There is one product that can be found in every cat household and in every cat aisle: cat litter. In retail stores across the country, litter is considered a staple, with constant and consistent turnover. It is one product that cat owners will continue to use on a recurring basis, so it usually occupies a substantial amount of space in every pet store.

Retailing cat litter successfully requires some knowledge of available litter choices and how different manufacturer lines compare. The right product needs to be recommended for each customer’s need. With limited space in most pet stores, carrying the appropriate bag or container size is equally important–particularly when litter is heavy, difficult to move around and takes up space.


Brand A or Brand B
So what litter are cat customers buying nowadays? According to the American Pet Products Association’s National Pet Owner’s Survey, the most prevalent type of litter used is the clumping/scoopable variety, which is used by 74 percent of customers. Clay litter, the grandfather of all litters, is the second most popular type of litter used, with 20 percent of customers still purchasing it. Other non-traditional varieties fall in with only one or two percent of cat customers buying the product.

In general terms, cat litter works by absorbing urine and by covering feces, thus cutting back on or eliminating bacteria and odor.

Most indoor cats will do well with unscented clumping litter. Clumping litters make daily cleaning much easier for pet parents. Rather than urine collecting on the bottom of the litter box, it forms hard clumps that are easily removed. Additional litter is added to the box to keep the litter level up and the box is generally cleaned less frequently as compared to clay non-clumping litter.

Clay litters are usually unscented but may contain baking soda or scented fresheners. They also have a tendency to be dustier. Clay-based litters need to be scooped daily, and the box emptied and cleaned on a weekly basis. Most retailers selling traditional clay-based litters will find the bags going out to multi-cat households and owners of outdoor cats.

The most popular bag sizes purchased by customers fall into four categories: 40-plus pounds, 26 to 39 pounds, 11 to 25 pounds and less than ten pounds. Most customers (46 percent) buy the 11-to-25-pound option, while 22 percent purchase the less-than-ten-pound option. Sixteen percent of owners choose the 26-to-39- pound option, while only 12 percent buy 40-plus-pound bags.

As you can see, the varieties of litter types can become extensive. Add to this the additional choice of bag or container sizes, and litter can quickly exceed its allocated space in the cat aisle. Retailers should pay special attention to customer needs and stock litter that meet these needs. Make sure to offer a few specialty litters for the customers who require them. It is also a good idea to stock earth friendly options.


Helping Customers Choose
Choosing a litter the family cat will comfortably and consistently use is definitely a must. Some cats can be very finicky and will promptly let their owners know if they don’t like the choice. For this reason, stocking cleaning products, like stain removers and odor eliminators is a must.

Retailers can recommend popular brands to new cat owners, but be sure to have some other options available if the cat is being picky. Exceptional customer service will go a long way towards eliminatingconfusion about the variety types and brands, so be sure to provide the same assistance with litter as you would every other item.

Remind customers that cats that do not use the litter box properly or are inconsistent in using the box may not always be disputing the litter choice; they may also be unhappy about how clean the box is being kept. Also let customers know that many cats prefer privacy, and offer to sell them litter lids. The size and placement of the box can be equally important, so stock a variety of options. These tips can easily become an additional sales opportunity for new boxes and cleaning items.

 Most litters can just about sell themselves, but getting them home is another story. Offering to help customers get the litter to their cars, or even offering a free home-delivery service, will go a long way in showing these cat owners that the store is there to make their lives a bit easier.  After all, there are 38.2 million American households with cats, most of which use litter and related products, so this can be big business for pet stores.


John Tyson is a freelance writer and photographer who resides in Houston, Texas. He has 20 years combined experience in the pet industry as multi-store owner, general manager and industry journalist.