Waiting room sales (part two) – choosing the right product range

17th November 2023
Pet retail
Practice Management
Waiting room sales

Part two in our series of blog posts on making the most of the waiting room sales opportunity in your practice.

Determining what products to stock is obviously going to depend on what type of animals you see in your practice and what the split of those animals might be. Pet retail sales are generally dominated by products for dogs and cats, but there are options for small animals and horses too. 

It’s also important to consider the factors that can influence the preferences and purchasing decisions of your clients. Here are some key aspects to take into account:

Firstly, what’s the primary focus of your business? Are you wanting to target health-conscious pet owners who prioritise healthy and natural treats? Or perhaps specialise in behavioural products to address specific issues like anxiety or aggression in pets?

Next, think more about what types of animals make up your customer base. Are there certain breeds or sizes of dogs, for example, that are more prevalent in your area? This information can influence the types of products you choose to stock, such as toys or specialised grooming supplies.

Don’t forget that you also need to consider the demographics of your target customers. Are they predominantly young professionals, families, or retirees? Understanding their preferences, lifestyles, and spending habits can help you tailor your product offerings to their needs and desires.

An additional aspect to consider here is sustainability. Pet owners, especially younger pet owners, are increasingly looking for environmentally friendly alternatives for the products they buy for their pets. So, eco credentials should be a key consideration when choosing your product range.

And finally, take a look at the competition in your local area. Is there another practice nearby that offers waiting room sales? Maybe there’s a pet retail store just down the road. If so, take note of the products that they offer and see if you can identify any gaps or opportunities to offer unique or veterinary-exclusive products that will make your waiting room products stand out from the competition.

Find out more in our blog post series:

Waiting room sales (part one) – an opportunity not to be missed
Waiting room sales (part three) – the top product categories to stock
10 top tips to maximise waiting room sales (part four)

The article was originally posted in The Cube magazine, October 2023 issue. Click here to read the magazine.