summaryIn this conversation, Clayton Payne and Sam discuss the recent shift of Royal Canin towards fresh pet food, exploring the implications for the pet food industry, market dynamics, and the challenges posed by subscription models. They analyze the impact on premium kibble brands and the role of private equity in shaping business strategies. The discussion highlights the tension between recurring revenue models and traditional profitability, questioning the sustainability of current business practices in the pet food sector.takeawaysRoyal Canin's new fresh food line is a significant shift.The pet food industry is seeing a move towards fresh food.Subscription models are becoming a challenge for traditional pet food brands.Premium kibble brands are at risk due to the rise of fresh food.Distribution logistics are crucial for fresh pet food success.Private equity is influencing the pet food market dynamics.Recurring revenue models are prioritized over profitability by many companies.The fresh food market legitimizes the sector and attracts investment.Companies need to adapt to changing consumer preferences for pet food.The future of pet food may involve a blend of fresh and traditional options.titlesRoyal Canin's Bold Move into Fresh FoodNavigating the Pet Food Market LandscapeSound Bites"They could buy the farmer's dog.""Why wouldn't they do it?""Premium kibble is in trouble."Chapters00:00Royal Canin's Shift to Fresh Food02:39Market Dynamics and Competition in Pet Food05:05Strategic Decisions: Acquisitions vs. In-House Production07:59Distribution Challenges for Fresh Pet Food10:47Impact of Major Brands on D2C Fresh Food Companies12:59The Future of Premium Kibble15:36Recurring Revenue Models in Pet Food Industry18:16The Sustainability of D2C Pet Food Businesses
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27:00
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27:00
Fresh food and Vets
In this episode, Clayton and Sam discuss the latest financial results from Pets at Home, highlighting the success of their Vets for Pets model amidst challenges in the retail sector. They explore the impact of subscription models on pet food sales and the potential for fresh cooked food to revolutionize the market. The conversation also delves into the growing trend of vegan pet food, examining its appeal and viability in the broader pet food industry.takeawaysPets at Home reported a 13% rise in practice revenues.Vets for Pets is a strong model compared to retail.Retail profits for Pets at Home fell by 16.6%.Subscription models are taking a significant share of the market.17% of the UK pet food market is now subscription-based.Fresh cooked food could be a game changer for retailers.Vegan pet food is growing but remains a niche market.The appeal of vegan pet food is limited to a specific consumer base.Customer churn in pet food is high, with frequent changes in brands.The market for vegan pet food may not be sustainable long-term.titlesPets at Home's Financial SuccessThe Rise of Vets for PetsSound Bites"Vets for Pets is a phenomenal model.""Retail is very, very hard.""We need to put fresh food into stores.""Cooked food can save Pets at Home.""Riches are made in niches."
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24:23
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24:23
Working dog food now with Canagan
summaryIn this episode, Clayton and Sam discuss the innovative business model of Kanigan, which is rolling out a new working dog food exclusively through independent retailers to promote local shopping. They explore the challenges faced by independent pet shops in adapting to market changes and the complexities of the working dog food market, including the implications of VAT exemptions and the potential for premiumization. The conversation highlights the need for better support and strategies for independent retailers in a rapidly evolving industry.takeawaysKanigan's new working dog food is exclusive to independent retailers.The business model incentivizes local shopping and supports pet shops.Independent retailers face challenges in adapting to market changes.Many pet shop owners lack business acumen and market awareness.Working dog food is often a term used for tax evasion.Premiumization in dog food is a growing trend.Farmers typically prioritize cost over quality in dog food.The market for working dog food is complex and competitive.Tax loopholes play a significant role in pricing strategies.Support for independent retailers is crucial for their survival.titlesRevolutionizing Pet Food DistributionThe Struggles of Independent Pet ShopsSound Bites"It's a very long play.""It's a clever play and it helps everyone.""Working dog food is just a bullshit term.""It's a tax loophole.""Thanks, Dave."
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21:45
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21:45
The Future of Cat Food and Pedigree Wholesale
In this conversation, Clayton and Sam discuss the evolving landscape of the pet food industry, particularly focusing on the cat consumer market. They explore the strategies of Jolly's in targeting cat owners, the changing habits of consumers towards premium pet food, and the challenges faced by independent retailers. The discussion also touches on the role of veterinary services and the positioning of major players like Pedigree in the market. Overall, the conversation highlights the need for innovation and adaptation in the pet retail sector to meet the demands of modern consumers.takeawaysJolly's is focusing on the cat consumer market, which is often overlooked.Consumer habits regarding pet food are slowly changing towards premium options.The cat food market has potential for growth, but it requires time and education.Veterinary services could play a significant role in pet retail strategies.Independent retailers face challenges in maintaining margins and product quality.Pedigree needs to modernize its offerings to better support independent retailers.There is a disconnect between what wholesalers offer and what independent retailers need.The pet food industry is evolving, and companies must adapt to stay relevant.Long-term strategies are essential for companies like Jolly's to succeed in the cat market.The conversation emphasizes the importance of ethical product offerings in pet retail.Sound Bites"There's a huge market there and there is a huge knowledge gap.""I think there is a market for cat and I do think there is a market for cat only.""Are customers habits going to change whereby they are going to choose to go to Jolly's?""This is a very long term play by Jolly's.""If you really want to support independence, do stuff to support independence.""The world is changing and it's changing fast.""We still need your products. So please keep supplying us."Chapters00:00The Cat Consumer Landscape04:00Changing Consumer Habits09:09Jolly's Long-Term Strategy11:55The Role of Veterinary Services17:49Challenges for Independent Retailers19:46Pedigree's Market Positioning32:06The Future of Pet Food Retailing
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32:05
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32:05
Guerilla Marketing vs Online marketing, The future of DTC
In this conversation, Clayton and Sam discuss innovative strategies for selling pet products, contrasting scrappy, direct customer engagement with digital marketing approaches. They explore the challenges of direct-to-consumer (DTC) business models, particularly in the pet industry, and emphasize the importance of adapting to changing consumer preferences and market dynamics. The discussion highlights the need for retailers to innovate and compete effectively against larger DTC brands, while also addressing the evolving landscape of pet retail.takeawaysPoured Drinks' success highlights the value of direct customer engagement.Marley Bones focuses on digital marketing but may lack personal connection.Face-to-face interactions remain crucial in sales.DTC models can be capital intensive and risky.Retailers need to adapt to changing consumer preferences.Independent pet stores must stock competitive products.The pet industry is evolving, and retailers must keep pace.Customer acquisition costs can vary significantly in DTC.Building relationships with customers is essential for long-term success.Market dynamics can shift quickly, requiring agility from businesses.titlesInnovative Strategies for Selling Pet ProductsThe DTC Business Model DilemmaSound Bites"Go to where the people are.""People buy from people.""Sell them a better product.""The consumer has moved on.""This is how it is today."
Real Pet Industry News brings you raw, unfiltered commentary on the latest trends, controversies, and innovations shaping the pet industry. Hosted by Clayton Payne (Pet Business Disruptors) and Sam Muelas (Dog and Cat Nutrition on YouTube), this podcast cuts through the noise to deliver real talk on everything from pet food scandals to game-changing business moves. Whether you're a pet industry pro, entrepreneur, or just a passionate pet owner, Clayton and Sam break it all down with expert insight, sharp opinions, and no-nonsense discussions.
UK