From Sally's Desk... Dear Groomers... Changes Have you noticed our new look? It is fresh, open and contains a lot more reading than our previous issues. We have expanded the magazine. And we are leaning a lot more on you, the groomer. I want you to be a vital part. I want to move back to the basics of Groomer to Groomer, while we move forward and open new horizons for our industry. There are changes afloat retailing, daycare, licensing, and more. Our industry is being noticed by large corporations and they are moving in a big way. I remember our biggest grooming show with about fifteen booths about twenty-five years ago. My Mother, the second groomer in Central Pennsylvania, had NO shows for her to see in 1956 when she started grooming! Not one industry show. Now, Groom Expo has about 180 booths and over 3,000 attendees! Tell me that's not growth and change. So, we want to change with it. And that is what our new look is about. We want more input from you. More articles and more ideas. If you would like to communicate more with GTG, be sure and send us your email address. I am big on email, and I send out emails frequently. I would like to keep in touch and I frequently request articles and responses through email (Groomer Roundtable is an example). So change with us will 'ya? Wisdom As I age, I hope I am growing with wisdom. Sometimes, I think I am, and other times I feel like I make the same old mistakes over and over again. Gwen would probably attest to the later. In the next few issues, I hope to drop a few "wisdoms" that I have learned over the years of running a business. Some will be things I learned when I had a small one person grooming salon, perhaps like you. Some will be more recent discoveries as I run a larger, employee-driven corporation. But business principles are business principles, regardless of the type and size of a business, and they apply universally to us all. I would love to hear your business wisdoms, too. Tell me your problems and solutions as we go along. I may try to include them here. I love Proverbs. Perhaps you have noticed my little Proverbial Wisdom spots in past magazines. Proverbs are nuggets of wisdom. I am not setting myself up to be "holier than thou". That is the farthest thing from what I would like to do. As a matter of fact, I fail, I fall and I falter much more than I like. But, step by step, with a proverbial nugget well placed, I have become successful. This is an odd Proverb to start my series off, but I think you will understand as I go along. This one says "Do not muzzle an ox while it is treading out the grain." What the heck is that about? Well, I am no farmer, and employees are not livestock, so don't get me wrong, but this is what I have found in this wisdom. In olden days, I assume oxen were tethered to a grinding wheel. Round and round the animal would tread, as grain was feed into the wheel. It was a thankless, boring job. But along the way, a good farmer rewarded his ox with some of the grain for his hard work. Over the years, when there are hard efforts in our business, I have tried to reward our employees with some of the results from their hard work. When they pull together and do an exceptional job, they get a nice reward, if we can afford it. Take Groom Expo, which was just over. It always amazes me that the Herculean effort it takes on the part of our staff to work together to get that job done. They put in 40-50 hours of work in one weekend. They give up their family and personal life to see this show happen. I could never accomplish it alone. Our employees stretch their emotions, endure frustrations and punish their bodies in an effort to accomplish my dreams. And they do it with a good spirit. Does that deserve a reward? It does. And after a successful show, they receive a day off with pay, a nice overtime paycheck, but more importantly, a bonus. As big as I can possibly afford. One by one, Gwen and I call them into the office and talk about the good work they did at the show. I write down their recommendations for improvements for the next year, and try to fix the problems. And then we give them a bonus. More often than not, a huge grin passes their face and sometimes tears flow. Why? They know that they deserve it. But, they appreciate the recognition of a job well done. I almost think that appreciation is the best part, not always the money. Money is nice, but the pat on the back may be more important. And heaven knows, I am often the most lacking in passing that on to our great staff. So what can you do in your salon? When you have a particularly difficult grooming day? Take everyone out for dinner or a show, buy subs or pizza the next day, pass out a few bucks, or a shopping card for $25, etc. Shopping cards are nice on the spot incentives that can be given quietly to an employee to recognize a special effort. But do something. Employees don't HAVE to work hard for us. But they do. Give them a special blessing for the effort. God bless you. Sally sally@barkleigh.com   Vero Da Sylva Makes History! First Triple Crown Winner of the Grooming World! By Kathy Hosler Everyone knows about the Triple Crown of Horse Racing and what a spectacular and elusive feat it is to win it. Well now, the grooming world has a Triple Crown of its own and has just crowned its very first Triple Crown winner! Vero Da Sylva captured the largest jackpot in the history of grooming contests at the 2004 Groom Expo and ABT. Vero was the first contestant to win three Winners Circle Tournaments to claim an astounding jackpot of $20,000.00. And, she also received a cash prize of $2500.00 from Nature's Specialties and a huge trophy. The excitement had been building with each Winners Circle Tournament as the jackpot climbed ever higher. Enthusiastic contestants vied for the top prize, which would bring them one step closer to that colossal jackpot. Yes, that jackpot had grown to $20,000.00 and Vero Da Sylva has become the very first person to win the Triple Crown of Grooming. Just how does a groomer acquire the skills and talent to win the biggest jackpot in all of grooming history? Vero Da Sylva has only been grooming for ten years. Her career began when Vero was living in France and was searching for a job. She took her Poodle to be groomed and asked the shop owner if he needed help. She started out at the shop by bathing and soon she picked up clippers. Then Vero attended grooming school for six months. Vero also learned a lot by going to dog shows and watching the various breeds being groomed. In 1994, Vero entered her first grooming competition, just six months after she began grooming. "I decided to enter a grooming competition just to see what it was like and to see if I would like it," recalls Vero. She was a natural, and Vero earned the first win of her career to become The Best Young Groomer in France. In 1999, Vero Da Sylva came to the United States. Twickenton's in Dedham, Massachusetts is her home base. Since her arrival, Vero has entered many, many grooming competitions and has become an industry icon. Vero has a long and impressive list of awards. She has been a big winner at the World Cup Games and has been named Best International Groomer at Intergroom. Vero is also a proud member of Groom Team USA. Last year she finished in first place in the Groom Team standings, and she is currently holding first place this year. Vero LOVES competing! She is on a never-ending quest for perfection. "I try to do my best every time I compete," Vero states. "Competing can be very stressful and tiring," she continues. "There is a lot of pressure and much preparation, but I love it!" The Nature's Specialties Winners Circle Class was held Sunday morning at Groom Expo. Vero already had two Winners Circle wins, and she knew she had a chance to walk away with the largest jackpot ever offered for a grooming contest. The dog she entered with was a stunning black miniature Poodle. "He was a rescue dog," Vero explains. "He has an awesome temperament and was great on the table." As the Winner's Circle Tournament began, the contestants skillfully began clipping and scissoring their entrants into masterpieces. During the contest's Sally's Break, Vero was wrestling with herself. "I was working on a black dog and doing a very difficult trim. I didn't see how I could ever get finished in the allotted time." Then Vero gathered all the strength, skill, and speed she could summon, and buckled down to do some serious grooming. Soon, scissors were down, and the judging began. As the moment neared for the winner to be announced, Vero's heart was pounding and butterflies were holding a convention in her stomach. Vero recalls the historic moment when her name was announced as the winner of the Nature's Specialties Winners Circle Tournament and the $20,000.00 Triple Crown Jackpot! "When they called my name, I said, 'Oh, my God!'" recalls Vero excitedly. "The feeling in my body was sort of weird, and my legs went all wobbly! It's hard to explain how I feel," Vero exclaims, "but it's wonderful!" Vero has worked so hard. She deserved this win," exclaims Christine DeFilippo, owner of Twickenton's. "I'm so happy for her! The entire staff of Twickenton's is a very big support group for Vero." Does Vero have plans for the jackpot money? You bet she does. Vero has several projects in the works. Some of her projects are still in the planning stage, but she does have one that she can share with Groomer to Groomer readers. "I would like to go back into the show ring as a professional handler," says Vero. "And maybe at some point I may become a judge." With a quick chuckle, she adds, "Maybe I could win the Triple Crown Jackpot again!" Vero is quick to point out that she is immensely proud to have won the Nature's Specialties Winners Circle Tournament and the Triple Crown Jackpot, but she is also very proud of all her fellow competitors for what they have done to improve the industry. Vero wants to thank everyone who has helped her to improve her grooming skills. Vero especially wishes to thank her mentor, Chris Pawlosky, who helped Vero tremendously along the way. Since Vero Da Sylva's career began, she has pushed herself to become the very best she can be. She has spent countless hours perfecting her skills and fine-tuning every snip of her shears and every swipe of her clippers. In just ten short years, the awesome Vero Da Sylva went from a complete novice to the first winner of the Triple Crown Jackpot at the Nature's Specialties Winners Circle Tournament. Could you be the next Triple Crown winner? Groom Team Sanctioning... Added to upcoming Barkleigh Shows Barkleigh Productions, Inc. has chosen to reinstate Groom Team sanctioning back into major Barkleigh show contests, for a two year trial period. Over five years ago, Barkleigh President, Sally Liddick, voluntarily removed Groom Team sanctioning after a bitter dispute in the grooming community, over the newly introduced International Judges Association panel judging system. "It has been a difficult road to this point," says Liddick about the break. "People took sides on what turned out to be a revolutionary judging system. But, looking back, I feel it has been beneficial. There has been a lot of growth and understanding on both sides." Liddick feels the hiatus has been good for the newly formed IJA as it has provided time to work out all the bugs, come up with solid rules for a variety of classes, and establish judging criteria. "We have a mature and focused judging association, now," says Liddick. Liddick took the steps to initiate the new panel judging system in 1999 in an effort to create what she felt was the fairest judging system available for Barkleigh events. "Prize money was becoming very large, and groomers put so much money and effort into competing that I wanted as fair a judging system as possible. One of the things that Directors John and Vivian Nash, and I agreed on was that active contestants could not be judges and that show management would never be permitted to select judges. These things were primary to me," said Liddick. Another revolutionary step was the institution of a break midway through the contest. "This gave contestants and dogs a chance to get away from the grooming table, relax for a few minutes, and then go back to the competition," said Liddick. "This move, as well as before and after photos of contestants and dogs, rocked the grooming world," continued Liddick. "It shocked us all. Groomers and show organizers took sides in what turned out to be a revolutionary change. We weren't trying to change how others ran their shows just our own." "New ideas often meet with resistance," says Vivian Nash, co-director. "And go through a period of testing. But we all learn and grow through these things. It is a maturing process for the industry." The five year hiatus from Groom Team sanctioning has offered IJA an opportunity to solidify rules and procedures, which, in retrospect, has made IJA very strong," continued John Nash, Co-Director of IJA. "Although the grooming community has gone through some painful times, it has all worked out for the best and has made the contest world better." Groom Team sanctioning of Barkleigh shows will begin with the 2005 Contest Season at Groom & Kennel Expo in February at Burbank, California. Points will not just be offered to Americans in competition, but it is hoped Canadians and other countries may be able to get points for their respective home teams. "Barkleigh shows are international events, and we want to support the grooming community worldwide, not just in the US," says Liddick. John Nash was asked how Groom Team points will be awarded in IJA contests. "Level Three, our IJA Expert Division, will become the elite Groom Team division," says Nash. "Instead of the usual equal awards of Difficulty, Profile and Technical in Level 3, IJA will award First, Second and Third for Groom Team points. Best in Show will remain the same and Best All Around Groomer can be easily determined." It is expected that Pet Quest in Lansing, Michigan, will be added to the slate of Groom Team sanctioned shows in 2006. For contest rules, request Reader Service Card #1372. Reactions from the grooming community follow: Shirlee Kalstone, author, speaker, judge and founder of Intergroom... "I'm happy to hear that, starting in 2005, Barkleigh grooming contests will be GroomTeam sanctioned. It should have happened sooner, especially for Barkleigh whose competitions throughout the country have attracted substantial entries. Since GroomTeam was implemented in the late 1980s, the program has become a powerful incentive for groomers to earn points that might qualify them to become team members representing the United States in world competition. This is an honor that American groomers dream about. And many of them plan their yearly itineraries around sanctioned competitions. Now they will be able to compete at Groom Expo and more and earn points for their wins at the same time." Kim Laube, President of Kim Laube and Company, equipment and shampoo manufacturer "I am pleased to see the grooming industry becoming unified with Groom Team, Barkleigh and the whole judging issue being resolved. It is a step towards maturity for this industry." Teri DiMarino, Groom Team Treasurer and IJA Sanctioned Judge... "Barkleigh Productions' decision to apply for GroomTeam USA contest sanctioning for their Groom Expo in Hershey, PA and Groom & Kennel Expo in Burbank, California, is a positive step for the entire grooming industry. With grooming competitions playing a key roll in consistently inspiring style in the salon, the addition of these two IJA judged events insures that competitors from coast to coast will have two more major events in 2005 in which to contend for the coveted spots with GroomTeam. It is most pleasing to see the California contest sanctioned, as California has been a 'dry state' for GroomTeam hopefuls." A Review of GROOM EXPO "Fabulous! It was absolutely fabulous!" exclaims the Fairy God Groomer, as she describes the 2004 Groom Expo and Animal Behavior and Training Expo held recently in Hershey. "The entire show was fascinating!" Yes, the 2004 Groom Expo was one for the record books. Once again the magnificent Hershey Lodge and Convention Center was the weekend home for pet care professionals from all over the world. To say that there was something to interest everyone attending the show would be a vast understatement. With seminars on grooming, boarding, training, animal health and wellness, mobile grooming marketing and business topics, wonderful trips, grooming, contests and more, more, more, it was the weekend of every groomer's dreams. Fortunately, The Barkleigh Bunch, once again offered the "Do It All Package" to Groom Expo attendees, and there were many groomers that planned to do just that. Armed with notebooks, comfy shoes, plastic money, and a plan to cram as much learning, laughing, shopping and sharing into one weekend, as is humanly possible, groomers stream through the doors of the convention center. Yippee!!! Groom Expo is up and running! Groom Expo's official greeter, Mr. Frank Brown, warmly welcomed first-timers and seasoned Groom Expo veterans alike. His wonderful booming voice could be heard all weekend long, as he assisted attendees and just made you feel glad that you were able to attend. All the attendees happily shared an enormous fountain overflowing with all kinds of Hershey candy. Anticipating a weekend filled with fellow groomers, doggies and chocolate means "good-bye stress, hello adventure and renewal." Although Groom Expo has always been known as the "learning seminar," there were many opportunities for fun, fun, fun! As always, the Amish Fling was a wildly popular event. The weather was perfect as pet care professionals from all over boarded busses and shared a day filled with side-splitting laughter, shopping adventures and taste buds that were tantalized by the world famous Hershey's chocolate and local favorites like shoe fly pie. Others decided to start their Groom Expo experience by attending the two day Animal Behavior Conference that was conducted by Gary Wilkes. "There are only two kinds of behavior in dogs," Gary states, "the kind you can change, and the kind you can't change." From there, his fascinating, educational, and entertaining presentation revealed the secrets to achieving the behavior you desire. The Expo really kicked into high gear on Friday. There were daylong and evening seminars, the trade show opened, and the first of many grooming contests began. There was an exciting and challenging new contest this year. It was the FURminator Big Hairy Dog Contest. The object was to remove as much hair as possible from one big, hairy dog in fifteen minutes using only the Furminator de-shedding tool. With a name like that, you just had to watch the competition, and Wow! What a competition! It was fast and furious, and the fur was really flying. When the hair had finally settled, a gorgeous brown and white Newfie was declared the winner. Friday also featured the Petco Disco Doggie Dancing Competition held in the Off Lead Arena. Actually, the Off Lead Arena was a fascinating hub of activity all weekend long, with competitions, demonstrations and seminars/workshops. Saturday proved to be jam-packed with activities from morning till night. The first ever "Oprah type" interview featured Judy Bremer-Taxman interviewing a surprised Angie Porter a groomer extraordinaire and the inventor of the Furminator grooming tool. This profile of success interview provided an in-depth look of how Angie Porter invested in a grooming salon as a teenager and catapulted herself into a tremendously successful business owner and the inventor of a tool that has revolutionized the grooming industry. The audience had an opportunity to ask Angie questions about her success. The Profile of Success surprise interview was so well received that there are whispers of a sequel. Then I was off to the Biosecurity and Sanitation For Pet Care Facilities, presented by Dr. Eric Linn. I was almost afraid to go in. I had the feeling that hoards of huge, ugly germs, bacteria, and viruses would be lurking there, just waiting to pounce on us, but Dr. Linn assured everyone that "good hygiene and effective control methods should be part of your daily routine, and are a simple as ABC." Whew, what a relief. Even though it is not a subject any of us like to think about, we are all faced with it in our businesses. What is it? It is pet loss. "It is important for every pet care professional to be able to assist their clients all through the pet's life and also at their time of bereavement," emphasizes Steve Schaal of Matthews Cremation. He offered sensitive, yet practical solutions that pet care professionals could offer to their clients. Even with the "Do It All Package," there was no way I could ever begin to get to all fourteen seminar sessions that were presented Saturday morning. I went to the ones that I just "had to see," and thankfully, I was able to purchase audiotapes of some of the others that I wanted. After a terrifically busy Saturday morning, everyone had worked up a big appetite and headed for the Groom Expo Luncheon. The meal events are always popular at Groom Expo. Not only is the food always great, it provides a wonderful place for pet care professionals to network and socialize with each other. And, it's the perfect opportunity to have some Groom Expo fun. Everyone knows that laughter is the best medicine, and no one can fill that prescription like Judy Bremer-Taxman. But wait! What to our wondering eyes did appear? Why, it's the Fairy God Groomer! Judy transformed from her normal self into the magical Fairy God Groomer right on stage. Not only did she have everyone rolling in the aisles, sharing hilarious stories about things that happen to all of us, she told every person in the room just how important their job is and just how special each person is. The Fairy God Groomer made everyone feel truly loved and oh, so special. It was a wonderful bonding experience for everyone. Then, as a special finale to the luncheon, several lucky attendees had their business cards drawn, and they became the proud and excited winners of diamond rings. Wow! After the fabulous food, fun and fellowship at the luncheon, it was on to more seminars. Once again, Groom Expo attendees were treated to a bird's eye view, as industry greats demonstrated their skills and divulged their grooming secrets on the "Big Screen." There were experts on every type of grooming technique and on every breed. Debbie Beckwith's Hand Stripping and Carding Clinic and Teri DiMarino's Terrier Seminar were overflowing with pet care professionals who sought to fine tune their grooming skills and pick the brains of these grooming superstars. There were some marvelous seminars that go down to the nitty-gritty of retailing and the marketing side of your business. In her Successful Retailing seminar, Karla Addington-Smith said, "Every time you meet a customer's needs, you have created increased revenue for yourself and have strengthened the bond you have with your customer. That's the goal of retailing." David Porter, marketing guru, stressed the importance of setting your goals. "You can't be successful if you don't have a plan and a goal you want to reach," he emphasizes. The Saturday evening Dancing with Dogs Competition was the perfect ending to an awesome day. It was an emotional evening as it fell on Sept. 11. Judy Bremer-Taxman, Barkleigh (Groom Expo's famous mascot), and Patty Ventre opened the evening festivities with a red, white and blue number. The competition began with each team thrilling the audience with their fabulous costumes, awesome moves, inspiring themes, and entertaining routines. Eileen Hoyson and Hunter, her blind Golden Retriever captured the hearts of the audience with their wonderful, memorable performance. Tears flowed freely as they were crowned as the winners of the Dancing With Dogs Championship, and Hunter happily kissed everyone within his reach. It was a beautiful moment, reinforcing just what a loving show this year's Groom Expo was. In keeping with this theme, the Sunday morning gospel breakfast touched everyone who attended. Everlasting Hope shared their inspirational message through their wonderful music and gifted voices. Then Kathleen Putman, a groomer who was critically injured when she was struck by a car last year, shared her experience and told how her faith sped her recovery. The Sunday Luncheon featured Ed and Toni Eames. This heartwarming couple spoke about service dogs and the different roles they play in enabling the disabled to have more independence and to lead quality lives. Ed and Toni are both blind so they know first-hand about the difficulties and blessing that come with that life. They shared experiences from their new book, Partners in Independence: A Success Story of Dogs and The Disabled. And just like Saturday's luncheon, diamond rings were given away. A support dog that was at the luncheon with his "Mom," chose the lucky winners. He selected each winner by reaching into a huge silver bowl where attendees had placed their business card and drawing out one card at a time. One of the most exciting moments of the entire Expo was the Nature's Specialties Winners Circle Grooming Tournament. A record-setting jackpot of $22,500.00 was up for grabs. It was the largest prize money ever offered for a grooming contest. The competition was intense, every entrant a master of their craft. The suspense built as the judges went over each dog to determine the winner. The entire room erupted in deafening cheers and wild applause when Vero Da Sylva was announced as the first ever Triple Crown winner. It was record setting day for Groom Expo The only way to describe this year's Trade Show is "totally awesome!" It was the biggest trade show in Expo history; every available booth space was filled. I paused in the doorway and quickly surveyed the vast expanse of it. Instantly I got "The Feeling" you know, the feeling that you have on the morning after Thanksgiving, as you (and hundreds of others) stand outside the stores at 5 A.M. and excitedly prepare to dash from store to store in search of bargains and treasures. Well, that festive atmosphere was evident everywhere at the Trade Show. The room tingled with excitement as attendees saw first hand all the newest high tech grooming equipment, watched grooming demos, and squealed when they found great bargains. No doubt about it, "Groomers really know how to 'shop till you drop!'" Then there was the Barkleigh Creative Styling Contest. It is always held on Sunday afternoon at Groom Expo. This contest is one of the "must see" events of the Expo. Looking like an invasion from parts unknown, multi-colored mounds of fur enter the competition ring. Then, magically, they start to take form as the contestants mold and shape them into spectacular works of art. The audience is spellbound as they watch the creations from conception to completion, each one a brilliant example of creativity and masterful grooming. This year's winner is A Big Rock Hershey Mountain, groomed by Barbara Zirk. After the intense excitement of the Creative Grooming contest, Groom Expo began to wind down. As groomers stocked up on everything from smocks to entire grooming vans. Soon everyone began saying good-byes and making plans to meet again next year. Amid hugs and a few tears, it was evident that the Expo had been a great success with groomers feeling renewed and empowered ­ ready to take on the world. The world's top authority on groomers The Fair God Groomer had this to say about the 2004 Groom Expo and ABT. "The weekend was filled with love, and with groomers really reaching out to one another, and relating to one another," proudly proclaims the Fairy God Groomer. "It is absolutely the best Groom Expo I have ever attended! The very best!" Next year's date is September 15 - 18, 2005. For more information, please request Reader Service #51. Happy Petz Natural Healing Salve Happy Petz™ Natural Healing Salve launched by Passion Island, is a all-natural salve for dogs to heal problems such as hot spots, skin irritations, rashes, flea bites, abrasions, cuts, excessive scratching, tender paws and more. Happy Petz™ is made with Shea Butter, Olive Oil (infused with a proprietary blend of Comfrey Root, Calendula, Chickweed), Tea Tree Oil, Lavender, and Organic Beeswax. This combination delivers an all-natural first aid remedy that is antiseptic, antifungal and speeds healing, while reducing chewing, licking, and compulsive biting. It fights infection in minor cuts and abrasions, and relieves itching while soothing the skin. It also moisturizes and helps toughen dry, cracked foot pads. For more information, request Reader Service #1375. Groom and Kennel Expo 2005 Groom & Kennel Expo 2005 will be held February 10 -13th and will offer lots of new educational programs during three jam-packed days of education, demonstrations, shopping, contests, exciting bus tours and entertainment. The California-based Expo poses the perfect opportunity for an escape and a chance to recharge your winter batteries. Best of all... it's tax deductible! Animal Behavior Conference For the first time on the West Coast, we are planning a one day Animal Behavior Conference featuring Gary Wilkes, author, columnist and animal behaviorist for many national organizations and famous zoos. Find out why dogs do what they do and how we can make their pet care experience better and ours easier and safer. Natural Pet Expo New this year is the joining of the Natural Pet Expo, to the Burbank event. There will be topics on nutrition, herbal remedies for groomers, natural ways to treat common groomer problems and more. Gary Tilford, well known nutritionist, will be offering several topics. Exceptional Educational Programs ... The seminar begins Friday with a series of exceptional educational programs. Education continues throughout the weekend with seminars running concurrently, on grooming, boarding, animal behavior, training and health. World-renowned grooming speakers will be showcased during the event. Two Exciting Bus Tours This year, for the first time, we are taking a trip to the Laube manufacturing plant to see clippers, blades, shampoo and more being manufactured. Kim Laube, President, will be on hand for this exciting plant tour. Then it's on to the village of Solvang, where shops, dining and Old World architectural styles blend with flower-lined streets to create a walkable village in this famous Danish community. Storks peek down from thatch, copper and tile roofs, while delightful shops offer imported European wares: porcelain, collectibles, wrought iron and every form of handicraft. The aroma of chocolate, bakeries, coffee and beer garden fare flavor the quaint streets. Solvang offers a shopping showcase of unusual, quality imports and collectibles from over two hundred merchants. Saturday evening will feature the Hollywood by Night Tour. Exciting Groom Team Grooming Competition... The International Judges Association will host some of the hottest regional, national and international competition in the country. Groomers from novice to expert will compete for thousands of dollars in prize money. And for the first time in five years, this competition is Groom Team and IJA sanctioned. Classes are limited, so register early. Groomers from all over the world share a common language in creativity. During the Barkleigh Creative Styling Competition, this language is communicated loud and clear! Whether you plan to observe or participate, your imagination will spring to life as this colorful event unfolds! So find a pretty pooch, color 'em and enter him in this exciting event. The Nature's Specialties Winners Circle Tournament will begin a new Big Triple Crown Competition since the Jackpot was won at Groom Expo. Trade Show... Remember your checkbooks, business cards and the plastic money! With over fifty exhibitor booths bursting with bargains, power shopping will be on your agenda! Vendors will be on hand to demonstrate state of the art equipment and new products. An Exceptional, Unforgettable Show! Last year, nearly 1000 pet professionals attended Groom and Kennel Expo, making it one of the year's best attended pet pro events and the biggest grooming event ever held on the West Coast. You owe it to yourself to be among the attendees! Groom and Kennel Expo promises to be an exceptional event! For more information, request Reader Service Card #496. Dog Foods and Treats to Retail in Your Salon The Iams Company Those seeking to provide their dogs with high-quality, lamb-based nutrition now have a new option. The Iams Company introduces a full line of Eukanuba Natural Lamb and Rice Formulas with added vitamins and minerals. The new formulas are made with 100 percent real New Zealand lamb meat and are natural with added vitamins and minerals. Unlike some competitors' formulas, Eukanuba Natural Lamb and Rice Formulas do not contain lamb meal, which can include the lamb's skeletal muscle, some bone and internal organs that have been dried and ground. "We recognize many pet owners and breeders want their dogs to eat natural, wholesome diets so they can be at their absolute best," said Dan Carey, DVM, The Iams Company. "With these new formulas, the dog receives the type of diet that benefits him from tooth to tail." Specifically, a high quality diet like Eukanuba Natural Lamb and Rice Formulas provide natural support for a dog's silky coat, alert and bright eyes, keen muscle tone, speed, strength, agility, responsiveness and intelligence. "With New Zealand lamb meat as the No. 1 ingredient, these foods help deliver nutrients when and where they are needed for total body health, every day," Dr. Carey said. The natural aspects of these formulas also include no artificial colors or flavors, no added growth hormones and no added steroids. New Zealand range-fed sheep consume a natural diet of fresh pasture; and growth promotants are not licensed for use in these herds. Ultimately, New Zealand's lamb meat sets the standards internationally for lamb quality, from health natural production systems to taste, tenderness and consistency. For more information, request Reader Service Card #1377. Flint River Trout and Sweet Potato is Flint River's newest dog food. It is great for dogs with allergies, as Flint is all-natural, made with human grade ingredients and has no wheat, corn or chicken. In the shop, groomers see dogs with hot spots, gas problems and ear infections. Often food can correct these very conditions! Many customers look to their groomer as an expert and many respond favorably when told that Flint could help their dog's health! Most of them are grateful for the information and the concern. Many do try the product and quite a few stick with it. (The fortune is in the follow-up.) It is easy to recommend and sell Flint because of its quality, palatability and 100% satisfaction guaranteed, or their money back! Flint also has Jubilee Wafers that can naturally lubricate joints with glucosamine and chondroitin. Customers often recognize these compounds' name; some are even on it themselves. In thirty days, at one "triscuit" per day, per 20 pounds of dog weight, the two-legged client will probably see more fluid movement in the four-legged client. For continued good results, glucosamine and chondroitin need to be given daily, therefore the sale of Jubilee Wafers naturally leads to repeated sales. More reasons to add Flint to a grooming business are, but not limited to, no investment cost to sell Flint. The minimum purchase is only $9.00, and the price includes convenient UPS! Independent distributor, Joan Beverly, helps new distributors she brings in with as much or as little, as they wish. Request Reader Service Card #1378. Pooch n Purr Pantry Who doesn't enjoy the melt in the mouth combination of peanut butter and chocolate in the delectable candy bar that has captivated the two-legged consumer since the 1920s? So why wouldn't a four-legged canine consumer enjoy that sweet taste as well? Pooch n Purr Pantry has recently added to their biscuit line a dog treat that combines everything that a dog loves peanut butter and carob. Carob, which is often in commercial dog food and cattle feed as a flavor enhancer, tastes like chocolate, but without the theobromine that causes the adverse effect in dogs. Carob, which is the name used for this taste treat in human health food stores, comes from an evergreen tree in the Mediterranean and does not contain cocoa or sugar. And dogs love it! Combined with peanut butter, it's even hard for humans to pass up. "When we put the two taste treats together, we knew we had a winner," stated Pooch n Purr co-owner, Karen DeSio. "Not only was it well received by our canine customers, but it attracts a great deal of attention as well. Where else can you get a dark, practically black biscuit? Everyone wants to know what it is made of, and once the conversation starts, they are sure to take a bag home," DeSio added. "It has even been stated that carob can ease the arthritic pain in dogs," Lori Adams, the other half of Pooch n Purr Pantry commented. "I'm not sure if that is an old wives' tale or not, but it certainly can't do any harm." "Pooch n Purr Pantry has nine different flavored biscuits, plus many specialty items, such as muffins, waffles, donuts and a carob chip cookies. All of the biscuits have dual main ingredients to appeal to the dog's sense of smell. And unless we leave the cookie sheet in the oven too long, Barkley's Carob and Peanut butt Biscuits are the only one that comes out black," DeSio joked. "And of course, Barkley is a black Lab." For more information, please request Reader Service Card #1379. Canidae Canidae® All Natural Pet Foods has added two new flavors to its "4-Treats-in-1" Original Snap-Biscuit® line of gourmet treats for dogs. New all natural Lamb & Rice flavor features lamb as its single-meat source, barley and brown rice, essential vitamins and chelated minerals, valuable fruits, herbs, and vegetables, balanced omega 6 and 3 fatty acids and natural skin and coat conditioners for more sensitive pets. Canidae Platinum™ Snap-Biscuits are a reduced-calorie, meat-based treat for senior and overweight dogs formulated with lower fat, lower protein and glucosamine and chondroitin to promote better joint health. Canidae Platinum Snap Biscuits are also made with valuable fruits, herbs, and vegetables, balanced omega 6 and 3 fatty acids, and are naturally preserved. Available in 1 and 4-lb bags and 20-lb. boxes, Canidae's Original Snap-Biscuits can be found at over 3500 independent pet food retailers throughout North America. For more information please request Reader Service #1380. Old Mother Hubbard Old Mother Hubbard, a leading national manufacturer of gourmet, all-natural pet foods, supplements and treats, announces their 2004 line of holiday gifts for dogs. This year's holiday offerings feature a wide variety of healthy Old Mother Hubbard treats complete with stylish and festive packaging. The 2004 Holiday Gift Line includes: Yuletide Fetch & Play, Tinker Treats, Bitz of Joy, Holiday Treat Mix, and Holiday Bakery Bags. Brand new for 2004, the Yuletide Fetch & Play gift pack comes complete with over 1 lb. of assorted all-natural treats along with an authentic Kong® ball in a bright red and silver box. This perfect holiday pair, featuring Old Mother Hubbard's most popular treats along with one of the most coveted toys on the market, is sure to keep your dog's tail wagging through the New Year. Old Mother Hubbard is excited to introduce Tinker Treats. Available in two sizes, small (3.5 oz) and large (9.1 oz), these gifts are packaged in candy-striped tubes with end windows to display the assortment of mini-treats inside. Both sizes feature an assortment of mini-biscuits and gourmet treats. Their compact sizes make them a perfect stocking stuffer to enjoy throughout the holidays. Reward your "pride and joy" with an assortment of Old Mother Hubbard's best selling training treats. Bitz of Joy features 1 lb. of assorted Bitz treats in a festive custom folding window box. Bitz are perfect bite-sized training treats and a delicious way to say "good dog" during the holidays. Containing an assortment of "Mother's Finest," "P-Nutty" treats and Old Mother Hubbard cookies, the Holiday Treat Mix is the perfect sampler for your client's pet. The Holiday Treat Mix comes in a unique gift box complete with a bone-shaped gift tag attached to the rope handle, making this gift ready for the shopper on the go. Another option for the last-minute shopper, the Holiday Biscuit Bags are a simple and convenient present that dogs are sure to love. These classic 20-oz. bakery bags have been decorated for the holidays and are filled with "P-Nuttier" flavored dog biscuits. As with all of Old Mother Hubbard's dog treats, the Holiday Gift Line features treats made with 100% human grade ingredients that are oven baked to enrich and preserve the nutrients while enhancing the natural aromas and flavors. For more information request Reader Service Card #1380. Liver Biscotti Liver Biscotti the all-natural preservative free liver treat that dogs crave! Successful dog groomers everywhere give liver Biscotti treats to their canine customers to pacify them while grooming, and as a reward for good behavior. Dogs will look forward to their grooming day because they know they also get their Liver Biscotti! Save $ on five pound or twenty-five pound boxes to use in your shop. Easily sell the eight ounce bags of Liver Biscotti to dog owners once they see how much their dog loves this healthy treat. Receive a free counter top display and samples for your customers. Ask us about our unique business card samples with your shop logo, address and contact info printed on the front of each packet! Make your job easier and make dogs happy with Liver Biscotti! What will YOUR dog do for Liver Biscotti? For more information request Reader Service Card #1381. The Honest Kitchen The Honest Kitchen's has 'mixed up' the pet food market. Dehydrated Raw Dog Food Is Here! All three Honest Kitchen recipes meet AAFCO's nutritional profiles. Our diets use only USDA approved meats (hormone free), GMO free Vegetables and fruits, and organic grains. Our diets are gently dehydrated without extrusion or intense heat. Just the water is removed, leaving the delicate phyto-nutrients and enzymes available for your dog. Force and Embark are Grain- free recipes. Great for dog with allergies, immune or GI tract diseases. Verve, our original diet, is beef with organic whole grains. Our recipes are made in an FDA approved human food facility; our foods are 100 % human-edible. The Honest Kitchen also has handmade treats, and supplements too! They contain no fillers or synthetic ingredients, no added salt, sugar, artificial preservatives or by-products, of any kind. The Honest Kitchen makes the Raw food diets and other home made diets easy and convenient! For more information please request Reader Service #1382. Nature's Variety Leading vet nutritionists agree that enzyme-rich, fresh foods like Nature's Variety® diets are critically important in pet neuromuscular development, skin health, and coat quality. The Nature's Variety® product line features a variety of high meat content, low-carb, fresh food diets. Studies show that fresh meat diets such as Nature's Variety® have great health benefits. Nature's Variety® Prairie Brand raw, canned, and freeze dried diets contain 95% meat and no cereal grains. A growing body of scientific research suggests that feeding variety and fresh food will address health issues such as obesity, allergies, digestive problems, and diabetes. The Nature's Variety® family of products is the best commercially available solution to feeding dogs a variety diet with increased meat, decreased carbohydrates, and enzyme-rich fresh foods. The new Raw Frozen Venison Diet is available in both 6 lb and 3 lb sizes. For more information request Reader Service #1384. Heidi's Homemade, Inc. Pet groomers know that pet owners are more committed than ever to providing their dogs with the healthiest treats available. Heidi's Homemade, Inc. has been making "Certified Organic Pet Treats" for over 5 years. The pet industry is growing each year. The organic industry has also been growing ­ at a consistent rate of 20% each year. The organic certification process is governed by the USDA and then certified by outside agencies that require very strict rules and regulations. These include the use of organic ingredients, strict processing, and rigid cleaning guidelines. Since 2002, Heidi's has been certified by OEFFA and in June 2004 was placed on the"Approved Treat" list by the acclaimed Whole Dog Journal. Heidi's organic treats are available in 8-ounce bags or in bulk. These are great for mobile units or as a healthy treat on the go. For more information request Reader Service #1385. Natura Pet Products Progressive dog owners and veterinarians have long touted using their pets' evolutionary roots - specifically the practice of feeding a raw meat diet as the nutritional key to better health and longevity. But many found the potential health risks and difficulty involved in preparing raw meat diets simply too challenging to maneuver. Natura Pet Products, the world's leading manufacturer of healthy pet food, announces INNOVA EVO, the first dry dog food that closely mimics the nutritional attributes of a raw food diet without the health risks or hassle. The goal in creating INNOVA EVO was to closely approximate the ingredients, nutritional profile and feeding benefits of the typical raw food diet in a safe, sanitary, nutritionally complete, and lower cost manner. "For years we have recognized the health benefits of a raw food diet but have been reluctant to strongly recommend pet owners adopt it for fear of exposing their family to potentially dangerous bacteria," states Dr. Wendell Belfield, a nationally-recognized veterinarian and consultant to Natura Pet Products. "The ingredients in INNOVA EVO are as close to a raw food dog diet as you can get ­ providing your dog with a tremendous nutritional boost without compromising your family's health." For raw feeders, EVO acts as a new alternative when it's just not convenient to feed a raw meal. Also, because INNOVA EVO is made up of only 12% carbohydrates and is completely grain free, it is a good choice for pet owners who seek to feed their dogs a low-carb diet. INNOVA EVO contains the highest amount of high quality cuts of meats of any dry dog food along with a mixture of fresh fruit and vegetables ­ for truly balanced meals, naturally. Pre and probiotics are then added, providing a direct benefit to your dog's digestive tract and immunity. INNOVA EVO also costs far less than a conventional raw food diet. "Our goal in developing INNOVA EVO was to provide pet lovers with a high quality, convenient, safe and affordable alternative to a raw food diet," states Peter Atkins, Vice President of Natura Pet Products. For more information request Reader Service #1386. Wysong Canine Biscuits Canine Biscuits are made from high quality ingredients, so your pet's snack is a healthy one. The goodness is pure and natural. These crunchy treats can be used to help your pet maintain strong teeth and gums. They are made with a unique formulation of beef, chicken, whole grains, cheese and eggs. They contain no artificial colors, sugars, or binders, and are full of beneficial vitamins and minerals. Request Reader Service Card #1387. Sojourner Farms Fortune Cookies for Dogs Sojourner Farms Natural Pet Food company is now dishing out good fortune as it expands its line of dog treats with the company's newest addition, Kung Fu Fido Fortune Cookies for Dogs. These treats are actual fortune cookies with a doggie twist. Made with simple, honest ingredients like chicken liver, flour and eggs, these tasty treats are all-natural and baked to crunchy perfection. Inside each individually wrapped fortune cookie is a cleverly written doggie fortune. While the fortunes are meant to be read and not eaten, you will find more than just the dog patiently waiting for the cookie to be opened. Rooms go quiet and people gather around so everyone can hear what sage advice or future luck awaits the pooch. Like, "Don't judge a book by its cover its pages may still taste great." Or "If you break a mirror, you will have seven years of bad luck the longest twelve months of your life." Kung Fu Fido Fortune Cookies are packaged in stylish Chinese take-out containers. Spread good fortune to the special dog in your life with these great gourmet gifts. Request Reader Service Card #1388. Easy Money Idea! Dear Sally.... I am a groomer at an animal hospital/veterinarian office. To supplement my income from grooming, I offer personalized gifts to my clients. I take pictures of the dogs I groom with my digital camera and turn them into one of a kind plaques, mouse pads, tote bags, refrigerator magnets, buttons, coffee mugs, earrings and grooming utensil boxes. Each one of the items I make has a picture of their beloved pet on them, personalized with their name. These items have been a great seller and almost every client orders one. Many of my clients order even several items to give to their family members as birthday and Christmas gifts. The prices range from $5.00 to $25.00, depending on which item they choose. I also offer this service to other groomers who are interested in making some extra money from the pictures they take of the dogs they have groomed. For more info on this easy extra money-making idea, your readers may contact me via e-mail at tinibaybeez@comcast.net. Tina Nichols, Arbor View Animal Hospital, Valparaiso IN. The Grooming View ... Stressing Out by Marea Tully Webster's New World Dictionary defines STRESS as "a force that strains or deforms, and mental or physical tension," among other things. Stress causes us to have headaches, heartburn, bad tempers, strokes and heart attacks, along with a host of other problems. Regarding groomers, STRESS may show its ugly face in the way we handle a dog, client, employee, and/or our families. Stress has no place in the shop and if it's in yours, you need to deal with whatever is causing it. Maybe it's customers or employees who are always late, or worse yet, don't show up? Maybe it's early or late pickups. You have ten minutes to finish the dog, knowing it will take at least twenty. The dogs are unruly or nasty. The phone's ringing off the hook. A new client has a million questions or wants to chat incessantly. A customer wants to stay and watch and maybe brings all the children (especially appreciated in the Mobile Van). Barking dogs, an injured animal (you have no insurance), and all those reminder calls at the end of a long day are driving you crazy. You have employee or employer problems, you're working too many hours and not making enough money, your blades and scissors won't cut, and your clipper has broken? Sounding familiar, isn't it? Book habitually late customers thirty minutes earlier than you really want them. If you have a no show, I would charge them a cancellation fee, unless it was a dire emergency (the mother in law only dies once). Make sure they know it up front and remind them of it when they try to cancel. The second time they would pay for the missed appointment and the third time they would prepay. Customers like these COST you money. They do not MAKE you money. When people come earlier than their appointed pick-up time (the dog isn't finished and he's now doing wheelies on the table and won't hold still), ask the client to back outside (no peeking in the window). I would delay the original pick up time by fifteen minutes, explaining that the dog would have to calm down now before I could finish him. Clients who come after closing to pick up dogs could be charged double the hourly grooming rate for dog sitting payable to whoever volunteers to sit the dog. If that's not convenient, call the customer or leave a message that they will have to come at a later time and charge them a steep flat fee. If necessary, take the dog home with you and let the owner come to your house to pick it up when it's convenient for you. Again charge a high dollar penalty. The type of people who are late or don't show up will be repeat offenders, so don't worry about losing a customer because you charged a fee. What you've lost is a person wasting your time and costing you money!!!!! When you run out of time to finish a dog, try to contact the customer and ask for additional time before they leave the house and make sure you have a cell phone number, as well as the house number. If that doesn't work, finish as quickly as possible or ask the customer to come back later and give them a small gift when saying you're sorry. A small gift should be something you sell in your shop that the customer might like. With unruly or nasty animals, you will need more time and should charge accordingly. More than one groomer may be needed to handle the animal and the hourly rate doubles. While muzzles can be helpful, sometimes the animal is just so disconcerted and trying your patience to the limit and it might be better to send the dog to a vet where it can be medically calmed down and groomed there. All of us sooner or later get a dog that we can't or don't wish to groom. It's not worth the anguish or the money to try to cope with the situation. If the phone is ringing off the hook, and it's inconvenient to answer it, buy an answering machine and return the calls when time permits or get a speaker phone. For the person who won't get off the phone with you, set a timer located next to the phone to go off in ten seconds. Then interrupt and say "Gotta go now. Time's up on Muffy. Bye!" Then hang up. When they want to hang around your shop and tell you how smart their dog is, say "I have a very busy day today, and I must get to work." Then turn on the loudest clipper and dryer you have in the shop. You could set that same timer if they don't see you do it and when it rings say, "Ooops I have to make a very important personal phone call. See you later." You could also say as you walk to the door, "Nature's calling!" Everybody understands that. When they ask if they or their children can watch you groom their dog, say no, unless of course it doesn't bother you. Tell them the dog will misbehave, and it will take you much longer. Therefore, you will have to charge them more. Liability is a valid issue here, also. I have let an owner stay but with the understanding that I couldn't talk to them or them to me, and after fifteen minutes, they always left. If the noise level in your shop is driving you or your customers and employees nuts, try getting the barkers picked up as soon as they're groomed. Cover their crates with towels, so they can't see out or put them in another room. Injuries happen in shops and we must be prepared. We should know how to perform resuscitation, and first aid. We should have the vet's name and phone number on every client card and check annually to be sure that it's current. We must all have liability insurance that can be had for as little as $50 a month. We can't afford to be without it. Contact Gibson Governor Insurance for a free quote. (Request Reader Service Card #1036.) They can also give you quotes on insuring your building and personal property, mobile van and its contents, even coverage for you up to twelve months of actual loss of earnings. Having insurance lets you sleep nights. Tired of calling all your customers the night before to remind them of their appointment? A program called Soft Groomer will automatically email your clients forty-eight hours ahead of time and will let you know that the client read it. (Request Reader Service Card #1393.) This program will keep your client list and information at your fingertips and will make it much easier for you come tax time. Troubles with employer? Try sitting down outside of the shop and discussing the little problems before they become big ones. Troubles with employees? Discuss the problem first, give them written warning and finally start a log with dates, times and offenses so you have support if that employee winds up at the unemployment office. If your hours are too long, shorten them right now, today! The probable reason you're working so many hours is because you feel you have to, in order to make enough money. Simply raise your prices and cut your hours. If you groom ten dogs per day and charge $25.00, you're making $250. If you groom five dogs per day and charge $50.00, you're still making $250.00, so why are you killing yourself? You could double your prices, lose half your clients (which you won't), and you'll come out with the same amount of money. When you don't lose half your clients, you will obviously be making more money, doing fewer dogs, working less hours and you'll be much happier. My favorite subject - clippers and blades. You can't run a grooming business with one clipper and half a dozen blades. You should have a minimum of three all purpose clippers and three of every blade you use because one could be out for repair or sharpening, one set is in use and you need a back up for all of the above. Blades should be cleaned and oiled every day! What's that I hear? You're laughing and I'm serious! Your clippers should be cared for per manufacturer's instructions. You can't get a good quick groom on a dog with dull and dirty scissors or blades or with a clipper that desperately needs to have the lever or hinge replaced or its insides greased. Buy good equipment and take care of it. Then it will take good care of you. Hope some of these suggestions will help ease your stress level. If not, try a long hot shower or bubble bath with no interruptions. Take the phone off the hook or turn on the answering machine, play calming music, meditate with or without tapes, leave the shop to eat lunch, wear good support shoes and stand on thick rubber mats when grooming. See you on the road, Marea Email me your comments and suggestions mareatully@yahoo.com A man was driving down the road and saw a sign "Talking Dog for Sale" whereupon the man pulled into the driveway and inquired if they really had a talking dog. The owner said the dog was in the back yard and for him to go see him. So the man goes around back, sees the dog and says, "Hey, dog, are you the one that talks?" "Sure do," said the dog. "Wow!" says the guy, "How did you learn to talk?" "Well, started out working for the police department and tracking down criminals and then went on to the FBI and the CIA. Traveled all over the world and spied on the bad guys and reported back to my superiors." Now the man is really impressed and goes back to the owner and says, "How much do you want for that dog?" They guy says,"$10!" The man says, "How come you only want $10 for a talking dog?" The owner said, "Because he tells lies!" Ea$y Money ... No Space Too Small... No Retail Too Large! by Suzanne Locker Lack of space should never be a deterrent to carrying and selling wonderful retail items. Whether you are a styling salon, pet boarding facility or a small pet shop, you can increase revenues greatly by taking advantage of the space you have. With some creative planning even the smallest reception area can make you money! One of the biggest mistakes those of us who have limited retail areas can make is to line our walls with nothing but pet food, collars, leads and treats ­ especially if you are a grooming salon or boarding facility. Clients can easily purchase these items at most grocery stores or pet retail chains at a much lower price than smaller retailers can offer. Therefore, when choosing which lines of products to carry, diversity and creativity should be your focus. Boutique items with a slant toward animal lovers can be priced higher than the average treats and toys usually sold. Breed items such as Christmas stockings, coasters, picture frames and jewelry sell very well. Items totally unrelated to pets, like wind chimes, floral arrangements and potpourri could make your store look special and certainly take your clients by surprise. Instead of decorating with your own plants and art, items purchased at wholesale prices, marked up to double your cost, could be sold for quite a profit! You would be remiss if you did not carry pet food for the convenience of your boarding and grooming clients. However, instead of creating a huge pile of bags that covers a 10 ft. by 8 ft. wall, which is 80 sq. feet of potential selling space, why not create a display that shows only one small bag of each variety of pet food that you sell. This could minimize the allotted pet food space to approximately eight square feet, and allow you to fill the other seventy-two square feet with more unique retail items. The bulk of your other pet food products could be stored in another area of the facility. Displaying only a sample of what pet foods you sell will not reduce the amount of product you sell, but it will maximize your space to offer a broader range of retail items that have a greater profit margin. Another clever way to display your pet food products, without creating a pyramid of bags, is to empty the food from each bag, press the bags neatly and display them on the wall with description and price below each bag. Mounted on the wall behind the checkout counter, this can give your clients a gentle reminder that they may need to buy pet food. If there are windows in the retail area, take down any window coverings or mini-blinds and install glass shelves across the width of the window. These can be mounted easily on adjustable metal strips, so that the heights can be changed as needed. Add a small lamp to one of the shelves, and the light will not only draw your client's eye to your retail, but also look spectacular from the outside! The wall space close to the ceiling is another area usually overlooked when planning retail stores, but is a perfect place to display product. By adding shelving around the top of all your walls, you can showcase pet beds, carriers or embroidered breed pillows. Sometimes, unexpected opportunities can arise. In one pet salon, a door in the reception area that led to the bathing area was called upon to become a creative display. The path through this door was not being used very frequently, so the owner decided to lock it and take advantage of the face of the door to create a permanent display of pet memorials. The packaged stones were securely screwed to the door, and served as samples from which clients could order. The benefits of finding unused space in your store to carry more boutique items are numerous. · The added revenue can definitely even out those slow periods that our industry historically has. · Housewares and beautiful gift items can create a decorative effect that will add warmth and a "home-like" feeling to your facility. These are two very important qualities that our clients need to feel upon their first visit in order to fully trust us to care for their pets. · Carrying unique gifts will also offer your clients shopping convenience. Remember, the customer of today is often in a hurry and appreciates finding what they need in one place. · Word-of-mouth advertising will increase when your clients purchase items from your boutique. It is probably rare for someone to notice the new rawhide bone you bought for Duke, but if you were wearing a spectacular new bracelet, it probably would be noticed. Imagine your friend's surprise when they ask you where you bought it, and you reply, "from my pet's grooming salon, of course!" Rethink your available store space, and introduce your clients to a different approach to retail that will be profitable for you time and time again. Suzanne Locker has owned ABC Pet Resort & Spa, Houston, Texas, since 1991. Her full-service facility is proudly an American Boarding Kennels Association "Accredited Kennel". Part of her success has been the introduction of a high-profit retail department. In 2004, she began a wholesale on-line catalog company called Re-Tail Connection (Request Reader Service #1310). Through this creation she is able to share the benefits and profit strategies of creating or expanding a retail sales department with small business owners. The Groomers Rountable The opinions expressed by the writers do not necessarily reflect those of Barkleigh Productions, Inc. Groomers Roundtable is used as a discussion forum for Groomers. Questions are posed to pet professionals, and the answers are then printed as a form of help to another Groomer. To be included in the Groomers Roundtable or to submit a question email us at info@barkleigh.com Do you sell dog food and treats? What brands work well for you and are they profitable? What should a groomer consider in selling dog food? I sell dog food and treats. I have stuck with one brand that I believe in - Solid Gold (Reader Service Card #1394). I think if I give my customers too many options it gets confusing to them. Also I know more about this product and I use it with my own animals, and have seen the difference. I keep plenty of samples on hand for them to try. When it comes to treats, I have found that my customers like packaging! I buy from companies that have the best packaging, like Fido Kung Fu Fortune Cookies in take-out boxes (Reader Service Card #1395), Chez Puppy, and Lulu Jane to name a few. Deana Magliano, Bow Wow Boutique I am having great luck in selling Chicken Soup for the Pet Lover's Soul, Diamond (Reader Service Card #1396), Precise (Reader Service Card #1397), and Mother Hubbard dog and cat foods (Reader Service Card #1398). For treats I sell Dick Van Patten's Natural Balance (Reader Service Card #1399), Buddy Biscuits (Reader Service Card #1400) and Greenies (Reader Service Card #1401). Some of the Ranch Rewards sell well, but that is because they are less expensive than the Greenies and the Van Patten's. Lori We sell a fair bit of retail. One food we sell is Nutro's Natural Choice (Reader Service Card #1402). It is guaranteed to improve skin and coat. The purchaser can feed it for up to nine weeks. If they don't see a noticeable difference, the company will refund all the money they spent to buy the food. It does work. We have recommended it to many clients with dogs with poor coats and we see the difference. The company is also wonderful to work with. Marianne, Boondocks Pet Resort We only sell Innova (Reader Service Card #1386) and California Natural . A groomer should study the ingredients first to see what kind of value the food contains. Second, see how it's rated among other national brands, and feed it to several pets to see what kind of reaction they get. Roy Barnes I sell dog food by special order only. My supplier delivers weekly. That way I do not take up valuable space with perishable stock. The food I special order is very different, and is not used by most pet owners. It is Nature's Variety - Prairie Brand (Reader Service Card #1384). Products in the line all have 95% meat ­ 5% fruit & Veggie, NO GRAIN. They come in Raw Frozen, Freeze Dried, Canned, Dry, Supplements, and a host of chew items (bones, etc). Flavors are different, including Beef, Chicken/Turkey, Venison, Duck and Rabbit. Pam Julian Yes, I sell dog food! I sell Country Pet (Reader Service Card #1405) and Steve's Real Food (Reader Service Card #1406). I like to feed natural food like raw chicken backs and necks. This makes for a healthier pet in the long run. Tammy I don't sell dog food. But, I do sell dog breath fresheners currently Yip Yaps that can also be used as treats... and we always have people wanting something for their dog's breath. It sells well. I sell the Sniffers. People love them and so do their pets, plus they are low fat, too. I have some rawhide, also. I try to alternate the treats so that my clients have a variety of different items to choose. I try to carry a treat that the bigger retailers don't carry so that I know I am the only place my clients can get them. Gail Smith, Pet Zone Grooming, Princeton WV As a mobile groomer, I have tried to sell treats and it does not seem to work, as clients never come into my vehicle. One item I have successfully sold is Missing Link (Reader Service Card #1404), a food supplement. God Bless America and our Troops. Annette South I am in the mobile grooming business, and therefore at this time do not sell dog food. I do make my own dog treats and keep it down to three types, a general biscuit, a low fat biscuit and a cat treat. I bag them in 4 oz. and 8 oz., the cat treats in 3 oz. My customers like the fact I carry them and ask to buy them when I groom. I also pick up dog food and deliver to the house that I am grooming to that day. Many people find that a saver for them. They must let me know at least two days in advance. I charge a $5.00 fee for delivery. Bonnie, BJ's Groom & Zoom At present, I am selling Diamond dog food (Reader Service Card #1396). I like this dog food the best because of the nutritional value and they use a Vitamin E derivative as their preservative for shelf life. Plus, I personally use this product and my dogs do well on it. I show dogs and their coats look great. I sell Greenies (Reader Service Card #1401), which happens to be my largest selling product. My other stock includes natural jerky treats, cat food, pet odor and carpet cleaner, and so forth. Karen Minton, Town and Country Grooming and Supply I use Wellness dry kibble made by Mother Hubbard (Reader Service Card #1398). This food is made with "human grade" ingredients. I would only sell food that has "human grade" ingredients. Carrie Hinckley, Top Knot Grooming Anything we sell must be unique... meaning you can't buy it at WalMart or Kmart etc ­ specialty foods, like holistic or natural have to be our niche. I sell Wellness (Reader Service Card #1398) a very well known natural food by Old Mother Hubbard. I tell my customer I only sell what I use on my pets, so I therefore sell only healthy treats, too. I always have combs, rakes, and brushes on hand. Each new client gets a mini session on how to groom their own pet at home and what tools to use. They usually then want to buy what the "professionals" use to make their pet look so good. Glamorous K9's, Lebanon PA. Although I do not carry bags of dog food in my shop, I do have a website on which I sell Healthypetnet's Life's Abundance (Reader Service Card #621) all natural food and treats. I discuss diet with every client I have. I have found having an animal on the proper diet is the key to happy grooming. Healthy, well-behaved animals with calm temperaments and beautiful coats are the result. I would never recommend a food without meat as the first ingredient, followed by a good source of omegas (flax usually) and absolutely no corn. It can be very profitable, depending on the amount of effort you put into it. Thanks for letting me share about a passion of mine. I have actually lost some customers because of my focus on nutrition, but they also took with them their difficult pets, leaving me a client base of cooperative animals, which makes my days enjoyable. Karen As far as food, the only thing I sell is The Missing Link from Designing Health (Reader Service Card #1404). It is the best food supplement on the market and everyone who uses it sees a remarkable difference in their health and appearance. It is very easy to sell and the company makes it risk free to carry in our salons/stores. JoAnna Thompson, The Groomer, Kimberly, ID Selling retail in a grooming establishment can certainly improve your financial figures at the end of the year. The biggest obstacle in selling dog food is whether or not you have available space. The display should be sufficient that the client knows you will have the same brand today, tomorrow and next year. Dog food isn't a high profit item, but if the turnover is good, it mounts up. Choose a brand that is high in quality. Hazel Christiansen I wish that more people would look into the benefits of raw diets. I changed over completely over a year ago and my dogs have never been healthier. Being a distributor for one of the raw diet foods, can be a great help to your customers dogs. There is an investment in a big freezer, but you'll get it back. Talk to all the companies and see if it's something you want to be involved in. It's the future in pet feeding, for both dogs and cats. If you wish to feed/sell kibble, then be sure that you pick top quality brands that are not sold in any stores near you. Visit all the pet shops and grooming shops and see what they are selling. Especially the big chain stores. You can't complete head-to-head, but you can if you carry a brand(s) that's better and you are the only one selling it. Pam Bishop, Pet Pals Grooming, Menifee Valley, CA Groomer's add-on sales are easy with the right treats. As the pet treat industry grows, it becomes harder to determine which line of treats to provide customers. Pet owners are becoming increasingly concerned about what they are feeding their pets, including the treats they offer. Certified organic products are the right choice for many reasons. The organic industry continues to grow 20% each year. The strict USDA guidelines for organic certification assure any grooming shop that they are selling only the best. What does "certified organic" mean? To be labeled "certified organic", the manufacturer must follow the required USDA issued regulations for ingredients and processing. 95% of the ingredients used must be organic, which assures they are free of pesticides and herbicides and are minimally processed to retain their high nutrient value. The certification process also requires an outside agency to perform an annual review of the manufacturer to make certain all regulations are being followed. Although these regulations are strict to protect our pets, there are still fun marketing items. Groomers can consider classic biscuit treats (bagged or in bulk), but can expand into "birthday" and "celebration" sales by offering Doggie Cakes. These cakes come complete in frozen "do-it-yourself" kits for customers to purchase for their dog's birthday, puppy showers, celebration parties, etc. Groomers can also consider having the parties right at their location. This can provide additional revenue during off-hours and is an excellent way to expand clientele. It's easy to mention the cakes when sending birthday/holiday cards to customers. Rochelle A. Lavens, Heidi's Homemade, Inc., Columbus, OH Request Reader Service #1385. I recently bought a small Kennel/Daycare and Grooming business with two part time employees. I began making changes (procedures, policies, duties, etc.). They apparently didn't like the changes, and began complaining to customers. One quit and the other I fired when I found out she was taking my clients to do house sitting!!!!! How does a business owner get good help, and still keep their business? Being a manager of a very large pet resort with boarding and grooming, I have had to face this problem, too. I think that if you ask the right questions when hiring and making your policies very clear, then you stand as good a chance as many of us do of getting good help. Pay is also an important factor. Cheaper is not always better, when it comes to paying an employee. We advertise in the local papers and on the internet. Roxanne Aldridge, Almost Home Pet Resort When you start a new, or buy an established business, it then comes under "New Management!" Run it the way you see fit. The employees, while an integral part of the business, work for you according to your policies. I always hire based on experience, references (of previous employers and clients), and if they "feel right." Probably more related to the fit of the individual in my business. Good luck. It's been my experience that the thing to do is pay well. Try to make your employees feel like they are part of the business. Let them take part in the decision-making process. We groomers are independent people and we need to feel like we have a part in the fate of the business. While we work all day with dogs we need to be treated like cats. Change must be made gradually and on our terms (or at least let us think it's on our terms). Not to mention the fact that making any dramatic changes in the way a business is run confuses the customers as well. People get into a routine and they need time to adjust. Libby Shaw I found the best way to keep my groomers happy is to give them what they deserve, respect. In exchange for letting them know how much I appreciate them and what they do, give them paid vacation, health benefits, great commission, and supply them with whatever they need. In exchange, I have groomers who ALWAYS show up, put 100% into what they do, and are team players. It takes awhile to find good employees, but you do. Deana Magliano, Bow Wow Boutique Consider yourself fortunate that you were on top of it when these things started happening. When buying a business - if you have not been working side by side with the original owner for some period of time ­ you take a BIG CHANCE of not being "accepted" by the retained staff. The first few months are crucial in establishing your ownership to them and making necessary changes. You may find resentment among this retained staff no matter what you do but, sometimes, group meetings to explain changes and the reasons for them can help. If you have staff you wish to retain, then explaining your plans to them can help to make them feel a "part of the team" as your new business continues. To find new help, put an ad in a local paper looking for people who love dogs. Mother's hours, if this time frame works for you, will bring in many applicants ­ especially at this time of the year. Christine DeFilippo One of the biggest problems that business people have is thinking what they have written down on a piece of paper is their business. They don't take into account the social dynamics of dealing with employees, thinking that, because they are the boss, it will be "their way or the highway" and they'll just replace those people. The end? They never recall a time when they were employees and how they felt when some newbie came along and decided what had always worked didn't work anymore. Our industry is small, and our talent base even smaller. If you're not very hands-on, you only have yourself to blame for losing business. But also, if you march right in without interviewing employees, or don't have a method to access strengths and weaknesses, you're still in trouble. I let my employees know the economics of my business (open book) and I pay them as much as I can afford to ­ usually a $1 or 2 more an hour over the prevailing wage. I ask them what job tasks they've enjoyed in the past and which they'd never do well. I've never been able to find someone to open the shop for me. I guess I just don't pay enough for reliability. More, if employees can see they can make as much money doing things their own way, what do you really have to offer? Did you do an exit interview with the former owner about procedures, and who was performing? Everyone who isn't a publicly owned company with unlimited funds has this problem. Dog care is entry level work, and as long as dog business owners don't have extensive experience with dogs ­ through obedience training to at least one title, or handling a dog to a championship (these are benchmarks because it is by attending events and talking with other fanciers that you learn about dogs), you don't know more about animal behavior than your employees. If you don't know animal behavior, and can't articulate why what you do is the best practice, how can your clients choose? Keep in mind, that any time there isn't a career path, you'll have a lot of turnover and that's even if you're the ideal boss. Robyn Michaels, Northshore Clippers, Highland Park, IL It sounds to me like you flew in on a broom and completely disregarded your employees' feelings, as well as your clients, who obviously were happier with the care their pets were receiving from your employee than what they got with the new and (in your opinion) improved facility. Of course, it's now your shop and you have a right to run it your way, but if you can't hang on to a loyal staff perhaps your policies are the problem. You purchased the shop, not the employees. You don't have the right to treat them like servants or disrespect them as people. It wouldn't hurt, to ask for some input from them when you want to make changes. Sometimes a little compromise goes a long way in gaining respect and cooperation. The boss must be happy and polite. They must pay more than minimum wage. Ask a lot of questions before hiring. Keep communication in the work place. Everyone working there must really like animals. First, you did the right thing firing the employee. Hire a good employee by doing a good and thorough interview. Explain your policies and procedures and let the potential employee know their job description. When you hire an employee, have them sign their job description stating they understand their duties. Let your employee know the first 90 days is a probationary period. When you acquired the new business did you have a meeting to discuss the up coming changes? Also, would it have helped if they could have been asked to give suggestions on what they thought would make good changes to the business or what has seemed to have worked well with the cliental in the place of business? Apparently, they seemed either threatened or intimated by a new owner taking over. Or there was definite personality clash for some reasons. Communication is the biggest key to a successful owner/ employee relationship. Before I went into a business for myself, I worked for a wonderful veterinarian. The best thing we did was to have a lunch together (she and her employees) about every one or two months and talk about what we thought could help make the clinic better and if any of us had issues with what was happening at the clinic. As an employee, it made me feel needed and that my thoughts counted, whether they were implemented or not. Karen Minton I have had a small kennel/grooming business for over twelve years, and believe me, I've had my share of employee problems. Several of them were solved by getting rid of the boarding! But the best thing I ever did was to order (and read!) The Empowered Employer from Barkleigh (Reader Service Card #420). Judy really knows her stuff, and friends in other lines of work have learned from it, too. The other best thing I did was to institute a bonus system. We figured out what they needed to bring in per hour of work in order for me to make a profit, then gave them a percentage of the amount over their hourly requirement. Raises are based on an increase in the percent of the bonus, rather than just a straight hourly increase. This encourages them to do more grooming in a day, and also to be sure they charge a decent amount for the grooming. In the past, groomers would charge less if they liked the customer, and I was not in the shop. Now, they know any discount rebounds on their income. I must admit, I do have an employee who house-sits on the side, but I don't board any more, and anyway people who prefer house-sitters to a kennel situation are going to find a house-sitter, and not be a boarding client in any case. However, they do appreciate your being able to recommend a reliable alternate means of care. Many times I have recommended other businesses to a potential customer who wants something I can't provide. I've never been sorry, as they have come back when I do have a service they want, or they and/or the other businesses have recommended me to others. Hope this helps. Bev from Vancouver Island, Canada This depends on your area. The interview would have to be strenuous. Definitely check references!! Then do a trial period. Have a written contract, defining do's and don'ts. I would contact local organizations that help pay wages while they start out with you. Kim Scea, Riverview Pet Groomin, Trenton, Ontario I am the kennel manager at a veterinary clinic, as well as a groomer. We use a temp service for all new hires. You do not have to worry about taxes, and the potential employees are pre-screened. They are not our employees for the first three months, so it is easier to dismiss any unsatisfactory workers. When you realize you have a keeper, you must let them know that they are appreciated. It is more cost-efficient to pay better wages to keep a good employee than to spend the time to train new hires. Remember birthdays. Give kudos out of the blue. Respect their opinions, and reward good ideas. The management team at our clinic is well aware that the kennel techs, vet techs, and receptionists are the backbone of the business. Robin Davis When purchasing a business, one needs to have an understanding right off with the existing help. Allowing for a 'phase-in' period, and with the understanding there will be policy changes coming with the new management. This allows existing employees the option of leaving gracefully if they are unhappy with the changes in policy. New policy manuals need to be in place as soon as possible for the 'phase-in' period, read and signed by each former/existing employee who chooses to stay. Most change-over administrations have a few employees that will leave or be unhappy. It is not uncommon for existing personnel to leave with the thought of taking clients. Clients can go anywhere and be serviced by anyone. According to my lawyer, existing personnel may take only phone numbers (allowing for verbal contact with clients that the individual has serviced, telling that client that such employee is moving or has left), not the actual address or copies of service files. Taking the actual service file or more information than phone numbers can be cause for infringement on the business. Pam As a manager in the past, I learned the hard way ­ make no immediate changes to anything at the beginning! Ride it out for three to six months, watch and learn all you can. THEN slowly make the changes ­ with the input of the staff. Then you have their buy-in and cooperation. At this point in time we work with independent contractors and volunteers. We require letters of interest, resume, and references. We also do criminal background checks. Based on the foregoing, we have been able to weed out non-professional and non-suitable persons. Joann Kovacich When someone has the answer to this question, we'll all have it made!! I have found this to be the hardest situation of all since I opened my shop. If you are too nice, they walk all over you. If you are too firm, they get uptight and quit. The best lesson I've learned from all of this is to realize that people come and go and you have to realize that from the start. Some people simply cannot adapt to change, even for the better. I wouldn't worry about losing this type of employee. To protect your business, have all employees sign a non-competition clause, stating they will not work for, or operate any form of competing business within a certain radius of yours. To keep a good employee, treat them with respect; be fair, honest and ethical in all regards; and reward them for their good work. This doesn't always mean a financial reward. A pat on the back and a thank you for your hard work' go a long way for many people. Tracy Kaecker, Designer Fur Pet Salon First, it would be important to know how long from the time of purchase did changes get implemented and what was the new owner's experience in this line of business? I've found that changes should be made gradually unless of course, there's a safety issue involved. Also, when you plan these changes, the unpleasant possibility is exactly what happened to her. So, if you know the employees better, some of these things can be avoided. Also, a sense of truly knowing what matters the most to customers and employees is terribly important. It's inevitable that you can't please everyone but getting input from inherited employees is very important. Thanks for the opportunity to give my experience. I've had a very good six years as the new owner of Krisdan Kennel in sunny, hurricane blown Florida and I am really happy with the quality of customers I have!! Lynn If you would like to receive Groomer Roundtable questions, send us your email address. Write to info@barkleigh.com or call (717) 691-3388. Tips Hi! I just wanted to let someone know a tip I happened upon. Since the makers of styptic powder added the pain-relieving ingredient, I have had trouble keeping the powder dry and usable. It's become all clumped together, and eventually hard. I had ordered three large jars at some expense and hated to throw it all out. I thought of the clay disc that you use to keep brown sugar from getting hard. I put a clay disc in my styptic powder, and like magic, within hours my styptic powder was dry and in its original form. Just wanted to let someone know. Lisa Sowry, Bark Avenue Salon, Tipp City, Ohio Petrotech Odor Eliminator Petrotech Odor Eliminator is a patented next-generation product that revolutionizes the science of odor elimination. Instead of scenting-over bad smells, SeaYu/Petrotech Odor Eliminator stamps-out-stink, once and for all, by encapsulating the odor source on contact and accelerating the biodegradation process of the odor until it is completely gone. The spray literally biodegrades the worst of odors on contact. Made entirely from organic substances, the all-natural product contains no harsh or toxic chemicals, and is non-carcinogenic, non-corrosive, and nonflammable, making it safe for people, pets and the environment. For more information please request Reader Service Card #1407 Feature Your Own Pets On The Covers of Two Best-Selling Books! Chronicle Books has acquired exclusive publishing rights to Dogs 24/7 and Cats 24/7, two titles created by Rick Smolan and David Elliot Cohen, the New York Times #1 best selling authors of the Day in the Life and America 24/7 book series. Smolan and Cohen are now turning their attention to America's love affair with its 68 million dogs and 73 million cats. Through October 31st invite pet lovers to send digital photos of their beloved cats and dogs to www.cats24-7.com and www.dogs24-7.com. The best of these submissions will be included in Dogs 24/7 and Cats 24/7, scheduled for publication in June 2005. People who don't get their pet's picture in the book to still put it ON the book. Everyone who submitted a digital photo will receive an email showing their photo mocked-up on the cover. For only $7.95 (+$2.95 S/H), "proud parents" will be able to click a link and instantly order customized jackets for their own copies of Dogs 24/7 and Cats 24/7. For more information, request