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US Economy: $18T
US Pet Industry: $66B
5%-6% YOY Growth since 90s
US Pet Industry would be worlds 74th largest
economy
Imitation is the sincerest form of flattery
Online hurts more in certain areas
Hardgoods
High Frequency / Non
Impulse
Heavily Researched
Easy to ship
Not urgent
Previously Purchased /
Solution Found
Strong / Known
Brands
Pricey Items
Consumer Shifts!
THINGS GOING ON IN YOUR WORLD
Economy
Age and Youth
Diversity
Urbanization
We are different shoppers
Too much retail
Key Pet Specialty ConsumerShifting
Consumers you need!
Est: 24MM Pet HH FDM Mainstream Buyers
versus the Pet Specialty Shopper
Convenient/Cost-
Just 25% fear by- Not highly natural Whats wrong with
effective Natural
products not entirely sold science?
shopper
Millennials Boomers
Hispanics Asians
Main Point:
pay attention to
whats going on,
and have a
strategy!
What are the trends across
retail, and how do they
impact you?
Do you have the right
consumers?
Where else are your
customers shopping and
why?
What can put you out of
business tomorrow?
What are you doing about it?
Todays Course Layout
Retail 101.
Basics Things you should be doing now.
Cost of admission.
Retail 201.
Advanced Not necessarily difficult, but may
require extra discipline and resources.
If you cant get them into your stores (or your brands),
you cant educate them and you cant trade them up.
Hot Retail Trends
(and other things you should know)
Basics
General Rules For Retail
Basics
General Rules For Retail
Basics
General Rules For Retail
Be Right. Or
be Left. Have a Path
and a No Alleys
Just go Destination
somewhere.
Basics
Category Presentation & Shelf
Low End
Step Step Put it where Product,
Step, Turn Eye can see it Low Shelf
Placement
Basics
Category Presentation & Shelf
Interactivity /
Engagement
Be Eye-Catching
Engage all the
Signage
senses
Displays
In store experts /
Cohesive and easy
demonstrations
to shop sets
draw traffic and
move product.
Basics
Are you Engaging? Be Local!
Opportunities for outings / interactions / socialization with pets
Yappy Hours / Ice Cream - Yogurt
Sampling Parties
Indoor / Outdoor Park affairs
Education / Vet Seminars
Vet Services
Training / Grooming
Community Sponsorship
Instore Labs
Bulk Program / Mix and Match
Contests
Microbreweries
Youth sports
Food trucks
Cook for your pets night
Category Presentation & Shelf
In and Outs!
Is there a Cross- Solution Sets
new product Merchandise! / Collections
showcase?
Basics
Are You the Solution (Set)?
Travel
Joint Human / Canine Fitness / Recreation
Weight Health: Obesity / Diabetes
Urban / Apartment Pets
Senior Pet-owning HHs
Eco-friendly
Dollar store
Which retailers will own these niches?
Advanced
Human / Canine Fitness & Recreation
Retail Management
Basics
Are you also measuring:
Sales per SQ Foot Shopper Value / Sales Per
=(Total Sales / Total SQ FT.) Shopper
Conversion Rate / Effectivity What is each potential shopper
worth to you?
How often does a visit result in
purchase? =(Total Sales $ / Foot Traffic)
=(Total number of sales Sell-Through
transactions / Foot Traffic) The percentage of units sold versus
Average Transaction / Basket the number of units that are
available to sell.
Value How much can you move in a given
=(Total Sales / Transactions) period?
Average Units per Transaction =(Number of Units Sold / QOH)
Turns GMROI
The number of times stock is For every dollar invested in
sold through in a given period. inventory, how much did you get
=(Cost of Goods Sold / Average back?
Inventory) =(Gross Margin / Average Inventory
Cost)
Advanced
Is your Sq. Footage allocated correctly?
Reptile, 1.1%
Wild Bird, 1.8% Dog food usually
S\A,
Bird, 3.5% outperforms its
7.1%
space
Live Fish, 5.8%
Dog Food, 19.9%
Dog Treats, 2.0%
Parts\Chews,
Aquatics, 12.4% 2.0%
Dog Toys, 3.5%
Dog C&L, 2.7%
Cat Beds, Furn,
Dog Feeding
Pans, 2.7%
Cat Toys, 1.1% Waste \ Storage,
Management, 2.7%
Cat Litter, 2.2% Cat Food, 13.3% 2.2%
Cat Treats, 0.4% Dog HABA, Dog Beds ,
Carriers\Crates\K 2.2% 2.7%
ennel, 6.6% Dog Supplies,
2.2%
Advanced
Market Survey
Do you know
who is
shopping
you?
Demographics
Psychographics
Geographics
Behaviors
Needs
Occasions / Drivers
.5 Mile Radius
Space to Sales
Space to Margin
Advanced Space to Profit
Do you benchmark your sales or growth
versus the industry?
20.00%
15.99%
15.00%
11.97% 11.88%
9.78%
10.00% 9.21%
7.33%
5.46% 5.48%
5.00% 4.37%
3.61% 3.95%
2.90% 3.21%
1.61%
0.76% 0.66%
0.00%
-0.10%
-2.69%
-5.00%
Total DOG FOOD & CAT FOOD & LITTER AND DOG TOYS DOG COLLAR BEDS APPAREL CAT
TREATS TREATS ACCESSORIES & LEADS FURNITURE
FDM Pet Specialty
Advanced
Sample Growth Comps
So, start with three things.
Investigate & Learn More
What Are Your Opportunities?
Is This Achievable? How?
Is This Worthwhile?
Prioritize / Set Goals & Timelines
Get Help If You Need It
Do It!
Monitor & Measure
Add Three More
Michael_Johnson@clareps.com 801 671 9844