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Candace D'Agnolo

Inventory is Both Your Biggest Asset and Greatest Liability




Which one of these three categories do you fall into? A) Jam-packed store … shelves overflowing, baskets filled on the ground, stockroom shelves stuffed to the ceiling. Maybe your store is the opposite? B) Shelves are sparse, some pegs are missing merchandise; you’re just waiting for your next shipment to arrive … whenever that is. Or perhaps you’re C) A well-stocked store with merchandise that has arrived in the last 30 days, but some goods have been there six months or even years!

I’m not going to lie. I’ve been A, B and C in my career as a pet store retailer. I struggled in every scenario. Why? Because the inventory wasn’t being managed properly.

To be a healthy and profitable retailer, you must understand that turning your inventory is everything. Inventory is your biggest asset and greatest liability. But how do you find that right balance?

Without monitoring your inventory regularly, you can often be left with too much stuff, eating up all your cash (as in A). You could be missing opportunities to make more money if you don’t have enough goods for sale (as in B). Or you could be losing money because you’re sitting on old inventory that’s depreciating, getting older and making you look more like a museum than an exciting place to shop (as in C).

Consider each of these approaches to be the boss of your inventory:



Stock what sells. Keep your best-sellers in stock, always, always, always! Even being one day of out of stock means potentially missing a sale and disappointing customers. Know your 25 best-selling items. Keep them in stock always. Have 1½ months’ worth of inventory in stock to meet the demand and replenish regularly.


Get rid of dead stock. Uncover any items older than six months, and put them all on sale. If your customers weren’t interested in buying it within the last six months at full price, they aren’t going to do it anytime soon. What you make by selling it will give you the cash to invest in something new and exciting.


Leave impulse shopping for the customer. Before you bring in something new, think about what it’s going to replace. It’s tempting when a manufacturer you love comes out with a new product, but will it be a new solution for your customers, or will it compete with something else on your shelves? Pay attention to your assortment to ensure you don’t have too many similar things.



Consider selling by volume. Look for opportunities to sell in bulk, case quantity or even by the dozen. Whether you provide your own packaging or include a case price on your signage, getting the customer to buy more of something increases sales.


Invest in a good POS. A modern point-of-sale system will help you track not just your inventory on hand, but sales and customer reports. Tracking and interpreting this data is critical to helping you manage your inventory and make good decisions when it comes to markdowns, restocking and promotions … all of which relate to inventory.

As an independent retailer you have the luxury to curate a selection of unique merchandise and make a beautiful presentation while doing it. Fresh new merchandise on a regular basis excites customers to come in more frequently.

Candace D’Agnolo owns successful pet business Dogaholics and offers business consulting at Pet Boss Nation. Get her checklist “10 Ways to Boss Your Business” at Contact her directly at


This article originally appeared in the September 2018 edition of PETS+.    




How to Keep New and Potential Hires From 'Ghosting' You

Catch the replay of this PETS+ Live! Lunch & Learn webinar hosted by Candace D’Agnolo of Pet Boss Nation. This episode featured Candace expanding on her June PETS+ column on preventing new hires and job candidates from “ghosting” you. Hint: Much of her advice will help you make better hires and keep happier employees.

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Candace D'Agnolo

The Basics Stats You Need From Every Customer

You’re missing out if you don’t collect customer data. Here’s what you should be asking for.




IF YOU ARE not collecting your customer’s information, you are missing a huge opportunity.

One of the main reasons is so you can send something in the mail to customers. I know: You’re already thinking mail is dead. However, sends lots and lots of mail. Not just direct-mail flyers, but handwritten thank-you cards, complete with the pet’s name and the product purchased! It shows the customer that they matter to the company and that Chewy cares about them. How do you show your customers you care?

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If you wanted to do something special for a customer, do you have enough information about them? Could you pick up the phone to inform them of a recall? Could you mail them a card congratulating them on their wedding? Could you remind them that their pet’s birthday is just around the corner?

Your list is everything. Think about how pet sitters, dog walkers, sales reps and mobile groomers have all of their clients’ information in a database. That’s like gold to them. They know every last detail about the pets and their owners. Now, apply this to retail, groomers, trainers and day cares, and think how these businesses can benefit as well from having their own thorough customer list and database.

Consider if you decide to move locations, or sell the business. You’ll want everyone to know about your move, or that a new owner is taking over and encourage their continued support and thank them for their years of business.

Here’s the information I believe you should collect from your customers and how you should tag them in your system/identify them so you can communicate with them based on their needs.

  • Full Name
  • Spouse’s / Partner’s Name
  • Address
  • Email
  • Cell Phone
  • Pet’s Names and Birthdays
  • Customer’s Birthday
  • Dog, Cat, Fish, Horse or Bird Owner
  • Breed of Dog, Cat, Bird, Etc.
  • Puppy vs. Senior Pet
  • Pet Gender
  • Multiple Pet Family
  • New Pet Owner
  • Loyalty Program Users or Frequent Buyer Food Program Users
  • Event Attendance
  • Participate in Training Classes
  • Grooming Customers
  • Top Customers (25 Percent Customers)

Having this kind of data about your customer is key. The online stores have it and use it. So should you. You will impress your customers when you’re ringing them up and you ask about their pet by name, or mention an upcoming birthday. It is a step above and beyond that shows you care.

Along with this process comes having a Customer Relationship Management — or CRM — system in place to easily insert the above information, utilize your customer segmentation, pull sales reports, send emails and so on. A good point-of-sale system should allow you to track all this information right in your system, then you can export that information and load it into one of these systems, which have all kinds of relevant strategies that you could use. Of course, there’s Mailchimp and Constant Contact, but there is also Zoho, Hubspot, Salesforce, Insightly and FreshSales.

Get started immediately, even if you just use an Excel sheet. Every person you meet in person (or even online) is a potential customer, and you should grab the information that you can! In September’s PETS+, I’ll share creative ways to get this information, so stay tuned!

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Candace D'Agnolo

10 Ways to Prevent New Hires from ‘Ghosting’ You

Here are some strategies to help you find the love of a true teammate.




ONE OF THE MAJOR challenges facing pet businesses is finding people to a) apply, b) show up for interviews and c) to get through training. “Ghosting” isn’t just a term used in dating when someone stops communicating with you. Job applicants and new hires just disappearing has become a big headache. Here are some strategies to help you find the love of a true teammate.

1. Keep your ears open for people you encounter and enjoy engaging with when you’re out and about. Say something like, “You’re so great at your job! I wish I had a team member like you.” You’ll find out if they are either perfectly happy where they are or are ready for a change. Maybe they feel underappreciated, or they are looking for extra work.

2. In your job posting, share what you can do for them. Of course, list job requirements, but to attract highly interested applicants, share more about why they would want to work for you. Share that the team can bring their pets to work, they can get discounts, or perhaps you have additional perks.

3. Don’t be so picky when sifting through initial applications. If you spot two or three things that stand out about the person, reach out. You can always train skills.

4. Pick up the phone. Call an applicant out of the blue. See how they handle the conversation. Keep the conversation light. Say that you received their application and would like to know why they applied. If you like what you hear, keep the conversation going. If you have to leave a message, tell them to call you back. If they don’t, toss the application.

5. While on the phone, explain that the first step of your interview process is for them to record a 3-minute video on their phone and send it to you. In this video, they need to state their name, share the best quality they would bring to your business and then tell how they can make an impact with that skill if they were hired. Give them 24 hours to text or email it to you. This puts the ball in their court and requires them to meet a deadline.

6. Toss them some easy projects. If it’s a sales associate position, have them work a sample table in your store for an hour. Give them some basic guidelines and then see how they interact with customers and whether they can get across the important things you wanted them to. Observing them in action tells you more than a sit-down interview.

7. Pressed to hire multiple people at once? Host an “Open Interview Day.” This is a great way to quickly go through applications while meeting people face-to-face, have a quick conversation and then move them onto a project like picking something from the store, doing some quick research on the product and then selling it to you. There’s lots of ways to run group interviews, and it all depends on the position you’re trying to fill.

8. Offer promising candidates the opportunity to work for a trial period. At our doggy daycare, we’ll bring in two to four potential dog handlers at different times throughout the week. This allows all team members to work with them and assess which person will be the best fit. Give the applicant a few core things they need to do, provide them with the opportunity to ask questions, and experience their work ethic and abilities before committing to a formal offer.

9. When you’re ready to make an offer, or just shortly after, make sure to communicate your vision one-on-one with them. Share the back story of your company and the direction you want to take the business. This will help connect the applicant to your business and may strengthen their commitment to you.

10. Always keep applications flowing in. Even when you’ve done an interview, and the person is in their training phase, still keep talking to potential hires on the phone and having them send in their video messages. This will give you some backup options in case your current trainee doesn’t work out as planned.

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Candace D'Agnolo

How Pet Businesses Can Profit From Facebook Live

In 60 minutes or less, you could make as much as you do during an entire business day.




PET RETAILERS AND MANUFACTURERS all over the country are making big bucks by going live and hosting what I like to call a virtual “Paw Party.”

A “Paw Party” is when you jump on a Facebook Live, have fun with your audience and sell stuff! In 60 minutes or less, you could make as much as you do during an entire business day. Seriously. My clients are seeing crazy results, and I want you to get a piece of the action.

How to Do It

Pick a date and time for your Paw Party. Tell your audience in advance, and do it at a time that you think the most people will show up (maybe at 7 or 8 on a weeknight). You’ll want assistance from two people. One can be helping with the camera and review comments on the video as they are coming in. And the other can help prepare product and be your assistant show host.

The merchandise you feature should have a number written on a card assigned to it. When you show the product to the audience, describe it, share the hashtag and tell the price. To increase the desire for the item, you can offer a limited-time discount or have a limited quantity to sell. If a viewer is interested, they type sold and the hashtag in the comments. There are a variety of ways you can accept payment, so come up with the way that will work the easiest for potential buyers and is something you can easily handle — phone call, website, PayPal, in-store, etc.

How to Make It Interesting

Treat it like a party you’d be hosting or would want to go to. Pick a theme based on the season or an upcoming holiday. Wear festive clothing or have an interesting backdrop to create a great visual. Make it BYOB … Bring Your Own Beverage. You could be toasting the viewers and chatting with them about what they chose to bring to the viewing party.

All great parties have games! Utilize a prize wheel (see Pet Pro Gear on page 23), numbered boxes, a dry-erase board, Post-It notes on a wall — really anything you can think of to help create a game of chance that can hold either a number or the name of a prize. Encourage your viewers when it’s time to play the game to participate with you in the comments of your post. Believe it or not, viewers love this! Have fun with your viewers, engage with them and keep your energy up.

How to Make It Profitable

Sell merchandise that you no longer want to carry. Maybe it’s older than six months. (Yes, you should mark it down and move it out if you’ve had it longer than six months!) While selling something at a discount doesn’t seem profitable, goods that are just sitting on your shelves like they are in a museum will serve you better to take what you can get and replace them with something that your customers want to buy. You’ll be surprised that what they won’t buy in store, they will buy on a live video sale. Why do you think the Home Shopping Network is so successful?

Are the wheels already turning? Here are two examples for inspiration:,

Grab your smartphone, head to Facebook or Instagram, and hit that “go live” button! Don’t overthink this! Just hit the button, look at the camera and be your wonderful self. This isn’t about perfection, it’s about taking action! We’re all rooting for you and can’t wait to come to your party!

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