot of hard work is needed if you are to succeed. The other piece of advice would be to join their local business chamber. We only joined the St Helens chamber in March 2010, but should have done this years ago as the support and advice we have received has been second-to-none. We have found that being a member of the chamber makes us feel that we are at the top of a pyramid, with the support we require sitting below us – all at the end of a phone.

Finally, what are your plans for the future? We have always looked for products that give us an edge in the business and we find that dealing directly with companies and importing specific products is an avenue we are keen to expand. The website is also an area that we will continue to develop further, as our present experience has shown that it does open your ‘shop window’ to the world.

We have recently rescued an eight-month-old German Shepherd-cross Border Collie, Ruby, who has become a key team member, taking up the role of chief product tester. Toys and treats are her forte and it really does help us when talking to our customers to provide good product feedback.

How many people do you have working for you? I have recently taken voluntary redundancy, so now Karon and I work full-time in the business alongside Michelle – Karon’s sister – Julie, John and Terry, my brother, who all work full-time. We also have Debbie, a student studying small animal NVQ level 3, working part-time.

Images: St Helens Reporter

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