In this episode, Clayton interviews David Fluker, the president and owner of Fluker Farms, America's largest insect company. They discuss the evolution of the pet industry, the unique range of products Fluker Farms offers, including canned and vacuum-packed crickets, and the challenges of navigating regulations in the insect sector. David shares insights into the company's diversification strategy, particularly in black soldier fly production, and the importance of research and development in driving innovation. 

KEY TAKEAWAYS

• Fluker Farms is recognized as America's largest insect company, supplying a wide range of insect products to major pet retailers like PetSmart and Petco. This diversification into the pet industry has provided a year-round revenue stream compared to the seasonal fishing bait market.
• The company offers unique products such as canned crickets, fresh vacuum-packed crickets, and freeze-dried options. This variety caters to different consumer needs and preferences, especially in regions with restrictions on live insects.
• Collaborating with universities and focusing on research and development is crucial for Fluker Farms. This investment helps in innovating and improving product offerings, ensuring they remain competitive in the market.
• There is a significant focus on black soldier fly production, which is seen as a sustainable protein source for animal feed. The company aims to lower production costs to compete with traditional protein sources like chicken meal and fish meal.
• The potential for growth in the insect protein market is substantial, particularly in animal feed. The partnership with Soldier Fly Technologies is expected to enhance production capabilities and market reach, paving the way for more innovative products in the future.

BEST MOMENTS

"I think the future of it [insects] is in animal feed rather than in human food per se. But I think just as a replacement to things like soy, it’s such an important thing."

"I want to make sure that the price I produce it at I can sell it at, and I can sell it to them for a price that's lower than what they actually think."

“You do fresh vacuum packed crickets, like the freeze dried crickets, it's quite a massive range. I've seen the canned crickets, but the fresh vacuum packed ones look brilliant to be honest. I think it just opens up so many more market streams and also convenience.”

“I know America moves so much quicker in terms of laws, and I think that's what makes America a really great country in terms of being stationed there and actually having your business there. It's the ability to move and talk to your legislators and actually get things sorted out.”

HOST BIO

Clayton Payne is an industry veteran of three decades of working in the pet industry. Brought up working in his parents' pet store, Clayton has seen the industry evolve over five different decades and has been on the cutting edge of the industry since the nineties. Building pet businesses from scratch, establishing multi-national distribution chains and having worked in every aspect of the industry, Clayton has a rare insight into the Pet Industry that is rivalled by few. 

Clayton has been the spearhead of many of the industry's changes and has introduced numerous new concepts to market with a trail of success behind him. He has worked in numerous countries within the pet industry, speaks four different languages and has established both import and export relationships on all continents (excluding Antarctica).

As well as being COO of one of the UKs fastest growing insect technology companies, Clayton is a Pet industry consultant who has consulted for many household brands and delivers sales training to pet trade professionals.

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