Did you ever ponder the lowly Chicken or the Egg and the wisdom and proverbs dedicated to them?

I am an optimist. I see Gwen as a pessimist. She would probably say she was a realist… but I know better. You know that old adage that an optimist sees the glass half full and a pessimist sees it half empty? Well, I usually see the glass “overflowing,” rather than half full. She often doesn’t see the glass at all. That’s how different we are.

Even though my friendship with Gwen goes back fifty four years to first grade, and I trust her implicitly, she is not a great busness partner. And although we have a corporation or two together, they are not entrepreneurial ones, like Barkleigh Productions.

Oh, we tried over the years. But she just can’t stand hanging by her “financial fingertips,” whereas I sort of enjoy the thrill. Or at least I have become used to it over the years. I have that perennial “just one more dog” philosophy. I was never out of money… I could just groom one more dog (or two or three), and I would have it covered.

Back to the story. Gwen and I went into a project years ago… Pet shows to the public. It was an entrepreneurial adventure. I felt like I was swimming in a storm with an anchor tied to me. That anchor was Gwen. Try as I might to pull us along, Gwen kept weighing me down with negatives. Reality, she would say. Pessimism, I would say. And yes, the idea sunk, but that’s okay. I just washed ashore, dried off from the storm and walked the beach looking for another wave to dive into. Gwen often brings up this sodden idea where we almost lost our shirts when she needs to prove a point. As for me? I have practically forgotten it.

Just today at lunch, I dished out yet another great idea that I had. “You have to make a business out of everything, don’t you,” she admonished. Yeah, I guess I do. I have heard that all my life. But, she wouldn’t make a business out of anything.

So this brings me back to the chickens. Gwen and I were in a discussion about some project, and as usual, I was flying high over the pending possibility. “Don’t count your chickens until they are hatched,” warned Gwen. “I’m not,” I countered, as she took the fun out of my exploding ideas as visions of profits danced in my head.

“Can’t you at least count your eggs,” I said disgusted that she was throwing water on another idea. I could at least see some eggs in this project. True, the chickens had not hatched, but I thought we had some eggs.

“No,” said practical Gwen.
“Well then, at least have some faith in your hen,” I said speaking of myself as we talked about this project. “Nope, that Hen has gotten us into a lot of trouble,” she said and she wouldn’t relent. I felt sorry for her. Gwen is a very safe person, but she misses such fun, I thought.

My husband is like her. When I wanted him to quit work and join me in this fledgling Barkleigh project over twenty-seven years ago, he said. “We can’t put all our EGGS in one basket.” Foolish Chicken wisdom again. But guess who was out of work now and then? Not this chick!!! I was busy counting eggs… and they eventually hatched.

So, what is the moral to this story? I don’t know. But I went looking for some more chicken wisdom and found this one from the Chinese. “Flies never visit an egg that has no crack.” Or these Albanian ones; “The chicken that cries at night will not lay eggs in the morning,” or “Who pats the chicken, eats the egg.” Interesting. I’m sure there is an application of wisdom there.

And then I found this one Chinese proverb. “An overcrowded chicken farm produces fewer eggs.” Now that’s an interesting one.

Perhaps there is wisdom there and my chicken farm is a little crowded at times. And I don’t mean with employees. I mean with too many projects or ideas for which I don’t have enough time. Hmmmm, I might have to think on that one! But, Geeze, don’t tell Gwen. She will use it against me.

Every industry has its icons. When you hear their names, you immediately recognize who they are and what they are famous for.

When you hear about Elvis, you know people are talking about the “king” of the music world. When you hear the name Tiger Woods, you know they are referring to one of the greatest talents of the golf world. And, is there anyone who doesn’t know who John Wayne is?

When anyone in the grooming industry hears the name Sarah Hawks, they immediately think of one of the worlds foremost authorities on terriers and their grooming. Her handstripping skills are legendary!

But Sarah Hawks wasn’t always famous. In fact, there was a time when she wasn’t sure that she would make the pet industry her career field.

In the early 1970’s, Sarah applied for a position as a bather at a grooming shop in Florida. She was turned down because she was a girl.

A few years later she was hired at a shop in Newark, Delaware. Sarah began as a bather, but quickly learned the basics from the groomers there. Soon she was grooming full time.

Sarah opened her own grooming shop, Dog Works, in 1983. She loved grooming, but became a bit bored with the sameness of everyday grooming. She decided it was time to move forward and to challenge herself to do new things.

Sarah Hawks started to set goals for herself. She was the first person in her state to become a Certified Master Groomer.

Sarah eagerly attended Intergroom every year, and while watching the grooming competitions, said to herself, “I can do that! It looks like fun.”

The goal of entering competitions spurred her on and made Sarah determined to perfect her skills.

“I am a competitive person,” states Sarah. “The competition bug bit me, and ever since then, it has been a nonstop learning experience.”

The desire to enter grooming competitions was the beginning of Sarah’s intensive higher education. She learned how to handstrip from Marjorie Good, top terrier handler, breeder, and owner of Goodspice Kennels. In 1992 Sarah began entering grooming competitions, determined to learn and improve each time she entered the ring.

“I started learning so much from the other competitors like Liz Paul, Chris Pawlosky, Ann Martin, and others,” Sarah recalls, adding “I showed Liz Paul handstripping techniques, and she gave me pointers on Bichon grooming.”

Sarah began competing in earnest and soon she had many Best in Show and Best all around Groomer awards to her credit.

Her amazing talents earned her a spot on GroomTeam USA. In 1995 the team won a gold medal in Holland, and Sarah won the Best in Show award over 99 other competitors.

In addition to being active and incredibly successful in the competition ring, Sarah Hawks grooms full time at her salon.

Sarah Hawks breeds and exhibits Sealyham Terriers. Her kennel is the well known Thunder Road.

She has produced an amazing line of grooming educational videos on many of the Terrier breeds, and also on the American Cocker Spaniel, Poodle, and Bichon Frise.

Sarah is the National Grooming Advisor for Les Poochs. She is also a certifier for the National Dog Groomers Association of America.

With all these irons in the fire, Sarah no longer competes regularly, but she always manages to find the time to enter at some of her favorites, like Intergroom, the Oster Invitational, and the Winner’s Circle Tournament.

The Winner’s Circle Tournament at Groom Expo and Groom and Kennel Expo, is an incredibly exciting competition that draws some of the world’s most talented and skillful groomers together to compete for the industry’s largest jackpot. It is a unique competition, unlike any other on the planet.

The first contestant to win the Winner’s Circle competition three times will be awarded the fantastic Triple Crown Jackpot.

Right now the jackpot stands at a whopping thirty thousand dollars! Yes, thirty thousand dollars, and…the jackpot will increase with every competition until one winner takes it all.

Mary Meeks, President of Nature’s Specialties, is proud and excited to sponsor the Winner’s Circle Tournament and its record breaking jackpot. Her words of wisdom speak to groomers everywhere.

“I encourage all groomers to enter competitions. I was a groomer for many years and I know how brave you have to be to go into the contest ring,” explains Ms. Meeks, and adds emphatically “No one is a loser. Every time you enter the ring you gain experience and confidence…everyone is a winner!”

“I’m very happy to see the confidence, professionalism, and self assurance that today’s groomers have,” Mary says and continues, “You are no longer ‘just a groomer,’ you are a professional with a unique and special talent!”

By sponsoring competitions like the Winners Circle Tournament, Natures Specialties supports and salutes these talented professionals.

That huge jackpot would certainly tempt anyone to enter the Winners Circle Tournament, but the thrill of winning the elusive Triple Crown Jackpot has got to be a feeling like no other.

What goes through someone’s mind when they compete for the title and for such a huge amount of money?

“I’ll either have a stroke if I win or a heart attack if I lose,” Sarah Hawks says with a hearty laugh, and quickly adds “It’s awful to have that much money at stake.”

The possibility of walking out of the ring with thirty thousand dollars is certainly enough to make any competitor nervous.

“Yes, I do get nervous,” admits Sarah. “The competitive spirit, and adrenalin and nervousness helps you to compete well. I have to really, really stay focused on my dog.” Then she adds, “I have always believed that you do the best you can – and – take what you get.”

Sarah and the other contestants entered the arena, prepared to give it their all. The Winner’s Circle Tournament was about to get underway with the pet industry’s most elite and talented groomers in the ring.

As they began the competition, each of them was mindful of the incredible jackpot and the prestigious title that was within their reach.

An appreciative audience filled the room, aware that they were watching the superstars of grooming at work. Their attention was riveted on the incredible transformations taking place before their eyes. Truly they were seeing the art of grooming at its absolute best.

When the time was up, it was “scissors down” and the panel of IJA (International Judges Association) judges began to carefully inspect each of the entries. The difference between victory and defeat could be decided by a few stray hairs. The room tingled with excitement and anticipation as the judges prepared to announce the winner.

Every competitor had done an amazing job; the dogs looked spectacular, yet only one would be declared the winner.

All eyes were on them watching their every move as the judges reached for the coveted trophy. Who would be standing in the Winners Circle?

With their hearts pounding fiercely, the contestants anxiously awaited the announcement.

The audience broke into thunderous applause and appreciative cheers as the trophy was presented to Sarah Hawks and the fabulous Kerry Blue Terrier named Jenna that she had just groomed to perfection.

She had done it! Sarah Hawks had claimed the Winner’s Circle title and had captured a leg of the Triple Crown Jackpot. Sarah was ecstatic! She had put every fiber of her being into this competition and it had paid off in a big way. The results of all her years of dedication and hard work stood on her grooming table for all to see.

As the beaming Sarah Hawks accepted the Winner’s Circle trophy, she mentally set another goal for herself… that ever escalating thirty thousand dollar Triple Crown Jackpot.

Hershey, Pennsylvania is the perfect place to host Groom Expo. Not only is it “The Sweetest Place on Earth,” but Groom Expo and Hershey have a lot in common.

They both started with a dream. A dream to do things in a new and better way. A dream with a vision for the future.

Did you know that Milton Hershey, the founder of the Hershey Candy Company, had very little formal education? And he started – and failed – at four businesses before he became successful and built a candy empire in what is now Hershey, Pa.

This incredible man could have taken the vast fortunes he made and enjoyed his life thinking only of himself. But Milton Hershey had no intention of doing that. Instead he used the great fortune that he amassed for the good of many.

Everywhere you look in Hershey, you are reminded of Milton Hershey’s vision for the future, generosity, and dedication to his life’s work.

Just look at the amazing Hershey Medical Center and the school he started for orphan boys that still operates today, educating boys and girls who otherwise would not be able to afford a great education.

That is exactly why it is so appropriate to hold Groom Expo in Hershey. Groom Expo is the granddaddy of all seminars, yet like Milton Hershey, Groom Expo had humble beginnings.
Barkleigh Productions, headed by Sally Liddick and Gwen Shelly have nurtured Groom Expo step by step, introducing new ideas and concepts and building it into what it is today.
No other gathering unites so many professionals from all sectors of the pet care industry. It is incredible how an entire industry can be impacted in such a positive way by a few dedicated individuals.

The beautiful Hershey Lodge and Convention Center was the destination for nearly 3,700 pet care professionals. From the moment you arrive at Hershey, you can feel all your stress melting away… hmmm… could it be the delicious aroma of chocolate wafting through the air? Yes, it’s true. Hershey really does smell like chocolate.

As Groom Expo got under way, everyone was welcomed warmly by the cheerful, booming voice of Mr. Frankie Brown, Groom Expo’s official greeter.

And, to start the weekend out “Hershey style” a huge fountain filled with all kinds of Hershey candies had attendees happily munching as they looked through the schedule to plan their activities.

Thursday and Friday were devoted to day long seminars about Clicker Training, Animal Behavior, a Brusher Bather Conference and even a Vet-Tech Conference.

Thursday evening was all about networking, meeting and greeting, and fellowship. The Internet Social was a real hot spot, giving everyone the opportunity to meet their online friends in person. All attendees were surprised with lovely gift bags of grooming products and goodies.

There were also receptions for the American Boarding Kennel Association, the American Mobile Groomers Association, and the International Professional Groomers Association. These receptions welcomed members and anyone interested in knowing more about their associations.

On Friday, the Expo got in full swing with seminars, grooming competitions, the ever popular Amish Fling, and the opening of the humongous Trade Show with 170 booths.

The Off Lead Arena was a beehive of activity as it hosted the World Canine Freestyle Organization Championship finals. Teams from all over the United States and Canada competed in this exciting new sport.

The seminars and speakers at Groom Expo were awesome! Whether it was your first or your twenty-first Groom Expo, there were terrific programs to interest everyone. The seminars were jam-packed with information and knowledge to make your life easier and to help you succeed.
Fortunately the “Do-It-All” package gave attendees the ability to go to any and all of the seminars. Video and audios of many of the seminars were also available, enabling you to have a specialist by your side anytime you need them.

All throughout the weekend the Oster Grooming Theater presented demonstrations on a huge televised screen that made everything crystal clear and easy to understand.

When Chris Pawlosky had a “Bubbly, Bouncy, Bichon” on stage, you could clearly see what she was demonstrating. She went through the proper styling techniques step by step and Wow! With that “big screen” presentation, it was just like getting a private lesson from one of the grooming world’s superstars.

The seminars about animal behavior, training and breeding were really popular and well attended. The speakers offered innovative techniques and common sense tips to help you safely handle dogs and obtain the desired behavior of the dogs in your care.

Gary Wilkes, in his Clicker Training seminar, worked with problem animals that he had never seen before, and demonstrated his techniques for behavior modification. When you see it demonstrated right before your eyes, it is so much easier to understand.

The business building seminars gave in-depth insight on things you need to know to operate a successful and profitable business.

In her seminar, Business Reality Check, Teri Di Marino stated that “with good marketing, a business should never have a slow time.” Then, she explained the steps needed to insure the success of your business marketing plan.

Seminars on retailing, add-on services, scheduling problems and stress free grooming were packed with information designed to help any business become more profitable and successful by working smarter – not harder.

Experts in the newest trends in boarding, pet sitting, doggie daycare and puppy playgrounds conducted informative and interesting seminars. It is such an advantage to learn about the benefits and pitfalls from those who already have experience in these fields, and then decide if these new concepts are right for you and your business.

Mobile groomers were treated to speakers and programs that were tailored to their special needs. If you were even thinking about going mobile, the Mobile Grooming Success Seminar, hosted by industry icon Dina Perry, was tailor made. She covered it all, from how to select and maintain a grooming unit, to how to schedule clients and price services.

Just one weekend at Groom Expo can bring you more information than you could gather on your own in a long, long time.

Saturday at Groom Expo has officially become Slipper Day thanks to Gwen Shelly, Vice President of Barkleigh, and Co-host of the show. Gwen has become a real trendsetter with her expansive wardrobe of footwear. You can always spot Gwen wearing some of her trademark fuzzy slippers as she busily multi-tasks to keep Groom Expo running smoothly.

This year expo attendees were invited to join her by bringing their own fuzzies or purchasing a pair at Groom Expo with the proceeds going to the Gifts of Love International project. All day long there were adorable ladybugs, fierce lions, galloping giraffes and other cuddly creatures parading throughout the expo center.

The Gifts of Love Silent Auction was extremely popular with proceeds going to charity. Items like authentic vintage poodle skirts and other one-of-a-kind articles sparked several good natured bidding wars, with the winners triumphantly clutching their treasures.

If you were a first time attendee at Groom Expo, you didn’t have to worry about being in a new place all alone. The Debbie and the Newbie’s tour took care of that.

Friday through Sunday, Debbie Beckwith escorted first time attendees through the convention center, trade show, seminar and competition areas. What a terrific way to become familiar with Groom Expo and meet new friends at the same time. Many lasting friendships have been formed as a result of the “Newbie’s” tour.

The spectacular trade show with over one hundred seventy booths was a real “happening place.”

As groomers entered the doors leading into the trade show, it was almost like watching little children on Christmas morning as they race toward the twinkling tree surrounded by mountains of presents.

There was booth after booth of the newest and best the pet industry had to offer and shoppers were eagerly taking advantage of the many show specials. It was non stop activity as groomers happily shopped and filled their wish lists.

There were mini grooming demos at several of the booths, and there were many industry experts at different booths answering questions and giving tips and advice.

Every clipper, dryer, table, bathing system and clipper vacuum system on the planet was there for groomers to experience a hands on tryout. If it had anything to do with grooming, you could find it at the trade show.

Groom Expo has the most incredible grooming competitions and attracts amazingly talented groomers from all over the world. Every competition was fascinating to watch-and a real education – as each of the competitors put their skills to the test.

Meal functions have always been a special part of Groom Expo. These fabulous get togethers provide a unique opportunity for pet pros to meet and chat with their peers while enjoying great food.

The meals are always emceed by industry icon and Groom Expo treasure Judy Bremer-Taxman. Her quick wit and years of wisdom have the attendees alternating between hanging on her every word and rolling in the aisles with laughter. And, at each of the luncheons, several pieces of fabulous jewelry of gold and precious gems were awarded to lucky participants.

The Saturday evening banquet had the added events of the PETSMART Best in Show Awards and the Dancing with the Dog Stars competition.

The evening began with excitement and delight as the PETSMART GroomOlympics World Champion was crowned. The class winners of each of the tournaments returned for a final judging.

Every dog looked magnificent and well deserving of the honors they had already received. Now one of them would become the Champion of the World.

The judges made their decision and presented the winners trophy amid a chorus of cheers and tumultuous applause. Karen Tucker, with her gorgeous Poodle, was crowned the GroomOlympics World Champion.

After a magnificent dinner, the Dancing with the Dog Stars competition began with a very special tribute and presentation to Sally Liddick. Thirteen WCFO teams danced in her honor to the song “Once, Twice, Three Times a Lady” by Lionel Ritchie. As they ended, each team waltzed up to Sally and presented her with a long stemmed rose. There wasn’t a dry eye in the house.

The rest of the competition was filled with foot stomping fun, exciting displays of teamwork, and inspirational routines that gave the audience a special evening they will always remember.

The Gospel Breakfast and Concert is another long standing tradition of Groom Expo. This year a real favorite was back.

Tuffy Williams and his beautiful wife, Karen, sang gospel favorites that had toes tapping and hands clapping. As Tuffy masterfully “tickled the ivories,” he and Karen shared their inspirational message. He even told a story about the day he first met Sally and Gwen.

Everyone walked out of that gospel concert refreshed, renewed and ready for the final fabulous day of Groom Expo.

Sunday afternoon is always reserved for the Barkleigh Creative Styling Competition. This is one grooming contest that you simply must see in person from start to finish to believe.

Like artists beginning with a blank canvas, the competitors started with very hairy, shapeless, multi-colored dogs. Only they knew what the final transformations would look like.

As they snipped and clipped you could hear whispers in the audience… “Oh, Look! Is that a cowboy?” and “Wow! Look at that. She’s turning that dog into an Indian pony.” and “Oh; it’s a princess and a frog. How cute!”

The artistic ability of these creative stylists is surpassed only by their ingenuity in selecting their themes. According to the applause of the standing-room-only audience, every one of this years competitors was a big winner.

This year’s winner, Amy Beishuizen, was also selected as the Peoples Choice Winner. She used a military theme that depicted our “Fallen Heroes.” Her own dog, Falcore, just recently lost a leg due to cancer, and he appropriately starred in the role of the fallen hero.

With the crowning of Amy Beishuizen as the Barkleigh Creative Styling Contest winner, it was evident that another fabulous Groom Expo was winding down.

Everyone scurried around making their final purchases at the trade show, saying fond farewells to their Expo friends both old and new, then headed home with lots of chocolate… renewed, refreshed and ready to tackle the world.

What an amazing weekend! Groom Expo and Hershey. Sweet!

A groomer wrote in to ask if other groomers, who have in-home grooming businesses, “have Inc., or LLC to protect themselves and assets?”

Putting any letters after the name of the business does not protect you or your assets from someone suing you. You must consult with a lawyer, your insurance agent, local authorities and a certified public accountant (CPA) before attempting to open a home business of any type.

Your lawyer can best tell you how to protect your assets. Yes, lawyers cost money but nowhere near what it could cost you if you don’t consult with them first. They may very well suggest that your home be put in a trust so you don’t lose it if sued.

Your insurance agent must know that you are going to use part of your home for a business, and you will need liability coverage to insure the animals in your care as well as the owners coming and going. Don’t be surprised at how much more it can cost you if you will have dangerous dogs (i.e. Rottweilers, Pit Bulls, German Shepherds, etc.) in your shop. Your equipment should also be insured against any type of loss. You would do well to have burglar and fire alarms connected to a live alarm station that would automatically send police and firemen to your home in case of an alarm sounding.

Your town government often has rules for in-home businesses in residential neighborhoods. You may have to be zoned correctly. They will specify if you can have employees or not. They have rules related to noise like barking dogs and how far away you are from your nearest neighbor. There are also street parking restrictions.

The CPA can give you all kinds of help on record keeping and suggest a computer program or ledger that will be right for your type of business. He or she can inform you how much of your mortgage, utility bills, etc. can be written off for tax purposes if this is your main source of income.

If you are currently working for someone else and not too happy, you might consider going into business for yourself. Working out of your home is obviously the least expensive way to go about it. However, there are many other things to consider before venturing down this road.

Do you have a room with an outside door, garage, walk out basement or enclosed breezeway (all of which must be heated and air conditioned) where the business could operate? If people have to walk through your house to get to the grooming room, understand there will be leg lifting and squatting going on. Do you really want your whole house to smell like dog?

Are you going to charge less because you don’t have rent to pay? Hopefully not! This is not fair to the other shops in the area, nor are you being fair to yourself. Aren’t your grooming services worth just as much if not more than a person elsewhere in town?

Will you be boarding dogs in your home overnight? Be sure your insurance agent knows this also. These dogs, while quiet during the day, could be howling all night. Many is the time I’ve had to take these dogs and put them in bed with me or one of my children.

When you work at home, I would suggest two phone numbers: a published one for the shop with an answering machine, and an unpublished phone for your house. Unfortunately customers that know you live where you work will call you all hours of the day and night and they will also expect that you will allow them to drop off and pick up their dogs any time that is convenient with them. If you allow this, you will be working 24/7. No one should put up with that, and if you do, you will stress and burn out even faster than the rest of us. Keep the same hours that you would in a regular shop.

Don’t be tempted to answer your office phone at 10:00 pm thinking there must be an emergency. Because you’re right, THEY have an emergency. Someone just let their dog back in for the night and a skunk has sprayed him, and they expect to come over right now because they can’t have their dog in the house smelling like that.

When this happened to me, I told them to throw away the collar, rub the dog’s face, chest and head down with an old towel, put it in a plastic bag doubled wrapped and throw it out. Douse the dog with cornstarch or some other unscented absorbent powder and leave him in the garage overnight and “call me in the morning”. I learned not to pick up the office phone after hours. If you didn’t live where you work, you wouldn’t have known they called you.

See you on the road,
Marea

When prospective customers walk into your establishment, they may be experiencing mixed emotions. They may want to know more about your services and products but don’t quite know how to ask. They may be anxious that you might try to “sell” them, and aren’t sure how to “defend” themselves. They may also simply want to do business with you, but don’t quite know how to go about it.

As a result, they may simply walk in and look around. Some may not establish eye contact, preferring to look at your materials instead of looking at you. Others may look at their watches, items in their hands, something across the way, or even at nothing at all.

They may be in conflict between wanting to get information from you, and not wanting to be sold. Expect this and you’ve taken the first step toward success.

You have about 20 seconds to help them decide whether to keep looking, or start asking. The routine, “May I help you,” doesn’t work well to help them overcome this conflict. Too many of us are conditioned to respond, automatically, with “No thanks, just looking.”

Instead, you will need to engage their attention with an attention getter – a “headline” or a “grabber” – in those few seconds. Your goal should be to help them determine whether you are offering something that may fill their needs.

Old Clichés
The old cliché openings such as, “How are you today?” are likely to get you nothing more than a meek smile, and a simple, stock answer such as, “Fine, thank you.” While that is important, you still need to be able to move forward to save their time, and yours.

One Shot Only
Perhaps we can't be as blunt as The Doors whose lyrics anticipated today's fast-food society decades ago with, “Hello, I love you. Won't you tell me your name?” (Talk about speed-dating!) However, we still need to consider what comment might be the best way to engage prospects into wanting to respond to you. Come up with a value statement about your product or service, frame it in question form, and gear it to their likely needs.

Your best approach is to ask a question that will be comfortable for them to answer. This should be an open-ended question rather than a closed-ended question. A closed-ended question calls for a simple “yes” or “no” answer. For instance, “Do you have a dog?” The open-ended question invites them to provide more information. For example, “What kind of dog do you have?”

Listen to them completely without interrupting so that you hear all that they want to say. Many times, people will tell you even more than just their dog’s breed. Usually their answers will give you opportunities for follow-up questions – again, open-ended. And even if they only give you their breed, you can still follow up with more open-ended questions. To build a quicker rapport, begin with a positive comment about the breed. If you can’t think of something to say, at least start with “Nice breed.” Then immediately follow with: “How did you happen to pick that one?”

Note: Never ask, “Why did you pick that breed?” Questions that begin with “Why” can sound judgmental to some people and put them on the defensive.

Now the ice is broken. From there, it’s a matter of good conversational techniques to find out more about their actual wants and needs, and – most importantly – their reason for walking into your establishment.

Take the time in that first meeting to build the relationship. That investment can pay dividends for years to come.

Stephen C. Rafe, M.S., has taught marketing courses at the university level and for small-business organizations. An independent consultant specializing in behavior-based communications (presenting information, writing, and non-verbals) for more than 20 years, he has three books on these subjects published by Harper Business. Also widely known as an author, researcher, and speaker on canine behavior and learning, he has conducted seminars for Barkleigh Productions in Hershey, PA, and Burbank, CA. For information: http://www.starfire-rapport.com

Into everyone's life a little Charlie must fall. That is my profound statement of the week. To know him isn't necessarily to love him. In our case, I think it's more like, “Till death do us part.” His or mine, I don't know. I'd venture to guess though that it's MY death he's counting on. Way back when I took my grooming vows, nowhere did it mention that he would be allowed to make me double up on my daily nourishment of Prozac. I could use a salt lick of it... like what they put out in a field for deer to get a little extra boost.

Charlie is an Old English Sheepdog. A monster of a thing, of course. He couldn't possibly have been the runt of the litter. My guess is that he was more like the litter bully. Charlie sees no wrong in any of his deeds. He will plow you over just as soon as look at you. He'll lift his leg on anything and everything that crosses his path, including his groomer, bather and owner's daughter. He will destroy an entire box of pig ears with his ability akin only to a sharp shooter with his accuracy of that projectile thing of his. His left ear always smells like a skunk that had been dipped into a port-a-john.

He has teeth like a shark, of which he has implanted into my pointer finger on one occasion. He slobbers and drools much like I do when I've had an overdose of Novocain at a Dentist's visit. He has a huge tongue, which he insists on hanging out the side of his mouth when I'm trying to scissor around his face. He will get the runs at some point when he enters my shop, and will naturally have to step all through it no matter how fast we are at catching him in the act.

He barks incessantly at anything and everything... or at nothing. He growls when the phone rings, when anyone walks in, and at me when I approach him. He chokes himself till his gums turn blue when you try to tie him in the tub. Just when I feel sorry for him and try to release him, he whacks me in the face with one of those enormous feet. Of course, his nails are outstretched to the max, thus giving me a good raking down my cheek which extends to my neck. I end up looking like somebody tried to stick my head into a Veg-O-Matic. Believe me, I'd rather have the latter done.

He hates being sprayed with water from the shower head thing. He hates it if you take the head off and just use the hose. He does love to drink the shampoo though, which of course causes him to throw up. I swear he just likes to see me wretch when I have to clean it up. I always know what his diet for the day has been, as I get to see it come out of both ends.

I swear his anal glands must have an electronic eye implanted in them, as it always seems to go opposite of where I aim the stuff.

He can't stand still long enough to get dried with the chamois. He'd much rather do it himself. He prefers the old fashioned way of drying, which, of course, is to shake the water from the front of the grooming room to the back of the drying room. He grabs the towel if he isn't muzzled first, and screams like a banshee if and when you can get the muzzle on in the first place.

He shows no remorse for any of his actions.

His family has a true Love-Hate relationship with him. His owner thinks he's great. Of course, he likes him mainly for his size, and I think he believes the dog is a chick magnet. He was telling me how, when he rides his bike through the residential areas with the dog attached to the handlebars, the women always comment on how “cute” he is. They, of course, are referring to the dog, not his owner. I keep telling him that, but the guy insists on thinking they are talking about him.

At any rate, I don't think the owner thought it was such a good idea the day that Charlie made a hard right in pursuit of a lowly squirrel one day while being attached to his owner's bike. His mom stopped in one day to tell me the story of how her son came to her house to show her his face after the incident.

He walked in and said, “Take a look at this,” while showing her his mug. “Do you think it's infected?” he asked her as she cringed while looking at her 32-year-old “baby” boy's face. “I told him it didn't look infected, but that he should smear Neosporin all over it,” she told me. “He asked me if I wanted to know how it happened, and I told him I knew it had SOMETHING to do with that dog,” she said. “He's a menace to society.” “Who?” I asked casually. “Your son or the dog?” I said grinning. “Your choice,” she said with a shrug.

I met the guy's twelve-year-old daughter at the fair the other week. She was with her grandparents, who are also friends and customers of mine.

“Are YOU the one who grooms Charlie?” she asked.
“Yep, that would be me,” I told her.

“Do you like doing him?” she asked of me. She was wrinkling her face up when she asked the question.

Deciding not to lie, I told her the truth. “Not particularly,” I told her smiling.

“Does he ever try to hump you?” she blurted out. The look of shock on my face must have been pretty apparent.

“Oh, don't look so surprised,” she said. “He's always trying to do it to everybody,” she informed me. Her grandmother just threw her hands into the air and rolled her eyes.

Apparently, the dog has a reputation...

A track pattern is simply the direction a dog’s coat grows from the skin. Knowing exactly which direction the hair lays is important for many reasons. Removal of dead hair and mats before a bath. When using your mat and undercoat removing tools, you will find working in the direction the coat lays will minimize discomfort for the dog and do the least amount of damage to hair. Think of it like brushing your own hair in the morning. Unless you have really short hair, you would not start by brushing upward. It would hurt because you are working against your hair’s growth pattern.

You also need to know how the track pattern runs when bathing. In many cases, dogs will build up a layer of natural body secretions (oils) on their coat and skin which is a protective barrier to both. It is quicker if you wet and lather against the track pattern to break up the oils and penetrate the skin. This helps even when using HydroSurge and other bathing equipment.
Another use is when force and fluff drying your dog. If you want a dog’s coat to lay flat, you need to dry the coat in the direction the pattern goes unless you want a really fluffy coat. Then you would work against the track pattern gently. The better you follow your track pattern, the better your overall finish.

Using this pattern can also help you in your grooming procedures. Start with clipping. If you stay true to the track pattern you will find you get a much smoother finish faster. Use Oster Universal combs attachments, or a long full tooth blade against the track pattern, to clip drop coat. This procedure will lift a drop coat and cut even faster. When carding and hand stripping, following the track pattern keeps the dog more comfortable while removing the dead hair.

Another benefit is when pulling in the correct direction you will get the coat to lay flatter and there will be less coat breakage. And last but not least, if you work with the lay of coat when scissoring, meaning scissors point in the direction coat lies, you will get a smoother finish faster. Going against the lay when scissoring, can potentially leave marks in coat easier than when going with the lay.

The best way to understand the track pattern is to look at a medium coated breed like a Lab study. Watch the direction a coat grows, from the hair flowing straight down the dorsal area to the tip of the dog’s tail, to all the changing directions around the rest of the dog. This will hold true for all breeds. The only deviation is when the dog has a cowlick.

Here’s to good directions,
Chris Pawlosky

In the last article we spoke about causes of outer ear infections and touched on the basic treatments for the underlying causes. Today, we will explore how a clean ear contributes to the maintenance of a healthy ear as well as techniques on cleaning and non-prescription solutions that we might choose, and how the groomer may contribute to ear care management.

Among other causes, the environment created by the shape of the dog's ear canal (that being a long narrow vertical L-shape) and poor ventilation contribute largely to the occurrence and re-occurrence of ear infections. Therefore maintaining a clean ear is basic to preventing and assisting in the treatment of otitis. It is here that the groomer has the opportunity to become a major player in the pursuit of a healthy ear.

Hair in the ears and pendulous ears that obstruct the opening of the ear canal help to create a warm, moist, dark environment which is exactly the type of scenario used in the laboratory to culture yeast and bacteria. This then becomes the perfect breeding ground for infection. For those dogs in which hair grows in the ear canal such as poodles, plucking the ears is a valuable grooming service that is routinely performed by most groomers.

The second-most valuable service the groomer can provide in the maintenance of a healthy ear is ear cleaning. The rest of this article will be devoted to proper technique for ear cleaning and choices in cleaning solutions, as well as guidelines on when to clean and when to walk away.

Not every dirty ear should be cleaned by the groomer or pet owner. Some severely involved ears are painful and the canals may be ulcerated, and cleaning such ears may create undue discomfort to the pet and create an environment where the groomer could be bitten in response to the pain inflicted. In addition, choosing the wrong solution or improper technique may cause further tissue damage in the ear.

If purulent (puss like) discharge or fetid odor is present, it is best to clean only the earflap and around the opening of the ear and alert the owner that a condition exists that requires the attention of a veterinarian. In addition to causing pain and potentially adding to the already damaged ear canal, cleaning such an ear may interfere with the veterinarian’s examination and lab tests needed for a proper diagnosis.

Now let's talk about some circumstances when ear cleaning is beneficial and should be performed. The dog that simply produces heavy amounts of oil and wax should have the ears cleaned as often as necessary to minimize build up of the same. Excess wax and oil combined with dead and dying cells from the lining of the ear is an excellent medium for bacteria and yeast to grow in, and removing it may well prevent an ear infection. In minor ear infections, cleaning alone may actually resolve the infection. If the waxy debris is thick or is dry, ear cleaners with curumenolytics (compounds that soften and break down wax) are indicated. (Examples are found in the ear solution portion of this article)

Dogs with narrow ear canals, such as the Shar Pei, have extremely poor ventilation and the wax is easily trapped in the ear canal. Some of these dogs have canals that are so narrow and ears that are so tightly pulled over the opening that it may be impossible to thoroughly remove all wax and debris without special equipment and possibly sedation.

The dog with a history of recurring ear infections is another good candidate for routine ear cleaning. For some of these patients maintaining a clean healthy environment will greatly minimize the return of ear infections and may speed the recovery from a current ear infection. Some examples and recommendations for ear solutions will follow a bit later in
this article.

Dogs with ear mites can greatly benefit from a thorough cleaning. Ear mites typically live in the ear canal and sometimes near the opening of the ear. They are nearly impossible to see without magnification and most commonly require an otoscopic exam by a veterinarian for a positive diagnosis. The astute observer may be able to see ear mites at the opening or just inside the opening of the ear with the naked eye or most likely with the assistance of a magnifying glass. Ear mites are off-white in color, much smaller than a grain of salt and may appear as a tiny moving speck, especially when the ears are warmed with a light or other heat source.

Ear mites cause the oily glands of the skin lining the ear canal to produce an excess of wax, providing a nutritional source for both the mites and infection. Thorough ear cleaning followed by a preparation to kill ear mites is indicated. Some people have used light oil such as olive oil, which may coat and smother the mites. A more effective treatment is to use an over the counter ear mite preparation containing pyrethrins, a naturally derived insecticide. Since these products do not kill the eggs, the treatment may need to be repeated every three days or so for a total of three weeks. This will ensure that all of the mite eggs have hatched. There are very effective prescription ear mite preparations that may need to be applied only once or twice, some going directly in the ear and some are applied topically on the skin of the dog.

Now let’s review proper ear cleaning technique.
First, do not use cotton tipped swabs to clean the ear canal. Cotton swabs can be very helpful in cleaning crevices of the earflap and around the opening of the ear, but keep them out of the ear canal. If you can’t see the cotton tip of the swab, it is somewhere it doesn’t belong. At first one may assume that because they stick the swab in the ear canal and retrieve it with a bunch of debris attached that this is a good thing. The swab may actually be acting like a bulldozer in the ear and pushing and packing debris against the eardrum. You may have heard the saying that “Nothing smaller than the elbow goes in the ear”, and this applies to both people and pets.

Debris in the ear canal is best cleaned by delivering ear wash to the canal followed by gentle recovery of the solution. Cleaner may be squeezed from a container, delivered by bulb syringe or a soft catheter or rubber feeding tube. The opening of the ear should NEVER be occluded or sealed off during delivery of the ear wash. This can create pressure in the ear resulting in pain and a damaged or perforated eardrum.

It is usually necessary to leave the ear solution in the ear long enough for it to soften and loosen the waxy build up. This can be hastened and made more effective by massaging the ear canal. The canal can be felt under the skin running from the opening of the ear in a downward direction. The ear canal should be very pliable and movable. In some dogs with long standing otitis the cartilage may begin to calcify becoming almost bone like. Ears of this type are a challenge to clean and the patient is likely a candidate for some corrective surgery.

With some massaging, the wax and debris will loosen and usually float to the top where it can be wiped away with a cotton ball. The ear should be repeatedly filled, massaged and wiped until the solution returns clean and without any debris. When you reach this point, you will have effectively completed the ear cleaning.

By now you are probably asking, “OK. So what am I supposed to use as an ear cleaner?”
The answer is “That depends.”

Allowing a wax softening agent to sit in the ears for a few minutes followed by a rinse solution is a good start for very waxy, dirty ears. Light oils, such as olive oil, can be soothing, safe and are easily attainable. Some ingredients to look for in a commercial preparation for loosening waxy debris are Dictyl Sodium Sulfosuccinate, also known as docusate sodium, Glycerin, Carbamide peroxide, hydrogen peroxide, and Decyl glucoside – an extract from corn with exceptional foaming power and is non-toxic, non-irritating and will not block the pores.

If the ear is relatively clean and the goal is to prevent problems, then rinsing the ear with a 1:1 solution of white vinegar and water may be a good choice. Most yeast and bacteria that cause ear infections tend to like alkaline environments. The mild acid in the vinegar will provide more hostile conditions to deter these invaders.

When the debris contains dead cells and reactive tissue (puss), then a 1:1 to 1:3 solution of hydrogen peroxide and water may be a good choice. Once the ear has been cleaned with this solution, it should be rinsed with the vinegar and water solution.

If a dog suffers from swimmer’s ear because it swims or dives in the water, then using a swimmers ear solution of one part white vinegar mixed with one part rubbing alcohol can be a good choice. In this situation, after the dog is done swimming, the ear is simply filled with the solution and it is left in the ear, not rinsed or wiped out. This solution should be used in dogs that have otherwise healthy ears since the alcohol will burn an inflamed or ulcerated ear. I believe it appropriate to mention here that preventing water in the ear during bathing is good practice, and it is not a major source of ear infections.

Adding antiseptic to an ear cleaner may be beneficial for those dogs that are plagued with constant ear infections. Betadine (povodine idodine) is a powerful antiseptic solution that is very kind to tissue. You can add about one teaspoon of betadine, available from your local drug store, to 8 ounces of the 50/50 vinegar water mix. If necessary, the ears can be cleaned first with a dilute solution of betadine scrub and water and followed with the betadine rinse. There is a recipe published on the web that includes boric acid, alcohol, vinegar and betadine and can be found at www.zimfamilycockers.com /EarCleaner.html. Since this recipe contains alcohol and boric acid, do not use it in ulcerated ears; it may further damage the tissue and cause pain!

There are so many commercial preparations that it is impossible to cover them all and to give fair comparisons. If you have a favorite that works and causes no harm to the patient, then use it.
As for my favorite all around ear cleaner – I’ll keep that one under my hat, at least for now.

The author, Dr. Boyd Harrell, currently practices pet medicine in central Florida. He formerly owned two veterinary practices in Illinois nationally recognized for their exceptional management. He is an international speaker to pet lovers and veterinarians, a pet consultant with Oxyfresh Worldwide and a trained personal life coach. He may be reached at 866-388-3578, at boydharrell@email.com or at www.healthypetwebsite.com.

As with any cutting instrument, clipper blade cutting edges will become dull with extended usage. When your blades no longer cut smooth and clean, sharpening is necessary. Increasing the blade tension to force dull blades to cut is not recommended. This can cause clippers to over-heat, reduces the motor life and shortens blade life.

Most all major clipper blade manufacturers use a sharpening method known as hollow ground. Hollow ground sharpening allows more pressure at the tips of the teeth. This type of sharpening eliminates dragging and jamming of hair. Blades will cut smoother and stay sharp longer. If blades are properly maintained, sharpened by a professional technician, and stored to prevent rust damage, they can be re-sharpened forty to fifty times. Blade life can vary, depending on how many animals are groomed and the coat condition of the animals being groomed. When the ride rails are completely worn to the base of the blade, it should be replaced. Picture 1.) We always recommend keeping old worn blades for replacement parts, such as tension springs, screws and sockets.

“My Blades Wobble” You may have experienced blades that shake and wobble when attached to your professional clipper. Picture 2.) Check to be sure the hinge screws have not come loose. Tighten down as needed *see picture 3. If the problem still persists you may have a bent socket (blade bracket). Using a pair of large pliers or channel lock pliers, Picture 4), simply bend the socket ears slightly inward and then re-set the blade onto the clipper. If blade still wobbles, it may be necessary to change out the socket with a new one.

Gary Hartwell has been the sharpening and repair manager for Ryan’s Pet Supplies since 1991. In addition to working at Ryan’s, he has owned his own grooming shop in northwest Phoenix with his wife, Janis, since 1986. He has received factory training at Andis, Double K Industries, Oster, Stewart and Wahl. The Ryan’s Pet Supplies Sharpening and Repair Center is an authorized repair and warranty dealer for Andis, Conair, Double K, Dri Eaz, Oster, K9 Electric Cleaner, KleanKut, Paw Brothers, Value Groom and Wahl. Gary Hartwell can be reached directly at 1-800-525-7387 Ext. 231.

“A Pet Photographer can easily earn $1500.00 per day,” said well known industry photographer, Ren Netherland. “And the techniques are relatively easy. Almost anyone can learn this craft.”

Ren Netherland, internationally known Master Certified Photographer, owner of Animal Photography, and official photographer of Groom Expo, Groom & Kennel Expo, Intergroom and more, is ready to share ALL of his SUCCESS SECRETS with the petcare industry in this four day intensive seminar.

Ren has made a living, traveling across the country photographing client’s pets in grooming salons. “But I can’t keep up with it,” said Ren. “Salons now have a two year wait for me to get around to them. It’s time for others to learn to do this and work their own salon, other salons in their area, or their state. And I can show them how.”

Ren has been teaching his proven system for several years, but only to select students who came to his studio. This is the first time he is taking his program to the industry. “It’s a great occupation and people who know how to handle animals, like pet care pros, are just perfect for this,” says Ren.

His program includes: camera angles; studying the dog, cat and bird; lighting and sparkle; props; holiday promotions; the handler; background colors and effects; posing techniques; posing blind and deaf pets; tricks of the trade; noisemaker charts; posing multiple pets; posing adults and their pets; posing kids and their pets; fear biters; panting and cures; the problem with people; dealing with the customer; grooming tips; recommended equipment list; the photography table and more.

Ren’s program will run for four days, after Groom & Kennel Expo, Feb. 12-15, 2007 at the Marriott Burbank Airport. Class size will be limited. Cost is $1495 (includes daily lunches).

Groom & Kennel Expo will be here soon. It is the fastest growing show in the nation with an increase in attendance, last year, of 32%. Held in Burbank, California, it is right outside of Hollywood and only blocks from the Jay Leno Show, major studios and attractions. Dates are Feb. 8-12 at the Marriott Burbank Airport (formally Hilton.)

Behaviorist and trainer Extraordinare, Sarah Wilson, wowed our Groom Expo crowds with her two day Animal Behavior Conference which we will repeat in California. She and her husband, Brian Kilcommons, are the authors of numerous books.

Other pre-show add-ons include the Brusher Bather Certificate program; Pet Massage Techniques; Practical Grooming with Sue Zecco; The Fun, Foibles, and Financial Feasibility of Dog Daycare by Eileen Proctor; Clipper & Blade Emergency Clinic; and Financing your Dreams seminar.

Carol Boerio Croft is bringing her team of experts to our show from Pennsylvania. She has one of the most exclusive spa and resort operations in the nation that encompasses Boarding, Day Care, Spa, Grooming, Retail, Pet Therapy, Dog Training, Vet services, and more all under one roof.

During the weekend, the Oster Grooming Theater, IJA and Groom Team Sanctioned Grooming Tournaments will be in full swing.

ANDIS is sponsoring the Best in Show Winners. Tournaments sponsors are PETCO, PETEDGE, PROCOAST and LAMBERT KAY. The NATURE’S SPECIALTIES Winner’s Circle Tournament carries the extra excitement that the Huge $30,000.00 Jackpot could be awarded in Burbank. Kennel Gear is sponsoring the Creative Styling Contest.

There are exciting weekend topics on grooming, medical issues and emergency protocols, dog training, business, retail and more.

On Monday, following the show, Teri DiMarino will offer her all new Business Reality Check day long seminar. This seminar could save your business and make the difference between success and failure, a life of mediocrity and hard work or building a fun, thriving, exciting and vibrant venture.

Also on Monday, Feb.12, Ren Netherland will begin a four day photography seminar that will teach you how to make $1500 per day photographing pets (see article in this issue).

The Expo promises to be a stunning event. Make your hotel reservations now at the beautiful Marriott Burbank Airport (formally the Hilton.) Call (800) 736-9712 for reservations. Deadline for reduced rates is Jan. 17th. Single and Double rates are $114. Triple/Quad are $134. One bedroom suites are $144 (Sgl/Dbl) and $164 (Triple/Quad).

For more information, contact Barkleigh Productions, Inc., 970 W. Trindle Road, Mechanicsburg PA 17055, (717) 691-3388, info@barkleigh.com