Episode 102: Distribution Playbook: Secrets for Retailers and Brands

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Pet Shop Girls with Sherry (Odyssey Pets) and Carly (House of Paws) - A Podcast for Independent Pet Pros

The Pet Shop Girls

103 episodes

6 days ago

Welcome to The Pet Shop Girls. This show is for independent pet pros who want to learn about cool ideas to help their businesses make more money. Each week, hosts Carly and Sherry are sharing tips about marketing, growing and managing a team, how to avoid common mistakes, up-and-coming trends in the pet industry, and so much more. Sherry, from Odyssey Pets in Dallas, Texas, has been in the industry for 20 years. She has experience in everything from aquatics, to grooming, to boarding, and even retail and has expanded her business to over 10,000 square feet. And you may know Carly, of House of Paws in Regina, Saskatchewan, from TikTok, where she's amassed over 150,000 followers marketing her pet boutique. She built her business in the midst of the global pandemic, and has found a ton of creative ways to scale her business and engage with her local community. Running a pet business can be lonely, but you don't have to do this alone. Join the Pet Shop Girls each week for the podcast that's guaranteed to make you sit, stay, and beg for more.

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Episode 102: Distribution Playbook: Secrets for Retailers and Brands

Pet Shop Girls with Sherry (Odyssey Pets) and Carly (House of Paws) - A Podcast for Independent Pet Pros

48 minutes

1 week ago

Episode 102: Distribution Playbook: Secrets for Retailers and Brands

In this episode of the Pet Shop Girls Podcast, we sit down with Clayton Payne — the Pet Business Disruptor himself — to dig into the side of the industry that doesn’t always get enough airtime: distribution. With nearly 20 years of experience, Clayton brings a no-fluff perspective on what it really takes for retailers, brands, and distributors to succeed together.

We get real about the challenges smaller brands face getting on shelves, why understanding consumer mindsets is the starting line for success, and how retailers can sharpen their negotiation tactics without losing relationships. We also dive into evolving market trends (spoiler: cats are stealing the spotlight) and the importance of authenticity in every corner of this business.

This conversation is loaded with practical advice — whether you’re a retailer looking to gain an edge, a brand trying to break into distribution, or just curious about how the pet industry ecosystem really works.

✨ Key Takeaways

Understanding consumer mindsets is non-negotiable for distribution success.
Retailers shouldn’t chase trends — they should lead them.
Authenticity builds customer trust that lasts.
Smaller brands face steep challenges with pricing and distribution access.
Distributors must stress test pricing models for viability.
Strong communication and relationship-building matter more than one-off deals.
Brands need a clear marketing pipeline to get into — and stay in — distribution.
Premium cat products are becoming a major growth category.
Negotiation works best as a collaboration, not a battle.
Healthy partnerships between retailers, brands, and distributors fuel mutual success.

Connect with the Pet Shop Girls!

Find us everywhere: https://linktr.ee/petshopgirls

Connect with Carly (House of Paws):

https://www.instagram.com/houseofpawsboutique

https://www.tiktok.com/@houseofpawsboutique

https://www.facebook.com/houseofpawsboutique

Connect with Sherry (Odyssey Pets):

https://www.facebook.com/odysseypets

https://www.instagram.com/odysseypets

https://linktr.ee/odysseypetsdallas

The Pet Shop Girls Podcast is for informational and educational purposes only. The views and opinions expressed by our hosts and guests are their own and do not necessarily reflect those of any sponsors or partners. Any business, marketing, or pet care advice shared on this podcast is general in nature and may not apply to your specific situation. The Pet Shop Girls Podcast and its hosts are not liable for any outcomes related to the use of the information discussed.