indsay was in her office when she heard the salon door open. She couldn’t see who came in, but she quickly realized it was “Roadkill” Charlie…because she could smell him.

Charlie is an ancient Lhasa Apso Lindsay has been grooming for years who has a mouth full of rotten, tartar-encrusted teeth. The hair around his mouth and down into his chest is matted and reeks from his constant drooling. That smell is what earned him the nickname of “Roadkill” with everyone in the salon. To make matters worse, none of Lindsay’s stylists want to groom Charlie, and not only because of the smell, but because his mouth is painful so he doesn’t want anyone to work around his face.

Charlie’s owner, an older gentleman, says, “He really stinks today. Make sure you give him a heavy-duty bath.”

To which Lindsay replies, “Charlie smells bad because of his mouth. His teeth and gums are terrible.”

“Well, I give him Milk Bones. They are supposed to keep his teeth nice. The trouble is, he won’t eat them,” his owner counters.

Lindsay shakes her head in frustration and says, “He can’t eat them. His teeth are bad and his mouth is sore. I tell you every time you come in that you need to take Charlie to his veterinarian.”

Does Lindsay’s story sound like anything you have experienced?

Most of us have probably groomed pets that have never had any kind of dental care in their life, whether we were aware of it or not. Unfortunately, there are lots of dogs like Charlie who have rotting teeth, tartar buildup, painful and inflamed gums, and breath so bad that a mask has to be worn while grooming. Of course, you can’t do much about pets that have advanced periodontal disease except refer them to a veterinarian, but you can educate your clients on the importance of their pet’s dental health.

The key to good oral health in pets is prevention. Did you know that by the time a pet is three years old, most will exhibit evidence of dental disease? The ideal time to introduce them to a dental hygiene program is before there are any problems. As a groomer, you have a unique opportunity to assist owners in giving their pets a lifetime of good oral health. Your clients value your knowledge and accept your guidance and recommendations.

You, as the groomer, will also benefit. Your job will be much easier if the pet doesn’t smell unbearable and is not in pain and resisting or trying to bite when you are working around their face. In addition, retailing oral care products can become a significant stream of revenue for you.

The first step is educating yourself, like Lindsay did. She attended trade shows to learn about the vast array of dental health care products. She also went to seminars and took online classes to learn how to incorporate pet oral health into her grooming business. Lindsay began by offering pet toothbrushing and breath-freshening spray as a profitable add-on service in her salon, which opened the door for her to introduce other pet dental health products for at-home use.

There is a plethora of products available to help with oral health care of both dogs and cats, but it’s best to look for those that have the Veterinary Oral Health Council (VOHC) seal. The VOHC reviews and recommends products that have been scientifically proven to provide safe and effective oral hygiene and disease prevention for companion animals.

Some of the first retail items Lindsay stocked were toothbrushes, pet-specific toothpaste and oral wipes. She even showed owners how to brush their pet’s teeth at home for a higher success rate in maintaining good oral health. Later she introduced food and water additives to her retail line that help to loosen plaque and destroy odor-causing bacteria. These have really become a favorite of owners who can’t (or won’t) brush their pet’s teeth.

Lindsay also stocks chew toys that are designed to remove and prevent plaque and tartar buildup as the dog or cat plays with them. One of the biggest sellers are rope toys, which floss the teeth as the dogs enjoy chewing on them. She carries a large selection of dry food and dental treats, which work as they come in direct contact with the teeth while chewing and help to remove plaque and tartar.

The other benefit is that her clients have the convenience of getting their pet’s food, treats, and toys at the same time and place their pet is being groomed. Almost every pet that comes into Lindsay’s salon gets the toothbrushing and fresh breath add-on service, and they usually go home with chew toys and dental treats. She has seen tremendous results in pets that receive her services and use the products that she sells, and she has seen her profits rise as the clients purchase these products at every grooming visit.

Lindsay has wholeheartedly jumped on the pet oral health bandwagon. Every person that comes into her salon gets a brochure that explains the importance of oral health and dental care for their cats and dogs, and it lists the products and services she offers and how they will benefit their pets. In addition, Lindsay always recommends that they take their pets for regular veterinary check-ups.

It’s a winning situation for everyone—pets with better dental health, happier owners and added income for you. And now, for Lindsay, grooming dogs like “Roadkill” Charlie is just a bad memory.