ETN (Equestrian Trade News) – December 2020

December 2020

Volume 44, No 9

SADDLERS TO THE STARS Meet the manufacturer working with Carl Hester

2020 BETA CONFERENCE Online events for changing times ETN is the official media partner of BETA International

2021

9 – 11 September NAEC Stoneleigh, Warwickshire, UK Main Sponsor

PLUS

• A RETAILER’S GUIDE TO WHOLESALERS • ACUPUNCTURE AND SADDLE FITTING • PLENTIFUL NEW PRODUCTS

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Editor’s comment

In this issue...

NEWS

Including 2020 BETA Conference report

PRODUCT NEWS

A bumper crop of new lines

BETTER BUSINESS

Decision making in uncertain times

SADDLERY FEATURE

A

t BETA Conference a few years ago, the then chairman Ian Hassard channelled his inner Monty Python’s Life of Brian to ask: “What has BETA ever done for us?”

It was, of course, a rebuttal to those naysayers who claim our trade association is no more than a figure-head.

Well, this year, Ian’s skit would have gone on for an awfully long time because the 2020 pandemic has seen BETA fight its members’ corner like never before.

BETA has enabled businesses to keep trading when some feared they couldn’t; interpreted Government guidelines and secured financial support; it’s helped keep riders safe by enabling hat and body protector fittings; and given retailers and manufacturers a seat at the top table of decisions about equestrian activity.

And now BETA’s commercial arm is determinedly forging ahead with something we all crave - our annual trade fair, BETA International.

Technology has been a godsend through the pandemic – imagine if it had happened pre-internet! But before long, we’ll all need that chance meeting and unexpected conversation.

It will be wonderful to look one another in the eye again at Stoneleigh on 9 – 11 September. And if BETA’s 2020 track record is anything to go by, BETA International 2021 will be a success.

I don’t think we’ve ever had such a bumper Product News section in ETN. Who would

FRONT COVER:

Dressage legend Carl Hester rides Nutbush. SADDLERS TO THE STARS Carl has worked with PDS for many years helping develop the PLUS styles and fits of their dressage saddles.

To find out about becoming a PDS or Pessoa stockist, visit www.pdssaddlesuk.com

December 2020

Volume 44, No 9

Meet the manufacturer working with Carl Hester

2020 BETA CONFERENCE Online events for changing times ETN is the official media partner of BETA International

2021

9 – 11 September NAEC Stoneleigh, Warwickshire, UK Main Sponsor

• A RETAILER’S GUIDE TO WHOLESALERS • ACUPUNCTURE AND SADDLE FITTING • PLENTIFUL NEW PRODUCTS

EquiGlo ETN Ad Dec 2020 QtrLS Amended_Layout 1 17-Nov-20 1:35 PM Page 1 Main Sponsor

High-quality, unmolassed beet flakes at a great low price WHY PAY MORE?

equiglohorsefeeds.co.uk email: info@equiglohorsefeeds.co.uk

WWW.EQUESTRIANTRADENEWS.COM

believe it when our lives and livelihoods are being turned upside down by Covid-19?

Actually, it’s not so surprising. Horsey people often comment on what a welcome escape their horses are from grim realities.

A few hours’ riding, pampering, planning potential competitions or activities, and all is well with the world again. Add to that the ‘to hell with it, I’m going to buy it anyway…’ attitude that appears to prevail – and the equestrian world can count itself very fortunate indeed to have customers of such calibre.

Trouble is, while consumer demand appears buoyant, I’m hearing anecdotal reports of retailers struggling to acquire supplies of certain lines. One wholesaler even told me recently “we’re just selling what we’ve got because we can’t get any more…”

All these new products have arrived in the nick of time, it appears. Let’s just hope and pray that supply chains hold up.

Christmas! It’s not going to be easy to get the mood right this year. Is it in bad taste for high street stores to fill their shelves with plastic snowmen and glittery baubles just as more coronavirus restrictions are introduced? Or does it keep spirits up?

For many, keeping their job and being allowed to see family members will be the best Christmas present ever. And thank goodness equestrians always need practical, useful items which double as gifts.

And if you can summon up a little festive generosity, please don’t forget the equine charities. They’ve had such a lean time for fund-raising but still have many mouths to feed. Maybe have a collecting tin in store, run a fund-raiser on your social media, buy some charity Christmas cards or give what you can?

It only remains for my ETN colleagues Nicki Lewis, Beth Crow, Claire Thomas and me to wish you a safe Christmas and hopeful New Year.

Cover story: saddlers to the stars Meet the new SMS president

4 10 15 16 18

SADDLE FITTERS’ CPD FEATURE AND QUIZ Acupuncture and saddle fitting: a team approach

20

PEOPLE

23

BETTER BUSINESS

Hone your virtual meeting skills

24

WHOLESALERS’ DIRECTORY

26

TURN BACK THE PAGES

31

SUPPORT FOR RETAILERS

32

COUNTY COURT JUDGMENTS

34

Liz Benwell Liz Benwell

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 3

ETN | NEWS

News

2020 BETA Conference for changing times Equestrian manufacturers, distributors, retailers, marketers and press gathered for the 2020 BETA Conference on 26 October.

The annual event was held online.

The day began with the trade association’s AGM during which new officers and council members were appointed. They are: • Chairman – Malcolm Ainge, Shires Equestrian.

• Vice-chairman – Michael Darley, Darley Equestrian.

• Council member – Laura Cackett, Blue Chip.

• Council member – Keith Jamieson, HJ Lea Oakes.

• Council member – Monty Stuart-Monteith, Shaws Equestrian.

• Council member – • Tony Rowe, GS Equestrian.

SPEAKERS INSPIRE

Delegates heard presentations on workplace management during Covid-19, the changing

faces of social media, digital marketing and print advertising – and the inside track from Westminster.

A new BETA member benefit was unveiled. Guild is a privately owned messaging platform for professional groups, networks and communities to share news, announcements and events.

The first speaker, Michelle Goodall, explored the latest trends in social media and gave tips on how to adapt to them, Amanda Chadwick, of Croner, looked at managing staff in the Covid era. She advised employers about working from home, online recruitment, job support schemes and redundancy.

Public affairs consultant John Arnold brought an update from Westminster. He correctly predicting more coronavirus restrictions, and was confident of a deal eventually emerging from Brexit negotiations.

Anna Sampson, of Magnetic Media, covered the role of print media in

Newly appointed BETA chairman Malcom Ainge is a previous recipient of the trade association’s Lifetime Achievement award.

marketing. She highlighted research proving how well consumers respond to advertisements in print. “Magazines bring a highly trusted environment and allow people to tap into something they love,” she explained.

BETA executive director Claire Williams concluded: “I’m extremely pleased that the conference went so well. This year’s online format made the event highly accessible for everyone and our line-up of speakers certainly succeeded in giving delegates plenty to consider with presentations pitched perfectly to today’s challenging climate. We are delighted with the feedback we have received.”

NEED MORE NEWS? Receive ETN’s weekly e-newsletter directly to your inbox. It’s free and you can sign up at www.equestriantradenews.com Equestrian Trade News East Wing, Stockeld Park, Wetherby, West Yorkshire, LS22 4AW Tel: 01937 582111 Email: info@equestriantradenews.com Website: www.equestriantradenews.com Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world).

Design & Print Designed and produced on behalf of EMC by DJ Murphy Publishers: www.djmurphy.co.uk Email: abi@djmurphy.co.uk Tel: 01428 601020 Publisher Equestrian Management Consultants Ltd

Editor Liz Benwell Email: editor@equestriantradenews.com Advertising Manager Beth Crow Email: bethc@beta-int.com Tel: 01937 582111 Digital Manager Nicki Lewis Email: nickil@beta-int.com The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group.

Copyright All material is copyright Equestrian Management Consultants Ltd

4 | EQUESTRIAN TRADE NEWS DECEMBER 2020

ADVERTISERS’ INDEX Abbey England BETA International Cargill Classified D J Murphy Henry Bell - Equiglo Horslyx Jenkinson Jenkinson NAF PDS Saddles Red Gorilla Thunderbrook USG GmbH W F Young Zoetis

27 IBC 11 34 5 OFC 25 3 9 7 17 IFC 13 29 19 OBC

WWW.EQUESTRIANTRADENEWS.COM

NEWS | ETN

Photo courtesy Kit Houghton

Badminton 2021 is on – but without shopping Badminton Horse Trials is to run ‘behind closed doors’ next year (5 – 9 May, 2021).

Organisers say that while there is “the potential to include a limited number of spectators” should Covid-19 restrictions allow, there “won’t be any trade stands”.

“If possible,” added a spokesman, “we will look at options leading up to the event to work with our loyal trade stands to help them boost trade.”

ETN asked about provision of tack spares and other essentials to Badminton competitors. “I’m sure we will offer a limited service to the competitors and that will be decided much nearer the time,” said the spokesman.

Preparations for Badminton will remain “under constant review” say organisers. Eventing fans can look forward to live stream coverage.

Added event director Jane Tuckwell: “We realise that this is not the scenario everyone would wish for, but feel by announcing our intentions now it will give all involved in whatever capacity the opportunity to plan accordingly.”

BADMINTON 2021 TIMETABLE

Wednesday, May 5th: Science Supplements Cup (grass roots) Thursday, May 6th: CCI5* Dressage Friday, May 7th: CCI5* Dressage Saturday, May 8th: CCI5* Cross-Country Sunday, May 9th: CCI5* Show Jumping Finale and Prizegiving

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ETN | NEWS

A win-win for equine undergraduates The 2020 BETA Equine Thesis of the Year Award made its online début on 25 October.

There were joint winners. Victoria O’Hara, of the Royal Veterinary College, and Daniela Amiouny, of Aberystwyth University, each won a trophy and £200. They were among the four finalists who presented their theses to the judges.

Victoria’s was titled “Use of commercial ELISA for deduction of myostatin protein in equine serum and the examination of an MSTN gene promoter SINE insertion mutation in vivo”.

Myostatin is encoded by one individual gene in Thoroughbred and Quarter Horse DNA. Victoria O’Hara Victoria’s study looked at the myostatin gene – which prevents muscles from overgrowing – in a series of 185 blood samples previously collected from horses in training at one racing yard.

She focused on the mutation in the gene and the effects it has on the levels of myostatin protein found. Results showed that the horses with the mutation had some myostatin protein, although less than those without the mutation.

“There were also some horses with and without the mutation that didn’t follow this through and there was quite a lot of overlap in the myostatin concentration in blood between groups,” explained Victoria, who is now working as an equine vet.

“Finding out the cause of these outliers and the overlap might help us to discover other performance markers in racehorses and help with myostatin research in other species.”

Publisher acquired by managers Equestrian publisher DJ Murphy has been acquired by Zoe Cannon, who becomes managing director, and commercial director Abi Cannon.

The sisters have worked for DJ Murphy, which produces Horse&Rider and PONY magazines, for nearly 20 years. The management buyout was finalised on 21 October.

“Thoughtful succession planning in any family business is key to ensuring sustained growth and the ability for the company to adapt to changing circumstances,” said former managing director Kate Austin whose grandfather David Murphy founded the publishing house in 1949.

His daughter, the late Marion O’Sullivan, ran the business for nearly 70 years.

“She would be thrilled that Zoe and Abi, both of whom are deeply passionate about the company, are running ‘the show’, and that our talented and dedicated team are assured of continuity and growth in these ever-changing times,” added Kate.

Following the buyout, DJ Murphy has moved into new, larger offices (pictured) in Farnham, Surrey.

6 | EQUESTRIAN TRADE NEWS DECEMBER 2020

NIGHT LIGHT AND BEDDING DEPTH

Joint winner Daniela Amiouny has completed her undergraduate degree in equine and veterinary bioscience, and is now enrolled at the Canadian Academy of Osteopathy.

She joined the event from her home in Portugal to present her thesis – “The effects of night light and bedding depth on equine sleep and memory consolidation”.

Daniela Amiouny Daniela’s passion for animal welfare led her to follow this subject. “I was interested to see how husbandry practices – some we don’t even think about, such as leaving the light on in the stable – can affect our horses,” she explained.

Inspired by previous research suggesting that the environment – including bedding depth and type, along with stable size - might affect horses’ sleep, Daniela’s study, set out to explore the factors affecting the duration of sleep stages and whether there was a link between sleep and cognitive performance.

Using ten university horses, four different environments were created – a control setting with lights off and 15cm of straw bedding, another with only 5cm of bedding and the lights off, a third with lights on and 15cm of bedding and the final one with lights on and 5cm of bedding.

Daniela then measured the different stages of equine sleep in each 24-hour period over six days, as well as conducting spatial memory tests.

Results showed that lower levels of bedding and lights left on significantly affect both NREM (light) and REM (deep) sleep states, and that horses lie down to sleep far more when deeper bedding is used.

Daniela found that memory function did not appear to be impaired by a reduced amount of sleep.

“This could be because the study’s periods of sleep deprivation were not enough or that the actual quality of sleep might not have been affected,” she explained to judges.

“Overall, I think the study shows that there are small things that horse owners and carers can do to make a big difference to equine wellbeing.”

The two winners were selected by a judging panel, headed by research consultant Dr Georgina Crossman, with equine nutritionist Katie Williams, vet Karen Coumbe and ETN editor Liz Benwell.

“In a challenging year when students have often completed the final stages of their degree in testing lockdown conditions with limited access to resources, we congratulate each of the finalists on the exceptional quality of both their dissertations and presentations,” said Dr Crossman.

Claire Williams, BETA executive director, added: “The fact that the judges were deliberating for a whole hour shows just how high the standard of work was and why it was necessary to take the unprecedented step of selecting joint winners. Well done to them both – and to our other two finalists, who also impressed with their extremely high standard of undergraduate study.”

THE OTHER FINALISTS WERE:

Rachel Smith, of University Centre Sparsholt, with her thesis “The effect of breast support on 3D relative breast displacement and upper body muscle activity in female horse riders on an equine simulator”.

Nina Robinson, of Bishop Burton College, with her thesis “A preliminary report of the pressure present beneath bitless and bitted bridles and the effect on equine locomotion”.

WWW.EQUESTRIANTRADENEWS.COM

NEWS | ETN

Supporting customers into 2021

TRADE PRICES

HELD Dear Customer Firstly, thank you for your support of our brands over the last six months.

With the uncertainty of what this winter season may bring, we would like to support you and your customers by holding our prices until Spring 2021, when we will review the situation again.

A new Price List will be circulated and can be obtained upon request by contacting our Sales Department, details of which can be found below. This Price List will include all of the new products that we have launched over the last six months so that you have a comprehensive list of everything we offer in one easy to reference document.

We will endeavour, as always, to provide you with the highest level of customer service and our Sales Team will continue to be in touch regularly over the upcoming months.

Wishing you very good health and all the best, The team at NAF

For more information please contact your NAF Area Sales Manager: Call the NAF Sales Office on

Stay safe and keep in touch.

01600 710726

or our FREE Nutritional Advice Line Call 0800 373 106

naf-equine.eu/uk WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 7

ETN | NEWS

New dates for BETA International 2021 BETA International has new dates for 2021 – Thursday 9 to Saturday 11 September – for its first running at Stoneleigh (pictured).

Organisers say government coronavirus restrictions left them no option but to postpone the original January dates.

“We are extremely pleased that we’ve been able to secure a new timeline for 2021,” said show organiser Claire Thomas. “Things are challenging for us all right now, making it even more important than ever that our industry’s key buying and networking show is open for business.

“The show will run across Thursday, Friday and Saturday, which is slightly different from usual, but our exciting plans for BETA International to make its début appearance at NAEC Stoneleigh, Warwickshire, remain as before. We have the support of our exhibitors and sponsors, and it’s very much all systems go.”

Companies interested in exhibiting should contact Darren Mottershead, email darrenm@beta-int.com or telephone +44 (0)1937 582111.

DOGS AT WORK

Meet more hard-working hounds gainfully employed in the equestrian trade.

ANGEL

If ever a dog lived up to her name, it’s this 14-year-old chocolate Labrador. Angel became the Zebra Products’ office dog during the first lockdown; she remains dedicated to keeping spirits up with her soothing presence.

Angel is owned by customer service manager Catherine Dodd.

The kindly Labrador has a particular love of Zoom meetings when she joins in by nestling her way under the table.

PADDY

This jaunty Jack Russell Terrier x Lakeland belongs to Horslyx’s key account manager in the south, Kelly Johnson.

Ten-year-old Paddy takes his security role very seriously, regularly disappearing midconference call to terrorise a delivery driver or postie. He’s also been caught on camera stealing snacks while Kelly pops out of the room.

Paddy loves chasing small furry creatures and sleeping in front of the fire. He hates bathtime and having his teeth cleaned.

• Do you have a dog at work (or working from home)? We’d love to hear about him or her… Drop us a line with a picture to editor@equestriantradenews.com 8 | EQUESTRIAN TRADE NEWS DECEMBER 2020

IN BRIEF

Government grants are available until 31 January 2021 for recruiting new apprentices. Businesses can claim £2,000 per apprentice aged 16 to 24, and £1,500 per apprentice over 25.

There’s no limit to the number that can be taken on.

Fairfax & Favor has raised £125,000 for breast cancer charities this year from sales of its limited-edition boots and accessories.

In a pre-Christmas move, retailer Millbry Hill is extending its returns policy on online orders until 10 January.

Ahead of England’s latest Covid-19 lockdown, British Showjumping postponed the Dodson & Horrell Amateur & Veteran Championships due to run on 9 – 14 November at the Aintree Equestrian Centre. In the same week, equestrian centres in Wales were re-opening after the principality’s ‘fire-break’ restrictions ended. Activity in Scotland was curtailed by limits on travelling and stipulations for tiered areas.

Claire Williams, executive director of BETA, has been elected as convener of the European riding hat standard committee.

The committee will continue its work after Brexit.

Animal health exams run by AMTRA/Harper Adams University have been suspended. Covid-secure exams had been running since August, enabling candidates to qualify as Registered Animal Medicines Advisors (RAMAs). But AMTRA called a halt “in view of the evolving situation and associated Government restrictions.” With exams unlikely to start again until 2021, AMTRA says it’s “exploring alternative means of assessing candidates.”

A batch of molasses was identified as the cause of horse feed contamination (with Zilpaterol, a prohibited substance) that caused racing and competition withdrawals in October.

The manufacturers concerned have since switched molasses suppliers and replaced retailers’ stocks of their products.

Germany is set to host European championships in show jumping (Riesenbeck, 30 August to 4 September) and dressage (Hagen, 7 to 12 September) next year. There will be no eventing or para-dressage equivalents. The Tokyo Olympics is rescheduled for 23 July to 8 August.

Boost for retailers’ cyber security

Retail is heavily targeted by cyber criminals. Security experts say this is due to the sector’s advanced digital offering.

The Cyber Resilience Tookit for Retail has been developed by the British Retailer Consortium (BRC) with the National Cyber Security Centre, part of GCHQ. The actionable guide is designed for non-cyber experts, such as board members, managers and start-up businesses. It highlights the threats faced by retailers, and explains how to prevent, mitigate for and recover from online attacks.

It’s estimated that retailers have spent £186 million in the past year on deploying systems to protect their customers and prevent future breaches.

Protection is especially relevant following the shift to online transactions during the coronavirus pandemic. In May 2020, online sales counted for over a third of all retail sales, a big jump from 18.8% a year earlier.

You can find the toolkit here: brc.org.uk/media/676128/cyberresilience-toolkit-for-retail.pdf WWW.EQUESTRIANTRADENEWS.COM

NEWS | ETN

Worm control: time it right this winter Parasite life cycles are linked to the seasons, which is why one of the first rules of worm control is for your customers to consider the time of year, says Dr Wendy Talbot, national equine veterinary manager at Zoetis.

During the late autumn and winter, most parasites are entering a less active phase but encysted small redworm (ESRW) should still be on your radar. These are larval stages of the small redworm that have stopped developing inside the horse’s gut and started hibernating instead.

High burdens of encysted small redworm can cause a potentially fatal condition known as larval cyathostominosis when they emerge from their hibernating state. This typically happens in the spring but in some cases can occur earlier in the winter period.1 Faceal worm egg counts (FWECs) do not give an indication of encysted small redworm burdens. This is because the larval stages don’t produce eggs so the horse may have a low FWEC but a high infestation of encysted small redworm. The late autumn/winter period is the time to treat for ESRW or alternatively a vet can carry out a specific blood test to determine if treatment is required.2

TARGETING ENCYSTED SMALL REDWORM

Some of your customers may think any wormer will do, but using one that does not specifically treat the encysted stages (such as those containing ivermectin, pyrantel or single dose fenbendazole) during late autumn and winter can actually increase the risk of a horse with a high ESRW burden developing larval cyathostominosis.3 • All horses of more than six months of age should be tested or treated with a wormer that is licensed for encysted small redworm in autumn/winter, regardless of their FWEC.1,4 • Moxidectin is the only active ingredient licensed to treat encysted small redworm in a single dose.

• A five-day course of fenbendazole is also licensed to treat encysted small redworm but there is widespread evidence of small redworm resistance to fenbendazole, including the fiveday dose so a resistance test is recommended before using it.1 References 1. Matthews JB (2008) Equine Vet Educ, p 552-560 2. Austin Davis Biologics Ltd. Small Redworm Blood Test Press Release. https:// www.austindavis.co.uk/small-redworm-blood-test. Accessed 11th October 2019 3. Reinmeyer CR and Neilsen MK (2018) Handbook of Equine Parasite Control.

2nd ed. Hoboken, NJ: John Wiley & Sons.

4. Hallowell- Evans C and Hallowell G (2017) Vet Times, April 24

NEW NAME FOR FLAGSHIP PRODUCT

Thunderbrook’s Base Mix has had a name change. It’s now called Synergy.

The feed company says that, although its flagship product has fresh branding, the formulation remains unchanged.

Base Mix – now known as Synergy - was the first feed to be formulated by Thunderbrook’s founder and managing director Dr Deborah Carley. But with horse owners increasingly associating the word ‘mix’ with coarse mixes, the company felt it was causing confusion.

Synergy has been chosen to reflect ‘’the interaction of elements that when combined produce a total effect that is greater than the sum of the individual elements,’’ says Thunderbrook.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 9

ETN | PRODUCT NEWS

Product News

SNUG IN THE STABLE

New for December… The Rhinegold Andorra Stable Rug has a super tough 1,200 denier outer with a snug 300gsm polyfill.

A soft, breathable cotton lining plus front movement shoulder pleats complete the rug’s comfortable feel.

Multi-adjustable chest fittings mean it adapts to narrower and wider chested horses.

Available in a gorgeous turquoise and navy check pattern, sizes are 5’ to 7’3”, RRP £61.50.

Rhinegold products are available exclusively to the trade from Snowhill Trade Saddlery.

“Proven to kill Covid-19”

MAG Laundry Equipment is offering a generator proven to kill the Covid- 19 coronavirus. It can be used in offices, shops and other workspaces.

The Halifax based supplier specialises in commercial equipment such as rug washing machines.

The MAG Ozone Generator puts into practice the findings of research conducted by Nara Medical University. The Japanese study confirmed that, used appropriately, ozone gas can inactivate the Covid-19 virus on surfaces.

The MAG Ozone Generator emits ozone through the air to sanitise surfaces and kill bacteria, micro-organisms and viruses including Covid–19. While doing so, it eliminates unpleasant odours.

With cycle times from 15 minutes to 72 hours, the generator is suitable for quick cleans or full air-regeneration projects. It has potential across all business sectors.

“The ability to offer a product that has been proven to kill the Covid–19 coronavirus is a real triumph for us,” said Mark Dennis, managing director of MAG Laundry Equipment.

“It’s important that the Government and businesses look at how people can return to work safely, protect jobs and keep the economy moving.

“The ozone generator could be a key part in that, with the ability to sterilize office spaces, hotel rooms or hospitality venues quickly and effectively.”

from echinacea and D&H’s QLC natural antioxidants formula. Health Mash also offers cinnamon, fennel and mint.

The feed can be soaked in warm or cold water.

When mixed with warm water, Health Mash has an appetising herbal aroma which even the fussiest feeders find hard to resist.

A versatile, non-heating feed, it can be fed to most horses and ponies, including those prone to gastric ulcers.

D&H Health Mash, which replaces D&H Winter Health Mash, will be available year-round. The RRP is £16.95 for 15kg.

COLOURFUL CARE Equiwrap Cohesive Bandages from Robinson Animal Healthcare will brighten up first aid displays in-store or online.

Now available in fluorescent green, orange and pink, the flexible bandages stick to themselves but not to skin or hair.

Easy to tear, Equiwrap is made from elasticated crepe. It’s ideal for bandaging awkward contours for support and protection.

Absolutely Isabel

Veredus has collaborated with international icon Isabel Werth to create the ultimate dressage boot – the Absolute.

UK distributor Zebra Products expects delivery this month, and is taking orders now.

The Absolute boot is said to protect and support in a similar way to bandages – something which many dressage riders like to use for training and warming-up.

Made from technical materials, Absolute’s anatomically shaped shell protects impact zones and completely wraps the fetlock.

Sizes are medium and large, and the boots come in black or white.

SUPPLEMENT BRAND ENTERS CARE MARKET

New Dodson & Horrell Health Mash is designed to warm horses and ponies from the inside.

Its low starch, super fibre, molasses free recipe contains a multitude of support supplements.

Digestive support comes from MOS, FOS, Actisaf yeast and psyllium, and immune support

Equine supplement brand Science Supplements has introduced a horse care range.

The launch range includes Moisturising Wash, Lavender Shampoo, Aloe Vera Shampoo, Bright White Shampoo, Mane & Tail Detangle Spray and Coat Shine & Condition Spray The collection is packaged in recycled plastic that can be recycled again.

Shampoos have RRPs of £9.99 and sprays of all kinds, £12.99.

10 | EQUESTRIAN TRADE NEWS DECEMBER 2020

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WARMING UP THE FEED MARKET

PRODUCT NEWS | ETN

STARTING FROM SCRATCH

Hilton Herbs is distributing the American Scratch n All range of animal scratcher pads to the UK and European market.

The pads are made from durable rubber with soft nubs that won’t damage sensitive skin.

Colours include black, brown, green, blue and purple. Pads can be linked to create a colour-coordinated scratching area.

Designed to bend around a doorway or fence post, the pads make a perfect self-grooming solution.

Hilton Herbs also supplies the Scratch Me Silly stick. Owners use it to scratch their animals’ sensitive but hard -o-reach areas, or apply creams and lotions while keeping out of harm’s way.

BOOTS JUST LIKE MUM’S

New for December 2020, Rhinegold has introduced a Children’s Brooklyn Country Boot.

Made with the same materials and specification as the popular adult Brooklyn, this little boot has best-seller written all over it!

In sizes 13 to 5, the RRP is £59.50.

Rhinegold products are available exclusively to the trade from Snowhill Trade Saddlery.

25% off trade offer

Nettex has a promotion running on SUPAlyx Horse and Pony Easy Breather.

The feed, vitamin and mineral licks helps support equines’ overall wellbeing and respiratory health.

A blend of eucalyptus, menthol, plant extracts and essential oils soothes irritation of the trachea, making it a good choice for horses spending long hours stabled An offer of 25% off the trade price of £12.67 runs until 24 December. The RRP is £18.45 for 6kg.

The Champion’s Choice The performance demands of today’s equine athletes require more attention to detail. As you fine-tune your feeding program, remember digestive function is key to better performance.

BETTER DIGESTIVE HEALTH MEANS: HIGHER, MORE CONSISTENT PERFORMANCE

FASTER RECOVERY AFTER EXERCISE

BETTER APPEARANCE

Original XPC™ — the product of choice by champions and professional trainers — is a nutritional solution from Diamond V that can play a critical role in maximizing digestive function.

Contact Alana Harvey-White for more information: T: +44 (0) 7818 004351 | E: Alana_White@cargill.com WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 11

ETN | PRODUCT NEWS

They’ve got the power Power Pads saddle pads can be custom-designed with choices of seven base colours and 16 binding options.

Made in Britain by Yaris Equestrian, who say they can deliver “in a relatively short time”, the pads have 305g of wadding.

This versatile saddle pad is ideal for everyday use. RRPs are from £35.

RIDING BOOTS’ BEST FRIEND

New BootProtect spurs from Sprenger have rubber coating on the inside.

The idea is to protect riding boots and achieve a non-slip fit. The rubber is invisible from the outside, so as not to affect the stainless-steel spurs’ slim appearance.

The spurs have a Balkenhol fastening; the strap loops have outwardly flared centre bars to allow the spur straps to sit securely on the inside without hindering comfort.

BootProtect spurs comes in several neck styles and lengths with an RRP of £39.60.

Sprenger is distributed in the UK by Zebra Products.

Goes down a treat

Graze-On Grass Treats are the perfect Christmas gift for anyone who loves their horse or pony.

In fact, the chunky, bitesized nuggets will go down well at any time of year.

Made from 100% dried grass, and nothing else, these treats are as close as possible to the horse’s natural diet.

Graze-On Grass Treats are available in 2kg tubs (RRP £4.50) and 15kg (RRP £10.99) bags.

THE RIDER’S GLOVE GUARANTEE

You can guarantee that no rider has too many pairs of gloves – which makes them the perfect add-on sale.

Rhinegold Warmer Weight Pimple Grip Gloves, from Snowhill Trade Saddlery, deliver a winter twist to a classic riding glove.

They have the grippy pimples riders love, but are insulated for the colder months. There’s also a Velcro tab for fastening to stop those nippy draughts.

Available in black, brown and navy, and sizes small to extralarge, the RRP is £19.95 12 | EQUESTRIAN TRADE NEWS DECEMBER 2020

HANDY HI-VIZ

Rhinegold Be Seen Reflective Winter Gloves are insulated with a silicone grip palm. They’re great for working and riding in the cold.

With elasticated cuffs and reflective features across the back of the hand, these gloves from Snowhill Trade Saddlery are designed to cope with the bleakest days.

In black and bright yellow, sizes are small to extra-large and the RRP £19.95.

Free training for riders and retailers

BETA has launched a body protector course on EquiToolz.com a new website offering free training to consumers and firms.

Aimed at riders, the BETA Body Protector Awareness Course highlights the need for correctly fitted and fastened garments, their use for different types of riding and an explanation of safety standards.

Retailers will also find the 30-minute interactive session useful with its quiz and downloadable posters.

“This free course is a bright, snappy and engaging way for us to ensure that riders have access to potentially life-saving information,” said BETA executive director Claire Williams.

EquiToolzCreate.com enables companies to create, manage and track online training and policies.

BETA’s body protector course is the first in a training series created by the trade association. More will follow on riding hat safety, bits and bitting, rugs and prohibited substances.

BUSINESS BACK-UP FOR TOUGH TIMES

BETA’s commercial arm EMC Ltd has launched a new service to help hardpressed businesses.

“Covid-19 has concentrated many business owners’ and managers’ minds on dealing with the urgent,” says EMC’s commercial manager Claire Thomas.

“Time for planning, sorting, tidying and forecasting has disappeared in favour of fire-fighting and cash preservation.

The situation has been exacerbated for many firms by having fewer staff available, added Claire.

EMC Business Back-Up can smooth the post-Covid road to recovery. It can parachute in fast when you need it – yet finish quickly when you don’t, thus keeping costs down.

“As the commercial arm of BETA, our team has massive accumulated knowledge about business in general and the equestrian industry in particular,” said Claire.

“Now we’re making ourselves available to firms who need a hand, physically or remotely, but don’t want fixed staffing commitments.

“We can help with anything from sales to credit control, marketing to purchase ledger, database cleansing to office administration. And we can do as small, or as big a job as is needed.”

To find out more about hiring an extra pair of experienced hands with complete confidentiality, contact Claire Thomas at EMC on tel 01937 582111 email clairet@beta-int.com • EMC Ltd organises the BETA International trade fair and publishes Equestrian Trade News (ETN).

WWW.EQUESTRIANTRADENEWS.COM

PRODUCT NEWS | ETN

Foot perfect

By adding to its footwear range, Elico Equestrian stays in step with the changing seasons.

The latest addition is new Elico Glencoe Fleece Lined Boots.

They’re the perfect complement to Elico’s standard, no-fleece Glencoe boot which was launched this Spring. In a smart, shorter style, Elico Glencoe Fleece Lined Boots are ideal to wear around the stable yard. Made with waterproof Crazy Horse action leather outers, the fleece lined inner creates extra warmth. Great for standing around on cold concrete!

Glencoe boots are elasticated on both sides of the ankle. They feature a shock-absorbing, profiled rubber sole and cushioned inner sole.

In brown, and sizes 37 to 45, the RRP is a heart-warming £75.95.

LIGHT MY FIRE

With this winter’s interest in outdoor entertaining (Covid restrictions permitting) and staying at home, stocking fuel logs could work for merchants.

It makes sense for your customers to pick up a bag with their feed and bedding, before heading home to get their feet up the chimney, enjoy a barbecue or stoke up the woodburner.

Hotmax fuel logs from Bedmax are now available in recyclable 10kg paper bags.

They’re made from the wood dust extracted during the production of Bedmax shavings, burn cleanly with little smoke and leave minimal ash.

When the temperature tumbles

The 10 Below, from SSG Gloves of Canada, is renowned for warmth and grip. It’s now touch screen friendly too.

Made with SSG digital fabric on the palm, it combines feel with breathability and durability.

A new four-way laminated Lycra stretch outer shell improves waterproofing and flexibility. The lining is in Thinsulate and polar fleece.

In black, and adult sizes 5 to 13, the trade price is £21. SSG is available from Agrihealth.

THE ELEPHANT IN THE ROOM

Terravesta Equine’s 100% Natural Miscanthus Horse Bedding is dust extracted and highly absorbent.

It’s made from finely chopped miscanthus (elephant grass), a carbon negative, renewable crop grown by British farmers.

Terravesta says miscanthus grows on otherwise unproductive land, so doesn’t compete with food production.

The bedding’s high absorbency is thanks to the porous pith inside the miscanthus cane.

Lincolnshire based Terravesta works with more than 300 UK growers to supply miscanthus for heat and power generation – as well as bedding.

Synergy Formerly Base Mix

• Same great product • Same superior ingredients • New name Available to order from all the major equine feed wholesalers

We would like to wish all our trade customers a happy festive season and we look forward to working with you in 2021.

ETN | PRODUCT NEWS

TOP PRODUCTS OF 2020

Best in Test: Premier Equine Air Tech RRP: £34 A close fit with double-locking straps. The lining wicks away moisture and keeps legs cool and the shock-absorbing outer assures protection.

Comes with a handy storage bag, too.

Throughout the year, Horse&Rider magazine’s testers put products through their paces and report back to readers. These are their top picks for best value and best performance from March to December 2020.

MARCH: STRETCHY HOODS Best value: Stonedeek Sleazy from Kramer RRP: £26.90 This hood’s super-secure and easy to use with its zip and Velcro fastenings with plenty of room for the horse’s shoulders.

Best in Test: Snuggy Hoods’ Lycra hood RRP: £35 A pull-on style, this breathable number has an adjustable noseband and ear covers.

APRIL: LIGHTWEIGHT WATERPROOF COATS Best Value: Premier Equine Pro Tech Rider RRP: £65 A smart, tailored look, plenty of pockets, warm yet breathable with a removable hood.

Best in Test: Ariat Coastal RRP: £165 Flattering, adjustable fit; unbeatable in heavy rain but breathable, generous pockets.

SPRING SPECIAL: COUNTRY BOOTS Best Value: Rhinegold Elite Harlem from Snowhill RRP: £98.50 With a drawstring fastening and practical but subtle reflective top details, these generouslyfitting boots are comfortable, hard-wearing yet lightweight; perfect for all-day wear.

Best in Test: Fonteverde Vilamoura RRP: £299.95 Beautiful boots with a sturdy, cushioned sole.

Suitable for riding, tough enough for long days on the yard and comfy for country walks.

MAY: DRY BACK FLY RUGS Best Value: Elico Ingleton from Jenkinsons Equestrian RRP: £54.95 With its anti-rub lining and built-in UV protection, this fairly-priced rug boasts some

truly high-end features. Its waterproofing and fit impressed. elico.co.uk Best in Test: Amigo Three-in-One Evolution from Horseware Ireland RRP: £169.95 Treated with insect-control technology, UV protection and a wide belly flap make this rug stand out.

JUNE: FLY SPRAYS Best Value: NAF Off Deet Power Performance RRP: From £1.32 per 100ml In a reusable bottle, this supereffective spray is the perfect addition to any grooming kit.

Best in Test: leovet Power Phaser from Agrihealth RRP: From £3 per 100ml This strong-smelling spray packs a punch against all kinds of flying and biting insects. With refills available, this fast-acting, long-lasting spray is fantastic for turnout and doesn’t wear off during exercise.

JULY: LIGHTWEIGHT RIDING GLOVES Best Value: Noble Equestrian Perfect Fit RRP: £19.95 Super-comfy and breathable, they keep hands cool without compromising on rein grip.

Best in Test: Roeckl Lynn from Shaws Equestrian RRP: £26.95 Super robust in a sporty style with a mesh back for unbeatable coolness. They offer fantastic grip that’s not affected by sweat or rain.

AUGUST: BRUSHING BOOTS Best Value: ARMA Air Motion from Shires Equestrian RRP: £19.99 Super-lightweight and flexible boots that stay securely in place. Easy to fit and fantastic performance for the price.

14 | EQUESTRIAN TRADE NEWS DECEMBER 2020

SEPTEMBER: HOOF POLISH Best Value: Silverfeet Liquid RRP: From £1.32 A thick formula that’s easy to apply and a little goes a long way. Comes in a secure, screw-top bottle with brush included. Makes a gorgeous shine.

Best in Test: Carr & Day & Martin RRP: From £3.30 for 100ml A built-in brush, long-lasting glossy finish, easyto-use consistency and antibacterial properties for everyday use.

OCTOBER: LIGHTWEIGHT TURNOUTS Best Value: Shires Tempest Original RRP: £49.99 With deep sides and taped seams, this breathable option is fantastic for mild but wet conditions.

Best in Test: Rambo Original from Horseware Ireland RRP: £249.95 Unbeatable for breathability, fit and waterproofing with an antibacterial lining, three low surcingles and liner compatibility.

NOVEMBER: LONG RIDING COATS Best Value: HKM Seattle RRP: £133.95 With reflective details, a super-long length and adjustable cuffs, plus six pockets, it offers great coverage for horse and rider. Fantastically waterproof and breathable.

Best in Test: Musto BR1 Event RRP: £350 Warm but breathable, stands up to heavy rain and mid-calf length for full coverage. Generoussized pockets and super-hard wearing.

DECEMBER: WATERPROOF EXERCISE SHEETS Best Value: Fouganza 500 3-in-1 from Decathlon RRP: £45 With a removable fleece lining, this is three sheets in one. Offers a secure fit and doesn’t interfere with the rider’s leg aids.

Best in Test: Rambo waterproof competition fleece from Horseware Ireland RRP: £69.95 Breathable but thick, this sheet looks smart and doesn’t slip. Keeps the rain off and leaves room for the rider’s leg.

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BETTER BUSINESS | ETN

Decision, decisions…

Problem-solving is tough when we don’t know what the future holds, says Ruth Denwood.

minutes later and it’s much clearer? This is our brain working subconsciously to solve the problem.

So, build a pause into your day; a quick walk at lunchtime may just clear your head and let you see the way forward. Try it.

ASK OTHERS

When we are feeling that everything is a problem and we have a lack of certainty, we limit decision making to fewer people.

This is the time when we need to hear different views and should welcome debate. Instead we think it will slow us down, so we don’t ask for other people’s expertise.

Problem-solving is so much easier when we consider different perspectives and share views as early as possible.

Also, in the current pandemic, your colleagues will welcome your honesty and the fact that they are being involved in the discussions. Always think who would know about this?

M

aking decisions and being clear on our direction is certainly challenging currently.

The speed of change and our need to react at pace is unprecedented. Yet these decisions are often those that we call ‘big bets’ - unfamiliar, high-stake decisions; and this adds to the pressure.

Whether to go ahead with a show or exhibition, a marketing piece or a promotion on a product; whether to ramp up stock levels for Christmas; whether to take on additional team members or how to manage your existing team’s work hours. They’re difficult, unknown and expensive decisions.

So, whilst I may not have all the answers or a crystal ball, there are tried and tested problem-solving techniques that we can use.

And these can help us to feel more secure in our decision making as we navigate through this crisis. Here are three problem-solving tips to help you have greater clarity.

PAUSE

There was a great quote from David Beckham who said: “A good footballer plays where the ball is. A great footballer plays where the ball is going to be.”

In a crisis atmosphere, the temptation is to jump from one urgent task to the next, to take charge of what is right in front of you - to just keep doing!

This can be a huge mistake. Even a second’s pause allows us to process and make better decisions.

• Focus on what we do know, not what we don’t.

• Where do we want to be?

• What is most important?

• What might happen and how could we influence it now to get the benefit later?

Have you ever read an email, or had a conversation, and struggled to know how to react and then gone back to it a few

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MAKE THE CRITICAL DECISIONS

You may have found that some of the tough decisions you have had to make were relatively clear eg. not spending money on large projects or reducing overheads. But what about all of the critical decisions - large and small?

What is the total service that you offer and could you offer something else, help others, share costs, delay or move something now that will save you time and money later?

We have gin distillers who moved production over to hand sanitiser at the start of the pandemic, we have cafes offering delivery services and individuals making nurses’ uniforms. We sometimes just have to acknowledge that something isn’t working and cannot stay the same and that gives us the impetus to make the necessary change.

Focus your decisions on the three areas that are crucial for any seller: • Brand - what it is we offer?

• Reputation - what we stand for and to where do we want to develop our brand?

• Behaviour - what is each and every member of the team going to contribute to make that possible?

Keep these three problem areas in mind and the decisions become clearer. Good luck.

About the author: Ruth Denwood has 25 years’ experience in leadership development and executive coaching. Clients of her consultancy include Specsavers, Vets4Pets, Royal Mail and the Coop. Ruth says: “I feel very lucky to be able to step into other peoples’ worlds and to be able to share a wider perspective or challenge them to think in a different way.”

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 15

ETN | SADDLERY

Saddlers to the stars

Carl Hester inspired PDS saddles, plus the Pessoa range, are now supplied directly to retail saddle fitters by brand owner Ruiz Dias. So, who is this Argentina based saddle-maker feted by Olympic gold medallists?

P

edro Ruiz Diaz was just 16 when he moved from his homeland of Paraguay to Buenos Aires. His plan was to learn his trade in Argentina’s saddlery workshops.

By 1971, the 24-year-old Pedro had established his own saddle-making business. Talabartería Ruiz Diaz was driven by his belief that uniting craftsmanship and technology could achieve a superior product.

He succeeded too. Over half a century on, Talabartería Ruiz Diaz is internationally recognised as a benchmark for top level performance saddles.

Its factory incorporates state-of-theart technology, new markets have been opened, and Ruiz Diaz has become the saddlery of choice for top riders such as Carl Hester and Roderigo Pessoa looking to collaborate with a manufacturer.

Pedro Ruiz Diaz remains in control.

His love of new technology fuses with his knowledge of hand-made techniques and experience in the art of saddle making. He describes his employees, many of whom, have worked alongside Pedro for many decades, as ‘saddlery artisans’.

Latterly Pedro’s daughter Eugenia has brought her flair for international business and marketing to the family firm.

SADDLERY INNOVATIONS

A master of innovation, Pedro created the interchangeable gullet plate X-Change system. It allows the width of the tree to be modified from narrow to extra-wide using one of five colour-coded gullet plates - and nothing more than a screwdriver.

This system does not alter the saddle’s integrity or aesthetics; the strength, feel and lifetime warranty remain intact.

Ruiz Diaz was also one of the first saddle-makers to use carbon fibre trees instead of traditional wooden ones. Today its trees are moulded with polymers specifically designed for the purpose by Dupont. They’re said to provide close contact yet “never break”.

16 | EQUESTRIAN TRADE NEWS DECEMBER 2020

ETN asks Eugenia…

What’s the set-up at Ruiz Diaz?

Our factory, based just outside Buenos Aires, is a modern building spread over three floors and covering 4,500sqm. We employ around 60 people.

We have modern cutting and computerised CAD systems; our forwardthinking designers are at the forefront of development and technology.

But importantly, this is melded with Pedro’s experience of sports horses and traditional techniques. It’s this that adds the special details to our saddles.

Is there a long history of saddle-making in Argentina?

While Argentina wouldn’t appear to have a heritage in ‘European’ saddle-making, its artisans have manufactured saddles and leather-goods for centuries. Argentina is steeped in cattle farming, the by-product of which is leather.

Our nation is also synonymous with the Gaucho, those skilled horsemen who for centuries have worked cattle. A nation of so many Argentinian Gaucho was bound to have a significant market for saddles.

What led to Ruiz Diaz working with top riders?

When international horse sport really opened up globally in the 80s, Pedro saw the opportunity to create saddles for his other love - show jumping.

It’s a true story that legendary rider Nelson Pessoa invented the close contact saddle when he swam his show jumping horse on the beach while at a show in the south of France.

Nelson noted that the wet leather moulded itself to the rider, giving a closer feel… He took the idea to his friend Pedro at Ruiz Diaz. That very same saddle is still in our factory in Argentina.

Pedro and Nelson (‘Neco’) Pessoa continued to put their heads together and in the 1990s produced the Pessoa range of saddles. Neco was among the first riders to see the potential of having his own brand.

Through his son, Olympic gold medallist Rodrigo Pessoa, the range grew exponentially to became the worldwide success it is today.

How did PDS come about?

Having manufactured Pessoa, a highprofile show jumping brand, Pedro noted that dressage was becoming an enormously popular. So he set his sights on working with the world’s best in that sport too.

A meeting in the UK with Carl Hester led to an agreement to produce another brand, this time under licence to the Olympic gold medallist hailed across the world as a dressage genius.

As had been the case with Nelson and Rodrigo, Carl was keen to bring his own ideas to the fit and design of PDS saddles.

Modern dressage horses have changed shape since the typically well-built Germanic stereotype was on the scene.

Carl was also keen to find a saddle brand that could work with him to create a range offering comfort, freedom and ease of fit for a wide range of horses.

The relationship is now in its sixth year and the saddles continue to develop.

Pedro usually visits Carl once a year

Carl Hester continuous to work closely with Ruiz Diaz on the PDS saddle range. Watch out for new models named after his famous horses…

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SADDLERY | ETN to check his horses’ saddles and get feedback.

They work as a team, looking for anything that needs his attention, or discussing new ideas that Carl wants to explore.

The saddle-makers at Ruiz Diaz also get feedback from Carl’s saddle fitter Mark Fisher who’s also the official Team GBR saddle fitter and an independent fitter in his own right.

Does Ruiz Diaz make saddles for other brands?

In the early days, we worked with several international riders to make saddles for Reiner Klimke, Blyth Tait, Ian Millar, Michael and John Whitaker, Anky van Grunsven and Alvaro ‘Doda’ de Miranda Neto amongst others.

We have our own brand too; it’s called Trainers by Ruiz Diaz. But nowadays our focus is on researching and developing new technologies to improve saddle fit for horses and riders.

Are enquiries welcome?

Yes, we always welcome serious enquiries.

The saddlery needs of each continent are different; and requirements for riders and horses vary hugely. We’re always open to pds saddle advert nov 2020.pdf

3

29/10/2020

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discussing ideas and opportunities.

How does PDS/Ruiz Diaz plan to work with UK saddle fitters?

We have decided to work directly with a small number of saddle fitters in the UK. There are no minimum orders and we offer a quick turnaround on delivery.

A premium saddle brand needs the personal touch, rather than being piled high in a store. We are all about providing the end-user with a good quality saddle that will last for the duration of their partnership with their horse.

Our Xchange system means saddle width can be changed. And as our panels can be traditionally flocked, there is every opportunity for the saddle fitter to service their customers without the need to keep sending the saddle back to us for width changes.

Prices will be kept competitive with an average retail price of around £3,000 for both PDS and Pessoa.

We’re happy to supply a couple of our most popular styles as samples for saddle fitters to let customers try them. Saddle fitters are also kept up to speed with the new styles, tree shapes and fits we can now offer.

Traditional saddlery techniques and the latest technology come together at the Ruiz Diaz factory just outside Buenos Aires.

Technology enables us to hold video conference calls with fitters to show them the latest details and to answer their questions.

What plans are in the pipeline for Ruiz Diaz?

We really want to make an impact here in the UK. Carl Hester is a British rider and his compatriots deserve the best saddles bearing his name and his experience which has gone into creating the collection.

PDS saddles are being named after some of his superstar rides - Uthopia, Delicato and Escapado – and we hope there will be additions for this new decade.

2021 will be our 50th year in business.

And what better way to celebrate than for Carl to win gold at the Tokyo Olympics?

No pressure there, then!

10:27

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 17

ETN | SADDLERY & LEATHERCARE

Saddlery born and bred

The new president of the Society of Master Saddlers (SMS) has saddlery in her blood. Meet Beatrice (Bea) Blakeman…

B

ea’s parents, Audrey and Howard Blakeman, established Crewe Saddlery in Nantwich, Cheshire in 1970. They were a formidable team.

“Mum had the vision, drive and ability to charm the customers into parting with their cash,” says Bea. “And Dad had the skills for creating and number crunching so he became a Master Saddler and the all-important finance man.”

Much of Bea’s early years were spent “toddling around and playing shop.” After leaving her all-girls boarding school – “or prison as I liked to call it” – Bea joined the family business in 1989.

While learning from the bottom up, she studied business and finance at college, developed a strong work ethic, and Crewe Saddlery became her chosen career.

DOWNSIZING THE STORE

Although she dabbled in saddlery skills, and was proud to make her first leather headcollar, the world of round knives and awls wasn’t for Bea. “My naturally clumsy nature meant I wasn’t destined to be a bench saddler,” she says, “so saddle fitting and customers became my focus.”

Bea took over the reins of the business in 2001 when she was 27.

“The learning curve was steep,” she recalls.

“With the help of my sister Rachel, we took the bold step to downsize from a full retail store to focus solely on our main strength which had always been saddles and saddle fitting.

“Luckily we made this move in 2008, literally a month before the recession hit and the rapid growth of internet sales that subsequently developed so quickly.”

RUNNING A BUSINESS

Bea credits her parents and “some key individuals within the equestrian industry who have mentored me through the ups and downs” with learning to run a business.

“Crewe Saddlery is still very much a customer orientated model - much to the frustration of my accountant who keeps banging on about margin and too much stock,” says Bea. “I know he’s right, but as my mother always said, you can’t sell it if you haven’t got it!”

Bea has also followed in Audrey’s footsteps by continuing to train saddle fitters.

“Over the years, we’ve trained and qualified seven SMS Qualified Saddle Fitters (QSFs). Next year I will look to create another trainee opportunity.

“We’re currently a team of three SMS QSFs with an office coordinator to help us juggle the busy fitting schedule.

“Although my mum and sister are no longer with us, the business still retains that family feel. At 82, my dad still pops in for a couple of hours each week to help out with repairs.”

18 | EQUESTRIAN TRADE NEWS DECEMBER 2020

As a renowned saddle fitter, Bea Blakeman is very much a hands-on new president of the Society of Master Saddlers.

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SADDLERY & LEATHERCARE | ETN BADGE OF HONOUR

Bea joined the SMS Executive Committee in 2017; while Crewe Saddlery has been a long-standing member of the Society.

“The SMS has always been a badge of honour for our business and having the opportunity to help shape its future felt like a good fit; so in my usual style, I got stuck in,” says Bea. “I enjoy the challenge and working alongside like-minded individuals; the progress we make at every Executive meeting is uplifting.

“There’s a real sense of excitement in delivering the Society’s vision of welfare alongside redefined strategic aims, and as President I want to keep this momentum going.”

DOGS AND HOLIDAYS

Outside of work, Bea’s life is all about keeping her three dogs happy. “I enjoy training with them and our daily walks are key to keeping the trials and tribulations of running a business in check.

“I’m also lucky to share my world with Graham, my partner of 11 years. He’s a great support and leveller and has certainly kept me sane.”

Bea and Graham are big motorsport fans, wine lovers and partial to a luxury holiday - although only for a week as they need to get back to the dogs.

“I enjoy the challenge and working alongside like-minded individuals”

Bea Blakeman’s Crewe Saddlery always wants the best for its customers.

Challenging Conditions demand premium leather care Absorbine® offers an array of leather care products designed to help your leather last longer by reviving and protecting it from the inside out. Ÿ

Leather Therapy®, an innovative system that deep cleans, conditions and even lets you clean leather in the washing machine.

Ÿ

Leather Therapy Restorer & Conditioner protects leather from damp especially during storage

Ÿ

Horseman’s One Step® is a quick all-in-one cleaner and conditioner.

Available from your regular Absorbine® supplier. absorbine.co.uk

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EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 19

ETN | CPD FEATURE

Acupuncture and saddle fitting:

a multidisciplinary team approach.

By Dr Avril Senior BVSc MA MRVCS MABVA MIVAS ACCREDITED BY

Saddle fitters who read the feature and submit correct answers to the quiz will be awarded one CPD point from the Society of Master Saddlers (SMS). SMS Registered Qualified Saddle Fitters are required to gain 15 CPD points, averaged over a twoyear period.

Introduction to acupuncture as an adjunct to saddle fitting: SMS veterinary consultant Dr Jane Nixon MRCVS says: The SMS is a forward-thinking Society which encourages education, communication and co-operation between professionals attending horses and ponies.

We consider all relevant aspects which may assist saddle fitting and acupuncture, as a recognised therapy, is in this category.

Saddle fitters may request the services of an acupuncturist for saddle fitting issues when lameness and other musculoskeletal problems have been ruled out by the attending sports horse veterinarian. By law, only specifically trained veterinary surgeons can perform acupuncture in animals

Veterinary acupuncturist Avril Senior treats a horse.

Acupuncture can have an effect over a wide area and in areas distant from where the needle is actually placed.

W

hen you are assessing a horse for a saddle fitting, acupuncture may not be the first modality you think of that may be of relevance to you.

However, how often do you see horses that are going poorly under saddle but work well when loose schooled? Or when the saddle looks to be the perfect fit but the rider says the horse is not moving well under it? Or you find specific areas of pain or muscle wastage under the saddle, that don’t seem to correspond to areas of flocking or obvious load bearing?

Do you see horses with specific areas of patchy sweating, twitching or muscle fasciculations, or showing signs of heightened sensitivity to touch? These symptoms can often correspond to areas innervated by specific spinal nerves.

Do you see horses that have a seeming inability to engage their core muscles, girth pain, tension in the muscles over the withers, previous injuries or scars over the saddle area?

All these issues can cause complications to a standard saddle fit. As acupuncture can help in the diagnosis and treatment of these presenting signs, I would encourage

20 | EQUESTRIAN TRADE NEWS DECEMBER 2020

an increase in referrals from qualified saddle fitters to an acupuncturist for these ‘problem’/complex saddle fitting issues.

HOW ACUPUNCTURE WORKS

Acupuncture, as a discipline, has been around for several thousand years.

Treatment involves the insertion of fine needles at precisely located acupuncture points. These needles can be left in situ for variable lengths of time (from 5-20 mins). The length of time depends on the indication and condition of the patient.

Stimulation of acupuncture points has a number of effects. How it works can most simply be described in the two techniques that are most commonly used, Western and TCM - Traditional Chinese Medicine.

From a Western point of view, inserting a needle causes a local inflammatory response that a) increases blood flow and causes a local muscle relaxation and b) triggers nerve fibres to send a signal to the central nervous system to block pain pathways and affect pain perception in the brain. It does this via a complex cascade of neurotransmitters.

From a TCM point of view, needle WWW.EQUESTRIANTRADENEWS.COM

CPD FEATURE | ETN stimulation moves energy in the body and aims to resolve any blockages or ‘stagnations’ that can occur in the channels or ‘meridians’ that run over the whole body.

As research into the mechanism of action of acupuncture has progressed, we are starting to realise that these channels correspond to fascial planes that overlie muscles and nerves. This fascia carries electrical impulses across the body between the skin and the underlying musculature.

It goes some way to explain why acupuncture can have an effect over a wide area and in areas distant from where the needle is actually placed. Whichever technique is used, the outcome aims to be the same. Acupuncture relieves and reduces pain, relaxes muscles and improves local circulation to improve healing.

ACUPUNCTURE MERIDIANS

At a basic level, there are 12 main meridians and five extraordinary meridians in the body, as well as many small branches or ‘divergent meridians’.

The main acupuncture meridian most likely to be affected directly by saddle fit is the Bladder (BL) meridian. The two extraordinary meridians most likely to be affected are the Governing Vessel (GV) meridian and the Conception Vessel (CV) meridian.

The GV runs directly along the spine at the midline and will be affected by a saddle with too narrow a gullet or one which shifts to one side when ridden. The CV runs along

the midline along the belly of the horse and can be affected by a poorly fitted girth.

The BL is the longest meridian in the body. It has 67 acupuncture points along its pathway and these include ‘shu’ or diagnostic points for the other meridians.

It therefore contains a lot of information about the health of the animal and the saddle sits directly on it!

The BL starts at the eye, runs over the forehead, along the neck, splits into two parallel lines along the back adjacent to the spine, down the hindlegs, through the muscles of the hindleg and ends in the foot at the lateral coronary band. If you have seen physiotherapists using kinesthetic tape along the neck, spine and down the back legs, they are basically utilising the pathway of the BL meridian.

The pathway of the BL means it is directly affected by saddle fit. Overflocking, bridging, abnormal loading and rider fitness/balance can all impinge on the Bladder meridian at some point.

‘COLD’ BACKS

Treating not only the sore points on the affected meridian, but also utilising the other acupuncture points further away and within the same spinal segment, can alleviate some of the symptoms of horses that are said to be ‘cold-backed’ and resent being tacked up. Muscle atrophy and spasm can also be addressed.

It should be noted that only vets can perform acupuncture in animals. This is to avoid serious injury to underlying tissues,

nerves, blood vessels, joints and even organs. It is important that it should only be performed by an appropriately trained and qualified practitioner.

Always look for a practitioner that is a registered member of the Association of British Veterinary Acupuncturists (ABVA) or the International Veterinary Acupuncture Society (IVAS).

Acupuncture is widely used in Europe and the USA. It is deemed so effective that it is actually classed as ‘doping’ in some countries and is not allowed to be performed within a number of days of a competition.

It is starting to be more commonly utilised in the UK as more and more vets and owners see the benefits it can bring.

As I already work closely with vets and physiotherapists, I would welcome the inclusion of qualified saddle fitters into that team. Together we can work to improve the quality of life, longevity of career, and ultimate performance of our horses.

I am often asked to examine and treat horses for low grade chronic lameness, and find there is also an issue with saddle fit. Or find that BL points which are non-reactive on examination prior to riding, then react after being ridden and untacked.

Sometimes, after acupuncture treatment, the horse is sound but has marked muscle imbalance which needs to be built up slowly through exercise. These are just some of the instances where I will advise the owner to seek the input of a professional saddle fitter. continued overleaf

How often do you see horses that are going poorly under saddle but work well when loose schooled?

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EQUESTRIAN TRADE NEWS DECEMBER 2020 | 21

ETN | CPD FEATURE Acupuncture can also help long term chronic pain conditions such as laminitis, spinal pain, sacroiliac disease, spondylosis and kissing spines.

Saddle fit is obviously also important in the management of the horse suffering from these; so working in partnership with a veterinary acupuncturist can help achieve the best outcome for the horse’s working career.

Successful saddle fitting can be achieved by professionals working as a team

SMS CPD QUIZ

About the author:

Avril Senior BVSc MA MRVCS MABVA MIVAS is a qualified vet who now specialises in acupuncture for horses, dogs and cats.

She worked in first opinion vet practice and as a senior lecturer at the University of Liverpool School of Veterinary Science. Having seen first-hand the impact and improvement acupuncture can have on animals, she decided to undertake postgraduate specialist training to concentrate solely on acupuncture.

Her Western training was done with the Association of British Veterinary Acupuncture. Her Chinese acupuncture training was done in Belgium for the International Veterinary Acupuncture Society.

Avril runs workshops and talks on veterinary acupuncture. She can be contacted via her email: p2pacupuncture@gmail.com Case studies and testimonials can be found on her Facebook page: @p2pveterinaryacupuncture

SELECT YOUR ANSWERS AND TICK THE BOXES

1. What are the 2 main types of acupuncture practised in the UK? a. Eastern and TCM b. Western and TCM c. Eastern and Japanese d. Western and Japanese

6. Who can perform acupuncture in animals? a. Anyone b. Trained human acupuncturists c. Physiotherapists d. Vets

2. How long do acupuncture needles stay in during a treatment? a. 5 seconds b. 5-20 minutes c. 5 hours d. 5 days

7. What is the name of the tissue that allows acupuncture stimulation to affect large areas away from the needle itself? a. Muscle b. Tendon c. Fascia d. Skin

3. According to TCM, acupuncture works by a. moving energy b. moving water c. moving heat

8. What conditions can acupuncture help? a. laminitis b. kissing spines c. sacroiliac pain d. all of the above

4. Which is the main meridian most likely to be affected by saddle fit? a. Bladder b. Gallbladder c. Liver d. Heart 5. How many Extraordinary Meridians are there? a. 2 b. 7 c. 5 d. 6

SMS CPD Questions December 2020 ETN 9. Which meridian runs in two parallel lines along the back of the horse? a. GV b. CV c. BL d.

GB

10. Painful points along the conception vessel may correspond to a. hindleg pain b. sacroiliac pain c. girth pain d. all of the above FIND IT ONLINE: ETN’s CPD features are also available at www. equestriantradenews.com If you submit answers to the quiz on-line, please do not submit them by filling out the printed form as well - and vice versa.

Send your completed answers to: ETN/CPD Feature, Equestrian Trade News, East Wing, Stockeld Park, Wetherby, West Yorks, LS22 4AW.

Full name Company name/ address Email Telephone number

22 | EQUESTRIAN TRADE NEWS DECEMBER 2020

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People ANNABEL CHEAL

Zebra Products’ new southern sales manager used to be a show jumper and livery yard manager. Annabel then worked as a sales rep in the equine nutrition industry.

At Zebra Products, she’s covering the south of England for the distributor of premium European brands.

PEOPLE | ETN CLAIRE THOMAS

The BETA International organiser revealed that the 2021 show has new dates (9 – 11 September) for its debut at Stoneleigh.

As she left the office brandishing a new rake, Claire declared: “There’s nothing like a few hours’ poo-picking at the end of a busy working week,”

OBITUARY: PETER WILKINSON

HEFIN ROWLANDS

The new UK territory manager at Lister is well placed to support retailers across the equine clipping, shearing and cattle sectors. Hefin has worked as a shearer across the UK, Norway, New Zealand and France. He won the junior golden shears title in Masterton, New Zealand in 2014.

More recently, Hefin – a Registered Animal Medicines Advisor (RAMA/SQP) - has worked for Wynnstay, spending five years as an animal health rep in Mid Wales.

CHARLOTTE DUJARDIN

Dressage superstar Charlotte Dujardin has formed a new partnership with Haygain, manufacturer of hay steaming equipment and ComfortStall sealed orthopedic flooring.

MARIA AND MICHAEL EILBERG

Thanks to sponsorship from British Horse Feeds, the international dressage siblings are using Speedi-Beet, FibreBeet, Cooked Linseed and The Golden Paste Company’s TurmerAid.

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Peter Wilkinson, founder of Fylde Saddlery and inventor of the Wilkie snaffle and Magic bit, died on 2 October. He was in his late eighties and had had heart problems following recovery from cancer.

As a boy, Peter learnt to ride while helping on a farm near his childhood home in Clitheroe, Lancashire.

In his early career, he managed a pig farm.

And when Peter and his wife Jean bought a smallholding in Rawcliffe, he began selling eggs, doing the rounds in his Volvo estate with his black Labrador Emma.

When his daughter Susan was six, Peter bought her a pony and, of course, a saddle and bridle. And soon friends began to ask if he could find them tack for their ponies too.

In 1973, Peter was made redundant from his farm manager’s job, so he set up Fylde Saddlery. Still using his trusty Volvo, he would drive around the local shows and markets, using a pasting table to set up a stall.

Meanwhile, Peter saw a niche for better-designed showing saddlery and began creating his own. His first saddle was named after his daughter Susan.

The family enjoyed considerable success with a series of show ponies, one of whom came third at the Horse of the Year Show wearing a blue suede saddle Peter had designed especially for the occasion.

A career highlight was being invited to Balmoral to fit a saddle for The Queen’s Highland pony. He was asked to return to supply a saddle for Her Majesty’s Fell pony – and ended up re-designing a stalking saddle for Prince Philip too.

His reward was an invitation to a Royal garden party at Balmoral, an experience Peter and Jean would always treasure.

Peter’s name will go down in saddlery history as the inventor of the Wilkie snaffle. He created the bit to help young riders avoid pulling on their ponies’ mouths. The Magic bit, a Weymouth combined with loose rings, was another of his innovations.

Susan joined her father as a partner in Fylde Saddlery and still runs the business today. Peter, well known in the trade for his affable personality and hard work, continued to be involved until shortly before his passing.

Jean predeceased Peter in 2004. He leaves three children, Graham, Nigel and Susan, two grandchildren and five great grandchildren.

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 23

ETN | BETTER BUSINESS

Let’s gather round our screens…

With virtual meetings likely to be the norm for a while yet, well-honed communication skills are called for, says Tony Hughes.

O

nline meetings are now familiar territory. Despite this, many of us are unaware how to make them truly effective.

UNDERSTAND THE PURPOSE

We’re all inundated with video call after video call, whether that’s for business meetings with colleagues or socialising with friends – it’s become a daily occurrence.

If you had six or seven face-to-face meetings each day, you would quickly become overwhelmed, so consider this when planning virtual meetings too.

Ensure each meeting has a purpose and make it clear to all involved from the start.

For example, is the purpose of the meeting to think creatively and generate new ideas; or is your aim to get focused and make some important decisions in one or two major areas? Make sure people know what is expected from them in advance.

Also, take into consideration who is attending each meeting. Communicating via video can lead to problems when there are too many people trying to have their say – so don’t overcomplicate it.

On the other hand, you don’t want to create additional meetings to communicate the points already agreed.

So, think carefully about who needs to be involved. Base your decisions on who to invite around the meeting purpose.

It makes you check if ‘that thing’ you just bought is, in fact, the ‘right thing’ to have acquired.

A consistent and ongoing presence across all your media channels (social media, Google ads, website, email marketing, print and digital) gives you the perfect opportunity to reassure your new customer that their buying decision was the right one. And this means you’ll ultimately retain them as a customer for future purchases.

So, instead of choosing between press OR social, website content OR email marketing, you need a multi-media approach. A solid plan for your business post-Covid-19.

ENGAGE PEOPLE IN A WAY THAT ACHIEVES YOUR MEETING PURPOSE - AND MANAGE YOUR COMMUNICATION AIRTIME

There are three main classes of behaviour important to group interaction in taskoriented situations, these are: • initiating behaviours - putting forward ideas, concepts, suggestions or courses of action.

• reacting behaviours - putting forward an evaluation of other people’s contributions.

24 | EQUESTRIAN TRADE NEWS DECEMBER 2020

• clarifying behaviours - exchanging information, facts and opinions for the benefit of the whole meeting.

Feedback on the proportions of these behaviours used in meetings can help groups examine their own behaviour, and assess the need for behaviour change.

In effective group communications, all three main behaviour types are present in a balanced way.

A tip to help set a good, cooperative tone for a virtual meeting and encourage a balance of behaviours is to start discussions with a non-controversial issue. That way, people aren’t committed to a particular solution so a straight forward agreement can be reached. Then you can dive into the more contentious areas of the agenda.

This encourages people to listen to and build on others’ ideas from the beginning.

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It also helps set the tone for the rest of meeting and is a useful precedent to refer to.

Try to structure meetings in a way that means all points are addressed properly and are fully developed before moving on to another issue or suggestion.

DON’T ALLOW DISCUSSIONS TO LEAD TO A BREAKDOWN IN COMMUNICATION A strong indicator of an effective meeting is how well people respond to one another’s ideas and proposals.

When a creative type meeting is working well, people react positively or at least constructively, to what others say. When a meeting is ineffective, the opposite occurs; tensions can rise leading to a potential communication breakdown which diminishes successful meeting outcomes.

What we might perceive as a negative attitude can lead to ‘Defend/Attack’ behaviour. This is where opinions are expressed strongly and directly which can lead to people feeling exposed and becoming overly defensive. Defend/Attack usually involves value judgements and contains emotional overtones.

Avoid these behaviours by responding positively and appropriately and, most of all, try to actively listen to what is being said. Really take the time to understand a differing point of viewpoint and respect the speaker’s position before jumping in with a response.

Listening is key; it’s often what separates skilled communicators from unskilled.

Taking the time to listen gives you time and space fully to consider other opinions. If you decide you do disagree with what is being said, actively listening will leave space around the discussion which offers the opportunity to react in a constructive, rather than an emotional, manner.

AVOID IRRITATING VERBAL BEHAVIOURS

There are a few verbal behaviours that can be instantly harmful to meeting discussions and apply to meetings both in person and online.

Virtual meetings can present multiple communication barriers such as poor

connections and technology issues, leading to irritation for all parties involved. So it’s important not to add further irritation with the words you choose.

Declarations that you are being ‘fair’ and ‘reasonable’ when talking to people can cause tension. This is because such words and phrases can undermine the person you’re speaking to, possibly causing lasting damage to your relationship.

Other phrases, such as telling someone you’re ‘being honest with them’ or that you’re ‘trying to be frank’, can be very misleading.

You don’t intend to imply that you weren’t being honest a moment ago, but that is the inference you’re allowing by using these types of phrases.

Building a reputation that you are selectively honest is the kiss of death to a productive meeting. Steer clear of this kind of language if you want to keep your reputation intact.

MAKE SURE MEETING STANDARDS DON’T SLIP AND BUILD TRUST IN YOUR VIRTUAL ENVIRONMENT

If you are hosting a business meeting online, it’s important that you don’t let your normal meeting standards slip.

Try to nominate a meeting manager/ chairman who can focus on moderating the discussion, making sure everyone speaks in their turn and that you cover everything that needs to be discussed. Their purpose is to steer and guide the conversation in a productive manner.

It’s helpful if the chairman can clarify the information presented and the meeting outcomes, especially following long or heated discussions where meeting focus can easily shift. This ensures everyone is clear about what has been agreed.

Arguably in an online meeting, this can be done even more efficiently than in the real world. This is thanks to video conferencing features such as the ability to ‘highlight’ a particular participant when speaking, or sharing links and additional information.

So, if you want a meeting to be productive and efficient, use the rich features of the technology available to keep standards high and meetings effective.

About the author: Tony Hughes is CEO of Huthwaite International, a global provider of sales, negotiation and communication skills development. It supports companies around the world with behavioural methodologies which are research-based and measurable.

Part of the Northern Powerhouse partner programme, Huthwaite works with sellers, negotiators and communicators across all sectors, helping them improve their performances. For more information, visit www.huthwaiteinternational.com

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EQUESTRIAN TRADE NEWS DECEMBER 2020 | 25

ETN | ADVERTISEMENT FEATURE

Wholesale suppliers profiled ABBEY ENGLAND

Range: Abbey England supplies a wide variety of tools and materials throughout the Equestrian industry, including high quality English leathers, workshop tools, hardware, webbing, outdoor textiles and bespoke bridle badges, saddle nails and nameplates. Abbey England aslo manufactures a collection of high-quality brass buckles, harness fittings in their foundry and Equus rubber products; the highly regarded range includes rein grips, bit guards, rein stops and overreach boots.

The wholesaler also distributes Fiebing’s horse and leather care products from the USA and Stubbs quality tack and stable room equipment.

Abbey England also offers a comprehensive range of quality handfinished English riding and driving bits. The company continues to play a dominant role in the British bit market and worldwide customers flock to Abbey for their horse bits, especially those seeking the more traditional and unusual styles.

Retailer communication: Listen to The Abbey England Podcraft on Spotify and Anchor for industry insights and discover useful business advice via The Abbey England Information Exchange at abbeyengland.com.

For the latest offers, please subscribe to their newsletter.

Catalogue: Download version available.

Web trade store: Yes Minimum first order: £25.00 Terms: Abbey England offers approved accounts 30-day credit terms and customers can also pay by credit card or PayPal. Minimum order value £25.00.

Carriage: Carriage to the UK starts from £4.50. International shipping also available.

Delivery: Orders are be dispatched within 48 hours Monday - Friday depending on stock availability. Please check before ordering.

Contact telephone number: Email address and website: sales@abbeyengland.com www.abbeyengland.com www.abitspecial.com

26 | EQUESTRIAN TRADE NEWS DECEMBER 2020

AGRIHEALTH

Range: Following the launch of our new Mackey & Equisential ranges in 2019 Agrihealth have been busy adding to its equestrian range for 2021. Look out for new products in horsecare, clipping and many more.

Retailer incentives: We have trade offers running throughout the year on all our top brands.

Retailer communication: Promotions are sent to customers throughout the year.

Retailer support: Retailers are supported by their area representative who can offer advice, staff training, attend open days where possible, advice on any current promotions and offer point of sale material. We also have a servicing and repair department for Liveryman and Fenceman products and offer a very cost effective blade sharpening service to trade customers.

Catalogue: We offer a product catalogue and online ordering as well as regular pricelist updates. New catalogue & equestrian website coming soon. Order online at https://shop. agrihealth.co.uk Minimum first order: No minimum order.

Terms: 30 days from date of invoice following first pro forma order.

Carriage: All items are carriage paid.

Delivery: 48 hours Contact telephone number: 028 3831 4570 Email address and website: info@agrihealth.co.uk www.agrihealth.co.uk www.mackey.ie www.liveryman.co.uk www.fenceman.co.uk

JOHN ROTHERY (WHOLESALE) CO LTD

Range: Large range of equipment and accessories for the country sports enthusiast.

Winner of the Tackle & Guns “Supplier of the Year” throughout the competition’s history, our range of over 6,000 products includes high profile brands such as Aigle Boots & Country Clothing, Bisley Country Products, Croots, BUFF, Stanley Flasks and many more!

We also have a large range of gift ideas from socks and ties, to pewter flasks and gift wares.

Retailer incentives: High stock levels, next day delivery, discounts for box quantities, loyalty to existing customers and we deal strictly with the trade only. We do not compete with our retail customers.

Retailer communication: Social media and trade login website. Each customer is allocated to a member of our sales team so you have one contact and a familiar voice for everything you need.

Retailer support: POS materials, ongoing marketing campaigns across all types of media directing consumers into retailers.

Barcoded products. Images, catalogues and DVDs. Information for retailer’s websites and ecommerce.

Catalogue: Annual trade catalogue and price list. Brand catalogues and flyers for consumer use.

Web trade store: Yes, at www.bisley-uk.com.

Dealer locator for consumers.

Minimum first order: £1,000 Terms: Proforma for initial period, then 30 days’ invoice.

Carriage: Order above £325 is carriage paid.

Below £325 incurs an £8.00 charge. Extra services available at cost including Saturday deliveries or direct to consumer deliveries.

Delivery: If order is placed before 3pm it will arrive within 48 business hours. Many arrive within 24 business hours.

Contact telephone number: 023 9224 5350 Email address and website: sales@bisley-uk.com www.bisley-uk.com

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ADVERTISEMENT FEATURE | ETN

RED GORILLA LTD

Range: Red Gorilla® provides innovative profitable stable management products to the equestrian trade. Our goods all follow the same principles, value, usefulness and our Gorilla Grade mark ensuring they are built to last.

Retailer incentives: Profit Packs™ display stands and discount on bulk orders, offers on online trade warehouse, BETA International Trade Show Deals.

Retailer communication: Continually updated website, customer emails, flyers, product catalogue, and dedicated sales team.

Retailer support: Specialised POS & Profit Packs™, marketing and advertising of brands within trade press, consumer publications and online. Famous brand Ambassadors promoting Red Gorilla® products. Mobile sales representatives, promotional product material, website

USG UNITED SPORTPRODUCTS GERMANY GMBH

Range: USG safety, Tekna, Equiairbag, Crosslander boots, Haas brushes, Georg Kieffer saddlery Retailer incentives: Leading safety and saddlery experts Retailer communication: b2b shop, phone, email Retailer support: Free shipping over £250, testimonials from Ingrid Klimke Catalogue: Yes, annual

integration to direct consumers towards our website for specific product details.

Catalogue: Product catalogue, can be sent and also available online at our website. Price list can be sent upon request.

Web trade store: www.redgorilla.red Minimum first order: Pro-Forma.

Terms: 30 days net on approved accounts, otherwise payment on dispatch.

Carriage: Paid on orders over £200.

Delivery: Available upon Request.

Contact telephone number: 01455 848184 Email address and website: sales@redgorilla.red www.redgorilla.red

Terms: 30 days net Carriage: £12.90 Delivery: daily Telephone: +49- 6054-909770 Email address and webiste: export@usg-reitsport.de www.usg-reitsport.com

YOUR QUALITY STARTS WITH US

Since 1982 we’ve been supplying the equestrian trade with the kind of products and materials they need to offer the highest quality to their customers.

Abbey England Ltd, Abbey House, Haig Rd, Knutsford WA16 8DX

WWW.EQUESTRIANTRADENEWS.COM T: 01565 650343 | sales@abbeyengland.com | abbeyengland.com

EQUESTRIAN TRADETHE NEWS XXXX 2020 | 27 DIFFERENCE IS OUR VALUES

ETN | ADVERTISEMENT FEATURE

SHIRES EQUESTRIAN PRODUCTS Range: A comprehensive collection of market leading equestrian ranges including the successful: Aubrion clothing, Moretta footwear, ARMA horse boots and Digby & Fox dog products.

Retailer Incentives: Comprehensive discount structure enabling retailers to achieve strong margins. Discounts are linked to retailer commitment and turnover. Additional benefits are available for seasonal forward orders. Monthly special offers offering substantial savings on both current and discontinued lines. Join a rapidly expanding band of like-minded independent retailers who are signed up to an exclusive brand offering excellent margins and buying group opportunities dependent on location.

Retailer Communication: Dedicated in-house and field based sales/customer service team.

Monthly news and offers.

Retailer Support: Large permanent showroom giving customers the opportunity to view all new, current and seasonal products in a comfortable, relaxed environment. Retailer open day support, POS and merchandising assistance. Consumer catalogue distributed via major national equestrian magazines, also published online.

Strong marketing campaign. Proactive social media presence.

Catalogue: Annual catalogue, distributed direct to the public via equine magazines.

B2B Website: Available to registered customers.

Minimum First Order: Negotiable but needs to represent a commitment to our portfolio of brands.

Terms: Normally 30 days from date of invoice.

Carriage: Free on orders over the value of £150 for orders within mainland UK. Carriage is charged at cost for all other destinations.

Delivery: We aim to dispatch orders within 24 hours. Conditions apply. Mainland UK parcels dispatched via Parcelforce.

Contact Telephone Number: 01568 613600 Email address and website: sales@shiresequestrian.com www.shiresequestrian.com

PERRY EQUESTRIAN (A PERRY LTD)

Range: Perry Equestrian is an innovative brand from A Perry for Equestrian and Agricultural wholesalers, distributors and retailers with hundreds of bright, colourful products for the Stable, Yard, Tack Room and Horse. A Perry has been distributing Gate/ Fieldgate Hardware, Ironmongery, Chain and much more for over 95 years, now with over 140,000 sqft of warehousing and unrivalled distribution network covering the whole UK, Ireland, Europe and the rest of the world Retailer Incentives: Offers run throughout the year with online ordering incentives including the PerryPoints scheme and having a listing on our website as a registered stockist. See our website for more details or talk to your account manager.

Retailer Communication: Regular email updates for subscribed customers, active social media and dedicated Account Managers available. Our sales team is also available on the phone or email 8am-5pm Monday to Friday.

Retailer Support: Merchandising assistance enticing impulse buys and upsells, and a consumer friendly website where your customers can find you on our site as their local store. We can also work with you through our Social Media channels on Facebook, YouTube, Twitter and Instagram.

Access to our full range available on www. perrytrade.co.uk and www.primus.co.uk opening up new opportunities to expand your sales.

Catalogue: Perry Equestrian has a full catalogue available for you to use with your customers. You can request copies via your Account Manager or by phone/email.

Web trade store: www.perryequestrian.co.uk www.perrytrade.co.uk www.primus.co.uk Minimum first order: None Terms: Pro-forma, Credit/Debit Card, BACS, Cheque, 30 days credit (subject to status) Carriage: £200 carriage paid, £10.00 for orders under £200 Delivery: 1-2 days Contact telephone number: 01384 414061 Email address and website: sales@perryequestrian.co.uk www.perryequestrian.co.uk

28 | EQUESTRIAN TRADE NEWS DECEMBER 2020

B JENKINSONS LTD

Range: Many leading equestrian brands such as Charles Owen, Champion, Stubbs, Harold Moore, SoloComb, Brogini, Whitakers, Red Gorilla, Gold Label, Likits, Stud Muffins, Pettifers, Lister and Liveryman Clippers, NAF, Robinsons Healthcare, Horse with Attitude, ShowQuest with Elico Equestrian Range: This is our own comprehensive Elico brand of products, which is being continually developed after discussion and feedback with our retail customers, and now also includes a complete of footwear including the very popular Chelico Footwear for the young rider, Elico Aurora Reflective wear, Elico Fantasia Hat Covers as well as the Elico Memory Foam range, Elico Horse Rugs, Gelico saddle pads, Elico Little Piggy haynets with the recent addition of the Wild Boar Bale Nets. The Elico range with RRPs are also shown on our website www.elico.co.uk, and is backed up with monthly advertising in national and regional retail consumer magazines showing our commitment to the trade.

Retailer incentives: Offers and clearance lines are available and can be viewed on our website with full details for registered retailers on log-in.

Retailer communication: Fully integrated website giving retailers up-to-date information 24/7 and ordering at their convenience, regular email communication as well as a dedicated telephone sales team.

Retailer support: Our websites can be used as a sales tool by retailers in their shop to show details of all products available. Elico products are well advertised in national and regional retail magazines to keep brand awareness in front of your customers.

Catalogue: Annual trade catalogue.

Web trade store: www.jenkinsonsequestrian.co.uk Minimum first order: Pro-Forma Terms: 30 days on approved accounts, otherwise payment on despatch.

Delivery: Nationwide daily deliveries by DPD carriers who provide email and SMS advice of a one hour delivery slot on the day of delivery in the UK and Eire. Distribution throughout the UK, Ireland, Europe and the rest of the World.

Contact telephone number: 01924 454681 Email address and website: sales@jenkinsonsequestrian.co.uk www.jenkinsonsequestrian.co.uk www.elico.co.uk

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ADVERTISEMENT FEATURE | ETN

SADDLERY TRADE SERVICES (STS WALSALL)

Range: Over 18,000 different products including Happy Mouth Bits, one of the largest selections of Stainless Steel Bits/ Stirrups in the UK, Walsall made Bridlework/ Leatherwork, as well top brands like Absorbine, Whitaker, Stubbs, Leovet, Equus, County Whips, Fortiflex ,Gold Label, Champion, Farnham and Red Gorilla to name just a few.

We are also the home of the fantastic Sheldon Range, arguably one of the fastest growing affordable brands in the UK at the moment. BETA International 2021 will see the expansion of the Vogue and Elano range of Matchy Matchy sets, Aventus rugs and many new products to suit different styles of retailer.

“We have something for everyone, which makes us such an interesting wholesaler to work with” Retailer incentives: When permitted, come to visit and buy in store from our warehouse meeting fellow retailers and people from within the trade.. We specialise in helping new businesses…

Retailer communication: Live member-only website, quarterly newsletter & invitation to visit our warehouse in Walsall and buy in-store which many love to do. Friendly staff are always on the end of the phone if and when needed.

No facebook live videos or auction sales unless permission granted.

Web trade store: www.saddlerytradeservices.co.uk (Quick and easy to register for new account) Minimum first order: None.

Delivery: We aim for same day dispatch where possible, unless during peak times when 48hrs is more realistic - Free van service offered for larger, bulkier orders or large show deliveries subject to availability.

Contact telephone number: 01922 630013 Director’s message: 2020 has been a very challenging year, we want to assure our customers that we will maintain the principles that have served us both so well over the years, by keeping prices low and service levels high. We are consistently evolving, with new products being planned all the time, 2021 will be a positive year for us all, we thank you as ever for your support.

Email address and website: stswalsall@gmail.com www.saddlerytradeservices.co.uk

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SNOWHILL TRADE SADDLERY LTD Range: Rhinegold, Heritage, Rocco Italia, Windsor Equestrian, Horsewise, MacWet, Harlequin, Global Herbs, Agrifence, Tubtrugs, Red Gorilla Retailer incentives: High stock levels, fast delivery, quantity discounts available on certain stock lines, monthly promotions, further discounts on application. We do not sell our brands to online clearance sites or allow them to be traded on social media.

Customer Own Branding: Own branding available on rugs, leatherwork, jodhpurs and more, please contact: branding@snowhill.ltd. uk for details.

Retailer communication: Trade login to live website with up to date stock levels allowing you to order at your convenience, regular communication via email with monthly offers, new products and promotions.

Knowledgeable telephone sales team.

Retailer support: We have over 35 years’ experience and were the first equestrian wholesaler to introduce transparent pricing and quantity discounts. CD of current catalogue images. Sales representative. The Snowhill Trade catalogue is also printed unpriced for use in store.

Catalogue: Full colour glossy annual trade catalogue available priced and unpriced.

Web trade store: Trade account holders can login and order online 24/7 and check stock availability on our responsive live website.

Pre Order option available, Out of stock email reminders and uncatalogued products.

Minimum first order: On request.

Terms: On application.

Carriage: Free on orders over £250 (ex-VAT).

Delivery: Orders placed before 3pm despatched same day for next day delivery – mainland UK (where possible). Saturday and early morning deliveries can be arranged for additional cost. Europe (2-3 days) at cost.

Contact telephone number: 01243 672323 Email address and website: sales@snowhill.ltd.uk www.snowhilltradesaddlery.co.uk

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 29

ETN | ADVERTISEMENT FEATURE

L S SALES

WEATHERBEETA LTD

ZEBRA PRODUCTS LTD

Range: Sole Importers/Distributors of: Farnam USA, Tri-Tec14 Fly Spray, Vita Flex, Horse Health, including Canine RedCell, IceTight, Electro Dex, Vetrolin, White ‘n Brite, Weightbuilder. LAS Helmets, Tingley Rubber Overshoes. Splintex, Sealtex Bandage.

Retailer incentives: Bulk buy discounts. Full range in stock in Oxford.

Retailer communication: All orders required by email. Complete library of images for your website. Battles, Trilanco and STS(Walsall) sell on our behalf as well.

Retailer support: National advertising campaigns to promote key brands to endusers. We will mention your shop if you would like. Sponsored riders promote the product lines. Giveaways and promotions.

Catalogue: Yes online and online RETAIL. Minimum first order: £100 plus VAT, All orders full box only; (individual pieces available from our wholesalers). First order proforma.

Terms: Account holders strictly 30 days

by BACS. Otherwise proforma by BACS or Paypal. Credit cards accepted through Paypal.

Carriage: At cost by courier. £400.00 + VAT: carriage paid.

Delivery: Normally 48-hour delivery on stock items.

Northern Ireland: £24.00 up to 20kg courier.

Customer pick up available. Guide only.

Southern Ireland: £15.00 up to 20kg courier.

Guide only.

Delivery: Next day to Mainland if ordered by 12noon and in stock.

Contact telephone number: 01295 722855 Email address and website: orders@lesliesutcliffe.com www.lesliesutcliffe.com www.farnamproducts.co.uk www.tingleytrader.co.uk

Range: At Weatherbeeta our aim is to partner with our retailers so together we can create profitable relationships that allow for mutual growth. We are investing in new product innovation at an unprecedented rate across our brands; WeatherBeeta, Dublin, Collegiate, Crosby, Saxon, Kincade, Roma, Kool Coat and Korsteel.

Retailer Incentives: We offer our retailers volume discounts based on their commitment with us, Seasonal Forward Order Incentives, national and bespoke promotions, marketing support, Exclusive Advocacy Scheme & Preferential Payment Terms Retailer Communication: Dedicated Account Managers who proactively work with retailers to improve their category sales & provide training & in-store support, Regular eblasts with news and product information and a knowledgeable Customer Service Team.

Retailer Support: Our Account Managers work with our retail partners to understand their needs and therefore develop a bespoke support package suitable to their goals and needs. We continue to improve the tools we offer to ensure our in-store POS turns browsers into shoppers and our extensive image library and digital assets help drive conversion rates and average basket spend.

We also offer an online training program to assist store staff improve their knowledge of the WeatherBeeta range. In addition, we have a 4460 sqft showroom in Rushden, Northamptonshire that showcases all our ranges.

Catalogue: We produce an annual Wholesale Catalogue featuring our full range and a Wholesale Supplement showcasing our newest season launches, now also available online!

Web trade store: B2B website available for checking stock, placing orders, tracking deliveries and making payments. Download site available for all imagery and digital assets.

Minimum first order: On request Terms: 30 days end of month Carriage: Orders over £100 no small order surcharge and under £100 a £6 small order surcharge Delivery: We strive to despatch orders placed before 12 noon the same day Contact telephone number: 01295 226900 Email address and webiste: sales@weatherbeeta.com www.weatherbeeta.co.uk www.dublinclothing.co.uk www.collegiatesaddlery.co.uk

Range: Amerigo, Bucas, Cavalleria, Toscana, Cavallo, Cavalor, Covalliero, EGO7, Equipe, Fleck, Konigs, Mattes, Nathe, Sprenger, Tucci, Uvex, Veredus.

Retailer incentives: Staff discounts on all brands. Cavallo staff uniform discount.

Amerigo & Equipe – demo saddle discounts.

Sprenger – test centre discounts. Free Uvex gloves given to all participating staff when they receive Uvex helmet training. Prizes offered for retailers’ social media pages.

Sales support at retailer open evenings & key shows.

Retailer communication: Regular E-shots.

Updated website with news stories and stockist details. We have a large following on our social media channels & we are very happy to promote our retailers via these channels.

Retailer support: We can provide stock feeds. We offer staff training. We can assist with payment plans if required. We heavily promote all our brands in the key equestrian communication channels. Many of the brands provide impactful point of sale display material.

Catalogues: Almost each brand has a bespoke trade catalogue. We can provide consumer catalogues too.

Web trade store: We have a B2B website where retailers can order 24/7. We also a trade area so as retailers can access images, logos, barcodes etc.

Minimum first order: £3,000 + VAT excluding saddles & Cavalleria Toscana.

Terms: Initially proforma then end of month plus 30 days.

Carriage: Paid on orders over £350 + VAT and on all back orders.

Delivery: Next day – if orders received by 1pm.

Contact telephone number: 01352 763350 Email address and website: info@zebraproducts.co.uk www.zebraproducts.co.uk

30 | EQUESTRIAN TRADE NEWS DECEMBER 2020

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ETN REPORTING | ETN

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.

In December 2015, ETN reported:

In December 2010, ETN reported:

l Vale Brothers invited retailers to view its new factory set-up in Walsall.

The company, which already owned Harry Dabbs, had streamlined production following its acquisition of Jeffries Saddlery. l The team behind the CLA Game Fair, which had become defunct earlier in the year, said it was to run a new show in 2016 at Ragley Hall in FIVE Warwickshire.

YEARS l Internet retailers that AGO... don’t use emojis could miss out on attracting new customers, new research revealed. l Claire Shand joined Westgate Labs, the postal worm egg count specialist established by her parents Gillian and David Booth.

Claire was previously head of marketing and communications at the British Equestrian Federation (BEF).

l World Beater Equestrian announced it was to recommence trading as a wholesaler from its original Portsmouth base. Director Paul Byng had sold a company called WorldBeater to Reffond Group in 2000. l British Eventing made the wearing of BETA Level 3 body protectors mandatory for cross country. Previously, they had been ‘recommended’. l Brinicombe Equine caused a stir with an advertising campaign for its supplements featuring scantily-clad men with rippling muscles. “Not everyone likes them (including my mother),” Hermione Perry from Brinicombe Equine told ETN. “But few women deny enjoying a bit of harmless eyecandy.” l ETN reported that 15,226 people had attended Your Horse Live in November; Allen & Page launched its Veteran Vitality feed; Horse Deals magazine joined Your Horse within Bauer Media’s new equine division; and feeding rice bran became a hot topic in the horse world.

In December 2000, ETN reported:

In December 1990, ETN reported:

20 YEARS AGO...

l Belstane Marketing was appointed sole UK and Eire distributor of Myler Bits by the brand’s American owner Toklat.

Belstane director Monty Stuart-Monteith said the deal would delivery “a new approach to bitting” for British riders and retailers. l The trade was shocked by the sudden death of Paul Brooker at just 49.

The managing director of Buxactic was a hugely popular figure who introduced the Sprenger, Fleck and Effax ranges, among others, to the British equestrian scene. l Olympic event rider Karen Dixon joined Robert Eustace of The Laminitis Clinic to present a nationwide series of educational talks to consumers and staff training for retailers. l Resplendent in chaps and Stetson hats, Felicity McLochlan of Saracen Horse Feeds, John Sharp of Sharp Nutrition, Christine Smy of Spillers and Chris Gordon of Dodson & Horrell were pictured riding (all at once) a mechanical bull during a conference in Texas.

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TEN YEARS AGO...

30 YEARS AGO...

l Stylo Matchmakers’ chairman Paul Ziff, and managing director Roy Aspinall, both left the company. Neville Lawrence stepped in to manage the equestrian division. l Andy McCune, former Giddens director and erstwhile advertisement manager of Horse&Hound, set up a new company to distribute Stubben saddles to the UK trade. Stubben UK was based in Kettering. l Venture capital firm 3i took a 20% share for £200,000 in Bootz, Spatz and Shooze, the footwear label started by Harrogate businessman Mike Cooney and distributed by Challenger Equestrian. l In product news, euro-star’s Korfu breeches were ‘in the fashionable flared style’ and available in cotton or corduroy; Dengie Crops introduced naked oats; Keose Industries developed a seaweed supplement called Prime Mover; and HAC-TAC launched an apron with profits going to the ILPH (International League for the Protection of Horses) fighting fund to oppose ‘export for slaughter’ legislation.

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 31

ETN | SUPPORT FOR RETAILERS

We’re right behind you…

Meet the suppliers going the extra mile to support their stockists.

Happy to help…

Zebra Products is super-keen when it comes to working with retailers to promote its stable of European brands. Here’s how…

• Staff training – the Zebra sales team is happy to provide in-store or virtual staff training. Among the incentives are free gloves to all who partake in Uvex training.

• Staff discount - an across-the-board, 10% off trade prices to all Zebra retailers and their staff. There’s also a 30% discount deal on Cavallo purchases for staff uniform.

• Social media prizes – Zebra regularly supports its retailers with prizes for their social media channels. Some brands offer an annual schedule of prizes, as Bucas has done during 2020 for key accounts.

• Open evenings – where possible, Zebra’s sales team supports in-store open days/evenings offering advice and special deals to encourage purchases throughout the event. Enquiries welcome for equivalent online events.

• Show support – Zebra has often worked with retailers to produce pop-up brand shops on their show stands. This happened successfully last December at Olympia thanks to a team effort by Veredus and Equiport.

• Merchandising – Zebra’s brands are very happy to supply stands, PoS and merchandising material. Bucas has a great mini rug display system. Uvex has helmet, glove and sunglasses stands. Cavalor offers care product displays. Fleck has created bespoke whip stands (pictured) that make a huge difference to sales versus the old fashioned way of selling whips out of a big bucket. Sprenger offers bit, spur and stirrup stands.

• Catalogues – catalogues are available for most brands; if not in print, then as a PDF. • Demo/test centre deals – Equipe and Amerigo offer a 10% discount on all saddles used for demo purposes. Sprenger has a Test Centre opportunity under which retailers buy 26 bits with a 10% discount to use as an in-store feature and potentially to develop a bit bank system.

• Ambassador support – thanks to its association with many top riders, Zebra can arrange access to the likes of Mary King, Oliver Townend, Lucinda Green, Ben Maher and Ingrid Klimke.

• B2B – all Zebra retailers can use a B2B website to order online 24/7 and get access to brand images, logos, price lists, bar codes etc.

• Stock levels – live feeds enable retailers to populate their websites with products.

• Direct deliveries/drop shipment – Zebra is happy to deliver directly to retailers’ customers. The £5 fee 32 | EQUESTRIAN TRADE NEWS DECEMBER 2020

has been waived since the start of the pandemic.

• Payment terms – standard terms are end of month plus 30 days. “We are happy to support retailers with longer terms if they are struggling cash flow wise or if they are purchasing large volumes of stock,” says Zebra Products’ managing director Simon Middleton.

KEEPING THOSE WAGONS ROLLING

HorseHage and Mollichaff have pulled out all the stops to keep wholesalers and retailers supplied during the ongoing Covid crisis.

“These are difficult and uncertain times for everyone and, at present, there’s no end in sight,” said Chris Tar of the bagged forage and complete feeds supplier.

A soggy summer making for a challenging harvest added extra pressure. But Chris and his team remain determined.

“Keeping our supply chain going and supporting our stockists is vital because horses and ponies still need to be fed,” he says.

“Government guidelines must be followed and businesses have had to learn to adapt to keep people safe yet also keep the wheels of industry turning.”

Focussing on what it can – rather than can’t – do, HorseHage has introduced changes to support its stockists during the pandemic.

Product training for staff is available online with successful candidates still able to claim their free HorseHage & Mollichaff Feed Adviser polo shirt plus a certificate.

The company’s helpline has been busy, with live chat available through the HorseHage website.

Adds Chris: “Our trade page offers downloadable product images, logos and a PDF version of our brochure. Our stockists are all listed on our website by county regions and can also be found through our new postcode search facility.”

While Covid restrictions mean reps’ live talks at retailers’ open days have been curtailed, the sales team has regular Zoom meetings with stockists. They can post out free Mollichaff samples too.

Point of sale items include an A2 product range laminated poster on which prices can be written. There’s also an A4 quick reference sheet which highlights which types of horses various products might suit.

Brochures, display holders, vinyl banners and Corex signs are other sales aids offered.

WWW.EQUESTRIANTRADENEWS.COM

SUPPORT FOR RETAILERS | ETN DISPLAYING OUR SUPPORT

Finest Brand International’s Champion Hub has been a resounding success for retailers.

Safety wear has sold well this year. This in-store feature is designed to educate consumers looking for riding helmets and body protectors.

Participating Champion Hub retailers benefit from attention grabbing PoS displays and information about safety technology.

And with an online presence ever more important, Finest Brands’ creative team can design bespoke digital assets for Toggi and Champion stockists.

your customers to enjoy a discount on their feed room staples via their Omega Equine stockist.

“We’re constantly promoting the brand and encouraging shop support. We can work with your social media, offering shareable content that encourages customer engagement and helps to bring each product to life.

“Our fantastic brand ambassadors – who are riders across all disciplines and age ranges, and from gold medal winners to leisure riders – highlight our ranges’ versatility when it comes to supporting every equine and their owner.”

“Difficult times call for easy partnerships”

“We work hard for our retailers,” say the team at Omega Equine in a message to stockists.

“Our unrivalled profit margins combined with low minimum orders mean our range is an affordable choice for you and your customers.

“We offer up to 25% off your first promotional pack and a 30day payment term after that first order, all with a next-day delivery turnaround.

“Once you’re set up, you’re not on your own. Our sales team offers product training with optional shop staff trials; see our range in action for yourself on your own horses.

“Our sales team will ensure your Omega Equine display is well presented with fresh PoS and a spruce-up on every visit. They’ll help you manage stock, keep you in the loop about launches and ensure you never miss a seasonal best seller.

“We send out a yearly calendar which is proving to be a great talking point. It highlights some of our top sellers, and encourages

KEEPING YOU UP-TO-DATE

The Supreme Products and Hy Equestrian brands are owned by Battles.

The leading wholesaler issues a monthly trade newsletter too keep retailers informed of current promotions and new products Battles offers a free, carriage paid, next-day delivery service on orders over £100 to UK mainland customers.

A range of PoS, sponsorship and social media support is available to Supreme Products and Hy Equestrian stockists.

Coming soon in ETN… FEBRUARY / MARCH 2021 • Bedding – and highlighting the best stable tools • Feed and products for equines prone to hoof, leg and joint problems – plus laminitis alert • Worming focus – the latest products and regimes, with AMTRA accredited RAMA (SQP) CPD feature Submissions for editorial should be emailed to editor@equestriantradenews.com before 23 January, 2021. For more information, contact Beth Crow on 01937 582111 or email bethc@beta-int.com

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS DECEMBER 2020 | 33

ETN | CCJs

CCJs

Classified

County Court Judgements from England and Wales and the Scottish version, which are called Court Decrees.

The judgements listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature.

Judgements/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

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Key Features 2021

...the magazine for the industry, about the industry, by the industry JANUARY

• Insurance – for the trade and your customers • Hoof care products • Pets and wild birds – dogs, cats and feathered friends

balancers to stock • Paddock, stable and tack room essentials – products for good management including first aid

RAMA/SQP CPD • Feeding for optimum condition • Clippers and accessories including winter rugs

JUNE

OCTOBER

• Bedding – plus stable tools • Feed and products for equines prone to hoof, leg and joint problem • Worming focus – the latest worming products and regimes including AMTRA accredited RAMA/SQP CPD feature

• A celebration of British companies and manufacturing • Focus Tokyo • Marketing, PR and advertising • Finest saddles and saddle fitting – from home and abroad including saddle makers’ directory • Saddler and saddle fitters CPD feature

APRIL

JULY/AUGUST

FEBRUARY/MARCH

• Feed for performance including AMTRA accredited RAMA/SQP CPD feature • Top-to-tail grooming – fly and coat care products including summer sheets • Clothing and footwear • Stay safe – body protectors, riding hats, hi-viz and protective footwear

MAY

• Small holdings – products for small holders and pets • Supplementary help – supplements and

• Feed for veterans • Stable equipment and bedding – for the winter to come • Stay safe – body protectors, riding hats, hi-viz and protective footwear • Agents and distributors for European companies

SEPTEMBER

• BETA International 2021 preview • Worming focus -developments and latest products including AMTRA accredited

34 | EQUESTRIAN TRADE NEWS DECEMBER 2020

• Show reports – BETA International 2021 r eviews • Supplemen ts and feed balancers • Christmas – great gift ideas • Winter care – products for seasonal issues including first aid

NOVEMBER

• Fibre, forage and hay alternatives – AMTRA accredited RAMA/SQP CPD • Equine treats and licks • A retailer’s guide to feed wholesalers • Boots, socks and gloves

DECEMBER

• Support for retailers - how suppliers are backing the retailer, merchandising, P.O.S., catalogues, rebranding, easy payment terms, sponsorship, etc.

• A retailer’s guide to wholesalers • Saddle and saddle fitters CPD • Leather and leather careKey

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CPD FEATURE | ETN

TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ER B M TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TE P TES FOR YOUR DIARY DATES FOR SE YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR FOR • YOUR DIARY DATES FOR YOUR TES9 FOR DIARY DATES - 11YOUR September 2021 NAEC Stoneleigh, UKDIAR

9

1 1 9 r e b m e t Sep 21 20

Supporting the Industry www.beta-int.com

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

sales@beta-int.com • +44 (0) 1937 582111

The official media partner of BETA International

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Main Sponsor

EQUESTRIAN TRADE NEWS XXXX 2020 | 35

ETN | CCJs

N AUTUMR WINTE

CLEAR THE CHALLENGE

OF ENCYSTED SMALL REDWORM

Prescribe

or

the ONLY single dose control for encysted small redworm @horsedialog

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EQUEST contains moxidectin. EQUEST PRAMOX contains moxidectin and praziquantel. POM-VPS. Further information is available on the SPC or contact Zoetis UK Limited, First Floor, Birchwood Building, Springfield Drive, Leatherhead, Surrey, KT22 7LP. EQUEST & EQUEST PRAMOX are registered trademarks of Zoetis UK Ltd. Date of preparation: August 2020 MM-06366 Use medicines responsibly: www.noah.co.uk/responsible.

36 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020 WWW.EQUESTRIANTRADENEWS.COM