One of the icons of the grooming industry stopped by Barkleigh today… Sam Kohl and his lovely wife, Cynthia. Sam was the owner of the New York School of Dog Grooming in the heart of Manhattan, a school that has probably put more groomers into the workforce than any other.
But the Kohl name should ring a bell for more than the school. Look on your grooming bookshelf and you should find a lot of books authored by Sam. His grooming books have been a mainstay of every groomer in the country. And his wife has been the power behind the throne. She is the proofer, typist, and all around business maven of the Aaronco dynasty.
If you went to a grooming school anywhere in this country, you probably “cut your grooming teeth” on Sam Kohl’s All Breed Grooming Guide. Here are other books from the Aaronco line: Boarding Kennel Management, All About Dog Shows, Cat Grooming Guide, Mutt Styling Guide and Your Career in Animal Services.
Sam is one of the most fascinating persons you will ever meet. He was around at the burgeoning of this industry. Not to say Sam is old, but to say that our industry is still young. And Sam knows its roots. To talk to him is to get a unique perspective on our wonderful industry.
Sam is a visionary. He sees things that are and improves on them. He is credited with improving grooming table design, clipper coolant, shears, various blades, grooming loops and lots more.
Always one to offer a little dab of business know-how, Sam said, “Do you know why I named my business Aaronco?”
“No, why?” I questioned.
“I looked in the dictionary to see what was at the top of the list. Aardvark was the word. But when I checked out business names, it was taken already. Aaron was next. So Aaronco it was,” said Sam. “I wanted my company to be easy to find,” he smiled. Good business acumen has gotten Sam quite far and that is just a little marketing know-how, courtesy of Mr. Kohl.
Sam has just come out with a new book, The Business Guide to Pet Grooming, that is now available on the Barkleigh on-line store. Go to www.barkleigh.com. We have so few new books in our industry. It is refreshing to have another. One of the attributes is a source section in the book, showing you where to find things grooming.
Gwen and I were sorry to see Sam and Cynthia leave that day. We were rushed and didn’t have nearly enough time to visit and solve the problems of the grooming industry. But when you see Sam at Groom Expo, or another event, stop and say hello. He is a wealth of knowledge and enjoys sharing it. And he truly has a heart for the new generation of groomers.
Jackie Boulton
Takes Winning to the Next Level
By Kathy Hosler
If you want to see grooming at its absolute best, you’ve just got to watch the Winner’s Circle Tournament. This amazing competition draws ultra-talented groomers from all over the world, in search of the grooming world’s largest jackpot.
This is one competition that captivates the audience from start to finish. No matter how long you have been grooming, it is fascinating to watch as these artists work their magic and turn their entries into breathtaking masterpieces.
These consummate professionals come from all over, but enter the competition ring with something in common. They each bring a burning desire to win, coupled with heaping helpings of determination, motivation and talent.
The Winner’s Circle Tournament is akin to winning the Kentucky Derby. It’s an amazing accomplishment that rewards the triumphant winner with fame and fortune.
And, just as the Kentucky Derby is part of the Triple Crown of Horse Racing, the Winner’s Circle Tournament has a Triple Crown Jackpot as well. Anyone who wins the tournament three times will claim the jackpot. Right now it stands at an incredible $30,000.00.
Competitors at Groom Expo in Hershey had their sights set on that jackpot. The competition was intense and the grooming was sensational.
The International Judges Association panel of judges went over every entry with a fine tooth comb — literally. When you have the Best of the Best competing — determining the winner is no easy task.
The judges conferred, compared and deliberated as the anxious contestants and the spellbound audience awaited their finding. The winner was announced amid wild cheering and tumultuous applause. It was Jackie Boulton of Calgary, Alberta, Canada who emerged victorious. And, this is the second time Jackie has won the Winner’s Circle Tournament. Just one more win and she will be able to, in an unprecedented three consecutive wins, claim the new Triple Crown Jackpot.
Jackie was ecstatic as she accepted the trophy. Tears of joy splashed down her beaming face as she was hugged and congratulated by the other competitors and the audience. Sid, the gorgeous black Standard Poodle she had just groomed, knew that he had done something special and joined in the celebration.
Jackie Boulton is no stranger to the contest world. She has been grooming for nineteen years and has been competing since 1992. This incredible self-taught groomer has an amazing resume of accomplishments. Jackie was named International Groomer of the Year at Intergroom in 1993 and again in 2003.
For the past sixteen years, Jackie has competed at Intergroom and won a medal each year. She has been a member of Groom Team Canada
since 2001 and a silver medallist at the Oster Invitational for the last two years.
Winning the latest Winner’s Circle Tournament has placed the second jewel in Jackie’s crown toward the huge $30,000.00 Triple Crown Jackpot. Nature’s Specialties proudly sponsors the Winner’s Circle Tournament.
“Grooming contests give groomers the opportunity to showcase their talents and to be rewarded for their accomplishments,” states Mary Meeks, president of Nature’s Specialties, who began her career as a groomer. “Being a groomer, I know what hard work it is and what it takes to get to the competitive level. Few people understand the work and sacrifice that it takes for these groomers to compete.”
Nature’s Specialties supports grooming competitions for many reasons. “At Nature’s Specialties, we create products designed to save groomers time and get the results they need for their customers.”
Ms. Meeks states and continues, “Groomers support us and in turn we support them. Our company has built a relationship with grooming salons through our products — We help each other.”
Mary Meeks encourages all groomers to try their hand at
competing. “When a groomer is in a competition, whether they win it or not, there are no losers — it’s just called experience.”
What does it take to win a competition like the Winners Circle Tournament? It doesn’t just happen by magic. It takes determination, motivation, concentration, lots of hard work and preparation, which includes finding a dog to use for a competition. “Many people don’t realize how difficult it can be to get a dog for a competition” explains Jackie. “I am so appreciative of people who go out of their way to provide dogs to the contestants that are in tremendous shape, and it takes a lot to keep a dog in competition shape.” Sid, the dog Jackie competed with and won, was borrowed.
Sid had a very, very thick coat and as Jackie began the task of scissoring all that hair, she felt a little panicky. “The biggest fear I have is not being able to finish a dog in a class,” Jackie confesses. “But as the competition progressed, I could see my dog starting to come together and I felt better. I settled down and finished the groom.”
“When I won the competition, I was extremely, extremely happy!” Jackie says and quickly adds, “But it didn’t really sink in until later that I had my second win towards the gigantic Triple Crown Jackpot.”
The Winners Circle Tournament with its huge prize money brings our industry to a whole new level. This has become possible through the overwhelming generosity and support of our sponsors: Andis co., PetSmart, Kim Laube and Co., Nash On-Line, Tomlyn products inc. and Geib Shears. This groundbreaking jackpot may be a turning point of how the public views the professional groomer.
Jackie shares her feelings about what this competition is accomplishing. “To some people, we are looked at as just dog groomers who cut dogs’ hair. They think what groomers do is great, but not too important. Well, I feel what we do is very important. There is so much more to our jobs than just cutting dogs’ hair!”
Jackie really sums it up by saying, “When people hear of a professional grooming competition with such tremendous prize money involved, they look at our profession in a whole new way and with a greater respect.”
With awesome competitors like the remarkable Jackie Boulton, and far thinking and generous sponsors like Nature’s Specialties, the sky is the limit.
Do you carry health insurance for yourself? Your employees? What kind of split on health insurance do you offer employees?
I have health insurance on myself, my husband and any full time employee that wants it. I pay 75%, they pay 25%. It's premium insurance, no gatekeeper, a wellness saving plan, etc. Elyse Vandermolen, Clearlake Kennels and Cattery, Webster, TX
I do carry health and dental insurance for my full time employees as well as myself. It is a group plan and has better rates then an individual plan. The business pays 50% of the premium. I hope that helps. Janice A. Malec, VIP Groomers Inc., Staunton, VA
No, I do not carry health insurance for myself and my husband (who is my bather). We rely on state medical coverage. And thank God for it! Health insurance for both of us runs about $450 and up per month. No way can we afford that. I used to have my employees on an employee-leasing program, where the leasing company did the entire payroll and whatnot. They offered health benefits to them as their employees. That worked out well. However, most of the girls just used their spouses’ insurance. Dee, Glendale, AZ
Yes, I have carried health insurance on myself for 23 years...time sure flies! Roxanne, St Paul, MN
I work alone. I do have health insurance with my husband’s job. Sue
Yes, I buy health insurance for my husband and myself, through Health Care Group of Arizona (HCGAZ), with major medical, dental and vision policies that are funded by the state of Arizona, for self-employed and small business owners. I'm paying $270 a month to cover my husband and I. Mary K. Biggs, Mary K's Mobile Pet Salon, Tempe, AZ
Yes, I carry health insurance for my full-time employees only. They pay 25%. I pay 75%. It is expensive, so my whole team is working hard at making more money on extra services we offer. My employees all needed health insurance and I feel better now that we are insured. Alice Glass, Inavale Farm Animal Care Facility
Yes I carry major medical insurance through United American. Christina Hershey
I am a member of the local Chamber of Commerce through which I have enrolled my employees and myself in Blue Shield. I contribute 25% of their payment. Tracy L. Polomsky, Dog's Best Friend, Chazy, NY
My husband and I work full-time at our grooming shop. We both have traditional health insurance. We also offer health insurance to our full-time employees that have been with us for one year. We pay 100% of the insurance costs for our full-time person. I feel that this is an important benefit. I want to know that our employees can get the care they need. They are an important part of our team. Insurance is very expensive and I know many employees could not afford it by themselves. Health Saving Accounts can be a good option for business owners and independent contractors as well. Audrey Ulrich, The Barking Lot, Richland, WA
I am a self-employed, one person, small dog grooming operation. I have had some health issues in the past, and therefore, MUST have insurance, so I have Anthem Blue Shield/Blue Cross and it costs me almost $800.00 per month, plus big bucks for prescriptions, but I can't be without it. In the research for this, these folks seem to have the best coverage, and if you don't have any health issues, then it is very reasonable. Marilyn Martyr, Happy Tails, Reno, NV
I do have health insurance for my employees. The split is 50/50. Janet Rigg, The Grooming Rigg, Hillsborough, NJ
Good question regarding health insurance. Such a thing was not even heard of in a grooming shop 30 years ago. Now, I am happy to say that it seems common in my part of the country. To get – AND KEEP – quality professional groomers, a salon owner has to offer more than just good and fair pay. I have provided health insurance for over 20 years at my salon. Whether it is completely paid by me or a 50/50 split depends on individual contract negotiations with each employee. Currently, most of my staff on health insurance is completely paid by me. Christine DeFilippo, Owner, Twickenton Dog & Cat Grooming, Dedham, MA
I am a new business owner. I bought an existing ten year grooming business. Fortunately I have my husband's health insurance to fall back on. I have eight employees and I would like to offer them some kind of health insurance split. The task of finding the right kind of insurance is daunting and expensive. I've had two insurance companies tell me no way would they cover someone in an animal care industry job because of the risks. Ferrell Santacroce, It's A Dog's World Too, Utica, NY
Editors Note: Workman’s comp should cover risks. Health insurance is another issue and should have no basis on health insurance.
I have health insurance for myself. I only have three employees, and one gets good insurance through her husband's work, so we don't have enough people for a group policy. The bather has three kids and no husband for any of them so she gets help from the government. For any other employee I would pay half of the cost of a policy, but I am not paying the whole thing. Jill
Groom Expo 2005
Part 2
By Kathy Hosler
Photo Gallery 1
Today’s grooming clients expect you to know everything about everything when it comes to their pet, and while in no way should a groomer ever diagnose a condition, we owe it to ourselves and our clients to be informed.
To that end, there were terrific and informative seminars given by Dr. Lowell Ackerman, DVM DACVD MBA MPA about Battling Ear Problems and Winning, Managing Allergies, and a Guide to Medicated Shampoos.
With his guidance, groomers are better able to recognize a problem when they see it and tell the client that their pet needs to see their
veterinarian.
Do you have PMA? You would know the answer to that question if you had attended Stephen Rafe’s seminar, Coping with Stress, Anxiety, Fears, and Phobias.
“People don’t realize that they are in control of their stress and tension,” states Stephen Rafe BS MS “and you can overcome it with a PMA.” (Don’t worry; PMA is a positive mental attitude. It’s a good thing.)
As always, many seminars were presented to help groomers fine-tune their skills. Teri DiMarino presented the Brusher/Bather program. From
the fundamentals of bathing to little known drying techniques, she led each participant through the steps needed to turn out a fabulously prepared dog.
Attending the Wonderful World of Terriers, a day-long seminar presented by Sarah Hawks was certainly an eye opening experience. As she described the procedure for grooming the different breeds, it became clear that each breed had its own special look. Sarah Hawks presented it in such a way that her audience could see the differences and apply them to their own clients.
“Many of the Terrier breeds are groomed similarly,” emphasizes Ms. Hawks, “but details make the difference between a good grooming and a spectacular one!”
The Oster Grooming Theatre treated attendees to a series of seminars presented on the big screen. From the basics of dog (and cat) bathing to the ins and outs of Cocker grooming, every detail could be clearly seen by all attendees. Those big screen presentations were so clear and up close that it was like you were getting a private lesson from our industries’ top educators.
The Queen of Color, Dawn Omboy, came to Hershey to share her vast knowledge about creative grooming. Dawn had tips to help groomers spice up their everyday grooming and to encourage future creative competitors. With Dawn’s help, grooming shops all over are saying good-bye to ho hum grooming, and hello to exciting, colorful finishing touches.
The meal functions at Groom Expo are events in themselves. Not only is the food always terrific, everyone excitedly waits to see what kind of wacky, fun and hilarious entertainment our hostess Judy Bremer-Taxman has in store. (She is a professional de-stressor, you know).
Well, the Saturday luncheon featured a Hawaiian Lu-Howl and as things got rolling, there was no doubt, the entire room was howling with laughter. A hula contest kicked everything into high gear. Grass skirts were swaying, pineapples waving, and coconuts shaking as the competitors gave it their all. We may not have been on a sunny, warm beach in Hawaii, but no one could have had more fun at a luau than we had that afternoon.
Sunday’s luncheon featured a Back to the Fifties Party, complete with Fifties foods of meatloaf and tuna casserole. Even the waiters and waitresses were dressed in poodle skirts and authentic Fifties costumes.
A Let’s do the Twist contest was the feature of the day. Well, it immediately became evident that Saturday’s hula contest had been just a warm up for the twist contest. It was a real blast from the past as each contestant swiveled in the spotlight and strutted their stuff. The contest ended with co-winners as the entire room went wild over the amazing efforts of two of the contestants.
This year Groom Expo had a very special guest, Iris Paulus. Iris is truly an icon, dedicating more than fifty-five years to the pet world. She has been instrumental in organizing and presenting the first ever seminars for groomers and for helping make our industry what it is today. This lovely and gracious lady received an enthusiastic standing ovation from groomers at the luncheon as they recognized her pioneering efforts and extraordinary love for our industry.
If you ever want to be amazed, just take a break from the seminars and shopping to watch one of the many grooming contests. The competition ring was buzzing with activity all weekend long, starting early each morning. The grooming salon opened at 4 AM every morning so competitors could prepare their dogs for competitions.
The Groom Olympics and Winners Circle Tournament were held throughout the weekend. The competitions featured many different breeds: Poodles, Terriers, Sporting Breeds, and even mixed breeds. Most of the competitions consisted of three levels, from novice to expert. It was truly an education in itself to watch the competitors as they clipped and scissored their dogs to perfection, and vied for huge prize money and trophies.
Saturday evening at Groom Expo was a real treat. First, the top winners in each level of the Friday and Saturday grooming tournaments were introduced. They presented their dogs for one final examination by the judges and soon the PetSmart Groom Olympic champions were crowned.
As the attendees enjoyed a scrumptious buffet, they chatted about the sensational winners they had just seen and about the Off Lead Dancing with Dogs Invitational Contest that was about to begin.
This amazing sport is truly unlike any other. Teams, consisting of an owner and their pet, dress in wonderful costumes and perform individually choreographed dance programs to music they have personally selected. It is amazing to watch these incredible athletes and experience the tremendous bond between them as they move in perfect harmony with the music. The inspiring performances thrilled the entire audience and the crowd rewarded the competitors with heartfelt applause and cheers.
If Groom Expo consisted of nothing but their awesome trade show, it would be well worth the trip from anywhere. With over 170 booths, the trade show offered everything that groomers could want. For instance, there were clippers of all shapes, sizes and speeds. Those tiny trimmers for intricate and finish work, cordless clippers and the heavy-duty workhorse clippers. You could try them out at the different booths, talk with the booth personnel about them, and chat with passing groomers as they offer their thoughts and experiences with the products.
Many of the booths offered mini grooming demos by top industry greats and others passed out free samples. Still others offered fabulous Groom Expo specials on their products. The trade show was a beehive of activity from start to close, with some booths selling completely out of their inventory. I guess that proves that groomers are fabulous shoppers and know great deals when they see them.
The Gifts of Love silent auction is a very special project headed by Gwen Shelly. (She is the busy, busy lady you see everywhere at Groom Expo wearing those great fuzzy slippers.) All weekend long, items donated by exhibitors, sponsors and attendees are displayed throughout the convention center.
Even though it is a silent auction, the bidding can get hot and heavy as the auction closes. This year about $15,000 was raised and it will aid victims of Hurricane Katrina.
Sunday afternoon always features the Barkleigh Creative Grooming Contest. It is a real must see event that always draws a standing room only crowd. Contestants start with multi-colored walking mounds of
hair and, like an artist with a blank canvas, they begin to create their masterpieces.
As the audience watches with fascination, their creations begin to take shape. Soon you hear excited whispers in the audience. “Hey look. She’s turning him into a ladybug. Is that a monkey?” and “Wow, that dog has three heads!”
One special part of the Barkleigh Creative Contest is the Peoples Choice Award. That is where the audience selects their favorite from all the entrants. This year, every contestant received sincere and vigorous applause as the audience recognized the hard work and creativity that each had put into their creations. But, when they came to Justine Cosley’s creation, the audience absolutely went wild with applause and cheers!
It was as if they imagined themselves at the Super Bowl cheering Justine’s black and gold entry that honored the Pittsburgh Steelers’ Big Ben Roethlespoodle, complete with helmet and uniform and the number 7 on his back.
All too soon, it was time for Groom Expo to end, but everyone had fabulous treasures, newfound knowledge and an incredible weekend worth of memories to take home. From start to finish, Groom Expo had something for everyone.
“Wow! It’s awesome!” exclaims Emily Gregory, a first time attendee from Australia. “I’ve learned so much! The groomers here share everything.”
“It’s great! It’s amazing!” she excitedly continues, “I would love to come every year and I may bring a dog or two and compete.”
Be good to yourself. Make Groom Expo and Animal Behavior and Training Expo your destination every September.
Letters to Marea
By Marea Tully
I received a letter recently from a groomer saying she was “tight for cash” and she would like to know what the prize money for competing would be before she entered one, two or three dogs. That she said would cost about $300 in entry fees and that the last time she placed at a show she won $25, which hardly seemed worth it.
Entry fees help pay for the space that is rented to conduct the contest. They pay for airfare, hotel, meals and fees for the judges who must leave their shops and homes. Sally Liddick says, “Contesting provides a great opportunity for critiques by one of the top professionals in the industry. You can go on to be certified with your entry from the ring (saving you a special trip). There are many benefits, most of which do not involve prize money.”
People compete to prove to themselves how good they really are, to boost their confidence and self esteem, hang ribbons and trophies in their shop to impress their customers and advertise their entry with a photo (win or lose) to increase clients.
Competing is sort of like gambling in a way. You can’t win if you don’t play. The rewards can be fantastic or terribly disappointing. My father’s advice to me was always, “Never gamble more than you can afford to lose”, so if you truly cannot afford the entry fees maybe you better raise your grooming prices or you may lose out on possible fame and fortune.
I received another letter from a groomer in Costa Rica who has started up her own business after recently graduating from grooming school and applying at existing grooming shops with no luck. She was wondering what some of us “old timers” could offer in words of wisdom to the “newbies”. If you have anything to share, please write me. She reads the Groomers BBS all the time and adds some advice is very helpful but sometimes makes her rather nervous.
I would suggest that she start out with a realistic price right off the bat, institute policies regarding hours, cancellations, late appointments etc. and stick to them. For keeping up confidence, there is nothing like success! Every week, month and year should have an increase in customer base as well as money. I think ribbons and trophies from competing to decorate the walls would be nice. Be proud of who you are and make sure your dress, shop, words and actions reflect that pride. If you hold yourself in the highest esteem, so will others.
She was also wondering what to do with advice from the seminars she has attended, particularly when they differ from what she was taught in school and quite often seminar to seminar. Take what you can get from any seminar leader and if they suggest two different ways to accomplish the same thing, then try both and see which one works best for you in your particular situation.
It is understandable that when you see and hear things in seminars that differ from what you are taught in school it can be quite disconcerting. However, you must remember there are good schools and not so good schools. Most seminar leaders are at the top of their game and they are much more current than some schools, who themselves have not upgraded their knowledge in a long time. Things change as the years go by. You know how you were taught to do a certain thing and if the seminar teaches you otherwise, try it and see if it works out better for you.
A letter from an upstate NY groomer and pet care center owner wanted to know what to do about other grooming shops in the area that back stab and spread untruthful rumors.
There is enough business out there for all of us with no need to bad mouth one another. An ignorant person talks about people, a wise person talks of ideas. Remember the Serenity Prayer that goes something like: Grant me the serenity to accept the things I cannot change, the courage to change the things I can and the Wisdom to know the difference.
“Where have all the samples gone from the booths at trade shows?”, one lady asked. I remember years ago when many booths gave out samples of their wares, particularly shampoo vendors. It has become cost prohibitive to many of them. Consider just the packaging cost, all those bottles, labels, labor or machinery to fill those samples. They need to sell to defray costs of booth, hotel, meals and transportation. Many companies will sell you an eight ounce bottle to try, give one free with a dozen or offer shipping in lieu of free samples.
See you on the road,
Marea
I can't be the only one out there who gets these customers who want to barter for their grooming fees. I think I can partially blame Women's Day or Family Circle for this trend. I recall reading at one point about their tips to save money on everything from buying a car to pet care. Yes, their idea was to simply “ask your pet care professional for a discounted rate for the privilege of having your business. Better yet, offer to trade something of value in exchange for free pet grooming,” it said. Well, for starters, I personally don't need any more Tupperware. I also don't need any more Beanie Babies.
One of the worst ideas on a trade came from a very odd (to say the least) woman whom I didn't think even had a job at all. She comes in probably twice a year with a very spastic Cockapoo who looks like Gene Shallot on a bad hair day. This dog is such a mess each time as the owner rarely, if ever, tries to brush it out. The dog carries on like he's been stuck into a 220 outlet from the time he hits the door. Then the conversation with the dog's owner always goes the same. “Uh, Uh, Bonnie...why does he cry when he has to come in here?” she asks. “Oh, I don't know. Sometimes I cry too when I have to come in here,” is my smiling response.
“Uh, Uh, Bonnie...how much hair will you cut off?” she queries. “Well, once again, he's in pretty rough shape,” I respond. “Uh, Uh, Bonnie, can you just take off two inches and leave him with about three?” she asks. “Uh...no,” is my standard reply. Don’t tell me about trying to educate this woman on brushing this dog. I’ve tried for more than ten years, to no avail. Twice a year he gets shaved down and twice a year I have quite the battle doing so.
This time was different, however. The woman called me and said precisely this: “Uh Bonnie, this is Marge. You know...the Marge that you groom my dog.” Yes, I knew which Marge she was. There are several “Marge’s” that I groom pets for, but only one that starts out every single sentence with that familiar, “Uh, Bonnie.”
At any rate, she continued. “You know you charge an awful lot to groom my dog and I had an idea.” I knew I wasn't going to go for whatever idea she was about to spring on me. I stayed silent. “So, Uh, Bonnie, you know I'm like a professional Massage Therapist.’ I had two thoughts at that exact moment. The first was the part where she said she was “like” a professional; the second was that I was deathly afraid of what was coming next.
“So what I was thinking was that we could trade services. You know, you groom my dog and I'll give you a massage,” she announced. "I don't think so,” I immediately told her. This whole thing just creeped me out. Now, it's not that I am against getting a massage. I had one done several times. The differences were many though, compared to this. It was my idea to have one done, I was having problems with my back and the woman who did it is “totally” professional, not “like” professional.
Lastly, it bothered me on both sides that I didn't know if I was supposed to feel more comfortable with a regular, average looking woman doing it, or with one who more resembled one of those Hun people from days of old with the horns sticking out of furry hats. The woman with the dog definitely looked more like the latter.
But press on the woman did. “So you're not into feeling relaxed then?” she asked. “Well, yes I am, but I just don't want to,” is all I could come up with. “So, you’re against massages?” she continued. “No, I’m not against them...I just don't barter my services,” I stuttered. “So, then how about you just get a massage and pay me, and then I’ll get the dog groomed and pay you,” she offered. “As long as what you charge me is what I get to charge you,” she threw in. “Uh, Marge...let’s put it this way...I just don't want a massage, period,” I blurted out. “So are you saying not at all, or just not right now?” she asked. I sighed...this could take a while.
Retailing Products is a Great Source of Income
By Sharon Hayashi
Groomers today can make money beyond grooming. They can add more profits by recommending and offering retail products within their grooming facility.
A great example is to carry pet shampoos and conditioners to sell to clients who bring pets in for grooming. Why? Because clients need to use good grooming products on their pets in-between bringing them into their professional groomer.
Many groomers think that by selling shampoos to their clients they will lose the grooming part of their business, but this is simply not so. Clients are not professional groomers and cannot cut or maintain their pet’s coat as the groomer does. They can only occasionally bathe their pet when they don’t have time to bring them in for grooming. Few times a year, a client bathes their dog for whatever reason. In that case, they should use the shampoo and/or conditioner that the groomer recommended so that when they do bring their pet back in for professional grooming, their pet is not matted by using an inexpensive brand of product.
Types of Products to Sell: Shampoos, conditioners, toys, collars, leashes and any other pet product that the grooming space allows for. Why toys and other products? Because pet owners will buy them at pet stores, grocery stores or any other store that sells pet products. Why not purchase them from their professional groomer?
How to Make the Sale: Recommend shampoos or conditioners at the time the client’s pet is being picked up. Example: “If you are going on a vacation, or don’t have time to bring your pet in on the next regular appointment, I recommend using this shampoo or conditioner until you can bring your pet in.”
Merchandising your Products is Part of the Sale. Example: If you don’t have a floor stand, display products on shelves that are eye
level or at the area the client pays
for their pet’s service. Counter unit displays for small items such as
toys work well.
Using Your Unique Selling Position: The groomer is the professional. When a professional recommends products, then they have merit. Make sure your selection of products is professional quality. The groomer is like the hairdresser for pets! Know your products and how they perform, so when you make the recommendation, your client knows what to expect.
Impulse Buying: Impulse buying is part of how you merchandise your selection of products. Products need to be displayed where your client can see, touch and smell the samples. A great place is at the register or where they pay for their pet’s services. Another great place is at the entrance or waiting area if you have one. If your retail area is small, then use your walls with shelves at eye level to display products.
Reasons to Retail: Retailing grows your business! Unless you increase the price of your services, work longer hours in the day or more days in the week, it is difficult to increase income. Retailing is not only an additional source of income, but it can be an entire new business! If you carry the right products, people will come to shop for their pet as well as bring them in for grooming.
They can recommend unusual items you carry to their friends who have pets. Oh, and by the way…you could gain another grooming client that way. It’s called cross-merchandising. In this case you are cross merchandising a service with a retail item. Start off small with an investment in a few products and increase your inventory gradually. It’s added income! Don’t forget that “sales make the world go ‘round”! People buy products for their pets all of the time. They should be buying them from you, their professional groomer and hairdresser for their pets!
We hope you enjoyed this article from OxyPet International. We manufacture Pampered Pooch, a problem solving line of pet products that contain activated oxygen, unique dispensing systems and a dry shampoo mousse that cleans without the use of water! No water, no rinsing!
For more information, contact us at: www.oxypetproducts.com. Happy Grooming!
Groom and Kennel Expo:
A PET-tacular Event near Hollywood!
Get ready, southern California… groomers will be stampeding from all over the west coast to this exciting show! Groom and Kennel Expo 2006 is returning February 16 – 19, 2006 to the Hilton Burbank Airport for another year of great seminars, a bustling trade show and thrilling events.
Returning this year are the Natural Pet and Off Lead Training Expos, Mobile Van Round-up, Animal Behavior Conference and IJA and Groom Team USA sanctioned grooming tournaments. Seminars begin on Thursday and continue throughout the weekend. Topics included are grooming, business, mobile, training, doggie day care, animal behavior, boarding, facility design and lots more. Acclaimed pet care professionals will be speaking at Groom and Kennel Expo for the entire weekend.
One of the top events will be the one day Animal Behavior Conference by Stephen Rafe. Stephen has contributed to the field of canine behavior through his work in non-verbal communication, hierarchical behavior and noise phobias (including his cure systems for dogs that fear gunfire, thunder or fireworks) for twenty years. Steve is the author of Your Baby and Bowser, Training Your Dog for Birdwork, and numerous manuals and pamphlets on training and behavior.
Jay Scruggs will be one of the featured demo artists doing four breed demos at the show. Jay owns Here Comes the Groom, a successful mobile grooming salon in Germantown, Tennessee. Jay has won multiple Best in Show and Best All Around Groomer awards and was named 2001 American Groomer of the Year. He was the first groomer to receive the Groomer of the Year Award at Westminster Dog Show in 2002.
Judy Bremer – Taxman will be coming to Burbank for the first time in years. One of the most popular Groom Expo speakers, Judy will delight her audience with tips, tricks, techniques and wisdoms borne of years as a groomer, salon owner, multi-salon owner, groomer manager of over 50 groomers, and finally, manager of a multi-million dollar grooming and boarding facility.
Architect and boarding facility consultant, Scott Learned, will be offering facility design seminars. Marcy Albin will go into details of operating a Doggie Daycare. Delise Knight will show us what’s new in Bows and Beyond.
Teri DiMarino will be returning with the Brusher / Bather Certificate Course, while Marlene Romani will offer an all new program debuted at Groom Expo… Snippets of Grooming.
Randy Lowe will be offering the Scissor and Blade Clinic for the first time in Burbank. Owner of Precision Sharp, Randy will talk about the biggest problems with blades and will demonstrate easy fixes to perform without sending your blades off to an expert. Learn about shears, ergonomic factors, finishes and sharpening techniques in this hands-on visual program.
Due to the popularity of mobile grooming in California, Mobile Grooming will be a strong focus. Several mobile programs are planned, and Sunday has the HUGE Mobile Roundup. Enter your vehicle and get a free BASIC admission to attend seminars on Saturday and Sunday.
And don’t forget the trade show! We’ve enlarged the trade area and expect even more booths this year so come for the ideas and the bargains. Start the new year off right by selecting ergonomically designed equipment. Work safer, faster and better. Check the fragrance of new shampoos. Try on a new shear! See the latest, greatest grooming equipment and clothing. Oh, there is so much to do!
See the show that has been getting rave reviews in LA and Chicago! On Saturday evening, take in BARK… The Musical in Hollywood, a show about man’s best friend from the dog’s point of view. It will have you howling in your seats! The Los Angeles Times says “Bark! is a musical homage to dogs and their endearingly human hearts.”
Visit Groom and Kennel Expo 2006 and enjoy a tax-deductible vacation!
The Magical Thinning Shear
Chris Pawlosky
With a good pair of thinning shears, I can magically fix almost anything. Scissor marks in a coat, the roughest scissoring on the worst coats and softening almost any clipper line or mark.
Thinning shears, when used like scissors over an area where you made an “oops”, take away from the dark shadow created by the hole. The hole may still be there, but your eye is no longer drawn to the area with the shadow virtually eliminated.
Cleaning up my scissor work on the softest Bichon coat is easy. I first outline with Oster universal comb attachment on a #30, #40 or a #50 size blade. Then I scissor and thin over the entire dog. They turn out so clean but natural, with no scissor lines. I find it also helps to use a heavy mist of finishing spray on the coat and a larger, wider tooth comb to lift the coat evenly using long smooth strokes.
Finally, the clipper marks. First, remove any dead coat from the area with undercoat rakes and stripping tools. This will help blend and create a more natural look with a better coat growth cycle. After the entire dead coat is gone you can come in flat to the clipper line and take a snip. Brush and take another snip and brush until you get the look you want. The key is the removal of dead hair first.
Another trick I like to use on skirted breeds is to take my comb and lift the coat up and over the clipper line. Then remove coat with thinners above the comb. It blends in the line nicely and also gets rid of damaged coat, which helps prevent matting in the future.
Good luck with your magic tricks,
Christina Pawlosky
Pet Industry Christmas Trade Show
H.H. Backer Associates’ 39th Annual Pet Industry Christmas Trade show and Educational Conference was held recently in Rosemont, IL.
PET AGE magazine and H.H. Backer Associates sponsored several free educational seminars designed to appeal to all types of retailers. Barb Koffski presented a seminar on first aid in grooming shops, and Suesan Watson conducted a grooming demonstration on mixed breeds. The Pet Industry Joint Advisory Council also sponsored certification seminars on felines and small animals, conducted by Dr. Christine Cannon.
Nearly $17,000 in cash, prizes and trophies were awarded in the sixth annual “Celebration of Style” grooming competition. Sponsors included Coastal Pet Products Inc., Gimborn Pet Specialties, ConairPet, Metro Air Force, Andis, Lambert Kay/Church & Dwight Co., Electric Cleaner Co. Inc. and H.H. Backer Associates Inc.
H.H. Backer Contest Results 2005
Best All Around Groomer
Lisa Leady (Div. A), Sarah Lake (Div. B)
Best Groomed Dog
Lisa Leady (Div. A), Jeri Hoppe (Div. B)
Poodle
(Div. A) Misty Fowler, Karen Tucker, Jodi Murphy
(Div. B) Sarah Lake, Butch Singson, Karen Frisque
Sporting
(Div. A) Lisa Leady, Theresa Plishka, Misty Fowler
(Div. B) Donna Wright, Sarah Lake, Natalie Gatto
Terrier
(Div. A) Lisa Leady, Vero DaSylva, Jodi Murphy
(Div. B) Sarah Lake, Dolly Pierson, Rene Padron
Mixed/Other
(Div. A) Jodi Murphy, Vero DaSylva, Karen Tucker
(Div. B) Jeri Hoppe, Dolly Pierson, Kristen Rothrock
Iowa State Professional
Dog Groomers Association
(L-R) Lane Lucas (Mink Intl), Judy Hudson (judge),
Veronica Frosch, and Julie Ostoski (judge)
The 28th Annual Iowa State Professional Dog Groomers Association Convention was held recently at Des Moines, IA. The judges for this event were Judy Hudson and Julie Ostoki.
Contest Results
Best In Show
Veronica Frosch
Poodle
(Div. A) Penny Underhill, Veronica Frosch
(Div. B) Lynelle Mellecker, Sharon Steiner
All Breeds
(Div. A) Veronica Frosch, Penny Underhill
(Div. B) Elizabeth Ginn, Kathleen Kilpatrick,
Kellieanne Fischer
Mobile Grooming Contest
Lynelle Mellecker, Linda Hanover, Denise Davis
I got a kick out of your article Grooming Difficult Dogs (The Grooming View, October Groomer to Groomer). Over the years, I've had plenty of dogs who I wish had been heavily sedated, but....weren't. If you ever write another article on this subject and are looking for suggestions, here are a couple of things that I have done in this situation.
After one horrific behavior episode, I have the customer ask the vet for a mild sedative to be given by the owner before the grooming, so that the animal is a little mellow, or at least it's reflexes are a little slower during grooming. Over time, I ask the owner to give less and less sedative. As the dog begins to trust me, I have found that I have been able to wean them off the sedative. Firm and loving handling and a no nonsense approach has served well.
Another suggestion would be to do the dog before anyone else was in for the day. I have found that often animals become more tense in a stressful environment. Dogs barking, clippers and dryers going, people coming and going add more noise, confusion and stress for the animal. Of course there should be an additional charge for such a service!
Your suggestion to use the clipper while it was off is a technique I have used. It gives the dog a chance to check you out, and evaluate what you're doing. It's worked moderately well, but eventually you have to turn the clipper on!
I enjoy reading your articles. Keep them coming.
Noreen Desbiens, The Dog House
Midland Park, NJ
Grooming Difficult Dogs Suggestions
Dear Marea,
I was so glad to read your article in Groomer to Groomer about Grooming Difficult Dogs. Unfortunately, I see too many dogs come through my shop that have been previously mistreated, because it seems most groomers take too harsh a hand on them when they don't cooperate.
I have had my shop open now for over five years, and prefer to work with these dogs. There is satisfaction that comes with getting a dog that is scared to death of anything you do to snuggling with you in the end! You mentioned that you welcomed any suggestions on how to work with these pets and I feel honored to share a few with you.
First, I always turn the clippers on well away from the pet and when I come near, I let them sniff the clippers while encouraging them and talking sweetly. Then start all cuts from the back, where it's not so intrusive. I, of course, have had to use muzzles, but always hug and comfort them as soon as it's placed on them. Letting them know it's okay and that they are doing well. This really seems to help calm them down. I take the muzzle off as soon as possible with the same encouraging words.
I have also, through references, taken on many pets that have had to be sedated at the vets. With these pets I use the same tactics, but strongly encourage the owner to stay! In many of these cases, the pets seem to lose a lot of fight in them! I just have the owner hold (as much as possible) and reassure their pet while I get the job done. You must have a muzzle on at first, so neither of you gets bitten!
The owner is already aware that their dog is difficult and are eager to do what they can to solve the problem. They also pay less for a non-sedated groom by the vet! This is a tactic I swear by! I have had many pets that are now happy to be dropped off and groomed without so much as a muzzle!
The worst thing anyone can do with these animals is to hurt them. They will then relate grooming to pain, which encourages bad behavior. Thank you again for your articles!
Sandra G. Ableman
Ableman's Home Pet Grooming
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions
Jackie Boulton
Takes Winning
to the Next Level
Retailing Products
is a Great Source
of Income
Groom and
Kennel Expo:
A PET-tacular Event
near Hollywood!
Pet Industry
Christmas
Trade Show
H.H. Backer Contest Results 2005
Iowa State
Professional
Dog Groomers
Association
We got
your letters…
Grooming Difficult
Dogs Suggestions