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PET SHOWCASE Pets are an important member of many American families. According to the 2013-2014 American Pet Products Association (APPA) National Pet Owners Survey, 68% of U.S. households own a pet. There are approximately 70 million pet dogs in the U.S. and 74.1 million pet cats. The APPA estimates that Americans spent more than $55.5 Billion on pet-related products in 2013. The category is growing in the military resale entities, as well. The buyers for these products have shared with their top sellers, their best up and coming products, and the items and categories they are most excited about this year. NEX ADINA S. GADELL, NEXCOM BUYER, PET FOOD & ACCESSORIES MR: What were pet product sales in 2013 Gadell: $17.9M MR: What new products or trends are you most excited about Gadell: The continued growth of natural pet foods & treats. MR: What are some of your newly added products in the pet department Gadell: We have added wellness to our Tidewater stores, to give customers a new option in natural pet food. MR: What are your top pet categories Gadell: Pet food, treats, and rawhide. TOP 5 DRY DOG FOOD (RANKED BY ) BLUE ADULT DOG CHICKEN & BROWN RICE 30LB PURINA DOG CHOW 18.5 LB BLUE WILDERNESS ADULT DOG FOOD CHICKEN GRAIN FREE 24LB BLUE ADULT DOG LAMB & BROWN RICE 30LB KIBBLES N BITS MINI BITES DRY DOG FOOD 4LB TOP 5 WET DOG FOODS (RANKED BY ) CESAR FILET MIGNON 3.5 OZ BLUE WILDERNESS TURKEY & CHICKEN DINNER 12.5OZ BLUE BUFFALO DOG CHICKEN & BROWN RICE DINNER 12.5OZ ALPO PRIME CUT LONDON GRILL 13.2OZ PEDIGREE CHICKEN N RICE DINNER 13.2OZ TOP 5 WET CAT FOODS (RANKED BY ) FRISKIES PRIME FILET OCEAN WHITE 5.5OZ FRISKIES SHREDDED CHICKEN & SALMON 5.5OZ FRISKIES CLASSIC BUFFET TURKEY 5.5OZ FRISKIES CLASSIC PATE OCEAN WHITE FISH 5.5OZ DEL MONTE 9 LIVES OCEAN WHITEFISH DINNER 5.5OZ TOP 5 PET TREATS (RANKED BY ) WHISKAS TEMPTATIONS WILD ALASKAN SALMON 2.47OZ WHISKAS TEMPTATIONS FREE RANGE CHICKEN 2.47OZ DEL MONTE MILKBONE CRUNCHY MEDIUM DOG BISCUITS 24OZ FRISKIES PARTY MIX BEACHSIDE CRUNCH 2.1OZ DEL MONTE PUP-PERONI DOG TREAT BEEF 5.6OZ TOP 5 DRY CAT FOODS (RANKED BY ) PURINA CAT CHOW INDOOR FORMULA 3.15LB FRISKIES SEAFOOD SENSATIONS 3.15LB FRISKIES FELINE FAVORITES 3.15LB DEL MONTE MEOW MIX ORIGINAL DRY CAT FOOD 3.15LB ALLEY CAT CHICKEN & TUNA 3.15LB TOP 5 PET PRODUCTS (RANKED BY ) HARTZ 50CT PUPPY TRAINING PADS ARM & HAMMER MULTI CAT CLUMPING LITTER 20LB PETMATE JUMBO LITTER SCOOP W/MICROBAN ARM & HAMMER CAT LITTER DEODORIZER POWDER 20OZ TIDY CAT INSTANT ACTION SCOOP LITTER JUG 14LB 55
PET SHOWCASE MR: What were pet product sales in 2013 Tinoco: Final 2013 numbers have not been released. As of WK03 Jan 2014 Sales $36.4M, +3.2M (+9.8%) to plan and +$2M (+6%) to LY. MR: What new products or trends are you most excited about Tinoco: Grain-free formulas continue to be hot. New Nature s Miracle Stain & Odor, Scott Pet Antlerz, Royal Canin dog food and our expanded line of Blue Buffalo. MR: What are some of your newly added products in the pet department Tinoco: The Exchange introduced a lot of new items this past year. A few of the highlights are Scott Pet Antlerz all natural dog chews introduced in September that are doing very well. Kong Cat Toys were also added, which look very promising. Scotty lint rollers, Stop Chew, and Keep Off are new this fall. In health & wellness, we added Nutri-Vet vitamins/aspirin. The Exchange sees a big opportunity in this segment of business and plans to expand this line in 2014. MR: What are your top pet categories Tinoco: Dog Food is 40 percent of Exchange pet sales, Pet Care is 40 percent, and Treats are 10 percent. Food, Beds, Kennels, Treats & Toys are the big rocks that really help drive sales. TOP 5 PET PRODUCTS (RANKED BY TOTAL DOLLAR SALES) TOP 5 DRY DOG FOOD (RANKED BY ) AAFES MARISSA TINOCO, BUYER, PET FOOD & PET SUPPLIES BLUE BUFFALO WILDERNESS CHICKEN 24LB UNITS SOLD DOLLAR SALES 9,977 $511,821.23 MIDWEST ACE CRATE 42X28X30 6,106 $473,490.10 PURINA DOG CHOW 18.5LB 34,292 $448,785.82 BLUE BUFFALO LIFE PROTECT CHICKEN 30LB 9,231 $445,916.52 PETMATE SUEDE/TERRY BED 33,755 $425,788.80 PURINA DOG CHOW 18.5LB 34,292 DEL MONTE KIBBLESNBITS 3.5LB 18,020 PEDIGREE SMALL CRUNCHY BITES 7LB 14,072 PURINA ALPO PRIME CUTS 16LB 11,884 PEDIGREE SMALL CRUNCHY BITES 17LB 11,511 TOP 5 DRY CAT FOODS (RANKED BY ) PURINA CAT CHOW INDOOR 3.15LB 14,528 WHISKA MEATY SELECTION 3.0LB 12,493 DEL MONTE MEOWMIX HAIRBALL 3.15LB 9,431 PURINA KITTEN CHOW 3.15LB 7,006 DEL MONTE MEOWMIX ORIG 3.5LB 6,305 TOP 5 WET DOG FOODS (RANKED BY ) PURINA ALPO LAMB & RICE 13.2OZ 25,162 MARS CESAR FILET MIGNON 3.5OZ 21,148 PURINA ALPO CHOP HOUSE 13.2 OZ 19,121 BLUE WILDERNESS TURKEY 12OZ 18,255 PEDIGREE CHOICE BEEF 13OZ 18,114 TOP 5 WET CAT FOODS (RANKED BY ) PURINA FRISKIES BUFFET OCEAN 27,803 PURINA FRISKIES BUFFET SALMON 24,900 PURINA FRISKIES BUFFET MIX GRILL 23,495 PURINA FRISKIES BUFFET CHICKEN 19,309 PURINA FRISKIES BUFFET CHICKEN/SALMON 18,999 TOP 5 PET TREATS/RAWHIDE COMBINED (RANKED BY ) HARTZ BRAIDED TWIST RAWHIDE 10IN 27,178 MILKBONE ORIGINAL 40OZ JAR 23,351 PURINA BEGGIN STRIPS BACON/CHEESE 22,165 HARTZ NATURAL CHICKEN BONE 11IN 21,657 SMOKEHOUSE MEATY KNEE BONES 2PK 20,452 TOP 5 PET PRODUCTS SUPPLIES ONLY (RANKED BY ) SPOTTY WM PICK UP BAGS 120CT 41,130 PETMATE SUEDE/TERRY BED 33,755 KONG AIR SQUEAK BALL 22,122 HARTZ TRAINING PADS 50CT 21,720 OUR PETS WM PICK UP BAGS 60CT 19,449 56
Nourishing and Enriching the Lives of Pets WHY CHOOSE NATURE S RECIPE DRY AND WET PET FOOD Nature s Recipe delivers what s important to pet parents: The benefits of natural pet food without any unnecessary extras that drive up the price No corn or wheat Food recipes designed to meet pets needs through every life stage No artificial flavors, colors or preservatives 57 2014 Nature s Recipe, LLC. All Rights Reserved.
PET SHOWCASE MCX KAREN MACDONALD, BUYER, STATIONERY, BOOKS/MAGAZINES, HARDWARE, AUTOMOTIVE & PETS, SEMPER FIT AND EXCHANGE SERVICES DIVISION MR: What were pet product sales in 2013 Macdonald: Pet product sales in 2013 were $2.7M. This was up 20% to last year s $2.3M. MR: What new products or trends are you most excited about Macdonald: Blue Buffalo has been our most successful new addition. Blue Buffalo represented 10% of the total pet business in dollars for 2013. The Pet department is only in a limited number of locations because of floor space and layout, as well as the impacts of distribution minimums. Unit sales have had a lift for the MCX Marine Marts through the use of McLane distribution to fulfill small store needs. Humanization of pets continues to be the big trend in the pet business. MR: Q4. What are your top pet categories Macdonald: Dog food represents 57% of total dollars in the Pet department at MCX. Dry dog food accounts for 43% of the total department sales, $1,157,729. Dog/ Cat supplies are next at 30% of total dollars for pets. The biggest contributor is in the Leads and Collars classification which make up 14% of the supply category at $111,642. The next top category is cat food which is 6% of the total dollars in pets. Most of those dollars are in the dry bagged foods, $123,382 or 4.5% of total pet business. TOP 5 DRY DOG FOOD (RANKED BY ) YTD PURINA DOG CHOW 44LBS. 1,517 PURINA PUPPY CHOW 4.4LBS 1,146 BENEFUL ORIGINAL 1,121 WILDERNESS ADULT DOG CHICKEN 748 SOLID GOLD WOLF ADULT LARGE BREED 28.5 LBS 673 TOP 5 DRY CAT FOODS (RANKED BY ) YTD MEOW MIX HAIRBALL CONTROL 3.15 LBS 266 IAMS CAT FOOD 5.7 LBS 235 FELINE KITTEN HEALTHY DEVELOPMENT 3.5 LBS NESTLE PROPLAN SENSITIVE SKIN/ STOMACH 7LBS 221 178 FELINE LS SENIOR 7+ ORIGINAL 4LBS 176 TOP 5 WET DOG FOODS (RANKED BY ) NATURAL BALANCE DUCK/POTATO 13OZ NATURAL BALANCE SWEET POTATO FISH 13OZ NATURAL BALANCE CHICKEN FORMULA 13OZ WILDERNESS TURKEY N CHICKEN 12.5OZ NATURAL BALANCE LAMB FORMULA 13OZ YTD 1,940 1,364 1,324 1,187 1,041 TOP 5 WET CAT FOODS (RANKED BY ) EARTHBORN CHICKEN CATCCIATORI 5.5OZ YTD 508 IAMS CHICKEN 3OZ 506 IAMS TUNA IN SAUCE FILET 3OZ 500 PROPLAN ADULT URINARY TRACT HEALTH CHICKEN WHISKAS TEMPTATIONS TENDER CHICKEN TOP 5 PET TREATS (RANKED BY ) 491 454 YTD REDBARN BULLY STICK 12 35 CT 4,327 REDBARN BULLY STICK 5 50 CT 2,604 SMOKEHOUSE LAMB BONZ 1,696 REDBARN BRAIDED BULLY STICK 9 40CT 1,629 REDBARN MINI BULLY BARBELLS 50 CT 1,573 TOP 5 PET PRODUCTS (RANKED BY ) YTD BAGS ON BOARD REFILLS 4 PACK 1,454 PET DISH 1,008 PET BED 27X36 667 CRAZY PAWS PLUSH TOYS 629 CAT LITTER 625 58
I didn t want Riley eating chicken by-product meal. That s why I switched him to BLUE. Is your big name dog food fooling you You probably didn t know that many well-known dog foods contain things like chicken by-product meal and corn gluten. BLUE, TM on the other hand, is made with the finest ingredients. Real meat is always first, followed by wholesome whole grains, garden veggies and fruit. BLUE also has our exclusive LifeSource Bits, a precise blend of antioxidants, vitamins and minerals. Plus, we ve now enhanced LifeSource Bits with our Super 7 package of antioxidant-rich ingredients. And your dog can enjoy all of this naturally healthy goodness for only pennies a day more. with ingredients rich in ANTIOXIDANTS How Does Your Brand Compare to BLUE Deboned Chicken, Fish or Lamb is the FIRST Ingredient Wholesome Whole Grains Garden Veg gies & Fruit All Natural* LifeSource Bits NO Corn, Wheat or Soy NO Chicken (or Poultry) By-Product Meals * Fortified with vitamins and minerals. BLUE Your Dog s Food Compare your dog s food to BLUE at CompareBlueDog.com Love them like family. Feed them like family. Compare your brand to BLUE. 2014 Blue Buffalo Co., Ltd. 59
PET SHOWCASE CGX GINNY BOWERMAN, PET SUPPLIES BUYER MR: What were pet product sales in 2013 Bowerman: Sales of Pet supplies were up 11.1% this year over 2012. Gross Margin also had a 2% increase. MR: What new products or trends are you most excited about Bowerman: I m very excited that this past fall, we re-launched the pet supplies department at our flagship store in Chesapeake, VA. Since it was during the Halloween season, we celebrated with a pet costume contest and parade. This was a big hit with our customers and their pets. We had a mobile Vet clinic on location, which gave check-ups for pets. Also representatives from local animal groomers, dog washing services, the local SPCA and Sherriff s K9 unit were all there. Several vendors gave product demonstrations and new products were introduced from Science Diet, Pet Mate and Smokehouse. Lots of dogs (and even some owners) were dressed in costume for a chance to win a $50 CGX gift card. We had two grand prize winners, but every participant walked away with a bag filled with toys and treats that any furry friend would enjoy! Overall, the trend I m most excited about in pet food is the increase in healthy ingredients. Our customers seem to be responding to this trend. More people are reading the labels on pet food and pet snacks and they want to know what is in their pet s food. With all the product recalls in the past few years it seems that pet owners are far more cautious about what they feed their pets these days. I m excited to see people take a real interest in what their pet is ingesting and how manufactures are testing and using natural ingredients. MR: What are some of your newly added products in the pet department Bowerman: Made in the USA pet foods are a focus for our department. Although the price can be higher than imported products, these seem to provide a quality that our customers are looking for. I m also expanding our assortment of pet toys from PetMate, while reducing other lines in this category. MR: What are your top pet categories Bowerman: Our top category in all of pet supplies continues to be dog food. Science Diet leads all other brands in the category. Sales of dog treats have been growing rapidly for our business. Sales in this category are up 34% over last year. 60
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PET SHOWCASE COMMISSARY LARUE SMITH, COMMISSARY MANAGEMENT SPECIALIST MR: What were pet product sales in 2013 Smith: Total Pet Aisle for Calendar Year 2013 was $146,016,784 MR: What new products or trends are you most excited about Smith: Current trends I m excited about and monitoring, include: the continued humanization of pets, growth & innovation in snacking, increased interest towards products Made in the USA, and growth in the Natural Food area in particular Grain Free diets. I added some additional variety within Natural Food and Grain Free segments. Trading up is another trend in pet food and snacks that I continue to see. Commissary patrons are seeing the value in purchasing larger sizes, which in turn contribute to greater patron savings and a higher dollar ring for DeCA. MR: What are some of your newly added products in the pet department Smith: During CY2013, I added additional variety within our Super Premium brands, to include dry and wet dog food items from brands such as Science Diet, Nature s Recipe, and Nutro. I added a number of dry dog food items in our more Mainstream brands, to include Beneful Healthy Smile and Iams So Good. In wet cat food Sheeba and Meow Mix Souffles. For the dog snacks category, I increased assortment on the value size segment on brands such as Pup-Peroni and Canine Carry Outs. MR: What are your top pet categories Smith: Dry Dog Food; Dog Treats; Pet Supplies TOP 5 DRY DOG FOOD (RANKED BY ) BENEFUL HEALTHY WEIGHT ORIGINAL 15.5LB PURINA DOG CHOW ADULT ORIGINAL 18.5LB CHEF MICHAEL FILET MIGNON 4.5LB ALPO PREMIUM CUTS 16LB BENEFUL ADULT ORIGINAL 15.5LB TOP 5 DOG TREATS (RANKED BY ) DEL MONTE CANINE CARRY OUTS BEEF 7OZ DEL MONTE CANINE CARRY OUTS BACON BITS 7OZ PURINA BEGGIN STRIPS BACON 6OZ PEDIGREE DENTASTIX ORIGINAL 6OZ PURINA BUSY BONE BEEF 7OZ TOP 5 WET DOG FOOD (RANKED BY ) DEL MONTE GRAVY TRAIN CHUNKS N GRAVY BEEF & GRAVY 13.2OZ CESAR FILET MIGNON 3.5OZ CESAR TURKEY 3.5 OZ CESAR BEEF 3.5 OZ CESAR CHICKEN & LIVER 3.5 OZ TOP 5 DRY CAT FOOD (RANKED BY ) DEL MONTE ALLEY CAT CHICKEN & TUNA 3.15LB PURINA FRISKIES OCEAN FISH 16LB PURINA FRISKIES INDOOR FORMULA DELIGHTS 3.15LB PURINA FRISKIES SEAFOOD SENSATIONS 3.13LB PURINA CAT CHOW NATURALS ORIGINAL 3.15 LB TOP 5 WET CAT FOOD (RANKED BY ) PURINA FANCY FEAST 3OZ GOURMET CHICKEN PURINA FANCY FEAST 3OZ TENDER BEEF PURINA FANCY FEAST 3OZ CHICKEN & LIVER PURINA FANCY FEAST 3OZ FISH & SHRIMP PURINA FANCY FEAST 3OZ TURKEY & GIBLETS TOP 5 CAT SUPPLIES (RANKED BY ) PURINA TIDY CATS 20LB MULTI IMMEDIATE ODOR CONTROL PURINA TIDY CATS 20LB LONG LASTING ODOR CONTROL PURINA TIDY CATS 10LB LONG LASTING ODOR CONTROL ARM & HAMMER DEODORIZER 20OZ PURINA TIDY CATS 20LB IMMEDIATE ODOR CONTROL TOP 5 PET SUPPLIES (RANKED BY ) ALPO CHEWEEZ BEEFHIDE SAVORY CHICKEN 4OZ PURINA BUSY BONE HEARTY HIDE CHICKEN 5OZ ALPO CHEWEEZ BEEFHIDE SAVORY CHICKEN 6OZ HARTZ MOUNTAIN PRIME PIG SKIN CHIPS 10OZ HARTZ MOUNTAIN 50 C GROOM/HYGIENE 62
HILL S SCIENCE DIET The Recipe for a Better Life Hill s Science Diet healthy dog foods offer clinically proven benefits that promote vitality and well-being at any age or lifestyle with a full range of precisely balanced products. Hill s Science Diet dog foods are also created with all nutrients in the optimal range. It may just be the best dog food your dog s ever tasted. Dry foods now offer: Real Chicken 1st ingredient Great taste No chicken by-product meal Natural ingredients No artificial colors, flavors or preservatives BLUE BUFFALO BLUE BLUE natural, healthy and holistic dog and cat food is made with the unique combination of high-quality, natural ingredients plus exclusive LifeSource Bits. We love our dogs and cats like family so we want to feed them with the same care as family. That s why BLUE is made with only the finest natural ingredients plus the active nutrients and antioxidants of our exclusive, cold-formed LifeSource Bits. All of our great-tasting, natural and holistic BLUE dog food and BLUE cat food recipes feature: Deboned chicken, lamb or fish is the FIRST ingredient Wholesome whole grains Garden vegetables and antioxidant-rich fruit BLUE BUFFALO WILDERNESS High protein BLUE Wilderness for dogs and cats was inspired by their ancestors in the wild, BLUE Wilderness is made with more of the meat dogs and cats love and is 100% grain-free. BLUE Wilderness includes only the finest natural ingredients and contains NO chicken or poultry by-product meals, artificial preservatives, corn, wheat or soy. BLUE Wilderness provides the enhanced supplementation of BLUE s exclusive LifeSource Bits, a precise blend of vitamins, minerals and antioxidants and is a sensible alternative to a raw diet. Also available is BLUE Wilderness Rocky Mountain Recipe, a wilder version of the base Wilderness line featuring more exotic protein sources. 63