In this episode, Shirley Yap, founder and owner of Arowana, shares her journey into the pet product distribution market in Hong Kong and Singapore. Transitioning from a background in finance and legal work, Shirley discusses her passion for animals and the inspiration behind starting her business during the SARS outbreak in 2003. She highlights her initial challenges, including language barriers and market understanding, and recounts her first partnership with the Italian pet food brand, Almond Nature. The conversation delves into the competitive landscape of the pet industry, the importance of quality and branding, and the unique dynamics of the Hong Kong and Singapore markets, including regulatory differences and consumer behaviour. Shirley also emphasises the significance of long-term partnerships with brands and the evolving trends in pet ownership, showcasing the resilience and adaptability required to thrive in this vibrant and challenging sector.

KEY TAKEAWAYS

Transition from Finance to Pet Industry: The founder transitioned from a finance and legal background to the pet industry out of a desire for a lifestyle change and a passion for animals, particularly rescue dogs and cats.

Market Entry Challenges: Entering the Hong Kong market requires understanding local consumer behaviour and navigating a competitive landscape with minimal barriers to entry. 

Importance of Quality and Branding: Quality is paramount when selecting brands for distribution. A strong brand presence and ethical practices are also crucial, as consumers increasingly seek high-quality, sustainable products for their pets. 

Differences Between Hong Kong and Singapore: The regulatory environment for pet food imports is much stricter in Singapore compared to Hong Kong, where there are no pre-qualification requirements.

Evolving Retail Landscape: The pet retail landscape in Hong Kong is shifting from traditional pet shops to more modern, lifestyle-oriented stores and e-commerce platforms. 

BEST MOMENTS

"I was frustrated as a consumer... trying to find high quality food or nice products." - Shirley 

"It's a survival of the fittest, so to speak." - Shirley 

"I think quality is paramount importance." - Shirley 

"It's not just about money, but it's about the strategy." - Clayton

"I don't do business with those that sell livestock." - Shirley 

HOST BIO

Clayton Payne is an industry veteran of three decades of working in the pet industry. Brought up working in his parents' pet store, Clayton has seen the industry evolve over five different decades and has been on the cutting edge of the industry since the nineties. Building pet businesses from scratch, establishing multi-national distribution chains and having worked in every aspect of the industry, Clayton has a rare insight into the Pet Industry that is rivalled by few. 

Clayton has been the spearhead of many of the industry's changes and has introduced numerous new concepts to market with a trail of success behind him. He has worked in numerous countries within the pet industry, speaks four different languages and has established both import and export relationships on all continents (excluding Antarctica).

As well as being COO of one of the UKs fastest growing insect technology companies, Clayton is a Pet industry consultant who has consulted for many household brands and delivers sales training to pet trade professionals.

 
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