Equestrian Trade News
T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y
December 2015 Volume 39, No 12 Monthly
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RIGHT ON TIME!
• Earlier dates for BETA International 2016 • Latest show news inside T h e Vo i c e o f t h e E q u e s t r i a n I n
BACK IN LINE
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View our brand new AW15 Collection now on line www.sherwoodforestltd.com
... the magazine for the industry, about the industry, by the industry
Editor’s Comment WELL done BETA on what was your best annual Conference yet (see report in this issue of ETN). The theme of participation really got delegates fired up. They were still talking about how to get more bums in saddles - and why it matters to our trade – over lunch, during the tea break, even in the ladies’ loo. Wendy Hofstee’s plea to “keep riding fun” was perhaps the ultimate take-home message. Her holiday company teaches novices to canter on a French beach; a truly a saleable image. Clearly caught up in the heat of the moment, a couple of (male) non-riding conference delegates pledged to get on a horse soon. Come on, chaps, let us know how you’re getting on (or off)… A FRIEND who had some arena mirrors installed asked me to pop over and see what I thought of them. Well, I was amazed. The mirrors reflected the surrounding sky, scenery and greenery; they created extra light, space and interest. Surely the same effect could be achieved in a shop… We’ve all gone crazy for e-this and digital-that; yet sometimes it pays to return to the physical. I hope you enjoy our feature on using mirrors in-store in this issue. ETN readers can be reassured that the printing of these pages is as environmentally friendly as possible. Our printers, G H Smith & Son, already use vegetable based inks and next year will be moving to chemical free plates. “We’ve always been as green as we possibly can be,” says director Rupert Smith. SOMEONE new to an industry often offers a welcome fresh perspective. Enter Luke Saunders, recently appointed brand manager for Spillers. Previously with Fox’s Biscuits, Luke says he’s enjoying learning about horses. When it comes to business, however, he points to a glaring similarity “It doesn’t matter whether you’re selling biscuits, chocolate or horse feed, the same fundamentals of marketing still come into play.” ISN’T it lovely when a customer – or in ETN’s case a reader gets in touch to say “thank you”? Someone called me today who’d been helped by something she’d read in these pages. It took her only a few minutes to pick up the phone and pass on her gratitude, yet it made me feel good all day. On that warm-hearted note, my ETN colleague Nicki Lewis and I wish all our readers and advertisers a happy, hearty Christmas and prosperous New Year.
Liz Benwell
CONTENTS
DECEMBER 2015
NEWS.................................................................... 4 PRODUCT NEWS................................................... 9 BETA INTERNATIONAL NEWS COVER STORY All the latest ahead of the show on 24 – 26 January.............................................. 12 2016 BETA CONFERENCE & AGM How this year’s theme caused lively debate....... 14 PEOPLE Who’s new, who’s moved?.................................. 16 SMS ACCREDITED SADDLE COVER STORY FITTING CPD....................................................... 18 SECOND-HAND SADDLES We explore the market....................................... 21 LEATHERCARE Looking after leather for life.............................. 24 BETA MEMBERS’ PAGE....................................... 27 RETAILER PROFILE Deborah Hayward visits Equestriana of Ashby-de-la-Zouch......................................... 28 WHOLESALERS FEATURE COVER STORY Pop down to the one-stop shop........................... 30 Directory of wholesalers.................................... 31 SUPPORT FOR RETAILERS Using mirrors for in-store impact...................... 42 Who goes the extra mile for stockists?............... 43 LEGAL DIGEST COVER STORY Be ready for unwanted gift returns.................... 44 COUNTY COURT JUDGMENTS............................. 46
FRONT COVER: Make a date for an earlier than usual BETA International 2016 at the NEC, Birmingham on 24 – 26 January. The official show preview appears in ETN’s January issue. Visiting BETA International is free on pre-registration at www.beta-int.com
News
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Air jackets “unlikely to prevent fatalities"
No jacket required
Next year, dressage riders can choose to compete without a jacket in hot weather – but must wear stipulated waistcoat, shirt and tie. (Pictured is Michael Eilberg, courtesy Amerigo/Zebra Products).
UNDER a new British Dressage (BD) rule, competitors can decide for themselves whether or not to wear a jacket in hot weather. Previously it was the show organiser’s or judge’s call. The new rule goes on to stipulate what must be worn in terms of waistcoats, shirts and ties – offering retailers extra sales opportunities. The new BD rule says: “In regular competitions, riders may choose to ride without jackets and wear a fitted, plain, conservative-coloured waistcoat “If no jacket is worn a suitable long/short-sleeved shirt that fastens at the neck (white or cream, and not bright or multicoloured) with a tie, American collar or correctly fastened stock must be worn.” Many unaffiliated shows use BD rules for their fixtures.
A STUDY into air jackets has found that they are unlikely to prevent fatalities should a horse fall directly on a rider. British Eventing (BE) asked the Transport Research Laboratory (TRL) to examine the effectiveness of air jackets in protecting riders from crush injuries. The research also aimed to understand the forces involved which may help identify better ways to safeguard riders. TRL tested a BETA 2009 Level 3 body protector and an air jacket by dropping a 487kg equine [small horse] cadaver onto a crash test dummy from 1.2m and measuring the chest deflection. The air jacket slightly reduced the compression of the dummy’s chest. This reduced the predicted risk of severe chest injury from 94% to 81% - a beneficial effect. However, said TRL, there is still a high probability of riders sustaining a severe injury, even when wearing the air jacket. Researchers concluded that while the air jacket may provide some safety improvements, it’s unlikely to prevent fatalities should a horse fall directly on a rider. Between July 2013 and June 2014, there were 45 falls on BE cross country courses in which a horse somersaulted – so called rotational falls. “The latest research study revealed that while air jackets may have some safety benefits, fatal and serious injuries are still highly likely to occur should a horse fall directly on to a rider,” said BE in a statement. BETA is currently working on an industry standard for air jackets worn with body protectors. The project has the support of BE. Referring to the TRL research, BETA executive director Claire Williams commented: “BE has kept BETA fully informed of this work throughout including sharing the full results with our association. The work undertaken by TRL will no doubt assist greatly in working forward.”
Sign of the times INTERNET retailers who aren’t using emojis – such as the smiley face or thumbs up images - could be failing to capture new customers. “Our research shows that 92% of the online population now use emojis,” says David Jinks of delivery company ParcelHero. Customers are particularly keen to use emojis to give e-retailers feedback on products and deliveries, he added. “After all, a smiling face or a frowning face for that matter - says a thousand words.” Equestrian retailers take note. Apparently women are more likely to use emojis than men.
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Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales@equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 0345 6185007 Advertising Sales: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 Fax: 01937 582778 Advertising Copy: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111
DECEMBER 2015 EQUESTRIAN TRADE NEWS
Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world). The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group. Copyright: All material is copyright Equestrian Management Consultants Ltd. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com ISSN 1462-9526
Abbey England....................................................39 Absorbine...........................................................25 The Academy of Master Saddle Fitting..................21 Ackland Clark Co Ltd............................................34 Agrihealth...........................................................41 Animalife..............................................................3 Argo Feeds Ltd....................................................40 Baileys Horse Feeds.............................................17 Battle..........................................................23 & 34 BETA International...............................................46 Brogini..........................................................7 & 36 Citrus Lime..........................................................12 Classified.............................................................45 Earlswood Supplies Ltd................................29 & 39 Ekkia...................................................................38 Equisafety.............................................................9 Faulks & Cox Ltd..........................................15 & 40 Horka International BV...................................6 & 36 Horze..................................................................38 Hucklesby Associates...........................................32 Jenkinsons...................................................13 & 41 John Whitaker International.........................33 & 34 Mackey...............................................................38 Mirza Shaharyar Baig Groups...............................34 Natural Animal Feeds........................................ OBC Omni Capital Retail Finance Ltd............................11 Pampeano...........................................................38 Race 4 Leather.....................................................26 John Rothery (Wholesale) Co Ltd..........................36 Saddlery Trade Services (STS Walsall)....................31 Schockemöhle Sports...........................................32 Seals Fodder Room Ltd........................................32 SEIB....................................................................31 Sherwood Forest................................................ IFC Shires Equestrian Products...................................41 Snowhill Trade Saddlery..............................32 & IBC Spoga...................................................................8 L S Sales (Farnam) Ltd....................................5 & 40 Trilanco.......................................................35 & 36 United Sportproducts Germany GmbH..................41 Weatherbeeta.............................................37 & 40 Westgate EFI.......................................................31
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Retailers visit new look Walsall factory VALE Brothers invited members of the trade to view its newly combined, multi-brand Walsall factory at the end of October. The company has streamlined production into one large premises following its acquisition of Jeffries Saddlery - and associated brands Falcon, Eldonian, Wembley and Brady Bags earlier this year. Vale Brothers was already operating from two Walsall sites where Harry Dabbs saddles, Edward Goddard whips, Equerry and Stablemate grooming products were made. At the recent open day, visitors were greeted with glasses of champagne before being given a guided factor tour by Vale Brothers’ managing director Peter Wilkes. Highlights included seeing craftsmen at work on Harry Dabbs and Jeffries saddles, plus an insight into how laminated trees are constructed. Other fascinating sights included whip rods being braided by rapidly spinning machines, and the giant robotic machine that finishes KBF99 anti-bacteria products at spellbinding speed. In the bridle and strap goods area, guests were invited to ‘have a go’ at stitching. While in the Brady Bag department it was all about leather, canvas and tweed. Each visitor had been given a quiz sheet with answers to be found during the factory tour. The £500 first prize was won by Steve and Tracy Fennell from The Paddock Pantry. • Vale Brothers’ open day had been mentioned in the local newspaper, prompting two Walsall ladies in their 70s to turn up. “Better than the Leather Museum,” was their verdict having enjoyed a great day out!
HARNESSING THE HERITAGE: Members of the Society of Master Saddlers (SMS) have visited one of London’s oldest funeral businesses. Their host was Stan Cribb, senior partner of T. Cribb and Sons Funeral Directors and Carriage Masters. The East London business was established in 1881. “We enjoyed a very interesting tour around their establishment seeing their carriages, hearses - both motorised and horse drawn, the harness room and the stables with their wonderful Fresian horses,” said SMS chief executive Hazel Morley “Some members who were on the visit had made items for them over the years and were pleased to see them in use.”
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News
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OBITUARY A TRIBUTE TO HENRY CHARLES WELTON
failed to get up after a fall, Prue could be heard saying: “Never mind the jockey, has anyone caught the horse?” When the first of the six Welton children was born in 1966, Henry and Prue bought a shaggy chestnut pony called Pegasus who eventually taught them all to ride. By 1968, Henry had trained as a riding instructor and began giving lessons to boys at the local Rugby School. It was the start of a riding school, Tower Farm Stables, which he and Prue ran successfully for many years. A former riding pupil wrote on her condolence card: “Henry was always the inspirer and confidence giver. He was such a fine mentor and horseman to look up to.” Henry, Prue and their children were great supporters of the North Warwickshire branch of the Pony Club; Henry taught at camp for 12 consecutive years. The Weltons were also involved the local Riding for the Disabled (RDA) group with Prue acting as chairman for 27 years.
Converted old bus
Prue and Henry Welton celebrating Tower Farm Saddlers’ SEIB Retailer of the Year award at the 2007 BETA Gala Dinner.
HENRY WELTON, who with his wife Prue founded Tower Farm Saddlers 45 years ago, died at home on 25 October. He was 71 and had been diagnosed with an aggressive brain tumour in November 2013. His funeral was held on 3 November when Tower Farm Saddlers’ shops at Rugby and Earls Barton in Northants closed for the day as a mark of respect. Born into a farming family, Henry took up riding when he was 13. He competed on showjumping and one-day event teams for the North Warwickshire branch of the Pony Club and followed the Warwickshire and Pytchley hunts. He even once had a go at jousting. Henry also enjoyed hedge-laying, stock judging, amateur dramatics and public speaking with his local Young Farmers Club. When he was 18, he met Prudence Hawkins. They were married two years later. A gifted horseman, Henry was exceptionally good at breaking and training young horses. He was briefly an amateur jockey but had a habit of getting knocked out whenever he fell off. Often, when Henry
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In 1970, Henry and Prue Welton founded Tower Farm Saddlers to meet the needs of their riding school customers. Initially the shop consisted of a few rails and shelves in an old farm building, while the mobile show unit was a converted old bus. Starting with the Royal Show in 1970, the Tower Farm Saddlers unit attended a huge range of shows including Olympia and 23 years at Badminton. Always family run, four generations have been involved with the business at one time or another. Today, Tower Farm Saddlers sells more than 30,000 different products. The retailer has also achieved notable success in the annual BETA Business Awards. In 2007, the business scooped the SEIB Large Retailer of the Year Award; two members of staff went on to win employee of the year titles in 2008, 2009, 2010 and 2015. In 2013, Tower Farm Saddlers’ second shop at Earls Barton was awarded SEIB Small Retailer of the Year. Over the last two years, Henry showed what a stoic, uncomplaining, courageous man he was by allowing himself to be subjected to every treatment possible in order to fight his disease. His insistence on throwing one more unforgettable party in March for his 50th wedding anniversary proved how much he loved life and loved Prue.
Family man Henry was admired and respected, both as a businessman and personally. He was a true family man with values rarely seen today, and these values were carried throughout his business. A true gentleman, Henry believed an ounce of help is worth a tonne of sympathy. He never swore and never had a bad word to say about anyone. He had boundless energy and zest for life and an enormous sense of fun. As such a humble man, he would have been amazed by how highly regarded he was by all who knew him. Henry successfully combined 45 years of business with 50 years of happy marriage and the raising of six children. He will be sadly missed by all who knew him. Henry leaves his wife Prue and children Mandy Welton, Alec Welton, Tessa Fisher, George Welton, Victoria Welton and John-Henry Welton. Prue Welton continues to run Tower Farm Saddlers alongside John-Henry Welton. MW
NEWS IN BRIEF • RAGLEY Hall in Warwickshire will host a game fair next year after all. The event, run by National Game Fair Ltd, will happen on 29 – 31 July. The “existing team” that was involved with the now defunct CLA Game Fair is set to run it. The CLA Game Fair was abandoned earlier this year after its 57th running. The 2016 version was due to be held at Ragley Hall. • PARIS is to host the FEI World Cup showjumping and dressage finals in 2018. The dual-discipline show takes place in April in the AccorHotels Arena (formerly Paris Bercy Arena) in the centre of the French capital. The venue also hosts the Paris Masters tennis tournament. • WHOLESALER Trilanco has taken on the UK distribution of Equilibrium Products’ Simply Nutrition. The range includes Simplyirresistible and munch equine snacks.
www.horka.com
DECEMBER 2015 EQUESTRIAN TRADE NEWS
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WHAT’S COOKIN’? Regular customers, Christmas shoppers and reps calling at Ingatestone Saddlery Centre have been in for mouth-watering experience. The Essex store run by Lynda and Barrie Mortlock has unveiled a refurbished café (pictured). Ultimately offering tables and chairs for 90 people, there are plans afoot for a large outdoor seating area in time for next summer. Already famous for its breakfasts, cheesy chips and shakes, Ingatestone’s updated eatery can now offer gluten and dairy free options from its newly installed bespoke kitchen. Also on the menu are home-baked sweet treats, speciality teas and coffees - plus Lynda's favourite, waffles with bacon and maple syrup. And look who’s hard at work in the sparkling new kitchen on its opening day…it’s Barrie, looking every bit the professional chef.
Supplier reprimanded for unauthorised claims A SUPPLIER of herbal creams, washes and sprays has been reprimanded over unauthorised claims for its products. Botanica International is the subject of an improvement notice issued on 28 October by the Veterinary Medicines Directorate (VMD). The Rostrevor, Co Down based company is required to remove all medicinal claims from its website. It must also remove or amend any similar medicinal claims found elsewhere in its marketing – including on social media. In addition, Botanica International must provide written confirmation that no further claims for the treatment or prevention of adverse health conditions in animals will be made for its products without the proper authorisation. The VMD is a government agency. Sean Cooney, of Botanica International, told ETN: “We have now complied with the VMD’s requirements.”
spoga horse spring 2016: That is Passion & Profession! The smell of horses and leather fills the air. The hubbub of languages from all over the world can be heard and the dealers’ hearts beat faster at the sight of the latest equestrian fashion and stable equipment.
Advertising feature
spoga horse spring opens its doors from 31 January to 2 February and will offer once again in 2016 the first-class opportunity to meet up with the entire international equestrian sport industry at the Cologne location within just three days.
Olympia sale won’t affect horse show, say organisers OLYMPIA horse show organisers have eased fears that the show is threatened by the likely sale of the famous West London venue. Press reports emerged last month that the Olympia Exhibition Centre was on the market for £300 million. Property company Capital & Counties (CapCo), which owns Olympia, told ETN it was “conducting a strategic review which may or may not lead to a sale of its venues business.” Estate agent CBRE confirmed that, along with investment bank Rothschild, it has been engaged by CapCo to investigate a sale. “Whoever the owner is, the halls will continue to be exhibition halls and we are looking forward to holding many more successful Olympia horse shows in this outstanding building,” said Jo Peck, marketing director at Olympia show organiser H Power Group. Olympia opened in 1886 as the National Agricultural Hall. CapCo acquired a 50% stake in 2007 and took control five years ago. The property company has since invested more than £40 million in its facilities. ETN understands that any sale of Olympia will be as a going concern. It was perhaps because CapCo demolished Earls Court - which was then built on - that caused similar rumours to circulate about the Kensington venue. Indeed, some exhibition industry experts believe a sale would be good news. CapCo is a property company which also owns Covent Garden, one source pointed out, so running exhibitions is not its core business. A site adjacent to the exhibition centre, with planning permission for a hotel and 90 flats, is likely to be included in any sale. The 2015 London Olympia Horse Show takes place on 15 – 21 December.
are expected to participate at the coming trade fair, including international key accounts such as Bucas, Equiline, HKM, Sprenger, Passier, Waldhausen, as well as very young, fresh companies that want to be discovered. Great Britain is strongly represented with just under 10 exhibitors and companies including Ariat, Carr & Day & Martin and Charles Owen. There is something to discover at every stand at spoga horse, furthermore the ‘VIP’ Premier Club offers exclusive new products. This is where the exhibitors will present their new products for the coming season live on a horse daily. The next show is awaiting the enthusiastic trade visitors on the fashion walk: Here, the Autumn/Winter Collections 2016/17 will be presented with a great deal of passion and rhythm. The spoga horse academy rounds off the supporting program with interesting workshops. spoga horse stands for ‘Passion & Profession’ and anyone, who is looking for new products, new contacts and new impulses, should definitely make sure they come to Cologne in the spring. Further information http://www.spogahorse.com
Intense discussions will be held and deals will be sealed per handshake at the stands in exhibition hall 8. For the exhibitors and the trade visitors, the international atmosphere offers the perfect setting to establish new, worldwide contacts and maintain existing customer relations. More than 180 exhibitors from over 20 countries DECEMBER 2015 EQUESTRIAN TRADE NEWS
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Product News
New in time for winter
The golden touch
BAILEYS has improved on a winning formula with new Top Line Conditioning Cubes. The product contains an enhanced antioxidant package. Natural grapeseed extract, vitamins C and E and Sel-Plex organic selenium are included to provide support for the immune system should the underweight horse be feeling run-down. Help for the digestive system has been added in the form of probiotic yeast and Digest Plus prebiotic, supporting and stimulating beneficial gut bacteria and improving digestive efficiency. New improved Top Line Conditioning Cubes have an RRP of around £11.50 for 20kg – and come in bright new packaging.
THE Midas is a new mono-flap dressage saddle from Utopia Saddlemakers. It’s aimed at competitive dressage riders. Soft, supple and extremely tactile leathers are used. Customisation options include augmentation with patent or crocodile leathers plus Swarovski crystals in colours of customers’ choices. RRPs are from £2,250.
Reduced starch option Also new from Baileys is Slow Release Condition & Competition Mix. The high fibre, high oil product delivers highly digestible, slow release calories to those looking for a reduced starch conditioning option. Containing Alfalfa Blend and Outshine high oil supplement - so there should be no need for your customers to add extra this new mix is ideal for stressy types. It includes Yea-Sacc and Digest Plus to promote digestive efficiency. With performance levels of vitamins, bioplex minerals and antioxidants, including Sel-Plex selenium and vitamin E, Slow Release Condition & Competition Mix will suit resting or hard-working horses alike. The RRP is around £13.75/20kg. See page 17.
How to get under horses’ skin A TWO-DAY course on practical anatomy and biomechanics is aimed at qualified, practising saddlers and saddle fitters. To happen in Derbyshire on 10/11 March, the course is led by Gillian Higgins of Horses Inside Out. It features slow motion video of her painted horses to show what’s happening under their skin. A mixture of theory and practical observation, plenty of discussion and hands-on participation is promised. The course will cover how to assess movement, posture and conformation plus how to palpate the horse’s back and what can be learnt from it, plus much more. There will also be question and answer sessions with Master Saddlers Laurence Pearman and Andrew Wheals. Find out more at www.horsesinsideout.com
THE NIGHT RIDER RANGE BY EQUISAFETY TM
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Product News What’s hot for 2016? ETN reveals six of the best New Year must-haves from Snowhill Trade Saddlery – and they’re nearly all brand new too! • BRAND new Rhinegold Silicone Seat Pro Comfort Corded Breeches come in soft feel, four-way stretch corduroy. There’s a silicone seat for fantastic grip without bulk, plus two side pockets. These breeches come in one universal leg length. • THE Rhinegold Reflective Pro Riding Hat takes comfort to the extreme. It’s ventilated with a removable, washable liner while the soft suede style harness is lined with Coolmax. Dayglow reflective piping increases visibility of this stunning hat that complies with PAS015. • CHILDREN’S long leather riding boots don’t come any more stylish than the brand new Rhinegold Louisiana. With an elasticated panel for size variation and a comfortable fit, they feature a fashionable front laced design. There’s also a full rear zip and elasticated strap with press stud fastening to the side. This gorgeous little boot is completed with 'crystal' R branding. • ANOTHER brand new product set to take 2016 by storm are these Children’s Rhinegold Comfey Jods With Crystals. The pull-on style in soft, warm material has an easy-pull cord waist adjustment with front toggles. The front pockets are trimmed with clear 'crystals' for added glamour. • THE Rhinegold Softee Padded Stud Guard comes in Softee leather with stainless steel buckles and a carabina clip. This new product is a must-have for every show jumper. • THIS brand new Rhinegold Leather Anatomical Double Bridle will delight your dressage customers. Made in best European leather, it has an anatomically designed headpiece which is padded and shaped to relieve ear pressure. The noseband, also cleverly formed to relieve pressure, is adjustable on both sides for a perfect, even fit. A wave-shaped browband, designed to sit comfortably on the brow, completes the elegant picture. Each Rhinegold Leather Anatomical Double Bridle comes with two pairs of reins, one plain and one inside grip. See page 47
DECEMBER 2015 EQUESTRIAN TRADE NEWS
Delivery service “will drive sales” ONLINE retail solutions specialist Citrus Lime has integrated DPD’s Pickup service into its e-commerce offering. With 2,500 pickup points around the UK, the service makes life easier for consumers who can’t be at home to receive online shopping deliveries. “Cost is no longer the customer’s only concern,” said a spokesman for Citrus Lime. “We’ve chosen to integrate this option into e-commerce sites as we believe offering a better delivery option will drive [retailers’] sales.” There’s said to be a DPD pickup point within ten minutes of 93% of the UK population. DPD Pickup includes a free returns service to your customers. See page 12
Hedge your bets NEW Hedgy treats from NAF are made with ingredient from hedgerows – something all equines enjoy nibbling. Highly palatable, and aromatic to horses and owners alike, they can be fed every day or as an occasional reward. A 1kg bag has an RRP of £3.99. See page 48
“Hi-viz need not cost the earth…” …THAT’S the message from Equisafety as the high visibility specialist launches the first items in its ECO range. Supplied as a handy pack – and great Christmas gift idea – the hi-viz yellow tabard, hat band and pair of leg boots have an RRP of just £29.99. “Smarter eco-friendly textiles will become an important part of everyday life in the near future,” said Nicky Fletcher, managing director of Equisafety. The company is part of the Greenpeace Toxic Fashion Campaign. Equisafety and its factories are also members of the BSCI (Business Social compliance Initiative) which sets minimum stands for workers and environmental impact. See page 9.
Brimming with innovation THE new Bates All Purpose SC+ saddle is ideal for leisure riders who like to jump. A clever feature includes a stirrup bar that can be moved between three positions. Distributed in the UK by Weatherbeeta, the saddle was seen by the trade at a preview last month (November) and is launched to consumers next Spring, The Bates All Purpose SC+ Saddle is designed with a narrow waist for a closecontact feeling. It uses double-lined European leather which is ultra-soft and grippy. It has a square cantle and forward cut flap, making it suitable for jumping. An adjustable ergonomic stirrup bar makes it easy to achieve rider alignment. Combined with the adjustable Flexibloc system, the SC+ is a truly adjustable, all-purpose saddle. A generous panel provides a large weight-bearing surface. There are point and balance strap girthing options. Bates’ Easy-Change Fit Solution and CAIR Cushion System are built into the saddle. Available in black or brown, it comes in seat sizes 16” to 18” with 0.5” increments. www.equestriantradenews.com
2016
TEST your trade fair knowledge with this BETA International quiz – and you could win a fantastic luxury hamper packed with heaps of good things to eat and drink. What are the dates of BETA International 2016?
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BETA International news…from ETN…official media partner…
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WELL known UK and international country clothing and shooting brands will be among nearly 300 exhibitors at next month’s trade fair. Big names to be seen at the NEC, Birmingham on 24 – 26 January include Deerhunter, Seeland, Alan Paine, Grubs Boots, House of Cheviot, Gumleaf Clothing, Ridgeline, Kanyon Outdoor, Hunter Outdoor, Stetson & Hardy & Parsons, Bogs Footwear, Zamberlan, GMK, Rockfish, Nikwax Waterproofing and Keela. “This is a powerful Photo by Gumleaf endorsement of BETA International and a clear reflection of the way in which the industry regards the trade fair as a force to be reckoned with,” said sales manager James Palmer. “It is the ultimate global gathering, a place where the trade meets to do business.” Country clothing and shooting brands join big names from the equestrian, outdoor and pet sectors for BETA International’s 21st running at the NEC.
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Main Sponsor
Quizmaster Country clothing and shooting brands on show challenge
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NEC, EC, Birmingham, UK 24-26 January www.beta-int.com
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BETA International news…from ETN…official media partner…
17-19 January ☐ 7-9 February ☐ 24-26 January ☐ When did BETA International move to the NEC, Birmingham? 1995 ☐ 1996 ☐ 1997 ☐ Which magazine is the official media partner of BETA International? Equestrian Trade ☐ Equestrian Trade Update ☐ Equestrian Trade News ☐ Which ITV newscaster will be hosting a business debate at the 2016 show? Alastair Burnet ☐ Alastair Campbell ☐ Alastair Stewart ☐ What is the name of the new leisure complex that has opened in the grounds of the NEC? Spa World ☐ Resorts Spa ☐ Resorts World ☐ Which company is the main sponsor of BETA International? Schule Neue ☐ Neue Schule ☐ Neue Schulz ☐ What is the name of the industry awards that take place at the trade fair? Inspiration Awards ☐ Invention & Design Awards ☐ Innovation Awards ☐ Stars of which famous West End show have appeared twice at BETA International? Equus ☐ National Velvet ☐ War Horse ☐ What’s the name of BETA International’s accommodation booking agent? Express Events ☐ Booking Express ☐ Event Express ☐ BETA International’s free coach service operates on which day? Tuesday 26 January ☐ Sunday 24 January ☐ Monday 25 January ☐ How to enter: Complete the quiz by ticking the correct answers, fill in the entry form below and send to BETA International, East Wing, Stockeld Park, Wetherby LS22 4AW. All correct entries will be placed into a prize draw on Tuesday 5 January. The winner will be notified and must be able to collect his or her prize at BETA International 2016, NEC, Birmingham, from 24 to 26 January. *The judge’s decision is final. No correspondence will be entered into. Name................................................................................................ Address............................................................................................ ......................................................................................................... ......................................................................................................... Email................................................................................................ Telephone.........................................................................................
DECEMBER 2015 EQUESTRIAN TRADE NEWS
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13
BETA International news…from ETN…official media partner…
major players to debate hot topics MAJOR players in our industry are set to debate hot industry topics. Hosted by ITV newscaster Alastair Stewart on Sunday, 24 January on the Fashion Show stage, the debating panel includes Monty Stuart-Monteith of Shaws Equestrian, David Haythornthwaite, chairman of the Tangerine Group, Phil Duff, business professional and former Ariat managing director, Sara Blackshaw, Sara Blackshaw is among the panellists Countrywide category manager, and John set to debate hot Nunn, president of Nunn Finer in the US. topics during BETA “We are extremely excited that Alastair International is returning to BETA International to anchor the discussion,” said BETA International organiser Claire Thomas. “It promises to be a highly popular feature for both our visitors and exhibitors, who will be keen to hear the different points of view expressed by our panel of industry experts.” Alastair Stewart added: “I’m delighted to be participating in BETA International once again and I’m looking forward to hosting a debate that should be both informative and entertaining. I do hope that visitors will come along and join us.”
See you at the show… VISITOR admission is free on pre-registration at www.beta-int. com. For last minute stand availability, contact James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com.
Innovation awards judges named A SADDLE fitter, a vet and an independent nutritionist are among the judges who will decide the winners of the ETN sponsored BETA International 2016 Innovation Awards. Categories are Country Clothing & Footwear, Feed & Supplements, General, Horsecare Equipment & (horse) Clothing, Pet Products, Rider Clothing & Footwear, Saddlery & Tack and Safety & Security. All trade fair exhibitors are eligible to enter, provided products have not been introduced to the market more than 12 months preceding the show and did not appear at BETA International 2015. The judges are Pony Club CEO Pip Kirkby; saddle fitter and Buckaroo Saddlery owner Nicola Barry; veterinary surgeon Peter Wright, a partner in Thirsk-based Skeldale Veterinary Centre, which featured in the TV documentary series The Yorkshire Vet; independent equine nutritionist Catherine Hale; and retailer Anna Franklin, of Franklin & Billard. Judging will place on the Sunday with winners announced on Monday. ETN editor Liz Benwell and advertising sales manager Nicki Lewis will present engraved trophies to the winning companies, which are granted the right to use the Innovation Awards logo in their winning products' marketing campaigns for the following 12 months. “The awards have continued to grow year on year, with entries from overseas and the UK securing significant trade and media attention,” said BETA International organiser Claire Thomas. “New products are a definite hallmark of the show and the Innovation Awards can play a key role in securing their future success.”
BETA Conference Report
14
GETTING MORE BUMS IN SADDLES… BETA went on the offensive at its annual conference, where delegates debated how to boost rider numbers.
Speakers at the BETA Conference were, from left, Anna Franklin (Thomas Irving Equestrian Superstore), Kay Scott-Jarvis (Rockstar Equitation Centre), Anna Hall (British Equestrian Federation), Wendy Hofstee (Unicorn Trails), Claire Williams (BETA), Jane Holderness-Roddam (BETA president) and Jay Hare (HorseBack UK).
“P
articipation – Is the future of the equestrian industry at risk?” was the theme of this year’s BETA Conference. More than 60 delegates gathered to hear – and discuss – what could be done to redress the decline in the number of horse riders, a point identified in the BETAcommissioned 2015 National Equestrian Survey. The event, which took place at Whittlebury Hall Hotel & Spa, near Towcester, Northamptonshire, on 2 November, attracted representatives from the feed industry, wholesalers, manufacturers and retailers. BETA president Jane Holderness-Roddam, the first British woman to ride in an Olympic three-day event and who won team gold in Mexico in 1968, set the scene with a personal view on rider participation. “Health and safety rules have done more to damage our riders than any other single issue,” she said. Jane believes that today’s legislative climate denies young riders the excitement that she enjoyed as a youngster, when she perfected her skills through falls, fast rides and bucking ponies. Anna Hall, head of participation at the British Equestrian Federation (BEF), looked at the way in which a governing body charts rider
activity and the initiatives it employs to encourage greater levels of participation. Working with other equestrian bodies, the BEF seeks to grow awareness and share insight and promotion strategies. Anna Franklin, assistant manager at Thomas Irving Equestrian Superstore, Chesterfield, discussed ways in which a retailer can help to promote riding – and scoop the subsequent rewards of increased turnover, volume of sales and extra footfall. She highlighted successful in-store events such as hiring RoboCob, BETA’s mechanical horse, and providing promotional literature about nearby riding schools and trekking centres. Statistics formed the basis of BETA executive director Claire Williams’ presentation, in which she used the 2015 National Equestrian Survey to show the changing trends in rider participation since 1999. She identified the lack of access to horses and places to ride as key obstacles to taking up riding – plus a suitable action plan to help tackle the problem. Ex-Royal Marine Commando Jason “Jay” Hare provided an inspirational, thoughtprovoking presentation on how horses play a crucial role in the recovery of services personnel who have been injured or affected by posttraumatic stress disorder.
DECEMBER 2015 EQUESTRIAN TRADE NEWS
Jay, whose 14-year services career ended after he lost a leg and eye, and suffered other injuries in two incidents involving explosives, is now operations manager at HorseBack UK. The charity, based in rural Scotland, is dedicated to empowering men and women, and restoring dignity, self-worth and confidence after their lives have been changed for ever. Rockstar Equitation Centre owner Kay Scott-Jarvis spoke of a riding school’s role in helping to encourage more people to take up riding as an enjoyable leisure activity. She believes that well-trained horses, a safe, experienced and friendly environment, plus cost incentives such as block-booking discounts, were essentials for those wishing to learn to ride – or to return to riding after a break. “Keep riding fun” was the emphatic call from vet and holiday provider Unicorn Trails owner Wendy Hofstee, who looked at alternatives to riding schools. She highlighted that leisure activities must be fun, accessible and affordable – attributes often perceived as the polar opposites to riding, which is seen as hard to learn, expensive and difficult to access. To counteract this, Wendy suggested riding holidays that can be enjoyed either individually or as part of a family or group, increasing the levels of adventure, such as cattle herding and hunting, to attract male interest and activities with more control, such as dressage and natural horsemanship, to appeal to women.
BETA AGM THE BETA AGM took place for members immediately before the conference. Claire Williams provided an overview of the trade association’s work in its 37th year, when membership stands at just over 830 members, the highest in its history. This included:
• The development of an agents’ register and benefits for sales agents with assistance from BETA Council member Ian Mitchell and member Emma Dyer, of Equine Careers. To be launched in 2016. • A professional indemnity insurance scheme for retail members that will be rolled out once minimum take-up is achieved. • A strong portfolio of training courses, with the introduction of social media and digital marketing, and SQP courses, along with CPD courses in eight locations held throughout the country. BETA has trained a record 420 people over 25-day courses throughout 2015. • Sitting as an expert on the EU Working Group to develop a new riding hat standard. Involvement in the revision of body protector standard EN 13158 and sitting on the European Expert Group, which is involved with all forms of body protection. • Working with air vest manufacturers to develop a BETA certification scheme for air jackets used in conjunction with body protectors. • Discussions with British Eventing and the British Horseracing Authority about a new hat amnesty scheme to encourage riders to replace hats after significant falls. • Growing the BETA NOPS scheme as a stand-alone code separate from UFAS and FEMAS. It has more than 60 members to date. • Successfully gaining VMD approval of a new BETA quality mark that will be launched next year for a specific range of feeds. • High-profile sponsorships at some of the country’s most popular events – Bramham International Horse Trials, the Festival of British Eventing, Your Horse Live www.equestriantradenews.com
15 and the Westcountry Equine Fair. • A planned mechanical horse roadshow for 2016 as part of an initiative to increase participation in riding. • Publication of the fifth National Equestrian Survey.
BETA Council members Wendy Beal of R&R Country (Melton Mowbray) joined BETA Council. All other members were re-elected for another term: Lynda Mortlock, Ingatestone Saddlery Centre – BETA chairman. Nikki Newcombe, Bliss of London – BETA vice-chairman. Peter Phillips, Abbey England – treasurer. Malcolm Ainge, Shires Equestrian Products. Sara Blackshaw, Countrywide
Farmers. Ruth Bishop, Ruth Bishop Consulting. Anna Franklin, Thomas Irving. Chris Gordon, Dodson & Horrell. Andrew Haines, Redpin Publishing. Ian Hassard, Dengie Crops. Wendy Hofstee, Unicorn Trails. Liz Hopper, Matchmakers International. Heather Hyde, Neue Schule. Nicolina Mackenzie, SEIB. Ian Mitchell, Heritage Marketing. Tracey Morley-Jewkes, Carpe Diem Consultancy. Alison Sherwood Bruce, Equilibrium Products. Ian Silman, Equicraft Saddlery. Doug Walker, Weatherbeeta. Simon Wetherald, Bardsey Mills. Peter Wilkes, Vale Brothers.
Participation proved to be an engaging subject for BETA Conference delegates who went on to debate cause, effect and solutions.
What the delegates said “This year’s conference was a forum for some lively debate. It also revealed the equestrian industry’s united front when it comes to ensuring we all encourage more people to take up the reins and have a go at riding. The talks were all informative and provided useful facts and figures for one’s own business. Jason Hare’s amazing talk was humbling and inspirational.” Sara Blackshaw, Countrywide. “A brilliant day which has given us a great deal to think about.” Heather Hyde, Neue Schule. “A truly industry wide discussion from a broad range of perspectives. The best BETA Conference I’ve ever been to.” Pennie Wallace, Writtle College. “The participation theme has proved successful as one non-rider [me] has decided to start having lessons.” Peter Wilkes, Vale Brothers. “The subject matter is important and pertinent to all our businesses; it’s a challenge to find a way of engaging with non-riding consumers. A day at the BETA Conference is never a wasted one.” Michael Bacon, Saracen Horse Feeds. “An excellent day. The ex-Royal Marine [Jay Hare] who spoke was simply inspiring. More retailers should have come.” Ian Silman, Equicraft Saddlery. “It was very interesting indeed, with an exceptionally high standard of speakers throughout the day prompting plenty of debate.” Nicky Mackenzie, SEIB.
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16 • Ralph Straus has joined the
FEI, international horse sports’ governing body, as commercial director. The Dutchman was previously vice president of marketing and communications in the Department of Tourism and Commerce Marketing in the United Arab Emirates (UAE). Before that he was with FIFA for seven years, in charge of the 2010 and 2014 FIFA World Cup marketing campaigns and global licensing.
• Two new faces are making their mark at Fieldhouse Riding Equipment. They are marketing manager Victoria Jones, pictured on the black horse, and internal saddle specialist and account manager Charlotte Powell (on the grey). Victoria has been with the Walsall based company for 18 months. A rider since the age of seven, she has evented up to BE100. Preferring to keep all four hooves on the ground these days, Victoria competes at novice level dressage with her youngster Sooty. Charlotte has been with Fieldhouse for just over two years, the last 12 months working on product development. She’s also been introducing the new Monarch Regency range to the trade. A rider for 20 years, Charlotte did working and ridden hunter showing before going eventing. BE100 is the target with her young horse next season.
• The National Equine Forum
• Around 500 people
gathered at the East of England Showground for the 2015 Showing Council/Showing World Show Personality of the Year Awards. Among the presentations was the Spillers/Showing World Outstanding Achievement Award which went to Nicky Mackenzie for her support and work within showing, most notably the SEIB Search for a Star competition. Pictured are, from left, David Ingle of The Showing Council, Nicky Mackenzie of SEIB, Sarah Elphick of Spillers and Sara Haines of Redpin Publishing/Showing World.
• The new chairman of the
McTimoney Animal Association (MAA) is Vanessa Davidson. She has been involved with the MAA, which promotes the benefits of McTimoney manipulation techniques, for eight years. Vanessa has her own practice in Andover, Hampshire - and a medium level dressage horse.
• Bedmax has appointed Brent Adamson as thoroughbred and racing sales manager. He joins the shavings bedding manufacturer from feed company Dodson and Horrell where he was thoroughbred and performance equine manager.
DECEMBER 2015 EQUESTRIAN TRADE NEWS
has appointed Mary Martin as honorary secretary to help run the annual event. Mary is the assistant to the secretariat at the British Equestrian Federation. She’s also a professional double bass player; her grandfather was a founding member of the Royal Philharmonic Orchestra. Mary, who’s ridden since the age of ten, takes over as the forum’s honorary secretary from Tracy Allen who retained the position for seven years while working for Warwickshire College. “I was thrilled to get the job,” said Mary. “This event is an incredible vehicle for bringing all aspects of equestrianism together.” The National Equine Forum has been running for 24 years and is organised by a committee of appointed volunteers, reflecting various sectors of the equestrian industry. The 2016 event is on Thursday 3 March in London.
• Claire Shand has joined Westgate Laboratories, her family’s firm.
Claire, daughter of founders Gillian and David Booth, is director of marketing and communications at the postal worm test business. Previously the British Equestrian Federation’s head of marketing and communications, Claire has also been marketing manager for British Dressage. Earlier this year she passed her exams to become an SQP [suitably qualified person]. Claire remembers Westgate Labs being dreamt up around the family’s kitchen table when she was a teenager. “I’ve always kept a hand in where I could, so I’m really looking forward to getting my feet under the table a bit more,” she said.
• Steph Bradley, of North Wales based Freedom Saddlery, has become one of what ETN understands are only three dual-qualified saddle fitters in the UK. Steph joins Nicola Barry, of Buckaroo in Leicestershire, and Sarah Rymer of North Yorkshire Saddles, in holding both MSFC and SMS certification. Steph became a UK first when she completed the international saddle fitting qualification with the Dutch based Academy for Master Saddle Fitting Consultants (MSFC). Now she’s become a Society of Master Saddlers (SMS) qualified saddle fitter too. Freedom Saddlery, a BETA Member retailer, covers North Wales and the north-west of England, has a number of dressage clients in Gloucestershire, and makes regular saddle fitting visits to Ireland and the United Arab Emirates.
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CPD Feature
18
ANATOMY FOR SADDLERS AND SADDLE FITTERS
ACCREDITED BY
Understanding equine anatomy, skeletal maturity, the importance of posture, asymmetry, compensation patterns and rider position and balance is essential for saddlers and saddle fitters, says Gillian Higgins. SMS members who read the feature and submit correct answers to the quiz that follows will receive CPD recognition.
T
he saddle sits on top of muscles, attached to the spinal column which comprises individual vertebra surrounded by fascia and innervated with nerves. As it is impossible to influence one part of the horse without having repercussions elsewhere in the system, a poorly fitting saddle can negatively affect muscles, fascia, tendons, ligaments, nerves, bones and joints either directly within the back or at a site far removed from the original problem.
The Back The back, which evolved to support the heavy weight of the digestive system, usually consists of 18 thoracic and six lumbar vertebrae. It is the shape of the interconnecting articular processes and the strong fibrocartilaginous discs that restrict movement between the vertebrae that gives the stability that allows us to ride horses. Lumbar Vertebrae
Thoracic Vertebrae,
Skeletal maturity There are more than 80 growth plates within the spine. These mature as the cartilage changes to bone between four and seven years.
This spine from a four year old horse shows immature growth plates running perpendicular to the ground. Carrying excess weight or repeatedly holding a poor posture before the plates close can be detrimental to the development of the horse as he matures.
Growth plates (growth plates are inside the bones shown)
DECEMBER 2015 EQUESTRIAN TRADE NEWS
Thoracic Vertebrae,
Lateral bend The horse does not bend evenly through the spine. Most flexibility is found in the neck and tail. Within the back, most lateral flexion and rotation occurs at the rear of the thoracic region - right underneath the saddle! The ribs contribute to bend by coming closer together on the inside of the bend and wider apart on the outside. This gives the rider the feeling of ‘bending’ round the inside leg. Poorly or ill fitting saddles can reduce the already limited range of movement in the thoracic region, restrict rib function, are uncomfortable for the horse and inhibit flexibility and bend. This unusual view of the spine shows how the horse bends and why the saddle tree must sit in front of the lumbar vertebra and not extend beyond the last rib.
Lumbar Vertebrae
Ribs
Lumbar Transverse Processes
About the author Gillian Higgins is an equine physical therapist, functional anatomist, biomechanist, author and anatomical artist. In 2006 she founded Horses Inside Out to show how understanding anatomy and biomechanics can improve welfare, performance and reduce the risk of injury. Gillian owns three horses, is a BHS senior coach and has evented up to advanced level. Gillian runs anatomy, biomechanics and dissection courses specifically for saddlers and saddle fitters. These look at anatomy in detail, conformational anomalies, how to assess movement, in hand and ridden, how to recognise when a horse is unlevel, the reasons for asymmetrical movement and the implications of all the above. Gillian’s next Anatomy and Biomechanics Course for Saddlers is on 10/11 March, 2016 in Derby. For more information and to find out about Gillian’s books, DVDs and other courses visit www.HorsesInsideOut.co.uk www.equestriantradenews.com
19
Longissimus Capitis Longissimus Lumborum
Longissimus Atlantis
The Muscles on which riders sit The saddle sits on top of the back muscles forming the interface between rider and back. Pressure from a poorly fitting saddle can cause pain and if persistent muscle dysfunction and atrophy. As muscles work together in chains, discomfort in any part of the chain can cause pain in sites far removed from the original cause. Understanding the structure and function of the muscle chains is
Latissimus Dorsi
Longissimus Cervicus
Longissimus Thoracis Longissimus Dorsi
Iliocostalis
Thoracic part of the ventral Serrated Muscle
vital for saddlers and saddle fitters. As the longissimus dorsi originates at the third cervical vertebrae and continues under the scapula, to the pelvis and sacrum, pressure from an ill fitting saddle can cause restricted back movement, extended back posture, hollow outline, resistance to the bit, problems in the neck or hindquarters, lack of power in the hind end and a reduction in expression and performance. As this is only one of many back muscles on which we sit, a more in depth study of their action and interaction is recommended. Rectus abdominis
Ascending Pectoral Muscle
External intercostals
Cervical part of the ventral serrated muscle
External abdominal oblique
The Scapula, Thoracic Sling and Trapezius Muscle
Scapula Scapula cartilage Thoracic part of the ventral serrated muscles
Deep Cranial Pectoral Muscle Superficial Caudal Pectoral Muscles
Ascending pectoral muscle
As can be seen here, the thoracic part of the trapezius muscle attaches to the upper third of the scapula spine and crosses the upper border of the scapula cartilage. This border can be felt on all horses. The dip often observed behind the scapula is sometimes attributed to atrophy of the trapezius muscle; however, as the trapezius muscle is much thinner than many people realise and there are many other layers of muscles in this area which, when atrophied , contribute to the appearance of the dip, this is unlikely to be the sole cause. Conversely, the trapezius muscle can be inhibited by incorrect saddle fit. As the horse’s forelimb moves forward, into protraction, the muscles (especially the thoracic part of the trapezius muscle) pull the top part of the scapular back. When the forelimb moves back into retraction, the muscles (especially the cervical part of the trapezius muscle) pull the top of the scapula forward. Restriction of scapula movement will limit range of movement and expression.
The scapula, characterised by a rigid semi-circular cartilaginous extension, glides over the first seven ribs, moves elliptically and is joined to the rest of the skeleton by ligaments, fascia and a powerful set of postural muscles known as the thoracic sling. Strength in these muscles which support the thorax between the front limbs is important for core strength and good expression; whereas weakness causes the thorax to sit lower between the front legs, reduces core strength and restricts the range of movement. Weakness and lack of tone in the thoracic sling muscles can contribute to, or exacerbate, the hollow often seen behind the scapula. Thoracic part of the Trapezius Muscle
Cervical part of the Trapezius Muscle
Continued on page 20
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EQUESTRIAN TRADE NEWS DECEMBER 2015
20 Posture and the effect of the rider Good back posture enables the entire musculoskeletal system to work efficiently, effectively and in harmony. Hollowing or poor back posture narrows intervertebral foramen (the holes through which spinal nerves exit between each vertebrae), limits back movement, restricts fore and hind limb movement, adversely influences head and neck outline, puts strain through the muscle chains and is a cause of poor performance. Running along the top of the spinous processes is the supraspinous ligament. This is a continuation of the nuchal The Ribs ligament which runs from the poll to the withers. As the horse lowers his head the nuchal ligament Ribs emerge from between and attach to pairs of becomes taught. This pulls on the supraspinous ligament and raises the back. This is adjacent thoracic vertebrae. Their main function is to desirable for supporting posture. protect the lungs and help with breathing. Although Adding the weight of the rider or an ill fitting saddle can pinch the supraspinous they do become weight bearing under a saddle and ligament, exert pressure on the back and is another cause of hollowing. The rider. This is not a function nature intended. fitter the horse and the more toned the muscles, the better he is able to bear weight. Understanding posture and evaluating saddle fit for both horse and rider when the horse is standing still and in the three basic gaits is essential for comfort and to allow optimum performance.
! ETN SMS CPD questions SELECT YOUR ANSWERS AND TICK THE BOXES 1. What are two causes of the dip behind the shoulder blade? A.
Poor thoracic sling tone
B.
Protracted position of the thorax between the front limbs
C.
Long abdominal muscles
D.
Atrophy of the trapezius and associated muscles
2. What is the attachment point of the thoracic part of the trapezius muscle? A.
The entire scapula spine
B.
Top half of the scapula spine
C.
Nuchal ligament
D.
Muscle
4. Tick three attachment points of the longissimus dorsi muscle? A.
1st cervical vertebrae
B.
3rd cervical vertebrae
C.
6th lumbar vertebrae
D.
Pelvis
E.
Sacrum
5. What is the main function of the ribs? A.
To support the weight of the rider
B.
To protect the lungs
C.
To support the saddle
D.
To encase the digestive system
6. At what age are all horses fully skeletally mature? 3. Where is most lateral flexion and rotation within the horse’s back? A.
Cranial thoracic region
B.
Caudal thoracic region
C.
Lumbar vertebrae
D.
True ribs
Full name............................................................................ Company name/address ..................................................... .......................................................................................... Email ................................................................................. Telephone number.............................................................. Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, Stockeld Park, Wetherby, West Yorks, LS22 4AW.
A.
8 years old
B.
6 years old
C.
4 years old
D.
2 years old
7. What are the effects of extended posture on the back? A.
Reduced back movement
B.
Increased strain on the spinal ligaments
C.
Uneven load through the vertebral bodies
D.
Detrimental effect on the spinal growth plates
E.
All the Above
8. What Horses Inside Out event takes place on 10/11 March 2016 A.
10th Anniversary Conference
B.
CPD for Therapists
C.
Spinal Dissection
D.
Anatomy and Biomechanics for Saddlers and Saddle fitters
ETN DECEMBER 2015 DECEMBER 2015 EQUESTRIAN TRADE NEWS
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21
Saddlery
WHEN SECOND HAND ISN’T SECOND BEST…
With a good saddle often outlasting a horse/rider partnership, and many retailers offering second hand options, the pre-owned market remains buoyant, says Sarah Lavelle-Bowden.
T
he price of second hand saddles has been fairly consistent during the last decade. Today, the expected return for a used saddle in good to excellent condition would be around 50-70% of the RRP, or a little less if the client sells privately. Brand remains a key factor in how much you can achieve and how quickly a saddle sells. Albion saddles have stood the test of time and still hold a big share of the preowned market. This label also constantly reinvents itself to stay current. However, brands such as Equipe are also making their mark, thanks to successful sponsored riders and brand marketing activities. Although certainly not marketing at the level of some of the premium brands, Ideal has nevertheless managed to become one of the most popular. A great example of cost versus value, they make good quality saddles at affordable prices with designs that amateur riders like. Ideal saddles also fit a vast array of horses. When it comes to soughtafter saddle sizes, there’s been a definite shift towards shorter
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seats, often in wider widths, to accommodate the compact horses favoured today.
Customers’ budgets no longer outweigh their desire to get a saddle that fits. Changing clients The other biggest change has been the clients. Not who they are, but how they buy and what they expect. Years ago, clients were very consumed with brand and model. We had to work hard to help them understand that this was a secondary factor compared with the fit for the horse and the rider. We had to encourage them to separate saddle fit from the ambitions they hoped to fulfil by buying that saddle. Now it’s all about the fit – the biggest and most welcome change we have seen. Clients for new and second hand saddles now want fitting advice and come in or email EQUESTRIAN TRADE NEWS DECEMBER 2015
22 IS IT STOLEN? "Stolen tack up by 45%" was a headline in ETN September issue. Sadly, my experience confirms this. So many genuine buyers we deal with have had tack stolen, or know someone who has. I urge all traders in second hand saddles to have strict policies to ensure they’re doing all they can to minimise the risk of inadvertently handling stolen goods. For example: • Never buy a saddle for cash on the spot. • Collect the saddle or have it delivered pre-payment and market it for at least two weeks before payment. • Get the seller’s full details and keep them. • Ask for the saddle code or serial number and ring the manufacturer if in doubt. • If an asking price is too good to be true... it is. • You have an obligation to use best practice and do all you can to deter fraudulent sellers. • Consumers should expect that at least minimum measures have been taken if they are paying you a premium. None of the above guarantees you won’t end up with a stolen saddle that has been sold on several times. But it closes obvious doors for opportunist thieves to sell directly to you. with photos and templates. Furthermore, they expect that you can give them the advice, and rightly so. The consumer may still have a brand preference but increasingly this comes second
to buying the right fitting saddle for their horse.
Spending money As the economy recovers, horse owners still want to buy a good quality saddle at
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• Retailers! Visit ETN’s stand (P1.1) at BETA International 2016 next month (24 – 26 January), enter our prize draw – and you could be taking home £1,000s worth of free products for your store. ETN is the official media partner of BETA International. • Want more equestrian trade news? Sign up to ETN’s weekly e-newsletter for the latest happenings and appointments. • Earn CPD points. ETN runs CPD features for SQPs, saddle fitters and – new next month - farriers. Articles and quizzes are accredited by the relevant professional bodies. • ETN is online too. Visit www.equestriantradenews.com for breaking news. You can also answer CPD quiz questions online here. • Do colleagues ever ‘borrow’ your copy of ETN and take it home, never to be seen again? You need an extra subscription. • Have a say and air your views. ETN welcomes letters to the editor via email to editor@equestriantradenews.com • To find out more, contact Nicki Lewis on 01937 582111 or email nickil@beta-int.com DECEMBER 2015 EQUESTRIAN TRADE NEWS
the best price. In the last year especially, people seem to have a little more disposable income to enable them to upgrade. If we have two second hand saddles in the same size, both of which could fit a horse, the client will now opt for the one in better condition or with added luxury such as patent detail or coloured piping. Indeed, many will opt for a new saddle if that means they can add bespoke detail, something that was far less likely to happen a couple of years ago. On the flip side, if a saddle is too ‘over the top’ with bling or a blue seat, price and saleability are significantly reduced.
Rider preferences Although there’s a constant overall pattern with regards to branding, size and cost of used saddles, there’s variation between the disciplines. The dressage market is hugely influenced by brand exposure; these riders are inspired by saddles used by well-known competitors. They also often change their saddles in a bid to improve performance - even when there’s no fitting issue. They’re probably the least budget conscious of all the disciplines. Showjumping clients tend to be very brand loyal. If they have a favourite brand, they’ll try and make it work across all their horses. We’ve even had some show jumping clients who will only ride in a certain brand, even preferring to new made-to-measure rather than swap brands. Eventers are fans of the French brands, such as Devoucoux and Antares, and less is definitely more when it comes to how much saddle they want under them.
Eventing clients strive to get a lot for their money; they need the performance but often have a limited budget due to the amount of kit they need across all phases. Showing customers like simplicity. They want the saddle to be as plain as possible, to fit the horse well and - although they are brand loyal – they’ll buy what fits over the brand preference. Showing is a hard market to service. Show saddles often need to be on cob trees or flat and wide; many saddles get sold with the horse or people keep hold of them for fear of being unable to find another. There’s never enough stock for this discipline on the used market – which is why we’ve designed a well-priced new saddle to keep up with demand. The general purpose (GP) market has seen the biggest growth in terms of actual purchases and maximum spend. Happy hackers, leisure riders and riding club members have really embraced the wealth of information available on all media sources. They have their saddles checked regularly, even if they’re not competing, as they want to ensure they have happy, healthy horses under saddles that fit. Overall, the used saddle market is no longer a place to find a bargain. Yes, of course clients who are shopping for a used saddle are budget aware for a number of reasons - but their budget no longer outweighs their desire to get a saddle that fits. Our diary for saddle fitting has tripled in recent years. Which must prove a point.
About the author SARAH LAVELLE-BOWDEN established Saddles Direct almost ten years ago to provide a nationwide buying and selling service for quality used saddles online. The Burnley based company has since diversified and expanded and now has an equestrian store over two floors. “We do saddle fitting throughout Lancashire and Cheshire with hopes to expand throughout the UK,” says Sarah. “We offer new saddles, accessories, the Saddles Direct range of saddles across all disciplines and a sales service to the trade. We are also very proud to be Approved Master Saddler retailers, MSFC, saddle fitters for [equine charity] HAPPA and the local Riding for the Disabled (RDA) group. We’re open six days a week, we provide free advice, free valuations on sellers’ saddles and, most importantly, we love what we do.” For more details, contact Saddles Direct on tel 01282 471911 or email customerservice@saddlesdirect.co.uk www.equestriantradenews.com
Leathercare
24
LOVE OF A LIFETIME
Provided it’s properly looked after, good leather lasts a lifetime. No-fade preparation
For tip top tack cleaning…
NEW from Abbey England, Fiebing’s UV Leather Shield is designed to protect leathers from the effects of direct sunlight. In particular, it safeguards the leather against fading in colour. Application is recommended once a month, or more often for upholstery hides and those which are exposed to increased levels of sunlight. Regular use also keeps tack looking its best and helps maximise its longevity. A 236ml bottle has an RRP of £6.95. See page 39.
THE Tack Care product range from NAF ensures your customers’ leatherwork is given the best possible care. Two collections – Sheer Luxe and Leather Range – encompass every tack cleaning eventuality. Sheer Luxe Leather Cleanse & Condition is a deep cleansing formula that’s easy to use and leaves a nonsticky yet luxurious finish. Sheer Luxe Leather Food is a rich lotion which nourishes tack. It’s ideal for revitalising and moisturising recently cleaned or new leatherwork. If an intensive conditioner is required, then Sheer Luxe Leather Balsam is the answer. This great product penetrates and ‘feeds’ leatherwork, keeping it luxuriously soft and supple.
Leathercare lends itself to add-on sales. Think sponges, saddle racks, bridle hooks and hangers…and for leather boots - trees, carry bags and boot jacks.
RETAI L TIP
Three pronged at-tack THE Safe-Care Equine Tack Pack contains everything needed for well-maintained tack in three easy steps. Firstly, the Multi-Purpose Cleaner spray brings sparkle to buckles and stirrup irons. Secondly, Safe-Care Equine Leather & Tack Cleaner is applied with a damp sponge or cloth, only for dirt and grease to dissolve and wipe away. Thirdly, Safe-Care Leather Balm contains jojoba oil to nourish and restore leather. It protects and waterproofs tack and boots, and comes with its own sponge. The Safe-Care Equine Tack Pack has an RRP of £17.
Putting safety first Good quality leather – well looked after - is the safest option, says Julia Andrews of Kate Negus Saddlery. Leather is skin and needs maintenance to keep it soft, supple and safe. A regime that includes cleaning and moisturising with the correct products is vital. Leather shouldn’t be saturated with oils as this can make it slimy and stretchy. Glycerine based Good quality leather bridles, products have their place, and are like this one by Kate Negus, certainly traditional, but should be look best on a horse. used sparingly. Displaying on a model horse Leather needs special care after in-store is the next best it gets wet; incorrect action causes thing. cracking and splitting. Allow the leather to dry naturally in a warm room, then treat it with a leather balsam when dry. Don’t try to speed up the process! Of course, before you can advise customers on caring for DECEMBER 2015 EQUESTRIAN TRADE NEWS
Leather range NAF Leather Quick Clean is an easy to use, quick drying everyday cleaner. It swiftly lifts and removes grease, sweat and dirt from leather tack, leaving it clean and ready to be conditioned. A glycerine based saddle soap with citronella, NAF Leather Soft Soap cleans and protects. It also comes as a soap bar. For those who like a traditional approach, NAF Leather Neatsfoot Oil softens and preserves. It’s handy to re-hydrate dried out, brittle leather or to soften new tack. And NAF has thought of every aspect of tack cleaning… Synthetic Tack Clean removes grease, sweat and dirt from nonleather tack in a jiffy. See page 48
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their new leather goods, you need to make the sale. Bridles, breastplates and accessories deserve to be displayed properly. Here are some tips: • Take some items out of their bags so the quality of the leather can be seen and smelt. Once unwrapped, they should be regularly wiped over with a balsam to stop them drying out. • Displayed items should be kept clean and free from dust. This takes only a few seconds but really pays dividends. • Ensure leather products are not in direct sunlight or above radiators or other heat sources which could cause drying out or even cracking. • Some products look unimpressive when just hung up, but can wow when displayed on a model horse. Make sure they’re done up correctly though. • If you sell components as well as full bridles, make sure customers realise. Create a special display of browbands especially diamante ones which look stunning in a good light - or show off their shape on a curved surface. • Likewise, demonstrate different noseband styles. Leather is a very tactile product and customers may like to touch padded nosebands, so make sure they can reach them. www.equestriantradenews.com
®
LEATHER® THERAPY PREMIUM LEATHER CARE SYSTEM We are always looking for ways to make horse ownership easier and more rewarding. That’s why we are proud to announce the addition of Leather Therapy® to the Absorbine® family. This well-established line of advanced leather and textile care products is known for its quality, innovation and, and remarkable ability to restore and maintain a wide range of leather goods. Leather Therapy® is an integrated system designed for complete care of all tack and leather equipment.
THE LATEST ADDITION TO THE ABSORBINE® FAMILY
Leather Therapy® Laundry products are the first products to let you clean and condition leather, suede and sheepskin items in a washing machine. They’re so revolutionary, they’re patented!
Restore, Condition & Maintain your treasured leather items with Leather Therapy® Available from your usual Absorbine® Wholesaler
The Horse World’s Most Trusted Name® ©2015 W F Young Inc
www.absorbine.co.uk
Leathercare
26
New to the UK
Leathercare boot camp
RETAI L TIP
LEATHER boots need and deserve just as much care as saddlery. Brogini has some top tips to pass onto your customers.
ABSORBINE Leather Therapy - a brand recently acquired by W F Young – will be launched in the UK at BETA International next month (24 – 26 January). The collection includes preparations to care for saddles and bridles and, more unusually, leather clothing such as fine leather seated breeches, chaps, sheepskin numnahs and saddle pads. Known as Absorbine Leather Therapy Laundry products, these are the first to allow leather and sheepskin items to be cleaned and conditioned in a washing machine. Their uniqueness is highlighted by the fact they’re patented. See page 25.
LOOKING FOR NEW STOCKISTS
Clean: Remove dried-on dirt such as mud with a warm, damp cloth, then dry with a soft cloth. Don’t use hard brushes which can damage leather. Horse sweat and manure should be wiped away as soon as possible as added Capitoli moisture is aggressive to leather. These techniques are ideal for caring for fine leather boots such as the Ostuni and Capitoli. Shape: To ensure leather boots keep their shape and are aired, boot trees should be inserted. Dry: Depending on how Ostuni much moisture has been absorbed, leather boots should be kept in a well ventilated place for at least 24 hours. Artificial heat is not recommended. Customers who regularly get their boots wet might like Modena something more water resistant, such as the Resistente with Resistente its waterproof membrane. Fasten: Zips should be cleaned regularly with a small brush. Care: Only genuine leather care products should be used and the instructions read before applying. Easy-care: Customers who can’t find the time and energy to care for leather boots can opt for the synthetic Modena. It’s needs no more than soapy water to keep it looking good. See page 7
Clever covers RACE was created by Claire Whiston. Claire’s history and experience gives her real credibility when it comes to the development of an Environmentally Friendly Leather Care Product. Read all about the evolution of RACE on the website. In 1985 Claire began to develop her first Natural leather care wax and called it Race - to preserve and protect the leather and stitching. Race soon grew in demand - not only for the Equestrian market, but also outdoor pursuits for walking boots, leather shooting equipment. Its wholesome natural wax properties not only conditioned and protected both the leather and stitching but proved to be a very effective water-proofer This was followed in 1990 by Natural Leather care creams & Conditioner spray for leather upholstery. From Claire’s original Race wax leather care product primarily aimed for the equestrians and motorcyclists- she went onto develop a lighter natural cream and conditioner spray for the Upholstery distributors. Call: 07828827405 Email: info@race4leather.co.uk Web: www.race4leathercare.co.uk Simply the best leather care products available
DECEMBER 2015 EQUESTRIAN TRADE NEWS
THE need to protect saddlery during storage is often forgotten. But here are two very handy ideas. NuuMed’s Stirrup Slippers safeguard saddles from damage caused by stirrup irons – especially muddy ones. The specially designed bag is quilted and sits over the saddle. It has two pockets that hold the stirrups, whether they’re crossed over or run up. In black and brown, and small and large, Stirrup Slippers have a RRP of £19.20.
Promotional tool NuuMed’s Fleece Saddle Cover is a highly practical item. Take advantage of the company’s in-house embroidery service, and it becomes a great promotional tool too. The smart, cost effective (RRP £12) saddle covers are elasticated for easy fitting and fit over the full saddle, including the flaps. They’re available in navy, red and lilac.
www.equestriantradenews.com
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BETA Members’ Page
AN EQUESTRIAN CAREER DOESN’T ALWAYS NEED A HORSE
It’ll soon be on its way! MAKE sure that you look out for the BETA Winter Newsletter, which will be landing on your doormats in the next few weeks. Packed with an entertaining and informative overview of what we have been up to during 2015, it aims to provide you with a clear insight into the wide range of initiatives, promotions, training and campaigns that BETA is involved with on behalf of its members, consumers and the wider equestrian trade. We have also included a rather smart 2016 BETA calendar sent with our compliments. However, because they do make such fabulous stocking fillers, additional copies can be bought from the BETA online shop at www.beta-uk.org or by contacting the office.
Meet James…
Tricia Nassau-Williams discusses careers with students at the Royal Agricultural University.
B
ETA’s new Careers in the Equestrian Industry guide proved a big hit at a careers fair held at the Royal Agricultural University, in Cirencester, Gloucestershire, last month where BETA field officer Tricia Nassau-Williams talked to students about the diverse range of career paths available in our industry. The event provided the ideal opportunity for BETA to dispel the notion that hands-on
equine jobs were the only ones available in our vibrant sector and to introduce careers including those in export, business administration, design and research and development. Tricia took a wide range of equestrian props, such as a bit, riding hat and Victorian saddle pad, to create a stand that was both attractive and a conversation starter.
Winning stands at Your Horse Live!
Winners in the BETA Best Stand Awards at Your Horse Live are Feedmark (Large) and Fynalite (Small).
B
ack in the office after another busy and highly successful Your Horse Live, where we sponsored the Main Arena once again, we are extremely happy to reveal the winners of the BETA Best Stand Awards, which were judged at the event. Now in their third year, the awards reward and celebrate the retailers that have gone that extra mile to make their stands as attractive and effective as possible. There are two categories – stands of more than 12 sq m and those of 12 sq m and less. Winner of the Best Large Stand award was Feedmark, with Katie Hough Equine Art as runner-up. The Best Small Stand award went to Fynalite, with Whicker as runner-up. Our congratulations go to these four companies, which worked extremely hard to create a high-quality shopping environment.
www.equestriantradenews.com
JAMES Edwards, of Acorn Saddlery, South Molton, Devon, is the newest member of the BETA Retail Committee. A former electrical engineer, he took the business over from his parents Frank and Susan, last year and hasn’t looked back. “It’s been a steep slope from working with electrics on building sites to facing horsey women,” he jokes. “I was green and fresh back then, but I’ve found my calling.” Since taking the reins, James has completely transformed the shop’s interior and exterior to bring it into line with modern standards, re-done the website and completely overhauled the business’s logo. “It was time for a change,” he says. “My parents started the business in 1985 and are still very much part of it, with Dad doing saddle fittings most days and Mum working in the workshop at home making new equipment.” After 18 months at the helm, James, 27, is keen to grow the business by expanding product lines and employing keen digital marketing and social media skills. “There is so much that I would like to do and I am always on the lookout for new things,” he explains. Saddlery is very much in James’s blood because both his parents were master saddlers and his maternal great-grandfather, William Bell, was a saddler and harness maker. An enthusiastic member of BETA, James adds: “I am a big supporter of the trade association and made up to be on the Retail Committee.”
Happy Christmas LAST but certainly not least, every member of the BETA team would like to wish you and yours a very happy Christmas and send our compliments of the season. Have fun and we look forward to catching up again in the New Year.
For further information on any of the items mentioned here
CONTACT LAURA CLEGG AT BETA Tel: 01937 587062 Website: www.beta-uk.org
Email: laurac@beta-int.com
Stockeld Park, Wetherby, West Yorkshire LS22 4AW EQUESTRIAN TRADE NEWS DECEMBER 2015
Retailer Profile
28
SERVING A COMMUNITY WITH A HORSEY PAST
Kristina Finnie runs a modern tack shop in a historic Leicestershire town with an equestrian past. Deborah Hayward went along to meet her.
Kristina Finnie moved her tack shop, Equestriana, to Ashby-de-la-Zouch two years ago.
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orses have played a significant role in the life of Ashby-de-la-Zouch for hundreds of years. The north-west Leicestershire market town has seen jousting and horse trading in its streets, was reputedly visited by Dick Turpin and Black Bess, and still sits on the border of the Meynell, Quorn and Atherstone hunt countries. Today, the knights and highwaymen are long gone and many horses live on livery yards that have sprung up on farms in surrounding villages. Equestriana is a small but well-stocked tack shop owned by Kristina Finnie. Based in a modern retail unit in a former coach yard just outside the town centre, it offers customers easy access and parking outside the front door. “I moved here a couple of years ago after running a small equestrian area within a large country store about a mile away,” says Kristina. “I needed more space, so decided to go for it and bit the bullet.” Growing up nearby, she knew what made her potential customers tick. “People tend to be everyday riders – they hack, do lower-end competition and hunt,” said Kristina who’s a member of the Meynell.
The hunts bring in valuable custom, along with local Pony Club branches and riding clubs. “We do a lot in the summer when the kids are all off to camp and we are happy to advise [their parents] and help them stock up with all the kit they need,” says Kristina. Space at Equestriana is at a premium and every single nook and cranny is packed with stock, from Champion and Gatehouse riding hats to Airowear body protectors and Kanyon footwear. Then there is the fantastic range of rider clothing, leatherwork, rugs, lotions and potions – even feed and supplements, housed on wooden racking. “I tend to go for the middlemarket, which seems to suit everybody,” says Kristina. “They want nice quality but at an affordable price. “When I set out nine years ago, I did stock the more expensive stuff but, when times got harder, people just didn’t have the money any more. Who has £130 to spend on a pair of breeches these days? You get the odd person and then you end up putting the rest on sale.” Seasonal stock being key, rugs are currently Kristina’s best-selling lines. “We stock a good range of winter turnouts, although
DECEMBER 2015 EQUESTRIAN TRADE NEWS
most customers go for mediumweight ones now, as the weather doesn’t seem to get that cold,” she explains. “We’ve got the new Climatemasta, which has a layering system that seems to be proving quite popular. “We’ve also got a new Harcour clothing range from Westgate. It’s their new venture and they are only letting about 50 retailers in the country have it, so it won’t be everywhere! “It’s tough out there for bricks and mortar retailers when we
have to compete with online stores. Fortunately, a lot of suppliers such as Matchmakers are now putting certain lines into tack shops and not online. That’s really good – they’re supporting us guys. “A few of them have also started to make sure that prices are kept correct on the Internet because products are being sold with hardly any profit – probably £10 –which, in addition to being unfair, also devalues things.” To beat off competition from other tack shops, Kristina works hard to ensure she offers wellknown and respected brands and gives great customer service. “I’ve done product training with Champion, so can happily offer a hat-fitting service,” says Kristina. “We sell secondhand saddles on our customers’ behalf and offer a rug-washing service. “We also stock a limited range of feed and supplements, it’s handy for our customers and keeps them popping into the shop. We make sure that we have the most popular brands such as Allen & Page, Spillers, Dodson & Horrell, Dengie, Baileys and TopSpec. We also offer chicken feed, as lots of people with horses seem to have hens.” For Christmas, Kristina bought
Equestriana’s wide range of stock is aimed at the “middle market”, providing quality at affordable prices.
www.equestriantradenews.com
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www.earlswoodsupplies.com
QUALITY WITHOUT COMPROMISE
Equestriana is based in a modern retail unit in a former coach yard just outside Ashby-de-la-Zouch.
in a vast array of seasonal goodies and stocking fillers including jewellery, socks, gloves, furtrimmed tweed headbands, hunting stocks, pins and gloves. “We always do an open weekend at the start of December. I give customers a drink, knock 10% off all prices and run a free prize draw with stuff donated by my suppliers, who are really supportive,” says Kristina. She’ll be travelling to the NEC, Birmingham for BETA International next month (24 – 26 January). “I
go every year and have a good look around to see all the new products, make a few enquiries and make the most of special deals,” she explains. Kristina’s long-term plan is to expand. “I’d love to have another store slightly out of this area, but maybe that’s a bit ambitious,” she adds. “In the meantime, I just want to keep growing and getting more customers through the door.”
ETN asks Kristina Q: Do you own a horse? Yes, Apollo is my home-bred, 15.1hh horse. We also bred his mother and grandmother. He’s a bit of a wimp on his own and loves being with his mates. We hunt and go team-chasing. Q: Which brands to you stock? Alongside the feeds, there’s Shires, Toggi, Harry Hall, Harcour, Horseware, Masta, Caldene, Kanyon, Champion, Amigo, Airowear, Rodney Powell, Lincoln, Hy, Carr & Day & Martin and Absorbine.
Specialist wholesalers to the Equestrian and Agricultural industries Matting, Hardware, Tools, Equipment and much more… Integrity and excellence in all we do. Are you one of our stockists? Contact the sales office today on 0845 017 1351
Q: What are your best-selling breeches? Breeches from Rugged Horseware, which are really nice-fitting with a full seat and go out for about £69. I do really well with them. The company came and saw me about six years ago and we’ve never looked back. Q: What are the benefits and drawbacks of forward-ordering? A positive is that you sometimes get a good discount for doing so and you have peace of mind that you have done your ordering. The negative is that it can cause problems with cash flow. If you’re not careful, and if you haven’t kept a record of your order, you can end up with some surprises, as you have forgotten what you requested eight months ago. Q: What do you do with stock that doesn’t sell? I try to sell it off cheaply in a bargain bin or put it on eBay. Q: Do you use social media to promote your business? I use Facebook, as it’s free and reaches lots and lots of people. Q: How much did it cost you to set up your business initially? Would you believe, I started with £5,000 worth of stock, which is tiny, but I grew it from there. www.equestriantradenews.com
carrimore surefoot
Wholesalers
30
POP DOWN TO THE ONE-STOP SHOP Wholesalers can save retailers’ time and money, support cash flow and reduce risk, says Martin Balmer.
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ood wholesalers carry huge amounts of stock from many manufacturers across the globe. At Trilanco, we hold stock from around 150 suppliers. Imagine dealing with just half – or even a quarter - of these suppliers, and the work involved with getting individual trade accounts. There would be yet more work when it came to replenishing stock. Then you’d either have extra postage costs or need to place sizeable orders with each manufacturer to reach their carriage paid total. Of course, going direct is an
You need to try new things, but not at the risk of spending money on stock that you don’t know is going to sell. option and can work well in certain situations…But what happens if you need to buy a pot of this, a few bottles of that…? Yes, it’s when providing a central place to shop that wholesalers come into their own. Buying a number of lines, albeit covering different manufacturers/ brands, simultaneously makes it much easier to reach free carriage levels. Even even if you don’t,
you’ll only have to pay one lot of postage rather than two, three or four lots which seriously dents your profit.
No risk Another big advantage of working with a wholesaler that maintains good stock levels is that you can use them as your warehouse. This is very positive for cash flow as you can make minimal investment and, if you like, buy one, sell it, get paid and buy another. Of course, if there’s a real run on a product you might get caught out every now and then. But having stock a phone call away with no risk is a huge benefit - especially with use-by dated products. Introducing new lines can also work well if you use a wholesaler. We all see the magazine adverts for fabulous new products; sometimes these do incredibly well and sometimes they don’t. Having the product on your shelves is the best way to promote it to your customers. But if you go direct to a new supplier, how many will you have to buy? Go direct for each and every new product, and you could end up with a lot of money tied up in stock that you don’t really know if your customers are going to buy. When ordering from a wholesaler, you can add a couple of items to your order and see how they sell. We can’t guarantee they’ll sell, but the investment in the stock is much less. You need to try new things and
Buying from one source means you’re more likely to meet carriage paid order levels.
DECEMBER 2015 EQUESTRIAN TRADE NEWS
tempt your customers with the latest products, but not at the risk of spending lots of money on stock that you don’t know is going to sell. That puts a real dent in cash flow. We seek out products that our customers ask for as well as the latest lines, so you don’t have to. This also works well if you’re thinking of diversifying into, say, the pet or agricultural sectors. We already have the products in and many can be bought individually, so there’s very little to lose by testing the water. Wholesalers have offers too. For example, we work with our suppliers to produce bi-monthly e-shots and offer sheets to keep our customers informed of great deals. We offer a number of money off and ‘buy x get y free’ promotions throughout the year too. The key is finding a wholesaler you can trust; one who has your best interests at heart. Yes, we’re in business too. But what really matters to us is supporting independent retailers, holding good stock levels (and having real time stock reporting on online stores), offering a
Protect your cash flow and use a good wholesaler as your warehouse.
number of delivery options and staff who don’t just sell products but are properly trained and knowledgeable.
About the author MARTIN BALMER is the managing director of animal health and equine products wholesaler Trilanco. To find out more visit www.trilanco.com or call Trilanco on 01253 888188.
What to ask a wholesaler • What are your delivery options? Do you offer next day, free delivery on set days and what are your carriage costs? What is your carriage free threshold? • How are your stock levels? How do you maintain these to prevent stock running out? What’s your order fulfillment rate? • How can I order? Do you have an online store I can use at any time? • Do your staff have a good knowledge of the ranges stocked? Are they trained by the suppliers to ensure they can answer questions if I have questions from a customer? • Will I have an assigned contact in-house for continuity? • Do you have area sales managers that can visit me if I want? • Do you provide offers from suppliers so I can make the most of deals that apply to my customers? www.equestriantradenews.com
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Directory of Wholesalers
WESTGATE EFI Range: Everything, from grooming kit and feed supplements, to tack, rugs and clothing plus gifts and canine products. Distributor of leading brands including Likit Stable Toys, Equisafety and Spartan Equestrian Products. Own brands – Mark Todd Collection, Jumper’s Horse Line, Coolex, Gatehouse, Rodney Powell, StableKit and Saddlecraft. Exclusives – Manfredi Show Wear and the exciting new french clothing collection from Harcour. Retailer incentives: Monthly offers and updates. Contact Tina Farrow, National Field Sales Manager for quantity discounts- 07411938144 Retailer communication: Regular newsletters containing new products, promotions and discounted clearance lines. Retailer support: Area managers on the road and office-based customer service, telesales teams and export managers. Kent showroom open by appointment. Ongoing PR and marketing support plus numerous high profile sponsored riders. Wide range of POS available. Stockist locator on website. Catalogues: Printed trade list plus counter copies. Web trade store: Website with secure online ordering for trade accounts and new web live chat for an instant response from the telesales team. Minimum first order: Contact office. Terms: Payment due by 20th of the month following the date of invoice. Carriage: FOC for UK mainland orders over £100 (ex-VAT). Delivery: 24 to 48 hours subject to stock. Contact telephone number: 01303 872277 Email address and website: sales@wefi.co.uk; www.wefi.co.uk
Advertisement feature.
SADDLERY TRADE SERVICES (STS WALSALL) Overview: For more than 40 years STS Walsall has served the retail trade, you only have to look at our testimonials and feedback to see how highly our customers think of us. We are unique in that we allow our retail customers to buy in store, so diverse is our range of stock we are seen as a one stop shop with many top brands stocked to suit all needs, ideal for new businesses too. We listen to our customers and take immense pride in our friendly staff & prompt delivery service,something our long standing customers have grown to expect, respect & trust. Range: Over 5,000 products including Original Happy Mouth Bits, Bentley, Walsall Made Bridlework, Toggi, Liveryman, Stubbs England, County Whips, KY Rotary Bits, Rockfish, Kevin Bacon, Effol, Cowboy Magic, Tubtrugs, Likits, Leovet, Equus, Farnham, SmartTails, NAF, Gold Label, Keratex, CDM, Champion, Fynalite, Absorbine and much much more. We are also the distributors of the increasingly popular ‘Sheldon’ Range including the ‘Sheldon Bits Stirrups & Spurs’ ‘Snug Rugs’ & the award winning original and best Cozi Checked Jodhpurs. 2016 will see exciting new products launched that have been designed upon customer feedback including our new Cozi breech range. Retailer incentives: Quantity discounts available, special offer items, forward orders, special custom made bits & leatherwork, carriage incentives. Excellent returns procedure. Optional Free Delivery Service for larger bulky orders. Retailer communication: Live website, quarterly newsletter & invitation to visit our warehouse in Walsall and buy in-store. Web trade store: www.saddlerytradeservices.co.uk (quick and easy to register) Minimum first order: £250 then any value order thereafter Terms: Upon application but we are strictly trade only. Delivery: Aim for same day dispatch if order received before 2pm- Saturday and early morning deliveries can be arranged for additional cost. Contact telephone number: 01922 630013 Email address and website: stswalsall@btconnect.com, www.saddlerytradeservices.co.uk www.equestriantradenews.com
Directory of Wholesalers
SCHOCKEMÖHLE SPORTS Range: Schockemöhle Sports develops well engineered, sophisticated highquality products, which also implicate aesthetic aspects and fashion trends. We offer a complete choice of equipment for both, horse and rider. This includes a wide range of high quality bridlework and leather accessories. Latest news: in July 2015 we introduced our new footwear label TONICS, www.tonics-shoes. com. The assortment includes premium paddock boots and half chaps, which also convince through its fine design. Retailer incentives: e.g. newsletters with special offers; customized offers; shop in shop solutions including marketing campaigns; show support. Retailer communication: newsletters, websites incl. B2B section, facebook pages, catalogues. Retailer support: Our sales agents in the UK are available for any kind of request: Jenny Hammett (UK), jh@schockemoehle-sports.com, 44 (0) 7818 051375 Mark Hammett (UK), mh@schockemoehle-sports.com, +44 (0) 7875 633163 Shane Broughal (IRL), sb@schockemoehle-sports.com, +353 (0) 870 550515 Catalogues: Schockemöhle Sports: “The Orange Book” for horse’s standard products and “The White Book” for rider’s standard products; seasonal consumer brochures TONICS: standard catalogue. All catalogues are also available as digital versions at www.schockemoehle-sports.com resp. www.tonics-shoes.com. B2B: Online order platform for retailers Minimum first order: Available upon request. Terms: In accordance with the sales team. Carriage: Available upon request. Delivery: Available upon request. Contact telephone number: + 49(0)5492/41779-0 Email address and website: info@schockemoehle-sports.com, www.schockemoehle-sports.com; www.facebook.com/Schockemoehle.Sports; www.tonics-shoes.com, www.facebook.com/tonics.shoes
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SNOWHILL TRADE SADDLERY LTD Range: Rhinegold, Heritage, John Whitaker, Brogini, Barrier Healthcare, Windsor Equestrian, Horsewise, MacWet, Harlequin, Global Herbs, Agrifence, Tubtrugs, Regatta. Retailer incentives: High stock levels, Fast delivery, quantity discounts available on certain stock lines, monthly promotions, further discounts on application. Customer Own Branding: Own branding available on rugs, leatherwork and jodhpurs please contact kirsty@snowhill.ltd.uk for details. Retailer communication: Trade login to live website with up to date stock levels allowing you to order at your convenience, regular communication via email with monthly offers, new products and promotions. Knowledgeable telephone sales team. Retailer support: Seasonal point of sale posters, CD of current catalogue images, Sales Representative. The Snowhill Trade catalogue is also printed unpriced for use in store. Catalogue: Full colour glossy annual trade catalogue available priced and unpriced Web trade store: Trade account holders can login and order online 24/7 and check stock availability on our responsive live website. Pre Order option available, Out of stock email reminders and uncatalogued products. Minimum first order: On request Terms: On application Carriage: Free on orders over £250 (ex-VAT) Delivery: Orders placed before 3pm despatched same day for next day delivery – mainland UK (where possible). Saturday and early morning deliveries can be arranged for additional cost. Europe (2-3 days) at cost. Contact telephone number: 01243 672323 Fax number: 01243 672424 Sales Rep-Julian: 07960460789 Email address and website: sales@snowhill.ltd.uk; www.snowhilltradesaddlery.co.uk
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Range: New ranges this year include products from Equidivine, Showquest, Waldhausen, Animology, and USG. Along with a comprehensive range of products from many leading brands including Toggi, Champion, Equisafety, Gold Label (Stockcare), Robinson Healthcare, Leovet, Keratex, Kevin Bacon, Smart Grooming, Tubtrugs and more. Retailer incentives: We strive to forge strong customer relationships and are always ready to supply new customers; from start ups to established businesses. We offer a fast, friendly and efficient service with low carriage paid order values and next working day delivery. Retailer communication: Sales agents covering the south and east of England, regular communication via email including information on new products and special offers. Catalogue: Yearly catalogue distributed to retailers, along with regular mail shots and promotions via email and the new website. Catalogue also available via email to new and existing companies. New website offering trade log in for registered customers and online ordering (please note online accounts must be approved by the office before log in is available). Minimum First Order: £350 nett Terms: 30 days on approved accounts, otherwise payment on dispatch. Carriage: Low carriage paid amount. Delivery: Orders dispatched the same day for next working day delivery. Telephone: 01362 696309 Email: hucklesbys@aol.com Website: NEW website with trade log in and online ordering facility www.hucklesbys.com Facebook page: Hucklesby-Associates DECEMBER 2015 EQUESTRIAN TRADE NEWS
SEALS FODDER ROOM LTD Range: All major feed manufacturers’ brands stocked including TopSpec, Dengie, Baileys, Heygates, Allen & Page, Dodson & Horrell, Marksway and Spillers. We supply eight different bedding manufacturers stocking over 14 different types of bedding and a wide range of supplements. Retailer incentives: Monthly trade promotions. Pallet load discounts available. Retailer communication: Sent via email or post. Retailer support: We arrange manufacturer marketing campaigns and point of sale support. Our trade price list shows a suggested retail price. Catalogue: Price lists are sent regularly following a price change. Minimum first order: Proforma Terms: Full list of terms and conditions are available on request. Delivery: Our price list includes collected and delivered prices. Our trading area is from The Humber to The Wash and the East Coast to North Wales. We run a fleet of 6 vehicles up to 26 tonne size to ensure the service we provide is maintained to a high standard. Contact telephone number: 01773 602466 Address: Seals Fodder Room LTD, The Mill, High Street, Swanwick, Alfreton, Derbyshire DE55 1AA Email address and website: sales@sealsfodder.co.uk www.sealsfodder.co.uk
www.equestriantradenews.com
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HUCKLESBY ASSOCIATES
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The London Collection The London Collection from John Whitaker embodies the classic equestrian style. With a modern flat binding and red, white and blue colour scheme, this set is ideal for riders competing at any level. (items sold separately) Features: Embroidered logo on the fly veil and saddle pad, rubber logo on the headcollar, flat contrast binding, corrosionproof hardware. SIZE
PONY, COB OR FULL
COLOUR
RED, WHITE OR BLUE
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FV028 London Fly Veil
HC034 London Headcollar
SC043 London Saddle Pad
100% cotton ears, flat binding, cotton crochet web with scalloped edging and embroidered logo on left ear. RRP £20
Strong polyester webbing, fleece lined noseband/ cheekpiece/headpiece, corrosion proof hardware and rubber logo. RRP £20
Features diagonal diamond quilting, flat binding, tonal girth straps and an embroidered logo. RRP £35
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To become a stockist
Directory of Wholesalers
Trade supplier of the year 2014 and 2015 Range: Battles have a comprehensive range covering over 10,000 SKU’s of leading brands to enable the retailer to stock a variety of products; ensuring ordering is convenient and cost-effective. The range includes own brands Lincoln, Lincoln Platinum, Dermoline, The Super Range, Hy and its sub-brands. Wholesale brands that Battles stock include Protexin, LeMieux, Equilibrium, SKUP, Science Supplements, Cavallo and NAF to name but a few. With new brands added this year, such as Sockmine, TopSpec, Streamz Global, Tom Brown’s, and Oscar and Hooch, the portfolio is continually growing to suit retailers’ needs. 2016 will see further brands added, so look out for the Battles Trade Catalogue in 2016. Delivery: To support customers, Battles continues its FREE next day delivery on all orders over £100* with no restrictions on the amount of orders per week. Retailer incentives: Exceptional monthly offers are available on a variety of products; also retailers can join yearly reward schemes such as Link up with Lincoln and Live the Hy Life so you can enjoy exclusive extra discounts. Retailer Communication: A monthly newsletter is sent by post or email and is available to download from the Battles website. In addition to this, Battles produces a mid-month eNewsletter, sent to all retailers and includes special offers, product information, staff profiles and exciting news from Battles. Area account managers and the customer care team are all on hand to help where needed. There is also extensive information on the Battles website with the ability to order online. Retailer Support: Literature and promotional merchandise can be sent on request including header boards, pull up banners, posters, shelf wobblers & t-shirts. Strong advertising campaigns are run throughout the year to help generate awareness of brands. Catalogue: Annual trade catalogue available priced and unpriced. Web trade store: www.battles.co.uk Minimum first order: None Terms: 20 days following month of invoice. Carriage: Free next day delivery on all orders over £100* Delivery: Nationwide next day delivery service. Contact telephone number: 01522 529206 Email: info@battles.co.uk *Excludes Northern & Southern Ireland.
MIRZA SHAHARYAR BAIG GROUPS Range: Manufacturers of extensive and comprehensive range of equestrian products, riding boots, rugs, driving harnesses since 1973. Prices basic to medium. Retailer incentives: Yes Retailer communication: Yes Retailer support: Yes Catalogue: Yes but email attachment. Minimum first order: £1000 Terms: Payment with order. Carriage: Customer account. Delivery: Immediate if the order is in stock. Contact telephone number: 01132 196235 / 07941 059335 Email address and website: mirza_shaharyar_@hotmail.com
DECEMBER 2015 EQUESTRIAN TRADE NEWS
JOHN WHITAKER INTERNATIONAL LIMITED Range: John Whitaker International have specialised in the productions of high quality equestrian products and accessories for over 15 years and now, would like to introduce the new and improved John Whitaker Saddlery Collection. The collection consists of 10 saddles, each designed to meet the requirements of different disciplines such as dressage and eventing. Crafted from the finest calfskin leathers and protected with a two year guarantee against leather defects and a lifetime tree guarantee, all John Whitaker saddles are of the highest possible quality and are all fully adjustable. Retailer incentives: Please visit the John Whitaker BETA stand to find out more! Retailer communication: Monthly mailers and regular e-shots with offers and incentives. Retailer support: On hand sales assistance and marketing literature available on request. Advertising campaigns placed regularly in key consumer magazines within the UK. Catalogue: The JW Saddlery and Leatherwork brochure available on request. (multiple languages available) Web trade store: Yes Minimum first order: Available on request Terms: JW provides approved monthly credit accounts or payment via Debit or Credit Card. Carriage: Free delivery on orders over £300 (UK only) Delivery: In most cases orders will be despatched within 2-3 business days. Please call the office for delivery times on specific lines. Contact telephone number: 01706 340500 Fax. 01706 340501 Email address and website: info@jwiltd.net, www.johnwhitaker.com
ACKLAND CLARK CO LTD Range: Everything for the horse and rider, from a fantastic range from over 50 brands including Charles Owen, Champion, Toggi, Happy Mouth, Lister, Equitheme, USG, Stubbs, Country Pet, Rockfish, Gold Label, Carr and Day and Martin, Fynalite, NEW, County Whips, Spartan, Equine Speed Skip, Polypads, Loveson, NAF, Leovet, Ollard Westcombe. Castle Range exclusively supplied by Ackland Clark is a quality range of products. Retailer incentives: Register for our up to date special offers and clearance items. Retailer communication: Newsletters and circulars keep our customers in the know, and our website can be accessed 24/7. Retailer Support: Our website is available to trade customers only, and this is backed up by our helpful telephone sales team. Catalogue: Full colour printed price list. Web trade store: Just register at www.acklandclark.co.uk and let us know so that we may activate the account subject to approval. Minimum first order: £300 on a pro forma basis. Terms: 30 days on approved accounts or payment on dispatch for pro forma accounts. Carriage: Free on orders over £300 and £6.95 on orders below this threshold. Delivery: Fast and efficient next day service by TNT throughout UK and Europe by arrangement. Contact telephone number: 0117 9312571 and fax 0117 9312 977. Email address and website: email contact is sales@acklandclark.co.uk and web address is www.acklandclark.co.uk
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BATTLES
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HELPING TO BUILD
SUCCESSFUL BUSINESSES
SINCE 1979 We’re proud to support independent businesses. They’re the backbone of the industry - a place for customers to go for advice, care, and service that is second to none. The knowledge and passion that we see each day is something that we, as a family business, feel very strongly about.
THE AGRICULTURAL, EQUINE AND PET WHOLESALER
VISIT US AT WWW.TRILANCO.COM
Directory of Wholesalers
Range: Extensive range of products from the leading suppliers across the world and own brands including Easidri, ProStable, MacTack, StableLine, Z-itch, Corral, ProTack and Bitz. Retailer incentives: Discounts, offers, starter packs, clearance lines and free delivery options. Retailer communication: Bi monthly eshots and exclusive eshots promoting product days and special flash sales. Trilanco also has a number of ASMs covering the UK and Ireland who relay offers to customers. Retailer support: Customers advised of POS available from suppliers. Catalogue: A full colour catalogue is produced once a year. Priced and non-priced versions are available. Web trade store: Full web store can be found at www.trilanco.com. Login required to access prices and to order. Minimum first order: No minimum value Carriage: Carriage costs vary depending on the amount spent. There is a free carriage threshold and free delivery is also available to retailers on van runs. Delivery: Most orders placed before 2pm are delivered next working day. Deliveries can also be made at weekends and before 10.30am or noon, but are subject to an additional charge. Contact telephone number: 01253 888188 Email address and website: sales@trilanco.com; www.trilanco.com
JOHN ROTHERY (WHOLESALE) CO. LTD Range: Large range of equipment and accessories for the country sports enthusiast. Winner of the Tackle & Guns “Supplier of the Year” throughout the competition’s history, our range of over 6,000 products includes high profile brands such as Aigle Boots, Bonart Country Clothing, Bisley Country Products, Croots, BUFF, Stanley Flasks and many more! We also have a large range of gift ideas from socks and ties, to pewter flasks and gift wares. Retailer incentives: High stock levels, next day delivery, discounts for box quantities, loyalty to existing customers and we deal strictly with the trade only. We do not compete with our retail customers. Retailer communication: Social media and trade login website. Quarterly newsletter. Each customer is allocated to a member of our sales team so you have one contact and a familiar voice for everything you need. Retailer support: POS materials, ongoing marketing campaigns across all types of media directing consumers into retailers. Barcoded products. Images, catalogues and DVDs. Information for retailer’s websites and ecommerce. Catalogue: Annual trade catalogue. Bi-annual trade price list. Brand catalogues and gift ideas catalogue for consumers. Web trade store: Yes at www.bisley-uk.com. Dealer locator for consumers. Minimum first order: £1,000 Terms: Proforma for initial period, then 30 days invoice. Carriage: Order above £325 is carriage paid. Below £325 incurs an £8.00 charge. Extra services available at cost including Saturday deliveries or direct to consumer deliveries. Delivery: If order is placed before 3pm it will arrive within 48 business hours. Many arrive within 24 business hours. Contact telephone number: 023 9224 5350 Email address and website: sales@bisley-uk.com. www.bisley-uk.com
DECEMBER 2015 EQUESTRIAN TRADE NEWS
HORKA INTERNATIONAL B.V. Range: Total supplier of Equestrian products – Rider, Horse & Stable; plus special products on demand for clubs, police depts., military groups etc. Retailer incentives: Discounts are available when ordering a high quantity of the same product line; plus special offers twice yearly. Retailer communication: In 2016 one basic catalogue and twice a year fashion catalogue and flyer. Weekly news by mail and Facebook. More promotional items including posters, pens, stickers, flags, roll-up banner etc. Retailer support: Advertising in Europe, sponsorship of retailer activities, competitions eg. PR products such as flags, posters, pens and stickers depending on the time of year. Catalogue: Once a year a basic catalogue with our complete range of products. Twice a year a fashion catalogue. Web trade store: www.horka.com, www.redhorsefashion.com, with online ordering, only for retailers. Minimum first order: On request. Terms: 10 days with 2% credit limitation or 30 days NET. Carriage: £15.99 Delivery: 2 to 5 days Agents: Keith Dickinson (North-UK & East Anglia) tel. 07966 240515/ 01274 873773, Lucinda Kooij (South-East UK) tel. 0781 7967868 Free areas: Ireland/North Ireland, South-West UK & Wales HEAD OFFICE: +31 384 655 770 Email address and website: info@horka.com, www.horka.com and www.redhorsefashion.com
BROGINI LIMITED Range: Brogini Limited are riding boots specialists who are dedicated to supplying only the most elegant and hard wearing riding boots, suitable for most disciplines. Introducing the new Lifestyle Collection; this exceptional range has been designed for an active country life and features boots designed to take you up mountains, through dense woodland and wade through rocky streams with ease. Also new to Brogini are the Casperia and Como boots, which are classically styled whilst featuring a genuine leather foot and specially designed synthetic leather calf. This innovative fabric is designed with a 3D stretch, which grips and contours the leg without being restrictive. The heel features 2 rubber spur studs and the bottom of the zip is protected by a press button spur-guard. Many lines are in stock and available for immediate delivery. Call now for up to date stock information. Retailer incentives: Free delivery on all approved retailer Lifestyle Collection orders before 31st January 2016 Retailer communication: Monthly mailers and regular e-shots with offers and incentives. Retailer support: On hand sales assistance and marketing literature available on request. Advertising campaigns placed regularly in key consumer magazines within the UK. Catalogue: Full Brogini product catalogue available on request Web trade store: Yes Minimum first order: Available on request Terms: Brogini provides approved monthly credit accounts or payment via Debit or Credit Card Carriage: Available on request Delivery: In most cases orders will be despatched within 2-3 business days. Please call the office for delivery times on specific lines. Contact telephone number: 01706 514230 Email address and website: freddiel@brogini.com, sales@brogini.com, www.brogini.com www.equestriantradenews.com
Advertisement feature.
TRILANCO LTD
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For over 35 years we’ve made our name here.
And here.
And here.
Back in the 1970s, three pioneering equine-lovers created the world’s first synthetic horse rug. And WeatherBeeta was born. Since then, our turnout rugs have become famous for handling everything the most spirited of horses, changeable seasons or climates can throw at them. Made of waterproof, durable, breathable 1680 Denier or minimum 1200 Denier materials, our turnout rugs provide added protection and are now found in more than 30 countries worldwide. Added to which there’s a wide range of Stable, Cooler and Fleece rugs available too. All these protect ‘Rug Houdinis’, ‘Rug Wreckers’ and ‘Rug Friendly’ horses alike. No matter what the weather. If you would like to know more, visit www.weatherbeeta.co.uk/winter. You’ll find we’re always here.
Directory of Wholesalers
Range: Mackey Equestrian Wholesale Limited is a family run business based in Co.Wicklow that serves as a one stop wholesale shop to retailers across the island of Ireland. In addition to creating and supplying a wide range of quality products under its own brand, Mackey also brings some of the industry’s leading brands to retailers across Ireland and is the sole Irish agent for Weatherbeeta, Bates, Wintec, Carr & Day & Martin, Charles Owen, Race-Safe, Stubbs and Likit. Retailer incentives: We have monthly discounts available on key seasonal items and clearance offers are available at least once a year on end of line items. Attractive discounts are available to retailers for volume purchases. On an ongoing basis. Retailer communication: Mackey provide extensive product training support and training camps for retailers, in partnership with key suppliers. We provide strong sales and customer service support and all our staff have extensive product knowledge to assist our retail partners. Retailer support: We provide high impact POS material for both the Mackey range of products and key supplier brands. We also have ongoing sponsorship arrangements with the Irish Pony Club and Showjumping Ireland, which strengthens brand awareness across our entire product portfolio. Catalogue: Beautifully produced, glossy 258 A5 catalogue produced annually, detailing all products available through Mackey to Irish retailers. Euro and Sterling version available. Web trade store: No. Terms: Attractive terms are available for ongoing volume based business. Carriage: Free carriage on orders over €150, next day delivery. Delivery: Fast, friendly and efficient next day delivery service. Contact telephone number: 00353 45 404620 Email address and website: : www.mackey.ie; sales@mackey.ie
PAMPEANO Range: Comprehensive range of premium polo equipment for both pony and player plus our popular collection of Argentine leather polo belts and accessories. Retailer incentives: Free UK shipping for orders over £500. Retailer communication: Comprehensive website listing all products, RRPs and product descriptions plus a dedicated telephone sales team. Regular social media updates and stockist of the month promotions. Retailer support: Lookbooks, complimentary gift boxes and branded wooden display stands available. Catalogue: Price list available on request. Web trade store: www.pampeano.co.uk Minimum first order: £250 Terms: Proforma only Carriage: £9.50 per box up to 30kg Delivery: 24hour UK delivery service available Contact telephone number: 01865 773709 Email address and website(s): customer.services@pampeano.co.uk; www.pampeano.co.uk
DECEMBER 2015 EQUESTRIAN TRADE NEWS
HORZE UK LTD Range: Equestrian clothing and equipment for horse and rider. Great Scandinavian fashion at very good value for money. Retailer incentives: Monthly offers Retailer communication: Newsletters Retailer support: Point-of-sale material Catalogue: Standard range catalogue once a year, seasonal range catalogues twice a year Web trade store: Yes Minimum first order: £1000 Delivery: 3-4 days Contact telephone number: 01235 856376 Email address and website: uk@horze.com, www.horze.co.uk
EKKIA
One of the major equestrian companies in the European market, present in over 52 countries in the world. Range: A complete range of products for horse and rider with over 19,000 stock references. EKKIA’s motto is innovation, and continuously offers more products and colours, with an always-appreciated “French Touch” bonus for style at great value. Attention is given to “matching” collections in order to stimulate additional item sales for horse and rider product co-ordination. Retailer incentives: Dynamic sales programmes are provided to trigger demand for our products, and to guarantee good sale margins. Promotion programmes and clearance sales are offered to all our customers. Retailer communication: New product information and promotional offers are sent to all stockists on a regular basis. Retailer support: We provide quality advertising materials for our customers to promote our brands instore. Representatives (UK): South/South East /East/ South Midlands: Piers Westerman - p.westerman@ekkia.com Mob 07896 698 746 South West / Wales / Ireland: Dean Mastouras - d.mastouras@ekkia.com Mob 07792 936 890 Midlands / North /Scotland: Contact - export@ekkia.com et 0033 388 074 006 Head office Export for any enquiry (all staff speak fluent English) export@ekkia.com et 0033 388 074 006 Advertising: Media campaigns are placed regularly in key equestrian consumer magazines in the UK. With its EQUI-THEME brand, EKKIA is sponsoring the fashion show at BETA International 2016. This will allow an image enhancing, live presentation of our new Summer 2016 clothes collections. Catalogue: The horse’s world EKKIA edition No.11 2015 -2016 has 608 pages with 17,000 products. Very smart quality presentation with comprehensive product descriptions. New 2016 -2017 catalogue will be available in September. Web trade store: Orders can be placed 24/7 on the EKKIA PRO website. These orders are processed ‘Priority’. Orders placed before noon are despatched the same day. Return procedure easy and fast. Minimum order: £125 Terms: Payment made in £ to a British Bank by cheque / BACS or Credit card Carriage: Free for orders over £350. Delivery: 2 to 3 days Contact telephone number: English speaking customer service +33(0)388074006 Email address and website: export@ekkia.com www.ekkia.co.uk www.equi-theme.com
www.equestriantradenews.com
Advertisement feature.
MACKEY
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ABBEY ENGLAND
EARLSWOOD SUPPLIES Range: Earlswood Supplies have an extensive range of stable & yard equipment, tools and hardware. Trusted brands amongst others include Carrimore wheelbarrows, Surefoot matting, Saddlers stable equipment and hardware products and Patura electric fencing. With new products added regularly to our range watch out for the New Earlswood catalogue due January 2016. Retailer incentives: Outstanding regular monthly and weekly offers sent by email and post. Bulk discount deals available by negotiation. Retailer communication: Monthly and weekly email and post contact with exceptional offers and updates. All offers are displayed on the website and allows 24 hour ordering with log-in. Regular telephone contact from the Earlswood sales team. Retailer support: Free point of sale display stands and advertising banners. Dedicated office based account managers and field sales team by appointment. Catalogue: Trade catalogue available Web trade store: www.earlswoodsupplies.com (retailer login) Terms: Net monthly to approved accounts. Delivery: We offer next day and 2/3 day delivery service nationwide with low carriage paid order value. Carriage: Free on orders over £150.00 (Terms and conditions apply on rubber matting) Contact telephone number: 0845 017 1351 Email address and website: sales@earlswoodsupplies.com, www.earlswoodsupplies.com
Range: Abbey England supply a wide variety of tools and materials throughout the equestrian industry including high quality English leathers, leather tools, hardware, webbing and outdoor textiles. They also manufacture a comprehensive range of quality English riding and driving bits, a collection of high quality Stanley Foundry brass buckles and Liston locks. Abbey England also manufactures Equus products. The highly regarded range includes rein grips, bit guards, overreach and quarter boots to name just a few. Abbey England distributes Fiebing’s horse and leather care products from the USA and Stubbs quality equipment for the stable and tack room. Abbey England continue to play a dominant role in the British bit market. Worldwide customers flock to Abbey England for their bits, especially those seeking the more traditional and unusual styles. Retailer communication: Quarterly trade newsletters and regular updates via the Abbey England Facebook page and website news section. Catalogue: Abbey England’s extensive catalogue is available by post or online. Web trade store: Yes Minimum first order: None Terms: Abbey England offers approved accounts monthly credit terms and customers can also pay by credit card, with a minimum order value of £15. Carriage: Carriage is free on all consignments over £250 nett value (not including leather and on all overseas consignments). Delivery: For orders in excess of £250 nett value to one address in the U.K. Mainland, with the exception of certain Highland areas, deliveries are carriage paid. Contact telephone number: 01565 650343 Email address and website(s): sales@abbeyengland.com, www.abbeyengland.com, www.ridingbitz.com
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Directory of Wholesalers
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WEATHERBEETA LTD
ARGO FEEDS LTD Range: Huge range of all leading brands and own brands of feed. Beddings, haylages, and supplements to suit horses, dogs, cats, poultry, goats, camelids, cows, pigs, sheep, wild birds and all small pets. Retailer Incentives: Monthly offers Retailer Communication: Monthly email with news and updates. Retailer Support: Dedicated in house and field-based sales team Catalogue: By request, email or post Terms: 30 days on approved accounts or pro forma Carriage: Please contact for trade terms Delivery: within 3 / 4 working days. Nationwide delivery with our dedicated fleet of wagons. Majority now with fork off load. Contact Telephone Number: 01226 762341 Email Address: orders@argofeeds.co.uk Website: www.argofeeds.com
DECEMBER 2015 EQUESTRIAN TRADE NEWS
FAULKS & COX LTD Range: Tubtrugs®, Dripfeed™, Gorilla Tub®, Gorilla Broom®, Tyre Rubber™ Wm. Faulks™. Tools. Retailer incentives: Profit Packs™ display stands and discount on bulk orders, offers on online trade warehouse, BETA International Trade Show Deals. Retailer communication: Continually updated website, Facebook & Twitter page, customer emails, flyers, product catalogue, and dedicated sales team. Retailer support: Specialised POS & Profit Packs™, marketing and advertising of brands within trade press, and consumer publications & online. Mobile sales representatives, promotional product material, website & QR code integration to direct consumers towards our website for specific product details.Catalogue: Product catalogue, can be sent, also available online at our website. Price list can be sent upon request. Web trade store: www.faulks.co.uk/otw Minimum first order: Pro-Forma Terms: 30 days net on approved accounts, otherwise payment on dispatch Carriage: Paid on orders over £200 Delivery: Available upon Request. Contact telephone number: 01455 848184 Email address and website: sales@faulks.co.uk, www.faulks.co.uk
L S SALES (FARNAM) LTD Range: Sole Importers/Distributors of: Farnam USA, Vita Flex, Horse Health, VPL range of Supplements and Grooming, including Red Cell, IceTight, Electro Dex, Tri-Tec14 Fly Spray, Vetrolin, White ‘n Brite, Weightbuilder, and the new Duralactin. LAS Helmets, Tingley Rubber Overshoes. Splintex, Sealtex Bandage, Sekur Grip/Sadl-Tite. Retailer incentives: Bulk buy discounts. Full range in stock in Oxford. Retailer communication: All orders required by email or fax. Complete library of images for your website. Battles,Trilanco sells on our behalf as well. Retailer support: National advertising campaign to promote key brands to end-users. These are linked with point of sale posters which can mention your shop if required. Sponsored riders promote the product lines. Giveaways and promotions. Catalogue: Yes and online. Minimum first order: £100 plus VAT, All orders full box only. Proforma. Terms: Account holders strictly 30 days. otherwise proforma. Credit cards accepted. Carriage: At cost by courier. £400.00 +VAT: carriage paid. Northern Ireland: £24.00 upto 20kg courier. Customer pick up available. Southern Ireland: £15.00 upto 20kg courier. Delivery: Normally 24 hour delivery on stock items. Contact telephone number: 01608 683855. Email address and website: orders@lesliesutcliffe.com, www.lesliesutcliffe.com, www.farnamproducts.co.uk, www.tingleyrubber.co.uk Delivery: Next day to Mainland if ordered by 12noon.
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Range: Over 10,000 products from leading brands – WeatherBeeta, Dublin, Bates, Wintec, Saxon, Collegiate, Kincade, Roma, Korsteel, Effax/Effol, Harold Moore, Solo Comb, WM Faulks, Tubtrugs, Equisafety, Champion, Edward Goddard and KBF99. Retailer incentives: Various discounts available to offer best possible margins. Discount levels are based on commitment and turnover per year with additional incentives for forward ordering seasonal ranges. Retailer communication: Dedicated road sales representatives and an internal customer service team. Regular newsletters and emails with updates and deals. Retailer support: Our extensive marketing campaigns are focused on supporting our customers. We are dedicated to creating demand for our brands and working with our customers to meet consumer needs. Our Leading Brands are supported through advertising in key national equestrian magazines such as Horse & Hound as well as e-newsletters digital advertising on leading equestrian websites. Brand brochures are distributed in leading magazines several times a year as well as shared with our customers. We also provide our customers with a digital assets pack allowing them to deploy on their own websites. We pride ourselves on our expertise and support our customers through Training Programmes such as our Rug Training Stable which supports store staff to becoming a WeatherBeeta Rug Expert. Instore guide for the shopper is key and our comprehensive Point of Sale packs help the shopper make their purchase decision. We understand that our Customers are unique and pride ourselves in offering both traditional and digital ordering processes. Each season we showcase our new core and seasonal products in our 3,000 sq ft showroom. Catalogue: Annual trade catalogue and seasonal supplement Web trade store: Flexible opening requirements, contact Weatherbeeta Terms: Invoices to be settled within 30 days. Carriage: Free on orders over £100, otherwise £6. Delivery: Fast order despatch within 24 hours, boasts a 98 per cent success rate. Contact telephone number: 01295 226900 Email address and website: sales@weatherbeeta.com
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B JENKINSON & SONS LTD Range: Over 60 leading equestrian brands such as Charles Owen, Toggi, Champion, Stubbs, Harold Moore, SoloComb, Tubtrugs, Gold Label, Likits, Lister Clippers, NAF, Robinsons Healthcare, Horse with Attitude clothing, ShowQuest showing products along with Elico Equestrian Range: This is our own comprehensive Elico brand of products, which is being continually developed after discussion and feedback with our retail customers. The Elico range also has a catalogue with RRP’s which is available to retailers to have on their counter-top for showing the range to customers. and backed up with monthly advertising in national and regional retail consumer magazines showing our commitment to the trade. Retailer incentives: Offers and clearance lines are available and can be viewed on our website with full details for registered retailers on log-in. Retailer communication: Fully integrated website giving retailers up-todate information 24/7 and ordering at their convenience, regular e.mail communication as well as a dedicated telephone sales team. Retailer support: Our websites can be used as a sales tool by retailers in their shop to show details of all products available. Elico products are well advertised in national and regional retail magazines to keep brand awareness in front of your customers Catalogue: Annual trade catalogue as well as Elico counter-top brochure. Web trade store: www.jenkinsonsequestrian.co.uk Minimum first order: Pro-Forma Terms: 30 days on approved accounts, otherwise payment on despatch. Delivery: Nationwide daily deliveries by DPD carriers who provide email and SMS advice of a one hour delivery slot on the day of delivery in the UK and Eire. Distribution throughout the UK, Ireland, Europe and the rest of the World. Contact telephone number: 01924 454681 Email address and website: sales@jenkinsonsequestrian.co.uk www.jenkinsonsequestrian.co.uk and www.elico.co.uk
SHIRES EQUESTRIAN PRODUCTS Range: An extensive range of market leading products including the following brands/ranges: Shires, Blenheim, Avignon, Salisbury, Adelfia, Aviemore, Tekna®, HI LITE, Tempest, Highlander, StormBreaker, Typhoon, StormCheeta, Wessex, Shires Performance, SaddleHugger, SPRT, AIR DRI, Precision Rein®, Flexi-Rein®, Westropp, EQUIBOOT®, EZI-GROOM, EQUI-FLECTOR®, Greenguard, H2GO, Compositi®, Two Fair Mares, Equine Management, EasiTRUGTM, Wahl, NAF, Aerborn, Equi Cool Down, SoloGroomTM, and Equi-Flector® reflective clothing. Launching new lines: Flexi-Grazer, HipHoof studs and Loop products. Retailer Incentives: Comprehensive discount structure enabling retailers to achieve strong margins. Discounts are linked to retailer commitment and turnover. Additional benefits are available for seasonal forward orders. Monthly special offers offering substantial savings on both current and discontinued lines. Join a rapidly expanding band of like-minded independent retailers who are signed up to an exclusive brand offering excellent margins and buying group opportunities dependent on location. Retailer Communication: Dedicated in-house and field based sales/customer service team. Monthly news and offers. Retailer Support: Large permanent showroom giving customers the opportunity to view all new, current and seasonal products in a comfortable, relaxed environment. Retailer open day support, POS and merchandising assistance. Catalogue distribution via major national equestrian magazines with a comprehensive stockist section. Strong on page advertising campaign. Proactive social media presence. E-newsletters. Catalogue: Annual 272 page trade catalogue, retail version with stockist section distributed direct to the public via equine magazines. Web Trade Store: Available to registered customer. Minimum First Order: Negotiable but needs to represent a commitment to our portfolio of brands. Terms: Normally 30 days from date of invoice. Carriage: Free on orders over the value of £300 for orders within mainland UK. Carriage is charged at cost for all other destinations. Delivery: We aim to dispatch orders within 24 hours. Conditions apply. Mainland UK parcels dispatched via Parcelforce. Contact Telephone Number: 01568 613600 Email address and website: sales@shiresequestrian.com, www.shiresequestrian.com
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AGRIHEALTH Range: Agrihealth offers a wide range of products including the unique Liveryman brushless motor clipper and trimmer range, Liveryman studs and accessories. Fenceman electric fencing, offering simple to use energisers and quality tapes, ropes and accessories, Leovet the German care range for horses including the popular Phaser fly spray, No rub and Coat Sheen and Tangle free. Agrihealth also has a portfolio of agricultural products including poultry, vermin control and protective wear. Retailer incentives: We offer premier prices on clippers when forward ordered for the season plus various seasonal offers throughout the year. Retailer communication: Promotions are sent to customers throughout the year. Retailer support: Retailers are supported by their area representative who can offer advice, staff training, attend open days where possible, advise on any current promotions and offer point of sale material. We also have a servicing and repair department for Liveryman and Fenceman products and offer a blade sharpening service. Catalogue: We offer a product catalogue and produce a price list in April and October. Minimum first order: No minimum order. Terms: 30 days from date of invoice following first pro forma order. Carriage: All items are carriage paid. Delivery: 48 hours Contact telephone number: 028 3831 4570 Email address and website: www.agrihealth.co.uk, info@agrihealth.co.uk
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USG UNITED SPORTPRODUCTS GERMANY GmbH Range: Extensive selection of quality products including Flexi, Flexi Motion, EquiAirbag, Crosslander footwear, Tastie Treats, breeches, bridles, leatherwork and saddle pads at all price points. We pride ourselves on excellent quality, service, and price! Retailer incentives: Monthly deals and a weekly clearance list Retailer communication: B2B shop - www.usg-reitsport.eu Retailer support: Various adverts in magazines to promote new products. Catalogue: Annual catalogue in September with spring update for new products. Web trade store: Yes - www.usg-reitsport.eu Minimum first order: Please ask rep. Terms: Please ask rep. Carriage: Please ask rep. Delivery: 3 days Contact details: Marylise Silk - (UK) 07590 714539 marylise@usgsport.com Caroline (Germany) +49 6054 9097730 weidner@usg-reitsport.de Website: www.usg-reitsport.de
EQUESTRIAN TRADE NEWS DECEMBER 2015
Support for retailers
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MIRROR, MIRROR ON THE WALL…
Mirrors in arenas and stables have been eagerly embraced by the equestrian world. Andrea Miles reflects upon how they can have in-store impact too. need. There are lots of modern glass cleaning preparations on the market, while some people prefer more traditional vinegar based products.
For shows and saddle fitting
Mirrors create a feeling of light and space in any retail environment.
M
irrors really do help sell products; and not just in the way you’d expect. Most obviously, they allow your customers to see what they look like in the clothes they’re thinking of buying. But mirrors can also change a dull, dark environment into something much lighter and brighter. They can make a small or modest space appear a whole lot bigger too. Mirrors can be positioned anywhere, depending on what you’re trying to achieve. With a footwear selection, it’s a case of the lower the better. When you want to help your customers admire themselves in their new kit, full length mirrors in or near the changing rooms are clearly a must. But don’t be restricted – they can work anywhere. Position them in a corner to create light, and experiment with sizes to see what enhances your shop.
Choosing and using Before you rush off to buy a mirror or several, a word of caution. Yes, there’s a difference… So make sure you get the right kind for in-store use. Mirrors should be safety backed to prevent them from shattering or making shards of glass if they become knocked and broken. It really does pay to invest in good quality mirrors too. We’ve all experienced those ‘funfair’
mirrors – but that’s not at all the right thing for a shop. Inferior quality ones can distort the image because it takes very little movement to influence the way the mirror reflects. And don’t fall into the trap of thinking your customers will thank you for a mirror that makes them appear trimmer! If you mount your mirror on wood, it’s likely to warp. Screw it to a wall, and you might find that moving a display from one place to another turns into an epic task if you want your mirror to remain usable. A good option is a special aluminum channel for installation because it enables the mirror to be attached to the wall and easily removed if required. Keep mirrors sparkling. Grubby hands, dog noses and general dust can dull a mirror and give the impression that the whole shop is a bit dirty. A good cleaner used regularly is all you
Of course, it’s not just bricks and mortar shops that can benefit from mirrors, tradestands can too. At shows, you want customers to buy on the stand, at the time. And if they can’t see how they look in their potential new product, how can you expect them to do this? With a static shop, they could take an item home, try it and return it. But the added effort of having to do this when shopping at a tradestand just isn’t worth the hassle.
Portable mirrors are the way forward. But as with shop mirrors, they should be safety backed, high quality and fit for purpose. They also need a suitable stand or frame so they can be freestanding. The ideal portable mirror fits into a van or similar for easy transporting to shows. If you offer a saddle fitting service at your shop, investing in even just one arena mirror can make a world of difference. You could opt for something static or a mirror on a stand that can be moved around as needed. Giving customers the chance to see their new saddle in situ and assess themselves for straightness can make your job a whole lot easier.
Mirrors are very popular as horse and rider training aids. They can also enhance your store or saddle fitting offering.
About the author ANDREA MILES is the managing director of Mirrors for Training. Best known in the equestrian world for its arena mirrors, Mirrors for Training also supplies, delivers and installs mirrors made to British standards for dance studios, shops, gyms, football stadia, hospitals and leisure centres. The company also supplies portable mirrors for tradestands and hires mirrors to television shows, including Strictly Come Dancing. Find out more at www.mirrorsfortraining. co.uk or tel 01902 791207.
DECEMBER 2015 EQUESTRIAN TRADE NEWS
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We’re there for you…. ETN meets suppliers who go the extra mile to assist their retail customers. COULD you make more money by creating your own branded products? If the idea appeals, Snowhill Trade Saddlery can provide you with a complete service from design to manufacture. All you need to do is supply your logo – and Snowhill manufactures the products complete with your branding. The items are then shipped to you, ready for hassle free re-sale. Creating your own branded products equals higher profit margins for your business, says the team at Snowhill. How? You practically eliminate the competition because no one has exactly the same
Point of sale isn’t just for Christmas…
“THE fantastic thing about buying products from Faulks & Cox Ltd (FCL) is that you buy into an entire system of retailing,” says sales manager Chris Birch. “It’s true. All our products are merchandised in Profit Pack stands that make your shop look great and selling so easy. “It’s not always simple to display equestrian and agricultural equipment, but we think it’s absolutely vital that shopkeepers cash in on our retail know-how to make maximum profits all year round,” Chris adds. To find out about perennial retail support, call the FCL team on 01455 848184. See page 15.
FINEST Brands works hard to keep its Toggi and Champion brands in front of consumers. Long term partnerships with top riders Pippa Funnell, Piggy French, Kitty King, Sophie Wells – as well as supporting Equestrian Team GBR, contribute to the brands’ high profile and consequent benefits to retailers. Attractive in-store displays are high on Finest Brands’ agenda, with retailers able to take advantage of branded coat hangers, shoe shelves, swing tickets, posters, banners and merchandising packs. Toggi is renowned its stunning photography and high impact brochures (pictured) – with all images available for retailers’ use. Unpriced brochures are printed so that stockists can share visuals and product information with their customers. Champion’s safety specialists offer training in-store hat and body protector fitting. Retailer events can be supported too. Finest Brands emphasises its strict ‘no direct sales’ policy - so retailers can rest assured that the company is 100% behind the trade. www.equestriantradenews.com
product offer as you. It’s a powerful package. Snowhill offers own branding on rugs, leatherwork, jodhpurs, breeches and riding boots. The service is particularly useful to retailers listing products on competitive marketplaces online, where hundreds of sellers are offering exactly the same product. It’s not easy to compete in these circumstances - apart from via a lowest price strategy. And clearly that’s rarely the base for a sustainable, long term business. Own branding could be just the solution. For more details, email Kirsty@snowhill.ltd.uk to discuss minimum order quantity and requirements.
VERDO Horse Bedding offers non-slip bags – great for stacking and retail display – plus point of sale material and branded banners. Verdo staff can often support retailer open days too.
PRICEY products often require a large outlay up-front by retailers and consumers alike. Technology has made it easier than ever to finance expensive goods. Credit cards have helped consumers enormously over the years. However, they can be costly to retailers because of the fees they incur and yet are slow in remitting payments. “At Omni Capital Retail Finance, we pride ourselves on supporting our retail partners at every level,” says Emily Thomas. “Critically, we offer next-day BACS payments once goods are remitted - so improving retailers’ cash flow - plus faster settlement terms than most merchant banks. “We operate a state-of-the-art processing system, custom-built with the retailer in mind. The application process is completely paperless providing the flexibility to transact in-store, online or via mail order. Applications take only a few minutes, and responses are delivered in under 30 seconds.” In addition to competitive finance plans, Omni Capital Retail Finance offers retailers free point of sale material such as swing tickets and posters (pictured). “By advertising finance in-store, consumers are often encouraged to enquire further,” says Emily. “This can help you build a relationship with previously out-of-reach customers and to upsell to higher value or additional products.” See page 11. SAFE-CARE Equine offers stockists leaflets, bumper stickers (pictured) and – for stores stocking all 21 products - vinyl banners. Credit terms are 30 days on all orders and 60 days on orders over £500.
EQUESTRIAN TRADE NEWS DECEMBER 2015
Legal Digest
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Many happy returns…
Returns are an inevitable aspect of post-Christmas trading. Saby Sambhi examines retailers’ obligations when disappointed gift recipients ask for refunds or exchanges.
I
t’s the most wonderful time of the year... While Christmas is romantically associated with turkey, mulled wine and snow scenes, the reality is the nightmare that is buying presents for friends and family. Britain is one of the highest spending nations in terms of seasonal gifts, with £74 billion being lashed out in the six weeks before Christmas Day. The average Briton spends around £350 on Christmas presents - a staggering £110 more per person than our European counterparts. These figures would seemingly reinforce the belief that the Christmas period is a profitable one for retailers. For many consumers, however, gift buying is an unenviable task - and one which they invariably get wrong. The net result is that £223 million worth of unwanted Christmas gifts are returned in the New Year. So are retailers legally obliged to offer refunds or exchanges? The answer is not straightforward and usually depends on the reason for the return.
Defective goods Under the Consumer Rights Act 2015, all goods provided by retailers to consumers must be of satisfactory quality, match their description and be fit for purpose. If any goods supplied by a retailer fail to meet any of these standards, then they will be deemed to be defective, even though the standards applied will vary from product to product.
In the event that a retailer supplies a customer with a defective product, the customer is entitled to a full refund within 30 days of the date of purchase. This period is a statutory minimum although some retailers may choose to extend it. Even in the event that a customer misses the 30 day window to obtain a refund, they are still eligible for a repair or replacement where the product is defective.
Change of mind While most retailers would agree that it’s fair enough to offer recourse to a customer where goods they have been sold are defective, the matter becomes less clear where the customer has simply changed their mind. The legal position is that retailers are under no obligation to offer customers a refund simply because of a whim. However, legal obligations aside, many large retailers do indeed have policies allowing customers to return goods which are not defective. It must be stressed that these operate as goodwill gestures and are not founded in law. For many smaller retailers, it would simply not be logistically possible to operate such policies - although they are free to do so if they so wish.
Online shopping
“£223 million worth of unwanted Christmas gifts are returned in the New Year.
DECEMBER 2015 EQUESTRIAN TRADE NEWS
Perhaps one area which muddies the waters even further is the phenomenon of online shopping. The amount of so called e-tailing increased dramatically over the last few years with sales invariably spiking over the Christmas period. All online transactions are caught by the Consumer Contracts Regulations 2013. The regulations recognise the disadvantage that consumers face when buying online, in particular their inability
Unwanted Christmas gifts often end up being returned in January. But what are retailers’ obligations?
to inspect the goods in person. As such, they provide consumers with a right to return goods and obtain a full refund within 14 days of the date of delivery even where the goods are not defective and the customer has simply changed their mind. Once more, this is a statutory requirement and is something with which all retailers who sell goods online will have to comply.
About the author SABY SAMBHI is a corporate and commercial solicitor for Blacks Solicitors LLP. Saby trained with a small corporate firm in the City and prior to joining Blacks worked in-house at Capital One and Intraining. Saby has experience in all areas of corporate and commercial work including consumer law, acquisitions, disposals and restructuring as well as dealing with a myriad of commercial agreements. Saby was recently invited on to BBC Radio Leeds to discuss consumer law issues. You can contact Saby via www.LawBlacks.com www.equestriantradenews.com
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AGENTS & RETAILERS REQUIRED Well established countrywear manufacturer seeks to expand. Well known brand in Europe. Good stock range. Full support provided. All areas. Reply in confidence to:
for the
BE NICE HALTER SERIES II (UK) (By kind permission of the late Be Nice Halter Company - USA)
The most effective halter you will ever use now crafted with care in the UK
T: +44 (0) 121 555 8334 F: +44 (0) 121 565 3404
“beware of imitations” Tel: 07767 687983 Email: janet@thewesterndepartment.com Web: www.thewesterndepartment.com
kraindi@aol.com www.rockall.info Manufacturers of Hunter-Outdoor Collection
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Equestrian Trade News
Outback Trading Company Europe 39 South Third St. Oxford PA. 19363
Apparel manufacturing/distribution company (Outback Trading Co, Ltd.) are looking for an independent sales representative for United Kingdom. Responsibilities include: • Deal directly with customers by telephone, electronically and store visit. • Responsible for maintaining all customers records in a specific territory. • Respond timely to customers inquiries concerning product, pricing, future ordering, re-ordering and pre-book accounts. • Work closely with in-house customer service representative. • Travel required.
Requirements: Strong organizational skills, multi-tasking and prioritizing, attention to detail and accuracy, strong oral and written communication skills, self-motivated and able to work independently or as part of a team. To apply, please send resume to wking@outbacktrading.com / wpaxson@outbacktrading.com
Box Number replies should be addressed to:
PO Box number, ETN, Stockeld Park, Wetherby LS22 4AW
E-POS/E-COMMERCE BESPOKE COTTON DRILL EVENT SHIRTS Large choice of colour combinations & designs. Hat silks & saddlecloths to match
TAN TIVVY of DEVON T: 01884 861136 E: tantivdev@aol.com
VACANCY
samantha.roberts@agecko.com
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COMING SOON
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Equestrian Trade News
Coming soon in ETN. . . FEBRUARY ISSUE
• BETA International 2016 review – Report, reaction and pictures from the show T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y – Innovation Award winning products
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For more information call 01937 582111
• BETA Business Awards & Gala Dinner – Award winners and T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y social scene • Bedding– plus stable tools • Horse clothing– Rugs, bandages and travel gear
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Editorial for consideration for the regular News, Product News and People sections, plus the above bedding and horse clothing features, should be received by 12th January 2016 Telephone: 01937 582111 Email: editor@equestriantradenews.com
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EQUESTRIAN TRADE NEWS DECEMBER 2015
VI FR SIT EE
CCJs
2016
NEC, Birmingham, UK 24-26 January
Pre-register at www.beta-int.com AWST Int'l Abbey England Absorbine Acacia International Adam Ellis Saddles Agrifence Agrihealth Agrobs Pre Alpin Feeds Al Basti Equiworld Alan Paine Country Collection Alhamdolillah Exports Aloeride Amberley Aromatics Anderson & Co Animology/Pet Rebellion Arctic Fox / Starling Ariat Europe Limited Armstrong Richardson Wholesale Artistic Intl Aspfase Ayaan Sports Back on Track Baillie Haylage Baleno Battles Bed-Down Horse and Animal Bedding Bedmax Shavings Ltd Bequestrian Bizzy Bites Blades Services Ltd Bliss of London Blue Chip Feed Bogs Footwear Boomerang Nutrition Ltd/Stance Equine Botanica International Ltd Bowlby Equine Breyer Model Horses Bridleway Equestrian British Country Collection British Equestrian Trade Association The Brooke Carr & Day & Martin,Day,Son & Hewitt Celtic Equine Ceva Animal Health Ltd Charles Owen & Co (Bow) Ltd / Airowear Charles Sainsbury-Plaice - Gifts and Greeting Cards Chia UK Equestrian Feed Citrus Lime Ltd Cloakrooms Comfybed Plus Country Haylage Covalliero / Kerbl Crafty Ponies Curzon Classics Dee Two Ltd Deerhunter Derriere Equestrian Ltd Dodson & Horrell Limited ETN (Equestrian Trade News) Earlswood Supplies Ltd Easitill Ltd Easyspur,Easytools,Easystuds Ekkia Emerald Green Feeds Equestrian Business Equi-Ads Equicube Equiform Nutrition Equilibrium Products Equine America (UK) Ltd Equine Careers Equine Fusion Equine Speedskip EQUIscan Measuring System EquiSupplies EQUITANA Equiture Equi-vation Equus Health Esperado euro-star Fahrenheit Plus (India) Fairfax Saddles Ltd Faulks & Cox Ltd
Fearns Farm Partnership Finish Line Horse UK FIRST EURO GROUP (Designers & Manufacturers) Fyna-Lite GMK Gallop Equestrian Ltd Gem General Leathers Glamourati Glitter Quarter Markers Global Herbs Globe Traders UK Ltd Globus Sport Grays of Shenstone Ltd Griffin NuuMed Limited Grubs Boots Ltd Guardian Equestrian Gumleaf Clothing H K M Sports Equipment GmbH HRP Equestrian & Wing Saddle Pads Hamag UK Hamraz Traders Harmany Muzzles Hay Playbag Haygain Hay Steamers HayLo - Slow down Hay Feeder Heather Hats and Accessories Hilton Herbs Honeychop Horse Feeds Hope Pastures Horse & Donkey Sanctuary Hopper Expos presents AETA Int'l horizont Horse & Country TV Horse & Hound Horse & Rider and Pony Magazines Horse First Horse Health Trade Horse Span wood shavings Bedding Horseshape GmbH & Co. KG Horseware Ireland Horsezone.co.uk House of Cheviot House of Montar Hubb Group Inc Hunter - Outdoor Ikonic Saddlery Intelligent Retail Intex Equestrian JRD Saddlery Jamiq International Jenkinsons / Elico Equestrian John Whitaker & Brogini K M Elite Products Kanpur Saddle House (India) Kanyon Outdoor LLP KASK Kastel Denmark Keela Keratex Hoofcare Kevin Milner Countryside Greeting Cards and Prints King Young Kings Saddlery Limited Kingsland/KEP/Tucci Kingston Exports Konia Equestrian Krishna International Kyron L S Sales (Farnam) Ltd /Leslie Sutcliffe La Valencio Lavenham Life Data Labs Likit Products Lintbells Loddon Lorenzini Titanium Lubrisyn Luminosity Magloc UK Ltd
Matchmakers International Ltd Matchmakers International Ltd Medilogic Mehra International Minexcel Nutrition Mother Bee Mountain Horse My Groom by CDN Horse NAF Neue Schule Nikwax Waterproofing Noble Outfitters Noel Asmar Equestrian Ollard Westcombe (2000) Ltd Omega Alpha Equine Omni Capital Retail Finance OTTO Sport International P J Pet Products pampeano polo Panache Equestrian Paragon PE Ltd Parallax Plastics PD Horses Penstone Country Crafts Perfect Haircare Ltd Peter Horobin Saddlery/Stride Free Petface Ltd Platinum Performance Prestige Italia Prestige Wicker Professional's Choice Quattro Products Racesafe Redpin Publishing Ltd Regent Saddlery RenaSan Ridgeline UK www.riderslikeme.co.uk Rockfish Rooh International Rugsafe UK Ltd S.R Global Saddle Clinic The Saddlery Training Centre Seeland + Harkila Shires Equestrian Products Showquest Silhouette Saddlery Snowflake Bedding Sockmine The Society of Master Saddlers (UK) Ltd Spooks, Paddock Sports UK & SD Design Stetson + Hardy + Parsons Stubbs England SupaStuds Ltd Symonds Saddlery TRM Tagg Equestrian Tandy Leather Thunderbrook Equestrian Toggi/Champion TopSpec Equine Ltd Tredstep Ireland Treehouse Trilanco Ultimate Hoofpick Uncle Jimmy's Brand Products LLC Ungula Naturalis USG GmbH Utopia Saddlemakers Vale Brothers Ltd Versatile Enterprises Pvt Ltd Versele-laga WPBGroup SPRL W.R.Equine Solutions Ireland Waldhausen GmbH & Co KG Water Master Ltd Westgate EFI WildWash Wolseley Zamberlan
The world’s foremost trade exhibition for the Equestrian, Country Clothing, Outdoor and Pet Product sectors.
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County Court Judgments from England and Wales and the Scottish version, which are called Court Decrees. The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay. FAT TACK LTD, 273A SOUTH COAST ROAD, PEACEHAVEN, BRIGHTON, EAST SUSSEX, BN10 7JE, £1,685 WHITE HOUSE TACK AND FEED LTD, WHITE HOUSE FARM, TOFT HILL, BISHOP AUCKLAND, DL14 0QF, £604 VICKY LAING T/AS STX EQUINE FITNESS, WARREN LODGE, NORTH LUFFENHAM LANE, PILTON, RUTLAND, LE15 9PB, £3,438 BEECHCROFT EQUINE TRANSPORTATION LIMITED, 16 ST MARY'S ROAD, FERNDOWN, DORSET, BH22 9HB, £972 CHELSEA EVANS T/AS OUTSIDE THE BOX EQUINE TRAINING, POYLE FARM, POYLE ROAD, TONGHAM, FARNHAM, GU10 1BS, £798 DAWN SALTER T/AS SADDLEBAGS EQUESTRIAN, G4 SPRING MILL, WILSDEN, BRADFORD, BD15 0DX, £1,961 GREEN FIELDS EQUESTRIAN, 17 BARNSDALE, GREAT EASTON, MARKET HARBROUGH, LEISTERSHIRE, LE16 8SG, £1,236 AKW EQUESTRIAN LTD, MINSTER HOUSE, 126A HIGH STREET, WHITTON, TWICKENHAM, TW2 7LL, £3,097 CHURCH VIEW EQUESTRIAN, COLEY ROAD, SHELF, HX3 7SA, £2,755 LEIGH ROBINSON T/AS BESPOKE EQUESTRIAN, CHAPEL HOUSE, HAGGERSTON, BERWICK UPON TWEED, NORTHUMBERLAND, TD15 2NZ, £1,236 NICHOLAS JONES T/AS ASHBROOK HORSEBOXES, 41A OSBORNE GROVE, SHAVINGTON, CREWE, CHESHIRE, CW2 5BY, £189 L R SPORTHORSES LIMITED, RETREAT FARN STUD, PICKWELL LANE, WITISSENDINE, RUTLAND, LE11 7LB, £27,240 JBF FEEDS (MOBILE) LIMITED, BLACKDITCH FARM, CHINNOR ROAD, THAME, OXFORDSHIRE, OX9 3RF, £1,475 JBF FEEDS (MOBILE) LIMITED T/AS THE CABIN, 3 ACORN BUSINESS CENTRE, NORTHARBOUR ROAD, COSHAM, PORTSMOUTH, PO6 3TH, £41,118 PHILLIP JAMES HOPKINS T/AS ISLE OF WIGHT FARM FEED, ISLE OF WIGHT FARM, OVER THE MISBOURNE, GERRARDS CROSS, BUCKINHAMSHIRE, SL9 0QD, £1,855 H & J QUALITY FEEDS LTD, 17 WOOD VIEW ROAD, NEWHALL, SWADLINCOTE, DERBYSHIRE, DE11 0UG, £14,871 Appointment of liquidator FIELD AND TACK EQUESTRIAN LIMITED, FINDLAY JAMES, SAXON HOUSE, SAXON WAY, CHELTENHAM, GL52 6QX RACEHORSE AMBULANCE LIMITED, EMRAL HALL LODGE, WALLINGTON LANE, WORTHENBURY, WREXHAM, LL13 0AL Winding up order HORSE & RURAL LIFE MAGAZINES LIMITED, 93 MOOR END ROAD, MELLOR, STOCKPORT, CHESHIRE, SK6 5PT Bankruptcy order
Main Sponsor
To pre- register please visit www.beta-int.com or contact Clair Webster on Tel: +44 (0) 1937 582111 Email: clairw@beta-int.com Web: www.beta-int.com
PRICE, TERENCE DAVID (FARLOW SHEDS & STABLES), THE GLEBE, FARLOW, KIDDERMINSTER, WORCESTERSHIRE, DY14 0RG
www.equestriantradenews.com
December Offers From was £3.75
Rhinegold Reflective Over Reach Boots
NOW £2.75
RhinegoldroGprip Handle Cck With Bla op Button T
grip Riding crop with rs. lou handle in five co cm 64 Entire length 24 Product Code: 30 ack, Bl le, rp Colours: Pu te hi W d, Royal, Re
Neoprene over reach boots in bright yellow with double touch Velcro closure and Day-Glo reflective piping around top and bottom of boot. Highly visible. was £6.50 Product Code: 655 NOW Colour: Yellow £ 4.90 Sizes: Pony, Cob and Full
Rhinegold Soft Touch Hoof Picks
Mixed pack of 12. Product Code: 905 Colours: Mixed colours Size: Pack of 12
Metallic striped cr ops with golf grip handle an d stitched patent end. Entire Length 62 cm
was £8.95
Product Code: 30 21 Colours: Pink, Blue , White, Red, Green, Purple
NOW £5.90
was £44.50
Rhinegold Metallic Crop with Golf Gri p Handle
was £34.50
NOW £29.50
was £5.50
NOW £4.50
Thank you for your business in 2015. Wishing you a prosperous 2016.
NOW £21.50
door Rug Rhinegold Aspen Out
able r, waterproof breath Features 1000 denie t igh we avy He . ted coa outer which is teflon ing. a breathable nylon lin th wi ll lyfi po sm 0g 35 s, gle cin cross-over sur Double chest straps, quick cover with easy and ck ne ed fix legstraps, s. ing ten fas ro elc loop through elastic/v 99 C6 : Product Code Grey Colour: Navy Bound ” Sizes: 4’6” to 7’0
Rhinegold Thor Outdoor Rug
Features 1000 denier waterproof breathable outer, it has a heavyweight 350gsm polyfi ll with breathable nylon lining. Double chest strap s, cross over surcingles, legstraps. Strengthened surci ngle guides. Product Code: C664 Colours: Navy Bound Grey, Black/Grey Sizes: 4’6” to 7’0”
T: 01243 672323 l F: 01243 672424 E: sales@snowhill.ltd.uk l www.snowhilltradesaddlery.co.uk RhinegoldUK
rhinegoldequestrian
Images are for illustrative purposes only. Products may vary slightly.
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Love the Mud
Avoid getting into a feverish panic over this year’s Mud! Follow this simple Love the SKIN he’s In regime and combat the trials of mud this season.
1 - Rinse off the mud then wash the legs with Love the SKIN he’s in Skin Wash to thoroughly and effectively cleanse the area. Dry off the legs carefully. 2 - Massage a thick layer of Love the SKIN he’s in Mud Gard Barrier Cream over the area to create a protective barrier between the skin and the mud. 3 - Feed Love the SKIN he’s in Mud Gard Supplement to support strong healthy skin from the inside. Repeat the whole process daily and live happily muddy after!
“Love the SKIN he’s in Mud Gard is my must have supplement. Just try it and see the difference - I wouldn’t be without it!” Kay Brown
“Tommy now enjoys having his legs brushed – he is a very satisfied customer!” Hayley Finch
“Since using Love the SKIN he's in Wash, my horse's skin has improved beyond recognition – from the dullest coat on the yard he now has the shiniest!” Paul Scott
“I believe in Love the SKIN he's in Mud Gard to keep my horse in good condition – whatever the weather!” Jenny Townley
For more details please contact your NAF Area Manager, call the NAF Freephone Advice Line: 0800 373106 or email info@naf-uk.com
www.naf-equine.eu/uk
DECEMBER 2015 EQUESTRIAN TRADE NEWS
www.equestriantradenews.com