The Bottom Line on Herp Bedding

Every successful operation needs a good foundation. And that’s as true of a pet store as it is of a reptile habitat, which requires the proper bedding material on which a herp can habitate and thrive.

According to experts, an increased focus from manufacturers on species-friendly products and more natural materials are among the reasons retailers have plenty of substrate merchandise and types to choose from nowadays.

The Real Deal
Apollo Reese Owens, sales manager for Galapagos Pet Supply, the Santa Barbara, California-based maker of reptile substrates and moss bedding, says natural materials are all the rage.

“Pet store owners and consumers are waking up to the benefits of natural substrates, and are starting to understand that many products come from non-renewable resources,” Owens said. “Sustainable materials and by-product harvesting are more important now than ever, and more reptile owners are leaning toward natural-looking enclosures, so fake and imitation bedding is dwindling in popularity.”

Coconut and moss are two of the most preferred substrate ingredients today. Both are used in Galapagos substrate products, including Tropicoco Soil and Tropicoco Husk, as well as Royal Pillow Moss. Coconut husk is a perfect reptile substrate material because it contains natural antibodies that help fight against mold, mildew, foul odors and other harmful pathogens. Meanwhile, Galapagos’ hand-harvested moss helps maintain a terrarium’s humidity and is conducive to proper pet hydration and shedding.

Austin Harris, manager for Underground Reptiles, a Deerfield Beach, Florida, pet store, is a fan of substrates that blend different materials, including Galapogos’ products.

“Being able to mix multiple substrates, including live moss, into your terrarium allows you to get the perfect humidity you’re looking for, plus it looks cool,” Harris said.

Ashley Rademacher, animal care and education coordinator for Zoo Med Labs, Inc., in San Luis Obispo, California, says planted and bioactive terrariums are becoming more popular, as well.

“They can be beautiful works of art in a reptile owner’s home, providing ideal habitats for tropical pets and a peaceful window for keepers into a tropical world,” said Rademacher, adding that Zoo Med’s new ReptiSoil is the ideal substrate for these bioactive setups. The product supports growth in terrarium plants such as ferns, bromeliads, miniature orchids, succulents and carnivorous plants. ReptiSoil features four components—peat moss, soil, sand and carbon (which helps aerate the soil and improve drainage)—that work together to retain humidity and promote burrowing, nesting and egg laying.

Getting Creative
Jason Oneppo, research and development manager for Healthy Herp, a division of San Francisco Bay Brand in Newark, California, has noticed an increasing demand for products designed to create more naturalistic terrariums, “such as substrates that are easy to clean and free of dust and shavings, as well as soils and sands that can be wet, molded and excavated.”

Indeed, some goods go beyond the cage-bottom call of duty and offer the ability to sculpt creative, livable landscapes within an enclosure. Case in point: Zoo Med’s new Cavern Kit contains Excavator Clay Burrowing Substrate, which can be imaginatively shaped via included tools into tunnels, caverns, caves and shelters that allow reptiles to engage in their natural digging and climbing instincts as well as safely wear down their nails.

While the proliferation of substrate brands over the past few years is good for consumers, it’s also challenging for retailers who may have limited shelf space. Among the notable products in this subcategory today are multiple SKUs from National Geographic, like Sunset Reptile Sand, Coconut Fiber and Marble White Sand; numerous offerings by Zoo Med, such as Repti Chips, Eco Earth Expandable Reptile Substrate and Hydroballs; and a diverse array of choices from Exo Terra, ranging from Forest Moss and Coco Husk to Jungle Earth and Bio Drain, a non-organic substrate that doesn’t rot or decompose and allows for superior drainage.

From the Bottom Up
For years, retailers have been stocking substrate products horizontally flat and positioning them near the bottoms of shelves. Owens warned that this can hurt sales.

“Lately, I’ve seen more stores peg their substrates and begin to move them higher up on the shelf,” he said. “Merchandising substrates higher up and closer to eye level attracts customers’ eyes and encourages them to actually read each label and learn what makes it different from the product next to it.”

Harris said retailers need to ensure that customers understand the importance of buying and using the right substrate product.

“Always stress the importance of a healthy, clean environment,” he said. “To care for most reptiles and amphibians properly, the substrate should be changed at least every four to six weeks, which equates to around $10 a month on new substrate that provides a nice clean bedding for the pet to live on. That’s not a lot to ask for a product that will decrease the chance of the animal getting sick from bacteria growth.”

To encourage this and cater to consumer demand, it’s important to stock a healthy variety of substrate options.

“If a customer remains uncomfortable in using a particulate substrate, point them to a different product, and don’t let them feel limited in their options,” Rademacher said.

Lastly, practice what you preach by showcasing different herp bedding in your displays.

“Use (herp bedding) in your store to create some really nice looking terrariums—even if they don’t have live animals in them,” Oneppo said. “Also, try using the excavator type sands and create nice looking environments that people can purchase on the spot to take home, ready to go without the work.”

The Bowl Truth

Skeptical about bird receptacles? It’s important not to overlook merchandise mainstays like feeders and waterers, which every bird owner needs.

In fact, many customers are willing to pay more for an upgrade that improves on the cheap vertical vessels of edibles included in a starter cage—provided you can upsell them on the benefits of a higher quality and more convenient waterer and/or feeder.

Dish Niche
William Kalichman, owner of Bill’s Birds in Davie, Florida, believes this is a subcategory that bird owners don’t flock to in droves, but it can pay off if you carry a healthy assortment of brands and models.

“There hasn’t been a lot of innovation in this space in recent years, but there are at least more choices available and plenty of user-friendly designs,” he said. “Our most popular product is a stainless steel bowl that clamps onto the side of the cage, which is ultra-durable, inexpensive, convenient and compatible with most cages. Plus, the stainless steel products are easy to clean and rewash in the dishwasher.”

Plastic crocks with quick-release attachments are nearly as in demand at Bill’s Birds as hooded ceramic cups, “which offer the benefit of less spills and mess,” Kalichman noted.

Mary Wyld, owner of Wyld’s Wingdom, Inc., a wholesale distributor in Norfolk, Virginia, has noticed some attention-getting new designs and plastic feeders for smaller breeds that are “whimsical and appealing to the shopper for their fun aspects and colors, especially some of the new products from Caitec. There is a trend to get past the ‘same old-same old.’”

For example, Caitec offers a portable window perch feeder with suction cups on it “that allow your small bird to dine while enjoying a view of the great outdoors—and it doubles as a play area, complete with toy and swing,” Wyld said.

Caitec also recently launched several other new SKUs, including its Auto Water Seed Feeder, with a stylish and curvy green plastic base and attached perch, and several products within its “Mess Less” line. These items include a shielded feeder with a bold, red shield attached to the feeder bowl to prevent spillage outside the cage; a hanging feeder with a decorative large plastic feeder base and three cute yellow perches above it; and a combo feeder, which features twin blue bowls attached to an arm that extends the bowls further into the cage to decrease mess.

Preventing a Mess
Indeed, neat and clean seem to be the marketing concepts manufacturers are emphasizing above all else. This is supported by the popularity of products like Tidy Seed’s No-Mess Bird Feeder, designed to do away with scattered hulls and seeds thanks to its trough-like compartment, and Fatpet’s Splash Proof Bird Feeder, which boasts an automatic feeding trough with a stand perch. Aside from “scatterless design,” other amenities currently in vogue include “chew proof,” “high-gloss finish,” “universal mount,” and “dishwasher safe.”

Manufacturers have had success trying to infuse fun and foraging within a feeder. Caitec offers an array of options in its Creative Foraging line of durable polycarbonate products, ranging from its Foraging Wheel, Food Tumbler and Foraging Ball and Kabob to its Space Circles, House of Treats and Foraging Sphere. Bird owners fill the compartments with everyday feed or treats and watch contentedly as their pets work diligently to open, move or access a food compartment.

“Creating a foraging environment so that birds explore more around their cage and within toys to find their food provides mental stimulation as well as exercise, which you should encourage to your customers,” Wyld said.

Other companies are also trying to cater to increased demand for treat receptacles, among them Petmate with its JW Pet Treat Stick Holder, fashioned to carefully keep debris and fragments from dropping outside the enclosure.

When it comes to waterers, the tried-and-true upright water bottle has yet to be improved upon, although Super Pet offers a different take on the “wet-my-beak” approach via its Habitat Defined Enrichment Pod Gravity Waterer. This product features compact, customized and refillable water pods.

Mostly, however, the classic plastic or glass tube rules the roost here, including products like JW Pet’s Insight Clean Water Silo Bird Waterer, Lixit’s Glass Bird Bottle and Kordon’s Bird Water Bottle. Stainless steel coop cups by Prevue Pet Products, Hagen’s Living World, Pro Select and others also have a habit of moving quickly off the shelf.

Store Secrets
New and improved waterers and feeders don’t automatically “sell themselves,” so be prepared to promote and recommend specific merchandise to bird owner shoppers, especially newbies.

“Avoid just hanging merchandise up—always engage the customer to learn how they currently feed and what their needs are,” Wyld noted. “Educate them on the great inquisitive nature of birds and the importance of creating different feeding stations and locations around their cage as well, as the instinctive nature of birds is to forage.”

Kalichman agrees that it’s crucial to educate patrons about feeders and waterers, “especially the need to replace food and water on a regular basis and thoroughly clean out these products.”

In addition, put your feeder and waterer inventory to work by showcasing them in your live displays.

“We do that in our store and are careful to rotate the products within the cages, too,” Kalichman recommended.

Small Pet, Big Smell

Want to ensure that your pet store appeals to both the olfactory organ and your patrons’ yearn for a fresh and clean cage? The pros have a few tips on what SKUs (stock keeping units) best eradicate the PUs (the shortened version of “puteo,” which is Latin for “to smell bad”).

From aromatic bedding and odor-eliminating sprays to supplements that deodorize animal excrement, manufacturers are creating solutions that tap into the small animal pet owners’ desire for odor control. These products will enable customers to breathe easier inside your store as well as in their own home.

Opportunity in the Air
“Some of the biggest drawbacks consumers have about owning a small animal pet are odor control and cage cleaning, so products that solve odor issues and make cage cleaning easier are important for improving the overall small animal pet ownership experience,” said Mary Ann Loveland, associate brand manager for Kaytee Hard Goods, a division of Chilton, Wisconsin-based Kaytee.

“Shoppers today are embracing natural odor-control products that are made specifically for their small animal species’ unique behaviors and healthy home lifestyle, as well as products that are good for the environment,” said Jane Wasley, brand manager for Healthy Pet in Ferndale, Washington.

“The all-natural trend is driving consumers to products that are environmentally safe for both humans, pets and the planet,” said Paul Juszczak, director of sales and marketing for Marshall Pet Products in Wolcott, New York. “A few years back, we launched 180XT Stain, Odor and Pheromone Remover, a concentrated cleaner that extracts urine from the sub-floor, patting and carpet surface by blotting the urine up and out of the carpet and not masking it like other cleaning products.”

Substrates as a Solution
A pet owner’s first line of defense against mini-mammal stank is at the litter level, where most of the redolence radiates from. The main culprit responsible for small critter funk is ammonia, which is created by the uric acid found in pet urine. Leaky water bottles that add unwanted moisture to cage bottoms, along with pet droppings, contribute to an over-ripe atmosphere.

Consequently, it’s no surprise that many brands in recent years have upped the fragrant quotient in their bedding products, which are typically comprised of either recycled paper, reclaimed cellulose pulp, or cedar, pine or aspen wood shavings. These companies are now manufacturing bedding products incorporating special ingredients, odor-reducing properties, earth-friendly materials, and dust-free and hypoallergenic features.

Prominent examples include Healthy Pet’s carefresh odor stop formula, which provides 10-day odor control in its natural fiber bedding; FiberCore’s Eco-Bedding Odor Control, made from 100-percent recycled paper with a built-in ammonia blocker; Kaytee’s Clean & Cozy Natural Small Pet Bedding, which boasts of hygienic, odor-controlling and colorfast ingredients that absorb five times its weight in moisture; So Phresh Odor Control Crumbled Paper small animal biodegradable bedding with baking soda; and Mountain Pine Management’s Bedding Select, a cracked pellet product made from pine, which is 10 times more absorbent than shavings, is mold-, bacteria- and insect-resistant, and reduces waste by up to 50 percent.

Healthy Pet recently rolled out the industry’s first species-specific line of small animal natural paper litter under its carefresh brand: Custom Hamster & Gerbil Bedding; Guinea Pig & Rabbit Bedding; and carefresh complete. Each is designed to suppress ammonia for up to 10 days and is three times more absorbent than shavings; the hamster and gerbil blend allows for easier burrowing, while the guinea pig and rabbit product offers an ideal size for nesting.

Beyond the Bedding
An increasing number of cleaners and deodorizers for inside and outside the cage have launched in recent years. These include:
Natural Chemistry’s Healthy Habitat, and PureAyre’s Odor Eliminator, all-natural cleaner/deodorizer products that employ natural enzymes to eliminate pet odors and break down organic contaminants
• Cage Cleaner for Small Animals, Cage Odor Eliminator for Small Animals, and Small Animal Cage Scrubbing Wipes, all by Nature’s Miracle
Zoo Med’s Wipe Out, a small animal enclosure disinfectant, cleaner and deodorizer
• Marshall Pet Products’ 180XT Stain, Odor and Pheromone Remover, a concentrated, professional-strength cleaner that extracts urine and pheromones from upholstery, carpeting, fabrics and surfaces without masking the odor and stain
• Marshall’s GoodBye Odor, a supplement added to the pet’s food or water that curbs unpleasant cage aroma and deodorizes small animal body stool, urine and body odor
• Clean Cage Spray and Smellin’ Good Critter Spray Fragrance, both by Kaytee

While bedding is a staple, like bathroom tissue for humans, that you can count on for repeat sales, it’s important to bring awareness to litter products and related odor-control goods.

“There are some great ways retailers can merchandise small pet bedding, food and habitats together to make sure they are getting consumers to fill their basket while they are in the store,” Wasley said. “You have to change it up every once in a while. Highlight a new color, new mix or species-specific endcap that includes habitats and bedding.”

Patrick Roe, supervisor at Critter Cabana, an independent pet store with locations in Newberg and Wilsonville, Oregon, follows that advice.

“We offer discounted bundles for beginners that include an odor-control bedding product in the kit, and we keep our litter and cleaning products organized together on the shelf in the same section,” Roe said. “We also garner feedback from our customer on which products work better than others. We’ve found that brighter-colored bedding—which, because of their lighter colors might make them look cleaner—can actually appear dirtier and stained faster.”

Roe suggests partnering with manufacturers to promote particular brands in exchange for free product samples that store owners can use in their live animal cages. These can produce savings that add up quickly.

Educate the Customers
Consumers crave know-how and reassurance that the product will perform as advertised.

“Point-of-sale materials or videos showing how the product works is a good way for retailers to promote the product and differentiate it from all the other cleaning products on the shelves,” Juszczak said.

Don’t rely on brochures and video kiosks to educate customers; train your staff on how to instruct patrons about the need to clean cages and replace bedding at recommended intervals, depending on the species and presence of odor. Employees should remind clientele of the need to control room humidity, ventilate rooms and refrain from the use of harsh chemicals and aerosol air-freshening products or deodorizers in or near cages.

Interior Embellishments

Eager to pump some visual pizzazz into an otherwise drab herp habitat? Want to feng shui your way to a more aesthetically appealing enclosure that reptiles can appreciate, too?

It’s time to multitask as an interior “pet-corator” and earn the trust of your customers by stocking and recommending the best décor products for scaly companions—because patrons are increasingly interested in decking their cages with the latest and most lively accoutrements.

Mirroring Nature
Frank Indiviglio, a New York City-based retailer consultant and herpetologist formerly with the Bronx and Staten Island Zoos, said the major décor trend he’s noticed in the past year is increasingly realistic plants, including terrestrial flora from woodland environments, desert plants like cacti and succulents, emergent vegetation native to swamps, floating plants for pond setups, and plants grouped with rocks.

“Previously, retailers were often limited to carrying fake plants designed for aquarium use,” said Indiviglio, who notes that manufacturers are also matching product look and design to a particular species needs. “But today, they’ve tweaked the plastic materials to mimic a much wider variety of plant species and there’s a greater attention to detail when it comes to plant décor.”

Case in point: Exo Terra’s Bromeliad Smart Plant retains water in a small cup-like area at its base, naturally attracting dart frogs to deposit eggs, despite being artificial.

This heightened realism isn’t limited to plants: hideouts look more like Mother Nature intended as well.

“Today’s hideaways actually have rough edges, resemble real shapes in the wild like rocks and thinkstockphotos-599977192hollow logs, and are offered in a variety of sizes,” Indiviglio added. “Some of these products are marketed as ‘retreats’ and ‘caves’ that attach to the side of the glass with suction cups.”

Pertinent examples of the aforementioned include Zilla Bark Bends terrarium decorations; A & E Cages’ Java wood hideouts; corner caves by Conceptual Creations; granite hideaways by MagNaturals (which lock in place via magnets); and Jungle Bob’s Reptile Grotto and Reptile Ravine, made of a non-toxic, hard poly resin that doesn’t tip over and which serve as preferred basking spots, secret nooks and backgrounds.

Betsey G. Moore, vice president of CaribSea, Inc., in Fort Pierce, Florida, echoed the sentiment that the indigenous look is in style.

“Natural-looking ecoscapes accurate to the native species’ habitat are popular,” Moore said. “Many hobbyists are also looking for décor that helps recreate a specific locale.”

More Ornamentation Trends
Additional merchandise movements Indiviglio has observed include:

• more diverse offerings of natural wood pieces, such as Zoo Med’s Natural Mopani Wood, a denser/harder wood that, unlike driftwood, doesn’t rot and sinks immediately in aquatic habitats or can be used as islands for turtles and frogs;

• more hanging vine products, which form a natural pathway for chameleons, arboreal lizards and other herps—Exo Terra’s line of hanging rainforest plant replicas (like Spanish Moss, Mandarin, and Abuliton Silk), and Galapagos’ new MossVine (100 percent natural vine made from real moss that bends to fit any enclosure) being good examples.

• more faux plants with suction cups, including Fluker’s Repta Vines’ line, ideal for most geckos and tree frogs that prefer to rest on tree trunks behind leaves.

Substrate can serve as décor when it’s an eye-catching product, and an infusion of color in this category can certainly help registers ring. Estes makes glow-in-the-dark calcium carbonate RepTerra sand, available in black, pink, red, white, black, purple, green and blue to liven up any enclosure. Zoo Med’s Vita Sand comes in orange, mauve or gold, and CaribSea provides Reptilite Brite calcium substrate in tan, rainforest green, gold, plum, desert rose, white and cactus blossom hues.

Au naturale bedding can also add visual appeal to a terrarium. Products featuring coconut husk, sphagnum moss and artificial moss mats, for instance, add an exotic look while also helping to retain moisture and cater to burrowing reptiles, as evidenced by CaribSea’s Coco Soft and Cypress Soft bedding, which boasts natural coconut husk and cypress bark to control odor and increase humidity.

Prompting Patrons
Bob Smith, owner of Jungle Bob’s Reptile World in Centereach, New York, said enclosure adornments need to be merchandised properly without necessarily being bundled together with repeat sale staples like food and lighting.

“Décor needs to catch the eye, and periodically moving these products to a different location in the store helps, especially if they’re not selling,” Smith said. “With this category, avoid complacency. Keep the products organized and neat, clean the shelves, and place the proper accent lighting on them.”

Using products in your own store displays is the best way to sell what’s on the shelf, Moore added.

“Placing signs on the enclosures showing hobbyists what the store is using helps to take the guesswork out of their animal’s care,” Moore said.

Smith agreed.

“We believe strongly in displaying décor items in our animal tanks and enclosures,” he said.

On Track with Snacks

It’s a biblical truism that man cannot live on bread alone. Likewise, rabbits, cavies, hamsters, mice and their small mammal brethren crave more than critter kibble and plain pellets to satiate their palates. To make their tiny taste buds truly sing “hallelujah,” our furry friends appreciate treats.

Thankfully, there are plenty on the market to choose from that can get their owners coming back to your establishment for a fresh snack supply.

Savory Indulgences Without the Guilt
Lucas Stock, communications manager for Oxbow Animal Health in Murdock, Nebraska, said consumers nowadays are always on the lookout for fun treat choices—especially those marketed as nutritious.

“More and more, we’re seeing an increased call for wholesome, enriching treat options that customers can feel good about giving to their pets,” Stock said. “They’re seeking out products that they feel their pet will find appealing from both a nutrition and taste standpoint.”

Shane Rice, manager for Last Place on Earth, a pet store in Charlotte, North Carolina, can vouch for the fact that treats with natural ingredients—minus fillers like unneeded grains—continue to be in demand.

“Customers are trying to replicate more of what their pet would actually eat in the wild, which means they’re gravitating more toward healthier treats with fewer additives,” said Rice, who notes that granola and yogurt treats are particularly popular among shoppers at his store. “They’re also buying more treats than years ago, probably to pamper and reward their pets.”

Treats are also making the register ring more probably because manufacturers are staking more of a claim in this subcategory, rolling out a greater number of new brands, flavors and configurations of between-meal or meal replacement snacks for small animals with each passing year.

Additionally, “today’s customers are educated, and high-quality treat products keep them coming back,” said Paul Juszczak, director of Sales and Marketing for Wolcott, New York-based Marshall Pet Products.

Stock agrees.

“The overall quality and nutritional value of treats has improved by leaps and bounds, and there are certainly more options in this category than in years past,” Stock said. “In many ways, these product improvements make selling treats easier. Many of our retail partners tell us that they are more comfortable and confident selling treats they can believe in from a product quality and enrichment standpoint.”

Small Animals Also Get the Munchies
Treat trends Stock has identified include hay-based, freeze-dried fruit and vegetable, and bakedthinkstockphotos-508325896 treats. To accommodate this consumer inclination, Oxbow makes Organic Barley Biscuits, billed as 100-percent natural oven-baked treats made with certified organic ingredients including hay, fruits and vegetables.

Additionally, made-in-the-USA and high-protein treats are on the rise, according to Juszczak. Consequently, Marshall offers Bandits Freeze Dried Ferret Treats made with 100-percent whole raw animal protein and created via a delicate freeze-drying process that locks in the natural nutrition and fresh meat taste.

Another leaning that has legs is the diversity of creative, colorful and tasty treat and chew shapes that brands are providing. Consider Living World’s Wheel Delights, a perfectly round crunchy munchy; Vitakraft’s SunSations Loofapalooza chews, loofa gourds flavored with berries; Kaytee’s Apple Orchard Sticks and Big Branch Bites; and F.M. Brown’s Tropical Carnival line, which includes Crinkle Crisps with Carrots Gluten Free treats, designed with special dental ridges to promote oral health, and Baked Pretzels shaped just like the kind we like to enjoy with a cold beer and football game.

A wealth of flavors have also invaded this space, as evidenced by Living World’s vast array of newer tastes, including hamster, rabbit or guinea pig sticks available in honey, fruit or vegetable flavor, Small Animal Bites with Quinoa, and fieldberry-flavored rabbit drops.

And microwave popcorn isn’t just for homo sapiens any longer—now small animals can indulge in this fun food as well, thanks to SunSations’ Yumbo Pops and Mini-Pop Indian Corn Treat, either of which can be served popped or unpopped.

Thinking Outside the Shelf
Stock has observed retailers dedicating more shelf space to treats in recent years—a positive sign, but one that can make for tight real estate. All the more reason to give careful paws—pause, that is—to how you’re going to strategically position treats in your set.

Many experts, Stock included, insist that treats are best merchandised at eye level, where they are likely to catch the attention of more consumers.

“Whenever possible, they do great in the end cap space, as well as on clip strips within the aisle,” Stock said.

Juszczak, however, cautions that pigeonholing one area for treat merchandising can limit your sales.

“Retailers should avoid stocking category specific products like treats only in one section of their store,” he said.

Last Place on Earth follows that advice.

“We try to spotlight new treat products near or on the counter to encourage add-on and impulse purchases,” said Rice, who also prominently displays treats in his store’s designated section for small animals.

It also helps that Rice’s store is hands-on and customer-centric.

“We often let customers pet and handle our for-sale animals,” Rice said. “We’ll let kids put treats inside a cage, and you see their eyes light up as the animal goes for the snack.”
To further send the message that treats are important, “we also bundle carefully chosen treats in our small animal starter setups.”

Lastly, remember that BOGO offers and limited-time deals can further boost treat biz. Consider running a promo where the customer gets a free package of treats with the purchase of a bag of bedding, hay, food or another staple.

Accent on Enhancement

Humans increasingly look to health boosters like vitamins and minerals, probiotics, encapsulated nutrients, natural extracts, powders and ointments to augment their immune systems, fortify their nutrition and feel better.

Considering their penchant for wellness products, it’s only natural, then, that bird owners are seeking supplements by the score for their winged companions in an effort to promote longer, healthier lifespans.

Everyday Feed Isn’t Enough
“As advanced as many of today’s diets are, it is still important to consider additional supplementation in the diets of pet birds,” said Mike Rizzuti, regional sales manager for Bowling Green, Ohio-based Vitakraft Sunseed, makers of signature supplements like Sunseed Sun Drops Daily Liquid Vitamins, Quiko powdered multivitamin, and Quiko Classic Egg Food Daily Supplement. “This can be done through liquid or powdered multivitamins or dietary enrichment products, such as egg food which is highly palatable and easy to feed.”

Melanie K. Allen, avian product specialist with Mansfield, Massachusetts-headquartered Rolf C. Hagen (USA) Corp. in Mansfield, says that, while many companion birds consume a higher volume of formulated diets, such as pellets or extruded morsels, bird owners still like to use supplements to ensure optimal nutrition and in some cases, as a wellness type supplement to prevent poor health.

“Current trends in bird care include feeding fresh fruits and vegetables, or ‘chop,’ a mixture of chopped greens, vegetables and cooked grains as a type of enrichment food,” Allen said. “ These types of food often provide the perfect way for parrot owners to administer powder supplements.”

However, Allen added that, in the case of some species, especially finches, canaries, and lovebirds, “typical diets are still predominately seed, which still lack some important and critical nutrients that these little guys require—namely, vitamin A, essential amino acids and especially calcium.”thinkstockphotos-178535240

Brand Aids
No need to fear, faithful retailer: Manufacturers offer plenty of supplement products that fit the bill and address diet deficiencies and other issues.

In powder form, there’s plenty to choose from, including Pretty Bird’s Natural Gold Supplement, which combines a special blend of micronutrients and amino acids along with enzymes and probiotics; Zoo Med’s Avian Plus Vitamins, available in calcium-based powder form and packed with amino acid power minus any food fillers; Avi-Era Bird Vitamins, which mixes with water or food to fuel birds with 13 essential vitamins; Missing Link Ultimate Avian, formulated to improve plumage as well as overall health; Miracle Care Vionate vitamin mineral powder, supplying 21 crucial vitamins and minerals; and NBD’s Avi-Culture 2 live probiotic powder to aid the digestive tract and improve immunity.

Hagen recently herded one of its top-selling powders into the HARI brand, relabeling it Prime Vitamin, Mineral and Amino Acid Supplement, which combines essential nutrients with probiotics and calcium gluconate, a nutrient delivery agent (unlike other powder-based vitamin supplements that use sugar). Hagen has also rebranded another popular item: HARI Clay-Cal, a clay product that combines the detoxifying benefits of montmorillonite clay and charcoal with calcium for mineral supplementation.

Other SKUs to Consider
An ample array of dissolvable, liquid and spray-on supplements abound, too. eCotrition’s Vita-Sol, which can be added to water or seed, is loaded with multivitamins, and the brand’s Skin & Plumage supplement fosters healthier, more colorful feathers; Oasis Vita-Drops has a high-potency multivitamin formula with extra vitamin C; and 8 in 1 Ultra Care Mite & Lice Spray is an essential remedy for pesky bird bugs.

“Adding either a cuttlebone or a man-made mineral block are other tried-and-true ways of helping to maintain calcium and mineral levels in pet birds,” Rizzuti added.

To cater to this need, retailers can select from a variety of products on the market, including flavored cuttlebones from Penn-Plax (berry or mango and banana) and F.M. Brown’s (mango or fruit); plain white cuttlebones by Wild Harvest, Living World, and Penn-Plax; Zoo Med’s Banquet Block line, available in fruit, vegetable, or mealworm flavors; Living World’s Beak Block line, shaped in apple, pear or orange; and Prevue Pet’s Mineral Block line, shaped in corn or pumpkin.

Customizing for Clientele
Avian supplements aren’t exactly a sexy subset among retail offerings. But you can attract a lot more attention to this space with the right merchandising mindset.

Allen recommends placing supplements near the cash register “so that it’s easy for an employee to recommend a supplement based on what the customer is purchasing.”

“Otherwise, retailers can miss out on an easy opportunity to not only increase a sale but to offer good, sound bird care advice to a customer,” she said.

Rizzuti suggests merchandising supplements in the food/diets section, but with caution.

“Every effort should be made to educate the employee and consumer on the safe and proper use of these products,” he said. “Just as with human supplements, the misuse of these items can be more detrimental than not using them at all.”

Proven tactics also worth considering are bundling deals (offering a discount when purchasing a daily diet along with egg food, for instance), including one or more supplement products in bird cage starter kits, and hosting a free workshop during which you can educate patrons on the perks and proper use of supplements while performing a demonstration using birds in the store.

Herp-itats are Hot

It’s been said that home is where the heart is. But for pet store retailers, reptile homes are where the heart of your herp-related sales can come from.

That’s because, unlike your typical shoebox variety plastic hamster habitat or conventionally compact bird cage, terrariums and enclosures for cold-blooded critters tend to come relatively larger, higher priced and often require add-on products at the time of purchase like heat and UVB lamps and undertank heaters. All that bundled merchandise can add up to a tidy profit for your operation—provided you stock the kind of cages customers clamor for, say the experts.

Reptiles and Their Domiciles Find a Home
Ask Jason Oneppo, research and development manager for San Francisco Bay Brand/Healthy Herp in Newark, California, and he’ll tell you that reptile habitats—and herp products in general—have come a long way into the mainstream over the past few decades.

“Back in the 1980s, reptiles were often kept in the back of the store or in the fish room and usually out of sight,” Oneppo said. “Fast-forward to today and reptiles are prominently displayed in stores, with many stores specializing in reptiles. Reptiles being more mainstream and people being more conscientious of their pets’ needs makes selling the proper habitat setup a whole lot easier.”

Richard Allen, owner of Reptile Rapture, a pet store in Madison, Wisconsin, says his store only carried a limited array of reptile homes when he opened his operations eight years ago. Today, by contrast, there’s an abundance of worthy terrarium SKUs to stock.

“The two brands that practically have the reptile habitat market cornered are Exo Terra and Zoo Med, which we carry a lot of,” Allen said. “One of the newest, which has been a big hit in our store, is Zoo Med’s Skyscraper Terrarium, which our customers like for its narrowness and height, making it a vertically flexible enclosure.”

The Skyscraper measures a slim but tall 18” x 18” x 36”, making it ideal for tree boas, tree pythons and arboreal lizards, and popular among retailers and customers alike who value extra shelf/counter space.

“Exo Terra’s Habisphere also makes for a great display in our store, working nicely as a showcase home for frogs and amphibians,” said Allen, noting that this glass terrarium product—designed especially for countertops or desktops—has a curved front window and a day/night light that provides a more user-friendly view of the setup and its occupants.

High-Tech Terrariums
Another new enclosure that aims to revolutionize the segment is the Biopod (sold at Biopod.com), billed as a “self-contained ecosystem that replicates real environments.” Ideal for dart, poison or medium/large tree frogs or medium-sized reptiles, the Grand size Biopod features integrated misters, an air injection system that perfectly balances oxygen and carbon dioxide, integrated heating, an LED light panel that replicates natural sunlight, and more. Plus, this microhabitat can be controlled and customized via a smartphone app.

Oneppo notes that a number of other notable new terrariums have hit the market in recent months that boast unique shapes, sizes and aesthetic features. One glowing example is Zoo Med’s ReptiBreeze LED Deluxe, an open-air screen habitat equipped with touch-activated LED lights that illuminate the interior via three different color settings: white, red, or white and red.

“Also popular today are terrarium kits, often replicating habitats such as desert or rainforest,” Oneppo said.

Zilla, for instance, offers basic and deluxe versions of both desert and tropical kits.

According to Oneppo, another trend in recent years has been species-specific cages, “which have been tailored to accommodate the most popular pet species, including aquatic turtles, snakes, leopard geckos, crested geckos and bearded dragons.”

Cases in point: Exo Terra’s Crested Gecko Habitat Kit, Zoo Med’s Reptibreeze IguanArium, the Turtle Tub Aquatic Habitat and the Reptihabitat Leopard Gecko Kit.

How to Win Friends and Influence Pet Owners
Want to sell more reptile cribs to the masses? Take them out of the box and give them the lived-in lizard look.

“The best way to merchandise is to have some terrariums set up in the store on display, especially some of the kits,” Oneppo said. “You don’t necessarily need to have reptiles in them, but sometimes just having them out of the box and set up on display helps to sell them.”

At Jungle Bob’s Reptile World, a pet retailer in Centereach, New York, owner Bob Smith does just that.

“We showcase new terrariums like Zoo Med’s Skyscraper by setting it up fully decorated,” Smith said. “We recently put a green tree python inside the Skyscraper and set up a basking spot right in the front of the cage, which turned out to be the perfect display, resulting in a quick sale of the entire set up.”

Allen also prefers displaying and using the habitats he carries.

“I display every enclosure we sell in our store because I know how important it is to keep these products visible to the customer and to show them what it looks like assembled out of the box,” Allen said.

But taking merchandise out for a test drive isn’t enough. Your staff should be passionate about herps and the homes they live in, too.

“When an employee gets excited about and talks about their own personal experience with products, it’s very powerful,” Oneppo added. “Customers pick up on this and realize they are not being fed a line just to make a sale and are therefore more inclined to purchase the product.”

Profiting from Pocket Pets

They say a bird in the hand is worth two in the bush. But a furry friend that fits in the palm of your hand can be worth even more to a retailer—especially if it’s a hamster or gerbil.

Undeniably cuddly, compact and cute, gerbils and hamsters are the crowd-pleasing pets that keep customers coming back. They’re inexpensive, easy to care for, and mom-approved (especially over mice and rats and higher-maintenance larger mammals like ferrets and rabbits). Plus, they benefit from a wealth of products available from manufacturers eager to cash in on their enduring popularity.

Big Opportunities Come in Small Packages
“These continue to make great first-time pets for many families—especially hamsters, which can live alone and bond closely with their owners, making them ideal for younger children who need to learn how to be responsible with pets,” said Laura Dow, sales representative for A&E Cage Co. “Gerbils, on the other hand, are more sociable, higher-energy and pair up well with another same-sex gerbil in the same enclosure, which makes them more appealing to older kids.”

Lucas Stock, communications manager for Oxbow Animal Health, agrees that these critters make greater starter pets for youngsters, but not exclusively.

“Fans of these species come in all ages, and they’re often just as passionate as a rabbit or guinea pig owner about the health and happiness of their pets,” Stock said. “With this passion comes a focus on quality and variety in relation to hamster and gerbil-specific products.”

While they’re diminutive in size, hamsters and gerbils have huge personalities and an appetite for adventure, further lending to their appeal, Stock added.

“These species love to burrow, climb, dig and generally explore, so products that support these activities continue to trend in popularity and demand,” he said. “Owners today are increasingly willing to spend a little more on quality foods and accessories.”

FurBall-Friendly Food
An abundance of edibles can be found in this pet segment, including species-tailored “complete” feeds that promote balanced nutrition, and which attract customers with clever packaging featuring images of hamsters and gerbils. Notable examples of gerbil/hamster diets include HealthyPet’s new carefresh complete Farmer’s Garden, featuring 10 real fruits and vegetables; Oxbow Essentials Hamster & Gerbil Food, offering a healthy blend of timothy hay, oats and barley; Small World Hamster & Gerbil Complete Feed; Kaytee’s separate Forti-Diet, Gourmet Recipe, and Supreme hamster and gerbil foods; Hartz Bonanza Hamster & Gerbil Diet; and numerous choices available from Vitakraft, such as Menu Vitamin Fortified Hamster Food, VitaSmart Hamster Formula, Vita Sunscription Hamster & Gerbil Diet, Sun Fun Hamster & Gerbil Formula, and VitaNature Natural Foraging Formula.

There is also no shortage of options when it comes to treats and toys. A&E Cage Co. recently rolled out a new Tropical Delight line of ring-shaped edibles available in dried fruit, nut or combo varieties. Prevue Pet boasts Hamsteroids Cosmic Chew Sticks and Hamsteroids fruit-flavored calcium nuggets, both designed to keep nails and teeth manicured.

The Chew Proof Terracotta Hideaway by Kaytee is composed of terracotta clay that serves as a cool resting place on hot days. And eCOTRITION makes the 3-in-1 Snak Shak Hamster and Gerbil Activity Log Pet Treat, a chewable hideaway with a golden honey taste.

A Roof Over Their Heads and a Bed to Sleep on
Enclosures come in a colorful array of sizes, shapes and materials, too. Among the newest offerings are Kaytee’s CritterTrail LED Habitat (winner of Global Pet Expo’s Best in Show award), which features LED-lit Bubble Plugs that illuminate the habitat without hurting the pet’s eyes; Penn-Plax’s Here & There & Everywhere Hamster Home and Traveler Cage, and its Rainforest Hamster Home; Hagen’s new Habitrail Twist, featuring a unique oblong-shaped plastic cage with wire framing, and its Habitrail Cristal, sporting a curvilinear white-and-orange design; and Marshall Pet Products’ Small Animal Starter Home, as well as its Folding Mansion, which folds flat for easy storage.

You can’t have a clean habitat without proper bedding. Fortunately, many brands offer substrate that’s far from subpar, including Living World’s Fresh ‘N Comfy bedding, Aspen Shavings, or Pine Shavings; Healthy Pet’s carefresh Custom natural paper bedding specially made for hamsters and gerbils; Vitakraft Sunseed Fresh World Bedding (offered in purple, gray or pink); and Oxbow’s Pure Comfort Small Animal Bedding made from soft, safe and 100 percent never-printed paper.

Convincing the Clientele
While selling and merchandizing hamster and gerbil products has become easier as these species have grown in popularity as pets, Stock says it remains difficult to dedicate ample space to nutrition and care products for these animals.

“One way for retailers to embrace this challenge is by making special efforts to create a ‘spotlight’ area for hamster and gerbil products whenever feasible,” he said.

Dow concurs.

“I would designate a particular area of your store to small animals and, within that space, create a hamster and gerbil center where like-minded items can be merchandised together,” she said.
That area should include all the essentials—from food, bedding and habitats to accessories and treats.

Partnering with local experts is another great way to promote hamster and gerbil goods.

“If there are rescue or adoption groups in your area, inquire about a chance to bring them in for special education and adoption events,” Stock suggested. “And if you have any resident hamster or gerbil experts on your staff, empower them to research additional opportunities and to help set up in-store events.”

Social media can also be a useful tool for connecting with hamster and gerbil enthusiasts in your area, many of whom may not be aware of your store’s offerings. Stock advises offering special promos around holidays, including species-specific holidays like World Hamster Day (April 12).

Additionally, try tapping into pop culture trends with your marketing. For example, create signage and social media messages stressing how much fun owning a hamster or gerbil is via a slogan like “Put down that Pokémon Go—Catch a real-world winner by owning a gerbil.”

As Mother Nature Intended

There is a reason people prefer the real thing to items like imitation crab meat, silk flowers and cubic zirconia: You simply can’t improve upon nature. If birds could talk, they’d tell you the same thing if you filled their dish with artificially flavored edibles loaded with fillers. It’s little wonder, then, that natural products are so popular today across several bird supply categories, including feed, toys and accessories, industrial professionals say.

Simple, Sustainable and Sellable
“The natural category is growing rapidly in the pet bird market due to an increase in consumer awareness of health benefits provided by natural foods,” said Stephanie Carbaugh, marketing and design assistant for F.M. Brown’s Sons, Inc. “Pet birds are recognized as important members of the family and, because of that, owners want to provide healthy food for their pets to keep them active and healthy. If stores provide natural food and treats, it encourages owners to shop there more often for those products.”

Caterina Novotny, Prevue Pet Products’ director of sales and marketing, agrees, noting that it’s usually easier to sell natural products that can tell a “natural” story by virtue of their unadulterated authenticity.

“Consumers have come to demand more natural foods and products for themselves, and this carries over to their pets,” Novotny said. “Thankfully, there is not an education hurdle to overcome; for those consumers who seek out natural items, they will naturally gravitate toward products that satisfy the health and nutritional needs of their winged companions.”

Better Choices to Put in the Bowl
The better-for-birdy movement is certainly in full flight in the feed and diet category, as evidenced by robust sales for products like Higgins Premium Pet Foods’ Sunburst Gourmet line, enriched with DHA, Omega fatty acids and digestive probiotics; Harrison’s Bird Foods’ diverse series of organic bird diets; ZuPreem’s FruitBlend with Natural Fruit Flavors; Lafeber’s Premium Daily Diet, containing natural ingredients such as ground non-GMO corn and soybean meal and flavored with natural sweeteners such as molasses; and Goldenfeast’s Premium Exotic Bird Food, which blends more than 50 natural ingredients in many of its formulations.

Tim Norsen, national sales manager for Vitakraft Sunseed, Inc., says natural diets typically have a premium price point, but more consumers are willing to pay for the nutritionally advantageous benefits.

“The price gap is smaller than it used to be, which has led to more consumers moving from traditional to natural diets,” Norsen said. “They are also more readily available and no longer are niche items that were hard for the consumer to find. As such, the retailer should give these products prime space on the shelf to aid in visibility and improve sales.”

Vitakraft has tapped into the natural demand by continuing to expand its SunSations line—which now includes a Macaw formula with big chunks of fruit—and updating several products and line additions in 2016, such as the recent rollout of Sunseed Small Hookbill Safflower Formula, a mixed seed and pelleted diet that’s sunflower-free and nutritionally fortified; Oven Baked Crunchy Bites, available in real apple, real veggie, real carrot and real cran-orange; and Quiko Swingin’ Crunchy Donut with Egg, a tasty treat loaded with grains, seeds and eggs.

Indeed, bird treats don’t have to be guilty pleasures any longer, thanks to options like F.M. Brown’s new Tropical Carnival Natural line, which includes Mixed Coated Peanuts, Oat Spray Foraging Treats, Baked Crisp Treats, Orange Slices Treats, and Sweet Potato Yummies Treats. The company also recently introduced ZOO Vital Biscuits, which come in an assortment of ergonomic shapes, textures and densities to provide exercise while eating.

Non-edible Naturals
Owners are increasingly gravitating to cage trinkets and accessories free of plastics, artificial dyes and chemical coatings, choosing instead products with components sourced from nature.

Prevue Pet Products’ Naturals line of toys, for example, boasts sustainable materials in their natural state and original shapes, without dyes—from coconut shells, mangrove wood and banana stem rope to cotton rope, hevea wood and sisal fiber. The latter two materials are prevalent in the Naturals Rope Ladder, for instance.

Avian Naturals prides itself on safe and simple toys, including its Petite Pagoda, which features bamboo shreddings and seagrass rope, and its Shreddin Smore, layered with light and dark seagrass mats and soft pine foot pins. Planet Pleasures also makes a line of healthy toys, including its Nature Cluster, composed of cuttlebone, coconut shell husks and oyster shells; a Pineapple Foraging Toy, consisting of palm and sisal; and the Bird-E-Lier, constructed of corn cobs, talisay seeds and various soft woods that are artfully hand-strung together with sisal and knotted to a coconut shell.

Getting the Register to Ring, Naturally
As customers increasingly want the genuine article, manufacturers are more than eager to cater to their consumer inclinations for a purer product. The trick is how to ensure healthier sales of these wares.

“Having a section of your store dedicated to natural products that are fun and nutritious will draw attention to the ingredients in the food and what makes them natural,” said Carbaugh, who also suggests using signage and point-of-purchase displays to educate customers about ingredients.

Ferrets’ Merits

Don’t let their dimensions fool you. Weighing in at a lean four pounds (or under), the lanky-framed ferret may be relatively light in the hand, but they can be a real heavyweight at the cash register. That’s because it’s hard to ignore the ferret’s cuteness quotient, thanks to an irresistibly twee appearance and plush albino or sable fur that’s just begging to be touched.

Indeed, if you thought the ferret craze that began a few years back was just a fad, think again. This is a trend with legs—and a long thin tail—as demonstrated by the increasing influx of ferret-focused products that continue to hit the market, notably edibles.

Meal Zeal
Today, foods continue to be products dedicated specifically to ferrets with high protein content and fat to fuel their high energy needs, said Gail Shepard, director of marketing for ZuPreem in Shawnee, Kansas. ZuPreem makes the popular Premium Ferret Diet, which comes in no-corn and grain-free varieties.

“Ferrets are obligate carnivores and need good quality protein,” Shepard said. “Chicken and poultry are the primary resources. Because manufacturers are focusing on the specific nutritional needs for ferrets, these pets are living longer and seem to be healthier than previously.”

Angie Schmitt, brand manager for Kaytee in Chilton, Wisconsin, agrees that digestive balance continues to be emphasized in ferret nutrition products in 2016, but says it goes way beyond simply meeting recommended protein and fat requirements (typically 40-42 percent protein and 20 percent fat).

“Ferret parents are now looking to super premium diets that not only meet the basic nutritional needs of ferrets but also address their desire to safely incorporate flavor variety that is both grain and gluten free,” Schmitt said. “Ferrets love variety and now they can have it without having to eat the same base diet every day.”

Kaytee’s Revolving Menu diets, for example, are formulated to allow the safe introduction of flavor variety without unwanted digestive upset. Ferrets can rotate between two high protein meat-based formulas—Fortified Ferret Diet, with either real turkey or real chicken—for maximum flavor variety, Schmitt noted.

Paul Juszczak, director of sales and marketing for Wolcott, New York-headquartered Marshall Pet Products, said merchandise that’s healthy, organic and made in the USA are among the top ferret subcategory trends. To cater to these consumer inclinations, Marshall offers Select, a new premium ferret diet with fresh chicken, rich in omega-3s and amino acids.

Other daily formulas consumers clamor for include Mazuri Ferret Diet, an extruded, high energy, nutrient dense, palatable dry diet; and Vitakraft’s Vita Prima Sunscription Ferret Formula, a nutritionally fortified diet loaded with probiotics, DHA, omega-3s, vitamins A, D, E and calcium.

Ferrets Cannot Live on Daily Diets Alone
Owners love to reward their furry friends with tasty nibbles, which is why it pays to carry a healthy assortment of ferret treats. Notable SKUs in this space include Marshall’s Bandit line of ferret treats that are high in protein but low in sugar, available in banana, bacon, chicken, and peanut butter flavors; Kaytee’s Tropical Fruit & Yogurt Dips and its Fiesta Raisins, Rose Hips & Papaya Treat Jar; and N-Bone Ferret Chew Treats and Ferret Soft Treats available in chicken, bacon, or salmon from NPIC.

A wider array of ferret habitats are available today, too, from starter enclosures like Living World’s Ferret Habitat and A&E Cage Company’s Ferret Cage Kit to expansive domiciles for multiple ferrets, such as Prevue Pet Products’ four-level Feisty Ferret Home and Midwest Homes for Pets’ Ferret Nation Double Unit Cage—essentially two connected cages stacked together.

Few pet wares capture the shopper’s imagination like toys and play products, and when it comes to ferrets, there are plenty of these to choose from nowadays. Standout examples include Super Pet’s Hanging Sleeper Hammock, Midwest Homes for Pets’ hanging Cozy Cube, Marshall’s Ferret Octo-Play, Lixit’s Critter Space Pod, and Ware’s Three Story Ferret Condo.

The Right Space in the Right Place
Many pet stores today blend ferret products in with the small animal category, which creates merchandising and selection problems for consumers, some experts caution.

“While this seems logical at the store level, ferret owners are unique and so are the needs of their pets,” Shepard said. “Consolidating into the small animal section makes it harder to find ferret products on the shelf. This category also has a lot of accessories, treats and supplies unique to the category.”

Shepard recommends that, if you opt not to create a separate ferret section, “ensure that signage and POS materials are in place to direct ferret owners and to help them find the food and supplies they need.”

Often the strongest and most reliable method of promotion is the tried-and-true retailer testimonial.

“Telling your customers ‘we feed and recommend’ a certain product goes a long way,” Schmitt said. “Take time prior to implementation to educate store personnel on the features and benefits of the promoted or highlighted items so they can successfully educate your customers.”

Showcasing these items in your live ferret cages and habitat setup kits is a smart tactic, too.

“The simplest and easiest method for merchandising innovative new products is using them in your store with the animals,” Schmitt said. “Consumers see this as a standing endorsement from the store. If they see the store ferrets playing with a new toy or enjoying a new diet, it will spark their interest in obtaining the product.”

Attention, Shoppers
Juszczak believes that new ferret wares are best spotlighted by placing them in an end cap or feature section within your store.

“This will catch the potential buyer’s eye and also draw them to the section,” he said. “Brand new products should be strategically situated near the front door with carefully worded signs and short, easy to read messages.”

In general, ferret products should rotate around your store as new merchandise becomes available, Juszczak continued.

“Arranging the display by use rather than by category can increase sales in more than one category,” Juszczak said. “For instance, if the displayed items are ferret habitats, include other cage accessories such as bedding, feeding and litter items.”

The secret to effective merchandising of these products is to continue to be unpredictable, which keeps customers engaged.

“You want consumers to expect new items, new ideas, and specials—especially on everyday items,” Juszczak said. “Today’s customers are educated and know that quality comes from companies that have been around for a long time. Stocking high-quality products will keep them coming back.”

Bite-Sized Business Opportunities

Lacking pearly whites, birds may never have a “sweet tooth” like their human companions experience, but they do get a mean case of “treat beak” that can only be satiated by indulging in tasty snacks, delicious nibbles and between-meal yummies. And that’s where you come in, Mr. and Ms. Pet Retailer—when Polly needs a sweet fix, you fill in as the go-to candyman.

After all, daily diets are staples that bring shoppers back. But bird treats grow the basket and ensure that the customer leaves with a smile, which is why it pays to stock an ample supply of avian delicacies and scrumptious delights.

The good news is that most bird snacks today aren’t the guilty pleasure junk foods of yesteryear. Chances are they’re likely packed with nutrients and feel-good ingredients designed to both please the palate and promote health and well-being.

Wholesome and Profitable
Teri Applegate, certified avian specialist with Ceres, California-based Volkman Seed Factory, said consumers are brushing up on the health and welfare of their companion birds—thanks in large part to the Internet and social media—and are willing to spend more money on healthier treats today.

“As customers are becoming more educated about the needs of their birds, they are looking for organic and all-natural treats and foods,” Applegate said. “A great deal more thought and research is being given to choices in treats. And with the idea of enrichment catching on, treats that encourage natural behaviors such as foraging and chewing are becoming more popular, too.”

Sue Brown, vice president of sales and marketing for F.M. Brown’s in Sinking Spring, Pennsylvania, agrees that treats loaded with nutritious, nourishing and natural ingredients are hot.

“Bird owners are very selective about treats and want to make sure that they are giving their pets healthy options,” said Brown, whose company provides an all-natural line of Tropical Carnival treats that includes Natural Orange Slices, Baked Pretzels, Baked Crisp Treats, Natural Sweet Potato Yummies, Yogurt Yummies, Zoo-Vital Biscotti treats, Jumbo Foxtail Millet and its newest offering: Melody Mix, a tasty foraging blend for parakeets and canaries.

“Avian dietary needs are unique, and many treats nowadays offer a way to increase diversity in a way that is healthy and easy to feed,” said Tim Norsen, national sales manager for Vitakraft Sun Seed, Inc., in Bowling Green, Ohio.

Case in point: Sunseed Grainola bars are handmade treats made from all-new recipes introduced last year, containing a mixture of grains, seeds, fruits and vegetables—including some with quinoa, mountain ash berries and pumpkin seed hearts.

Tremendous Treat Variety
Some of the healthiest edibles available today come from Goldenfeast’s Healthy Treat line, which offers Cranberries, rich in phytochemicals linked to reducing cancer and cardiovascular issues; Macadamias in the Shell; and Spirulina, a highly nutritious blue-green algae.

When it comes to treat sticks, Hagen has carved out a strong corner of the market, as evidenced by its Living World Sticks, available for cockatiels, budgies, canaries, finches and parrots, and offered in honey, fruit or vegetable flavors. Each is a crunchy triple-baked treat that contains high-quality seeds, grains and fruits and features a natural wood center that’s safe to chew. Hartz also offers a varied line of sticks under its Bonanza line, including orange citrus-flavored treats for parakeets and cockatiels, honey vanilla-flavored treats for parakeets, and peanut butter-flavored sticks for parrots.

Caitec’s kitchen serves up three popular flavors of Baked Birdie Munchies with all-natural ingredients: Cran-Blueberry, Veggie Delight and Tropi-Fruit Medley.

Yogurt-topped treats are prominently promoted by many manufacturers, including Kaytee, whose Fiesta line boasts blueberry-flavored Yogurt-Dipped Sunflower Seeds, mango-flavored Yogurt-Dipped Papaya and Yogurt-Dipped Treats, and strawberry/banana-flavored Yogurt-Dipped Treats.

Birds may be banned from movie theaters, but they can still have their popcorn—and eat it, too—thanks to Lafeber’s Popcorn Nutri-Berries Gourmet Treats for cockatiels or parrots, made with fresh popcorn and peanuts, and infused with a caramel flavor.

Appealing to Patrons
As retailers become increasingly pressured for space, “the bird department often gets fractured,” Norsen said. “Treats and accessories tend to be merchandised away from the diets, which dramatically decreases sales of these items.”

Instead, he said, treats, toys and accessories “should occupy the prime visual space with diets secondary but within the same space.”

Norsen also recommends placing treats on clip strips near avian diets and livestock, and adjacent to the register.

Applegate suggests bundling choice treats within cage starter kits.

“It’s a good way to encourage customers to try treats for their birds that they might otherwise overlook or be hesitant to try,” she said.

Applegate adds that offering a wide variety and consistent inventory of bird treats is important to keeping shoppers coming back.

Avian Amusements

What’s the surest cure for a bored bird? Something she can get her claws around, hook her beak into and stimulate her curiosity. A simple perch and mirror aren’t going to get it done; this tall task of providing a lasting pastime calls for a well-stocked product category that can be as fun to merchandise as it is rewarding at the register. We’re talking toys here—and plenty of them—to keep customers and their fine feathered friends happy.

Bird toys are indispensible products in a pet shop because they engage the shopper’s imagination with their bright colors, peculiar shapes, varied textures and materials and, depending on the item, relatively inexpensive price point as an accessory.

Thankfully, toy choices are plentiful today, with an infusion of more natural materials used in their construction, like natural fibers and ropes, java wood, loofah, rattan, leather and bamboo. The days of the plain plastic trinket fastened to a cage corner have progressed to an era where toys increasingly reward feathered pets with interesting noises, spinning movements and puzzle-like games.

Bird Baubles Evolve
“Birds are a lot like children—they want to be challenged,” said John Lance, owner of A&E Cage Company in Burlington, New Jersey. “Toys that were previously hung in a cage are now being used interactively by the bird and the owner, resulting in a stronger bond between owner and companion.”

As the industry learns more about the behaviors and needs of parrots and other birds, “toys are beginning to address those needs.”

“For example, the proverbial hanging blocks of wood are taking a backseat to toys that provide foraging opportunities,” Lance said, citing as an example his company’s Coco Monkey toy, featuring a coconut shell fashioned into a monkey mouth shape with cuttlebone and wood blocks to chew on. Owners can place treats in the mouth to offer birds an opportunity to forage.

“Birds want to have a job, so toys like acrylic wheels and shreddables in which to hide treats all address the innate desires and intelligence of these animals,” Lance said.

Melanie K. Allen, avian product specialist with Rolf C. Hagen (USA) Corp. in Mansfield, Massachusetts, said modern bird toys are built to serve a function beyond being a decorative distraction, be it exercise, foraging or something to chew and destroy.

“The most popular toys nowadays for bird owners are those that provide both a foraging activity as well as physical activity,” Allen said. “Pet birds are often challenged with obesity due to the rich diets pet owners offer combined with a lack of exercise, so an occupational therapy device like a well-designed toy is an essential component in keeping birds both physically and mentally happy.”

For a foraging toy to withstand the rigors of a merciless beak, it has to be built to last. Hence, many manufacturers employ tough materials like polycarbonate, used by Caitec in its Creative Foraging Systems Food Tumbler, an interactive treat holder that spins and provides changeable levels of difficulty. Sweet Feet & Beak, meanwhile, offers a Bullet Proof line of toys, such as the Treasure Chest, Shred Master and Chew Popper that benefit from virtually indestructible acrylic.

Marketing with Mother Nature
While perfected plastics are appreciated, Allen notes that consumers today are clamoring more for hand-crafted, non-toxic and environmentally friendly bird toys. Tapping into this trend, Hagen recently released its HARI Rustic Treasures toy line for parrots, a collection that boasts natural components like palm leaves, bamboo, oyster shell, corn husk, abaca and coconut. Products in the new series include a Woven Ball Foot Toy, Chopstick & Perch Foraging Tube, Silk Cascade preening toy and Foraging House.

Indeed, natural toys are more than a fad, said Ivan Fielman, vice president of National Accounts at Penn-Plax, Inc. in New York City.

“Everybody wants natural and replenishable ingredients these days—from straw to wicker hay to coconut—which is a big reason that sales for many of our toy products are going great, including our Natural Weave Kabob made from wooden beads and dried seagrass, which is soft and easy to climb on,” Fielman said.

Among other major players capitalizing on the nature-made trend are Prevue Pet Products, which recently debuted six new toys, notably the Octopus, wrought from colorful ropes, wood blocks, coconut shells and sisal fibers; Super Birds Creations, which rolled out 45 new creations for 2016, including the Rattler Ring, Balsa Peacock, Seagrass Tent and Knobby Bagel; and Birdy Boredom Busters, maker of Pretty as a Peacock, a hanging toy with colorful wood slats, funky beads, a cotton cord and a rubber ducky at the top.

More Play, Less Work
Retailers can’t rely on a simplistic “stock it and they will come” overconfidence. Toy SKUs have to be diversified, which means carrying a wide variety of brands, new offerings and species-specific products. What’s more, staff need to know how to hawk the right goods to the right owners to best benefit the bird and avoid injury or buyer’s remorse.

Terry Gao, president of Baltimore-based Caitec Corporation, said the most effective way to promote any products you want to sell is “to have store birds use these products in their cages.” Additionally, he said, “you should also categorize your toy products into different groups and use shelf talkers to help merchandise, which most manufacturers can provide.”

Lance recommends strategically placing new bird toys near the counter by your register.

“It is the impulse sale that never seems to fail,” Lance said. “And once that initial toy sale is made, retailers usually have a repeat sale they can count on.”

Credible Edibles

It’s been said that if you give a man a fish, you’ll feed him for a day. But if you teach a man to fish, you can feed him for a lifetime. That same adage can apply to the world of pet product retailing, particularly when it comes to small animal edibles. Give a customer a few choices on the shelf and you may rack up a sale that day, but entice that shopper with a wider variety of options and teach him how to choose the right products and you may be his food supplier of choice for the pet’s lifetime.

The Healthier Grub Club
Ask the experts and they’ll tell you that today’s consumer is seeking more nutritious fare for their furry companions as well as retailers that offer a diversity of everyday victuals.

Jim Gorrell, brand manager for Healthy Pet in Ferndale, Washington, said small animal owners are trending toward selecting small animal foods that contain real, natural ingredients and that promote health from the inside out.

“Over 70 percent of hamster, gerbil, rabbit and guinea pig owners feed their pets fruits and vegetables in addition to their daily food,” Gorrell said. “Additionally, nearly 20 percent of small animal owners who buy food in pet retail stores say that real ingredients are the number one attribute they look for when purchasing a food for their pet.”

Numerous brands have revamped their daily diets and formulas in recent years to infuse more natural, nutritionally fortified and organic ingredients and less processed components into their offerings, with more providing well-balanced “complete” foods for small- to medium-sized mammals.

A prime example is Carefresh and its Complete food line—available for mice and rats, rabbits, hamsters and gerbils, and guinea pigs and chinchillas—which taps into this naturally nutritious trend by providing 10 real vegetables and fruits and no artificial colors, flavors or shapes.

Other examples include Kaytee’s Supreme diets for rats and mice, rabbits, hamsters and gerbils, and guinea pigs; Small World’s Complete Feed, available for hamsters and gerbils, mice and rats, chinchillas, guinea pigs or rabbits; American Pet’s Diner Alffy Complete Pellets for guinea pigs or chinchillas, made primarily from alfalfa hay; Hartz’ Bonanza series, available for hamsters and gerbils, rabbits, guinea pigs or ferrets; and F.M. Brown’s Sons’ Encore Premium daily diets for rabbits, ferrets, gerbils and hamsters, or guinea pigs.

“A high quality food provides vitamins and minerals not found in hay, making it an essential daily component in the diet of every small pet,” said Lucas Stock, communications manager for Murdock, Nebraska-headquartered Oxbow Animal Health, makers of specially formulated Organic Guinea Pig and Organic Rabbit daily diets as well as the Natural Science line of foods for adult rabbits and guinea pigs.

All About the Ingredients
Taking a closer look at new entries in the food category, Stock notes a recent focus on homogeneity and function.

“More small animal diets are marketing what’s under the hood—things like natural, fiber-rich ingredients, vitamins, and minerals—as opposed to curb appeal of the diets themselves,” Stock said. “Colorful pieces and mix ingredients are still common, but there’s been a continued trend toward uniformity and offering complete nutrition in every bite. As the lifespan of species such as rabbits and guinea pigs continues to increase, it’s only logical that owners are seeking out and demanding diets that promote the health and longevity of their beloved pets.”

Lisa Kniceley, marketing and trade sales specialist for Vitakraft Sunseed in Bowling Green, Ohio, said there is a current demand for pelleted-only foods for pet rabbits and guinea pigs.

“Today’s consumers are savvy and demand that pet health concerns be addressed in the foods they buy,” said Kniceley, noting that Vitakraft Sunseed addresses both concerns by offering its SunSations Natural line as well as its newly launched Vita Sunscription Pet Rabbit and Pet Guinea Pig Natural Timothy Diets with Added Vitamins and Minerals. “For these and other reasons, consumers want a complete line of natural diets as well as natural, Timothy hay-based pellets that are sugar- and molasses-free.”

In addition, shoppers are paying more attention to fiber content, which should be very high for a rabbit or guinea pig diet, notes Kniceley.

“Retailers should remind customers that, if they are feeding a product that has other non-fiber ingredients, such as fruits or other sugary items, pets will selectively eat those things first that taste the best,” she said.

Marketing Musts
If you want to increase owner appetites for critter cuisine, aim for a more enticing retail set and attention-getting merchandising tactics.

“We recommend promoting consumables together to help make it easier for retail consumers,” Gorrell said. “One strategy is to build an end cap with foods, bedding and hay that creates a one-stop destination and added convenience in selecting the highest quality.”

Stock agrees, noting that an end cap featuring hay, foods, treats, supplements and accessories provides an effective picture of what a pet’s daily diet should strive to include.

“Overall, foods perform very well in the visual context of what a complete diet and setup looks like,” Stock said.

Whether your strategy is an end cap or other special display, eye level placement of these products will help ensure better sales, according to Kniceley.

Another tactic, recommended by Gorrell, is to build a small animal habitat starter kit that includes small bags of bedding, food and hay with habitats at one low price to give first-time small animal owners everything they’ll need to get started.

Gorrell said retailers should also consider merchandising small animal food by brand instead of species.

“While it seems logical that consumers who have a gerbil will shop in a section dedicated to gerbils, a trusted brand is often more important to the consumer than price,” he said. “When merchandised by species, it is often harder for the consumer to find the brand they like.”

To amp up merchandising efforts, try stocking and suggesting foods that are exclusive to the pet specialty category, “which keeps your consumers coming back to your store to purchase food for their pet,” Gorrell added.

Lastly, remember that knowledge is power within your pet store.

“Take advantage of educational materials and training opportunities that manufacturers provide as a way to stand out and speak with a level of expertise about the important similarities and differences between diets on the shelf,” Stock said. “Also, face-to-face interactions with the customer are an advantage brick-and-mortar stores will always hold over online competition. Capitalize on this and always make it a goal to leave a positive, knowledgeable impression with the customers who make the decision to walk through your door.”

Food that Fits the Bill

Like plain old vanilla and chocolate, seeds and pellets once were pretty much the limit when it came to bird food offerings in bygone days. Fast forward to 2016, however, and it’s as evident as the vast array of colorful bags, boxes and bins that contain them that commercially prepared avian edibles have evolved, packed with greater flavor and nutrition and fashioned with different textures and healthier ingredients than ever before. And that’s got pet store owners—and their feathered friends—squawking their approval.

“Pet bird owners have become increasingly aware of the physical and mental benefits of complete avian diets as the primary source of calories in their companion birds,” said Jesse Fallon, M.S., D.V.M., veterinarian consultant with Caitec Corporation in Baltimore. “Manufacturers have catered to this increased demand from consumers by providing more complete diets as opposed to simple seed mixes.”

Indeed, many of today’s bird food brands boast complete diets, which have been demonstrated to reduce the risk of vitamin deficiencies, metabolic diseases and obesity in pet birds, resulting in a longer life expectancy and improved quality of life.

Healthy Sells

At Denise’s Parrot Place in Mercer Island, Washington, the popularity of complete diet foods is evident from strong sales of Harrison’s organic maximum nutritional formula as well as Goldenfeast’s Goldn’obles ring-shaped extruded complete nutrition formula—the store’s two biggest sellers.

“We have a loyal base of customers who trust our expertise and product referrals, and we continue to recommend these and other premium foods because we know they’re better for birds,” said Peter Gopping, manager for Denise’s Parrot Place, adding that shoppers don’t mind paying more for quality brands with better ingredients. “The modern customer is better researched and more well-versed, but they also rely on our educated staff.”

Denise’s also makes and bags its own complete diet blend, consisting of a healthy base of cooked beans and grains along with other carefully selected natural ingredients.

Variety that’s on the House

Offering an exclusive house brand of custom feed appears to be a growing trend that’s progressed beyond merely offering bulk bins of beak-friendly staples.

At Bill’s Birds in Davie, Florida, for example, owner William Kalichman has been carefully selecting, mingling and bagging a variety of custom mixes containing human grade nuts and dried fruits and veggies, including up to 100 different personalized blends for individual customers, mixed and packaged on the spot.

“Yes, we carry quality commercial products like ZuPreem Fruitblend pellets, but we pride ourselves on our custom mixes that eliminate the fillers found in many big brands and reduce waste,” Kalichman said, noting that his most in-demand in-store mixes are “Vita Parrot,” featuring bananas, papaya and pineapple; “No Waste Parrot,” loaded with sunflower and safflower seeds, peanuts and pellets; and “Small Parrot,” replete with coconuts, bananas, cracked corn and other goodies. “It’s a lot of work for us, but it’s worth it because we’ve established a niche as a specialty store offering one-of-a-kind, healthier bird foods. Plus, we cross-merchandise other bird products, leading to a bigger basket.”

Kalichman encourages fellow retailers to follow in his footsteps by offering custom mixes, so long as you’re committed to providing a large variety of clean, fresh, high-quality ingredients, which can be sourced from local suppliers you should vet carefully for the purpose of establishing strong, trusted relationships.

Better-for-the-Bird Brands

Custom house blends and private label foods can certainly help your register ring, but you don’t want to overlook profitable offerings by mainstream manufacturers, either, say the experts. Of course, a “one-size-fits-all” approach won’t work in this space, so it pays to have different subcategories of feed represented, including species-targeted brands (like Pretty Bird’s Species Specific line), premium/gourmet products and organic/nutritionally complete offerings.

If you want to stress the latter in particular, there’s a wealth of choices available today, notably: Volkman’s Avian Science Super series, available in 11 different species-appropriate blends; Mazuri’s Small Bird Diet or Parrot Diet; Vitakraft’s VitaSmart formulas for parakeets, cockatiels/lovebirds and parrots/conjures; and Harrison’s Adult Lifetime organic maintenance formulas. Scarlett offers the Nutra line, which features a blend of seeds, fruits and nutritious pellets for a range of bird species.

Many owners are willing to pay top price for better edibles, which is why words like “premium” and “gourmet” on the package often get attention and are worthy of joining your inventory if it’s a trustworthy product. Among them are Hagen’s Tropimix foods for cockatiels/lovebirds and small and large parrots, which is filled with exotic grains, Tropican granules or sticks, legumes, fruits and nuts; Prestige Premium budgie or finch food by Versele Laga, extruded pellets rich in vitamins, minerals, amino acids and frutco-oligosaccharides; F.M. Brown’s Sons Tropical Carnival ZOO-VITAL line of formulas containing whole grain rice instead of wheat, corn or soy; and Kaytee’s Gourmet Recipe, available for cockatiels, parakeets or parrots and containing a premium blend of fruits, vegetables, nuts and grains.

Lastly, try to devote shelf space to at least a few foods offered in interesting sizes, shapes and treat configurations. Garden Goodness Avian Entrees by ZuPreem consist of variably shaped pellets with apples and carrots. Oven Fresh Bites by Caitec, the first line of baked parrot/bird food, offers oatmeal and sunflower meal textures and baked-in bits of nuts, fruits and vegetables. Lastly, Lafeber makes a tasty array of Fruit Delight Avi-Cakes for small and large birds bursting with dates, cranberries papaya, mango, pineapple and wholesome grains.

Active and Attractive

To keep from becoming couch potatoes, humans head to the gym. To keep their small animal companions from becoming cage potatoes, owners head to the pet store to seek out exercise wheels, tunnels and other fitness-focused accessories. And that’s where you come in.

“It’s important for retailers to encourage customers to interact with and provide stimulating activities for their small animal pets, especially before selling a live animal available within the store,” said Zoe Thoel, manager for Andy’s Pet Shop in San Jose, California, which functions as a pet rescue/adoption facility as well as a product retailer. “They need to be reminded that all pets need exercise to avoid health problems like diabetes and to prolong lifespan.”

While recommendations vary depending on species, many experts suggest that the best type of workout for wee ones is structured, scheduled and safe playtime outside the cage, ideally for a few hours a day when it comes to larger breeds like cavies, ferrets and rabbits. Aside from getting the blood moving, strengthening muscles and relieving boredom, designated playtime that includes brisk activity and interaction also nurtures a stronger bond between animal and keeper.

“Fortunately, more owners are now aware of the importance of physical activity for their pets and are asking questions and seeking out solutions,” Thoel said.

Shelf Talkers

Conveniently, this conversation with consumers about the need for furball speed and exertion can segue nicely into recommendations for related activity merchandise that you carry. Truth is, this doesn’t have to be a hard sell.

“These fitness and toy items can be relatively easy to merchandise and attract customers because they’re already fun and colorful,” adds Thoel, whose biggest seller in this segment is Kaytee’s Silent Spinner exercise wheel. Her store also moves its fair share of Kritter Krawler exercise balls by Lee’s and Flying Saucer wheels by Ware.

But lately at Andy’s Pet Shop, the hottest wares are edible toy treats from The Busy Bunny, including the Ton O’ Fun Bun Run cardboard triangular tunnel and Maze Haven, a customizable cardboard playhouse that can be fashioned into various sizes and configurations featuring cubby holes, pathways and hideouts. The latter, which Thoel and crew have incorporated into their live rabbit setups, has proven to be a big hit among store patrons.

Other edible accessories that keep animals animated, active and healthy include Habitrail’s OVO Maze add-on and Oxbow’s Timothy CLUB Bungalow, Hideout and Tunnel (the latter three made of timothy hay). Wicker, corn husks, sisal, wood and loofa are additional chewable materials commonly used in exercise toys today.

Accessor-ease

“Keeping small animals healthy and happy starts with their environment,” said Lucas Stock, communications manager for Murdock, Nebraska-headquartered Oxbow Animal Health. “While housing needs are unique for each species, every pet parent can set up their pet’s environment in a thoughtful, enriching way that encourages physical activity throughout the day. Outfitting this space with the right types of accessories is often the best way to do so.”

Getting mini critters to scuttle about swiftly is not only healthy for them—it’s downright entertaining for owners. That’s why a wide variety of get-in-shape toys are available in 2016, such as Super Pet’s Exercise Loop racetrack, Marshall Pet Products’ Turtle Tunnel and Super Thru-Way tunnel (both for ferrets), A&E Cage Co.’s Puzzle Tube, Fatpet’s Small Wheel Runner, and Prevue Pet Products’ newest creation, a 7-inch traditional exercise wheel with a powder-coated chrome silver finish. Toys that foster increased movement—from noisemakers to push-balls to treat holders—are also plentiful.

It’s also smart to stock ample accoutrement for outside the enclosure, particularly portable playpens like Living World’s Critter Playtime, Kaytee’s Pet-N-Playpen, Midwest Homes for Pets’ Exercise Pen and The Grrreat Wall flexible/customizable containment system.

Leashes and harnesses provide yet another smile-inducing opportunity for excitement and interactivity. Among the major players in this subcategory are Kaytee, offering the Comfort Harness Plus Stretchy Leash, which is available in small, medium, large and extra-large; Hagen, makers of the Living World Harness and Lead Set; and Ware, providing the Nylon Walk-N-Vest Pet Harness and Leash.

Draw Attention to Your Inventory

Many customers may be familiar with fitness and activity-type accessories, but Stock reminds store owners that many may not be.

“Take every opportunity to show these items in action—either through photos your staff can stage or in the habitats of animals in the store,” Stock said.

In addition, “educate your customers and be sure to match the correct-size product to the coordinating pet size,” said Mary Ann Loveland, associate brand manager of hard goods for Kaytee in Chilton, Wisconsin.

Lastly, explain to customers the importance of supervision on certain products like exercise balls or wheels, which Loveland points out shouldn’t be used in direct sunlight, on a table or near stairways.

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