Selling Retail Products in Your Grooming Salon: A Starter Guide

Your clients already ask you for advice. Which brush works on a curly coat? What shampoo is gentle on itchy skin? Selling a small range of products answers those questions and adds income to every visit, without needing another groomer or another hour in the day.

Why retail works in a grooming salon

A grooming salon has something most pet shops don't: trust and a reason to recommend. You have just spent two hours with the dog. When you suggest a brush to keep the coat tangle-free until next time, it is genuine advice. That makes retail feel helpful rather than pushy.

Choose the right products

Start with what you already use and believe in. Shampoos, conditioners, brushes, combs, ear cleaners, dental chews and coat sprays are natural fits. Add a few treats and accessories if you have the space. Ten to twenty products is plenty to begin with. A small, well-chosen range is easier to manage and easier for clients to choose from.

Display where people wait

The best spot is near the desk where clients pay and collect their dog. Keep shelves tidy, show prices clearly and group products by need: "for long coats", "for sensitive skin", "for puppies". A small sign saying "Ask us what we used today" starts plenty of conversations.

Recommend, don't push

The easiest sale is a natural recommendation at pick-up: "We used this oatmeal shampoo today because her skin was a bit dry. If you bath her at home between grooms, it would really help." No pressure, just advice. Groomers who mention one relevant product per visit often sell far more than those with a big display and no conversation.

Price it properly

Work out what each product costs you, including delivery, and set a price that leaves a healthy margin. Check what nearby pet shops charge so you are not wildly out of line, but don't try to be the cheapest. Clients pay for convenience and your recommendation.

Keep stock under control

Retail goes wrong when stock is guessed. Products expire, popular items run out and slow sellers gather dust. Keep a simple record of what you have, what sells each month and when to reorder. In PetConnect, retail sales and stock levels are tracked together, and products can be added to a groom checkout, so the client pays once for everything.

Bundle with services

Bundles make choosing easy. A "puppy starter pack" with a gentle shampoo, a soft brush and a few treats is a great add-on to a first groom. A "summer coat care" bundle can go with a de-shedding treatment. Bundles lift the average spend without feeling like a hard sell.

Online orders and pick-up

Some clients will want to reorder without coming in. Letting them order online and collect at their next groom, or have it delivered, keeps the sale with you instead of an online store. PetConnect supports online orders with pick-up and home delivery, linked to the same stock.

Measure what works

After three months, look at your retail sales by product. Drop the slow sellers, reorder the winners and try one or two new lines. Over time, you will build a range that fits your clients perfectly.

Train the team

Your groomers are your best salespeople, because they know the dogs. Spend a few minutes showing the team what each product is for, and encourage them to mention one product that suits each dog at pick-up. Simple product knowledge turns into steady sales.

Mistakes to avoid

• Buying too much too soon. Large orders tie up cash and space. Start small and reorder often.
• Stocking what you wouldn't use. Clients trust your opinion. Only sell products you would happily use on your own dogs.
• Hiding prices. Many people won't ask. Clear price tags make it easier to buy.
• Letting the display get dusty. A tidy, well-lit shelf sells far more than a cluttered corner.

Retail and GST

If your business is registered for GST, remember that most retail products include GST in the price. Your software should record it on every sale, so your Business Activity Statement is easier to prepare. In PetConnect, GST is shown on each item and on your sales reports, alongside your grooming services. If you are unsure how GST applies to a particular product, check with your accountant before you start selling.

Seasonal ranges

Retail follows the seasons just like grooming does. In summer, think cooling coats, paw balms for hot paths and flea and tick products. In winter, dog jumpers and coats, gentle skin conditioners and extra-absorbent towels sell well. Before Christmas, small gift bundles and treats are popular with owners shopping for their own dogs or friends' pets. A small seasonal shelf near the desk keeps the display fresh and gives regular clients something new to look at every visit.

Want to see how sales and stock work together? Visit our store and retail and inventory pages.