Episodes

  • Bugalugs in Aldi and Pet Industry innovation

    Bugalugs in Aldi and Pet Industry innovation
    Jul 14 2025
    summaryIn this episode, Clayton and Sam discuss the rapid rise of Bugalugs in the pet industry, the implications of their brand presence in big box retailers like Aldi, and the potential risks to independent pet shops. They delve into the importance of brand perception and the long-term sustainability of businesses in the pet market. The conversation shifts to the role of scientific research in pet food, questioning the credibility of industry standards and the influence of large corporations. Finally, they explore recent innovations in pet products, highlighting both promising developments and marketing gimmicks.
    takeaways
    • Bugalugs' growth may threaten independent pet shops.
    • Brand perception is crucial for long-term success.
    • Big box retailers can devalue premium brands.
    • Scientific studies in pet food can be biased.
    • Industry influence often overshadows genuine research.
    • Probiotics may not be the best long-term solution.
    • Innovation in pet products is essential for market growth.
    • Consumer perception can be easily swayed by pricing.
    • The pet industry is evolving with new voices and ideas.
    • Marketing gimmicks can mislead consumers about product quality.

    titles
    • The Bugalugs Dilemma: Growth vs. Brand Integrity
    • Navigating Brand Perception in the Pet Industry

    Sound Bites
    • "Why would you compete?"
    • "It's the same brand!"
    • "Kick them out!"

    Chapters00:00The Rise and Risks of Bugalugs
    02:07Brand Perception and Market Dynamics
    07:32The Role of Institutions in Pet Food
    10:53Leadership Changes in Pet Food Industry
    25:26Innovations in Pet Products
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    29 mins
  • Vegan Cats and M&As

    Vegan Cats and M&As
    Jul 7 2025
    summaryIn this episode, Clayton and Sam discuss the controversial topic of vegan cat food, highlighting the nutritional deficiencies and regulatory concerns surrounding it. They also delve into the representation of women in the pet industry, emphasizing the significant contributions of female founders. The conversation shifts to the recent acquisition of several pet food brands by Subridge Pet Supplies, analyzing the implications for the market. Finally, they explore the future of wholesaling in the pet industry, advocating for a more transparent and efficient model.
    takeaways
    • Vegan cat food raises significant nutritional concerns.
    • Cats are obligate carnivores and require animal-based nutrients.
    • Vet approvals for pet food often lack rigorous standards.
    • The vegan pet food trend is controversial and complex.
    • Women make up a large percentage of the pet industry workforce.
    • Business success is driven by product quality, not gender.
    • Legacy pet food brands may lack innovation and relevance.
    • The current wholesaler model is outdated and inefficient.
    • A more transparent wholesaling approach could benefit the industry.
    • Collaboration among retailers can lead to better pricing and product sourcing.

    titles
    • The Controversy of Vegan Cat Food
    • Empowering Women in the Pet Industry

    Sound Bites
    • "Cats are natural obligate carnivores."
    • "Vet approved? What does that even mean?"
    • "These brands are just legacy brands."

    Chapters00:00The Rise of Vegan Cat Food
    10:48Female Founders in the Pet Industry
    16:38Acquisition of Pet Food Brands
    23:32The Future of Wholesaling in the Pet Industry
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    28 mins
  • Royal Canin's Fresh food

    Royal Canin's Fresh food
    Jun 30 2025
    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.
    takeaways
    • Royal 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.

    titles
    • Royal Canin's Bold Move into Fresh Food
    • Navigating the Pet Food Market Landscape

    Sound 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 Food
    02:39Market Dynamics and Competition in Pet Food
    05:05Strategic Decisions: Acquisitions vs. In-House Production
    07:59Distribution Challenges for Fresh Pet Food
    10:47Impact of Major Brands on D2C Fresh Food Companies
    12:59The Future of Premium Kibble
    15:36Recurring Revenue Models in Pet Food Industry
    18:16The Sustainability of D2C Pet Food Businesses
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    27 mins
  • Fresh food and Vets

    Fresh food and Vets
    Jun 22 2025
    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.
    takeaways
    • Pets 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.

    titles
    • Pets at Home's Financial Success
    • The Rise of Vets for Pets

    Sound 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 mins
  • Working dog food now with Canagan

    Working dog food now with Canagan
    Jun 16 2025
    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.
    takeaways
    • Kanigan'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.

    titles
    • Revolutionizing Pet Food Distribution
    • The Struggles of Independent Pet Shops

    Sound 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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    22 mins
  • The Future of Cat Food and Pedigree Wholesale

    The Future of Cat Food and Pedigree Wholesale
    Jun 9 2025
    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.
    takeaways
    • Jolly'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 Landscape
    04:00Changing Consumer Habits
    09:09Jolly's Long-Term Strategy
    11:55The Role of Veterinary Services
    17:49Challenges for Independent Retailers
    19:46Pedigree's Market Positioning
    32:06The Future of Pet Food Retailing
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    32 mins
  • Guerilla Marketing vs Online marketing, The future of DTC

    Guerilla Marketing vs Online marketing, The future of DTC
    Jun 2 2025
    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.
    takeaways
    • Poured 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.

    titles
    • Innovative Strategies for Selling Pet Products
    • The DTC Business Model Dilemma

    Sound 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."
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    25 mins
  • Understanding the UK Pet industry

    Understanding the UK Pet industry
    May 26 2025
    summaryIn this episode, Clayton and Sam discuss the intricacies of importing pet products into the UK, highlighting the unique landscape of the pet industry, the role of wholesalers, the impact of Brexit, and effective marketing strategies. They emphasize the importance of understanding the market and building relationships through trade shows and targeted communication.
    takeaways
    • The UK is a highly developed market for pet products.
    • There is a growing demand for pet products in the UK.
    • Private equity is increasingly influencing the pet industry.
    • Wholesalers play a crucial role in distribution.
    • Navigating the import process can be complex and costly.
    • Brexit has introduced new challenges for importing pet products.
    • Effective marketing requires understanding the target audience.
    • Trade shows provide valuable networking opportunities.
    • Transparency in communication can set businesses apart.
    • Understanding the market is key to successful entry.

    titles
    • Navigating the UK Pet Industry
    • Importing Pet Products: A Guide
    • Understanding Wholesalers in the Pet Market

    Sound Bites
    • "The UK is a great place to do business."
    • "People love their dogs in this country."
    • "The landscape shifted to private equity."
    • "Trade shows are always a great idea."
    • "Come with a strategy to trade shows."
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    28 mins