Disrupting the Pet Industry with Gary of Direct for Pets

Today, Clayton is joined by Gary from Direct for Pets, also known as Black Cat Medicines. Gary shares the origin story of the business, starting from its roots in a veterinary surgery and evolving into a successful online pet store and pharmacy. They discuss the growth of the business, the challenges and successes of selling on multiple channels like Amazon, Tesco, and eBay, and how they navigate the complexities of the pet medication industry.  KEY TAKEAWAYS Direct for Pets began within a veterinary practice, addressing customer demand for buying pet medications online with a prescription. The business thrives by being available on various platforms like Amazon, Tesco, and eBay, catering to different customer shopping preferences. The pandemic significantly boosted their online sales, as they became a vital lifeline for pet owners who couldn't visit physical stores. Direct for Pets focuses on working with reputable brands and ensuring all products are tested and genuine to maintain customer trust. The company is continuously evolving, recently moving into a massive 40,000 square foot logistics facility and expanding its product range to include the equine sector. BEST MOMENTS "We've created what we think is a really nice online veterinary pharmacy, but also an online pet store really that supplies all the different types of products that you would need for your pet at home." "Customers have a right to buy from wherever they feel comfortable buying from." "We became the lifeline really for supply [during COVID-19]." "We don't just sell any tat, if I'm honest. Everything is tried, tested, genuine." "I think 2026 is all looking really interesting for us. Lots of new brands, lots of existing supplier relationships and yeah, just slowly growing the business really." HOST BIO Clayton Payne is an industry veteran of three decades of working in the pet industry. Brought up working in his parents' pet store, Clayton has seen the industry evolve over five different decades and has been on the cutting edge of the industry since the nineties. Building pet businesses from scratch, establishing multi-national distribution chains and having worked in every aspect of the industry, Clayton has a rare insight into the Pet Industry that is rivalled by few. Clayton has been the spearhead of many of the industry's changes and has introduced numerous new concepts to market with a trail of success behind him. He has worked in numerous countries within the pet industry, speaks four different languages and has established both import and export relationships on all continents (excluding Antarctica). As well as being COO of one of the UKs fastest growing insect technology companies, Clayton is a Pet industry consultant who has consulted for many household brands and delivers sales training to pet trade professionals. https://www.linkedin.com/in/clayton-payne-a6772244/ https://www.tiktok.com/@petbusinessdisruptors https://www.youtube.com/@PetBusinessDisruptors This Podcast has been brought to you by Disruptive Media. https://disruptivemedia.co.uk/