GTG 25-3

Moving. Such a difficult task. After fifteen years in the same location, Barkleigh has bought and remodeled a building. After months of work, it is ready. And this is the week we move.

One thing you find out in any moving project is the amount of stuff you have accumulated over the years. What do you really need? What should be pitched? I am in a “throw away” mode after many years of accumulating, unfortunately, still too much junk has been hauled to the new building to catch dust bunnies there.

Nothing is worse than not needing something, and then paying someone to move it so that you can pay someone again to move it to the trash. Oh well. A little advance planning would have done well, but who has the time?

Plus you look at this stuff and say, wow… someone would pay $5 for that. But you never get to selling it, and it travels with you for another fifteen years.

Junk is such a prevalent issue, now. Books are written on it. Seminars exist. Did you know that there is an organization of organizers? I saw it on TV. The National Assoc. of Professional Organizers. They have over 3,000 members and they earn $50-$150 per hour organizing people like me. Hey, if your little dog grooming thing doesn’t work out, you can always become a professional organizer.

So, good luck on your Spring Cleaning, or your next move. If you can’t do it, there are folks out there that can help.

In the next issue or two, we will take you on a guided tour of our new facilities. And I will hide the junk from the photos. God bless you.

I go into every competition with the determination to do the very best job that I can,” affirms the dynamic Colin Taylor, winner of the 2006 World Cup Grooming Games. “I never go out there to beat anyone …I’m out there to beat myself.”

Colin Taylor’s amazing career has taken him all over the world, England, Bangkok, Hong Kong, Barcelona, and of course, all over the United States.
His adventures in grooming began in England where Colin lived and attended the London Academy of Pet Grooming.

Colin soon discovered that he had a deep love for grooming, competing and teaching. This charismatic artist has an unquenchable desire to excel and is constantly striving to improve every aspect of his grooming skills. Colin is very competitive yet he is willing to share every bit of his knowledge with others.

If you take a look at some of Colin’s accomplishments, you will get an idea of how dedicated he is and just how hard he has worked to get where he is.
Colin is a multi-year member of GroomTeam USA. He has countless Best in Show and Best All Around Groomer awards. Colin has been honored with the title of International Groomer of the Year. He has won many scissoring awards and the Oster Invitational Tournament of Champions. And, the list goes on.

What is the key to Colin’s success in the competition ring and in his multi-faceted career?

He has a burning desire to be the best that he can be. He pays attention to every detail, from concept to completion. Colin is never satisfied to bask in the glow of his accomplishments; he always sets new goals and challenges for himself.

How does Colin Taylor prepare for a grooming competition? “I might begin preparing as long as six months before a competition. I must locate a competition dog far enough in advance to make sure it has enough coat.” explains Colin. “For weeks before a competition, I will visualize my dog and I will groom it over and over again in my mind.”

“I am always very nervous before a competition,” confesses Colin, and then adds with a chuckle, “Just ask anyone who knows me, I’m a real basket case.”
But when the competition begins, Colin directs his full attention to his dog and the job at hand. He gets into “the zone” and nothing can distract him until he has completed the groom that he had practiced over and over again in his mind.

Colin’s most recent competition, The World Cup Games, was held at Groom and Kennel Expo in Burbank, California. This prestigious competition draws some of the industry’s most talented groomers from all over the world.
The World Cup Games have four divisions: Poodle, Terrier, Sporting, and Mixed and Other Purebred.

The first place winners of each division are pitted against each
other, yet only one can be crowned champion of the World Cup Games.
The crowd watched intently, as top talent went toe to toe.
As the judges went over the magnificent specimens before them,
it was clear that selecting the ultimate winner from these spectacularly groomed dogs was an unenviable task.

The room tingled with excitement when the judges reached their decision.
The audience exploded into thunderous applause and cheered wildly as the World Cup title was bestowed upon Colin Taylor and Loky, the gorgeous black Standard Poodle he had just groomed to perfection.

Loky was convinced that she was the most wonderful, talented and beautiful dog on the planet as Colin showered her with praise and hugs when they received the championship trophy.

The Andis Company sponsored this year’s World Cup Games Championship. By sponsoring grooming contests, Andis helps reward the groomers who are trying to be the best that they can be.

The Andis Company knows that competing is important for groomers to show off their skills and confirm their expertise, and it helps them build their customer base and boosts the groomers self esteem.

“For a groomer to be top notch, the equipment they use must match that title,” states Marea Tully of the Andis Co. “As a sponsor, Andis wants every groomer to be aware of the great products we make. For example, Andis is the only company that makes the 5/8 HT and the 1/2 HT Blade, and they are the first to make a clipper with a light on the front so groomers can see in between those black paws and under the large animals. Sponsoring gives Andis a chance to showcase our latest products.”

You might wonder why Colin Taylor puts himself through all the stress and work of planning and entering grooming competitions? It’s because he feels that everyone who competes receives valuable rewards, himself included.
“You can look at competing as an extra lesson in your chosen career,” Colin states and encourages, “Just because you and your dog do not place in a contest does not mean your work is bad or incorrect; it just means that another dog in your class was more correct. At times it comes down to hairs. You learn the importance of great sportsmanship and to always treat your judges and your dogs with respect.”

“I’ve been grooming for twenty-one years and I still realize that I have weak points that I have to work on,” Colin continues, “Competing makes me realize what I’m doing right and what I’m doing wrong. And, it makes me appreciate what I do as a groomer.”

Colin is presently working with the world famous Graphic Standard Poodles located in the San Francisco Bay area of California.

“Every day at work, I try to do the best job possible.” Colin says, “I have a great rapport with my customers and their dogs, and I have fun with them. I like to talk with them and educate them.”

Colin’s clients are rightfully impressed with his vast knowledge and amazing talents and are very supportive of his competitive
endeavors.

Besides perfecting his own grooming skills and handling a busy grooming career, Colin has several more “irons in the fire.”

Colin will be introducing the Colin Taylor Imperial Collection of shears this spring. His line of shears will feature high quality, yet affordable shears. And, plans are being made to add other grooming essentials to his line.

Colin is planning to open his own business. He is not yet sure if he will base it in the US or in England, but one thing he is sure of…

“My ultimate goal is to work with the educational side of grooming,” Colin states earnestly. “So many people have taught me so much, I enjoy teaching people and I want to give back and improve our industry.”

Colin continues with his thoughts… “No matter what career you choose, continuing education is very important whether you have been grooming for six months or forty years. Attending grooming seminars and grooming competitions are important because things change. You learn new techniques and apply them. They teach you about add-on services and retailing.”

“If you have an open mind and realize where your weak points are, then you can improve on them,” Colin states. “A seminar certificate on your wall will tell your customers that you have improved yourself.”

Then Colin adds emphatically, “YOU are the person who chooses what you want to become.”

From the smallest detail of helping a first time competitor to the bigger picture of improving the future of the grooming industry, the incredible Colin Taylor with his world-class talents is the person who can fill the bill.

Andis World Cup Champion - Colin Taylor
with Andis Representatives
(R-L) Pete Carroll and Marea Tully.

Natures Specialties Winner’s Circle Champ, Marnie Mathison
with Nature’s Specialties Representative,
(L) Bob Harris, and (R) President, Mary Meeks.

Groom and Kennel Expo took place recently in Burbank, California. Over 73 companies occupied 88 booths at the show. “The trade show was bigger and better than ever”, said Sally Liddick, show organizer. “We actually sold out of space this year with a record number of exhibitors. Plus there was an unheard of 31% increase in attendance with over 1660, up from 1265 in 2005.”

The fun started on Thursday with all-day sessions featuring popular pet care speakers. Rooms were filled with participants eager to begin their learning early. “We added many more sessions and tracks of education, this year,” stated Sally.

Friday started early with all-day seminars taking place concurrently. With people literally lined up at the doors, anxious attendees greeted host, Frank Brown, as they made their way into the convention hall and grooming contests already in progress.

The silent auction started on Friday and continued all weekend with tables filled with items donated by vendors and attendees. As always, the frantic bids helped raise money for Gifts of Love International and the many projects they do around the world.

Saturday and Sunday were filled with seminars and more exciting contests. Those with the Do-It-All Packages were able to go in and out of any session they chose.

Many fun additional events took place during the weekend, including: Bark! The Musical Bus Tour, The American Mobile Groomers Reception and Roundtable, and the Mobile Van Round Up. With the fun finally ending at 5 PM on Sunday, a final show close auction took place.

The Contest Arena drew many spectators through the weekend. The Lambert Kay Sporting Breeds Tournament and Procoast Terrier Tournament took place on Friday. Saturday featured the PetEdge Mixed and Other Purebreds Tournament, Petco Poodle Tournament and the much-anticipated ANDIS Best in Show Awards. The Nature’s Specialties Winners Circle Tournament on Sunday was filled with nervous excitement due to the possibility of Jackie Boulton being able to win the Triple Crown prize of $30,000. Even though Jackie did not win, she is still in the running for the ever-growing jackpot of the Triple Crown. B-Air sponsored the Creative Styling Contest held on Sunday.

Judges throughout the weekend for the contests included Judy Bremer-Taxman, Judy Breton, Teri DiMarino, Karin Kretschmer, John Nash, Vivian Nash, Kathy Rose and Marea Tully.

Don’t pass up on this opportunity next year. Groom and Kennel Expo will take place Feburary 9-11, 2007.

ANDIS World Cup Grooming Games
LEVEL 3: Colin Taylor
LEVEL 2: Myra Macias
LEVEL 1: Noriko (Mimi) Hollis

PETCO Poodle
LEVEL 3: Colin Taylor, Jackie Boulton, Barbara Prueckel
LEVEL 2 BIC-Sunny Lasiter, T-Randae Bither,
P-Sunny Lasiter, D-Pamela Trevett
LEVEL 1: BIC-Noriko (Mimi) Hollis, T-Sandra Hartness,
P-Noriko (Mimi) Hollis, D-Suzanne Marchetti

LAMBERT KAY Sporting
LEVEL 2 BIC-Miranda Stonebraker, T-Miranda Stonebraker,
P-Christina Hankins, D-Christy Van Cleave
LEVEL 1 BIC-Karen Almand, T-Karen Almand, P-Dottie Nadolski, D-Erin Davi

PROCOAST Terriers
LEVEL 3: Colin Taylor, Tammy Colbert, Deanise Stoops
LEVEL 2: BIC-Christina Hankins, P-Christina Hankins, D-Sunny Lasiter
LEVEL 1 BIC-Allan Roston, T-Amy Roman, P-Angela Gans, D-Allan Roston

PETEDGE Mixed and Other Purebreds
LEVEL 3: Jackie Boulton, Tammy Colbert, Barbara Prueckel
LEVEL 2 BIC-Myra Macias, T-Myra Macias,
P-Christina Hankins, D-Marjorie Shirley
LEVEL 1 BIC-Tracy Endicott, T-Cindy Clark, P-Tracy Endicott,
D-Jessica Martinez

IPG Best Image: Ida J. Montes
IPG Kindness Award: Angela Gans
GTG Presentation Award: Gilberto Villalobo

During slow times, we offer enticing specials to draw in new business and fill the books. We offer a wide variety of organic and specialty shampoo products and skin/coat treatments that we charge a minimal fee for, but during these off times we offer these specialty services free – which draws in new business. Another thing that has proven to work well is offering $5 off grooming or a free specialty service for any new or existing customer who refers us to a friend or family member that schedules an appointment. Because we are mobile, we can easily get the word out about our salon whenever we drive into new areas or a person in need of pet grooming sees our mobile unit. Erin Callahan, Zoom Zoom Groom Mobile Pet Salon, Kershaw, SC

I send postcards to all that haven’t been in for grooming in two months. I do this all year long. Soon, I’ll be doing email reminders and hopefully a brief newsletter online, along with a website. Technology is becoming a key means of communication, even for this dinosaur.
Patricia Littlecreek, Pat’s Pet Emporium, Ltd., Oak Park, IL

During the slower times of the year, I encourage add-on services. Winter is the perfect time for herbal skin and coat treatments, aromatherapy, essential oil treatments, massage with herbal salts. Use those few extra moments to schedule consultations on nutrition, behavior, etc. Concentrate on increasing retail sales in the salon. Hope this helps. It has worked well for us. Nancy Ward, Classy Clawz and Pawz, Kingsport, TN

Starting from Thanksgiving through Christmas I give out a coupon discount on all appointments booked in January and February. Any customers that don’t come in often, but could stand a fresh new look, get a call wishing them a great New Year. The little chat gets the client thinking, “where has the time gone. I have been so busy.” They usually book, and possible doggie daycare can be added to your grooming business this year. That will help out during any slow time. Rose Heisel, Grooming Solutions’, MN

Of course we advertise a little more during slow times as well as offer discount coupons for new and existing customers. In addition, we look within our own records for business. We check customer information and find out how long it has been since their last groom and make reminder phone calls or send postcards to them. (Barkleigh carries a postcard that pulls in 20% of old clients. Request a sample “We combed our files” postcard. You would actually be surprised how often our customers make appointments when you give them that little nudge. Also, always, always, always try to set up their next appointment when they are picking up their pets, it greatly reduces those slow times. Michelle Barone, Dog E. Stylz Salon & More, LLP, East Stroudsburg, PA

Traditionally my slow times are in the fall right after kids go back to school, and right after the New Year. Last September, I introduced the Furminator. I did my own flyers (“Got Hair?” “Got a Shedding Problem?”) for in the lobby and exam rooms of the animal hospital where I groom. I offered a special introductory price for the Furminator as an add-on to a regular groom. I could really use a day off now! This has taken off like crazy. Clients don’t necessarily get the name right, but they know they want that “thing that helps with shedding”. I feel that addressing one of the biggest complaints that they face as pet owners has helped me tremendously.Jan Ziech, River Heights Veterinary Clinic, Oswego, IL

Most of my clients were on a four, six or eight week program. The four-week being less of a bill then the six-week and that was less then the eight-week. Different programs for different breeds. By doing this most didn’t have to pay extra for de-matting. Most everyone made their year’s appointments in January. When things got a little slow I kept my doors open every day. Cheryl Montaigne, Fort Seybert, WV

What I do is pre-book as many appointments that I can, then when there is a slow period I have regulars that are coming in. It’s easy to do, when they are paying for the haircut ask them if they would like to book their next appointment. The first few times it can feel awkward. It does get easier. If you have staff who deal with the clients, have them ask as well. Most people just don’t think to make their next appointment while they are there, but you have their attention and you might as well take advantage of it. Hairdressers do this all the time and the busiest ones are the ones who pre-book. Hazel Leaver, Dog world Beauty Shop, Victoria B.C., Canada.

People love a bargain, especially after Christmas when money can be tight, so offer a deal. 20 % off grooming in January. Or something similar. You’ll lose money per dog, but you’ll have more dogs coming in. I also advertise grooming gift certificates in November and December, so people will buy them as Christmas presents. Because they don’t receive their gift until Christmas, they have no choice but to come AFTER Christmas, when you are slower. Tracy S. Prince George, British Columbia, Canada

I check my schedule. I make sure all slots are covered. If not, I go to my waiting list and start calling. I also mark out spaces for vacations and seminars in my book. I try to do this for six months at a time. If I need more dogs to do I start an advertising campaign to increase business. Bonnie Medina-Jawad, BJ’s Groom & Zoom, unique mobile grooming spa

I recently tried out the Shed-less/Furminator treatment. I ran an ad in the local paper “Wanted: Shedding Dogs” and offered the first treatment free. The ad also stated that the cost for the bath and brush was not included. I usually do 20-25 dogs in a week during my slow time (I’m a one-person shop). I did 40 dogs that week alone. I now have new returning clients because they loved the treatment so well and I’m making extra money for the treatment! Mary Munson, Dogs By Design, Douglas, MI

We do community service for the three area shelters to make the animals more adoptable. A donation card is placed on their kennel door with a coupon for their first grooming. We would rather help the shelter cats and dogs when we have a slow day. Debbie Wing, LynnDee’s Grooming and Training Center

I had to raise my prices this year to cover medical expenses and supply costs. I added a few new price items like an extra charge for the pet being in my shop longer than the pick up time. Cheryl Shearer, Clip Art Gooming

We started last year giving out the $2.00 coupons that we purchased from Barkleigh. We date them for slow months and the customers love them. We give them out at Christmas time to our regulars as an appreciation for their loyalty all year. It generates business during slow times. Roxanne Aldridge, Almost Home Pet Resort, Valrico, FL

Two ways to boost business: advance bookings, and education. Encourage your clients to either book their next appointment each time, or several in advance. Many of my clients give me a list of dates for the whole year. That way you will always have appointments on the book. Also, educate your owners as to the importance of winter grooming. Explain how the dog is uncomfortable in a heated home when left too much hair. I like to compare this with them leaving their coats, hats, gloves, etc. on when they are inside. Also, mention the value of moisturizing shampoos and conditioners to offset the dry air both in and out of the home. Betty Ryan, Creekside Grooming, Winchester, VA

GroomTeam USA, Inc. announces changes in the Lonnie Lange Memorial Scholarship Fund. There are now two levels of awards; one for college education, with three awards, and the other for grooming education. Level 1 will provide three recipients with $1000 in college money, to be used toward college education in any field. The only stipulation is that the applicant be the child, stepchild or grandchild of a bona fide, professional groomer.

Level 2 is open to any and all applicants, and provides one recipient with a full scholarship to their choice of one of a selected group of nationally acclaimed grooming schools approved by Groom Team USA, Inc. GroomTeam USA, Inc. will also provide $1000 toward the purchase of the standard grooming tool kit available through the selected school.

For complete scholarship details, please visit the GroomTeam USA, Inc. website, www.groomteamusa.com and go to the Scholarship Fund.

Andis Company gave me a wonderful opportunity to travel to Sweden via Miami, London and Copenhagen to share American grooming techniques with our Scandinavian colleagues. After nineteen hours of flights, and a train ride, I finally arrived in Lund, a small quaint town 10 miles from Malmo.
The first day I tried to catch up on sleep, adjust to the seven-hour time difference and go check out the facilities and the dogs I would be using for demonstrations. The second day I was to start grooming a Standard Schnauzer. I waited and waited for a Schnauzer to walk in and finally asked someone what happened to it. They said it was right there with a surprised look on their face. The dog had long dangling ears, a long tail with enough feathering to be an Irish Setter, eyebrows that looked like a fall, and silky body coat three inches long. Silly me, I had never seen a Schnauzer that looked like that but that’s the way they all have to look in Sweden because of a law that they cannot crop the ears or tails. They are also shown with no cropping.

The owner put the dog up on the grooming table for me and proceeds to tell me I can only use the clipper on the bottoms of the feet, the tummy and a couple patches on the back leg. Well now I have a dilemma because I work for a clipper company who sent me over there to demonstrate our clippers and blades and obviously I wasn’t going to be able to do much demonstrating with a dog I couldn’t use a clipper on but 5% of its body.

Terriers, all over Europe and Scandinavia, are routinely hand-stripped and we had informed the owners of all the dogs that we would be using clippers to demonstrate a pet trim. This would keep them in good condition, they would look like their breed, be groomed in half the time and would be more profitable for the groomer and easier on the owner.

The groomers were looking forward to seeing how to do grooms with clippers and blades for their pet clientele. There were a few breeder/groomers also, and of course, there’s always one in every crowd that has to stand up and tell you how clipping will ruin the dog’s coat (like we don’t know that). I patiently explained that we were suggesting clipper trims for old dogs, retired show dogs and pet trims. Owners only get their hand-stripped dogs done once or twice a year because it’s “so expensive,” whereas they may come more often if it’s costs less.

I did what I could on the dog, thanked the owner very much and went on to the next dog. Guess what? The same thing happened with another breed. One lady saw what was happening and called a friend to bring in a Westie that she knew I could use clippers on.

Thank goodness someone had dropped off a Standard Poodle early in the day. I worked on that one while doggie substitutions were found. Of course there was no way to demo a correct Poodle tail since it was very long and curled up over its back due to the law. The groomers said, “now you know what we feel like when we have to make these dogs look like their breed, but with long ears and tails.”

One lady begged me to strip her Westie that had a year’s worth of coat. Its coat was so dirty and greasy that it was impossible. Trust me, it was beyond chalk. We then talked about keeping coats rolled and the importance of keeping the animals in good, clean condition with the proper lines.

Through all the trials and tribulations, we still had a great seminar. The groomers all seemed very happy and went back home with smiles on their faces and some new ideas in their heads. They so enjoyed meeting each other at this, the first ever grooming seminar in Sweden, that they took down each others names and contact information so they could form the first Swedish Groomers Association.

PS. Be glad you don’t breed dogs in Vienna, Austria. Under new city laws, any dog owners who have puppies born after January 1 of this year must have mandatory minimum liability coverage of $864,000. This is to pay for hospital, legal or any other cost caused from damage or injury by the dog. The fines will be more than $4,000 for noncompliance.

My focus for this month’s helpful hint is blending long coats into short on Spaniels, Setters and Terriers, at the same time keeping it natural. This is not always an easy thing to do. Show dogs conditioned regularly do not have the same kind of blending issues as pet dogs that are only done every six weeks or longer. Show dogs are also hand-stripped and are left with a longer back coat.

When working with pet Spaniels, Setters and Terriers, the first thing to keep in mind is the shorter the back coat, the harder it will be to blend. For that reason it makes sense to not bald the dog’s back. I like to use between a 7F and a 3F on these groups of dogs after carding out dead coat with an undercoat rake or stripping knife. Keep in mind what faults you need to try and hide. Also what type of coat does the dog have? What length should it be to lay flat?

I will sometimes go reverse with a Universal Comb #3/4 or #1 after carding on a good coated dog. Then I mist with water and comb coat up and chose a 4F or 3F to go over with the lay of the coat. The trick to setting yourself up for easy blending is of course length of coat but also follow the lay of coat both directions. Leave yourself a little room between the two lengths to experiment. Then take a few minutes to card again. This time take an undercoat rake and/or stripping knife and wrap it all the way around the dog’s ribs and all the way down shoulders and hips. Removing dead coat from skirting will help start the blending process and prevent matting later. I always rake armpits, too.

Next, trim feet and set your parallel lines. This will get rid of any excess hanging coat. With a metal comb, lift coat from the center of dog up to just about a 1/2 to 1 inch above the clipped line, then either take a thinning shear or scissors and cut any hair above the comb. The hair should fall nicely in place. Continue this process around the entire dog. Go back and clean up your dog’s underline and you should have a tidy, but not over-trimmed dog. You will know when you are finished and you do not see the furnishings or you barely see them.

A lot of the dog groups have in their AKC breed standard that the dog should be natural or should be trimmed to see their natural outline. Extra benefits from these procedures are you keep the dead ends trimmed off the long coat so there will be less matting and it is really quick.
Blend, blend, blend and blend some more…..

Ask Bob...
Your Insurance Question?

I work alone, I have health insurance with my husband’s job.
I was wondering what kind of liability insurance a person should
carry on themselves, the dogs and shop. Can you help?

Workers Compensation:
In some states, if you are a proprietorship or individual owner you are not able to purchase workers compensation for yourself. If you formed a corporation, you would typically be eligible for workers comp. This obviously is different in each state, so you would need to ask your insurance agent if you were eligible for the work compensation or not in your state. The workers compensation would pay for injuries incurred while you were working.

Shop General and Product Liability:
The exposures for your shop would typically include your premises (slip and falls, a dog biting a customer, etc.) and your product liability (someone is harmed or injured because of a product that you sold them is faulty, malfunctions or they think it was.)

In either case if you are sued from either of the above, your liability insurance would pay the costs to defend you from that lawsuit and any damages you must pay because you were liable.

Customers’ Pets and Professional Liability:
Nearly all insurance policies exclude any coverage for customers’ pets. We have seen a couple that may extend coverage for them but it is very limited. By very limited, I mean they may only insure them against fire, lightning, windstorm, hail and vandalism.

The two coverage that you need to have on your policy are Customer’s Pet Coverage that is not limited as I mentioned above. This coverage would include injury to a pet if it escapes, is in a fight with another customer’s pet, in addition to many other perils of coverage.

You also need Professional Liability, which would protect you in the event of a lawsuit that could arise from the performance of your professional duties as a groomer. This will also include payment of veterinarian bills in the event of an injury to a customer’s pet while in your care, custody and control.

It has been happening since the dawn of the dog grooming era. It will continue to happen long after you and I retire from the pet care profession. It is a phenomenon that is much more prevalent amongst women than men; it occurs during every season of the year and it doesn’t matter what part of the world you live in. If you are a dog groomer, canine cosmetologist, pet stylist or whatever you want to call yourself these days, you can’t avoid it.

It doesn’t matter if you are just starting out in the business or have been practicing the profession for 30 years. It doesn’t matter what your race, religion or ethnic background is. Your yearly income can’t protect you from it nor can any amount of insurance. You can have the most successful shop on earth. You can be model beautiful or duckling ugly. You can be the epitome of health or ready for the oxygen tent. I guarantee it will still get you before you quit grooming...it is the dreaded indecisive customer.

You know of whom I speak. It is that one that changes her mind EVERY single time she brings the dog in to see you. As luck would have it, this person is usually one of those who come in every two weeks yet, to boot. In case you are really new to the grooming world, let me enlighten you as to how it will happen. This is fact not fiction, so listen up...your time is coming.

Let’s call her Martha. Yes, she truly does exist in my little world and I have changed her name to protect myself from other groomers in the area who will certainly know who she is and who may be wildly jealous of my popularity, good looks, grooming talent...the list goes on. (tee hee, tee hee)

Martha used to own a large breed dog and was a constant pain in the neck 16 years ago. I finally had it with her constant whining about price and calmly suggested she go elsewhere. I was very firm in my suggestion. It worked.

She made her rounds from groomer to groomer in the area and eventually got herself tossed out from each one for whatever reason. She reappeared on my doorstep after several years and still had the same dog. By this time I had gotten carpal tunnel and was able to use the excuse that I wasn’t taking any larger breed dogs that required extensive scissoring because of my ailment. This worked well...until she lost that dog and got herself a Yorkie.

It didn’t take long for her to grace my grooming table once again. I couldn’t come up with a likely excuse as to why I couldn’t take her as a client. I couldn’t say that I wasn’t taking new ones, because I had just taken on several of her neighbors. I didn’t feel justified in going back to her complaints about pricing because this was a much smaller dog and she didn’t have a chance to cry over the fee yet. I couldn’t tell her that I didn’t have an open appointment for eons since the chances were good that her friends would call and I would have open appointments for them. Lastly, I had a feeling it wouldn’t be in my best interest to tell her I just didn’t like her.

So I picked up a “new” old client...yay. It turned out the Yorkie had belonged to one of my other customers whom I DO like very much. She is a breeder of these dogs and is one who never complains about anything. She buys a lot of retail items from me each time she is in and has always had at least three Yorkies that come in faithfully for grooming. Her only flaw is that she insisted that Martha bring the dog to me for grooming. I know she thought she was doing me a favor...sigh.

So Martha brings in the Yorkie for the first time since she acquired the dog. Remember I have done this dog for eight years every month...I know this dog. Martha proceeds to tell me that the dog is a “Yorkshire Terrier” and that you usually see them with hair that flows to the ground and a bow “stuck between their ears,” as she put it.

“Do I think I would be able to groom this type of dog?” she asks. Now, she knows darned good and well that I have been doing it all this dog’s life. Tammy always had the dog cut into a Cocker clip with a #10 on the back scissor off the ends of the skirt and feathers and a short, Westie type head. She had all her dogs cut like this for the last three years.

“Now, what I want,” Martha was spouting, “is her hair to grow out like it is supposed to look.” “No, problem,” I told her. “I’ll even her up on the edges. You know it will take several months for the back to catch up with the rest of her,” I informed her. “Of course,” Martha replied. I did as instructed.

Two weeks passed and I had a call from Martha. “I need an appointment for the dog,” she said. I made her one for a few days later. “Her hair on her back is getting scruffy,” Martha said. “You need to shorten it up. It looks unkempt,” she stated. “You said you wanted to let it grow in like it is supposed to,” I told her. “Yes, but make her look neater on top,” she instructed. “But if I shorten it up, it’s defeating the purpose getting it to grow out,” I reasoned. I soon learned there was no reasoning with this woman. Things hadn’t changed from years ago with her. “So you want her kept in the Cocker cut then?” I asked. “I suppose,” was all she said.

Three weeks after this she brought the dog in for another appointment. What really adds to making me nuts is that this woman is one of those “in your face” kind of talkers. Add to this the fact that she obviously needs bifocals and won’t get them because it would make her look older. She tilts her head way back, looks up at me from an uncomfortably close range and spouts my latest instructions.

“Let her hair grow on top of her head so I can put a bow in it. Shave off the whole bottom of her face as she gets it wet when she drinks,” was her next request. “Make her cute,” she said. “She’s not going to be very cute if I shave the whole bottom of her face off,” I told her. “It’ll be unbalanced, you see?” I tried to show her flattening out her jaw with my hand. “But dear, that’s what I’d like. I think it will be just fine,” she said. “OK,” was all I said.

I did as I was told and barely three weeks went by before I got the call for the next appointment. She brought the dog in and told me, “This time, don’t shave the bottom of her face. It looks terrible like that, don’t you think?” she asked. “Well, yes. I told you it would look unbalanced when you asked me to do it,” I reminded her. “Uh,” was her response.

“Shorten up her legs and belly though,” she instructed. “How much do you want off now?” I asked. “Leave her with an inch or a little less,” Martha said. “Are you SURE?” I asked. “YES DEAR,” she said drawing out the DEAR part a bit more than necessary.

Again a few weeks later I got the dog in for her new cut. “Please don’t cut off her hair like you did last time on the legs. Her hair was so beautiful and now it’s all gone,” she pouted. “But you ASKED me to do that. You said an inch or a little less on the legs. I just did what you asked,” I told her defensively. “But I changed my mind. I don’t like it now,” she stated. “Well, it’s not my fault that you keep changing her haircuts. She barely has enough time to grow anything back in and you have me cutting something else off,” I told her my voice rising.

“Well, what do YOU think would look best?” she asked. The dog doesn’t like a bow put in her hair so I suggested going back to a short topknot. The woman doesn’t like hair that looks unkempt as Yorkies do when their hair is long and they shake. She does like the look of long hair, however. I suggested we go back to the original Cocker cut. “What’s that?” she asked. “It’s what you started out with. It’s how she looked when you first got her,” I said nearing exasperation. “Well, we’ll try it,” she said.

So back we went to the old style. It is as close as I will ever come to satisfying this woman, I can tell. We still have ongoing battles over this dog’s haircut every three weeks. I have suggested she try another groomer and her reply is that “Oh no! No one can cut her like you do.”

Somehow, I don’t doubt that one iota. I hang my head in shame...

Today’s groomer has the ability to use their knowledge to make added income for their grooming business. The profit that can be made on retail sales within a grooming business is a valuable subsidy. The unique position that the groomer has is a powerful selling tool. You, as the groomer or owner of the business, have already won the trust of the dog owner that brings their beloved pet to you. You have won this trust by providing a service based on your knowledge and experience. This knowledge is not only in your grooming skills, but also in the products that you have carefully chosen to use in your shop.

You are asked many times for suggested products to use on a client’s dog. Why not have these same items available in your shop? This not only provides added income for you but a convenience to your client. The one stop shopping experience, along with the ability to use the products recommended by a trusted professional, makes for a unique sale.

You need only carry a small variety of grooming products that you use or recommend in your business. Manufacturers of dog grooming shampoos and conditioners recommend selling a retail size of the products you are using within your shop. The power of telling a client that you use a product, and the benefit that product has for their dog, not only makes a sale at that time, but reinforces the fact that you are doing only the best for their dog.

Many groomers have the misconception that selling professional products to their clients will hurt their flow of customers in their shop. The fact of the matter is: people who buy products to use at home help to maintain their pet between their scheduled groomings. You will not sell grooming products to the client that brings their dog in weekly or bi-weekly for full service. This individual either does not have the time or lacks the skill to do any form of upkeep for their dog.

Having items such as shampoos, conditioners, combs, brushes, collars and leads will add to the need to shop while picking up their dog. Always when retailing, have special treats, Greenies or gourmet cookies readily available, at eye level, on the desk for the dog owner to purchase. The ability to spoil their clean, freshly groomed dog makes the grooming experience fun for both the dog and the owner. Your position as the groomer allows you to add income to your business while building trust and confidence with your clients.

Annette Clark Hiott and Christina Clark are co-owners of Groomer’s Secret, LLC, an all-natural line of professional dog grooming products that target skin and coat health. Their goal is to produce a product that safely cleans, yet replenishes without harsh dyes or synthetic perfumes. This has been done with the use of pure essential oils and replacing lost lipids using natural organic silk and select healing agents. They know the ability that professional groomers have to make retail sales; therefore they also offer a sixteen-ounce retail concentrate. Changing the way pet owners care for their dog using the Groomer’s Secret.

I am a dog groomer and I love my work. It’s not the most glamorous job in the world to be sure, but rife with certain satisfactions.

I was destined to work with animals. One of my earliest memories is begging my mother to give me ground beef that I might use to keep our huge, mop-like, smelly dog standing still while I brushed at his hopelessly matted coat. My path was set early on and for over 20 years I have spent most of my days turning scruffy house pets into clean, tidy ones.

I have gained a certain level of expertise at what I do, and experience along with age has given me a comfortable sense of confidence as I go about my daily rounds. I remember my first efforts at grooming. I recall the total uncertainty I felt about absolutely everything to do with the job. Handling the animals was terrifying, and using sharp tools on critters that could leap and spin with no warning struck my heart with a fear that literally gave me nightmares. But now things are different. I approach my work with calm surety.

Recently a new dog came to our shop with its housemate, a small, buff Cocker Spaniel I had groomed successfully several times. The new dog looked like it had stepped out of a casting call for a Disney movie. He sat perfectly still at his owner’s feet, exuding character without making a move. Shaped roughly like a basketball with stubby legs, his compact body was covered with a dense, wiry white coat that was artfully splashed with blotches of glossy black. His ears looked as if they were designed for a much larger dog. They stood up proudly on the top of his head like twin antennae, bristling with unruly hair. He cut his enormous, soulful eyes at me, showing a generous slice of the white at the side of each dark orb. He was totally engaging and I was instantly smitten.

The little Disney dog had a number of lumpy clumps of tangled coat on his back and sides, which is why he was in to visit with me. I put him on my table and swiftly removed the worst of the matting before sending him to the next room for a bath. I was acting with certainty; I had quickly assessed this little dog’s coat type and temperament and was proceeding with the plan for his care that I had formulated within seconds of clapping eyes on him. All was well in my world.

The girls in the back bathed the scruffy little dog with a mild shampoo, smoothed conditioner through his skin and coat and rinsed him well. They trimmed his nails and cleaned his wild ears. They brushed and fluffed him, then placed him in a warm cage on a cozy towel to await the grooming I would give him. For my part, I was eagerly anticipating more time with the adorable little guy.

Finally I was able to gather the ball of black and white fuzz in my arms and take him to my grooming station. I placed him on my table, patting and fussing over him. He stared at my face with those eyes, and thumped his tail sweetly as I brushed, trimmed and groomed him. Waves of self-satisfaction washed over me. I had to share this experience with my boss, Liz. A groomer of more than 40 years, I knew she would relate to my thoughts.

“Liz, you know the best thing about having groomed for so long?” I asked.
“It is the KNOWING. I mean, just look at this little dog…” Liz approached my table and gazed down at the paragon of adorableness that I was gesturing to.

“After grooming all these years, we can just look at this dog and know he is an angel.” The dog turned his head to Liz and I could see she, too, was lost in the pools of his eyes. His freshly washed coat stood out like a bottlebrush, and the fur on his ears had reached epic proportions of cuteness. I brushed and combed him as I continued, “I mean, just look at him! You can tell at a glance that this dog is the soul of goodness.”

Liz was with me, totally absorbed in the vision of the sweet, clean dog, and wrapped up in the obvious wisdom of my words. This was a crystalline moment of shared experience. Two competent women engaged in their work.

The moment the last word of my sentence hit the air, the little dog spun with speed that belied his rotundity. A guttural growl, the sort only heard on horror movies involving mummies and vampires, tore through the peaceful atmosphere, and the air was punctuated by the distinct sound of sharp white fangs snapping repeatedly as they desperately tried to maul my hands or any other soft part of me in reach.

With the reflexes of one who works with animals or electricity, I leapt back in the nick of time, feeling just the air current from the dog’s lips brush my skin. My head snapped up and I caught Liz’ eyes… they were bigger than Moon Pies as she took in the near miss I had just experienced and the incredible irony of the moment. We were frozen for one long breath, and then in unison we dissolved in hysterical laughter, clutching our sides and wiping dumbly at the tears that flowed down our faces.

The “Soul of Goodness” had resumed his Buddha-like pose on the table, pacifistic, angelic and motionless. He had imparted a lesson in humility and his work was done.
Well done.