This past April, Groomer's Choice Pet Products just had a 99-pallet purchase order from a buyer they met with at a previous ECRM Pet Session. That's right, you read that correctly: 99 pallets. 

And that's one of several customers they've landed from buyer meetings at ECRM Sessions. 

The brand, which started 28 years ago in a garage, has four grooming locations throughout the U.S. and a manufacturing warehouse in Sioux Falls, S.D., which makes more than 90 pet grooming products. These include shampoos, conditioners, tubs, tables, kennels, shears, blades – pretty much anything a professional pet groomer would need, and has recently expanded into the pet parent space, those consumers looking to groom their pets at home. 

I sat with National Accounts Manager Haley Thomas at ECRM’s recent Pet Session in Point Vedra Beach, Fla. to unpack what has led to the company’s success. Here's a few takeaways:

Products for all groomer's needs

Groomer’s Choice has a variety of products to accommodate any grooming needs a pet owner may have. This includes hypo shampoos for dogs with allergies, face shampoos, skin remedies for irritations, crusting, scaling and ringworm, and flea and tick deterrents. They also have grooming products for seniors and puppies. The products are made from naturally-derived ingredients, and are cruelty-free, soap-free and biodegradable.

Outstanding service

The staff is very service oriented. “In our meetings, we focus more on conversations and less on presentations,” says Thomas. “We’re a family-owned company and we want that to translate. We give out swag bags to the buyers we meet with, we bring our catalogs to show our full range of products.”

Intensive meeting prep

The Groomer’s Choice team goes into their buyer meetings, extremely well prepared, already knowing what the buyers company is about and what they are looking for and then they tailor their presentations accordingly. “We research every company we meet with so that we have an idea of what they are looking for and what their company is about, so each meeting is personalized,” adds Thomas.

Sales support

Since getting products on the shelf is only the beginning, they reassure the buyer that they will deliver outstanding sales support in getting those products from the shelves into shoppers baskets.

“We have two coordinators who handle the day to day processing of orders,” says Thomas. “Once they go through Tom Kaspar and they are in business with us, they get a dedicated account manager like myself. I’m there seven days a week if they need me. I can build custom portals, send samples, help troubleshoot. We give them all the attention they need. We’re going to go above and beyond to take care of your account because you are an extension of our brand.”

Watch the full video interview below to learn more!