Real Pet Industry News

summaryIn this episode, Clayton and Sam discuss various trends in the pet food industry, focusing on the viability of vegan pet food, the challenges of direct-to-consumer (DTC) models, the expectations of premium pet food, and the often overlooked needs of cat owners. They explore the disconnect between product offerings and consumer demands, particularly in the cat food market, and highlight the importance of understanding modern pet owners' preferences.takeawaysVegan pet food lacks a substantial market and is anti-biology.DTC pet food models may not be sustainable long-term.Premium pet food must justify high prices with quality ingredients.Cat products are often lumped with dog products, frustrating cat owners.The cat food market is growing, but quality offerings are limited.Consumers are increasingly hybrid in their pet food choices.Pet food marketing needs to align with modern consumer expectations.The pet food industry is highly competitive, driving up prices.Cat owners are becoming more discerning about their pets' diets.Retailers need to adapt to the changing landscape of pet ownership.titlesThe Future of Vegan Pet Food: A Dying Trend?Navigating the DTC Landscape in Pet FoodSound Bites"Vegan pet food needs to die.""Premium cable not being premium.""Cat consumers are grocery consumers."Chapters00:00The Vegan Pet Food Debate03:35The DTC Model in Pet Food06:37The Premium Kibble Conundrum14:10The Cat vs. Dog Product Dilemma16:33The Growth of Cat Products

summaryIn this episode, Clayton and Sam discuss the challenges facing the pet food industry, focusing on Nature's Menu's decline due to private equity influence, Bella and Duke's efforts to penetrate the veterinary market, and Canigan's acquisition of McAdams. They explore the implications of these developments for the future of pet food, particularly in the premium segment.takeawaysPrivate equity often harms the brands it acquires.Nature's Menu has strayed from its pioneering roots.Bella and Duke face challenges in educating vets about raw food.The veterinary market is heavily influenced by kibble companies.Logistical challenges exist for raw pet food in veterinary practices.Consumer trust in vets regarding nutrition is misplaced.The premium pet food market is shrinking due to trading down.McAdams' high prices may limit its market reach.The quality of ingredients in premium pet food is crucial.The future of premium kibble remains uncertain.titlesThe Downfall of Nature's MenuBella and Duke's Veterinary StrategySound Bites"They're just a cashback business.""Are they a premium company?""It's the easy thing to do."Chapters00:00The Downfall of Nature's Menu05:34Bella and Duke's Veterinary Strategy10:56The Challenges of Veterinary Nutrition12:59Kanigan Acquires McAdams: A Strategic Move?18:03Market Trends in Premium Pet Food

summaryIn this episode, Clayton and Sam discuss the evolving landscape of the pet food industry, focusing on Bella and Duke's strategic shift towards veterinary practices, Untamed's supermarket debut, and the challenges faced by Purina in a changing market. They explore the implications of these developments for independent retailers and the overall pet nutrition landscape.takeawaysBella and Duke is trying to penetrate veterinary practices more aggressively.Sam expresses his discontent with Bella and Duke's past treatment of independent retailers.Vets for Pets represents a significant market opportunity for Bella and Duke.Untamed has successfully secured listings in major UK supermarkets.The cat food market is largely underserved, with many poor-quality options available.Purina is facing challenges due to soft demand for dog food and snacks.The pet food industry is shifting towards fresh and cooked products.Independent retailers need to focus on better quality products for cats.The market is changing, and companies need to adapt quickly to survive.There is a growing demand for high-quality pet nutrition among consumers.titlesBella and Duke's Strategic Shift in Pet FoodUntamed's Bold Move into SupermarketsSound Bites"Vets for Pets is huge.""Cats are underserved.""It's tough out there."Chapters00:00Bella and Duke's Strategic Shift08:53Untamed's Supermarket Debut22:28Purina's Struggles in a Changing Market

summaryIn this episode of Real Pet Industry News, Clayton Payne and Sam discuss the recent acquisition of Poppy and Ted by Vale Pet Foods, the challenges facing the pet retail market, the launch of Arden Grange's new vet care range, and the viability of veterinary prescription diets in a competitive landscape. The conversation highlights the complexities of the pet industry, including consumer behavior, market trends, and the impact of economic cycles on retail performance.takeawaysVale Pet Foods aims to expand its offerings with the acquisition of Poppy and Ted.The pet retail market is currently facing significant challenges and declining sales.Consumer behavior is shifting, with price sensitivity becoming more pronounced.The cyclical nature of economies affects consumer spending in the pet industry.Companies need to adapt their strategies to survive in a tough market.Bundling and discounting can be effective strategies for manufacturers.Arden Grange's new vet care range has received criticism for its quality.The veterinary prescription diet market is dominated by major players.Independent brands struggle to compete against established veterinary diets.The future of veterinary prescription diets for new entrants is uncertain.Sound Bites"Times are really, really tough.""Economies are cyclical.""It's a very tough market."Chapters00:00Vale Pet Foods Acquires Poppy and Ted08:58Challenges in Pet Retail16:35Arden Grange's New Vet Care Range

In this conversation, Clayton Payne and Sam discuss the evolving landscape of the pet food industry, particularly the rise of fresh pet food options like Blue Buffalo's Love Made Fresh. They explore market dynamics, consumer preferences, and the impact of cooked food on veterinary practices. The discussion also delves into competition among pet food brands, consumer awareness regarding ingredients, and the importance of niche marketing strategies in a crowded market.takeawaysBlue Buffalo is launching fresh food options to meet consumer demand.The pet food market is shifting towards fresh and cooked food.Veterinary practices may be impacted by healthier pet food options.Competition is intensifying among pet food brands.Consumer awareness of ingredients is crucial for brand loyalty.Niche marketing is essential for success in the pet food industry.The average consumer may not be as informed about pet food as industry insiders.Effective marketing strategies can help brands stand out.Fresh food options may cannibalize traditional kibble sales.The future of the pet food industry is likely to see significant changes.titlesThe Fresh Food Revolution in Pet CareNavigating the Pet Food Market LandscapeSound Bites"Blue Buffalo is entering fresh food.""The consumer nowadays is much more picky.""Most people don't read ingredients."

In this episode, Clayton and Sam discuss the recent administration of Kennelpack, a pet products wholesaler, and the implications for the pet industry. They explore the challenges faced by companies in the market, emphasizing the need for innovation and product development to stay relevant. The conversation shifts to the rising demand for fresh pet food and how retailers can adapt their strategies to meet consumer preferences. The hosts highlight the importance of continuous product innovation and the need for retailers to stock unique products that cannot be found in supermarkets.takeawaysKennelpack's administration highlights the challenges in the pet product market.The pet industry is facing tough times with declining sales.Continuous innovation is essential for businesses to thrive.Retailers should focus on stocking unique products.Consumer demand for fresh pet food is on the rise.Product development should not always mean reinventing the wheel.Taking small risks can lead to significant rewards in product offerings.Retailers need to adapt to changing consumer preferences quickly.The market is shifting towards fresh and convenient pet food options.Companies must keep their product ranges fresh to remain competitive.titlesKennelpack's Downfall: Lessons for the Pet IndustryNavigating Tough Times in Pet ProductsSound Bites"It's tough times in the pet industry.""I think it's a good product.""People want fresh food for their pets."Chapters00:00Kennelpack's Administration and Market Impact05:22Challenges in the Pet Product Industry10:30Innovation and Product Development in Pet Food15:24Consumer Demand for Fresh and Cooked Pet Food20:35Retail Strategies for Independent Pet Shops

In this conversation, Clayton and Sam discuss the evolving landscape of the pet food industry, particularly focusing on the rise of cooked pet food, the challenges faced by subscription services, and the significant opportunities within the cat market. They explore the implications of premium pricing, the disconnect in product offerings for cats, and the future of pet food brands as consumer preferences shift. The discussion highlights the need for better quality and more tailored products for cats, as well as the changing dynamics of pet ownership and spending habits.takeawaysRoyal Canin's new cooked food reflects industry shifts.Subscription services may struggle as retail options grow.Consumers prefer buying pet food as needed, not via subscriptions.The cost of premium pet food is a barrier for many owners.Hybrid feeding is becoming more common among pet owners.Competition will drive down prices in the pet food market.Brand equity in pet food is diminishing.Cat owners are increasingly seeking premium products.The pet industry has historically focused on dogs over cats.There is a growing demand for cat-specific products.titlesThe Future of Pet Food: Cooked vs. RawSubscription Services in the Pet Industry: A Dying Trend?Sound Bites"Cooked foods are terribly expensive.""Pure is the one I really don't like.""Cats are very underserved at the moment."Chapters00:00The Rise of Cooked Pet Food04:42The Subscription Model's Decline09:09Niche Markets in Pet Food13:04Brand Equity in Pet Food18:14The Cat Market's Untapped Potential22:42The Future of Cat Products

In this episode, Clayton and Sam discuss the recent controversies surrounding Nature's Menu and its shift in product quality, the dynamics of the pet food market, and the challenges faced by larger corporations in innovating effectively. They also explore the strategies of brands like Edgar and Cooper and the differences in consumer spending on pet food between the UK and the US.takeawaysNature's Menu has faced criticism for lowering the quality of its products.The pet food market is influenced by consumer education and pricing strategies.Innovation in pet food is lacking, with many companies sticking to outdated formulas.Big corporations struggle with bureaucracy, slowing down their ability to innovate.Edgar and Cooper's acquisition by General Mills marks a significant shift in the market.There is a growing demand for premium pet food in the US compared to the UK.Consumers are becoming more discerning about pet food ingredients.The pricing structure in pet food often leads to subpar products.Companies need to focus on quality rather than just price to succeed.The pet food industry is evolving, but many companies are lagging behind.Sound Bites"It's a disgrace.""It's a pricing decision.""Fire the C-suite altogether!"Chapters00:00Nature's Menu Controversy02:32Market Dynamics and Consumer Behavior05:13Innovation in Pet Food Industry07:36Challenges of Big Corporations10:31Pricing Strategies in Pet Food12:56Edgar and Cooper's US Launch15:38Comparative Spending on Pet Food

summaryIn this episode, Clayton and Sam discuss the rapid rise of Bugalugs in the pet industry, the implications of their brand presence in big box retailers like Aldi, and the potential risks to independent pet shops. They delve into the importance of brand perception and the long-term sustainability of businesses in the pet market. The conversation shifts to the role of scientific research in pet food, questioning the credibility of industry standards and the influence of large corporations. Finally, they explore recent innovations in pet products, highlighting both promising developments and marketing gimmicks.takeawaysBugalugs' growth may threaten independent pet shops.Brand perception is crucial for long-term success.Big box retailers can devalue premium brands.Scientific studies in pet food can be biased.Industry influence often overshadows genuine research.Probiotics may not be the best long-term solution.Innovation in pet products is essential for market growth.Consumer perception can be easily swayed by pricing.The pet industry is evolving with new voices and ideas.Marketing gimmicks can mislead consumers about product quality.titlesThe Bugalugs Dilemma: Growth vs. Brand IntegrityNavigating Brand Perception in the Pet IndustrySound Bites"Why would you compete?""It's the same brand!""Kick them out!"Chapters00:00The Rise and Risks of Bugalugs02:07Brand Perception and Market Dynamics07:32The Role of Institutions in Pet Food10:53Leadership Changes in Pet Food Industry25:26Innovations in Pet Products

summaryIn this episode, Clayton and Sam discuss the controversial topic of vegan cat food, highlighting the nutritional deficiencies and regulatory concerns surrounding it. They also delve into the representation of women in the pet industry, emphasizing the significant contributions of female founders. The conversation shifts to the recent acquisition of several pet food brands by Subridge Pet Supplies, analyzing the implications for the market. Finally, they explore the future of wholesaling in the pet industry, advocating for a more transparent and efficient model.takeawaysVegan cat food raises significant nutritional concerns.Cats are obligate carnivores and require animal-based nutrients.Vet approvals for pet food often lack rigorous standards.The vegan pet food trend is controversial and complex.Women make up a large percentage of the pet industry workforce.Business success is driven by product quality, not gender.Legacy pet food brands may lack innovation and relevance.The current wholesaler model is outdated and inefficient.A more transparent wholesaling approach could benefit the industry.Collaboration among retailers can lead to better pricing and product sourcing.titlesThe Controversy of Vegan Cat FoodEmpowering Women in the Pet IndustrySound Bites"Cats are natural obligate carnivores.""Vet approved? What does that even mean?""These brands are just legacy brands."Chapters00:00The Rise of Vegan Cat Food10:48Female Founders in the Pet Industry16:38Acquisition of Pet Food Brands23:32The Future of Wholesaling in the Pet Industry

summaryIn this conversation, Clayton Payne and Sam discuss the recent shift of Royal Canin towards fresh pet food, exploring the implications for the pet food industry, market dynamics, and the challenges posed by subscription models. They analyze the impact on premium kibble brands and the role of private equity in shaping business strategies. The discussion highlights the tension between recurring revenue models and traditional profitability, questioning the sustainability of current business practices in the pet food sector.takeawaysRoyal Canin's new fresh food line is a significant shift.The pet food industry is seeing a move towards fresh food.Subscription models are becoming a challenge for traditional pet food brands.Premium kibble brands are at risk due to the rise of fresh food.Distribution logistics are crucial for fresh pet food success.Private equity is influencing the pet food market dynamics.Recurring revenue models are prioritized over profitability by many companies.The fresh food market legitimizes the sector and attracts investment.Companies need to adapt to changing consumer preferences for pet food.The future of pet food may involve a blend of fresh and traditional options.titlesRoyal Canin's Bold Move into Fresh FoodNavigating the Pet Food Market LandscapeSound Bites"They could buy the farmer's dog.""Why wouldn't they do it?""Premium kibble is in trouble."Chapters00:00Royal Canin's Shift to Fresh Food02:39Market Dynamics and Competition in Pet Food05:05Strategic Decisions: Acquisitions vs. In-House Production07:59Distribution Challenges for Fresh Pet Food10:47Impact of Major Brands on D2C Fresh Food Companies12:59The Future of Premium Kibble15:36Recurring Revenue Models in Pet Food Industry18:16The Sustainability of D2C Pet Food Businesses

In this episode, Clayton and Sam discuss the latest financial results from Pets at Home, highlighting the success of their Vets for Pets model amidst challenges in the retail sector. They explore the impact of subscription models on pet food sales and the potential for fresh cooked food to revolutionize the market. The conversation also delves into the growing trend of vegan pet food, examining its appeal and viability in the broader pet food industry.takeawaysPets at Home reported a 13% rise in practice revenues.Vets for Pets is a strong model compared to retail.Retail profits for Pets at Home fell by 16.6%.Subscription models are taking a significant share of the market.17% of the UK pet food market is now subscription-based.Fresh cooked food could be a game changer for retailers.Vegan pet food is growing but remains a niche market.The appeal of vegan pet food is limited to a specific consumer base.Customer churn in pet food is high, with frequent changes in brands.The market for vegan pet food may not be sustainable long-term.titlesPets at Home's Financial SuccessThe Rise of Vets for PetsSound Bites"Vets for Pets is a phenomenal model.""Retail is very, very hard.""We need to put fresh food into stores.""Cooked food can save Pets at Home.""Riches are made in niches."

summaryIn this episode, Clayton and Sam discuss the innovative business model of Kanigan, which is rolling out a new working dog food exclusively through independent retailers to promote local shopping. They explore the challenges faced by independent pet shops in adapting to market changes and the complexities of the working dog food market, including the implications of VAT exemptions and the potential for premiumization. The conversation highlights the need for better support and strategies for independent retailers in a rapidly evolving industry.takeawaysKanigan's new working dog food is exclusive to independent retailers.The business model incentivizes local shopping and supports pet shops.Independent retailers face challenges in adapting to market changes.Many pet shop owners lack business acumen and market awareness.Working dog food is often a term used for tax evasion.Premiumization in dog food is a growing trend.Farmers typically prioritize cost over quality in dog food.The market for working dog food is complex and competitive.Tax loopholes play a significant role in pricing strategies.Support for independent retailers is crucial for their survival.titlesRevolutionizing Pet Food DistributionThe Struggles of Independent Pet ShopsSound Bites"It's a very long play.""It's a clever play and it helps everyone.""Working dog food is just a bullshit term.""It's a tax loophole.""Thanks, Dave."

In this conversation, Clayton and Sam discuss the evolving landscape of the pet food industry, particularly focusing on the cat consumer market. They explore the strategies of Jolly's in targeting cat owners, the changing habits of consumers towards premium pet food, and the challenges faced by independent retailers. The discussion also touches on the role of veterinary services and the positioning of major players like Pedigree in the market. Overall, the conversation highlights the need for innovation and adaptation in the pet retail sector to meet the demands of modern consumers.takeawaysJolly's is focusing on the cat consumer market, which is often overlooked.Consumer habits regarding pet food are slowly changing towards premium options.The cat food market has potential for growth, but it requires time and education.Veterinary services could play a significant role in pet retail strategies.Independent retailers face challenges in maintaining margins and product quality.Pedigree needs to modernize its offerings to better support independent retailers.There is a disconnect between what wholesalers offer and what independent retailers need.The pet food industry is evolving, and companies must adapt to stay relevant.Long-term strategies are essential for companies like Jolly's to succeed in the cat market.The conversation emphasizes the importance of ethical product offerings in pet retail.Sound Bites"There's a huge market there and there is a huge knowledge gap.""I think there is a market for cat and I do think there is a market for cat only.""Are customers habits going to change whereby they are going to choose to go to Jolly's?""This is a very long term play by Jolly's.""If you really want to support independence, do stuff to support independence.""The world is changing and it's changing fast.""We still need your products. So please keep supplying us."Chapters00:00The Cat Consumer Landscape04:00Changing Consumer Habits09:09Jolly's Long-Term Strategy11:55The Role of Veterinary Services17:49Challenges for Independent Retailers19:46Pedigree's Market Positioning32:06The Future of Pet Food Retailing

In this conversation, Clayton and Sam discuss innovative strategies for selling pet products, contrasting scrappy, direct customer engagement with digital marketing approaches. They explore the challenges of direct-to-consumer (DTC) business models, particularly in the pet industry, and emphasize the importance of adapting to changing consumer preferences and market dynamics. The discussion highlights the need for retailers to innovate and compete effectively against larger DTC brands, while also addressing the evolving landscape of pet retail.takeawaysPoured Drinks' success highlights the value of direct customer engagement.Marley Bones focuses on digital marketing but may lack personal connection.Face-to-face interactions remain crucial in sales.DTC models can be capital intensive and risky.Retailers need to adapt to changing consumer preferences.Independent pet stores must stock competitive products.The pet industry is evolving, and retailers must keep pace.Customer acquisition costs can vary significantly in DTC.Building relationships with customers is essential for long-term success.Market dynamics can shift quickly, requiring agility from businesses.titlesInnovative Strategies for Selling Pet ProductsThe DTC Business Model DilemmaSound Bites"Go to where the people are.""People buy from people.""Sell them a better product.""The consumer has moved on.""This is how it is today."

summaryIn this episode, Clayton and Sam discuss the intricacies of importing pet products into the UK, highlighting the unique landscape of the pet industry, the role of wholesalers, the impact of Brexit, and effective marketing strategies. They emphasize the importance of understanding the market and building relationships through trade shows and targeted communication.takeawaysThe UK is a highly developed market for pet products.There is a growing demand for pet products in the UK.Private equity is increasingly influencing the pet industry.Wholesalers play a crucial role in distribution.Navigating the import process can be complex and costly.Brexit has introduced new challenges for importing pet products.Effective marketing requires understanding the target audience.Trade shows provide valuable networking opportunities.Transparency in communication can set businesses apart.Understanding the market is key to successful entry.titlesNavigating the UK Pet IndustryImporting Pet Products: A GuideUnderstanding Wholesalers in the Pet MarketSound Bites"The UK is a great place to do business.""People love their dogs in this country.""The landscape shifted to private equity.""Trade shows are always a great idea.""Come with a strategy to trade shows."

keywordscharity campaigns, corporate responsibility, brand distribution, pet industry, marketing strategies, consumer loyalty, pet food, market trends, Zoomark, pet retailerssummaryIn this episode, Clayton and Sam discuss the corporate cynicism behind charity campaigns in the pet industry, particularly focusing on Jollies' recent initiative. They explore the implications of brands relying on large retailers for distribution, the challenges faced by smaller companies, and insights from the recent Zoomark event. The conversation highlights the need for genuine corporate responsibility and effective marketing strategies in a competitive market.takeawaysJollies' charity campaign is seen as self-promotional rather than altruistic.Corporate responsibility should not come at the expense of genuine charity.Brands need to build their presence through independent retailers before approaching larger chains.The cost of acquiring customers in the pet industry is rising significantly.Smaller brands often struggle to compete with larger companies in retail spaces.The importance of having a solid sales team for brand success is emphasized.Distribution strategies can make or break a brand's success in the market.The impact of Brexit on distribution and market access is significant.Brands should focus on long-term growth rather than quick exits.Innovative products from international brands could succeed in the UK market.Sound Bites"It's a little bit cynical, isn't it?""This is just self-promotion.""They don't want 100 suppliers.""It's a distribution tax.""You need veterinary certificates now.""I think they could definitely push that out."

SummaryIn this episode, Clayton and Sam discuss the evolving landscape of the pet food industry, focusing on the rise of Scrumbles as a new player challenging legacy brands. They explore the importance of effective marketing strategies, the need for customer-centric approaches, and the potential for acquisitions by larger companies. The conversation emphasizes the significance of building relationships and goodwill in the pet industry, as well as the changing consumer attitudes towards pet food products.TakeawaysScrumbles has successfully launched new products and expanded into major retailers.Effective marketing is crucial for new brands to compete with legacy brands.Legacy brands are struggling to connect with modern consumers.The grocery consumer is now more discerning about pet food quality.Acquisitions by larger companies are a common trend in the pet food industry.Customer-centric marketing is essential for success in the pet industry.Brands should focus on building relationships with retailers and customers.Humility and clear messaging are important in business communications.Understanding customer acquisition costs can inform marketing strategies.Building goodwill with customers can lead to long-term success.

SummaryIn this episode, Clayton and Sam discuss the latest trends in the pet food industry, particularly focusing on innovative products like gourmet meals for dogs. They explore the marketing strategies behind these products, the challenges of subscription services, and the implications of consumer behavior in the pet market. The conversation then shifts to the veterinary sector, addressing issues such as pricing, transparency, and the influence of corporate ownership on veterinary practices. The hosts emphasize the need for better consumer information and the potential conflicts of interest within the veterinary industry.TakeawaysYears.com offers gourmet meals for dogs, like paella and lasagna.The marketing strategy of years.com is seen as innovative but potentially unsustainable.The premiumization trend in pet ownership is growing, especially among affluent demographics.Subscription models in pet food may struggle with customer churn.The veterinary sector faces scrutiny over pricing and transparency.Corporate ownership in veterinary practices can lead to conflicts of interest.Consumers often lack access to affordable medication options for pets.The importance of multi-channel distribution for pet food brands is highlighted.Veterinarians may be limited in their ability to recommend cost-effective treatments.The conversation underscores the need for reform in the veterinary industry.

In this episode, Clayton Payne and Sam discuss the recent acquisition spree by Nutriment, analyzing its implications for the raw pet food market and the competitive landscape. They delve into the legacy of Nature's Menu, the challenges of market segmentation in raw pet food, and the profitability of direct-to-consumer cat food models. The conversation also touches on the recent Global Pet Expo, highlighting the lack of innovation and the overall experience of the event. In this conversation, Clayton Payne discusses the challenges and perceptions surrounding Chinese products in the pet industry, the potential of emerging markets like India and Turkey, and the complexities of supply chains. He also delves into the role of sales reps, their value, and the importance of education and merchandising in retail success.takeawaysNutriment's acquisition strategy is aggressive and aimed at market control.Nature's Menu has lost its innovative edge in the raw food sector.Market segmentation is crucial for targeting specific pet owner demographics.D2C cat food models face profitability challenges due to lower transaction values.Kibble remains a profitable segment with room for innovation.Raw food stores are becoming key players in the pet food market.The pet food industry is seeing a shift towards niche products.Investor-led companies often set unrealistic profit expectations.The Global Pet Expo lacked innovation and strong themes this year.Consumer preferences are shifting towards more specialized pet food options. The pet industry is becoming disillusioned with Chinese products.Emerging markets like India and Turkey are gaining traction.Sales reps can be valuable but often lack proper training.Merchandising plays a crucial role in retail success.Intellectual property concerns are significant when dealing with China.Good sales reps should educate retailers about their products.The appearance of products on shelves affects consumer perception.Companies need to focus on creating coherent product ranges.Sales reps should provide insights beyond just selling products.Retailers benefit from understanding customer retention strategies.titlesNutriment's Bold Moves in Pet FoodThe Decline of Nature's MenuUnderstanding Raw Pet Food Market DynamicsProfitability Challenges in D2C Cat FoodInsights from the Global Pet ExpoSound Bites"I think it's a smart move""I think kibble is where it is""The D2C business model profitable?""I think any company can be profitable""There's no strong theme this year either""This could actually be mass scale.""A lot of people are done with China.""Good sales reps are still worth having.""A good sales rep will educate you.""It just looks like shit.""You can't have a shop full of it."