Ethan Starr's questions to Oil-Dri Corp of America (ODC) leadership • Q3 2025
Question
Private investor Ethan Starr asked about Oil-Dri's strategy for growing its private label clay cat litter business following the loss of a significant account. He also requested an update on new distribution gains for the UltraPet crystal cat litter, including the number of new doors and retail sell-through performance.
Answer
Laura Scheland, VP & GM of the Consumer Products Division, explained that the growth strategy is focused on the lightweight litter segment, which is outpacing the overall category. The company is targeting 4-5 national retailers that do not yet carry its private label lightweight products. CEO Daniel Jaffee added that he is confident they will win back the lost account over time due to their product's superior, patented performance. Chris Lampson, Group VP of Retail and Wholesale, reported that UltraPet has significantly increased its points of distribution year-over-year, adding more than the business had at the time of acquisition, and is now focusing on driving private label crystal litter distribution.