ETN (Equestrian Trade News) – April 2019 by ETN (Equestrian Trade News)

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 f o r

1979 2019 YEARS

April 2019 Volume 43, No 4 Monthly

PICTURE

THIS!

Celebrating seasonal collections

“A CRUEL DISEASE”

2020 NEC, Birmingham, UK 19-21 January www.beta-int.com

Managing sweet itch

ETN is the official media partner of BETA International

The Voice of the Equestrian Industry

Main Sponsor

Official Media Partner

www.equestriantradenews.com

PLUS

• Get tax relief on R&D • 2 AMTRA accredited SQP CPD features • Feeds that pack a punch EQUESTRIAN TRADE NEWS | APRIL 2019 | 1

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WHAT fantastic news that Millbry Hill is opening a branch on the site of the recently closed Rideaway store near York. After ETN [Newsletter 6 March] had broken the story that Ride-away was to become online only, a press release from brand owner Internet Fusion Group arrived. It described the move from “tack shop to tech store” as an “equestrian evolution.” Yes, an upgraded fast, free delivery service to online customers, plus blogs, social media and “engaging with the equestrian market” is all brilliant stuff. But locals still need to pick up their bales of bedding and sacks of carrots. So just how many super-duper e-commerce operations can our specialised industry support without the back-up of bricks and real people to talk to customers? Happily, many traditional stores are thriving. In East Sussex, Windmill Feeds’ Cross in Hands branch was under threat of closure so proprietor Martin Hook bought the site before developers could get their hands on it. And his faith has been rewarded with loads of local loyal patronage. And at Peckfield Farm (see Retailer Profile), proprietor Gill Hewitt – who says she loves running her business so much, she’ll still be at it when she’s 90 - epitomises the successful business owner who gets on with what they know works for their customers. To the busy horse owner, finding somewhere handy to pick up a bag of feed and the I-need-itnow basics is to discover the end of the rainbow. In fact, until they heard the good news that Millbry Hill had stepped in, I bet a few former Rideaway customers were wishing Peckfield Farm or Windmill Feeds was on their drive home from work or to the stables…

On the cover

Liz Benwell

www.equestriantradenews.com

APRIL 2019

NEWS..........................................................4 PRODUCT NEWS.......................................8 RETAILER PROFILE Meet the team at Peckfield Farm................12

14 PICTURE THIS! Celebrating seasonal collections

CLOTHING & FOOTWEAR A snapshot of the latest launches...............14 STAY SAFE Safety news and opportunities with BETA...................................................18 New products and talking points................20 PEOPLE....................................................24 BETTER RETAILING How a supplier and retailer work together......................................................26 SADDLE FITTER OF THE MONTH This month’s winner is from Downunder.........................................27

28 “A CRUEL DISEASE” Managing sweet itch

GROOMING & FLY CONTROL Sweet itch: a cruel disease.........................28 Product gallery...........................................31 BETTER BUSINESS Tax relief on your R&D.................................34 TURN BACK THE PAGES What ETN was reporting five, ten, 20 and 30 years ago...................................................36

FRESH new products are what riders and owners talk about and dream about. And, just when you think you’ve seen it all, something pops up to make you say ‘what a good idea!’… Of course, commercial viability, price and marketing have to be right; but innovation is what ultimately drives sales. Maybe this month’s ETN feature on R & D tax relief will help get the creative juices flowing? SOME MPs have proposed a 1p levy on every piece of clothing sold to raise £35m to invest in better fabric recycling. The aim, they say, is to end the era of ‘throwaway fashion’. Surely rugs are our trade’s equivalent? And now, with so many reasonably priced examples available, it’s hardly worth shelling out for repairs. When washing, reproofing and repair might cost, say, £35 – why not chuck the rug away and get a new one for £40? It’ll come in this season’s colours too. The conscientious among us might cut off fittings and keep them for DIY repairs. But to many time-starved horse owners, that’s a bit like making your own pasta. Life’s too short…

Contents

PERFORMANCE FEEDS A winning helpline team..............................38 Feeding to perform.....................................40 AMTRA accredited SQP CPD (nutrition)......42 Product gallery...........................................44

34 GET TAX RELIEF ON R&D Better Business

AMTRA ACCREDITED SQP CPD Worming module........................................48 LEGAL DIGEST........................................52 BETA MEMBERS’ PAGE..........................53 COUNTY COURT JUDGMENTS.............54

44 FEEDS THAT PACK A PUNCH Feeds for performance

FRONT COVER: Our model wears the Dipton gilet, Lambley shirt and Losino breeches from Toggi’s A/W 19 collection. The lovely chestnut mare is Flo, who belongs to Sally Rhodes, marketing manager at Finest Brands International/ Toggi/Champion. (Photo: John Hutchinson).

Equestrian Trade News

Editor’s Comment

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 f o r

1979 2019 YEARS

April 2019 Volume 43, No 4 Monthly

PICTURE

THIS!

Celebrating seasonal collections

“A CRUEL DISEASE” Managing sweet itch

2020 NEC, Birmingham, UK 19-21 January www.beta-int.com

ETN is the official media partner of BETA International

The Voice of the Equestrian Industry

Main Sponsor

Official Media Partner

AUGUST 2018 EQUESTRIAN TRADE NEWS

PLUS

• How to get tax relief on your R&D • SQPs: Earn extra CPD with 2 AMTRA accredited features • Feeds that pack a punch www.equestriantradenews.com

EQUESTRIAN TRADE NEWS | APRIL 2019 | 3

News Ride-away store closes... THE Ride-away shop near York closed at the end of last month (March). Parent company Internet Fusion Group (IFG) was in consultation with the store’s staff who faced an uncertain future. The nearly 40 year old retail brand is to continue trading online. Ride-away, based since 1980 at Sutton-on-the-Forest, North Yorkshire, won the SEIB Retailer of the Year title at the 2019 BETA Business Awards in January. At the beginning of March, Emma Lobb, buyer for IFG, wrote to suppliers to say the store’s last day of trading would be 24 March. The reason for the closure, she said, was a “legal break in the lease contract” with the site’s landlords who wished to take the building back for their own use with immediate effect. ETN understands the landlord and owner of the premises to be Stephen and Angela Clarke who founded Ride-away and ran it until selling the business to Pets at Home at the end of 2012. Ms Lobb said in her letter that IFG had “considered opening

another store in the local area. But due to the lack of suitable availability and a shop led program not being the core of IFG’s strategy, this is something we have decided not to proceed with.” Jenny Parker, group head of marketing at IFG, confirmed that Ride-away would continue trading under the same brand name as an online only retailer, dealing with the same suppliers. “This is a natural progression for us,” she told ETN. “Ride-away will become more tech-focussed to give customers an even better experience. It’s sad for the store, but it’s our only bricks [outlet] and we want to give customers an even better journey.” IFG specialises in hosting niche e-commerce sites concentrating on outdoor and action sports. The company was previously called Newtyle Nominees, which acquired Derby House out of administration 2013 and bought Ride-away from Pets at Home in October 2016. As ETN went to press, the Rideaway store was set to close on 24 March.

Equitana goes to America THE first Equitana USA to be run by Reed Exhibitions takes place at the Kentucky Horse Park, Lexington next autumn (Fall 2020). The launch of a three day shopping and educational equestrian show was announced in Essen, Germany last month during

Equitana Germany. The bi-annual German event is said to attract more than 200,000 visitors and 750 exhibitors over nine days. A spin-off show, Equitana Australia, was established in 1999. Equitana exhibitions are open to the public, professionals and trade.

… And Millbry Hill opens on former Ride-away site THE day after Ride-away closed its store near York (Ride-away store closes), Millbry Hill opened an outlet on the site. In its first week of trading (from Monday, 25 March), Millbry Hill Sutton-on-the-Forest was selling feed and bedding to ensure continuation of supplies to local consumers. Five former Ride-away employees have been taken on by Millbry Hill to staff the new shop, including Hayden Tuck who’s been appointed store manager. A sale of clothing and equestrian items is planned from 1 April, followed by an official opening and launch on 19 April and over the Easter weekend. By then, a comprehensive product range will be available. Ultimately, Millbry Hill Suttonon-the-Forest will stock equestrian and pet supplies plus country and equestrian clothing as offered in its other stores in Stokesley, Richmond and Whitby in North Yorkshire, and Whitehaven in Cumbria. The company has had to move extremely fast as ETN understands plans were only put in place for the new store following the sudden announcement of Ride-away’s closure. Avoiding disruption for local consumers who rely on the store was Millbry Hill’s initial top priority. “As a business, we still very much see the value of bricks and mortar retail stores,” said Serena Jones, retail director of Millbry Hill, part of

the Armstrong Richardson group of businesses. “Whilst our website is obviously an important part of our business, we strongly believe in offering the full customer experience - and our stores provide important services such as riding hat and body protector fitting, which cannot be replicated online.” Free parking is available on site at Millbry Hill Sutton-on-the-Forest. The shop is open seven days a week.

Former Ride-away employee Hayden Tuck has been retained by Millbry Hill to manage its new Sutton-on-the-Forest store.

ADVERT INDEX Publisher: Equestrian Management Consultants Ltd

Equestrian Trade News East Wing, Equestrian Trade News StockeldPark, Park, Stockeld Wetherby, Wetherby, West Yorkshire LS22 West Yorkshire LS22 4AW4AW Tel: 01937582111 582111 Tel: 01937 Fax: 01937 582778 – Sales Email: info@equestriantradenews.com Email: sales@equestriantradenews.com Website: www.equestriantradenews.com Website: www.equestriantradenews.com Subscriptions Publisher: Equestrian Management Consultants Ltd basis to Distributed on a controlled-circulation the retail trade. Paid-for annual subscriptions are Editor: £39.95 (UK), £73.00 (Europe), £86.00 (rest of Liz Benwell the world). Email: editor@equestriantradenews.com Tel: 0345 6185007 Design & Print: Advertising Sales: G.H. Smith & Son, Nicki Lewis Market Place, Easingwold, Email: sales@equestriantradenews.com Tel: 01937 582111 North Yorkshire Fax: 01937 YO61 3AB582778 Tel: 01347 Copy: 821329 Advertising Email: etn@ghsmith.com Nicki Lewis Email: Web: sales@equestriantradenews.com www.ghsmith.com Tel: 01937 582111 ISSN 1462-9526

Editor: Subscriptions Liz Benwell Distributed on a controlled-circulation basis to Email: editor@equestriantradenews.com the retail trade. Paid-for annual subscriptions are Tel: 0345 6185007 £39.95 (UK), £73.00 (Europe), £86.00 (rest of the

world).

Senior Advertising Executive: The magazine is independent of all groups. Beth Crow Editorial views expressed in ETN are not necessarEmail: ilybethc@beta-int.com the official view of any organisation or group. Tel: 01937 582111 Copyright: Fax: 01937 582778

All material is copyright Equestrian Management Consultants Ltd.

Digital Manager: NickiDesign Lewis & Print: G.H. Smith & Son, Email: nickil@beta-int.com Market Place, Easingwold, Tel: 01937 582111

North Yorkshire YO61 3AB

The magazine independent of all groups. Tel: 01347is821329 Fax: views 01347expressed 822576 in ETN are not Editorial Email: etn@ghsmith.com necessarily the official view of any organisation or Web: www.ghsmith.com group. Copyright: ISSN 1462-9526 All material is copyright Equestrian Management Consultants Ltd.

4 | APRIL 2019 | EQUESTRIAN TRADE NEWS

Allen & Page.......................................................................... 39 Baileys Horse Feeds.............................................................. 37 BETA International................................................................. 51 Champion.............................................................................. 19 Charles Owen........................................................................ 23 Classified............................................................................... 54 Dengie................................................................................... 45 Equilibrium Products.............................................................. 30 Fairfax Saddles...................................................................... 13 Falcon Equine T/A Omega Equine......................................... 11 Gallop Equestrian.................................................................. 25 Grandstand Media (HOYS)...................................................... 8 Holland Animal Care.............................................................. 29 Jenkinsons.......................................................................... 6, 9 John Whitaker International................................................... 15 L S Sales............................................................................... 31 Limagrain.............................................................................. 47 NAF......................................................................................... 7 A Poucher & Sons................................................................. 46 Results Through Digital.......................................................... 35 Saracen Horse Feeds.........................................................OBC SATRA................................................................................... 17 Science Supplements........................................................... IFC SEIB Insurance Brokers........................................................... 5 Snowhill Trade Saddlery........................................................IBC The Animal Health Company................................................. 32 United Sportproducts Germany GmbH.................................. 22 Virbac Animal Health............................................................. 49 Weatherbeeta........................................................................ 21 WESA.................................................................................... 35 W F Young Inc (Absorbine)..................................................... 33

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Equestrian store saved from developers

EAST Sussex horse owners are delighted that a local equestrian store has been saved from potential closure. The staff at Windmill Feeds & Saddlery’s Cross in Hand branch, near Heathfield, have kept their jobs too - now the store is here to stay. The shop was threatened with closure late last year due to nearby house development. However, business owner Martin Hook has now secured ownership of the site. “It’s great news on several fronts,” he said. “The entrance to the property can now be improved

More people are riding

so that the visibility is better as you enter and exit the site. “It has secured employment in the local area for the staff, and it has staved off the possibility of customers having to travel further to buy their pet food, animal feed or saddlery items.” Fiona Rafferty, editor of Localrider magazine, has been covering the story. “I’m pretty impressed as all around [the store] is a large housing estate now, so it’s a big commitment [by Mr Hook], but it’s also a well-supported store.”

cent have lapsed riders, while 73 per cent have never ridden. Barriers to returning to the saddle: The survey shows that there are five million lapsed rider households in Britain, but 650,000 of them are interested in riding again. The two key growing barriers to this are access and proximity to horses. “Although this is just the first stage of the National Equestrian Survey – we still have the detailed reports on the equestrian economy, spending and population to come – the future of equestrian sport looks encouraging,” said Claire Williams. “The decline in rider numbers has been halted and the number of people riding on a regular basis has grown to give a far more positive outlook compared with five years ago. We are really looking forward to seeing the other parts of the survey, which are currently at fieldwork stage, with publication due in April/ May. BETA members will each receive a free overview document; orders are now being taken for copies of the 2019 BETA National Equestrian Survey. For costs and to place an order, contact Philippa Macintosh, telephone 01937 587062 or email philippa@beta-uk.org

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AN increase in horse riding over the past five years has been revealed. The first stage of BETA’s National Equestrian Survey was presented by the trade association’s executive director Claire Williams at last month’s National Equine Forum. The survey takes place every five years, with initial findings from the latest one reporting: Number of horse riders: In 2014, there were 2.7 million riders following a steady decline in horse riding over the previous ten years. Today, rider numbers are at 3 million, showing an indication of recovery, with not only an upturn in the number of people who have ridden in the past 12 months, but also an increase in those regularly riding at least once a month. There are now 1.8 million regular riders – back to levels seen between 2005 and 2010 – compared with 1.3 million in 2014. The greatest rise has been among 25- to 44-year-olds, an age group that showed a dramatic fall in riding during the previous five years. Number of horse owners: In 2014, there was evidence of a steady decline in the number of Britain’s horse-owning households, from 451,000 four years earlier to 446,000. The downward trend has continued, with the figure now standing at 374,000. Scale of lapsed riders: Seven per cent of households in Britain have members who have ridden in the past 12 months. A further 20 per

Eque Trade strian News

News

EVERY O

Why magazines deliver “double the attention”

NE’S A W

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TIME FOR

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INNER March 2019 No 3

Volum e 43,

Month ly

Print magazines remain an extremely effective medium for advertisers, says Dan Coleman. ADVERTISING is often seen as intrusive and unwelcome on TV and on social media for example. But in magazines, it’s seen as part of the experience. In fact, according to a recent study by industry body Magnetic, 82% of respondents disagreed that by taking advertising away, magazines ‘would be a lot better.’ Advertising plays much more of a role in magazines than any other medium. There are no other media whose consumers actively purchase to be advertised to. This is because most magazines are aligned to a passion. You are likely to be interested and indeed to seek out the information that can be found within the magazine that shares your passion. Equestrian is a category that supports a thriving magazine market. Readers are interested in the latest clothing or kit advertised in Horse & Hound. It’s not just their passion that drives the attention. Magazines provide the right context ensuring that readers are in the right frame of mind and more open to advertising messaging. They don’t feel their time is being hijacked. Advertising also benefits from a magazine’s brand halo. The trust built up by a magazine’s heritage adds to its effectiveness. This further enables magazine brands to live beyond the page, enhancing an advertiser’s reputation if it’s in the magazine’s digital or experiential platforms. Best performing So it’s not surprising that magazines are the best performing medium in terms of driving attention to advertising.

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Magazine readers don’t feel their time is being hijacked. 57% of magazine readers agree that advertising is ‘part of the experience’ compared with 44% for TV and just 27% for Facebook and Instagram. What is more surprising still is how cost effective the medium is – average cost per thousand reaching ABC1 adults in magazines is around £15 compared with £35 on TV. So your ads receive 30% more attention for less than half the price. This isn’t to denigrate other media as both TV and social media can play a role for advertisers. But magazines’ crucial part in any media mix can be over-looked. Digital and social media are able to provide metrics - such as likes, clicks and indeed sales that it’s harder for magazines to demonstrate by their very nature. How do you attribute sales to advertising within a product that is consumed over time, perhaps in a favourite armchair with a nice of cup of tea and doesn’t offer instantaneous clicks? The answer is to consider how advertising works harder in magazines. Researchers at Magnetic are not arguing that magazines are the only medium you should be considering, but that you should consider them as part of a healthy marketing mix. • Dan Coleman is strategic business development director at TI Media, publisher of Horse&Hound.

6 | APRIL 2019 | EQUESTRIAN TRADE NEWS

NEWS IN BRIEF • Selby, North Yorkshire based retailer R&R Country has raised £846 for the Tim Stockdale Foundation. Customers were asked for £1 per entry to guess the height of the store’s life-sized wooden horse, named ‘Stockdale’ in tribute to the late Olympic rider. “Knowing the money is going to be utilised to increase youth participation in sport and promote emerging talent makes us really happy,” said R&R Country’s managing director Sue Moxon. • Wholesaler Hucklesby Associates has acquired the Taurus Equestrian footwear brand from Norfolk based Taurus Footwear and Leathers. Taurus was founded by Jonathan Groome 20 years ago. Hucklesbys plans to expand the range of footwear and gaiters it has already been distributing for over a year. • Trilanco has become the exclusive UK wholesale distributor for Horse First supplements. The Lancashire based wholesaler has also taken on sole distribution of Equi Life’s hoof related products. • Red Horse Products is supporting Hope Pastures by giving the Leeds based equine charity 20p from every website order placed. Red Horse products exhibited at BETA International 2019 where Hope Pastures was the show’s chosen charity. • Henry Bell & Co, manufacturer of EquiGlo horse feeds, Mr Johnson’s brand for small animals and Dog Gone Fishin’ canine treats, has increased its warehousing capacity. Its Grantham, Lincolnshire site can hold more than 1,000 pallet spaces and has an internal loading ramp. Henry Bell & Co says it needed more space for its expanding export business. • BETA Safety Week runs from 27 April to 5 May. For more details, see the Stay Safe feature in this issue of ETN. • A jousting tournament at Arundel Castle in West Sussex on 23 – 28 July is set to be the biggest of its kind in the world. Two female jousters will be among competitors from England, France, Australia and Scandinavia. • Leucillin is to sponsor TREC GB’s Summer League for 2019.

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â&#x20AC;&#x153;Mally would get rather excitable as soon as we got the travel boots out and his droppings would be messy for days while we were competing. NAF recommended GastriAid and within days the results were brilliant, less worry, good droppings and a happier pony! All of my ponies are also fed Five Star Optimum Balancer, thatâ&#x20AC;&#x2122;s all they get, they are looking so shiny and performing fantastically. With thanks to Lucy Mason photography and Mark Smith for images.â&#x20AC;? Susan Skeggs & Mally

â&#x20AC;˘ PIPPA FUNNELL â&#x20AC;˘ SPENCER WILTON â&#x20AC;˘ TEAM MENDOZA â&#x20AC;˘ TOM McEWEN â&#x20AC;˘ â&#x20AC;˘ WILLA NEWTON â&#x20AC;˘ ALICE OPPENHEIMER â&#x20AC;˘ BECKY EDWARDS â&#x20AC;˘ DAN WILLIAMS â&#x20AC;˘ â&#x20AC;˘ DOUGLAS DUFFIN â&#x20AC;˘ EMILY BALDWIN â&#x20AC;˘ HELEN WEST â&#x20AC;˘ IMOGEN GLOAG â&#x20AC;˘ â&#x20AC;˘ JODIE AMOS â&#x20AC;˘ SUSAN SKEGGS â&#x20AC;˘ NATASHA ADKINSON â&#x20AC;˘ PHOEBE PETERS â&#x20AC;˘ â&#x20AC;˘ ROBYN SMITH â&#x20AC;˘ RUBY FRYER â&#x20AC;˘ TERESA CRESSWELL â&#x20AC;˘ WILL MURRAY â&#x20AC;˘ â&#x20AC;˘ GLOUCESTER MOUNTED POLICE â&#x20AC;˘

With so many fantastic tried & tested results itâ&#x20AC;&#x2122;s clear to see why so many turn to the reassuring science of experience. The symptoms may not always be the same but the answer is ... GastriAid. Thanks to all our customers for these Five Star reviews - please go to naf-equine.eu/uk/digestion/gastriaid to read more about GastriAid. For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com

naf-equine.eu/uk www.equestriantradenews.com

F I V E S TA R F O R T H E B E S T PERFORMANCE WORLDWIDE EQUESTRIAN TRADE NEWS | APRIL 2019 | 7

Product News Free training now online PRODUCT training for outlets selling HorseHage and Mollichaff is now available online. The HorseHage & Mollichaff Staff Training Scheme is free to all stockists. It’s designed for shop staff to expand upon and refresh their knowledge of the products, equipping them to answer customers’ feed enquiries. Participants who successfully complete the training receive a free framed certificate and branded Feed Adviser polo shirt (pictured).

Looking for lifestyle ideas? THE Adorabella (shown here in mink, RRP £495) is one of two new handbag designs for Spring 2019 by Albion England. The new models follow last year’s debut handbag collection from the lifestyle division of the brand best known for its saddlery. The self-standing, compact Adorabella has a zipped enclosure, short handles and an adjustable shoulder strap. Inside is a secure zip pocket and separate compartments.

Record viewing figures

Poor condition? Poor Performance? INTRODUCING Immuforte Powder by NAF… When the immune system becomes compromised, it’s unable to perform effectively to maintain natural good health. Indications of this can include poor condition and poor performance. Immuforte Powder provides a unique blend of nutrients to support the immune system. These include echinacea and live yeast, essential for the health of the gut based immune system. Immuforte Powder is also suitable for foals requiring additional immune support. Designed to be fed alone, as and when needed, or in combination with targeted NAF products, the RRP is £24.99 for 150g.

HORSE OF THE YEAR SHOW 2nd-6th October 2019 NEC BIRMINGHAM Come and join us for the biggest week of the year for equestrian entertainment and see how we can help your business.

· Create new business leads · Meet customers face to face · Improve brand exposure · Provide an incentive trip for your staff Sponsorship opportunities and tradestand spaces available for this year’s show. For more information please contact commercial@hoys.co.uk

BOOK TICKETS NOW Online: www.hoys.co.uk Box Office: 0844 581 8282 Calls cost 7p per minute plus your phone company’s access charge

Hospitality: 02476 858 205

British RAISING THE BAR

HORSE & Country (H&C) has announced record viewing figures, with 154,000 Sky households watching the channel during January. The statistic comes from Sky’s VESPA panel, which measures viewing behaviour in more than 500,000 Sky homes. H&C is also available in more than four million Virgin households.

cele timate ho bration l u rse e of the Th

Cuteness alert!

LOTTI – the mini horse in an egg from Jenkinsons Equestrian – is the perfect pre-Easter impulse buy idea. Keep her by the till to appeal to children, anyone looking for a cute gift – or even a healthy alternative to a chocolate Easter egg. The 13cm soft toy comes in a zip-up soft fabric egg with an RRP of £7.50. Emily - the unicorn in an egg - is also available from the Jenkinsons Equestrian hatchery.

Flex those muscles! OMEGA Muscle from Omega Equine is designed to support muscle health - including muscle development, repair and recovery after exercise. To achieve this, Omega Equine has included high levels of essential amino acids such as lysine and leucine. The powerful antioxidant vitamin E also features. Omega Muscle is an ideal supplement to recommend for muscle health for performance. Because it’s concentrated and highly palatable, it can easily be added to the usual diet for optimum results.

Product info 24/7 DISTRIBUTOR Zebra Products has unveiled its new business to business (B2B) website. The trade area showcases the latest ranges from Amerigo, Bucas, Cavallo, Cavalor, Covalliero, Equipe, Fleck, Konigs, Sprenger, Uvex, and Veredus. Registered trade users can go there for online ordering of next season’s ranges as well as from stock. They can also check stock levels and orders, and access images for the current and next season. The site also enables retailers to research product information, colours and sizes.

Long lasting repellent NETTEX Fly Repellent Standard not only contains DEET, it also has added moisturisers and conditioners to stop it evaporating into thin air. The result is a long lasting repellent to keep your customers and their horses happy, says Nettex. • Nettex is offering consumers a buy-two-get-onefree deal on fly repellents during April.

www.equestriantradenews.com

Product News New catalogue release

New muscle support supplement GWF Nutrition has launched Muscle Maintenance for Horses. It’s formulated using sources of protein that provide all the key amino acids needed for replenishing muscle tissue. But the manufacturer says this new supplement goes beyond supporting muscle building and recovery. Muscle Maintenance for Horses also helps to support the horse against muscle loss and tissue damage caused by hard work. The use of key antioxidants and essential fatty acids mean it can help ameliorate the effect of free radicals and antagonists released during exercise. “Muscle Maintenance for Horses not only provides all the building blocks for high rates of muscle replenishment and building – it also includes vital elements like key vitamins, omega 3 fatty acids and digestible glucose for minimising muscle fatigue and tissue breakdown,” says managing director Stephen Tucker. The 2mm pelleted product uses GWF Nutrition’s Oatinol Delivery System. Based on RRP, it costs 45p per day to feed to ponies and 90p per day for horses.

Italian brand comes to the UK

Equestrian Trade News

SNOWHILL is about to release its new catalogue. To be distributed with next month’s (May) edition of ETN, Snowhill Trade Saddlery’s issue 22 catalogue is bolder and brighter than ever. A new layout, new colours and fresh lifestyle images add more detail and elegance to the glossy publication. Not a customer? Wish for a trade account? Contact Snowhill today!

Stockists’ support package

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

LIBRA Paddock Boots and other styles from Italian brand EGO7 are now available in the UK. The Treviso based footwear specialist, which also makes long riding boots, has appointed Zebra Products as its UK distributor. The full-grain leather Libra boot has a rear zip, leather patchwork, double seams along stress lines, elastic panels and a double-stitched toe cap. Also in the EG07 collection is the Orion Field Boot with an elastic laced front. Boots across the range are noted for their lightness and ‘feel’ when riding.

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

Equestrian Trade News

Coming soon in ETN. . .

JUNE ISSUE

• F ocus Europe – profiling European equestrian companies 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 •M arketing, PR and advertising – getting your message across

HORSE First has introduced an Official Stockist Programme designed to promote sales across all media platforms. With support directly from the supplement specialist’s team, the programme covers in-store training, promotional material, use of product • S addler and saddle fitters’ CPD feature – complete with quiz images and information, rider testimonials, educational videos plus regional T h e V o 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 and national advertisement campaigns. •R ecycling – who’s getting greener? “This is an exciting development for Horse First,” says Paddy Hughes, managing director. “It is a real chance for us to show our full support to the bricks and mortar retailers, the backbone of the equine Editorial for consideration should be received by 1st May 2019. business world.” Telephone: 01937 582111 Email: editor@equestriantradenews.com The support package is also available to online stores. h e V o i c–eplus o f t hdirectory e E q u e s t rof ian • F inest saddles and saddleTfitting saddle-makers

10 | APRIL 2019 | EQUESTRIAN TRADE NEWS

Industry

www.equestriantradenews.com

OMEGA EQUINE

We take care of You....

So You can Take Care of Your Customers

• Great Margins • Comprehensive Range • Small MOQ’s • Strong Marketing Campaign • Full Support in Person & by phone • UFAS & BETA NOPS Assurance omegaequine.co.uk : 01798 817603 Specialists in Equine Supplements www.equestriantradenews.com

EQUESTRIAN TRADE NEWS | APRIL 2019 | 11

Retailer Profile

Gill Hewitt (right) runs Peckfield Farm with assistants Angie Jobling (left) and Carol Thomas, and son Dan.

A one-stop country shop Deborah Hayward visits Yorkshire’s Peckfield Farm, where busy horsey folk pick up tea for themselves and their horses. . .

odern retailing has an arsenal of online initiatives to entice busy equestrians for whom convenience is key. It’s refreshing, therefore, to stumble upon Peckfield Farm, a small but perfectly placed country store offering an old-fashioned solution to the needs of time-poor horsey folk. In one fell swoop, they are able to buy their fruit and veg for dinner, cakes as a teatime treat and feed for their horses and other animals – while picking up a gift for a lastminute birthday present too. Under one roof Peckfield Farm sits at the side of the busy A63 between Leeds and Selby, ensuring a regular stream of customers who pop in to do their one-stop shopping. “I’ve known many of them from the very beginning,” says Gill Hewitt, who runs the store with her husband, Ian, son Dan and part-time members of staff. “I’ve watched babies grow up to be adults and have babies of their own. “We don’t seem to have a typical customer. On the equestrian side, we’ve got everyone from travellers to high-end showjumpers – I served a lady this morning whose daughter competed in the last Olympics. “The main thing with our equestrian customers is that they seem to be either at work or looking after their horses, so they’re often

rushing - and being able to tick a few things off their list at one time really helps them.” Feeding the family Peckfield Farm is packed with feed for all members of the family – human, horse, dog, small pets, poultry and wild birds. “We sell a broad range of feeds, including Saracen, Spillers, Dodson & Horrell, Dengie and Baileys on the equestrian side,” says Gill. “We’ve just started doing Honeychop, Simple System and The Pure Feed Company, so we’ll see how that goes. “Although there are no huge margins on feed, it brings people into the shop and that’s brilliant. Some of our most popular feeds across the board are for wild birds and poultry. They always say that pensioners are poor, yet they come in and buy bags of seeds and peanuts and, by the time they’ve finished, they’ve spent £60. “Chicken feed is another big seller. This market is huge, with people having everything from a few on an allotment to two in a back garden. You can find them in the most unexpected places – people just like to keep them.”

She knew it well, having worked there as an employee for many years. “We were always being asked about horse feed but, as I don’t have a horsey background, I didn’t know what I should buy,” she explains. “Then, there was one girl who worked here who did, so we started off with a few bits, taking very small, tentative steps and it just bloomed. “I’ve learned so much over the years. I’ve never owned a horse – I don’t have time – but feed company courses and listening to customers has been really helpful and the

equestrian side is now big business for us.” Growing equestrian Although feed sales across each sector are strong, Gill has been quick to harness the potential for additional sales on the equestrian side. “One end of the shop has ended up being virtually all equestrian,” she says. “There’s bedding, rugs from Shires, lotions and potions, supplements, grooming aids, first aid, electric fencing, equine boots, riding boots, socks – and all those small but essential things that riders and owners need.”

Horsey business When Gill bought the business from its previous owner in 1997, Peckfield Farm sold mainly fruit and veg, solid fuel, dog food, bedding plants and gardening equipment.

12 | APRIL 2019 | EQUESTRIAN TRADE NEWS

Gill learned that stocking equestrian feeds is an essential part of the business.

www.equestriantradenews.com

Happy to serve Peckfield Farm has a warm, friendly, family feel to it. Ian takes care of deliveries to yards in the area while Dan is happy running the shop alongside Gill and staff members Angie Jobling, Carol Thomas and Phoebe Hainsworth. “Ian joined me in around 2008,” says Gill. “He had previously worked as a cabinet maker for a shopfitting company in Leeds. But after suffering with his knees and needing knee-replacement operations, he took the plunge. “Dan, who trained as an accountant and IT specialist, joined us with the aim of taking over one day. However, I’ve no intention of giving it all up just yet – I’ll probably still be here when I’m 90! I love everything about it – the people, the customers. I have met some lovely

ones over the years and I’d miss them if I didn’t come. “We all get on really well as a team, have a laugh and our customers have a laugh with us. Sometimes, we’re a bit irreverent and Dan can be a bit cheeky to them, but they seem to love it. “People tend to meet their friends here and some will stand and chat for half an hour, so we’ve put a coffee machine in; it’s very popular, particularly during winter.” Although the shop is bursting at the seams, Gill would not swap it. “We could do with more space and I would love a bigger unit that I could buy, but this spot is a gem,” she says. “I enjoy coming into work every day and, while we continue to serve happy customers, we’ll keep on doing what we do.”

Trusted by riders for more than 30 years From fruit and veg, dog food and plants, the shop has expanded to sell a wide range of equestrian goods.

ETN ASKS GILL... Q: Which feed wholesalers do you use?

Q: How popular is your greengrocery side?

We deal with Armstrong Richardson and Argo Feeds, and directly with Spillers.

We do well with potatoes, which come from a local potato merchant, and offer a £6 weekly veg box. We fill it with a range of veg we think people will need.

Q: What brands of bedding do you stock? We have a good range, including Bliss, Thoroughbred shavings and Bedmax; and we’ve just taken on Natural Flake. Q: Tell us about the plants and flowers. We sell lots of bedding plants in the Spring and summer, and fresh flowers throughout the year. We also have plenty of giftware – our personalised wooden ducks have gone down a treat.

Thorowgood T8 Leather seat & knee pad Compact GP £625

Q: Do you have any hobbies? Not at the moment, because my life has been the shop. I do like my holidays, though, and had an amazing week in Tenerife for Ian’s birthday in February.

Saddles made in England

changeable gullet

conformation design

changeable girth straps

Q: Do you have any pets? Yes, Oliver, who comes to the shop every day. He’s a Staffie-cross from the local Dogs’ Trust. He was an abandoned pup and we’ve had him since he was 15 weeks old.

Thorowgood T4 Suede eﬀect moveable seat & kneeblocks pad

changeable shimz

Pony / Pony Long Leg 15”, 15 1/2” £425 16”, 16 1/2 ” £445 *Pony Long Leg only

available in 16”, 16 / ” with real changeable stuffing leather 1

Peckfield Farm is located on the busy A63 between Leeds and Selby.

www.equestriantradenews.com

Made in England .com

Clothing & Footwear

Picture this! A snapshot of the latest launches.

▼FOR TOASTY TOES: Blaze Wear has added heated boot socks to its battery-powered collection. Made in soft fleece fabric, the socks incorporate thin, flexible carbon fibre heating elements to warm the soles of the feet. A soft-touch temperature controller offers three heat settings, low, medium and high reaching up to 55°C. In four colours, the socks have an RRP of £89.99 per pair.

▲LET’S GET LAYERING: The water repellent, quilted Mujal Vest from Aigle is just what a gilet should be – the perfect transitional piece. With two secure outer pockets and one inner to store essentials, it has a lightweight ripstop lining, elasticated waist and leather detailing for a casually elegant finish.

►NEW FOR 2019: The Rhinegold Elite Montana Velcro Paddock Boot comes in soft, luxury feel leather with traditional elasticated side panels and brand new style Velcro fastenings. With a rubber sole unit for comfort and energy return, there’s also a cushioned inner sole making them really comfortable. In black or brown, and sizes 3 – 11, the RRP is £64.50. Rhinegold is exclusive to Snowhill.

▲COMPLIMENT THOSE CURVES: Equetech Shaper Breeches give a great silhouette in the saddle. With smart seam positioning and a high, contoured waistband, hidden support within helps lift, shape and define the bottom and tummy. Finishing touches include jean style pockets, a matt silicone hatching grip seat and Lycra panel to hem. The RRP is £89.50 and colours are blackberry, grey, beige, white and navy.

◄ FRENCH CONNECTION: Made in France by Aigle’s master rubber craftsmen, the Parcours 2 Vario is a Wellington that goes anywhere in the country. Primarily made from natural rubber, it features a triple density rubber sole with an anti-fatigue cushion in the heel. Its high grip lugs are modelled on a mountain goat’s hooves for stability on all terrain.

14 | APRIL 2019 | EQUESTRIAN TRADE NEWS

►RIDE OUT THE SEASONS: The Dublette rain jacket from Georgia in Dublin copes with all weathers. Bungees on the back and down the sleeves expand to accommodate a body protector or bulky layers in winter. Then, come the warmer weather, the jacket can be cinched in to become a tailored wind breaker. A fishtail cut covers the saddle’s cantle, while reflective detail features on the back and sleeves.

www.equestriantradenews.com

LP083 BINGLEY TENDON & FETLOCK SET IN BLUE

►TAN YOUR HIDE: In supersoft leather with a luxuriant feel, the Rhinegold Elite Nevada Zip Front Jodhpur Boot is a real eye-catcher. It’s trimmed with a tan leather loop, spur guard and stitching - the contrasting colour adding a distinctly different dimension to the boots. In black or brown and sizes 3 – 11, the RRP is £68.50. Available exclusively from Snowhill.

◄WAISTCOAT WATCH: Alan Paine introduces the Combrook ladies lined-back waistcoat in a new colourway - ebony. With a pure wool water repellent outer, it has an adjustable back strap and three contrast trimmed jetted pockets. The striking lining matches the over-check. Combrook also comes in aspen, juniper, heather and gorse tweed, sizes range 8 to 20 with an RRP of £139.95

►CASUALLY COOL: New polo shirts and trendy jeggings join the Mark Todd Collection this Spring. Tops come in navy/ lilac or jade/navy for women, and navy/white for men. Denim ladies’ jeggings have jeans-style contrast stitching and back patch pockets, plus comfy wide waistbands. These additions co-ordinate with Mark Todd lightweight jackets and gilets.

LP083 Bingley Tendon & Fetlock Boots Matte/Gloss effect PU shell, branded elastic straps with pin enclosure, perforated neoprene lining for shock absorption and breathability, Whitaker branding on outer of boot, comes in a set of 4 including 2x front boots and 2x back boots. SIZES: PONY/COB OR FULL COLOURS: WHITE, BLUE, BLACK OR BROWN

RRP £65.00 SPORTY MATTE/GLOSS SHELL

BRANDED ELASTIC STRAPS SET OF 4

AVAILABLE IN BLACK, BROWN, WHITE OR BLUE

www.equestriantradenews.com

BREATHABLE, PERFORATED NEOPRENE LINING

Clothing & Footwear ▼SPORTY EYE-CATCHER: The new Oana blouson from Covalliero is a fashionable Spring jacket that wears well on and off the yard. In lightweight, water resistant, breathable material, it has elastic sleeve cuffs, a two-way zip and seamless handwarmer pockets with zips. Machine washable at 30°C, it comes in dark blue or dark grey, RRP £69.

▲A WALK IN THE PARK: Richmond ankle boots by Brogini are classically styled in high-grade leather featuring a handmade stacked wooden sole with grippy rubber tread. A puller on the heel and elasticated panels on either side make them easy to slip on and take off. The tartan cotton lining adds to this attractive boot’s appeal. The RRP is £60. ►SHADES OF SUMMER: The new BR summer collection by Bieman de Haas features bright and breezy colours such as pants blue and periscope toned with pastel shades like porcelain blue, old silver and silver pink for a soft, seasonal look. Sporty contrast piping and stylish rose accents feature across jackets, shirts and breeches, and extend to matching equine accessories. The BR Ariane zipped polo shirt (pictured) comes in stretch fabric with an RRP of £34.95. ▼ONE BOOT, THREE STYLES: The Aurora Boot from Mountain Horse comes in jodphur, zip and lace/back zip styles. Suitable for riding, it has a non-slip rubber outsole with water dispersing heel tread. A Z-shaped steel shank runs across the heel, up to the arch and down into the foot for stability in the stirrup and comfort on the ground. A memory foam footbed provides cushioning. In black or brown, RRPs are £129 for jodhpur and front zip and £139 for lace/back zip styles.

◄SNEAK PEEK: Rhinegold Classic Leather Jodhpur Boots are soon to have a new colour option – oxblood. Designed in the traditional style with no zips or laces, the Classic has pull tabs to allow easy on/off. A must-have for every rider, it’s available in children’s size 10 up to adults’ 11. RRPs are from £19.50. The new oxblood boot is due in May, and available to pre-order from distributor Snowhill now for existing customers.

►TOP TRAINING GEAR: Pellon Riding Tights from John Whitaker International are made from a stretchy polyester/ Spandex mix. They have a wide, supportive waistband, 3D printed silicone knee patches in honeycomb design, a large side phone pocket with metallic strip and silicone printed logos. The RRP is £45.

16 | APRIL 2019 | EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

EQUESTRIAN PPE TESTING BETA®

approved laboratory SATRA offers testing to European and international standards, certiﬁcation to the new European PPE Regulation and due diligence testing.

ppe@satra.com www.satra.com/ppe tel: 01536 410 000 www.equestriantradenews.com

EQUESTRIAN TRADE NEWS | APRIL 2019 | 17

Stay Safe

BETA helps riders stay in touch with the latest safety standards – so that they can go out and have some fun.

Making an impact ETN talks to Claire Williams of BETA, the go-to body for equestrian safety. What will be the ‘big’ safety issue this summer? With the recent outbreak of equine influenza on everyone’s mind, it’s likely to be bio-security the control and reduction of disease and its spread. The ‘flu outbreak has been a real wake-up call because it’s a topic that impacts on all areas of our

trade. It matters if you’re a retailer receiving returns, or equipment to clean or repair that has been on or near horses, or if you’re going onto yards to deliver product or services. Keep an eye out for some further guidelines that BETA will be putting together to help you understand how you can play your part to reduce the spread of disease.

What safety related training opportunities is BETA offering during the rest of 2019?

What should be retailers’ key message when promoting hi-viz gear?

We continue to offer our popular training courses on fitting safety equipment; plus the feed related course on prohibited substances and feed safety. Check www.beta-uk.org for more details.

Hi-viz equipment is like a puppy – not just for Christmas but the entire year! On summer days, drivers can just as easily be dazzled by the sun, making hi-viz as important on bright days as dull ones. The correct colour of hi-viz is

The BETA team reaches out to riders via free hat and body protector checks at shows and events.

18 | APRIL 2019 | EQUESTRIAN TRADE NEWS

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A REPUTATION BUILT ON SAFETY

important too. Research by the such as bunting and window British Horse Society (BHS) last stickers. year showed that hi-viz needs to As part of this international be chosen to contrast with the initiative, BETA will enjoy a highsurrounding countryside. So, for profile presence on social media, example, riders out with campaigns amongst rape fields on Facebook and "Hi-viz is like a should avoid yellow Instagram. These will puppy – not just hi-viz. include daily posts Is an air vest safety standard on the horizon?

for Christmas…"

We are hoping to re-start the work we initiated a couple of years ago which will lead to a standard for air vests used in an equestrian context. This will include looking at the tests used in other standards and evaluating their applicability to equestrian use. The work will also be done at European level with a view to adding it into the existing body protector standard as an additional annex. How and where will BETA be taking the safety message to riders this season? We reach out to the riding public at a wide range of events throughout the year. We’re currently finalising our plans, which include Bramham and Blair horse trials. Our first big focus on safety is BETA Safety Week, which runs from 27 April to 5 May. More than 80 member retailers and manufacturers have signed up to this annual awareness-raising campaign designed to drive home the importance of correctly fitting, fastened and up-to-standard safety gear and equipment for riders. Participating retailers will host in-store and online promotions throughout the week and flag up their support with the help of BETA Safety Week branded merchandise

featuring safety tips and advice, as well as weekly competitions taking place during the month beforehand and throughout the actual week. BETA has also introduced an in-store display competition for retailers, as well as a quiz for consumers that will be promoted by retailers and supporting organisations. In addition, BETA will have a presence on the BHS and Pony Club stands at Badminton. There is still a chance for BETA members who have not already signed up to do so. Anyone wishing to take part should contact Tina Hustler by emailing tina@beta-uk.org. Are any changes to riding hat and body protector standards imminent? On the body protector front, we have the new 2018 standard in place so no changes are foreseen there for some years to come. On the hat front, we’re still working on the European Standard with a new amendment about to be submitted. There’s no real indication of whether it will be accepted. Even if it is adopted and harmonised, it’s unclear what the timing will be. As always, BETA will keep the trade informed as developments occur.

The Award Winning

RE VOLUT ION M IPS D E LU X E CHAMPIONHATS.COM

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Stay Safe

Safe and secure Rider safety is a fast-moving business. ETN catches up with the latest happenings. Helping businesses attain their safety goals CEN (the European standards body) has a series of standards for protective equestrian equipment. Examples include EN 13158 covering body protectors and EN 1384 for helmets. SATRA, a UK based independent testing and research organisation, is set up to carry out testing in accordance with these standards and to certify PPE (personal protective equipment) in accordance with European PPE regulation. Manufacturers and suppliers of equestrian protection can use these services to ensure their products meet the requirements of these published standards. In addition to claiming that their body protectors meet the requirements of EN 13158, many companies also claim compliance with the BETA standard - a UK certification scheme operated by the trade association. Testing is based on EN 13158, but the BETA scheme involves additional annual re-tests by a BETA-approved laboratory such as SATRA. SATRA can guide you through these standards and legislation, step-bystep, to help you attain your goal – the successful supply of equestrian PPE. Our photograph shows impact resistance testing at SATRA.

Lightweight helmets launched WESTGATE EFI is adding two new Kitemarked PAS015 riding hat designs to its Gatehouse range this summer. The Longchamps Jockey Skull and Chantilly Riding Hat are lightweight and ventilated. Both also feature removable, washable liners for comfort and hygiene. In addition, Westgate EFI is launching a glitter version of its competitively priced Chelsea Riding Hat. The Gatehouse range is distributed exclusively to the trade by Trilanco.

Putting safety into saddles WINTEC Saddles have an new safety element. The WintecLite range features removable cantles which are easily attached and detached with Velcro. Three of the designs are perfect for riders who hack out and want to be seen. A reflective, customisable cantle can be embroidered to contain a message such as ‘SLOW DOWN’. There’s also a vibrant orange reflective cantle and a yellow high-vis version. The concept enables riders to improve their visibility while personalising their WintecLite saddle.

20 | APRIL 2019 | EQUESTRIAN TRADE NEWS

The science of safety

CHARLES Owen has embarked on a quest to bring an understanding of the science of safety to its customers. Roy Burek, of the helmet manufacturer and a world leading equestrian safety expert, is constantly researching scientific studies as he looks to improve the level of rider protection offered. His starting point is to study accidents and the resulting injuries. For example, over many years, jockeys have had many concussions which have not reduced despite standards improving. “Becoming involved with a large European study has allowed us to access some of the best resources – such as the fact that grass and sand reduce traumatic injury substantially,” says Roy. “Indeed, one study showed that 40% of helmets were not permanently absorbing any energy from the fall because the ground was absorbing it more readily. However, these surfaces are extending the contact time by fourfold compared with falls onto hard surfaces. “This increased contact time has two effects: firstly, any tangential force to the head acts longer, causing internal brain tissue stress. Secondly, brain tissue naturally stiffens as protection for short duration impacts but this protection is lost over long duration impacts.” Arena surfaces Charles Owen’s studies have identified four possible solutions to this. Firstly, look at how the surface interacts with the helmet so that they can work in unison. Course-designers and arena builders currently receive no guidance on the type of surface that would reduce head injuries. Creating a standard or best practice guide would be a way forward, alongside a change in helmet design. Secondly, changing the time distribution for the energy absorption curve so that the brain tissue stiffening remains throughout the high energy loading of the brain. In the same way that putting your arms across your face helps break a fall, a helmet’s absorption system can be composed of different components that work together to decrease trauma to the brain. Thirdly, slip planes such as MIPS (Multi-Directional Impact Protection System) technology or stress shearing can relieve the tangential force that overwhelms the scalp. Charles Owen has embraced this new technology as a way to top-up helmet safety for riders. Fourthly, the impact duration can be shortened by using smart materials that decouple the unloading phase of the impact. Alongside Cardiff University, Charles Owen is researching new materials that increase protection in NFL [American football] helmets. This could open up new avenues of safety in the future. The right helmet Meanwhile, Charles Owen continues to focus on helping each rider understand which helmet is the right one for them. “Even though we can see new innovations like MIPS making the future of safety brighter, the simple truth is that traumatic brain injuries take lives and it is still important that the helmet fits,” says Roy. “Helmets that are tested to multiple safety standards will protect a rider in a wider array of riding accident scenarios,” he adds. With nearly 30 helmet styles that are triple certified to three different equestrian standards – and having produced the first helmet that adds the SNELL standard (the 4Star cross country skull) - Charles Owen has proven that meeting multiple standards is the best way to protect riders from catastrophic injuries in the event of a fall.

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EQUESTRIAN TRADE NEWS | APRIL 2019 | 21

Stay Safe Reducing the risk of concussion NEW to the Champion range are the Revolution MIPS Deluxe and Junior helmets and skulls. “MIPS, which stands for Multi-directional Impact Protection System, is a low friction layer which allows sliding movement of 10 – 15 mm in all directions,” says Sally Rhodes of Champion. “Acting in a similar way to the scalp, it is designed to reduce rotational motion to the brain during impact, thus reducing the risk of concussion.” Champion has been researching the concept, in-house and in conjunction with the MIPS laboratory in Sweden, for more than ten years, adds Sally. “The system has been found to improve protection for a very specific type of injury related to rotational acceleration falls,” she said. “With the risks involved in all equestrian pursuits, adding rotational injury protection is an obvious step forward.” From the new range The new Champion Revolution MIPS Deluxe Helmet, based on the manufacturer’s Evolution Pearl, incorporates the MIPS system. With ventilated airflow for comfort, the model has a synthetic leather finish with pearlised patent piping detail and a contrasting silver vent.

It features a crown comfort padding in breathable microfibre, plus a four-point padded synthetic leather harness with rear lacing adjustment and quick release buckle. It meets the following standards: PAS015: 2011, VG1; ASTM F1163-15 and is British Kitemarked to PAS015 2011.

In the navy NAVY is the colour of a new Suxxeed Active Riding Helmet by uvex. The helmet provides excellent ventilation. Fitting is via a size adjustment system that makes it easy to alter the height and width to fit each head, says UK distributor Zebra Products. A synthetic leather chin strap needs just one hand to fasten and adjust with the press of a button. The helmet, which conforms to EN 1384:2012-02 and VG1 01.040 201412 safety standards, also comes in black matt with RRPs from £215.96.

Putting the boot in BEST known for its neoprene boots, Grub’s has launched a leather safety boot - the Fury Safety. The dealer-style boot - with water resistant, full grain Iberian leather uppers - is the ultimate work boot. It’s ideal for jobs on the yard, for farriers and farmers. Equipped with a ballistic nylon, antipenetration midsole, composite toe and an oil/acid resistant sole, the Fury can handle anything. A breathable, fungus and rot-proof lining wicks away moisture from the wearer’s feet. And a 4mm footbed with a million microscopic nitrogen bubbles insulates from cold surfaces. Thanks to its non-metal toe, the Fury is lighter (and warmer) than most steel toe cap boots. It conforms to relevant safety standards, including for toe protection and anti-penetration. Available in mahogany in unisex sizes 4 to 12, the RRP is £89.95.

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▼ RETAIL TIP ▼ Why training gives retailers the edge When it comes to hats, stockists still have the upper hand over online sales, says Gatehouse training and product co-ordinator, Kate Taylor. RIDING hats are a tricky internet purchase. One size doesn’t fit all – and there’s justified reluctance to accept returns due to the possibility of unseen damage – so BETA and hat manufacturers recommend professional fitting in store by a trained Kate Taylor with event rider Paul Tapner at retailer. BETA International. Free stockist training is widely available. It enables sales staff to better understand a brand’s individual products, to advise and answer customers’ questions effectively, and to make each sale with confidence. My training sessions last up to an hour, and comprise theory and practical fitting. Successful candidates are awarded certificates to display in store. I always recommend that multiple members of staff are trained, so that the store has ample cover for days off or annual leave. It can also be reassuring, on occasion, to gain a second opinion from a colleague; doing so demonstrates duty of care to customers too. It’s also sensible to get training from the manufacturer of each brand you stock, as products can have different fits and features. Hat fitting checklist I finish my training sessions with a recap and a checklist: • Is the helmet sitting down on the head, or is it perched on top? • Is there snug, even pressure all round? Discuss this with the customer and ask them to check using their fingertips. • Does the helmet slide or move on the head when wobbling the peak? • Is the harness sitting at the correct angle; are any lace adjustments too loose or too tight? • Tell the customer what you are looking for in a good fit. What they can feel may not correspond with what you are seeing. • Explain returns policy restrictions before a customer completes the purchase to eliminate awkward situations later. • Check the customer is 100% happy before they pay and leave the store.

Introducing

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At Charles Owen, the science of safety is our business. Our research team regularly tests the latest technologies for a safer world, like the innovative MIPS technology. Innovation that extends protection is key to the future of rider safety.

Sales tips • Offer a good choice of brand, size, fit and style, as well as price point. • Presentation is paramount; a clean, tidy, well-placed display creates a good first impression. • Display training certificates prominently and monitor the store’s safety product area so staff are ready to step in and advise potential purchasers. • Install a mirror, and have elastic hair ties handy to tie back long hair. Go the extra mile and have hairnets handy too. • Draw customers’ attention to aftercare information supplied with products; and make sure they’re familiar with fastening and adjustment for future use.

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MIPS is a Patented Brain Protection System.

Rotational motion can cause brain injuries.

The low friction layer allows a sliding movement of 10-15mm in all directions, reducing rotational motion to the brain during impact.

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Going great guns CHAMPION has introduced a new colourway to its Ti22 body protector. Gunmetal grey not only looks smart, but the lighter shade also absorbs less light energy than darker colours to keep the wearer cooler. Also new for 2019 are youth sizes developed to cater for tall teenagers. The Youth range comes in youth slim small, youth slim medium and youth slim large. The Ti22 uses Champion’s SegTek technology which allows individual panels to flex, but not become isolated from each other. It meets the EN13158:2018 BETA level 3 standard.

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BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

Kitemarked to PAS015:2011

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People

• Saddlery Brands International UK, European distributor of Bates and Wintec Saddles, has hired SIMON OSBORNE (top) as warehouse supervisor, ANDREW BUSH (centre) as warehouse senior operative and ALICE PETRIE (bottom) as accounts and administration assistant. Simon and Andrew have more than 25 years’ experience of managing warehouse operations between them. Alice, a graduate in equine business management from the Royal Agricultural University, Cirencester, is a rider and horse owner.

We’re all here to make money… but the best business people are as polite and fair as they are determined and firm. So to celebrate all that’s good about the people in our trade, ETN’s Beth Crow has chosen the winner of our latest ‘Nice to deal with’ award. Their prize of a luxury hamper is on its way – enjoy!

THEY’RE SO NICE TO DEAL WITH… • DEAN COX AND ALISON MERRY OF RED GORILLA Beth says: “When it comes to working with Dean and Alison, I can always have an honest chat and a laugh with Hea Handd& le them! Red Gorilla is a long-standing, loyal advertiser with ETN; their adverts are always topical and they arrive on time. The team also works with us to produce useful editorial content. Dean, Alison and Red Gorilla really do have the trade’s best interests at heart.” Visit

24 | APRIL 2019 | EQUESTRIAN TRADE NEWS

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• KATHY STRINGER, part of the Equine Productions team who were filming at BETA International 2019, is to represent Britain at the world duathlon championships later this month. Officially known as the ITU World Championships, the competition involves a 10k run, 40k bike ride and a 5k run. Kathy will be in action on 27 April in Pontevedra, Spain. Video footage from BETA International 2019 can be seen at www.beta-int.com

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• LOUISE CONSTERDINE (left) and CHARLOTTE CROSS have joined the team of specialists at online retailer Supplement Solutions. Louise graduated with an MSc in equine science from Aberystwyth University. “I work with our customers to identify their animals’ individual needs and find a product which will suit them,” she says of her new job. Charlotte studied animal science at the University of Nottingham. Alongside customer service, she manages Supplement Solutions’ strategic worming programme which was launched by company director and SQP [suitably qualified person] Hannah Wild in 2017. “Life with horses can be busy enough without the challenge of remembering who was wormed for what, and when,” says Charlotte.

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• Woof Wear has recruited two new area sales managers. JAN MOL, who is covering eastern England, started work in the trade in 1988 alongside the late Nick Ward for Hydrophane Laboratories. Jan later moved to Horsemasters Distribution, then launched German brand BusseReitsport into the UK. LAUREN HARDMAN, Woof Wear’s new area sales manager for the west of England, has been an equestrian enthusiast since she was three years old. She has worked in sales for Mountain Horse for three years. Before that, Lauren was employed in a Countrywide store.

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• HENRIETTA SMYTH has joined Holdsworth PR as PR and marketing assistant. Henrietta has ridden all her life and owns two horses, both of whom are used for hunting and eventing.

• Stierna Equestrian Sportswear has appointed GWEN KILPATRICK as agent for the Midlands. Gwen has been an equestrian suppliers’ agent since 1992, with Bamford Agencies, and has represented Woof Wear for the last eleven years along with other brands. Gwen rides occasionally and enjoys assisting friends at competitions.

• International endurance rider BELLA FRICKER has joined Spillers as brand assistant. She will also work on the feed company’s Care-Line advice service. A graduate in in politics and international relations, Bella has worked as a professional rider, racing and crewing in ten different countries. She was on the fourth placed British team at the CEI02* Nations Cup last year. Riding her ten year old AngloArab gelding Spanish Heir, Bella is working towards this year’s European championships.

• LYNN PETERSEN, chief executive of The British Horse Society (BHS), announced her retirement last month after six years in the role.

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People

MEET CHRIS TAYLOR Introducing the recently elected president of the Society of Master Saddlers (SMS), who wants to see bench saddlers in the spotlight and new blood joining the industry. Tell us about your early years... My father was in the army, so we travelled the world. As a kid, I was constantly in trouble for taking things apart, including the record player! I originally trained at a merchant marine college as a radio and electronics officer. As the college was in the Lake District, I developed a love for the outdoors, especially climbing, hillwalking and canoeing. I worked for a while in a youth outdoor activity centre as a climbing and canoeing instructor, until eventually falling into computing. In those days, computing was in its infancy; providing you could spell IBM, you got the job. I also became fascinated by traditional handcrafts and took up hobbies such as leatherwork, leather carving and braiding. How did you get into saddlery? When I got my own horse, I had to find out how the saddles, bridles

and driving harnesses were put together. So I went round auctions buying anything I could get my hands on to take them apart, then rebuild. Using this method and various books, I’m basically selftaught. This interest led to me working for five years for Billy Porter, an ex-Royal Horse Artillery saddler, in Churchtown, Southport. When Billy retired, I purchased an old corner shop with a flat above and opened Saddler’s Den in March 1996. Shortly after, I was accepted into the SMS as a Qualified Saddler, and in March 2003 was upgraded to a Qualified Master Saddler. Currently I have two people working for me; Louise Palmer is a Qualified Master Harness Maker and Amy Baldwin is our third apprentice. What are your aims as the new SMS president? The Society represents the best

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in the saddlery craft and saddle fitting. I’m very proud to be a Master Saddler and look forward to working alongside others to continually improve our standards to ensure we remain the leading light in the saddlery industry. To me, being a bench saddler is not a job – it’s a way of life and a passion. Saddle fitting seems to always be in the lime-light, and quite rightly so. But I feel the bench saddler’s craft is sometimes forgotten. I would like to find a way to promote craft skills alongside saddle fitting. Training is another subject I feel strongly about. We need a continuous feed of new blood into the industry to keep us fresh and forward looking. A difficult topic is how to involve our overseas members more. They are just as

important to the Society as the UK members. How do you spend any spare time? I don’t have much as I also seem to be in the workshop; even finding time to do general property maintenance can be a challenge. However, I love being outside and try to get out walking. I still like to do my leather carving, too, and look forward sharing my skills with SMS members on one of our craft modules this year. • Chris succeeded Sue Norton as SMS President.

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Better Retailing

It’s all about teamwork… A supplier and a retailer reveal how they co-operate to turn browsers into profitable shoppers.

Well placed lifestyle images quickly make customers feel at home – as seen above Oakfield’s footwear display.

mnichannel shopping means more demanding and better-informed consumers with high expectations of service, experience and value. So collaboration between retailers and suppliers has never been more important. The supplier’s view Bea Meitiner, Weatherbeeta sales director, says: “Our main aim is to ensure that our retailers can easily sell our products and make good margin doing so. As such, we provide an extensive retailer support package that includes not only market leading advertising to drive shoppers to store, but also fantastic point of sale (POS) to interrupt the shopper once they are in store to ensure they make the purchase. “We recognise the importance of helping our retailers achieve the above goal which is why we invest heavily in TV and print advertising

designed to create awareness and desire that drives people to stores. That is not enough, however; for the marketing to be effective and for retailers to benefit from impulse buys it’s important to have visual merchandising in store that strengthens the message achieved through our various marketing channels. “There are no end of case studies both inside and outside of the equestrian industry that prove that remerchandising automatically increases sales. In fact, simply making a change to the layout can boost sales by over 10%. If the display isn’t just changed, but is indeed improved, you can expect sales to grow by at least 15% as a minimum. Simply adding multiple purchase points can lead to an increase of 20% in sales. If that new location happens to be the front of store, where you get 100% of footfall, then that growth suddenly becomes 30%.”

Its presentation means visiting Oakfield makes for a pleasant shopping experience.

26 | APRIL 2019 | EQUESTRIAN TRADE NEWS

The retailer’s view effective and does not try to totally dominate the store. Within this Nigel Leadbeater - managing framework, we also look to work director of Lancashire with suppliers like Weatherbeeta based Oakfield, says: “Good who offer genuine support for merchandising is everything. mutual benefit. Customer expectations are “We soon spot those suppliers constantly increasing and quite who would like rightly so. If the to use a large, "The brand customer has modern store chosen to make owner should be like Oakfield to a significant sympathetic to the enhance their journey to a brand awareness style and ethos of destination outlet primarily to like Oakfield, the shop and not promote sales on they should be try to overpower all their own website, rewarded by offer direct supplies other brands." an experience to Amazon and/ to enjoy. Well or to service marginally equestrian positioned, subtle and empathetic online only retailers! lifestyle images can quickly “During our recent store make the customer feel at home. expansion and redevelopment, Other smaller and more specific the Weatherbeeta team worked merchandising forms can draw closely with us. They have provided attention to a product, explain its a range of assistance from superb, key features and make it more large-scale lifestyle imagery to very desirable. precise and specific point of sale “Good merchandising is best accessories. achieved when the brand owner “Good merchandising can make and retailer work closely together a massive difference to sales. A with a mutual aim. The retailer customer may enter the store should respect the brand and to buy a single item. In a well consistently present it to best merchandised store, it is unlikely effect. The brand owner should be that they will leave without a few sympathetic to the style and ethos valuable add-on purchases. You’re of the shop and should not try to more likely to hear the words “I only overpower all other brands which came in for a bag of feed” from a are, of course, also important to the customer leaving with a complete retailer. new outfit.” “We look for merchandising assistance which is attractive,

Impactful displays create add-on sales opportunities.

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Saddle Fitter of the Month David Jones-Parry has looked after saddle fits for a host of top international riders.

Celebrating the best saddle fitters… This award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those whose good practise is making a difference to horses, riders and the saddlery industry. ETN SADDLE FITTER OF THE MONTH: David Jones-Parry NOMINATED BY: Ian Silman, chairman of BETA, who says: “I nominate David Jones-Parry not only for his expertise and ability in fitting, but also for his generosity in the sharing of his knowledge. In a small market like New Zealand, he willingly trains others and shares his knowledge with those who are likely to become his competitors; yet he doesn’t hold back his enthusiasm. David was involved in the first joint SMS/BETA saddle fitting venture into the Antipodes; without his onthe-ground assistance it wouldn’t have been possible.” ABOUT David Jones-Parry: From a non-horsey family in New Zealand, David began riding when he was 12 after going to live with his aunt and uncle who were involved with breeding and competition horses. Eventing became a favourite discipline, with David being competitive at one star level. Aged 21, he travelled to England, enrolled at a Norfolk riding school and completed the BHSAI qualification. On returning home to New Zealand, David set up and ran

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a small riding school for two years before working part-time in the local saddlery. Two years later, he took a job with a wholesale distribution saddlery business. David’s interest in saddle fitting began 20 years ago when he attended a lecture on the subject with his wife Liz. “I’d stopped riding by then, but Liz was competing at elementary dressage,” he recalls. “The lecturer talked about ‘bridging’ – a term I’d never heard before. We went home, pulled Liz’s horse out of the paddock and put the saddle on (without a saddle pad – another first) and realised that there was a huge bridge occurring. The poor horse!” The episode sparked David’s interest and curiosity. “The learning started from that point and has never stopped since,” he says. “There really is something special about seeing a horse going comfortably forward, soft across the back, with a rider on board that is balanced and central. Correct saddle fitting can make such a difference to both horse and rider. “I don’t think you ever stop

learning about horses and saddle fitting. I remain eternally grateful to all those people who have given their time over the years to help and educate me and still continue to do so. I feel so privileged to work in an industry that is my passion. I enjoy sharing my passion and want to be able to give back as much as I can to others, as others have done for me.” It was while working with Weatherbeeta in the UK for three years from 2002 that David joined the SMS. Having taken the Foundation course, he spent every weekend for a year shadowing a Qualified Saddler and learning about different saddle brands. He says he quickly realised that the principals of saddle fitting were basically the same for all English style saddles,

David Jones-Parry: “you never stop learning about horses and saddle fitting.” whatever the brand. David passed the full SMS qualification in 2004. He says his Society membership and training has given him “a superb basis in which to grow and surround myself with people with similar interests.” During a 40 year career, David also spent a decade looking after saddle fitting for Bates sponsored riders globally. This gave him extraordinary contact with riders such as Beezie Madden, Isabell Werth, Hayley Beresford, Heath and Rozzie Ryan, Shane Rose and Louisa Hill. Today, David remains a member of the SMS and BETA. He lectures on the Australasian Saddle Fitting Course and runs a small, boutique saddle fitting business.

How to nominate a saddle fitter Everyone is invited to nominate saddle fitters they feel deserve to be named ETN Saddle Fitter of the Month. Candidates for the award must be SMS Qualified Saddle Fitters based in the UK or overseas. To nominate a saddle fitter (or more than one), email editor@equestriantradenews.com and tell us why this person deserves to be put in the spotlight. Please include the saddle fitter’s name and business name too.

EQUESTRIAN TRADE NEWS | APRIL 2019 | 27

Grooming & Fly Control

“A cruel disease” As the sweet itch season begins, Kieran O’Brien MRCVS discusses control techniques – and why the problem is getting worse. assured of a symptomless winter are now in some cases suffering for most of the year. Genetics Its tendency to be more common in certain breeds rather than others indicates a genetic predisposition, although the genetics are not straightforward. Suffice it to say that if an affected pony is mated to an unaffected, the risk of sweet itch in the offspring is doubled, and if two affecteds are mated, the risk increases by a factor of four. For this reason breeding from affected mares is ill-advised, and affected colts should never be approved as stallions. Controlling the disease

Net curtains hung over a stable half-door will prevent midges from entering stables.

weet itch is a huge welfare issue. A cruel and unrelenting disease, it is a life-long affliction that can start as early as one year of age. Unless rigorously controlled, it will get worse every year. Skin trauma from rubbing eventually causes scarring and permanent hair loss. There may be few mane or tail hairs remaining and eventually, if not controlled, marked corrugation of the skin. The disease is caused by an allergy to nine different proteins

present in the saliva of midges. Injected into the skin when the midge bites, these act to promote blood flow to the biting site. All horses mount an inflammatory response to the bites but in normal horses this response is controlled. Climate change My impression is that the problem is getting worse as the effects of climate change have extended the period of the year when midges are active. Affected animals that used to be

There can be few diseases as distressing to a horse and as difficult to control as sweet itch. Owners who scrupulously follow veterinary advice often achieve only partial control. Anyone who buys a sweet itch-affected horse or pony must be prepared to make a major commitment in time, effort and expense to control it. Topical preventive treatments act either by deterring the midge from landing (repellents) or killing them before they can bite (insecticides). The former are too short-acting to be of any use but the latter can achieve some degree of control if used correctly. Wearing gloves, concentrated ‘pour-on’ preparations such as Switch or Z-Itch should be applied generously to the mane (make a parting and then fold over) and dock and rubbed in, followed by a line of insecticide applied along to the

spine. They must be applied weekly. The only really effective way keep this disease at bay is to use a purpose-made sweet itch rug in conjunction with a face and ear mask. These rugs incorporate a belly piece and are made of a fabric too dense to allow midges to bite. The mesh size in conventional fly rugs is too large to be of use for sweet itch control. The rugs must be worn 24 hours a day including – importantly when the pony is stabled. Sweet itch rugs are easily damaged by rubbing. A really itchy pony can ruin a rug in a few days. I therefore recommend that when the rug is purchased for a pony that is already rubbing, the pony is stabled continuously for at least a week and receives a course of antiitching medication. The rug is not applied until the itching has virtually completely stopped. Stabling during dawn and dusk when midges are most active is often recommended as a preventive strategy, but in my view is overrated as midges are often active (and biting) throughout the day - and certainly right through the night. Net curtains hung over a stable half-door will prevent midges from entering stables. Garlic, magnesium and various herbal preparations are used for prevention without any good evidence that they work. Because there is some evidence that feeding vitamin B3 (nicotinamide) might reduce skin reactivity, the product Cavalesse has been developed; but it does not seem to have lived up to its original promise.

Sweet itch rugs must be worn 24 hours a day, including when the pony is stabled. Unless rigorously controlled, sweet itch gets worse every year for the sufferer.

28 | APRIL 2019 | EQUESTRIAN TRADE NEWS

Continued on page 30

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Grooming & Fly Control IS THERE A HOPE FOR A VACCINE?

From page 28

The early signs of sweet itch – a lifelong affliction. Brewer’s yeast and Marmite have their devotees in the management of sweet itch. Both also contain nicotinamide, although to supply the recommended amount of the vitamin for a 200kg pony, one would need to feed two and half standard jars of Marmite per day. Reduced skin reactivity to experimental injection of midge saliva was seen in ponies fed flaxseed (linseed). This may relate to its omega-3 fatty acid content. Linseed is the best non-animal source of omega-3. There is, therefore, a case for daily feeding of processed linseed

meal or cold-pressed linseed (flax) oil to sweet itch cases. As a ‘rescue’ treatment in a severely rubbing pony, cortisone is extremely effective in eliminating the symptoms of this disease. But it has had a bad press because of the risk of inducing laminitis in overweight ponies that are receiving little or no exercise. However, used judiciously, in the right formulation and at the right dose, and for the right duration of treatment, it has given relief to many wretched ponies with a low risk of side effects.

Vets in Denmark noticed that sweet itch ponies coincidentally vaccinated with a ringworm vaccine available in that country (but not in the UK) seemed to show a reduction in the intensity of the disease. Several veterinary practices in the UK, including my own, have imported this vaccine under a special licence and tried it. Results have been mixed and very hard to interpret as in no case was it possible to allow for all of the other things owners were doing to prevent the disease, and any variation in midge attack from year to year. Overall, 60% of our clients reported an improvement on previous years in the 18 horses and ponies we used it on in 2018, and many asked for us to use it again this year. But until proper clinical trials are done, the jury is still very much out on this vaccine. It may prove to be of no value. Other attempts to control the disease by manipulating the allergic response have met with limited results so far, but several new advances have produced hope for a permanent ‘cure’ in the future. The midge salivary proteins have

been cloned in transgenic barley, allowing them to be produced in huge quantities. Early experiments in using these proteins to induce ‘blocking’ antibodies in vaccinated ponies look promising. An alternative approach being explored is to interfere with the process by which the horse generates the inflammatory response. In response to biting and hence injection of the midge proteins, the horse produces substances called cytokines which attract inflammatory cells to the biting site. An important cytokine in this process, known as interleukin-5 (IL5), has been artificially attached to a plant virus and injected into horses to produce antibodies that block the action of IL-5, with good results in affected horses. This exciting Swiss study might well result in a commercial sweet itch vaccine in due course. About the author: Kieran O’Brien MRCVS is from Penbode Equine Vets, Tavistock, Devon.

It’s the DIFFERENCE in the DETAIL

that sets Field Relief Fly Masks above the rest

New colour combinations for 2019 Designed & shaped to actually fit horses’ heads “It doesn’t rub, there’s plenty of space for her eyes - it’s been an absolute god send. Long lasting with a one year customer satisfaction guarantee It’s true what they say, you get what you pay for!” Complete range of sizes from XXS - XL (including Donkey) Nicola Gear - Field Relief Midi Customers ask for Field Relief year after year From £26.50 rrp

Available at Battles & Trilanco

Freshen up! As horses lose their winter coats and the outdoor shows get underway, your customers want to renew and replace their grooming kits. It’s also time to stock up on products to keep pesky insects at bay. For a super sheen IT’S handy to know that Abbey England distributes Fiebing’s horse care products. Fiebing’s Satin Sheen keeps manes and tails tanglefree, while producing a soft coat that helps repel dirt and dust. The RRP is £12.95 for 946ml.

For April showers THE Bucas Sun Shower is a lightweight turnout rug to cater for rain and sunshine. Its no fill lining and mesh help circulate air to keep the horse dry and comfortable. While a silver-coloured Teflon outer shield helps reduce UV effects and overheating. A T-bar with snap-lock closure make rugging up easy, while a silk-feel shoulder lining helps avoid rubbing. With an RRP of around £90, a neck cover is available at an additional £34.

Smart protection THE recent equine flu outbreak has prompted horse owners, yard owners and equine professionals to increase their bio-security measures. KBF99 Anti-bacteria grooming brushes are clinically proven to kill bacteria and fungus without the use of chemicals. The KBF99 additive incorporated into these brushes was tested at Coventry University and effectively killed 99.99% of the bacteria/fungus test culture (strangles, ringworm and E.coli). Customers have also reported excellent results against mud fever, rain scald, thrush and some viruses, says supplier Vale Bros (see its website for more details). The KBF99 additive coats the brush fibres and has the added bonus of leaving the coat feeling soft and silky. RRPs are from £2.50 for these well designed grooming tools.

All natural BOTANICA’S Fly Spray has an all-natural formula and can be used on all animals. The plant-based spray is sweat resistant and non-greasy. It’s simply shaken well and sprayed for long-lasting protection from flies and biting insects.

www.equestriantradenews.com

Grooming & Fly Control Grooming on the go THE Tub Belt from Red Gorilla is the perfect solution for keeping all those grooming tools together. Made in an extra strong, durable fabric with adjustable straps, it can be used with either a 26 litre or 38 litre Gorilla Tub. Twelve pockets and two brush holders provide a place for everything: brushes, combs, shampoo, sprays, hoof pick and more. The Tub Belt’s fabric is wipe-clean, while the front pockets have a clever mesh at the bottom to let liquid drain away. The Gorilla Tub itself doubles up as a wash bucket or debris catcher for picking out hooves. A really handy piece of kit for your customers to take to shows, Pony Club camp or fun ride days out.

Trus over ted for 20 y ears

▼ RETAIL TIP ▼ ON the first warm day of Spring, owners love to give their horses a jolly good bath to scrub away all the winter scurf and loose hair. So as well as stocking a range of shampoos, hair polish and conditioners, don’t forget they’ll need sponges, buckets and possibly even hosepipe fittings too. There are also some good absorbent drying towels available that can be offered as useful add-on sales idea.

Take a tip from a champion

JOINT CARE COMFORT FOR JOINTS THE NATURAL WAY ALTERNATIVE TO BUTE (Phenylbutazone) VERY STRONG LIQUID SUPPLEMENT CAN BE GIVEN LONG TERM

RANGE INCLUDES: NoBute, NoBute Premium, Navilam ‘O’ & NoWheeze. Available at Trade Prices. Please note the FEI Rules regarding Devils Claw.

www.animal-health.co.uk Tel: 01787 476400

SIX times HOYS champion Jayne Ross reaches for the Absorbine range to achieve show ring perfection. Here she reveals some showing trade secrets… Detangling a tail: Jayne’s team uses around 60 litres of ShowSheen Original Hair Polish and Detangler per season. “As youngsters, the horses at our yard get used to frequent tail washing as no tails are brushed to avoid breaking the hair,” she says. “We simply wash with Absorbine ShowSheen 2 in 1 Shampoo and Conditioner, then give them a good spray with ShowSheen Hair Polish & Detangler or apply Absorbine Detangler Gel to targeted areas. This means no winter stains can build up in tails and the silk proteins and pro-vitamins in the ShowSheen ensure that the hair is kept tangle free and conditioned.” Removing stable stains: For grey or coloured horses, Jayne recommends Absorbine ShowSheen Stain Remover and Whitener. “It’s a great pre-treatment product for stable stains; we simply spray it on the dirty areas and leave it to work for ten minutes before washing the stain away.” Getting socks white: ShowSheen Stain Remover & Whitener is ideal for quick and easy white legs. “It really removes yellow marks and lifts the dirt so the stain rinses away quickly, without any scrubbing. Sometimes we bandage legs overnight to keep them clean.” Producing an all-over shine: Horses on Jayne’s yard are given a bath the day before a show. “Due to the frequency of horses being bathed, we take great care to use a shampoo that cleans the coat thoroughly but is also very gentle on the skin, to avoid scurf. ShowSheen 2 in 1 Shampoo and Conditioner ensures this and leaves the coat soft and shiny.” For show-finish results, we spray ShowSheen Hair Polish & Detangler directly onto the coat and brush through for that last-minute dazzle. Once quarter marks have been applied, spraying some ShowSheen over the top makes them to stand out even more. Finishing touches to hooves: Jayne uses Absorbine Hooflex Original Liquid Conditioner daily to help keep feet in good condition. “We then use Absorbine SuperShine hoof polish for a mirror-like shine - black polish on black feet and clear polish on white feet. It’s fast-drying so dust or shavings don’t stick to hooves before we go into the ring.” (Photo: 1st Class Images)

www.equestriantradenews.com

Grooming & Fly Control

Showring Shine, Everyday.

Don’t let them bite THE range from Thomas Pettifer & Co includes products such as Sw’itch and Herbal Elixir to keep horses’ coats in good condition. Sw’itch is formulated with neem and coconut oils to soothe itchy areas caused by biting insects – a particular problem during the spring and summer months. Herbal Elixir is a versatile fusion of herbs that can be used on a range of minor skin conditions to help the natural healing process and promote hair regrowth. It also contains rosemary, making the horse’s skin less attractive to biting flies.

The winning formula you can count on when it's your time to shine. As the world's #1 grooming aid, ShowSheen® Hair Polish & Detangler is uniquely formulated to provide professional results.

Proven repellent

“We love Absorbine® products to keep all our horses looking great!” Jayne Ross, Time 2 Reﬂect, Ladies Horse of the Year 2017 and 2018, Supreme Horse of the Year 2018. Photo: 1st Class Images

CAVALOR Flyless contains 20.6% Icaridin, a repellent for horse and human use. Studies have shown that formulations with 20% Icaridin help repel flies for up to 24 hours for horses and ten hours for people. A 500ml bottle of Flyless has an RRP of £25. When it comes to coat care, Cavalor Star Shine was voted ‘best in test’ by Horse&Hound earlier this year. The hair conditioner adds a brilliant gloss to the horse’s coat as well as keeping the mane and tail tangle-free for up to a week. It has an RRP of £18 for a 500ml bottle. Cavalor Bianco is a highly concentrated shampoo with a pH neutral formula to help keep skin hydrated. Particularly effective at removing stubborn stains on greys, a 500ml bottle of Bianco has an RRP of £25.

Fly and headshaking defenders

THE Net Relief Riding Mask from Equilibrium Products is designed for ridden work. It protects the horse’s face, eyes and ears from flies and strong sunlight, and can help provide relief from the symptoms of headshaking. The mask attaches quickly and easily to the bridle, gives good clearance over the eyes and is approved by British Showjumping and British Dressage for use in competition. In a range of sizes, the riding mask has an RRP of £24.95. Equilibrium Products’ Net Relief Muzzle Net attaches easily to the noseband. Its contoured shape covers only the top half of the muzzle to allow the horse to eat and drink freely. In clinic trials at De Montfort University, its use improved symptoms in 79% of headshaking suffers. The unobtrusive net, which comes in black, white or brown and various sizes, is permitted by British Dressage and British Eventing. • Having owned a headshaking horse, I got exceptionally good results by using the muzzle net and riding mask together, says Liz Benwell.

▼ RETAIL TIP ▼

Check the yellow ribbon for more great products, available from your regular Absorbine® supplier

WHEN it comes to stocking fly repellents, offer customers a selection of different applications because not every type suits every horse or situation. For example, some horses don’t like sprays, so their owners may prefer to use a gel preparation.

absorbine.co.uk www.equestriantradenews.com

Stock the products recommended by Jayne Ross Showing

Better Business

Would you R&D credit it? As the government encourages more innovation among UK businesses, yours could be in line for some R&D tax relief, says Adam Bernstein.

on’t let the tax tail wag the investment dog, goes the saying. In other words, it doesn’t always make sense to follow a particular course of action because the tax system seems to make it worthwhile. That said, your business may be involved with research and development (R&D) – and you may be eligible to claim R&D (tax) relief on the costs. Yen-Pei Chen, manager of corporate reporting and tax at the ACCA, an accounting professional body, has seen the number of R&D relief claims from companies both large and small increase massively in recent years. “Data published by HMRC in September (2018) shows a doubling from 2013-14, to 43,040 claims in 2015-16 , with claims for 2016-17 already totalling nearly £3.5bn. The majority (more than 34,000) of the claims have been made by SMEs.” She adds: “If you haven’t already, it’s worth looking at the kind of R&D activities your business is undertaking, to make sure that you’re not missing out on potentially large tax deductions, or even a cheque from the taxman.” The R&D reliefs regime is a core part of the government’s drive to encourage innovative businesses in the UK. Claiming may not be a walk in the park; but compared with other aspects of our centuries-old tax legislation, R&D tax credits are relatively friendly, once you get to know them. Who’s eligible? Statistically, R&D relief is by no means reserved for large companies and there are two types: SME R&D relief is available to SMEs with less than 500 staff, and either a turnover of under €100m or a balance sheet total of under €86m. The SME tax credit gives a total 230% deduction on qualifying R&D expenses. This means that every £100 of R&D expenses would give you £43.70 off your tax bill (£100 x 230% at the 2018/19 main rate of corporation tax of 19%). Research and development expenditure credit (RDEC) is

available to large companies, as well as SMEs who have been subcontracted to carry out R&D work for large companies. Having replaced the large company R&D scheme in 2016, Chen explains that RDEC is calculated at 11% of the qualifying R&D expenses. But it’s not all plain sailing, she adds: “The bad news first: this 11% tax credit is taxable (so it has to be added back to your net profits in calculating your taxable profit for the year). The good news? Loss-making companies get the tax credit in cash.” But there is a word of caution: If a company is backed by external investors or is part of a group, its eligibility for SME relief could be subject to rules for linked or partner companies. Further, if State Aid is received for an R&D project it would not be eligible for SME relief – although it could still qualify for RDEC. What activities qualify as R&D? Although the two reliefs are calculated differently, they share many of the same basic rules about qualifying activities and qualifying expenses. “The statute books are unequivocal on expenses,” says Chen, “to qualify for R&D relief, you must be doing work that ‘advances overall knowledge or capability in a field of science or technology.’ And here, ‘science or technology’ means science or technology.” She clarifies with the example of a firm developing new containers that give the microwaveable meals in them a longer shelf-life as qualifying for R&D; developing new containers that make the meals look much more appealing to shoppers does not. “No matter how innovative the artistic design, it’s not R&D in the eyes of the tax man: the innovation is in marketing, not in science or technology.” And then there’s the word “overall”. Chen says that this means that you must be aiming to create an advance in an overall field, not just for your business. “For example, a taxi cab company that’s upgrading its GPS mapping

34 | APRIL 2019 | EQUESTRIAN TRADE NEWS

system to make their booking processes more efficient would not get R&D tax credits. Similarly, a drinks manufacturer that develops a secret recipe for a new line of fizzy drinks would not get the tax credits, because that only advances the business’ own product offerings.” Another key criterion is that you must be trying to overcome “an uncertainty that competent professionals can’t readily resolve.” On this Chen says: “There has to be uncertainty at the outset as to how to achieve the outcome you’re seeking, or whether it is scientifically possible or technologically feasible. Anything that could be resolved by hiring a consultant for a few months, or sitting down in a meeting with the company’s engineers, would most likely not qualify as R&D.” Typically, tax law is complex and so she offers yet another example: “A car maker designs a new petrol engine and exhaust that performs as well as a standard engine, but emits much less pollution. This would pass the test. However, adapting an engine design already used in a car to improve the performance of a different brand of cars would not.” It’s worth noting that even if a project ultimately fails, it could still qualify as R&D. What expenses qualify? The rules are quite clear on this says Chen. She notes that staff costs, often a big part of R&D expenses, are covered by both reliefs provided “the staff in question

are directly and actively engaged in the R&D project.” But slightly different rules apply to different kinds of staff. For employees, their salaries and wages, national insurance contributions and pension contributions all qualify for R&D tax credits. A portion of the costs for supervisory or managerial staff could also qualify. The costs for administrative support staff would most likely not qualify, barring a few exceptions. In terms of subcontractors, normally 65% of subcontractor costs would qualify, but different rules apply if the staff provider is connected to the company. Also, subcontractor costs do not qualify for RDEC. And as for externally provided workers, some costs would qualify for people directly working on the R&D project, but recruitment costs would not. In addition, you can claim the day-to-day costs relating to materials and utilities, including electricity and water bills. Software costs can also be counted: where a piece of software is only used partly for the R&D project, the relevant cost will need to be apportioned. “Remember,” says Chen, “R&D expenses qualify for relief only when they relate to resolving scientific or technological uncertainties. Any costs linked to market research, initial feasibility studies, patent applications, production and distribution are excluded.”

www.equestriantradenews.com

EQUINE DIGITAL MARKETING EXPERTS WE’LL GET YOUR EQUINE BUSINESS NEW LEADS, SALES & CUSTOMERS

To qualify for R&D tax relief, you must be doing work that advances overall knowledge or capability in a field of science and technology.

Capitalised expenses R&D reliefs are for the day-to-day running costs of R&D projects. So capital expenditure, such as plant, machinery and buildings, won’t qualify. However, as Chen points out, things can get a bit confusing when tax and accounting rules interact. “For example, the International Financial Reporting Standards require companies to capitalise staff and material costs from the development phase of R&D projects, if they meet certain criteria. So, does this mean that capitalising staff costs in the accounts prevent you from getting R&D tax credits on them?” The answer, she says, is no, noting HMRC’s internal manual: “The accounts treatment (involving either recognition of an asset on the balance sheet or the write off of expenditure immediately to the profit and loss account) is not conclusive of whether the expenditure is revenue or capital for tax purposes.” In other words, for R&D relief, Chen advises following the tax rules, not the accounting rules – “if your staff costs qualify for R&D tax credits, it doesn’t matter whether they’re recorded as expenses in your P&L or as part of an asset on your balance sheet.” How to claim Luckily, the procedure for claim R&D tax relief is straightforward because it can be claimed through the full company tax return (CT600).

www.equestriantradenews.com

It helps if you can provide a brief summary of your project to support the claim. HMRC advises that the summary should answer the following four questions: • What is the scientific or technological advance that the company is trying to create? • What scientific or technological uncertainties were encountered? • How and when were the scientific or technological uncertainties overcome? • Why wasn’t the knowledge being sought readily deducible by competent professionals? “Helpfully,” adds Chen, “HMRC now offers companies applying for SME R&D relief for the first time the option of obtaining Advance Assurance . This gives them early guarantee that their R&D will be accepted”. And finally Just because you may have qualified for R&D relief but have not yet made a claim, don’t think that it’s too late – it’s not. You have 12 months after the original tax filing deadline to make a backdated claim. If you need help to understand more about the process, speak to your accountant. Don’t lose out through lack of knowledge. About the author: Adam Bernstein is a business writer with 25 years’ experience.

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INTERNATIONAL WESTERN/ENGLISH APPAREL & EQUIPMENT MARKET Attend the WESA Markets: Where the Industry Meets

June 19-21, 2019 WESA is leading back to the Industry’s roots and combining the Wild West with the excitement of summer days! Explore new trends from a large variety of industries, including but not limited to Western, English, and Outdoor Lifestyle, Workwear, and Fashion. Attend the 3-day event to find the newest Equine products, explore new trends, and take part in networking and educational sessions. As well as chances to win Manufacturer Gift Certificates and Market Certificates totaling $3,000!

Visit WESA’s website for more info: Wesatradeshow.com/attend

Future Market Dates: January 10-13, 2020 June 24-26, 2020

ETN Reporting

Turning back the pages… For four decades, ETN has reported on the equestrian trade. So let’s look back at the news, people and products that were making headlines this month five, ten, 20 and 30 years ago. 20 years ago…

Five years ago…

Equestrian Trade News

In April 1999, ETN reported:

In April 2014, ETN reported: • A group of saddle fitters founded the Master Saddle Fitting Consultants (MSFC) Society. The new body, already with members from England, Scotland, Wales, Spain and Holland, aimed to exchange information and ideas while working to develop best practice in saddle fitting. • A new equine show was to take place at the NEC, Birmingham, barely a fortnight before the Horse of the Year Show (HOYS) at the same venue. The Pony Show would run alongside a new National Pet Show, said organiser Brand Events. • Equestrian.com – the domain name owned by retailer Equestrian Clearance – became the new title sponsor of the Hickstead Derby meeting. Director Lorraine

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

April 2014 Volume 38, No 4 Monthly

New s it recru People

Our s are page ed! pack

SHINING Example Products for good grooming

Plus

Workplace mediation: can it save time, temper and money?

2015

NEC, Birmingham, UK 22-24 February www.beta-int.com

The latest in safety gear, clothing and feed

ETN is the official media partner of BETA International

Main Sponsor

Meadowcroft also launched an online community to offer fans prizes and benefits. • Countrywide Farmers blamed a mild autumn for a £0.5 million group operating loss compared with the previous six months.

• Stylo Matchmakers’ managing director Trevor Walker and marketing manager Sarah Saunders both resigned after less than a year in their jobs. The pair had previously been with golf goods supplier Spalding and had overseen the launch of a first ever saddle range by Cottage Craft and Harry Hall [brands owned by Stylo Matchmakers]. Michael Ziff, chief executive of the Stylo Group, said he was recruiting for a new managing director and, in the interim, Neville Lawrence [whom Mr Walker had succeeded] would fill the role. • Tributes were paid to Wolf Krober, founder of the Essen, Germany based Equitana exhibition. He had died suddenly aged 58, and was believed to have taken his own life. Fondly known as ‘Mr Equitana’, he had sold the show and its title to Blenheim in 1993. Herr Krober died shortly after his subsequent management contract to run the show had ended.

• The Walsall Equestrian Society, set up to promote British-made saddlery and allied trades, was awarded a European Regional Development grant of £24,000. • Phil Middleton, of Equine America, became ETN’s unofficial racing tipster. It was an unusual but entertaining way to promote the Cortaflex supplement he was distributing.

Ten years ago… In April 2009, ETN reported: • The Better Buy British campaign was launched by equestrian manufacturers hoping to encourage the buying of UK made goods in preference to imports. Founder Richard Balfry of New Equine Wear told ETN he had already recruited Thorowgood, Kate Negus, Thermatex, Harry Dabbs and Griffin Nuumed to join him. • Equine Careers introduced a new online recruitment service specialising in office and professional vacancies within the equestrian industry. • Blue Chip Feed’s founder Clare Blaskey told ETN she was “really hooked” on dressage after posting good scores in elementary and novice competitions on her top show horse I’m Blue Chip Too. Her aim between the white boards was to

Equestrian Trade News

30 years ago… In April 1989, ETN reported: 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

April 2009 Volume 33, No 4 Monthly

Laminitis – myths exploded

Safety in the saddle

RIDERS’ SUMMER STYLES www.equestriantradenews.com

qualify for the following year’s Blue Chip Championships. • “American vendors need BETA International and the exposure it brings on another continent,” wrote US industry commentator Paul Wahl. “And you can never tell what doors might be opened over tea in Birmingham.”

36 | APRIL 2019 | EQUESTRIAN TRADE NEWS

• In a spate of competitions run by suppliers, Flexalan was giving away £330 worth of products via its Shropshire stockist Cross Country Equestrian of Church Stretton. While wholesaler Westgate presented a £500 cash prize to John and Maggie Bettinson of Bettertack, Spalding, Lincolnshire. • Rohan Saddlery, a new retail venture in the Scottish borders, was opened by Vicky Meadows. A Cordwiners College graduate, Vicky had previously managed the Nimrod store in Canonmills, Edinburgh. • Members of the trade were urged to contribute to a consultation entitled How Britain’s Mobile Telecommunications May Develop. • Hot new products that month included Equi-Briefs, comfortable briefs for riders of both sexes; Flectalon insulated rugs available from Sherwood Trading, Westgate

and Lansdown Rugs; Tucsun schooling boots for horses – described as “not the most glamorous but very practical as they can be rinsed clean;” the 4 Square Tail Protector to keep tails clean; and the new Musto riding jacket range, as worn by show jumper Nick Skelton and event rider Robert Lemieux.

www.equestriantradenews.com

[

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problem solving FEED SOLUTIONS

low starch, low sugar sophisticated feeds all types

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gastric ulcers Baileys Horse Feeds

Tel: 01371 850 247 (option 1)

www.easeandexcel.co.uk OR www.performancebalancer.co.uk www.equestriantradenews.com

EQUESTRIAN TRADE NEWS | APRIL 2019 | 37

Feed Feature Telissa Blowers, Sarah Parkinson and Joanna Palmer of Allen & Page receiving their award from Chris Bradwell of Stubbs England.

What makes a winning team? The 2019 BETA Business Awards saw Allen & Page beat off stiff competition to win the Stubbs England Nutritional Helpline of the Year award.

ince its first nomination in 2009, Allen & Page’s helpline has been a consistent runner up or finalist. The company took the top accolade in 2013, 2017 and once again this year. The Stubbs England Nutritional Helpline of the Year award celebrates exemplary service in advice to customers, both trade and retail. There was a record number of nominations this year, with finalists assessed via incognito telephone calls. The judges were impressed by the Allen & Page team’s attention to detail and clear explanations, stating: “They were engaging, with

a genuine interest in the customer – equine and human – and provided follow-ups that were nothing short of outstanding.” Emily Jackson, head of nutrition, said winning the award is testament to the hard work put in by the whole team at Allen & Page. “We’re extremely pleased that the judges commented on our explanations being easily understood and clearly explained,” she said. “We’re so pleased that people not only use, but also appreciate our helpline. We would like to thank everyone who nominated us, to be recognised in such a way is truly a great honour.”

Service with a smile: the Allen& Page feed helpline team hard at work.

How a top helpline works For how long has Allen & Page run a feed helpline? Since 1997, and it has continued to grow since then. Many nutritional enquiries are also now sent through our website, email and social media as well as coming through on the telephone. Who are the helpline team? Emily Jackson heads the team comprising Sarah Parkinson, Telissa Blowers, Joanne Palmer and Sophia Walker. What do callers get when they contact the helpline? As well as advice over the phone, if the customer would like us to, we send a package through the post. This includes information on the recommended product plus feeding

amounts/instructions with their local stockist’s details and telephone number, along with a feeding plan, and pack with further information about our range of feeds, as well as samples if required. We also offer to keep customers’ details, along with their horses’ details, on our database. Then, should they call back, we can see what has previously been discussed and give further advice as required. This is especially helpful if a different member of the team picks up the call. What are currently the most common queries? Currently, with Spring on its way, we are getting a lot of enquiries from owners concerned about their

38 | APRIL 2019 | EQUESTRIAN TRADE NEWS

horses being overweight and the increased risk of laminitis, and other associated metabolic conditions. We also have many enquiries regarding horses that are poordoers and need to put on weight, and people wanting advice on feeding horses with gastric ulcers. How does the helpline benefit retailers? We often get calls from our retailers who have customers with them who are looking for feed advice. Or sometimes stockists just require their own information about a product. Do you feel that consumers are becoming more knowledgeable about feeding horses? Certainly over the last five

years we have seen an increase in knowledge among owners. However, there is also a lot of conflicting information out there; so we try to explain clearly and simply to ensure the customer can make the right decision for their horse. For example, the benefit of feeding low sugar and low starch feeds to laminitis prone horses and ponies is well known now by owners. While for horses that tend to be fizzy or excitable on high starch traditional cereal based diets, owners are looking for fibre based diets free from molasses and whole cereal grains to help with temperament and behaviour.

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Calm & Condition Ideal for increasing and maintaining condition

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For Topline Without The Barley • Barley and molasses free, low starch and low sugar* • A high calorie/energy feed - ideal for those that need to put on weight or maintain condition, and those in hard work • Quick soak in less than ten minutes • Balanced with vitamins and minerals • Contains a probiotic and a blend of prebiotics • Made with high quality non-GM ingredients * When compared to traditional diets with comparative energy levels

Contact our award winning nutritional helpline:

01362 822 902 helpline@allenandpage.co.uk Quote Ad Reference: Calm Team Holder

www.allenandpage.com Quote Ad Reference: Veteran Light for Good Doers

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EQUESTRIAN TRADE NEWS | APRIL 2019 | 39

Performance Feeds Performance can include hacking out twice a week. But the horse still needs to be appropriately conditioned.

Fit to perform When a bag of competition mix replaces the usual low energy cubes being brought to your till, a customer is doing - or planning to do - more with their horse, says Jane Buchan. ’f :m ns) n 1. the act, process, or art of performing. 2. manner or quality of functioning: a horse’s performance 3. any

c e

accomplishment.

Per+for+mance (p

rguably, anything we ask of our horses comes under the banner of ‘performance’, be that hacking out two or three times a week or training daily and competing at weekends. The horse needs to be fit enough to perform at the required level and be of an appropriate, healthy body condition, regardless of workload,

A balancer can be used to top up the diet, to ensure nutrient requirements are met.

while also being mentally happy and confident in their work. Healthy condition Healthy body condition is an ongoing bone of contention as far as many leisure and show horses are concerned and there is certainly a trend towards horses being unhealthily over-, rather than under-, weight. Feed companies are increasingly promoting the use of an objective Body Condition Scoring (BCS) system, using either a 1 to 9, or a 0 to 5, scale where healthy condition is identified by the middle score on the scale. BCS measures levels of body fat but muscle and top line are also an important element in healthy condition and key to optimum performance as workload and training levels increase. In dietary terms, BCS assesses how well a horse’s calorie requirements are being met (or exceeded!), while an assessment of muscle and top line evaluates how well a horse’s protein requirements are being met, since dietary protein supplies the building blocks of muscle and other body tissues. Vitamins and minerals are often

40 | APRIL 2019 | EQUESTRIAN TRADE NEWS

forgotten when choosing a feed but modern pastures and forages are lacking in these essential nutrients and the horse’s requirements for them also increase with workload. Feeds and balancers are formulated to deliver optimum levels of vitamins and minerals, when they are fed at the manufacturers’ recommended levels, alongside average quality forage, so it’s important to ensure customers follow the guidelines on the packaging as otherwise the horse will be missing out. Feed selection Often the first sign that someone is doing, or planning to do, more with their horse is when they come to the till with a bag of competition mix instead of their normal low energy cubes. A quick conversation to understand the rationale behind

the choice will often reveal that this is flawed and it’s worth taking the time to gather a little more information to guide them to a more appropriate selection. Asking the right questions will help paint a picture of horse (and rider) requirements and lead you towards the most appropriate feed recommendation, assuming you have a good working knowledge of the feeds in your store! • Establish the horse’s body current body condition and whether this needs to change ie. lose or gain weight. This will give you an idea of calorie requirements. Unfortunately, what was once considered overweight is now seen as normal by many owners, making it harder for them to recognise a need to adjust feed and management. • Find out how much work they

Workload

Typical Activities

Rest/Light

Quiet hacking, light schooling 1 – 3 times per week

Moderate Daily hacking 1 -2 hours, schooling 30 – 60 mins, riding club competitions, show-jumping, grassroots competition Hard Hard schooling/training, endurance, eventing, racing Top Level competition Workload is often over-estimated

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Performance Feeds of calories and these are ideal candidates for balancers to supply supporting nutrients, without the calories of a mix or cube. Assess the horse’s workload and choose an appropriately formulated balancer which should then be fed at recommended levels. Feeding a balanced diet in this way ensures the horse feels well in himself, which can translate to more willingness to work and improved stamina and recovery. For those who need a few extra calories, from reduced amounts of a mix or cube, a balancer can be used to top up the diet, to ensure nutrient requirements are met. A lack of stamina: Very often, a shortfall or imbalance of vitamins and minerals can result in a horse struggling to ‘go the distance’ and, as previously discussed, underfeeding any feed will leave the horse short of essential nutrients. Feeding a lower energy leisure feed to a horse in harder work will also result in potential shortfalls as it simply isn’t designed for the job. Find an appropriate feed which the customer can feed at recommended levels, or recommend they top up the diet with a balancer, and this often solves the problem. When the existing diet is fully balanced and stamina is still an issue, switching to feeds designed to promote stamina, with fibre and oil as energy sources, may be the solution. An appropriate fitness programme is also crucial as is the use of an electrolyte supplement every time a horse sweats to replace any lost salts that can cause fatigue or delay recovery. The stress-head: Stressy horses are often prone to gastric ulcers, as well as other digestive upsets so, even if ulcers have not been diagnosed, it’s worth feeding the horse as if they have. The aim is to minimise dietary starch intake as this helps control the overall acidity of the gut and thereby reduces the risks of ulceration. The management of horses prone to tying-up also involves keeping starch intake to a minimum, while

Muscle and top line are an important element in healthy condition and key to optimum performance as workload increases. are doing and planning to do, with the horse/pony. This is often over estimated! This also indicates calorie requirements but, just as importantly, protein, vitamin and mineral requirements. • Discuss the horse’s temperament. Is it fizzy, stressy, laid back or lazy and does the rider want it to calm down, liven up or have more stamina? Choose feeds with slow release energy sources, like fibre and oil, for the fizzy/stressy ones and faster release energy sources (cereals, oats etc), for the more laid back type. Remember energy = calories and any not used for work, will go to the waistline.

• What they are currently feeding and how much. Sometimes simply adjusting the amount fed will give the desired result. Let’s look at some common scenarios… The laid back good-doer: Ranging from the cob with an ambitious rider to warmbloods and part-breds, these often get fed next to nothing, or perhaps a small amount of a competition mix (because they’re working hard), but can’t have anywhere near the full amount of feed as it would go to their waistline. Many will be fine with little more than grass and forage as their main source

Body Condition Scoring assesses how well a horse’s calorie requirements are being met (or exceeded).

Feed Type

Digestible Energy MJ/kg

Rest/Light Work

“Low Calorie/Light/ Everyday” Balancer

Negligible

√

“Performance” Balancer

Negligible

Low Energy Mix/Cube

8 - 10

Medium Energy Mix/Cube

10 - 12

High Energy Mix/Cube

12 +

Moderate Work

Hard Work

√

√ √ √

Feeds are suitable for different workloads, according to their nutrient levels as well as their Digestible Energy (calorie) levels

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ensuring the diet is fully balanced with essential vitamins, minerals, electrolytes and antioxidants. There are now several feeds, with varying calorie (Digestible Energy) levels, which have BETA accreditation as suitable for horses prone to gastric ulcers. These typically have starch levels of 10% or below and provide any calories from slow release fibre and oil, rather than cereals. A low-calorie balancer is also appropriate for the stressy gooddoer, while it’s important to ensure that other aspects of the equine’s management are conducive to reducing stress, including seeing that the horse eats sufficient forage, or other fibre sources, to support a healthy gut.

Feeding a balanced diet ensures the horse feels well in himself and can perform to the best of his ability. Help and advice With such a variety of horse types and rider abilities to cater for, an understanding of what the feeds on your shelves provide and how they can best be fed for optimum performance will help achieve customer satisfaction and repeat business. All top manufacturers offer staff training which should clarify what are sometimes subtle nutritional differences and benefits across a range of feeds, as well as helping keep you up-to-date with developments in equine nutrition. Make sure your customers have access to the latest productsupport literature and refer them to feed company helplines or local nutritional advisors where appropriate. Baileys has developed the Feed Finder, an online tool which makes up to three feed recommendations for a horse, based on the answers to a short set of questions. About the author: Jane Buchan is marketing manager of Baileys Horse Feeds. She events at two-star level.

EQUESTRIAN TRADE NEWS | APRIL 2019 | 41

CPD Feature

ETN’s series of CPD features helps SQPs (Suitably Qualified Persons) earn the CPD (continuing professional development) points they need. The features have been accredited by AMTRA, and highlight some of the most important subject areas for SQPs specialising in equine and companion animal medicine. AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. All SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. SQPs who read the following feature and submit correct answers to the questions below will receive two CPD points. For more about AMTRA and becoming an SQP, visit www.amtra.org.uk

Understanding electrolytes by Dr David Marlin

lectrolyte use can be a confusing area for customers. There are many opinions and many myths. Electrolytes are required for almost all bodily functions including nerve function, digestion and muscle contraction. The major electrolytes are sodium, potassium, chloride, calcium and magnesium. Electrolytes always exist as mixtures of more than one chemical e.g. sodium chloride; more commonly known as table salt, which is a compound of sodium and chloride, denoted by the chemical formula NaCl. Another example is magnesium aspartate – an electrolyte combined with an amino acid. Electrolytes are necessary for urine production and so are lost on a daily basis in urine, as well as in faeces. If a horse is exercising and sweating then electrolytes are also lost in sweat. Around 9g in total of sodium, potassium, chloride, calcium and magnesium are lost in each litre of sweat. Sweat is made

up of around 55% chloride, 32% sodium, 11% potassium and 1% calcium and a small amount of magnesium. Sweat also contains a protein called latherin which makes sweat foamy and helps it to spread out over the coat and evaporate more efficiently to help keep the horse cool. As horses get fitter their sweat becomes more watery and less foamy. It is very common for horses not to be receiving enough electrolytes. Electrolyte deficiency and imbalance usually takes weeks or months to become a problem and can take weeks or months to put right. Signs of electrolyte deficiency or imbalance can include poor performance, slow recovery after exercise, muscle problems (such as tying-up), reduced sweating, increased risk of fracture and “thumps” (synchronous diaphragmatic flutter), which is most common in endurance horses but can occur in any horse. It is

42 | APRIL 2019 | EQUESTRIAN TRADE NEWS

very unusual for horses to be fed too much electrolyte, provided that you stick to manufacturers’ recommendations. Signs that you are feeding too much electrolyte could include feed refusal, excessive drinking (more than 4 buckets per day), a very wet bed and/or loose droppings. Hard feeds and forage do contain electrolytes but will usually not replace what a horse in work uses up each day, especially in warmer weather. Horse diets in general are usually high in potassium but deficient in sodium. Forages (grass, hay, haylage) are low in sodium. Sodium is the most important electrolyte when it comes to regulation of thirst. A number of studies have shown that horses do not regulate their salt (sodium chloride/NaCl) consumption to match their needs from free choice salt when provided in the form of blocks or licks. A 500kg horse would typically benefit from the

addition of 1 x 25ml scoop of table salt to the diet per day. The best strategy for feeding electrolytes for horses in work is to feed the same amount every day and allow the horses kidney to work out what it needs and allow it to excrete what it doesn’t and not just on harder work days or when competing. The stomach and small intestine are major sites of electrolyte uptake

“The best strategy for feeding electrolytes for horses in work is to feed the same amount every day.” into the body. Not all of the major electrolytes are absorbed as efficiently. For example, most of the sodium and potassium taken in are absorbed but only around 50-60% of the potassium, calcium and

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PD C n s TN P tio 9 E SQ ues 01 Q il 2 r

Electrolytes provided by a hay, alfalfa and oil diet for a 500kg horse in moderate-hard work (adjusted for amount absorbed)

160 Daily requirement (NRC) Provided by diet

grams per day

140 120 100 80 60 40 20 0

Sodium Potassium Chloride (Na) (K) (Cl)

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the horse is in light work, or more than 200g per day in the summer when the horse is in hard work. It is much better to feed a slight excess of electrolytes and allow the horse to regulate to what it needs by excreting what it doesn’t need. This of course requires sufficient water to be available. If you feed too little the horse can try to conserve electrolytes, but only for so long. Eventually an imbalance will occur or the “normal” levels will not be able to be maintained. It is commonly advised not to give electrolytes to a horse that isn’t drinking. If a horse has worked hard and has lost a lot of electrolytes in sweat, then if they are not drinking this is not a good sign. If they continue not to drink this can increase the risk of impaction colic. Giving a concentrated electrolyte paste may stimulate a horse to drink and is safe provided they have access to water. It is often said that electrolytes draw water into the stomach and this is why they should not be given, but this is what actually activates the horses thirst mechanism. Supplementing only around the time of competition or changing how you supplement around the time of competition would probably be considered undesirable for a two main reasons. Firstly, a negative effect on palatability. If your horse is not used to the taste of salt in his feed, then supplementing before competition could put your horse off eating. Secondly, you are highly unlikely to have much impact on whole body electrolyte status by starting feeding electrolytes or feeding extra electrolytes around the time of or during competition. There is also the risk that a sudden increase or change in electrolyte supplementation around the time of a competition could cause disturbance to the hindgut. What a horse needs in terms of electrolytes will be determined by a combination of diet, work, breed, fitness, weather and also how well it absorbs the different electrolytes.

Nutrition SELECT YOUR ANSWERS AND TICK THE BOXES

1. Electrolyte deficiency and imbalance usually takes weeks or months to become a problem, how long can it take to put right? A 24hours B 48hours C Weeks or Months 2. Horse diets, in general, are usually high in potassium but deficient in … A Sodium B Calcium C Magnesium 3. A 500kg horse would typically benefit from the addition of A 1 x 25ml scoop of table salt to the diet per day B 2 x 25ml scoop of table salt to the diet per day C 3 x 25ml scoop of table salt to the diet per day 4. True or False - the stomach and small intestine are major sites of electrolyte uptake into the body. A True B False 5. True of False - It is a myth that horses cannot store electrolytes? A True B False 6. True of False - you can “load” horses by giving them a large amount of electrolytes on the day of competition? A True B False 7. How do you know exactly if you have your electrolytes right? A The horse passes more urine B Pinch the skin and see if it holds shape C Do a full diet analysis and then ask your vet to collect paired blood and urine samples 8. Is it better to slightly overfeed electrolytes? A Yes, the horse will regulate what it needs by excreting what it doesn’t need B It doesn’t make any difference C No, it is better if the horse is deficient 9. True or False - A number of studies have shown that horses do not regulate their salt (sodium chloride/NaCl) consumption to match their needs from free choice salt when provided in the form of blocks or licks A True B False 10. True or False - sugar must be in electrolytes to make them work A True B False

April 2019 TWO CPD POINTS Full name.......................................................................................................... Company name/address.................................................................................. ........................................................................................................................ Email................................................................................................................ Telephone number............................................................................................ SQP Number.................................................................................................... Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW.

magnesium taken in are absorbed. Horses can store electrolytes but if you feed excess then they will drink more and excrete the excess in the urine. Electrolytes can irritate the stomach and contribute to gastric ulcers and can cause pain if horses have gastric ulcers. Think of rubbing salt in an ulcer on your hand. Sugar is not needed for absorption of electrolytes but can help with palatability. It is a myth that horses cannot store electrolytes, but you cannot and should not try to “load” horses by giving them a large amount of electrolytes on the day of a competition. This will not correct a long term deficiency and you risk putting the horse off its feed or upsetting the hindgut, and the horse will simply excrete the majority in faeces and urine. Blood electrolyte levels are a very poor indicator of electrolyte status except in the case of very sick or very deficient horses. The body attempts to maintain “normal” blood levels even if the levels in tissues and organs are low. For example, blood calcium level may be normal because the horse is breaking down bone to maintain the blood levels which in the long term can increase the risk of a fracture. The only sure way to know exactly if you have your electrolytes right is to do a full diet analysis and then ask your vet to collect paired blood and urine samples. You can then tailor your electrolyte management for each individual horse. You will probably need to repeat this over 2-3 months. This is usually only required for high performance horses, horses that don’t respond normally to supplementation or horses with ongoing problems such as tying-up. Excessive feeding of electrolytes can increase water intake and may also lead to gastric ulceration, worsening of ulcers if they are already present and hindgut disturbance (loose droppings to scouring) but in my experience this is very rare. Most horses are likely to be under supplemented. An excess could be supplementing more than 100g per day in cool months when

Calcium Magnesium (Ca) (Mg)

ETN CPD Questions

FIND IT ONLINE: ETN’s SQP CPD features are also available at www. equestriantradenews.com If you submit answers to the quiz online, please do not submit them by filling out the printed form as well – and vice versa.

EQUESTRIAN TRADE NEWS | APRIL 2019 | 43

Performance Feeds

Packing a punch! ETN brings you the pick of the feeds developed with performance in mind. Replacing the cereals SARACEN Horse Feedsâ&#x20AC;&#x2122; Re-Leve is a low starch mix. Itâ&#x20AC;&#x2122;s formulated to replace all cereal based hard feed for horses in work that react adversely to high starch feeds or are prone to Equine Gastric Ulcer Syndrome (EGUS). Highly digestible super-fibres and oils optimise power generation and recovery while providing controlled energy. In addition, Re-Leve is fortified with vitamins and minerals plus elevated levels of antioxidants such a vitamin E to support normal muscle function and recovery. The mix also includes the recommended level of yeast to support the gut flora and stabilise gut pH. Its blackcurrant flavour tempts the fussiest of feeders.

Turn up the turbo! TURBO Flakes feature cereal grains for fastreleasing energy. This is a high performance feed, with 35% more digestible energy per kg than good quality oats. The innovative muesli blend consists of cooked high-oil oat flakes and cooked full-fat soya flakes, with added limestone and salt. Turbo Flakes are designed to be added to a TopSpec Feed Balancer or supplement, therefore contains no added vitamins or traceelements. Rich in intracellular oil, the sweetened nongreasy flakes are very palatable to optimise feed intake at peak performance levels. Fed at 7kg/day, Turbo Flakes provide the equivalent of 550ml of soya oil, eliminating the need for additional liquid oil. Turbo Flakes are formulated to replace traditional cereals, such as oats, or the energy and protein component of cereal based cubes/mixes, where additional stamina or performance is required.

Power to perform DODSON & Horrell Elite Sport Muesli is a palatable, low starch and sugar, oat free muesli for competition horses prone to EGUS or digestive disorders. The high oil content aids condition and is a source of slow release energy. Digestive health supplements and an antioxidant support package help improve fibre digestibility. When quick release energy is required for power and performance, thereâ&#x20AC;&#x2122;s Dodson & Horrell Competition Mix - a grain based feed providing fast releasing carbohydrates. The formula includes amino acids to support muscle development and repair plus electrolytes and chelated minerals. ActiSaf protected yeast helps support a healthy hindgut environment, fibre fermentation and nutrient uptake.

44 | APRIL 2019 | EQUESTRIAN TRADE NEWS

Dust-free forage HEALTHY lungs are important for all horses and ponies, especially those who work hard. HorseHage is dust-free and spore-free; and for horses competing seriously, the Ryegrass and Alfalfa varieties offer higher energy levels. Ryegrass HorseHage is made from ryegrasses cut at an early stage of growth. Highly digestible, and retaining much of the goodness of natural grass, its energy levels are suitable for competition horses, hunters, young stock and breeding stock, and poor doers. HorseHage Alfalfa has higher levels of protein, digestible fibre, energy, calcium and vitamins than grass. The protein content has the optimum balance of amino acids and lysine - important for growth, pregnancy and milk production. High nutrient levels make Alfalfa HorseHage suitable for horses in hard work, endurance horses, show horses, poor doers and veterans.

Meeting high demands EQUERRY Sports Mix is designed for horses and ponies in medium to hard work. Providing highly digestible cereals to meet the high energy demands of competition, it includes good quality protein for muscle development and function. Oil and linseed help to promote a shiny coat and stamina; while there are raised levels of vitamin E, an important antioxidant. Yeast is included for a healthy digestive system, plus added vitamins and minerals including magnesium. Equerry horse feeds are produced under the BETA NOPS scheme giving horse owners peace of mind.

Versatile performer FIBRE-BEET from British Horse Feeds is a versatile, super-fibre conditioning feed. When fed alongside a balanced diet, it can improve energy intake in competition horses while keeping fibre levels at an optimum. Offering highly digestible fibre in soaked form, Fibre-Beet aids rapid rehydration and provides slow release energy without the fizz. It contains all the benefits of Speedi-Beet with added high quality alfalfa to provide good quality protein for muscle tone and function. Alfalfa can also help with topline or to maintain weight and a healthy, shiny coat. A good range of minerals, trace elements and amino acids are provided, and it has a low sugar and starch content. Ideal for horses prone to digestive upsets, Fibre-Beet can help maintain healthy gut function especially for those travelling to events when feeding may become disrupted. Fibre-Beet can be fed before, after and during competition to maintain gutfill and hydration during intense exercise. It also has added biotin for hoof quality and can be soaked and ready to feed in only 45 minutes in cold water, or just 15 minutes in warm/hot water.

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“Why I get exceptional performance from my horses!”

Lucy Jackson, CCI4* Internatinal Event Rider

“Dengie Alfa-A Oil is essential for all my horses. It provides them with quality nutrients, energy and stamina, whilst promoting a healthy digestive system, enabling them to perform at their best.” Lucy Jackson, CCI4* International Event Rider

High Calorie - Low Starch - Straw & Molasses Free Discover more at www.dengie.com

0845 345 5115* *

call charges apply, see website for details

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EQUESTRIAN TRADE NEWS | APRIL 2019 | 45

Performance Feeds Fuel for work DENGIE Alfa-A Oil is a pure alfalfa fibre feed, ideal for fuelling work, improving stamina, promoting topline and show ring condition. It contains no added sugar and is naturally low in starch. It’s accredited by BETA as suitable for equines prone to gastric ulcers as part of a balanced diet. Dengie Healthy Tummy is a complete, high-calorie, alfalfa fibre feed to promote digestive health and fuel performance. Alfalfa is proven to help maintain acidity levels in the digestive tract. Healthy Tummy contains Protexin In-Feed Formula, with a high specification of vitamins and minerals plus magnesium and calcium. This product is also accredited by BETA as suitable for equines prone to gastric ulcers as part of a balanced diet.

Slow but sure SPILLERS Response Slow Release Energy Cubes contain controlled levels of cereal starch blended with highly digestible fibre and oil, to deliver manageable power. They include a high specification micronutrient pack including chelated minerals and antioxidant vitamins to support athletic performance.

Talented addition

TOP showing and show jumping rider Kirsty Aird has joined Connolly’s Red Mills’ team of supported riders. A versatile competitor, Kirsty has ridden and produced all types from natives to heavy horses, newcomers to working hunters. Based in Perth and Kinross, Scotland, she also teaches and judges. Kirsty has fed Red Mills for many years. “Having such a variety of horses, from Connemaras to Clydesdales, it can be challenging to design a feed programme to suit their individual breed and workload,” she said. “All my horses are fed Connolly’s Red Mills Horse Care 10 Cubes and they all look and feel fantastic.” Louise Jones, Red Mills’ UK head of equine, added: “We’re delighted Kirsty is joining our team. She uses our Horse Care range, which contains our unique care package to ensure her horses get the ultimate nutritional support.”

Feeding for performance in senior horses AS horses and ponies are living longer, it’s only natural that they are also competing for longer. So do horses competing in their later years need specialist nutrition to support them, asks Clare Barfoot, research and development manager at Spillers. Actually, feeding the older performance horse isn’t significantly different to feeding any other horse. Every horse, young or old, is an individual with individual needs and should be fed accordingly. Key points to raise with your customers: • Every senior horse should be fed primarily based on condition with consideration given to temperament, routine, workload, breed, weight and any clinical issues they may have. • Like any other horse, the older performance horse’s diet should be based on good quality forage and supplemented with compound feed to provide the extra energy, protein, vitamins and minerals needed to support athletic performance. • Forage should be fed at a minimum of 15g/kg bodyweight per day (dry matter), which equates to approximately 9kg of hay or 11-12kg of haylage for a 500kg horse. Spillers Senior Complete Care Mix • Meal sizes should be small at no more than includes glucosamine 2kg, less for ponies. and MSM for joints, • Owners should be encouraged to condition score their senior horse every week so that diets plus probiotics and prebiotics to help can be adjusted quickly to respond to any loss support gut health. or gain of condition. A blend of real herbs • Dental issues can become more common in encourages fussy older horses so your customers should ensure feeders to tuck in. their older horses have regular dental checks. • If loss of molar teeth is an issue – it tends to be seen in horses more in their late twenties – owners should be encouraged to discuss the options for soaked feeds and hay replacers with a nutritionist. • Although protein digestibility may not be affected by age, it is advisable to feed good quality protein to help maintain topline and muscle tone. • Higher levels of antioxidant vitamins and minerals will help support both increased athletic demand and the immune system which is very important in older horses. • Care should be taken to maintain hydration and electrolyte status, for specific advice advise your customers to contact a feed company careline. • For senior horses prone to laminitis or with PPID, base the diet on fibre and keep the NSC (sugar, starch and fructan) as low as possible. This will require restricted grazing and an appropriate feed to balance the diet. • For senior horses starting to show signs of stiffness, recommend feeds that contain additional joint support. • For good doers that maintain their weight on forage alone, opt for a feed balancer that will provide all the necessary nutrients to balance the diet without unnecessary calories. For additional joint support, go for one formulated Spillers Senior Super-Mash is ideal for senior horses. for those with dental • For senior horses requiring extra condition, feeds high in oil and fibre are ideal for effective, issues; it soaks safe weight gain. Older horses are less insulin in less than two minutes. High in fibre sensitive, meaning cereal based feeds should be and molasses free, it avoided. contains gut support • Remember, when offering advice, that the from live yeast, MOS most appropriate feed for a senior performance and FOS. horse may not say ‘senior’ or ‘competition’ on the bag. For feeds that are suitable for senior horses, but are not labelled as senior, look for an additional reassurance such as a senior friendly logo.

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Nutritionally balanced mixtures for paddocks, gallops & haylage For more information on the complete range or for management and establishment advice, please email your full address details to: enquiries@limagrain.co.uk

Free book let!

SQP CPD Feature

Young animals grazed over winter are more likely to require a second treatment. ETNâ&#x20AC;&#x2122;s series of CPD features helps SQPs (Suitably Qualified Persons) earn the CPD (continuing professional development) points they need. The features are accredited by AMTRA, and highlight some of the most important subject areas for SQPs specialising in equine and companion animal medicine. AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. All SQPs must earn a certain number of CPD points in a given period of time in order to retain their qualification. SQPs who read the following feature and submit correct answers to the questions below will receive two CPD points. For more about AMTRA and becoming an SQP, visit www.amtra.org.uk

Equine worming: the latest expert advice By Rosie Naylor BVetMed MVetMed DipACVIM PhD MRCVS

ast month, a panel of horse worming experts and a leading equine journal published a consensus statement on current best practices for worming horses. The group of eight specialists took part in a roundtable discussion organised by UK VET Equine at the Moredun Institute at the end of last year. They discussed the latest research to determine the current situation with regards to worming horses in the UK and made recommendations for best worming practices based on this information. The panel included specialist vets David Rendle (Rainbow

Equine Hospital), Ian Cameron (Rossdales), Professor Bruce McGorum (University of Edinburgh), Professor Mark Bowen (University of Nottingham) and leading researchers Professor Jacqueline Matthews (Moredun Research Institute), Professor Jane Hodgkinson (University of Liverpool), Dr Corrine Austin (Austin Davis Biologics) and Tamzin Furtado (University of Liverpool). The meeting was supported by Virbac in collaboration with educational partners The Horse Trust and Vet Partners.

48 | APRIL 2019 | EQUESTRIAN TRADE NEWS

The growing threat of anthelmintic resistance With increasing reports of resistance amongst most, if not all, available anthelmintics, there is now a need to balance the risk of disease in an individual animal with the health of the population. An important way of reducing the selection pressure for resistance to anthelmintics is to maximise the number of parasites that are in refugia and therefore not exposed to anthelmintic treatment. Strategies should be designed to identify

and treat only those animals with worm burdens that are potentially detrimental to their health and are contaminating the environment of other animals. Resistance is a particular concern amongst cyathostomins with evidence of resistance to fenbendazole, pyrantel and ivermectin and reduced sensitivity to moxidectin reported. Resistance of ascarid populations to macrocyclic lactones is considered to occur commonly by vets in the UK with occasional reports of pyrantel and

Continued on page 50

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WORKING TOGETHER FLEXIBLE EQUINE WORMING OPTIONS

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3dworming.co.uk FOR EFFECTIVE, SUSTAINABLE PROTECTION

Shaping the future of animal health Further information can be found in the SPC available from Virbac Ltd, Woolpit Business Park, Windmill Avenue, Bury St Edmunds, Suffolk, IP30 9UP. Tel 01359 243243 www.virbac.co.uk Equimax contains ivermectin / praziquantel. UK only. POM-VPS . Eraquell contains ivermectin. POM-VPS . Use medicines responsibly www.noah.co.uk/responsible EQUESTRIAN TRADE NEWS | APRIL 2019 | 49

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SQP CPD Feature From page 48

Top show jumper William Funnell appreciates the importance of faecal sampling. fenbendazole resistance. Currently, resistance has not been identified in tapeworm populations, however this may reflect difficulties in diagnosing the persistence of tapeworm infection. Reducing the need for anthelmintic treatment The need for anthelmintic treatment will be significantly reduced if the environmental parasitic challenge can be reduced. Husbandry practices therefore have an important part to play in limiting the use of anthelmintics. The aim should be to minimise stocking density and to maintain consistent horse populations, using faecal egg counts (FECs) to monitor environmental contamination. Faeces should be removed from the pasture at least twice per week and muck heaps kept far away from the paddocks. Resting and rotating paddocks is best done in the warmer months as the larvae will survive for less time in hot dry weather. Co-grazing with ruminants will also help to reduce the infective

burden on the pasture. Effective quarantine procedures are vital to prevent new animals bringing parasites onto the yard. Animals should be treated with a broad spectrum wormer and ideally a faecal egg count would be performed before and 2 weeks after treatment, to confirm this has been effective, before turning the horse out. In practice, treatment with moxidectin and praziquantel is usually administered followed by stabling the horse for a minimum of 3 days after treatment. Assessing the need for anthelmintic treatment It is well accepted that interval dosing without assessing the need for treatment is obsolete, except perhaps in foals. Faecal egg counts should be performed to identify the 20% of horses that shed the majority of the worm eggs and to whom treatments should be targeted. The frequency of FECs will be determined by the level of risk but in most populations three FECs should be performed

between March and September. Such targeted worming strategies have been shown to reduce the cost of worming which may help to persuade the sceptical horse owner. Currently there is no regulation or accreditation of FEC providers, therefore a reputable laboratory should be used. Results of >200250 eggs per gram of faeces usually warrant treatment. Repeating faecal egg counts 10-14 days after treatment and comparing pre and post treatment results is the principle of the faecal egg count reduction test. The importance of doing this was emphasised in the article in order to monitor the effectiveness of treatments administered and identify any resistance that may be present. Exposure to tapeworm will not be detected by FECs and diagnosis of tapeworm exposure requires a serum antibody or saliva test. Specific testing for tapeworm is recommended every 6-12 months to determine the need for treatment. Antibodies in foals can be maternally derived, so testing is of no value before weaning. Sustainable treatment strategies During the grazing season During the grazing season the panel recommend the use of pyrantel or ivermectin in horses with a high faecal egg count. It may be logical to rotate between the two. As moxidectin is the most effective option in treating cyathostominosis the authors concluded that it should be preserved and its prophylactic use reduced. On well managed properties, dosing and moving horses after treatment may reduce the number of worms in refugia and actually increase the selection pressure for resistance, therefore such practice is not advised. On poorly managed properties however, where the risk of reinfection is high, this approach may still be necessary.

Autumn de-worming At the end of the grazing season, worming has been recommended to reduce the risk of larval cyathostominosis. In moderate to high risk animals, treatment with moxidectin is prudent. In low risk animals that have had repeatedly negative faecal egg counts throughout the grazing season this may be unnecessary or ivermectin may be a suitable alternative thereby reducing moxidectin exposure. If the level of risk is unknown moxidectin should be administered as a precaution. Unless management is poor, there should be no need for larvicidal anthelmintics in the spring. Young animals grazed over winter are more likely to require a second treatment. Tapeworm If tapeworms are being targeted specifically, praziquantel is the treatment of choice. In the absence of a product containing only praziquantel, the authors suggest that ivermectin combinations should be used where possible, to reduce unnecessary use of moxidectin. If moxidectin treatment is also required, a combination product is available. If treatment of strongyles is needed, a double dose of pyrantel also targets both strongyles and tapeworm and is an alternative to combination products. Effecting change Persuading horse owners to change their behaviour and adopt targeted worming strategies is required to reduce anthelmintic use and this is proving to be a challenge. Most owners indicate that they engage with targeted worming, yet when questioned on what they actually do, many are not. The concept of health and performance of their individual animal is likely to be more persuasive than that of resistance within the broader horse population. The authors suggest that positive success stories may also help with owner engagement. Increased knowledge is associated with increased use of FECs, so education is critical to promoting responsible anthelmintic use and the medicine prescriber has a crucial role to play here. The full consensus statement is available on line at https://doi. org/10.12968/ukve.2019.3.S.3 . References Rendle, D., Austin, C., Bowen, M., Cameron, I., Furtado, T., Hodgkinson, J., McGorum, B. and Matthews, J. Equine De-worming: A consensus on current best practice. UK Vet Equine 2019 3 Suppl 1 3-14.

Vets and worming experts gathered to discuss the latest research and have made recommendations for best worming practices based on this information.

50 | APRIL 2019 | EQUESTRIAN TRADE NEWS

â&#x20AC;˘ About the author: Rosie Naylor is equine technical product manager at Virbac.

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1. Faeces should be removed from the pasture A At least twice per month B At least twice per week C At least 4 times per week 2. Resting and rotating paddocks is best done A In the warmer months B Over winter C It makes no difference which time of year the paddocks are rested 3. New horses should be A Isolated and treated with moxidectin and praziquantel B Not turned out for at least 3 days after treatment C Both of the above 4. The frequency of FECs will be determined by the level of risk, but in most populations A Two should be performed between March and September B Three should be performed between May and November C Three should be performed March and September 5. Testing for tapeworm is recommended A Every 6-12 months B Every 2-3 months C Not more than once a year 6. Tapeworm infection can be diagnosed by: A Faecal egg counts B Serum or saliva antibody testing C Cellotape strips 7. During the grazing season the authors recommend the use of which drugs to horses with a high faecal egg count? A Pyrantel or fenbendazole B Ivermectin or moxidectin C Ivermectin or pyrantel 8. Which of the following wormer drugs can not be used to treat tapeworm infection? A Praziquantel B Pyrantel (double dose) C Moxidectin 9. Dosing and moving horses following anthelmintic treatment A Is recommended on well managed farms B Should never be performed C Should only be necessary on poorly managed properties where the risk of reinfection is high 10. The need for larvicidal treatment in the late autumn/winter should be based on risk of infection, determined by: A The results of repeated faecal egg counts performed throughout the year B Standard of husbandry C The animal’s age D All of the above

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EQUESTRIAN TRADE NEWS | APRIL 2019 | 51

Legal Digest

Persistent, short term sickness absence leaves other workers with more to do. Unhappy employees are bad for business.

Sick or sorry? Dealing with short term, persistent sickness absence can be one of the trickiest scenarios facing employers. Adam Costello of Croner answers a reader’s query. Q. One of my senior employees has a record of taking short but regular times off sick. At times, he takes a few days’ sickness every other couple of weeks, but never for long enough to have to get a doctor’s note. Over the past six months, the longest period between any incidents of sickness absence has been three weeks. I have no issues with the employee when he’s at work - but his colleagues are becoming fed up with having to cover his role. How should I handle this situation? A. Short term absences through sickness may seem insignificant when they seldom happen. However, when these absences are occurring on a persistent basis, they become harmful to the business. Not only does the productivity of the employee in question suffer, the absence can have a negative effect on aspects such as team relationships, team work and motivation for the absent employee’s colleagues. Employers should make sure that they are implementing consistent absence monitoring and measuring so that they can monitor the

situation and take action where needed. There are various ways to do this; one of the most popular is the Bradford Factor which monitors absence on a rolling basis. The Bradford Factor introduces a trigger point within the measurements so that when absence reaches this level, it triggers the need for proper action to be taken. Generally, short term, persistent bouts of absence can be dealt with as a conduct issue because of the high levels of disruption and uncertainty caused by the issue. Employers should carry out a return to work interview after every period of absence which will provide the forum to discuss if there is a particular reason for the sickness absence and, if so, what the employer or employee could do to reduce these absences. Though the periods of absence are too short to need a doctor’s note, you should encourage the employee to visit the doctor to determine if there is an underlying reason for their regular bouts of sickness. Where the employee reveals there is an underlying reasons, either at the return to work interview or via their doctor, this

52 | APRIL 2019 | EQUESTRIAN TRADE NEWS

should not be ignored especially where the reason is connected to, or is capable of being, a disability. In circumstances where the employee has revealed their persistent absences are by reason of a disability, the employer should be aware that they are under a duty to make reasonable adjustments to their working practices to remove any barriers to the employee. In these circumstances, such a reasonable adjustment could be disregarding the disability absences from the absence monitoring system so that their disability isn’t the reason for any disciplinary action. Other adjustments to be considered should have the effect of reducing the need for the employee to be absent from work. These could involve simple adjustments such as amending the start and end

times of the employee’s working day, or including an element of home working within the employee’s role. Where there is no underlying condition and either the trigger point has been reached or the company rules have been breached by the persistent absences, disciplinary action should be taken. This action should be reasonable in the circumstances and is unlikely to result in a dismissal immediately, though the sanction can be increased in seriousness with each successive action. Even where a dismissal is not the outcome employers wish to achieve, taking a lower level of disciplinary action is likely to be an effective deterrent against any future persistent bouts of sickness absence.

Speak to an expert: Croner is a world-class workplace business partner for the thousands of organisations it supports daily, through market-leading advice and services. With over 75 years’ experience in HR and employment law compliance, support and systems, Croner’s consultants have an average of 15 years’ industry experience. For advice about sickness absence in the workplace, call the Croner advice line on 0844 561 8133 today.

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BETA Members' Page 53

Get on board with BETA Safety Week MANY thanks to all BETA members – retailers and manufacturers – who have signed up for BETA Safety Week 2019. We are thrilled to bring this fantastic awareness-raising campaign back for a second year and look forward to its start at the end of the month, when it runs from 27 April to 5 May. We have received incredible support from the equestrian world’s leading organisations and disciplines, and ordered BETA Safety Week branded merchandise for our supporters so that they can join us in flying the flag for rider safety. As part of the initiative, we are offering retailers the opportunity to take part in an in-store display competition. We are also giving all our supporters the chance to promote the BETA Safety Week

Test – a consumer competition – to win a £150 shopping voucher to spend with their local BETA retailer. Of course, these are in addition to your own promotional plans. As some of our members – including Charles Owen, Dublin and Champion – are flying the flag for BETA Safety Week at the Kentucky Three Day Event, the campaign is going truly international at a rapid rate. We also have exceptional support across the board at home, with many organisations such as the British Horse Society and the Pony Club promoting the campaign from their stands at Badminton Horse Trials. In the four weeks before the event, we are running a social media campaign across Facebook

Five Minutes with. . . Wendy Beal THIS feature provides the ideal opportunity to put faces to names and find out a little more about the people who are BETA members – including those with a place on the BETA Council. This month, we catch up with WENDY BEAL, retail manager of R&R Country’s Melton Mowbray store – and vice-chair of the BETA Retail Committee. Q: WHAT DO YOU SEE AS THE MAIN ROLE OF THE RETAIL COMMITTEE? The Retail Committee plays a huge part in organising training for its retail members. Networking is also an important part, enabling the committee to address current retail issues. Q: WHY YOU THINK BETA MEMBERSHIP IS IMPORTANT FOR RETAILERS? BETA as an organisation does so much for retailers, offering support when needed. It is important for stores – bricks-and-mortar and online – to carry the BETA logo as a sign that they are a professionally run business and one where consumers can shop with confidence. Q: WHAT BETA INITIATIVE ARE YOU MOST PROUD OF OR HAVE YOU ENJOYED BEING INVOLVED WITH? BETA Safety

and Instagram, with regular posts and Saturday-morning competitions. Please engage with us on your own platforms by using supplied BETA Safety Week graphics and remembering to use the #BSW19 hashtag in all your posts. All retailers and manufacturers signed up to the week are listed on the BETA website so that they can be easily identified and located. We are so pleased to have you all on board – together, we can make a big difference. If you haven’t yet joined but would really like to do so, please

get in touch with Tina, who will be happy to get you signed up straight away. Her contact details can be found at the foot of the page.

BETA BENEFITS WE are pleased to offer our BETA members great deals on purchases of defibrillators and first-aid supplies, thanks to our new partner Kays Medical. Please get in touch with the BETA office if you would like to find out more.

Week is a great initiative. I am extremely passionate about safety and think it offers a great opportunity to highlight the importance of the issue to the general public. With the support of BETA and its retailers, I think it will go from strength to strength. Q: HAVE YOU ALWAYS WORKED IN THE EQUESTRIAN INDUSTRY? Yes, since studying biology at the University of York – where I gained a degree specialising in equine physiology – I have worked in the equine industry for nearly 20 years, with various roles within dressage and racing yards. I became involved with the retail sector when I joined the Barn Shop, Royston, in 2003. Q: DO YOU HAVE ANY HOBBIES OR INTERESTS OUTSIDE WORK HOURS? Having had to retire from eventing through injury, I have found a new passion in cooking. I also enjoy walking, especially if there’s a welcoming hostelry at the destination.

For further information

CONTACT TINA HUSTLER AT BETA Tel: 01937 587062

Website: www.beta-uk.org Email: tina@beta-uk.org East Wing, Stockeld Park, Wetherby, West Yorkshire LS22 4AW Claire Williams, Executive Director , claire@beta-uk.org, Philippa Macintosh, Assistant to Claire Williams, philippa@beta-uk.org, Tricia Nassau-Williams, Field Officer, tricia@beta-uk.org, Ann FitzGerald, Secretary, ann@beta-uk.org, Deborah Hayward, Press Officer, deborahh@beta-int.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS | APRIL 2019 | 53

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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. TINA'S HORSE TACK LIMITED, 21 PUGH ROAD, WOODCROSS LANESFIELD, WOLVERHAMPTON, STAFFORDSHIRE, WV14 9BH, £1,052

due to retirement 13 new including Thorowgood, Antil brands. BE NICE HALTER SERIES II (UK) 18 second hand including (By kind permission of the late Barnsby, Stubben, Lovett & Be Nice Halter Company - USA) HACK & TACK EQUESTRIAN SUPERSTORE LTD, 19 WHINCOVER Ricketts etc. The most effective halter you will ever use Cost prices £100-£600. MOUNT, LEEDS, LS12 5JX, £1,160 now crafted with care in the UK Reasonable offers considered. “beware of imitations” Details from Tel: 07767 687983 bknox531@googlemail.com Email: janet@thewesterndepartment.com or 07885219164 NICK R DOLMAN T/AS NICK DOLMAN SADDLES UK, UNIT 2A, Web: www.thewesterndepartment.com Dragon Display Advert 90w x 40h.qxp_Dragon Display Advert 90w x 40h 01/06MARSTON ROAD TRADING PARK, MARSTON ROAD, STAFFORD, ST16 3GB, £2,805 for the

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JULES EQUINE TRANSPORT LTD, 24 CORNWALL ROAD, DORCHESTER, DT1 1RX, £243

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EASTINGTON EQUESTRIAN LTD, HIGHER EASTINGTON STABLES, LAPFORD, CREDITON, DEVON, EX17 6NE, £473

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For more information call 01937 582111 GC HORSEBOXES, HALL FARM, ASHBY ROAD, COLEORTON, COALVILLE, LE67 8FB,£1463

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POMPOM POULTRY & FEED SUPPLIES LIMITED, 63 MAIN STREET, MEXBOROUGH, S64 9ND, £760

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