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PET SHOWCASE Pets are an important member of many military families. The category is growing in all the military resale entities. The buyers for these products have shared with their top sellers, their best up and coming products and the s and categories they are most excited about this year. MR: How Long have you been the pet products buyer? Tinoco: For 2 years. Tinoco: $33.9M Tinoco: The growth in natural and super premium foods is Top 5 Dry Dog Food (Unit Sales) Purina Dog Chow 18.5 lb 28,739 DLM Kibbles N Bits 4 lb 21,454 Purina Puppy Chow 4.4 lb 17,076 Pedigree Small Crunchy Bites 7 lb 16,781 Pedigree Small Crunchy Bites 17 lb 14,553 Top 5 Dry Cat Food (Unit Sales) Whiskas Meaty Select 3 lb 15,308 Purina Cat Chow Indoor 3.15 lb 14,168 Meow Mix Hairball Control 3.15 lb 5,723 Science Diet Indoor 3.5 lb 5,704 Purina Cat Chow Naturals 5,590 Top 5 Wet Dog Food (Unit Sales) AAFES Buyer: Marissa Tinoco Alpo Lamb Rice 13.2 oz 26,593 Cesar Filet Mignon 3.5 oz 24,096 Pedigree Choice Beef 13.2 oz 22,805 Pedigree Choice Chicken 13.2 oz 21,671 Cesar Select Beef 3.5 oz 20,504 what I m most excited about. We recently introduced Blue Buffalo and Purina Pro Plan and sales are very promising for the Exchange. Due to the early success of these brands, we are already doubling our footage in top stores and adding additional stores to the assortment. We are also exploring other super premium brands to continue to grow that segment of our business and make us the destination in natural and super premium brands. Tinoco: Blue Buffalo, Pro Plan, Kong, World s Best Cat Litter, and Kurgo. Tinoco: Treats, Food, Pet Beds, Kennels and Toys. Top 5 Wet Cat Food (Unit Sales) Friskies Buffet Ocean Flavor 29,046 Friskies Buffet Salmon Flavor 24,470 Friskies Buffet Mix Grill Flavor 23,709 Friskies Buffet Chicken Flavor 20,655 Friskies Buffet Chicken/Salmon 16,501 Flavor Top 5 Pet Treats (Unit Sales) Hartz Rawhide Natural Twist 10 27,079 Milkbone Original Treats Jar 40 oz 25,383 Purina Beggin Strips 20,474 Smokehouse Meaty Knee Bones 20,273 Smokehouse Meaty Porky Bone 20,133 Top 5 Pet Accessories (Unit Sales) Petmate Bed Suede Terry 30x40 36,163 Royal Pet Pickup Bags 120 ct 22,687 OurPets Pickup Bags 19,823 Petmate Ultra Light Weight Dish 17,003 Small Hartz Training Pads 50 ct 15,686 41
PET SHOWCASE MCX Buyer: Karen Macdonald MR: How long have you been the pet products buyer? Macdonald: I have been the pet products buyer for 10 months acquiring this category after we realigned some of the buying responsibilities. Macdonald: Total pet product sales in 2012 YTD were $2,230,073, up from $1,979,617 in 2011. Over the past year, we have been focusing on the pet category, knowing there was growth opportunity. Macdonald: Big trends in pet foods are the focus on meat first, gluten free, age and life cycle formulas. We have been focusing on our pet business and in 2012 we transitioned the majority of our pet assortment to auto replenishment, developed and implemented plan-o-grams. Another win to help support these two efforts was being able to negotiate with our vendor partners to reduce our minimum order requirements. Macdonald: We recently added Blue Buffalo and Nestle Proplan. Both of these brands are popular outside the gate and we are glad we were able to add these to our assortments. Pets are an important part of the military family and we know we have opportunity to continue to grow and drive sales in this category. Macdonald: Dog food is the largest category, making up 43.3% of the sales. Dog and cat supplies follow, making up 35.4% of the departments sales. Cat food makes up 6.1% of sales. Top 5 Dry Dog Food (Units Sold) ytd Purina Dog Chow, 4.4 lb bag 692 Science Diet Canine LS Adult Small Bites, 5 lb bag Pedigree Complete Nutrition Dry Dog Food for Adult Dogs, 17 lb bag 533 498 Purina Beneful Original, 3.5 lb bag 489 Purina Puppy Chow, 4.4lb bag 485 Top 5 Dry Cat Foods (Units Sold) ytd Purina Cat Chow Indoor Formula 3.5 lb pack of 3 Purina Cat Chow complete formula 500 279 Meow Mix Hairball Control 224 Purina One Cat Food Special Care 196 Purina Cat Chow Indoor Formula 18 oz bag Top 5 Wet Dog Foods (Units Sold) Natural Balance Duck & Potato Formula 13 oz can Natural Balance Fish & Sweet Potato Formula 196 ytd 1,655 1,306 Solid Gold Lamb & Barley 1,227 Natural Balance Chicken Brown Rice Formula 13 oz can Natural Balance Lamb & Brown Rice Formula 13 oz can 1,127 1,003 Top 5 Wet Cat Foods (Units Sold) Friskies Cat Food Turkey & Cheese Dinner w/ Gravy Friskies Cat Food Turkey Dinner in Gravy Prime Filets Fancy Feast Cat Food Gourmet Savory Salmon Feast Wellness Chicken Canned Cat Food ytd 909 656 549 489 Wellness Adult Chicken Cat Food 469 Top 5 Pet Treats (Units Sold) ytd Redbarn Product Bully Stick 12 4,314 Redbarn Product Bully Stick 5 2,870 Natural Pork Skin Retriever Sticks (10 long) by Smokehouse Redbarn Product Braided Bully Stick 9 Purina Beggin Strips Original Bacon Flavor Top 5 Pet Products (Units Sold) 1,408 1,405 694 ytd Toys 25,606 Medicine 18,806 Collars/Leads 14,927 Water/Feeding 6,952 Litter Accessories 5,406 42
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PET SHOWCASE NEX Buyer: Adina Gadell MR: How long have you been the pet products buyer? Gadell: I have been the buyer for pet since October of 2011. From 2009-2011, I was the associate buyer for pet and from 2008-2009, I was the assistant buyer for food & pets. So, I have been with the category for almost five years. Gadell: For the calendar year of 2012, pet sales were $14,455,000. This is up 22.5% to prior year. Gadell: I am happy to see the continued innovation in natural food & treats. Our customers are becoming more and more educated about what they feed (and won t feed) their dogs and cats. I am happy we can offer them a variety of high quality options. Gadell: Ideal balance from Hill s, new pet beds from Petmate, pet gates from Gateway manufacturing and grain-free dog food offerings from Nutro. Gadell: Bagged food, flea & tick control, treats, canned food, and rawhides. Top 5 Dry Dog Food (Units Sold) Purina Dog Chow 18.5 lb Blue Adult Dog Chicken & Brown Rice 30 lb Pedigree Small Crunchy Bites 17 lb Bag Purina Beneful Adult 7 lb Blue Adult Dog Lamb & Brown Rice 30 lb Top 5 Wet Cat Foods (Units Sold) Friskies Shredded Chicken & Salmon 5.5 oz Friskies Prime Filet Ocean White 5.5 oz Friskies Classic Buffet Turkey 5.5 oz Friskies Classic Pate Ocean White Fish 5.5 oz Friskies Classic Pate Salmon Dinner 5.5 oz Top 5 Dry Cat Foods (Units Sold) Purina Cat Chow Indoor Formula 3.15 lb Friskies Seafood Sensations 3.15 lb Friskies Feline Favorites 3.15 lb Whiskas Meaty Selection Cat Food 3 lb Del Monte Meow Mix Original Dry Cat Food 3.15 lb Top 5 Wet Dog Foods (Units Sold) Alpo Prime Cut London Grill 13.2 oz Alpo Prime Cut Lamb & Rice 13.2 oz Pedigree Chicken & Rice Ground 13.2 oz Cesar Filet Mignon 3.5 oz Pedigree Chunky Beef Bacon & Cheese 13.2 oz Top 5 Pet Treats (Units Sold) Del Monte Pup-Peroni Dog Treat Beef 5.6 oz Whiskas Temptations Free Range Chicken 2.47 oz Purina Beggin Strips Bacon 6 oz Del Monte Milkbone Crunchy Medium Dog Biscuits 24 oz Del Monte Milkbone Crunchy Small Dog Biscuits 24 oz Top 5 Pet Products (Units Sold) Ourpet s Waste Pick Up Bags 60 ct Hartz 50 ct Puppy Training Pads Jumbo Litter Scoop w/microban Large Litter Pan Hartz Groomers Best Oatmeal Shampoo 18 oz 44
Discover perfectly balanced nutrition. Fresh Chicken #1 to keep slim and trim Vegetables to keep playing longer Brown Rice for healthy digestion Flaxseed improves skin & coat NO Cranberries for bladder health Eggs builds muscle & organs 2013 Hill s Pet Nutrition, Inc. /TM Hill s and Ideal Balance are trademarks owned by Hill s Pet Nutrition, Inc. *Dry foods are made in our own US facilities with ingredients from North America and Europe. 45
PET SHOWCASE cgx Buyer: Ginny Bowerman MR: How Long have you been the pet products buyer? Bowerman: Over two years. Bowerman: Sales in 2012 were $154,955 an increase in sales dollars over the previous year with increased margin percent. Bowerman: Over all definitely the dog treats. For the Christmas season I introduced true Christmas with stockings for dogs and cats, novelty red & green rawhide treats and we had a 70% sell thru as of last week. This made me excited and I m looking forward to the 2013 Christmas season. Bowerman: In Pet Treats we ve added the Smoke House brand. This has resulted in the biggest dollar increase for the department. On another interesting note more customers have been asking for made in the U.S.A. pet treats. Bowerman: Dog Food is 42% of sales for the entire Department. Top Sellers Dog Food 20,074 Cat Food 10,909 Total Pet Treats 6,529 Deca Buyer: Linda Callery MR: How long have you been the pet products buyer? Callery: Since 2005 Callery: $134,790,606M Callery: Del Monte and I are both excited to see how well larger pack sizes are performing in the dog snack category. Packaging definitely influences consumer purchasing behavior. The new Milk-Bone canisters really pop off the shelf in contrast to the traditional biscuit boxes and resealable bags that make up the rest of the mix. Milo s Kitchen dog treats are also making a strong statement. Purina s Beneful brand has launched Beneful Prepared Meals 3-oz Multi-packs to accommodate the growth of Top 5 Dry Dog Food (Units Sold) Healthy Formula, Beneful 15.5 lb Prime Cuts Beef Alpo 16 lb Mini Bites Kibbles N Bits 4 lb Come N Get It Alpo 16 lb Mini Chunks ProActive Health Iams 17.5 lb the small dog population. Purina s Beneful Baked Delights are also a new addition to the crunchy dog treat segment, which is about 25% of dog snack sales. They send the message of wholesomeness. Hartz s floor protection pads are still a hot in the pet supply category and the Callery: Recently, we added Purina s new Friskies Plus s to the canned cat food and Fancy Feast Morning Medleys wet cat food. Wet cat food is fed in the morning more than any other time of the day, which helps with category expansion and incremental opportunities. Mars Pet Care is now launching several s of Sheba cat food in 3oz cans with two different forms pate and premium cuts; it should make cats purr like kittens. World s Best Cat Litter is a new addition to the cat litter segment. Callery: Dry Dog Food; Pet Treats; Pet Supplies Including Cat Litter Top 5 Dry Cat Foods (Units Sold) Chicken And Tuna Alley Cat 15 lb Seafood Sensations Friskies 16 lb Weight Cntrl Hairball Iams 6.8 lb Indoor Delights Friskies 3.15 lb Seafood Sensations Friskies 3.15 lb 46
Top 5 Wet Dog Foods (Units Sold) Chunks In Gravy Gravy Train 13.2 oz Turkey Cesar Select 3.5 oz Filet Mignon Cesar Select 3.5 oz Grilled Chicken Flavor Cesar Select 3.5 oz Chicken N Liver Cesar Select 3.5 oz Top 5 Dog Treats (Units Sold) Beef Canine Carry Outs 7 oz Bacon Bits Soft Chewy Canine Carry Outs 7 oz Bacon Beggin Strips 6 oz Chicken Strips Canine Carry Outs 7 oz Pedigree Denta Stix Small 10 pk 6 oz Top 5 Wet Cat Foods (Units Sold) Tender Beef Fancy Feast 3 oz Fish Shrimp Flaked Fancy Feast 3 oz Gourmet Chicken Fancy Feast 3 oz Savory Shredded Chicken W Salmon Friskies 5.5 oz Tender Liver N Chicken Fancy Feast 3 oz Top 5 Cat Products (Units Sold) Tidy Cat Litter Cat Scoop Multi-cat Jug 20 lb Tidy Cat LLoc Litter 10 lb Tidy Cat Litter Cat 24 7 Control Clay 20 lb Tidy Cat Litter Cat Instant Action Clay 20 lb Arm N Hammer Litter Cat Deodorizer 20 oz Top 5 Cat Treats (Units Sold) Beachside Crunch Friskies 2.1 oz Party Mix Original Friskies 2.1 oz Party Mix Grilled Friskies 2.1 oz Party Mix Picnic Friskies 2.1 oz Tasty Chicken Whiskas 3 oz Top 5 Dog Products (Units Sold) Hartz Dog Rawhide Braided Pig Twist 2 ct Hartz Pet Supplies Deli Pig Skin Twist 10 ct Hartz Dog Training Pads Max Protection 50 ct Hartz Dog Treat 5in Rawhide Twist 1 ct Hartz Dog Rawhide Stix 20 ct 47