By Clayton Payne
Giving an in-depth look into all aspects of the pet Industry, Pet Business Disruptors tackles everything practical you need to know to succeed in the pet industry. Whether it's starting a pet busin
... more
The podcast currently has 21 episodes available.
In this episode, Shirley Yap, founder and owner of Arowana, shares her journey into the pet product distribution market in Hong Kong and Singapore. Transitioning from a background in finance and legal work, Shirley discusses her passion for animals and the inspiration behind starting her business during the SARS outbreak in 2003. She highlights her initial challenges, including language barriers and market understanding, and recounts her first partnership with the Italian pet food brand, Almond Nature. The conversation delves into the competitive landscape of the pet industry, the importance of quality and branding, and the unique dynamics of the Hong Kong and Singapore markets, including regulatory differences and consumer behaviour. Shirley also emphasises the significance of long-term partnerships with brands and the evolving trends in pet ownership, showcasing the resilience and adaptability required to thrive in this vibrant and challenging sector.
KEY TAKEAWAYS
Transition from Finance to Pet Industry: The founder transitioned from a finance and legal background to the pet industry out of a desire for a lifestyle change and a passion for animals, particularly rescue dogs and cats.
Market Entry Challenges: Entering the Hong Kong market requires understanding local consumer behaviour and navigating a competitive landscape with minimal barriers to entry.
Importance of Quality and Branding: Quality is paramount when selecting brands for distribution. A strong brand presence and ethical practices are also crucial, as consumers increasingly seek high-quality, sustainable products for their pets.
Differences Between Hong Kong and Singapore: The regulatory environment for pet food imports is much stricter in Singapore compared to Hong Kong, where there are no pre-qualification requirements.
Evolving Retail Landscape: The pet retail landscape in Hong Kong is shifting from traditional pet shops to more modern, lifestyle-oriented stores and e-commerce platforms.
BEST MOMENTS
"I was frustrated as a consumer... trying to find high quality food or nice products." - Shirley
"It's a survival of the fittest, so to speak." - Shirley
"I think quality is paramount importance." - Shirley
"It's not just about money, but it's about the strategy." - Clayton
"I don't do business with those that sell livestock." - Shirley
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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode of Pet Business Disruptors, Clayton and Marina sit down with Claire Harris, the founder of Pets to Places, the world's first pet taxi franchise. Claire shares her journey and the mission behind her business, which addresses the critical need for pet transportation services, especially for those who do not drive. The conversation delves into the challenges pet owners face when trying to transport their animals to vets, groomers, and other essential locations, highlighting the growing trend of younger generations choosing pets over children. Claire passionately discusses the importance of proper pet restraint in vehicles, the lack of awareness surrounding pet safety during travel, and her plans to develop a range of crash-tested pet transport products.
KEY TAKEAWAYS
Need for Pet Transport Services: There is a significant demand for pet transport services, particularly for individuals who do not drive or have limited access to vehicles.
Changing Demographics of Pet Owners: The demographic of pet owners is shifting, with a growing percentage of younger individuals (ages 16 to 34) choosing pets over traditional family structures.
Safety and Restraint in Pet Transport: Proper restraint and safety measures for pets during transport are crucial. Many pet owners are unaware of the risks associated with unrestrained pets in vehicles.
Lack of Regulation and Education: There is a gap in legislation regarding pet transport safety, and many pet owners lack knowledge about the importance of using crash-tested equipment.
Market Opportunity for Innovative Products: There is a market opportunity for developing multifunctional pet transport products that are both crash-tested and suitable for everyday use, such as harnesses that can be used for walking as well as in vehicles.
BEST MOMENTS
"Pets to Places is the world's first pet taxi franchise. What is a pet taxi? I get that question a lot." - Claire
"There's actually a real, real need for the service just from the perspective that a lot of people don't have their own vehicle." - Claire
"People are always looking to get their pet to the vet they don't drive. Could you Why don't you do that?" - Claire
"The problem is with the sort of people taxis, as we refer to them, the normal taxis, they don't always take animals for various different reasons." - Clayton
"I think the legislation needs to change and I think it needs completely updating." - Claire
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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode of Pet Business Disruptors, Clayton interviews Marina Jennings, the manager of Wallace & Sons Pet Supplies, a unique pet store located within a petrol station in Cambridge. With over 20 years of experience in the retail industry, Marina shares her insights on effectively selling pet products and the advantages of operating in a high-traffic location. The conversation delves into the importance of customer engagement, the challenges of selling dog food, and the need for knowledgeable staff to guide customers in making informed choices. Marina emphasises the significance of understanding individual pet needs and the value of providing solutions rather than simply pushing products. The episode highlights the evolving landscape of the pet industry and the potential for convenience-driven retail experiences.
KEY TAKEAWAYS
Convenience and Footfall: The integration of pet supplies within petrol stations offers a unique advantage by leveraging existing foot traffic, making it convenient for customers.
Customer Engagement: Building rapport with customers is essential. Greeting them upon entry and asking open-ended questions helps gauge their needs without making them feel pressured.
Knowledge Sharing: Providing expert advice on pet products, including food and treats, can surprise and delight customers who may not expect such knowledge from a petrol station pet shop.
Problem-Solution Selling: Effective selling involves understanding the customer's pain points and offering solutions rather than simply pushing products.
Merchandising Strategy: In a setting where the shop is not always staffed, careful consideration of product placement and signage is crucial.
BEST MOMENTS
People want convenience. Buying online isn't always as convenient as what it should be." - Marina
"No one's feeding that to their dog with their devil horns going, I'm poisoning him." - Marina
"I always give them five minutes, because that's why I asked, was he in the medical aisle?" - Marina "If you're not actively selling and actively promoting to your clients, you're not going to survive in the long term." - Clayton
"Dog food is one of the few things where price does not equate to quality at all." - Marina
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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode of Pet Business Disruptors, Clayton interviews Sam Hanbury, co-founder of Doggy Doggy Yum Yum, a unique ice cream brand designed specifically for dogs. Sam shares the fascinating journey of how their human ice cream company transitioned into the pet food industry after noticing dog owners purchasing ice cream for their pets. He discusses the importance of using high-quality, dairy-free ingredients, and the brand's commitment to transparency and health. The conversation delves into the challenges and successes of marketing dog ice cream, the significance of branding, and the impact of social media on their growth. Sam also highlights their partnership with Dogs for Good, a charity that trains assistance dogs, showcasing their dedication to giving back to the community. As they look to the future, Sam hints at exciting new flavours and products on the horizon, emphasising the brand's playful identity and commitment to quality.
KEY TAKEAWAYS
Unique Product Development: The company, Doggy Doggy Yum Yum, was created in response to the observation that dog owners were buying regular ice cream for their pets.
Focus on Clean Ingredients: The brand emphasizes the use of minimal and clean ingredients, avoiding common emulsifiers and stabilizers found in many pet foods.
Effective Branding and Marketing: The playful branding and visual appeal of the product have contributed to its success.
Community Engagement and Giving Back: A portion of the profits from each tub sold is donated to dog charities, specifically Dogs for Good, which trains assistance dogs for individuals with disabilities.
Future Product Expansion: The company plans to introduce new flavors and products, focusing on seasonal and locally sourced ingredients.
BEST MOMENTS
We decided to create an ice cream for dogs that was specifically designed for them. It has no milk at all." - Sam
"Dog owners care more about what they're putting into their dogs than they care about what they're putting into themselves." - Sam
"If you sort of work backwards from what's the lowest price, and then can you match that or not? We won't." - Sam
"It's a treat. It should be enjoyed as a treat." - Sam
"I think much more possibly than the industry I'm in, there are so many good companies in the pet industry." - Clayton
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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode of the Pet Business Disruptors podcast, Clayton engages in an insightful conversation with Dr. Casey Bradley, president of the Sun Swine Group and a PhD animal nutritionist. They delve into the nuances of animal nutrition, discussing the differences between PhD nutritionists and board-certified veterinarians, and the importance of understanding dietary needs for various dog breeds. Dr. Bradley shares her expertise on the implications of high-protein diets, the role of grains in pet food, and the challenges of formulating diets that meet both nutritional requirements and consumer expectations. The episode also addresses common misconceptions about ingredients, the impact of marketing on consumer choices, and the significance of dietary variation to prevent allergies and intolerances in pets.
KEY TAKEAWAYS
BEST MOMENTS
"A board certified nutritionist... uses nutrition as a health intervention or a treatment plan with diseased animals." - Dr. Casey Bradley
"I like to say we're in the prevention stage versus the treatment stage." - Dr. Casey Bradley
"If it's good for me, it's good for my dog." - Dr. Casey Bradley
"Grain-free diets do help enhance the longevity by a year, year and a half in dogs." - Clayton
"You can still overfeed nutrition, certain nutrition components." - Dr. Casey Bradley
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.
SOCIAL LINKS
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode, Clayton welcomes Jon Patch, the legendary host of "Talkin Pets," a radio show that has been captivating audiences for over 34 years. They discuss the challenges and rewards of working with both domestic pets and wildlife, touching on topics such as animal rescue, the impact of captivity on wild animals, and the significance of zoos in conservation efforts. Jon shares personal anecdotes, including his encounters with celebrities like Betty White and Linda Blair, and reflects on the unconditional love pets provide.
KEY TAKEAWAYS
The podcast features a host who has been running a pet-focused radio show for 34 years.
Authenticity is crucial in connecting with audiences, especially in niche markets like pet care.
Advances in technology have transformed how shows are produced and broadcasted, allowing for remote connections and live interactions with audiences, which enhances listener engagement.
The discussion touches on the ethical considerations surrounding animal captivity, the role of zoos in conservation, and the significance of adopting rescue animals, showcasing a commitment to animal welfare.
Personal health challenges and experiences with animals have profoundly influenced the host's outlook on life.
BEST MOMENTS
"I think we're always going to have zoos... but the thing is that for me I like to see zoos that are kept up."
"It's tough actually, personally speaking, to see some of these orcas in those pools because they're gigantic."
"I do it for the love of, you know, the animals and helping. It's kind of like my giving back."
"If you watch animals, animals kill only for food. They don't start wars."
"I knew I ended up getting kidney disease... I said, if this is my last show, I'm doing my show."
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.
SOCIAL LINKS
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode, Clayton sits down with Chris Jones, the Managing Director of Peregrine Live Foods, the UK's leading distributor of reptile and live food products. Chris shares the fascinating history of Peregrine, which began 35 years ago as a small live food business founded by two scientists and has since evolved into a major player in the pet industry, employing around 170 people and serving over a thousand shops weekly. Chris also discusses the importance of independent pet shops in the reptile market, the challenges posed by Brexit, and the potential for international expansion.
KEY TAKEAWAYS
Peregrine Live Foods has transformed from a small live food distributor into a comprehensive supplier of reptile products.
The growth of Peregrine has been driven by strategic sales initiatives, product diversification, and capitalising on market trends, such as the boom in pet ownership during the COVID-19 pandemic.
Independent reptile shops play a crucial role in the market by introducing new customers to the hobby. These shops often provide better education and ethical practices compared to larger retailers.
Reptile owners tend to spend significantly on supplies, with average monthly expenditures ranging from £100 to £200. This highlights the potential profitability for pet shops that cater to reptile enthusiasts by offering a variety of products, including live food and specialised care items.
Peregrine is looking to expand its reach beyond the UK by exporting its brands, particularly in the aquatic and reptile sectors.
BEST MOMENTS
"Peregrine started about 35 years ago... they were essentially scientists working in a laboratory studying insects for the purpose of pesticides."
"I think getting up to a million is difficult, but once you hit the one million... it takes some pretty strong strategies and pretty strong new brands."
"We started to build that a little bit more. We've bought out another company since then, Fish Science... and yeah, some big plans coming in the next couple of years."
"I think there's definitely been a thinning out. I think what is true is that with the internet, people who are morally dubious get found out now very easily."
"We have around 7.5 million to 8 million reptiles in the UK, somewhere in the region of a million owners. It's not insignificant."
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 rivaled by few.
As well as being COO of one of the UK's 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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
Welcome to the latest episode of Pet Business Disruptors!
In this exciting installment, host Clayton sits down with Harry Bremner, the founder of Tuggs, a groundbreaking dog food company that is changing the game in the pet food industry.
Tuggs stands out by blending traditional animal proteins with insect proteins, specifically black soldier fly larvae, to create a nutritious and sustainable dog food option.
Discover how Harry's journey began with a curiosity about entomophagy and evolved into a mission to improve dog health and reduce reliance on livestock.
In this episode, you'll learn about:
Join us as we explore the innovative world of pet food and how Tuggs is paving the way for healthier, more sustainable options for our furry friends.
Don't forget to like, subscribe, and hit the notification bell for more insights into the pet business industry!
Links: Visit Tuggs: https://www.tuggs.uk/
Follow us on LinkedIn: Harry Bremner
Follow me on TikTok: @petbusinessdisruptors
In this episode, Clayton interviews Anne Carlson, the founder of Jiminy's Dog Food, a pioneering brand in the alternative protein market that specializes in insect protein for dogs. Anne shares her journey of introducing cricket protein into the pet food industry, discussing the challenges of regulatory approval and consumer education. The conversation delves into the unique health benefits of insect protein, including its positive impact on gut health, oral hygiene, and overall dog wellness. Anne emphasizes the importance of understanding consumer needs and the evolving landscape of pet nutrition, highlighting how Jiminy's has adapted its marketing strategy to focus on health benefits while still promoting sustainability.
KEY TAKEAWAYS
BEST MOMENTS
"We started with the crickets because they are the gateway bug, the easiest one for the consumer to wrap their head around."
"When I look at my dog, I am always thinking about his health. I care about his health and making the right choices for him."
"It was a hard sell. It was really interesting to see people's reactions."
"We need to focus on what makes people part with their money and it's so important it gets lost a lot."
"The insect protein delivers all of the essential amino acids that the dogs need in the right quantities and it's digestible."
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 rivaled by few.
As well as being COO of one of the UK's 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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
In this episode Clayton interviews Lara McCullough , the owner of Karnlea, a company specializing in high-quality pet supplements. Lara shares her journey in the pet industry, which began 20 years ago out of a personal need to help her rescue dog with dietary issues. The conversation delves into the evolution of the supplement market, the importance of quality and transparency in pet nutrition, and the challenges of distribution for new brands. Lara discusses the unique aspects of her products, including bone broth and goat milk supplements, and emphasizes the significance of education for both retailers and consumers in making informed choices.
KEY TAKEAWAYS
Market Timing and Product Development: The launch of the bone broth product was well-timed with the growing interest in pet nutrition and the rise of raw feeding. The company identified a gap in the market for convenient, shelf-stable bone broth, which contributed to its success.
Importance of Quality and Transparency: The company emphasizes the significance of high-quality ingredients and transparency in sourcing. They ensure their products are tested by independent labs and produced in human-grade facilities, which builds trust with consumers.
Education as a Key Strategy: Educating both retailers and consumers about the benefits and proper use of supplements is crucial. The company offers training sessions for retailers to help them understand the products better, which in turn aids in selling them effectively.
Distribution Strategy: The company utilizes a combination of direct sales and partnerships with wholesalers like Pedigree and Well-Fed Pets. This multi-channel approach helps them reach a wider audience while accommodating the needs of smaller retailers through starter packs and low minimum order quantities.
BEST MOMENTS
"I couldn't get him to eat kibble... I was desperately searching for something to help me with his skin."
"We wanted somewhere that could make our product and immediately pack it... fresh as can be, you're not losing any of the nutrients."
"You might think you might be getting a better value product, but you would need to give three times as much to get the same out of it."
"It's all about education... if you want to have a Zoom call and a bit of training with me on the product, that's no problem."
"It's an easy upsell if the shops know how to do it; it's a really easy upsell for them."
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.
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.
https://www.linkedin.com/in/clayton-payne-a6772244/
https://www.tiktok.com/@petbusinessdisruptors
https://www.youtube.com/@PetBusinessDisruptors
The podcast currently has 21 episodes available.