In conversation with Goutam Guha- Founder of PGPET and Yancal International, he delves into his journey from being a corporate employee to becoming one of the leading pet companies. He put different hats of a distributor, retailer and manufacturer.
Question: What inspired you to start PGPET and Yancal International in 2009 when the industry was at a very early stage?
I can tell you that back in 2009, By qualification I am Cost Accountant and was working as a Tax Manager at Haldia Petrochemicals Limited (HPL) in Kolkata. At that time, I noticed that many pet parents were looking for quality services, whether in products, grooming, or veterinary care but such options were very limited. One of my friends had a pet, and I remember they were struggling to find a good veterinary clinic for their dog. That incident stayed with me. Meanwhile, as I continued my job in the petrochemical industry, I started thinking about how I could contribute to creating more job opportunities for people and also do something meaningful for society.
I realized that as long as I stayed in a job, my ability to create those opportunities would be limited. So, I decided to take the entrepreneurial route. That’s when I saw potential in the pet care sector, an industry full of passionate, emotional people who genuinely love their pets but lacked access to quality products and services. That thought became my turning point. I entered the pet care industry in 2009, and over the years, we’ve gradually built our business. Now, after about 15–16 years in the industry, my focus remains on two things—contributing to the growth of the pet care ecosystem and creating job opportunities for others. That’s the small story behind how it all began.
Question: What were the initial hurdles and challenges that you faced when you first tried to establish your business?
In the early days, I used to finish my job as tax manager at HPL by 5:30 p.m., then head straight to the Burrabazar wholesale market to buy materials or receive materials from transport. I’d load everything into a car or taxi, take it to my small godown, and work on accounting till late at night—sometimes 1 a.m. It was tough, but I never saw it as a challenge. It was my passion and dream that kept me going. When you truly love what you’re building- time, place, and effort stop mattering.
Question: How important it is to have knowledge in finance for a startup and how did your background help in growing your business?
Coming from a finance background, I realized early on how crucial cost and management accounting is in running a business, especially for startups like ours that couldn’t afford high-end consultants in the beginning. My training helped me understand every aspect of fixed cost, variable cost and other hidden costs and how each impacts decision-making. Many entrepreneurs tend to overlook these small but critical details, yet they often decide the fate of a project. Learning to approach business through data-driven systems, tracking every cost component, and applying financial discipline from the start became the foundation of my journey.
That financial mindset has shaped how I built and managed my pet care business from scratch. It taught me to remodel operations whenever cash flow or profitability became a concern and to make every move with calculated precision. Thanks to this grounding in finance, I’ve been able to create systems that are efficient, data-based, and sustainable, helping me take the right decisions at the right time while maintaining a healthy balance between growth and stability.
Question: What are the kind of trends in the Indian Pet Industry?
If I have to describe the transformation of the pet industry in one word, it would be humanization. Back in 2009, people certainly loved their pets, but they were still seen as companions, not family. The mindset was very different – pet care was basic, spending was limited, and the idea of “pet parenting” barely existed. But after COVID, everything changed. People began to see their pets as true family members, even as their own children. This emotional bond brought a new level of care, attention, and willingness to invest in their pets’ happiness and health.
Today, this humanization has reshaped the entire industry. Pet parents now prefer premium food, organic treats, stylish accessories, and advanced healthcare products – spending thousands where earlier they spent only a few hundred. Every product category, from toys to tick collars, has evolved to meet this growing demand for quality and comfort. The shift is not just in products but in mindset, pets are no longer “animals at home,” they are family. And this one change, this humanization, continues to drive the industry’s growth and innovation.
Question: Can you share the motivation behind your book “The Secrets of Dog Accessories” and its takeaways?
With five stores under our brand, I’ve had the opportunity to interact directly with countless pet parents and observe their buying behavior. Over time, I realized that most pet parents tend to purchase based on their own preferences rather than their pets’ actual needs. In our industry, the buyer and the end user are different, unlike other sectors where both are the same. For example, a pet parent may choose a collar or harness because it looks attractive, but it might not be comfortable or safe for the pet. This insight helped me understand how important it is to guide pet parents to make choices based on comfort, safety, and wellness rather than aesthetics.
What many don’t realize is that accessories need to be chosen as carefully as food or medicine. The right bowl, leash, or harness varies depending on the breed, size, and behavior of the pet. A bowl suitable for a Cocker Spaniel may not work for a Pug, just as the accessories for a large breed should differ from those for a small one. This understanding of product functionality and pet comfort is essential for responsible pet parenting. Educating pet parents about these nuances can go a long way in ensuring the safety, health, and overall well-being of pets.
Question: What are the key things that one should keep it in mind in order to keep a successful franchise business?
When it comes to offering franchises, I believe in quality over quantity. For me, selecting the right partner is far more important than expanding quickly. I don’t hand over a franchise just to increase numbers, I prefer to work with one ideal person in a year if needed. The key is to choose people who are genuinely passionate about pets, mentally prepared to carry the brand forward, and financially capable of managing it responsibly. To ensure this, we follow a structured selection process that includes detailed questionnaires and evaluations. This helps us assess the applicant’s intent and mindset beyond what they say in conversation. Once chosen, we make sure the franchise model is simple, profitable, and completely transparent — no hidden costs or unrealistic promises. After all, a franchise is a partnership, and trust is the foundation of any long-term collaboration.
Equally important is providing thorough training and operational support. Every franchise partner receives a comprehensive 12-month guide that covers product knowledge, store layout, seasonal merchandising, display techniques, and customer engagement strategies. We also ensure efficient supply chain and inventory management, maintaining fair pricing that allows our partners to stay competitive in the market. Charging franchisees more than market rates or treating them differently from company-owned stores is something I strongly avoid. I believe that franchisees should feel like an extension of our own team — partners in growth rather than just business associates. This approach may grow slower, but it builds a stronger, more sustainable network based on integrity, transparency, and shared success.
Question: My final question is, how do you see the growth trajectory for PGPET and YANCAL International? Do you have plans or ambitions to expand your product line, scale manufacturing, or export to international markets?
Our business operates across both B2C and B2B segments. We currently have two manufacturing units one in Kolkata and another in Ghaziabad, where we produce a range of pet apparels such as T shirts, Jackets, Sherwani, Beds and many more as well as Pet accessories like Leash, Collar, harness and many more products. Additionally, under our in-house brand Petex, we manufacture a range of pet cosmetics including perfumes, shampoos, Conditioner, Serum and many more which are already being exported to several countries. Moving forward, we plan to expand exports, strengthen our white-label manufacturing for wholesalers, and introduce new initiatives such as pet insurance, teleconsultation, and eventually mobile grooming services through our e-commerce platform, www.petindiaonline.com. We are also working on innovative bedding solutions that provide cooling in summers and warmth in winters, all designed to enhance pet comfort and wellness.
Every business decision we take is driven by data rather than intuition. From identifying trending products to planning production and pricing strategies, data guides every step. My background in cost and management accounting has taught me the value of relying on facts over feelings because when you bootstrap a business, every rupee and every decision counts. This data-driven approach helps us stay agile, profitable, and ahead of trends, while ensuring that our customers always receive quality products at the right price. Ultimately, success lies in balancing innovation with financial discipline and in staying grounded in both passion and precision.