Alex Fees talks with Dean Reyes about his company Higgins Premium Pet Food at the 2008 Pet Expo convention in Baltimore.
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Alex Fees: I’m Alex Fees for Small Business Television, SBTV.com. We are on location in Baltimore at the 2009 Pet Industry Spring Trade Show. It is brought to you by H.H. Backer Associates, publishers of Pet Age magazine.
Dean talk to me about the course of last 12, 18 months, what’s it been like?
Dean Reyes: It’s been rough, it’s a little rough but most have got to do with which we’re going with in general. We do a basically with exotics and small0 animals and that segment itself has been, you know, just people are pulling back and obviously trying to save money so there has been some issues where maybe they’ve won more the supermarket rat as opposed to the premium rat in certain cases but honestly, we’ve been able to maintain what, I’ve heard lot of my competitions has not been able to maintain certain and grow certain market shares across the country.
Alex Fees: How do you conquer that?
Dean Reyes: Mostly, what we’ve been finding out in talking to people has been, we’re an independent spread, we don’t go to mass markets, we don’t do WalMart or the Pet Smart or the Pet Codes so a lot of these independent store chains, kind of when the went away years pass, when everything was going wonderful, they ventured into the popular name, if you will, the catch phrases that were in all these mass marketers. Now when things got tough, I think they kind of look back at their financial statements, if you will and said what brands are going to make us money, where are margins and where don’t I have to compete with these guys, these mass marketers that are now certain to lower their prices to try and bring business in and we seem business grow because of that.