Episodi

  • The Lowest IQ move in Pet food

    The Lowest IQ move in Pet food
    Feb 17 2026
    summaryIn this episode, Clayton Payne and Sam discuss the evolving landscape of the pet food industry, focusing on the rise of budget brands and the challenges faced by traditional retailers like Pets at Home. They explore the implications of premiumization in pet food, the importance of quality over price, and the role of independent retailers in navigating a competitive market. The conversation highlights the need for strategic thinking in retail and the potential pitfalls of chasing the lowest price.



    takeaways
    • The pet food market is increasingly premiumizing, especially in the US and UK.
    • Budget brands are emerging, but they often compromise on quality.
    • Retailers like Pets at Home are struggling to keep up with market trends.
    • Independent retailers need to focus on quality products to survive.
    • The obsession with being the cheapest is a losing strategy.
    • Consumers are willing to pay for better quality pet food.
    • Retailers must adapt to changing consumer preferences and market dynamics.
    • Brands need to support independent retailers to maintain market presence.
    • The competitive landscape requires strategic pricing and product offerings.
    • Business success in retail requires a deep understanding of market trends.
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    22 min
  • The Importance of Omnichannel Strategies in Pet Retail

    The Importance of Omnichannel Strategies in Pet Retail
    Feb 10 2026
    In this conversation, Clayton Payne and Sam discuss the differences in innovation between the UK and US pet industries, the importance of omnichannel strategies for brands, and the dynamics of partnerships between brands and creators. They explore the challenges of operating in the US market, the necessity of being present in multiple sales channels, and the complexities of exclusivity contracts in brand collaborations.



    takeaways
    • The UK pet industry leads in innovation compared to the US.
    • US mainstream pet products often lack quality and originality.
    • High operational costs in the US hinder innovation.
    • D2C is just one part of a broader sales ecosystem.
    • Brands need to adopt omnichannel strategies to succeed.
    • B2B partnerships require more resources and effort than D2C.
    • Smaller brands should focus on building a diverse product range.
    • Exclusivity contracts can limit creators' opportunities.
    • Creators must maintain trust with their audiences.
    • Brands should leverage the influence of creators for marketing.
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    33 min
  • Welcome to 2026 in the pet industry

    Welcome to 2026 in the pet industry
    Feb 3 2026
    In this conversation, Clayton Payne and Sam discuss the current landscape of the pet food industry, focusing on various companies such as Nutriment, Carnly, Scrumbles, and Bella and Duke. They explore the challenges of scaling in raw pet food, the competitive dynamics in the market, and the impact of consumer preferences on brand success. The discussion also touches on the rise of tele-veterinary services and the unique positioning of JR Pet Products in the market.
    takeaways
    • Nutriment Company is a strong player in the pet food market.
    • Scaling in raw pet food presents significant challenges.
    • Carnly has achieved impressive market penetration and product execution.
    • Scrumbles is effectively competing against larger brands with better products.
    • Smaller brands struggle to compete with larger companies due to limited SKUs.
    • The cat food market is being disrupted by companies like Catkin and Untamed.
    • The CVS Group navigated the CMA investigation with strategic finesse.
    • Tele-veterinary services are emerging as a viable alternative for pet care.
    • Bella and Duke are pushing for fresh food education among veterinarians.
    • JR Pet Products maintains a unique market position with limited competition.
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    24 min
  • A Gently Cooked Let Down

    A Gently Cooked Let Down
    Dec 30 2025
    In this episode, Clayton and Sam discuss the evolving landscape of the pet food industry, focusing on the rise of subscription services and the challenges faced by independent retailers. They explore the introduction of Nutriment's fresh frozen products and the implications for consumer perception and market competition. The conversation delves into the future of direct-to-consumer (D2C) companies like Butternut Box, examining their profitability and market strategies in a rapidly changing environment.
    takeaways
    • Subscription services are changing the pet food market.
    • Independent retailers must adapt to compete with D2C companies.
    • Consumer education is key to converting subscription users.
    • Nutriment's fresh frozen products aim to disrupt the market.
    • Presentation of pet food affects consumer perception.
    • The market is open for new entrants in fresh food.
    • Profitability is a major concern for D2C companies.
    • Price sensitivity varies among pet food consumers.
    • The pet food industry is evolving with consumer preferences.
    • Future competition will likely come from established brands.

    Sound Bites
    • "Nutriment has just killed Butternut Box."
    • "I just don't see it, to be honest."
    • "The door's wide open at the moment."
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    28 min
  • Dog food ratings and marketing strategies

    Dog food ratings and marketing strategies
    Dec 23 2025
    In this conversation, Clayton and Sam discuss the challenges and strategies in the pet food industry, focusing on how brands can improve their ratings on platforms like All About Dog Food. They explore the importance of consumer perception, the effectiveness of discounting strategies, and the shift from direct-to-consumer (DTC) to retail. The discussion also highlights the significance of packaging and merchandising in attracting customers, as well as the need for innovation in marketing approaches.
    takeaways
    • Having an education-based approach to marketing is crucial.
    • Consumer perception can greatly influence sales, regardless of ratings.
    • Discounting strategies can lower customer acquisition costs but may lead to high churn rates.
    • The shift from DTC to retail is becoming more common among pet food companies.
    • Effective packaging and merchandising can significantly impact retail success.
    • Brands need to create compelling stories to connect with consumers.
    • High ratings on platforms like All About Dog Food can be leveraged for marketing.
    • Discounts should be substantial to attract customers, but they can devalue the product.
    • Innovative product presentation is key to standing out in a crowded market.
    • Merchandising should focus on making products visually striking on retail shelves.

    titles
    • Navigating Dog Food Ratings and Marketing Strategies
    • The Role of Consumer Perception in Pet Food Sales

    Sound Bites
    • "How to beat All About Dog Food's rating?"
    • "You can't dive into every single hole."
    • "The packaging needs to pop on the shelf."
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    35 min
  • The Hybrid Feeding Phenomena

    The Hybrid Feeding Phenomena
    Dec 16 2025
    In this episode, Clayton Payne and Sam discuss the latest trends in pet feeding, focusing on a survey that reveals the popularity of hybrid feeding among pet parents. They explore the implications of this trend, the rise of new pet food delivery services like The Pets Table, and the challenges faced by independent veterinarians in a competitive market. The conversation emphasizes the importance of brand loyalty, retail presence, and the need for veterinarians to educate consumers in the digital age.
    takeaways
    • Hybrid feeding is the most popular choice among pet parents.
    • The rise of cooked food may challenge raw feeding's popularity.
    • New entrants like The Pets Table pose a threat to existing pet food brands.
    • Brand loyalty in pet food is less pronounced than in traditional brands.
    • Retail presence is crucial for building consumer trust in pet food brands.
    • Independent veterinarians need to improve their product offerings.
    • Veterinarians should focus on better margins and pricing strategies.
    • Consumer education is essential in the digital age.
    • Veterinarians must adapt to the changing landscape of pet care.
    • Building a personal brand is important for professionals in the industry.

    titles
    • Pet Feeding Trends: What Are Pet Parents Choosing?
    • The Hybrid Feeding Phenomenon: Insights and Implications

    Sound Bites
    • "I think it's peaked."
    • "They are a threat."
    • "Thanks, Sue."

    Chapters00:00Pet Feeding Trends: A Survey Insight
    04:04The Rise of Cooked Food in Pet Nutrition
    05:28The Impact of New Entrants in Pet Food Delivery
    09:01Brand Loyalty in Pet Food: A Comparison
    12:02The Importance of Retail Presence for Pet Brands
    14:48Challenges for Independent Veterinarians
    22:10The Need for Consumer Education in Veterinary Practices
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    26 min
  • Should Discounters hit Pet harder??

    Should Discounters hit Pet harder??
    Dec 9 2025
    In this conversation, Clayton and Sam discuss the current state of pet food marketing and retail dynamics in the pet industry. They explore the lack of innovation in pet food marketing, the repetitive nature of advertising strategies, and the need for brands to differentiate themselves in a crowded market. The discussion also delves into the challenges faced by retailers like B & M and Pets at Home, emphasizing the importance of understanding consumer preferences and the evolving landscape of pet products.
    takeaways
    • Pet food marketing has seen little innovation recently.
    • Consumers are bored with repetitive marketing strategies.
    • Brands need to differentiate themselves to stand out.
    • Fun and engaging marketing could revitalize the industry.
    • Retailers must adapt to changing consumer preferences.
    • Pets at Home struggles with brand identity and market positioning.
    • B & M's business model may not support premium pet products.
    • Consumers prefer choices over own-label products.
    • The pet food market is becoming increasingly competitive.
    • Understanding consumer behavior is crucial for success.

    titles
    • Revolutionizing Pet Food Marketing
    • The Future of Pet Retail

    Sound Bites
    • "Be more flamboyant and more flashy."
    • "Consumers want choices."
    • "You feel conned?"
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    23 min
  • The Changing Demographics of Pet Food

    The Changing Demographics of Pet Food
    Dec 2 2025
    In this conversation, Clayton and Sam discuss the booming pet industry, focusing on the increasing populations of dogs and cats in the U.S. and the rising spending on pet care. They explore the changing demographics of pet owners, particularly the shift towards younger, male cat owners, and the implications for product development. The discussion then shifts to innovations in pet food, particularly the introduction of microbial proteins, and the challenges of consumer acceptance. Finally, they examine the future of vegan pet food and the sustainability of these trends in the market.
    takeaways
    • The U.S. dog population is projected to reach 87.3 million by 2025.
    • Pet owners are spending an average of $1,700 per year on their pets.
    • Vet care accounts for a significant portion of pet spending, with dog owners spending more than cat owners.
    • The demographics of pet owners are changing, with more young men adopting cats.
    • There is a growing trend towards premiumization in pet products, especially for cats.
    • Microbial proteins are emerging as a novel protein source in pet food.
    • Consumer acceptance of new protein sources like microbial protein is uncertain.
    • The vegan pet food market is not expected to grow significantly in the future.
    • There is a difference in purchasing behavior between male and female pet owners.
    • The sustainability of innovations in pet food is a key concern for the industry.

    titles
    • The Booming Pet Industry: Trends and Insights
    • Changing Demographics: Who's Buying Pets Today?

    Sound Bites
    • "$1,700 is nothing, is it?"
    • "America are expensive man."
    • "Cheers, Duke."
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    26 min