While many pet retailers focus heavily on dogs, Pet Wants, the boutique pet food and supplies franchise, is helping franchisees find a powerful growth opportunity by leaning into cat nutrition expertise. For franchisee Jody Grant of Miamisburg, Ohio, for example, that approach has created a thriving, often-overlooked segment of her business.

“We have a very large cat owner customer base, and we have ever since we started the business,” Grant said. “There is a whole different cat community out there. Their animals are just as near and dear as the dog owners.”

Building Sales Through Foundational Nutrition Education

At the core of Pet Wants’ cat offering is a simple but highly intentional nutritional philosophy (the same applies to dogs): provide complete, high-quality formulas tailored to each life stage, while eliminating unnecessary fillers.

“We try to duplicate the methodology that we use for dogs,” Grant said. “We have formulas for kittens through cats. They have everything cats need and keep out the things that cats don’t need.”

That clarity makes it easier for franchisees to guide customers toward the right products and gives pet parents confidence in their purchasing decisions. Grant explains that the brand’s three core dry kibble formulas serve as the foundation of most feeding routines, with options that address different needs.

“Besides the dry food, we also offer a grain-free option, for example. We call it our ‘couch potato cat’ formula,” she said. “The lean cat food helps in that regard and is as satisfying as the regular.”

Expanding the Basket: Wet Food, Protein and Hydration

Education doesn’t stop at kibble. In fact, one of the biggest opportunities for franchisees is helping customers understand the importance of moisture and protein in a cat’s diet, which often leads to additional product purchases.

“Cats need moisture and don’t seek out water on their own,” Grant said. “Flowing water is very important. They are attracted to the sounds.” That conversation opens the door to complementary products like water fountains and feeding accessories, while reinforcing Pet Wants’ position as a pet nutrition provider.

Grant also emphasizes protein as a key differentiator, especially for aging cats. “I have an older cat that is 15, and he was bottle-raised. He eats way more wet food than dry food because of the protein content,” she said. “He needs additional protein. This is very important to most cats.”

These types of personalized insights not only help customers make better decisions but also deepen relationships and increase overall transaction value.

Meeting Cats Where They Are: Variety and Personalization

Cats are famously selective eaters, and Pet Wants franchisees use that challenge as an opportunity to showcase the breadth of their product line. “Cats are known for being finicky,” Grant said. “We sell a wide variety of cat treats. I sell a sushi line with flaked tuna for cats! You can put it over their meals. We also sell whole minnows or herring.”

For cats that prefer other flavors, Pet Wants offers a diverse range of proteins, including chicken, turkey, lamb, rabbit and even kangaroo. This level of customization allows franchisees to solve problems in real time, whether it’s a picky eater or a pet with dietary sensitivities, and keeps customers coming back for tailored solutions.

Pet Wants’ product mix extends well beyond nutrition, giving franchisees additional ways to engage customers and increase revenue per visit. “We even offer our own dry kibble treat. We have chew sticks and CBD products as well,” Grant said. “I also carry a homeopathic line of remedies.”

These products are often introduced through consultative conversations, where franchisees recommend solutions based on specific behaviors or concerns.

“A lot of the time, customers are looking for solutions just like dog owners,” Grant said. “Maybe a cat won’t come out from underneath the furniture, for example. If you give them feline oil, they’ll start to come out. That kind of advice is really valuable.”

Ultimately, Grant says that expertise-led selling is about building a loyal customer base that fuels long-term growth. “Our cat-inclusive approach definitely helped drive sales for the business,” she said. “It just builds a larger community of pet owners and pet lovers.”

Ready to build a business rooted in purpose, passion and pet health and wellness? Visit https://1851franchise.com/petwants/info to learn more about franchising with Pet Wants.