ETN (Equestrian Trade News) – January 2021

January 2021

Volume 45, No 1

NEW YEAR FRESH IDEAS Making garden bird feed sales work

ETN is the official media partner of BETA International

THE MUNCH REPORT

Best ways to feed hay Why fibre’s good for merchants

2021

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

Main Sponsor

PLUS

• HOOF CARE • INSURANCE • INDUSTRY NEWS

We don’t just sell the feed, WE GROW IT.

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2 | EQUESTRIAN TRADE NEWS XXXX 2020

Editor’s comment

In this issue...

NEWS

4

PRODUCT NEWS What’s new?

8

PEOPLE

12

BETA INTERNATIONAL 2021

Looking ahead to September’s show

13

BENCH SADDLER OF THE MONTH

A

nyone else fed up of Covid being used as an excuse for poor customer service?

Yet again, as I hang on the phone being told: “In these unprecedented times… our teams are very busy right now… please be kind, we’re working hard to help…” I want to scream “well, get some more staff on then…”

OK, in the uncertain early days of the pandemic, there was every reason to be cautious and careful.

But, come on, we’re ten months down the line. The rest of us have knuckled down and got on with it. Anyway, it’s a new year now; time for a fresh start.

The phrase ‘to separate the wheat from the chaff ’ has been turned on its head.

Chaff is now a much-valued product sector in equine feeds.

As explained in ‘Why fibre is good for you’ in this issue of ETN, commercially produced chaffs come in many forms, with differing ingredients and tempting flavours. And it’s opened up a whole new marketplace.

This refreshing development acknowledges how horses prefer to feed.

And that isn’t about treating them like farm animals to be fattened for the hook; it’s about supplying correct nutrition presented in a more horse-friendly way.

Maintaining good mental health is high on the human agenda. Innovative, fibrebased feeds can only contribute towards the equine equivalent.

FRONT COVER:

Feeding wild birds is a growing market and one more merchants can profitably explore. Our image is courtesy of the Henry Bell Wild Bird Care Collection; find out more at henry-bell.co.uk

January 2021

Volume 45, No 1

NEW YEAR FRESH IDEAS Making garden bird feed sales work

Meet this month’s winner It’s hard to find a silver lining in the Covid cloud. Indeed, the only one I can think of is how we’ve all learnt to make good use of technology.

Like so many aspects of our lives and work, the pandemic has accelerated what was likely to happen anyway. More online shopping; less use of cash; working from home…

But perhaps the biggest revelation has been video conferencing. Of course, it no way replaces the face-to-face contact, the handshake, the confidential conversation.

But in many cases, online events have reached people who would otherwise be too busy, or too shy, to attend in person.

Equally, many reps and distributors have told me how much time – and money they’ve saved by not being on the road or a plane week after week. Some even claim they’re saving the planet!

Whether their sales figures from digital meetings match up to those from ‘the old days’, only they know. But it’s been good to learn something; and to be ready for next time we’re grounded by a snowstorm or air traffic controllers’ strike.

In the near future, we’ll be blending these new skills with the old ways of doing things to achieve the best of both worlds.

For most of 2020, I had to keep reminding myself what day – let alone month – it was. The loss of the year’s usual markers, like Badminton, the Hickstead Derby, Burghley and Olympia, left a timeless vacuum.

As we begin 2021, there’s another strangeness; no BETA International this month. But never fear, it will be back on 9 – 11 September at its bright new venue of Stoneleigh.

Now that is something to look forward to. Happy New Year!

14

THE MUNCH REPORT

Why fibre’s good for merchants 16 The best way to feed hay: latest research 18 Fibre feeding products 20

TURN BACK THE PAGES

What ETN was reporting five, ten, 20 and 30 years ago

WILD BIRDS AND PETS

Garden bird products problem solver News and products

HOOF CARE

Putting feet first in winter Product gallery

BETTER BUSINESS Markup vs margin

INSURANCE

22 24 26 30 32 34

Is your cover Covid proof?

Keeping a weather eye on insurance

36 37

COUNTY COURT JUDGMENTS

38

ETN is the official media partner of BETA International

THE MUNCH REPORT

Best ways to feed hay Why fibre’s good for merchants

2021

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

Main Sponsor

PLUS

• HOOF CARE • INSURANCE • INDUSTRY NEWS

We don’t just sell the feed, WE GROW IT.

www.emeraldgreenfeeds.co.uk

WWW.EQUESTRIANTRADENEWS.COM

Liz Benwell Liz Benwell

EQUESTRIAN TRADE NEWS JANUARY 2021 | 3

ETN | NEWS

News

Praised for response to pandemic I’Anson Brothers – the home of British Horse Feeds - was named Rural Business of the Year at the 2020 Yorkshire Post Excellence in Business Awards.

The North Yorkshire based animal feed manufacturer was praised for creating local jobs, increasing exports, expanding product lines and achieving record turnover.

Its response to the Covid-19 pandemic was commended too.

Founded in Masham in 1900, I’Anson

Brothers remains family owned and managed with the fifth generation of the I’Anson family now involved. Work has started on a £20m feed mill at Dalton New Bridge.

Said Chris I’Anson, managing director: “We’re extremely proud of our 121-year history. In this time, the company has grown from a one-man business to an international concern exporting to 40 countries and providing 90 jobs for local people.”

BEWARE TAX REBATE SCAMS

Self-Assessment tax payers have been warned to stay alert to criminals claiming to be from HM Revenue and Customs (HMRC).

As the department issues thousands of SMS messages and emails as part of its annual Self-Assessment tax return push, it’s warning those completing their returns to take care to avoid being caught out by scammers.

The warning comes ahead of this month’s annual tax return deadline on 31 January 2021.

In the last 12 months, HMRC has responded to more than 846,000 referrals of suspicious contact from the public and reported over 15,500 malicious web pages to internet service providers.

Almost 500,000 of the incidents involved bogus tax rebates or fake tax refund.

Pictured, from left, are Will I’Anson, Chris I’Anson and Sarah Richardson.

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

4 | EQUESTRIAN TRADE NEWS JANUARY 2021

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

ADVERTISERS’ INDEX Agrihealth 25 Askham Bryan College 12 Bedmax 23 BETA International 29 Citrus Lime 35 Classifieds 38 Falcon Equine 7 Gallop 15 Henry Bell - Bird 27 Jenkinson 3 Jenkinson 9 Mars Horsecare (Spillers) 17 MSFC 10 NAF OBC Nettex 11 Poucher OFC Red Gorilla IFC SEIB 5 Shearwater Insurance 37 Solution Saddles 8 Snowhill IBC Trickle Net 21 W F Young 31

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NEWS | ETN

MAJOR FEED COMPANY MERGES WITH MANUFACTURER

Dodson & Horrell has announced a merger with animal feed manufacturer HJ Lea Oakes.

The venture will bring together the equine, poultry and zoo feeds division of Dodson & Horrell Ltd with HJ Lea Oakes from 11 December, 2020.

ETN asked if Dodson & Horrell had been acquired by HJ Lea Oakes and would operate as a brand under its ownership.

“The parent company is Oakes Millers. Dodson & Horrell will remain a separate company, trading as Dodson & Horrell Ltd,” said CEO Sam Horrell.

“Our high standards and focus on delivering the best products for our customers and the animals we feed remains; with our range and recipes remaining the same.”

Edward Lea, managing director of HJ Lea Oakes, said in a statement: “We have supplied Dodson & Horrell for many years with important ingredients for their world leading products.

“Lately we have also been involved in the innovation and manufacture of some of their specialist lines. This feels like the natural next step to combine the very best of both businesses and continue to drive the innovation and nutritional advances our customers demand.”

Outdoor chain acquires equestrian retailer

GO Outdoors, the UK’s largest outdoor retailer, has acquired Naylors Equestrian.

Naylors will continue to operate through its three stores in Rochdale, Nantwich and Cannock and via its existing website.

Over the coming months, Naylors Equestrian concessions are to be introduced into GO Outdoors megastores.

“We see great potential in the equestrian market,” said Lee Bagnall, GO Outdoors’ CEO. Part of J D Sports Fashion Plc, GO Outdoors was founded in Sheffield in 1998. It has more than 2 million sq ft of shop floor across 66 stores and stocks 250 outdoor brands.

Naylors was established in 1965 by Derrick Naylor. Naylors Saddlery, as it was then known, began with a shop in Norden, Rochdale, selling saddlery and riding clothing.

In 2007, the Atkinson family acquired the business, re-named it Naylors Equestrian and developed its three stores and website.

Spoga cancelled

spoga horse 2021, which was due to take place in Cologne, Germany on 6 – 8 February, has been cancelled because of continuing coronavirus restrictions.

Organisers told exhibitors they “deeply regret” the decision.

The show’s 2021 Top Innovations awards will go ahead online next month.

The next physical spoga horse is scheduled for 5 – 7 February, 2022.

SEIB were there to help!

SEIB Insurance Brokers cover my Saddle Fitting business, and I must say they are a very efficient company, I have a point of contact who I am able to speak to if I have any questions, which means I’m not passed around the company in painful circles as has been known with other companies.

When I had a query, the lady that dealt with it couldn’t have done more to help me and explain the scenario to me, finding a resolution. A truly fantastic service.

I can highly recommend SEIB, I honestly feel they have your best interests at heart!

I am a saddle fitter based in Kent, with a passion and obsession for horses having the best fitting saddle. I work with Bliss Of London who are excellent and offer me all the options required for the most tricky horses.

I have a personal love for PREs (Spanish) horses which I have owned and fitted saddles for over 20 years, and now fit many PREs for clients.

Jane Randall

#SEIBhere2help 24/7 email: enquiries@seib.co.uk INSURANCE FOR: HORSE & PONY · HORSEBOX & TRAILER LIVERY YARDS · EQUESTRIAN HOME BUSINESS · PETS · RIDING SCHOOL & MUCH MORE...

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DECEMBER | 5 (local call charges apply)

EQUESTRIAN TRADE NEWS

L9834

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ETN | NEWS

NEW EQUESTRIAN FIXTURE HAS FESTIVAL THEME

Equestrian celebrities, glamping and a shopping village are set to draw the crowds to a new show this summer.

HorseFest is to take place at Weston Park (pictured) in Shropshire on July 23 to 25.

Organisers say they expect around 5,000 people to attend, with many camping or glamping on site or staying nearby.

Visitors will watch and learn from equestrian experts, shop and socialise. Tickets have weekend, family and camping options.

Trade stand space is available at HorseFest with a ‘presentation zone’ enabling brands to promote to end-users in the retail village Celebrities signed up include eventing’s mother and daughter Mary and Emily King and Jonty Evans with his crowd-funded horse Cooley Rorkes Drift.

Jay Halim will pass on show jumping tips, with Sam Turner showcasing her gypsy cob Billy Whiz’s grand prix dressage movements.

Natural horseman Jason Webb, performance psychologist Charlie Unwin and equestrian action man Ben Atkinson are also due to appear at HorseFest.

Educational presentations will take in saddlery fitting, biomechanics and physiology of horse and rider.

After hours, there will be live music, food stalls and bars, entertainment and quizzes in keeping with the festival theme.

For children, a fairground, play area and hobby horse races are lined up.

The directors of Horsefest Ltd are Thea Roberts and Heidi Hunter-Cope.

Supplier pledges trade price freeze

NAF is holding the trade prices of its products until Spring 2021, when they will be reviewed.

Thanking retailers for supporting its brands, the company has pledged to return the favour by supporting retailers and their customers through “the uncertainty of what this winter season may bring.”

NAF is circulating a new price list, copies of which can be obtained from the sales department. It includes all new products launched over the last six months in one, easy-to-reference document.

The NAF sales team will be in touch with trade customers over the coming months.

BETA WELCOMES NEW MEMBERS

The following applications for BETA membership were approved at the trade association’s latest Council meeting.

• Safer Surfacing, Deeside. Manufacturer of recycled equestrian surfaces. Trade member.

• Just Horse Riders, Lancashire. Online retailer. Retail member.

• Brim Farm Livery, North Yorkshire. Livery yard. Equine member.

• JSC Rotational Ltd t/a Polyjumps, Worcestershire. Jump manufacturer. Trade member.

• Solway Showjumps, Cumbria. Jump manufacturer. Trade member.

6 | EQUESTRIAN TRADE NEWS JANUARY 2021

• Riseholme Feeds, Nottinghamshire. Country store. Retail member.

• Trouw Nutrition GB, Derbyshire. Premix and mineral manufacturer. Trade member.

IN BRIEF

Vets have agreed that healthy horses no longer require a referral for maintenance care by qualified therapists. The new guidance (www.rcvs.org.uk/unqualified) will be of interest to saddle fitters, many of whom work with equine therapists.

Pets at Home has boosted its online presence by acquiring veterinary telehealth provider The Vet Connection (TVC), a veterinary telephone health provider. The retailer has paid £15 million for TVC, financed by its cash reserves. TVC’s in-house team of vets undertakes 90,000 remote consultations a year.

Whisker trimming of horses competing internationally is banned from 1 July, 2021. The moves brings FEI [international horse sport] rules into line with some European nations’ existing animal welfare legislation which outlaws whisker and ear hair removal.

The Society of Master Saddlers’ (SMS) annual competition has been postponed from its usual date in February until Monday 20 September, 2021 due to the coronavirus pandemic. Saddlers’ Hall remains the venue and all the usual classes are on the schedule.

Incidents involving horses and vehicles on the roads continue to rise with 1,037 incidents reported to the British Horse Society (BHS) over the past year.

The 2021 National Equine Forum (NEF) will be online. Two special interest webinars – on native breeds and equine weight management – happen this month (January) with the main NEF in March. Find out more and book tickets at www. nationalequineforum.com/ Border Force officials seized a consignment of unauthorised veterinary medicines at East Midlands Airport. The parcel, addressed to residential premises in the UK, contained 30 AbGard, Omeprazole Oral Paste and ten sachets of AbPrazole Plus. These products, intended for use in horses, are not authorised veterinary medicines in the UK Spring Fair, the annual home and gift retail event usually held at the NEC, Birmingham in February has been cancelled. Instead, there will be an Autumn Fair on 5 – 8 September with Spring Fair returning on 6 - 10 February, 2022.

SEIB Insurance Brokers took the title of Personal Lines Broker of the Year at the British Claims Awards for the third time. The judges commended SEIB’s passion for its customer base. “Our thanks go to our brilliant team on this achievement,” said SEIB financial director Bipin Thaker.

Dressage returns to Hickstead this year with a Premier League show on 21 – 23 May. It’s a boost for the sport in the UK following the end of Dressage at Hickstead last year after 27 years.

The ‘Home of Innovation’ lab within Charles Owen’s Royal Works factory in Wrexham was officially opened last month by Olympic gold medallist Charlotte Dujardin CBE.

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EQUESTRIAN TRADE NEWS DECEMBER 2020 | 7

ETN | PRODUCT NEWS

Product News

HEAD-TURNING FOOTWEAR

Step aside boring boots… the new Elico Chalgrove is simply stunning.

Designed to deliver style and comfort on or off the yard, there’s a waterproof, moulded rubber foot-bed and water repellent calf in contrasting canvas and leather.

Rider friendly heels make the Elico Chalgrove highly versatile.

Front laces allow for adjustment to the calf fitting from narrow to wide; a rear zip makes for easy putting on and removal.

Available from Jenkinsons Equestrian, in brown and sizes 37 to 43, the RRP is £64.95.

Bored by bling?

This beautiful browband by pampeano sports a different type of diamonds.

The distinctive pampa diamond pattern is hand-stitched onto the soft leather with waxdipped saddlery threads. pampeano has Argentine inspired saddle blankets and headcollars too.

Device warns colleagues to keep their distance

The Taicer is a wearable tool which bleeps when people don’t social distance.

The device also collects data to highlight hot spots in shops or offices where colleagues or customers have been getting too close.

It has been developed by Intelligent Sport Technologies (IST).

The North Yorkshire based company’s CEO Sarfraz Mian also heads equine bit supplier Neue Schule.

The Taicer was launched in June. It’s since been augmented with data-capturing technology to give digital overviews of social distancing trends in workplaces.

It aims to help provide a safe environment for businesses staying open during the second lockdown in England – and those bringing staff back to the workplace afterwards.

Sarfraz Mian says the technology builds confidence in the corporate environment.

“It reinforces and supports the many excellent measures that employers have already taken to create safe working environments for staff,” he explained.

“Having a system in place that not only alerts individuals when there has been a social distancing breach, but also records when it took place and for how long, is of tremendous benefit for companies.

“They can then analyse the reported data and introduce measures to ensure potential risks are addressed and minimised.

“Government scientists recommend that the maximum exposure between individuals outside their family and support bubbles should be 15 minutes from a distance of two metres.

Thanks to Taicer, exposure is reduced to no more than a matter of seconds,” says Sarfraz.

“As a CEO, it allows me to sleep soundly at night knowing that my staff are safe.”

ONE FOR THE BOYS

Five Star Fertility for Stallions from NAF is added to working stallions’ diets to help maximise their fertility.

The new product has been extensively trialled for four years, with consistent results seen year on year.

NAF says working with Stallion AI Services, the leading equine fertility centre run by Tullis Matson, has been invaluable. “Their laboratory work has shown improvements across the spectrum of semen characteristics, including motility and concentration.”

Ingredients in Five Star Fertility for Stallions include an array of phytochemicals [compounds produced by plants] to support spermatogenesis [the origin and development of sperm], motility, sperm production and libido.

The product is available as a concentrated pellet to be added to feed.

8 | EQUESTRIAN TRADE NEWS JANUARY 2021

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PRODUCT NEWS | ETN

NEW FEED INSPIRED BY RESEARCH

Spillers has introduced a molasses-free fibre with added texture and flavour to indulge horses’ tastebuds and extend eating time, without growing waistlines.

SPILLERS Fibre Lite Molasses Free is a low calorie, soft chopped feed with grass nuts and garlic but no added sugar.

Used as a double handful at mealtimes, it bulks out the bucket and prolongs eating time, supporting digestive health and mental wellbeing.

Spillers is supporting retailers over the launch of SPILLERS Fibre Lite Molasses Free with a consumer promotion. For six weeks, your customers get £2.50 off per bag while flashed stocks last.

New research has shown that meals containing at least 15% of short chopped fibre or chaff can prolong feeding time by up to 50%, improving mental and physical health in the process.1 “Chopped fibre is usually consumed more slowly than many feeds,” said Clare Barfoot RNutr, marketing and research and development director at Spillers.

“This new study shows how the addition of chopped fibre can significantly decrease the rate of intake of that meal. Longer, slower eating periods have considerable health and welfare benefits, especially for horses that do not have free access to forage.

“So it makes absolute sense for your customers always to add an appropriate double handful of chaff at mealtimes.”

New SPILLERS Fibre Lite Molasses Free is suitable for every horse or pony. The low calorie fibre blend with short chopped alfalfa and straw is also low in starch to support digestive health and minimise any risk of excitability. It can be fed with a compound feed or balancer.

New SPILLERS Fibre Lite Molasses Free joins SPILLERS AlfalfaPro Fibre, a high oil alfalfa blend for optimum condition and digestive support, plus SPILLERS Conditioning Fibre designed to build condition and shine from within.

SPILLERS Fibre Lite Molasses Free will be available to order from the 11 January 2021.

1Factors Affecting the Rate and Measurement of Feed Intake for a Cereal-Based Meal in Horses Tara E. Campbell, Hunter Doughty, Patricia A. Harris, Melody A. de Laat, Martin N. Sillence

Riding after dark

Arena2 from off-grid lighting specialist Solar Technology International lights up riding arenas, car parks and stable yards.

Thanks to its white LEDs and inbuilt solar-charged battery pack, Arena2 is 50% brighter than this supplier’s original Arena Light.

It can illuminate up to 300 square metres, with just six lights needed for a 40m x 20m arena.

Arena2 has a remote-control option, and can be set to be triggered by movement, making it ideal for security or walkways. It retails at £219 or £1,099 for six.

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EQUESTRIAN TRADE NEWS JANUARY 2021 | 9

ETN | PRODUCT NEWS

SmartLick is the nofrills feed block from the Horslyx Stable.

The high quality, economy block keeps more pennies in your customers’ pockets for other purchases, say the suppliers.

The vanilla flavoured, poured block is manufactured using a different method from Horslyx. The result is an affordable product for all equines.

SmartLick contains a blend of essential vitamins and minerals to help maintain ideal condition, while a yeast-based prebiotic supports beneficial intestinal bacteria. Antioxidants and biotin are included for all-round health.

SmartLick is manufactured in accordance with the BETA NOPS code and therefore monitored for the presence of specified Naturally Occurring Prohibited Substances (NOPS) as required under the rules of racing and other affiliated competitions.

It’s available in 12.5kg tubs (SRP £19.99). Each tub should last a 500kg horse approximately 50 days at recommended daily intakes of 250g per day. The cost per day is 40p.

SmartLick point of sale material and remote training packages are available from your account manager.

RACING APPROVES UK MADE FACE COVERINGS

A scarf-cum-face covering, made in the UK by Yaris Racing, has been approved by The British Horseracing Authority (BHA).

Face coverings are mandatory for all attendees at UK race meetings under coronavirus restrictions that allow the sport to continue.

Yaris Racing already makes jockeys’ facemasks. Now the Cumbria based company is producing the snoods with input from the BHA and Professional Jockeys’ Association.

As well as covering the nose and mouth, the over-the-head snoods are warm and comfortable for winter wearing.

Jockeys are permitted to pull down their face coverings immediately before and during a race. A snood design quickly converts to a scarf.

Yaris snoods, currently only available in black, can be customised with logos. The manufacturer says it’s working on different designs for non-racing, leisure/competition riders.

Tom Marquand is pictured.

Photo: Nigel Kirby Photography

Keeping pennies in pockets

No chill freshen-up

In cold weather, Lavender No-Rinse Wash from Nettex removes sweat, dirt and grease without chilling the horse.

Diluted in warm water and sponged on, it soothes, freshens and calms. Excess water can be removed with a scraper, and the horse left to relax in a wicking rug.

Lavender No-Rinse Wash combines lavender oil with conditioners and moisturisers. It won’t strip the coat of its natural oils, and may help soothe minor knocks, grazes and bruising.

The RRP is £9.57 for 500ml. Nettex products are available to the trade through Trilanco.

BRIGHT NEW GROOMING PRODUCTS

Pommel is a new collection of natural, British made grooming products. The brand aims to support the health of horses and their owners.

Creator Georgina Fletcher was inspired by concerns about her horse Frankie and her search for kind products to help him.

Pommel comprises three shampoos, a mane and tail conditioner, and a hoof wax.

‘What The Muck?’ is its flagship shampoo, made with lavender and peppermint for a refreshing yet mild aroma.

Easy Does It is a scentless shampoo for sensitive skin types. It contains a soothing blend of chamomile and aloe vera, alongside moisturising olive oil.

Clear Round is an after-exercise wash with bergamot and basil.

Pommel’s mane and tail conditioner is called Velvet. It’s made with aloe vera, sweet orange and spearmint.

Leg Up, described as Pommel’s 21st century hoof oil, is a balm made with hemp, shea, lavender and tea tree oil.

Georgina says her products care for human skin during grooming and washing, as well as horses’ coats. “We also wanted a brand that’s vibrant and showcases British humour,” she added.

10 | EQUESTRIAN TRADE NEWS JANUARY 2021

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PRODUCT NEWS | ETN

BEST EVER EARLY BIRD

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20 years

tried and trusted EQUESTRIAN TRADE NEWS DECEMBER 2020 | 11

ETN | PEOPLE

People ISLA BOXALL-LOOMES

Isla Boxall-Loomes has joined NAF as advertising, social and PR manager. She worked closely with the team as part of her previous role at British Showjumping.

Prior to this, Isla worked at Dodson & Horrell. She graduated from Harper Adams University with a bioveterinary science degree.

Isla says she’s proud to be working for NAF and is looking forward to applying her knowledge to a brand that has equine health at the forefront of its philosophy.

Isla is a regular rider and owns a horse

STEPH WRIGHT

Steph Wright has joined Dengie as area sales manager for the north of England.

An equine science graduate from Bishop Burton College, Steph spent six years with Armstrong Richardson Wholesale as a buyer and account manager for retail stores and professional end users.

She owns Max, a Welsh section D cross, and his companion, Hetty the Shetland.

Steph has competed in showing, dressage and riding club; she enjoys eventing, hunting, hacking and having fun with the horses.

She also has two cocker spaniels, Fergus and Percy, and plays netball for a local team.

CAREER INSPIRATION

Dates of University Centre Askham Bryan Open Events...

13 January 2021 19 June 2021 2 July 2021 Learn more at: askham-bryan.ac.uk

KRISTY HODGSON

Kristy Hodgson, from postal worm count company Westgate Labs, won the Outstanding Customer Service Award at the National SQP Awards. The annual accolades highlight the UK’s best registered animal medicines advisors (SQPs/RAMAs).

Kristy was recognised for promoting best practice parasite control to horse owners, helping to keep horses healthy and slowing the development of drug resistance.

REECE GOLDSMITH

An Oxfordshire livery yard owner has become the first to qualify as an SQP via Vetpol’s digital course and exams. Reece Goldsmith also runs a postal worm count service called PostAPoo. SQPs are legally able to prescribe and supply certain animal medicines such as equine wormers. Vetpol was established over a decade ago as a networking business for the veterinary sector and became a regulator of SQPs in January 2020.

SOPHIE CONWAY

Equestrian sports network Horse & Country (H&C) has appointed Sophie Conway to the newly created role of advertising and sponsorship sales director.

Sophie’s previous jobs include sales manager on British Horse magazine, working for British Dressage magazine and in marketing for distributor Zebra Products.

Sophie is hoping to event her ex-racehorse. She has taken part in charity races and occasionally rides out for National Hunt trainer Zoe Davison.

RUTH SPENCER

Saddle fitter Ruth Spencer is acting as technical saddle expert to Shaws Equestrian, the new representative for Erreplus Saddlery in the UK and Ireland.

A qualified, registered Society of Master Saddlers (SMS) fitter, Ruth runs her own Leicestershire based business, RS Saddles.

Based in Valdagno, in north-eastern Italy, Erreplus Saddlery is owned and managed by Roberto Rasia. Shaws Equestrian’s Monty StuartMonteith said: “Ruth’s knowledge of and commitment to Erreplus Saddles will be invaluable.”

12 | EQUESTRIAN TRADE NEWS JANUARY 2021

OBITUARY: ALASTAIR SUTHERLAND

Alastair Sutherland, for many years a lecturer on Society of Master Saddlers (SMS) saddle fitting courses, has died after a short illness.

Alastair has wide ranging experience across the equestrian world, as a coach, advisor, consultant and presenter. He was a coach for Horse Sport Ireland and contributed to British Equestrian Federation coaching initiatives.

Alastair was a British Horse Society Instructor (BHSI) and Honorary Fellow of the SMS. He taught on SMS saddle fitting courses from the very first one, 25 years ago, when he was lecturing at Warwick College.

“We owe him a debt of gratitude for his guidance and sharing of his expertise,” said a SMS spokesman.

Saddle fitting course leaders Mark Fisher and Kay Hastilow said of Alastair: “He was always ready to guide, help and encourage us as lecturers and both of us benefited from his words of wisdom in how to convey our knowledge to candidates. He was always fun to be around but could also sympathise with those who needed support.”

Ian Hastilow, SMS course co-ordinator, knew Alastair for almost 40 years. “Working with him was always a pleasure, his personality and dry sense of humour will be missed. A great horseman, a great teacher and a great friend.”

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BETA INTERNATIONAL 2021 | ETN

“A breath of fresh air”

BETA International 2021 has new dates (9 – 11 September) and a new venue – NAEC Stoneleigh. ETN checks in with show organiser Claire Thomas.

EMC Business Back-Up is a service that supports companies with an extra pair of hands as and when they need it. Already we’ve been helping out with other organisations’ retail, marketing and database work – and we’re available for more projects.

HOW MANY COMPANIES HAVE BOOKED FOR BETA INTERNATIONAL 2021 SO FAR? BETA International’s move to Stoneleigh has been greeted with great enthusiasm.

WHAT’S SO GOOD ABOUT BETA INTERNATIONAL’S NEW HOME?

This is the first time we’ve changed venue in 25 years, so it’s all to play for.

We considered several venues before deciding on Stoneleigh.

We chose it because it’s central, has good transport links and nearby hotels. And we like the way it combines modern exhibition facilities with green open space.

Reduced rates for exhibitors is the most obvious ‘good thing’ about Stoneleigh. The move gives us the chance to try new things too.

The show is in September this year because it was postponed from January due to coronavirus. The unexpected bonus is that outdoor activity is possible. And if exhibitors and visitors wish to stay on site, there are electric hook-ups for caravans and live-in horseboxes.

There’s so much scope… After Covid, we’re all desperate to meet up again. BETA International 2021 will be a breath of fresh air.

WHY IS THE SHOW RUNNING ON A THURSDAY, FRIDAY, SATURDAY?

The equestrian calendar is busy in September, so our first priority was to avoid clashing with the likes of Burghley or Blenheim.

In all honesty, we were open-minded about dates. However, the combination of weekdays plus a Saturday should work for most people and their businesses.

I think it will make a refreshing change. Why not try something different?

ARE YOU OPEN FOR STAND BOOKINGS?

Absolutely! Speak to Darren Mottershead (darrenm@beta-int.com tel +44 (0)1937 582111 or me, Claire Thomas (clairet@beta-int.com tel +44 (0)1937 582111).

The same team of people will be organising BETA International 2021.

An important date to remember is the early booking deadline – 28th May, 2021. Exhibitors enjoy preferential rates if they sign up before then, and of course that includes those already booked in.

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CAN YOU REVEAL ANY BIG NAMES THAT HAVE BOOKED STANDS?

Yes, there are lots. Neue Schule, HKM, Saddlery Brands International, Schockemöhle Sports, Shires Equestrian, TopSpec Equine, Mountain Horse, NAF, Gallop Equestrian, Woof Wear, Weatherbeeta…

I always feel excited to see new names with innovative ideas coming to the show too.

HOW WILL THE SHOW WORK FOR VISITING BUYERS? BETA International 2021 will be free admission on pre-registration and free parking. Registration will be opening soon at www.betaint.com We’re using our usual hotel booking agency, and the BETA members’ subsidy remains in place. If you have questions, contact Jackie Woolley on jackiew@beta-int.com tel +44 (0) 1937 582111.

WHAT SORT OF FEEDBACK HAVE YOU HAD ABOUT BETA INTERNATIONAL MOVING TO STONELEIGH?

Amazingly positive. The move has been welcomed with great enthusiasm; everybody seems ready for a change.

Stoneleigh has a proven track record and is familiar to many of our exhibitors and visitors. Yet there’s so much potential there…

Personally, I’m looking forward to the indoor/outdoor possibilities of the venue, longer daylight hours and better weather for travelling.

WHEN IS THE SHOW PREVIEW IN ETN?

ETN is the show’s official media partner. The exclusive BETA International show preview, complete with exhibitors’ list and floorplan, will appear in the September issue of ETN. Every exhibitor is invited to be involved.

ANYTHING ELSE UP YOUR SLEEVE FOR BETA INTERNATIONAL 2021?

I can promise one hell of an after-show party on the first night! It’ll be free – and everyone’s invited…

WHAT HAS THE ORGANISING TEAM BEEN DOING DURING COVID?

We’ve been preparing the show. In my case, that includes speaking personally to every exhibitor.

In the rare ‘down time’ we have had due to the show’s laterthan-usual dates, we launched EMC Business Back-Up. EMC is us, the show organisers. We’re part of the BETA Group and the trade association’s commercial arm.

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Show organiser Claire Thomas with The Princess Royal at BETA International 2020.

EQUESTRIAN TRADE NEWS JANUARY 2021 | 13

ETN | BENCH SADDLER OF THE MONTH

Celebrating the best bench saddlers...

This ETN award, presented in conjunction with the Society of Master Saddlers (SMS), recognises those who uphold the highest standards of leather craft skills. metalwork or art at school. Indeed, it was only when he began training as a saddler that his passion for craftsmanship emerged.

Sam has an equestrian background. “My father [Stephen Belasco] was, and still is, a farrier in the New Forest,” he explains.

“From the age of four, I loved going with him visiting people’s yards and being around their horses.”

Sam was also fascinated when watching his father compete in farriery competitions.

“He is my inspiration for constantly wanting to improve and strive for perfection in everything I make,” he says.

DRUM HORSE KIT Sam, with his lurcher Beau, has his workshop in Hyde Park Barracks.

THIS MONTH’S WINNER IS… STAFF CORPORAL SAMUEL BELASCO

NOMINATED BY: Frances Roche, who says: “As the Master Saddler at the Household Cavalry, Sam Belasco is highly skilled. He also makes beautiful bespoke riding bridles and dog collars.

“Sam has a great eye for design and is a perfectionist. He has won several prizes at the SMS Annual National Saddlery Competition, and in recent years has become a judge.

“As a member of the SMS Executive Committee and Bridle Fitting subcommittee, Sam was involved with developing the SMS Bridle fitting course, and the new City & Guilds Bridle Fitting Qualification. He was also one of the first group of eight to achieve this qualification.”

ALSO NOMINATED BY: Michael Darley, who adds: “Sam loves everything to do with saddlery and has an amazing collection of historical tools and books.”

ABOUT Sam Unusually for a bench saddler, Sam wasn’t a creative child and didn’t shine in woodwork,

14 | EQUESTRIAN TRADE NEWS JANUARY 2021

Sam enlisted in the Army at 18 straight from school. He became a saddler after serving three years in the Household Cavalry Mounted Regiment followed by an apprenticeship in the regimental saddlers’ shop.

Today, his workshop is in Hyde Park Barracks, Knightsbridge, SW7 - just over the road from Harrods.

An item he’s especially proud of making is the Life Guard drum horse kit.

“It’s a one-off, bespoke pattern to my regiment and is used on major parades in front of royalty from all over the world. It’s an immense privilege to be involved.”

Among the most unusual items Sam has created is an equine boot used when training horses to lie down for his regiment’s ceremonial display team, the famous Musical Ride.

“The best thing about my trade is making beautiful products for beautiful animals,” he says, leather collars for running dogs being a particular favourite.

Sam acknowledges that the saddlery industry is constantly evolving, adding that it needs to do so to remain current in an ever-changing world.

“As a relatively small industry, we’re a good group of focussed people who are consistently embracing new methods and techniques to improve quality and comfort for horse and rider, while maintaining the best workmanship, values and traditions of the past.”

• To nominate a bench saddler who deserves to feature in ETN, email editor@ equestriantradenews.com. Nominees must be SMS members.

COLLECTING SADDLERY CATALOGUES

“I’m fortunate that my hobby is my job,” he says. “I’m extremely passionate about the trade and have a vast collection of old British saddlery catalogues, publications, tools and machines.”

Two small children keep Sam busy, he’s a Southampton FC supporter, and enjoys attending country shows to compete his lurcher Beau in simulated coursing, racing and showing.

Sam was inspired to become a saddler while serving with the Household Cavalry Mounted Regiment

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BENCH SADDLER OF THE MONTH | ETN

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EQUESTRIAN TRADE NEWS XXXX 2020 | 15

ETN | FIBRE FEEDING

Why fibre’s good for you…

Stocking chaff is a win-win situation for merchants, customers and their horses.

MOLASSES FREE FIBRES

Molasses free options are important to keep in stock for those who are worried about any extra sugar content that molasses provides.

A low calorie, molasses free fibre is ideal to feed alongside the recommended amount of compound feed or balancer, to extend eating time with minimal calories added to the waistline.

Some have added texture and flavour too, such as the inclusion of garlic and grass pellets, which add interest and palatability for fusspots, in the absence of molasses.

Customers with laminitis-prone horses or ponies looking for an unmolassed short chopped fibre that can be fed as a partial or total hay replacer will be attracted to the benefits of products that contain less than 10% starch and a full range of vitamins and minerals to provide a balanced diet. Some fibres in this range may also contain biotin to support hoof health.

LOW CALORIE FIBRES

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ith the latest research confirming the benefits of including a double handful of chaff at mealtimes, stocking a good range of short chopped fibres is a win-win for everyone, says Clare Barfoot RNutr, marketing and research and development director at SPILLERS. It offers good pull through for retailers, better health for horses and increased reassurance for owners.

As a foraging species, horses have evolved to eat small amounts of fibre-based feeds virtually continuously, grazing for up to 70% of each 24-hour period. For horses confined to small paddocks or stables, the rapid intake of high cereal, low roughage meals can predispose them to metabolic, gastrointestinal and behavioural disorders.

Roughage is usually consumed more slowly than prepared feeds, so the addition of chopped fibre can significantly decrease the rate of intake of that meal.

The new research has shown that meals containing at least 15% of short chopped fibre or chaff can prolong feeding time by up to 50%. Longer, slower eating periods improve mental and physical health in the process, especially for horses that do not have free access to forage.1 By stocking a broad range of short chopped fibres or chaffs you will be able to cater for the requirements of most of your customers, from those with horses who simply need a low-calorie double handful to bulk out the bucket to those who need to build condition, those who are at risk of laminitis or those prone to gastric ulcers.

For customers who are unsure about the type of fibre they need, it can be useful to learn a little bit more about their horse or pony’s requirements and then run through the range of fibre options and the various benefits.

16 | EQUESTRIAN TRADE NEWS JANUARY 2021

A low calorie, low sugar fibre with vitamins and minerals is a good recommendation for owners who need to manage their horse’s calorie intake safely while ensuring that they are receiving vitamin and mineral support.

Usually, these blends can be fed as a partial or total hay replacer, with the advantage that, unlike hay, haylage or grass, the nutritional content is known and the ration can be managed precisely. Looking for bags carrying The Laminitis Trust stamp of approval is the easiest way to identify safe products within this category.

CONDITIONING FIBRES

At the other end of the spectrum are the short chop fibres to help condition and weight gain. These are the double handfuls that make the calories in a bucket feed work harder.

For fibres that help to deliver on the weight gain front, your customers need to look for those that are high in oil, to help build condition and coat shine. Often these will also contain vitamins and minerals for extra nutrition support.

FIBRES FOR GASTRIC ULCER SUPPORT

Some products contain chopped alfalfa to extend eating and chewing time, encouraging saliva production and increasing the horse’s ability to buffer damaging stomach acid. A high oil content delivers slow-release energy for optimum condition and performance.

At the top end of the conditioning category, your customers should look for products containing a full range of vitamins and minerals including vitamin E for immune support and muscle health, high-quality protein to support muscle development and performance.

Those with horses prone to gastric ulcers should seek the added reassurance of products that carry the BETA Equine Gastric Ulceration Syndrome (EGUS) Certification Mark.

Reference 1. Factors Affecting the Rate and Measurement of Feed Intake for a Cereal-Based Meal in Horses Tara E. Campbell, Hunter Doughty, Patricia A. Harris, Melody A. de Laat, Martin N. Sillence WWW.EQUESTRIANTRADENEWS.COM

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EQUESTRIAN TRADE NEWS XXXX 2020 | 17

ETN | FEEDING HAY

The best way to feed hay Preliminary research into slow feeders provides practical insight for day-to-day management.

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low feeders are increasingly used in routine horse husbandry to provide a set amount of forage while also extending consumption time.

While the use of these products gains popularity, there is a lack of research on their impact on consumption time, physiology and behaviour of the horse.

A study by Maria Yabsley, supervised by Briony Witherow, undertaken as part of an undergraduate degree at Writtle University College, sought to investigate some of these questions.

WHAT DID THE STUDY LOOK AT?

The study aimed to assess the impact of different forage presentations on a horse’s well-being, from both a physiological and behavioural perspective, examining consumption time, muscle activity and feeding behaviour.

It also aimed to explore how these products perform, and to compare them with each other, and with feeding hay from the floor.

The four presentations were a standard 5cm mesh haynet (SNET), a small holed 2.5cm mesh hay net (SHNET/TRICKLE NET ORIGINAL), a hay ball (HBALL with 7.5cm holes) and the floor (FLOOR).

Muscle activity in the back (M. Longissimus Dorsi et lumborum) and neck (M. Splenius) was measured, in addition to overall consumption time, rate and feeding behaviour.

STUDY DESIGN

The crossover design study lasted four consecutive weeks. A total of ten horses were randomly divided into groups and assigned to a forage presentation which rotated every seven days.

Consumption time was assessed on the first and seventh day of each treatment and horses were recorded by a camera for 25 minutes on the seventh day of each treatment for behaviour assessments.

18 | EQUESTRIAN TRADE NEWS JANUARY 2021

On the last day, functional real-time recordings of muscle activity were collected using a non-invasive method called acoustic myography (AMG) while horses fed from each product. AMG data was collected simultaneously from both sides of the muscles, with a CURO device and sensors.

Floor presentation and grazing positions were used as a reference point for baseline muscle activity measurements.

KEY FINDINGS

Consumption time and rate The study indicates that using slow feeders such as a TRICKLE NET ORIGINAL or HBALL can increase consumption time and modulate consumption rate in habituated horses after seven days when compared to feeding from a SNET or from the FLOOR. Consumption time on day 7 was seen to increase in all presentations compared to feeding hay from the FLOOR, except the SNET presentation where consumption time decreased by an average of 10.7%.

Use of a TRICKLE NET ORIGINAL showed an average increase of 66.4% and HBALL 4% compared to feeding hay on the FLOOR. Average hourly consumption rate was significantly decreased (ie. it took longer for horses to consume) when using the TRICKLE NET ORIGINAL compared with feeding from the FLOOR and SNET. The use of a TRICKLE NET ORIGINAL reduced average hourly consumption rate by an average of 0.36kg and 0.35kg compared to feeding from the FLOOR and a standard haynet (SNET) respectively.

Muscle activity The TRICKLE NET ORIGINAL presentation most closely resembled the muscle activation seen in horses when grazing naturally. In the long term, this may serve to reduce the risk of accumulated muscle tension. But further study is needed to investigate what levels of muscle activity, and over what

time period, problematic tension is seen.

None of the forage presentations appeared to facilitate symmetric muscle activity in the neck. The findings suggest that a fixed feeding position in the stable provides potential for uneven distribution of activity between the left and right sides.

Behaviour Unsurprisingly, the incidence of frustration behaviours was seen to increase with total consumption time, and therefore the perceived difficulty of the slow feeder. TRICKLE NET ORIGINAL showed the greatest incidence of frustration behaviour, but the finding was not significant.

Frustration behaviour and reduced feeding motivation was observed in some participants but necessitates further study. The link between forage presentation and how full the net/ ball is (“fill”) in particular, needing investigation.

Figure 1: Day 7 average consumption rate per hour across forage presentations

CONCLUSIONS

This study represents a first step toward determining the physiological and psychological impact of forage presentations on the horse, as well as their effectiveness for prolonging consumption time.

The challenge was to determine the ‘best fit’ for both perspectives. However, in the current study, this was not feasible, most WWW.EQUESTRIANTRADENEWS.COM

FEEDING HAY | ETN seeming to fit somewhere along a spectrum between fulfilling one but not both ideals with variation between individuals.

For example, a forage presentation that prolongs consumption and mimics natural grazing may appear to be the ‘best-fit’ for the physiological impact on a horse, but be the poorest option from a behavioural perspective. Equally, a forage presentation that allows the horse to consume forage freely without any frustration may not be the ‘best-fit’ from a physiological standpoint; it may result in a horse being able to consume forage too quickly.

A NUTRITIONIST’S VIEW: PRACTICAL APPLICATION AND TAKE-HOME POINTS Are slow feeders effective?

Slow feeders can be used effectively to enrich a horse’s environment and prolong chewing time. Put in practical (albeit crude) terms, when extrapolated, the findings of this study indicate that on average use of a TRICKLE NET ORIGINAL may help to extend eating time of a 5kg hay ration by an additional 3 hours 36 minutes, and use of a HBALL an additional 1 hour 12 minutes, compared to feeding from the FLOOR. Individual differences in the effectiveness of slow feeders were observed. This may be impacted by feeding behaviour and motivation, along with physical factors such as overall size (and therefore muzzle size) in relation to the mesh/hole size. This is likely to have an impact on both consumption time and rate as well as the incidence of negative behaviours. This illustrates the importance of choosing the right slow feeder for an individual horse.

Choosing and introducing a slow feeder The findings suggest there is a level of individuality in terms of whether a slow feeder ‘suits’ a particular horse; some forage presentations may be suitable for some horses but not for others.

The level of feed motivation and general nature/behaviour of the horse may indicate what type (and level of difficulty) of slow feeder is required and likely to be most successful.

When introducing slow feeders, supervise initial use and appreciate that there is likely to be some adaptation as the horse habituates (familiarises) and perhaps again when used regularly over time. Overall consumption time may be dramatically extended at first, but lessen over time. The provision of multiple forage presentations for the habituation period (that can last up to a month) may be beneficial for the horse.

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Observation and management Keep an eye on feeding behaviour over time. Frustration or negative behaviours could be attributed to a mismatch in the level of difficulty/challenge the slow feeder presents, inadequate habituation, and other management factors along with the ‘fill’ level of the net/ball.

While it is expected that laterality (left or right side dominance) in horses may contribute to an imbalance or asymmetry in muscle activity, a fixed feeding position in a stable appears to provide further potential for uneven distribution of activity between the left and right sides and, perhaps, long-term muscle asymmetry. It is possible that this may be moderated with careful management, for example tying nets in various places and positions around a stable and using a range of forage presentations.

Further research Key areas for further research include consumption time and rate during long term use of slow feeders; whether varying the type of slow feeder used with an individual horse will help to reduce the effects of learnt behaviour and subsequently increased consumption time and rate; research using a larger sample population to substantiate findings, the impact of forage presentation on behaviour among different breeds of horses along with whether the difficulty of feeder can be effectively moderated based on ‘fill’.

Further research would help to enable better recommendations of the effective use of forage presentation for our horses.

ABOUT THE AUTHORS

The authors of the study are keen to hear from you if you are interested in helping to further our knowledge into slow feeders and facilitating research which lends practical application to equine feeding.

Briony Witherow BSc MSc RNutr. PGCERT FHEA is a graduate of Aberystwyth University and the Royal Agricultural College.

The early part of her career was spent in the commercial sector, as senior nutritionist at a major feed company. Briony went on to achieve registered nutritionist status with the Association for Nutrition (AfN) and started her own equine nutrition consultancy, Practical Equine Nutrition.

Based in Cambridge, she now works as an equine nutritionist through her private consultancy and lectures in Equine and Animal Science at Writtle University College. Briony’s particular interests include feeding for performance, breeding and to manage clinical issues along with grassland management. Briony has a PRE gelding which she rides and competes, and a Welsh section A which she drives.

To contact Briony Witherow, email briony@practicalequinenutrition.co.uk tel 07908 984034.

BEST PRACTICE?

Based on the information available, the recommendation is to use multiple forage presentations plus a small amount of forage offered on the floor to reduce the risk of musculoskeletal and behavioural issues, while also moderating the rate of consumption.

THANK YOU

The authors would like to thank Writtle University College for use of their facilities, the horse owners for their generous help, and Trickle Net and Parallax for providing the feeders. The study was undertaken independently of the product manufacturers and not in return for payment. The findings are due for publication and peer review, with further research into the effects of net placement and fill level to be undertaken in the near future.

Maria Yabsley BSc (Hons) graduated in Performance and Business Management.

With a passion for nutrition and biomechanics, Maria is also a qualified equine body worker.

She researched forage presentations and their impact on equine behaviour and muscle activity as a part of her dissertation. It is the first study in its field and may lead to a better understanding of how horses are managed. A love of horses and desire to work with them prompted Maria to move from Moscow to Essex.

EQUESTRIAN TRADE NEWS JANUARY 2021 | 19

ETN | FEEDING HAY

From bale to horse

There’s more to the humble haynet than meets the eye.

TIME FOR GOOD DIGESTION

Nutritionists agree that eating slowly enhances digestion and helps control overall calorie intake.

For all those equines who eat too quickly and/or too much, the catchily named Elico Little Piggy haynets are here to help.

Available exclusively from Jenkinsons Equestrian, the nets also make great boredom busters for stabled horses. Coupled with an Elico Decahedron stable toy, they can provide many hours of edible entertainment.

Good quality and made to last, Elico Little Piggy haynets have a 30mm (1.1”) mesh size.

They come in two lengths; 90cm in pink with black hanging cord or 110cm in black with pink hanging cord.

the forage source. Grass consumed directly from pasture has a higher water content before it has been dried and baled into hay, therefore proportionally more grass must be consumed to make up the equivalent in dry hay to reach 2% of a horse’s bodyweight per day.

For an average 500kg horse, 2% of their bodyweight per day is 10kg, which is usually equivalent to the amount that two large haynets would hold.

Once we know that the required amount of hay is being consumed each day, we can start to focus on hay types, feeding methods and preparation.

All hay isn’t created equal. In the UK, ryegrass hay and meadow grass hay are two common types; but the sugar content, protein levels and overall energy of different types of hay can vary.

Testing services are available to cross check the nutrients that hay contributes to a horse’s daily diet. Dodson & Horrell has an onsite laboratory that can offer nutrient, mineral and hygiene testing. Nutritional advisors and vets are contactable through our Nutritional Helpline to offer advice to your customers on how to incorporate tested hay into total equine diets.

Body condition is an important consideration when determining how best to provide a horse’s daily hay. For example, good-doers can sometimes benefit from use of a double haynet system to slow down consumption.

Soaking for several hours may also be beneficial for overconditioned or overweight horses. From a hygiene perspective, rinsing and steaming hay has been shown to be more beneficial than soaking.

And finally, it is important to ensure that horses spend some time throughout the day foraging from the ground, to promote ongoing respiratory health.

Dodson & Horrell has a range of forages that can contribute to horses’ daily requirements. Various energy contents, grass blends, super fibres, herbs and supplements are included in the different recipes, making the range broad-reaching and able to offer solutions for all types of horses.

HOW TO FEED HAY…

Forage is the largest and most important component in the equine diet, says Dr Courtney Miller BS BVetMed MRCVS, Dodson & Horrell head of nutrition.

Horses’ large intestines have evolved to enlarge and house a microbial population to assist in the breakdown and digestion of forages and grasses.

In order to keep that hindgut environment healthy and fully functional, horses need at least 2% of their bodyweight in dry weight of forage per day.

Dry weight is mentioned because of the water content of 20 | EQUESTRIAN TRADE NEWS JANUARY 2021

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FEEDING HAY | ETN PORTION CONTROL

Haynets make it easy to weigh forage; which is another good reason to stock them.

Horses are trickle feeders, designed to graze for up to 18 hours a day, making a near constant supply of forage best for their digestive health. However, management of the equine diet is essential to avoid obesity and associated health problems.

HorseHage bagged forage is notable for its reliable, clean and consistent qualities. There are four varieties to choose from too, depending on each horse’s workload and condition.

Before being baled in double-skinned bags, HorseHage is compressed down to half its size. So when the bale is opened – there’s much more in there than you realise, as shown in the picture. All the more reason to weigh portions…

One way to do this is to fill a haynet and hook it onto a hanging scale. These retail from as little as £6 – and might be a useful item to stock.

NET BENEFITS

When it comes to haynets, offering your customers a choice of hole-sizes, lengths and colours can greatly enhance sales of this traditional item, says Claire Hayward of Perry Equestrian.

“There are some people who prefer to feed from the floor but that in itself can bring all sorts of problems,” adds Claire. “Stabled horses can be injured or entangled by sharp-edged or poorly designed feeding equipment taking up their foot space.

“And parasite infestation can be increased if they have to pick hay out of soiled bedding.”

The Perry Equestrian range of everyday hay and haylage nets is made from strong polypropylene. With a ring at the bottom for easy refill, they come in a choice of mesh sizes.

“Hay is traditionally fed in larger holed haynets. One of our most popular is 40” long with 2.7” square holes,” explains Claire.

For 2021, Perry Equestrian has expanded its range which includes the Drip Feed Easy Tie Hay/Haylage Net. This exclusive product has an additional tie-through ring attached to the ring at the bottom of the net to prolong its life.

With a 1” mesh, this is also the brand’s smallest hole net; it comes in 30” and 40” lengths.

For greedy good-doers, Perry’s Square Bottom Slow Feeder hay/haylage net is a good choice. In fully recyclable polypropylene, with no metal rings, these come with a 1.3” hole size in 30”, 40” or 50” lengths and a choice of colours.

NICE AND EASY

The Easy-Net net from BEHSA has an elasticated bungee rope with a ring at one end and a clip at the other.

The rope’s weight holds the net open for fast, easy filling. And when it’s clipped in position, the net can be carried like a shoulder bag leaving hands free to push a barrow or carry buckets.

The clip and rope system negates the need for tying and knots when the net is hung. And as the net empties, the bungee draws it back up out of harm’s way.

Easy-Net has UK and EU Patents. It comes in 36”, 40” and 46” lengths in black, red/black and blue/black with 1.5” mesh holes.

WWW.EQUESTRIANTRADENEWS.COM

EQUESTRIAN TRADE NEWS JANUARY 2021 | 21

ETN | ETN REPORTING

TURNING BACK THE PAGES…

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

TEN YEARS AGO...

In January 2016, ETN reported:

In January 2011, ETN reported:

l Horse&Hound moved out of London, to Farnborough, for the first time in its 131-year history. The weekly title first appeared in 1884, published from offices in The Strand. l BETA International moved from its traditional dates in February to three days in January. l Melissa Newman became the new brand manager at NAF. The FIVE dressage enthusiast had YEARS previously groomed AGO... for a professional show jumper and managed an equestrian centre in America. l Battles took on exclusive distributorship of the Barrier Animal Healthcare range. Joules opened its 100th store in Dublin; and Wellington boots brand Hunter opened retail outlets in Tokyo, New York and Hong Kong.

l It was a hard winter. Allen & Page organised an emergency feed delivery when its sponsored riders Pippa and William Funnell got stranded in the snow during their Funnell Factor lecture/ demo tour. Staff at Airowear’s Northumberland HQ were snowed in at work. And ETN saluted delivery drivers who’d battled through the white stuff to keep stores stocked. l Tayberry was acquired by the KSJ Group. The country clothing and footwear brand owner had gone into administration. KSJ, manufacturer for high street chains River Island and Bonmarche, had been Tayberry’s biggest supplier. l Weatherbeeta was supporting shop based retailers with a new campaign. Double page spread advertisements in the main equestrian consumer magazines offered for discounts across its brands – and included stockists’ store addresses, but not websites. l Easibed’s owner, recycling company Hadfields, installed a £1 million baling machine at its Manchester headquarters. The aim was to increase production of its bedding for horses, poultry and cattle.

In January 2001, ETN reported:

In January 1991, ETN reported:

20 YEARS AGO...

l New animal feedstuffs legislation, driven by public concern for food safety, made illegal the use of beef gelatine in premixes.

Strict new guidelines surrounded using words such as ‘organic’ and ‘GM free’. BETA was lobbying for manufacturers to retain the use of the term ‘non-heating’ and to declare DE (digestible energy) on products. l Reffond Group was set to become “among the strongest equestrian distributors in Europe”. The Irish owned company, owner of Slumberdown duvets, acquired Portsmouth based wholesaler World Beater. Then it bought the Northumberland rug manufacturer FAL Equestrian from founders Nick and Jean Hodgkiss. l Four robberies in 18 months forced Cambridgeshire retailer Sandy’s Saddlery to move from within the Scampers store at Soham near Ely to new premises in Mildenhall. l Dengie’s sales manager Michael Bacon came to the rescue when a would-be thief tried to make off with a charity collecting box. Our hero had been enjoying a drink in a hotel bar when he spotted the light-fingered villain hide the box under his jacket. “Stand still” bellowed ex-Horse Guard Michael in his best parade ground voice. The petrified perpetrator stopped in his tracks – and was apprehended.

22 | EQUESTRIAN TRADE NEWS JANUARY 2021

30 YEARS AGO...

l Blenheim Exhibitions Group acquired Equitana for £5.2 million. As part of the deal, former owner Wolf Krober was to continue running the show under contract. Mr Krober had established Equitana, held every other year in Essen, Germany, in 1972. l Paul Ziff, the recently retired chairman of Stylo Matchmakers, formed a new company called Finest Brands International (FBI). He had purchased 76% of Cardiff based riding hat maker Champion Manufacturing (Safety Headwear) with a minority share being retained by company founder John Ayres. FBI was also to distribute the French clothing and footwear label, Aigle. l Production of ETN was upgraded to a computerised desktop publishing system. The new era was heralded with a fresh masthead, better pictures and faster turnaround for up-todate news. l Many trade exhibitors at the first (and last) British Horse and Rider Show at Glasgow Exhibition Centre told ETN they had lost money. Jenny Weddell of Clothes Horse also had £50 petty cash stolen.

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By Appointment to Her Majesty The Queen Manufacturer of Horse Bedding Bedmax Limited, Northumberland

T H E

By Appointment to HRH The Prince of Wales Manufacturer of Horse Bedding Bedmax Limited, Northumberland

B E S T

O F

B R I T I S H

W NE ..

R. TE IN W

NEW this WINTER...

is th

More products and support for you and your customers

We’re producing record amounts of BEDMAX and LITTLEMAX shavings for your customers this winter.

That also means we’re producing record levels of eco-friendly HOTMAX fuel logs, made from the dust we extract from our shavings, and now available in a sustainable paper sack.

Please call us to find out more or to talk to your Regional BEDMAX Sales Manager.

Or visit our Retailer Portal to order PoS materials, online staff training and to check your listing.

01668 213467 bedmaxshavings.com/retailers

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EQUESTRIAN TRADE NEWS XXXX 2020 | 23

ETN | WILD BIRD FEED

Feeding our feathered friends Henry Bell & Co trading director Simon Parker answers retailers’ questions on the wild bird feed sector.

IS THERE A FIGURE FOR NATIONAL SPEND ON WILD BIRD FOOD?

The UK’s fascination with this activity has seen consumer spend on an upward trend, with the Pet Food Manufacturers’ Association (PFMA) estimating the wild bird feed market’s value at £235 million – a 6% increase on 2018, which in turn was 5% up on the previous year.

A PFMA survey of 2,000 UK households conducted in early 2020 showed that 41% of people who have outdoor space at home feed wild birds and revealed that they do this for the pleasure of seeing them while doing their bit to support local wildlife.

This really reflects what we have seen at Henry Bell, as the Covid pandemic has led many consumers to reconnect with nature.

There’s been an influx of city dwellers moving to the countryside, with gardens transformed into an extra room in the household.

Money is being spent on creating attractive and comfortable environments to enjoy spending time in, and we can see from increased sales of our feeding stations and feeders – as well as the feed itself – that attracting and caring for wild birds is an important part of this change.

Wild bird feed is clearly a profitable sector offering equestrian and country retailers an exciting opportunity to grow their business with diversified stock and increased revenue and footfall.

IF A RETAILER INTERESTED IN SELLING WILD BIRD FEED, WHAT SHOULD THEY STOCK?

Start by choosing a selection of different feeds and feeders to cater for a variety of birds throughout the year – as well as a range of price points. Fat balls, suet treats and peanuts are perennial favourites and real powerhouses of energy and nutrition. A superior seed mix is perfect for keeping many garden visitors happy and healthy – and it can be fed from feeders, bird tables or the ground.

Sunflower seeds, with their high oil and protein levels, and mealworms are also feeding favourites. For garden-proud customers concerned about seeds sprouting in the lawn or flowerbeds, a no-grow mix is ideal.

A basic and luxury range of feeding stations, nest boxes and ready-filled feeders offer customers a great way to enhance their wild bird experience at a price that best suits their budget.

CAN RETAILERS BUY BIRD FEED FROM YOU IN BULK AND DECANT IT INTO SMALLER BAGS TO SELL IN-STORE?

Although products in the Henry Bell Wild Bird Care Collection cannot be bought in this way, we do have some feed ranges that can be ordered in bulk for this very purpose. We are also able to produce own brands for retailers. Please get in touch with the sales team at Henry Bell.

DOES HENRY BELL USE RECYCLABLE AND/ OR REUSABLE PRODUCT PACKAGING? The material used across our feed range packaging is polythene singlesource polymer laminate. It’s easy to recycle because it can be re-granulated back into its original form. It’s estimated that more than 15 million packs of bird food, largely from unrecyclable materials, are sold in the UK every year.

At Henry Bell, we wanted to develop a design that was both eye-catching and mindful of the environment.

WHAT’S THE ORIGIN OF THE NUTS AND SEEDS USED IN YOUR FEEDS?

Henry Bell has been making wild bird mixes for more than 20 years from ingredients of the highest quality. As many as possible are sourced from UK farms, and we scour the world for those not available here. Nyger seeds, for example, come from India and peanuts are grown around the world in places such as North and South America.

All raw materials arrive at our modern mill in Grantham, Lincolnshire, where they are sampled and tested in our on-site laboratory. Only those meeting the exacting standards set by our quality control team are accepted. Ingredients that pass this process are then cleaned and graded, ready for manufacture, in our state-of-the-art blending and packing plant.

WHEN IS THE MOST IMPORTANT TIME OF YEAR TO FEED BIRDS?

Although winter is a really important time to put out feed for our feathered friends, it’s a good idea to feed them throughout the 24 | EQUESTRIAN TRADE NEWS JANUARY 2021

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WILD BIRD FEED | ETN year. This ensures that birds survive any food shortages and helps them find regular supplies in all conditions.

In autumn and winter, food and water should be made available each day. Opt for high-energy feeds such as our Superior Seed Mix, peanuts, fat balls and suet-based feeds.

Birds need high-protein feeds during the spring and summer months. Sunflower hearts and mealworms are perfect. If peanuts are given, always make sure they are put out in mesh feeders so that no chunks of nut can be broken off, as they pose a choking threat to young chicks.

CUSTOMERS ARE ALWAYS ASKING HOW THEY CAN PREVENT SQUIRRELS FROM STEALING FOOD FROM BIRD TABLES. WHAT DO YOU ADVISE? Squirrels in the garden can be a problem for many people, so our collection includes a range of squirrel-proof feeders with a decorative cage to help keep unwanted visitors at bay. Wherever possible, they should be sited away from trees to prevent squirrels jumping directly onto the feeder.

WHAT’S THE BEST WAY OF ATTRACTING GOLDFINCHES?

These vibrant birds, with their excitable chatter, red face mask and eye-catching yellow and black wing flashes are a joy to behold in the garden. Their beaks, which are specifically designed to work small seeds out of teasles and thistle heads, are ideally suited to Nyger seeds – a highly nutritious protein powerpack rich in oils and high in protein to help with the regeneration of feathers. Pop some of these in a feeder to encourage a visit from these lovely birds, which were once kept as pets by the Victorians.

• For further information on the Henry Bell Wild Bird Care Collection tel 01476 565761 or email enquiries@henrybell.co.uk.

MANUFACTURER OF THE BEST QUALITY POULTRY PRODUCTS FOR 55 YEARS

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For more information call Agrihealth on 028 3831 4570 or email info@agrihealth.co.uk Distributed by Agrihealth.

EQUESTRIAN TRADE NEWS XXXX 2020 | 25

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ETN | PETS AND WILD BIRDS

New year, new ideas

Make 2021 the year to profit from diversifying… Here are some ideas if you’re eyeing a piece of the pet market.

DOGS-AND-HORSES LIKE TOAST-ANDMARMALADE Look around any stable yard, horsebox park or cross-country course walk, and it’s clear to see that most horsey people love dogs – and own lots of them.

In many ways, the canine market mirrors the equestrian one. Think food, supplements and bedding, grooming and the doggy equivalent of saddlery – collars, leads and harnesses, plus coats (doggy rugs).

Impulse buys, such as dog treats and novelty toys, always go down well. And everyone who has a dog needs a spare lead or help with fitting a harness, something of a canine must-have these days.

Can’t be bothered?

OK, so what if it’s all too much hard work to start researching pet products? And what about the potential risk of stocking the wrong lines?

An easy way to get it right is to book a visit to BETA International at Stoneleigh on 9 – 11 September. Here you’ll find a host of pet products that dovetail nicely with equestrian and country ranges.

Buyers and potential exhibitors can find out more at www.betaint.com or tel BETA International on 01937 582111.

UK seeing a ‘baby boom’ in pet ownership

Ever since the coronavirus pandemic kept more people at home, pet ownership has soared. Puppy prices have gone through the roof.

And as the patter of tiny paws resounds around the UK, all those new acquisitions need feeding and caring for.

Unsurprisingly then, retailer Pets at Home reported pre-tax profits up by 14% to £38.9m for the six months to 8 October. Takings across the chain’s 451 stores grew by 5.1% to £574.4m.

Such a strong performance has prompted Pets at Home bosses to describe the UK as experiencing a ‘baby boom’ in new pet ownership.

Being deemed an essential business, therefore able to stay open during the Spring lockdown, helped maintain in-store sales. But Pets at Home’s e-commerce growth was also buoyant, being up by 65.8% year on year.

Much like horse owners, pet owners clearly continue spending money on their dogs and cats even in a financial downturn.

As Pets at Home’s chief executive Peter Pritchard remarked: "In spite of the ongoing and wide-ranging impact of Covid-19, there is much to be optimistic about.”

26 | EQUESTRIAN TRADE NEWS JANUARY 2021

The synergy continues

Proof of horses and dogs working well together can be found in NAF’s sister brand – Natural VetCare.

Developed with equal understanding of the respective species’ needs, the result is a product range that equestrian consumers trust for their dogs.

• Natural VetCare Ageility is a premium veterinary strength senior supplement providing support for older dogs. Its unique blend of ingredients effectively supports stiff joints and maintains a healthy heart and an alert mind. Ageility is suitable for all older dogs who want to stay active and feel good. RRPs are from £9.99 for 75g.

• Natural VetCare Dog’Skin is more than a blend of oils.

Dog'Skin offers all round premium nutritional support for skin health. Soothing itchy or sensitive skin, helping with skin repair and balancing the immune system, RRPs are from £9.99 for 75g.

• Natural VetCare Mobility is a veterinary strength joint supplement for dogs with stiff joints or those with an active lifestyle. It provides 360-degree joint care for active or working dogs. Recommended for dogs with stiff joints who want to feel good and stay active, RRPs are from £9.99 for 75g.

PREMIUM DOG FOOD IS VAT FREE VetSpec Super Premium Working Dog Food, Adult Formula is VAT free.

It’s made with 44% chicken with added rice, vegetables and herbs.

The formula features a Veterinary Specification Healthy Dog Adult supplement which includes biotin, and associated nutrients to improve dogs’ coats and promote a supple skin.

Prebiotics help to maintain a healthy gut in dogs with sensitive stomachs. There’s a joint supplement too.

If your customers are seeking a wheat gluten free diet, VetSpec Working Dog, Adult Formula Chicken & Rice fits the bill.

WWW.EQUESTRIANTRADENEWS.COM

XXXXXX | ETN

Top of PECKING the ORDER CONTACT US FOR A FREE BROCHURE

Henry Bell & Co’s

WILD BIRD CARE COLLECTION Quality feeds and wild bird accessories l Speciality

feed blends

l High-quality

suets and fats

l Stylish

feeders and feeding stations

l Nest

boxes

l Shelving

available

& PoS

henrybell.co.uk Tel: 01476 565761 Email: enquiries@henrybell.co.uk

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EQUESTRIAN TRADE NEWS XXXX 2020 | 27

ETN | PETS AND WILD BIRDS

CRUFTS POSTPONED Concern mounts over The world’s most famous dog show has been postponed due to the coronavirus pandemic. Crufts 2021, which was due to take place in March, will now run from 15 to 18 July at the NEC Birmingham.

Canine care from familiar name

Equine Products UK stocks sister company TRMPet’s products.

The nutritional supplements and care products for cats and dogs are manufactured by TRMPet in County Kildare, Eire.

The product range includes Fresh Pet Spray, as demonstrated by this trio of brand advocates enjoying a lazy afternoon.

The spray powder leaves dog and cat coats smelling clean and fresh with a floral fragrance. It’s perfect for pets who love to lounge on sofas and beds…

TRMPet also has Multivit Complex, an everyday vitamin and trace mineral supplement for dogs in an easy-to-dispense pump bottle. And StridePlus supplement to support dogs’ healthy joints and connective tissue. There’s a cat version too.

Chaminol Shampoo has a gentle, moisturising formula for a healthy and shiny coat in dogs and cats.

Meanwhile The Grooming Comb, which removes dogs’ dead hair and helps thin out a fluffy, thick coat, also works well on moulting horses and for thinning manes.

unauthorised CBD pet products

Companies selling pet products containing cannabidiol (CBD) could be breaking the law, a Government enforcement agency has warned.

“New sellers continue to be brought to our attention on a regular basis,” said a spokesman for the Veterinary Medicines Directorate (VMD) which has received 36 complaints.

“Products containing CBD are veterinary medicines and should be regulated as such,” added the spokesman.

CBD products for use in animals require a marketing authorisation (MA) before they can be sold or supplied in the UK. Currently there are no products containing CBD which hold a UK Veterinary MA. Therefore, the use of CBD in animals can only be legal via a vet’s prescription.

VMD says it will continue to take action to remove any noncompliant products from the UK market.

DATES FOR YOUR DIARY

DATES FOR YOUR DIARY Sweet dreams for dogs This sumptuous Happy Landings dog bed is helping many more dogs than the one lucky enough to sleep on it.

Supplier Danish Designs is donating a generous 10% of every unit’s selling price to the Happy Landings Animal Shelter. The Shepton Mallet based charity rehabilitates and rehomes 300 animals annually.

With a black waterproof face and soft Sherpa fleece reverse, the bed is made from recycled fibres. It comes in medium or large deep duvet styles.

DATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIARY

DATES FOR YOUR DIARY DOGS AT WORK ETN highlights more hard-working hounds gainfully employed in the equestrian trade.

It wasn’t just a lockdown fad

People who acquired chickens in lockdown are now hooked on their feathered friends and fresh eggs.

Between March and August, chicken ownership rose to 1.42 million UK households, according to ChickenGuard, maker of automatic coop doors.

And of all those new to poultry keeping, 80% had a long-held ambition to own chickens as pets and for a supply of fresh eggs.

Among domestic chicken owners, just under half have between two and five birds, a third have six to nine, and 22% have more than ten chickens.

Ben Braithwaite, founder of ChickenGuard, said he wanted to discover people’s motivation for keeping chickens.

“It’s not surprising to see that a high percentage wanted to make use of the eggs,” he said. “During lockdown, panic buying led to a real concern that food would be in short supply, so we must take that into account.

“What is delightful is seeing how many want to keep chickens as pets; they are wonderful creatures.”

28 | EQUESTRIAN TRADE NEWS JANUARY 2021

PIP

DATES FOR YOUR DIARY

This handsome six-month-old flatcoated retriever puppy is learning the ropes at recruitment specialist Equine Careers’ HQ. Pip has big paws to follow, being the son of director Emma Dyer’s other dog, Jim. Maybe he’s also recruiting more dogs (as well as humans) for key roles in equestrian administration, sales and marketing?

DATES FOR YOUR DIARY DATES FOR YOUR DIARY

WILLOW

DATES FOR YOUR DIARY

This beautiful four-year-old Hungarian Vizsla belongs to Nick Mackley, international account manager for Horslyx.

Willow has been an ever-present and welcome companion while Nick has been working from home. She also adores ‘speaking’ to customers on the video link, throwing in the odd bark when the postman comes to the door.

Willow is very conscientious about Nick following good working practices; namely taking occasional breaks to throw a ball in the garden for some fun and fresh air.

Once Nick is back on the road, as the Covid situation eases, Willow will be his travelling companion when visiting UK customers • 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

DATES FOR YOUR DIARY DATES FOR YOUR DIARY

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DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA DA

XXXXXX | ETN

ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ER B M ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR TE P ATES FOR YOUR DIARY DATES FOR SE YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR ATES FOR YOUR DIARY DATES FOR YOUR DIARY DATES FOR YOUR DIAR FOR • YOUR DIARY DATES FOR YOUR ATES9 FOR DIARY DATES - 11YOUR September 2021 NAEC Stoneleigh, UKDIAR

9

1 1 9 r e b m e t p Se 1 2 0 2

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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Sponsor EQUESTRIAN TRADE NEWS Main XXXX 2020 | 29

ETN | HOOF CARE

‘Tis the season for lost shoes, stone bruises and abscesses Caring for hooves in wet weather brings its own set of challenges, says Absorbine’s European marketing manager Rachael Holdsworth.

C

onsistency is key when it comes to hoof health. But thanks to the UK weather throwing anything and everything at us, at any time of year, it’s extremely difficult to maintain consistent conditions.

Every season brings a new set of challenges, be it dry hooves that crack, or soft hooves that are susceptible to stone bruises.

The hoof wall is designed to prevent excessive evaporation or absorption of moisture. But when the wall is compromised, through diet, genetics or conditions, the hoof wall becomes vulnerable to drying or becoming too soft, resulting in flaking or further damage.

Changing conditions put hooves at risk, and it is the process of drying out, then saturation, then drying out again that causes the hoof wall to expand and contract and ultimately to crack or break, just as it does with our finger nails.

Horses’ hooves are particularly affected by wet ground conditions underfoot. Softened hoof horn becomes vulnerable and prone to fungal infections and abscesses, with smelly hooves becoming a regular challenge to horse owners.

MOISTURE BALANCE

The key to year-round hoof care to maintain a correct moisture balance in the hoof so that the hoof, frog and sole remain in good, healthy condition and able to withstand the challenges of the wet weather.

Absorbine’s Hooflex range includes several products that are invaluable for wet weather hoof care because they help maintain that crucial moisture balance.

The use of Absorbine Hooflex Original Liquid Conditioner creates a breathable barrier to help maintain the proper moisture balance necessary to keep hooves healthy in exceptionally wet and very dry conditions.

The formula, created from nine targeted ingredients, encourages healthy hoof growth and is particularly beneficial when used around the coronet bands during times of prolonged wet weather.

Normally, the hoof wall grows about 1cm per month. New layers of hoof wall are produced continuously from just below the coronet, where the skin meets the hoof wall. Hooflex Original Liquid Conditioner helps to maintain good quality new hoof growth from the coronet bands.

GOING BAREFOOT

Removing horses’ shoes and going barefoot has become increasingly popular over recent years.

30 | EQUESTRIAN TRADE NEWS JANUARY 2021

There can be benefits to hoof health, but it is important to consider management realities and athletic requirements before going down this route.

Horses and ponies with native blood may be more able to cope with work and no shoes. Indeed, there are many examples of ponies happily hunting all season, never having had shoes in their lives, but thoroughbreds and warmbloods are less likely to be able to cope without shoes especially if they are required to work over rough ground or do a reasonable amount of roadwork.

However, for those that do go barefoot, hoof care remains a priority. Regular farrier visits to trim and maintain foot balance are essential, and the same hoof care regimes need to be observed. It could even be said that maintaining consistent moisture balance is even more important, as the hoof has no protection from a shoe.

Hooflex All Natural Dressing and Conditioner from Absorbine is ideal for horses and ponies that live barefoot, providing all-natural hoof care using herbal ingredients such as tea tree oil, arnica, comfrey and avocado oil. The formula supports naturally healthy hooves, helping to maintain the hoof’s natural moisture balance, and also enhances the natural hoof colour without artificial chemicals or dyes.

Both Hooflex conditioning products come in 444ml bottles with an applicator brush, making the products convenient and easy to apply.

BACTERIAL INFECTION

The wet weather also provides perfect conditions for bacteria and fungi to proliferate in the horse’s frog and sole. This can develop into a painful bacterial infection of the frog, resulting in a foul smelling, dark, soft material in the area around the frog.

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HOOF CARE | ETN Another threat is the frog being consistently packed with manure, mud or moist bedding combined with a lack of basic hoof care such as picking out or brushing.

Neglecting these tasks can have serious consequences, such as infection of the sensitive laminae and digital cushion, leading to lameness.

Absorbine’s Hooflex Frog & Sole Care has been developed to clean the hoof and eliminate odours caused by bacteria and fungi. The liquid formula penetrates the frog and sole tissue and does not sting or stain the hoof. A squeeze applicator helps reach deep into the frog.

BRUISING

Soft hoof horn is vulnerable to injury or damage. Sole bruising is usually caused by direct injury from stones, uneven ground or other trauma. Poor shoeing, especially in horses with flat feet, can increase the risk.

Bruising may or may not cause associated lameness, depending on the severity. There may be a reddened area of the sole, and heat in the hoof. Bruises can become infected and turn into abscesses.

poulticing to draw out the pus. Once the infection is gone, the hoof should be kept clean while it heals and hardens.

Absorbine Hooflex Magic Cushion hoof packing provides advanced levels of hoof care, particularly in wet and challenging conditions. Thermographic tests show that the all-natural formula starts working to reduce heat in hooves in just one hour and the cleaning and cushioning properties help to keep soles in good condition, even under pads.

When hacking or hunting, horses often have to use stony or rough tracks that could result in a bruised sole or abscess, particularly to rain softened hooves. Magic Cushion hoof packing can be used to cool, clean and cushion the sole after such work.

Careful management with Absorbine’s Hooflex hoof care products ensures that hooves are given the best chance possible to be healthy in wet and challenging conditions.

• Absorbine hoof care products are widely available from equestrian wholesalers.

ABSCESSES

These infections of the soft portion of the hoof often start with a puncture or injury. An abscess can be very painful causing severe lameness; the onset can be quick and alarming.

An abscess usually requires a farrier or vet to relieve the pressure; he or she may advise

Challenging Conditions demand premium hoof care Hooflex® provides complete horse hoof care that’s been recommended by farriers and trusted by horse owners for more than 70 years. Ÿ

Ÿ

Ÿ

Ÿ

Hoof conditioners to support strength and flexibility Hoof packing to cool and cushion, with or without pads Hoof dressing to help maintain moisture balance Frog and Sole care to help eliminate odour

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

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EQUESTRIAN TRADE NEWS JANUARY 2021 | 31

ETN | HOOF CARE

Step on it!

It’s no good waiting until something goes wrong with horses’ hooves. Keeping them on the road is all about regular care with appropriate products, just like these…

COMPREHENSIVE CARE

Farrilin hoof conditioner from Thomas Pettifer & Co is made to a traditional formula to nourish, moisturise and strengthen the hoof.

Regular use of Farrilin provides allround hoof care, ensuring maintenance of a healthy horn and helping to protect against brittleness.

With neatsfoot and pine oils, it’s best applied three times a week to healthy hooves. In very dry weather, four to five times a week is suggested.

For damaged hooves, Farrilin can be used daily for eight days, then three times a week.

The British made product has an RRP of £9.99.

PREPARE TO POULTICE!

Abscesses are common in winter because wet conditions underfoot soften horses’ feet, making it easy for foreign objects or dirt to penetrate the hoof.

Once the vet or farrier has located the abscess and drained the pus, a poultice will be needed to draw and clear any remaining infection.

As a retailer, you may be asked: “How do I apply a poultice?”

A good starting point is to sell the customer some self-adhesive bandages and Animalintex. The multi-layered, absorbent poultice from Robinson Animal Healthcare is the only product of its type licensed to treat abscesses.

Initially, Animalintex should be applied as a hot poultice.

Place it in a sterile container, such as a shallow tray, with the plastic side facing up. Pour boiled water, cooled to around 38 degrees centigrade, into the tray around the edges of the Animalintex.

Once the poultice is saturated, remove the water and gently squeeze out any excess. The poultice should be damp, rather than wet, and bandaged onto the infected area with the plastic on the outside.

Animalintex contains an antiseptic to clean and prevent reinfection. It also uses Tragacanth, a poulticing agent which, when it reacts with water, draws out any infection and creates a clean area for the wound to heal.

Poultices should be changed at least every 24 hours. Customers should be advised to contact their vet with any lameness concerns.

32 | EQUESTRIAN TRADE NEWS JANUARY 2021

TAKE YOUR PICK

Don’t forget to stock up on that most essential item for good hoof care – the humble hoof pick.

They now come in many colours, shapes and sizes; some with padded handles, others with a comfy gel covering. There are also versions that combine a brush with a hoof pick; plus folding pocket-sized models.

Make a bit of a feature of hoof picks in store, and offer them online as an add-on sale.

You might also benefit from investigating branded hoof picks as customer giveaways or competition prizes. It’s probably the most-used item on any yard – or at least it should be, so having your name and logo on every handy hoof pick is great advertising.

ALL-WEATHER PROTECTION

PROFEET Farrier Solution & Dressing from NAF have been formulated with farriers.

The range comprises an easy to apply dressing, which works whatever the weather, and a drip-free solution packaged with a natural brush for convenience and cleanliness.

PROFEET products penetrate deep into the horn to help prevent premature cracking and drying, while protecting the hoof capsule from the outside in.

In winter, they help defend the hoof from waterborne threats. Importantly, they give the farrier hooves to work with all year round.

FIND A FARRIER

Be a friend to your customers and keep a list of local farriers and their contact details in store.

It’s so handy for anyone who’s just moved to the area, or who is perhaps staying or competing locally with their horse which has just lost a shoe.

Only registered farriers can legally shoe horses. They are also best qualified to trim and balance the feet of unshod animals. You can find a full list of farriers at www.farrier-reg.gov.uk WWW.EQUESTRIANTRADENEWS.COM

HOOF CARE | ETN

Feeding better hooves Correct nutrition is key to the growth and maintenance of strong hooves. Here are some products to suggest to your customers…

TARGETED NUTRITION

PROFEET supplements from NAF not only provide nutrients directly to support hoof health, they also offer nutritional support that helps target healthy liver function – something that’s fundamental to healthy hoof growth.

Biotin is combined with a rich sulphur complex of methionine, cysteine and MSM, minerals including calcium and zinc, and a broad spectrum of amino acids and essential fatty acids.

Developed by veterinary scientists and leading farriers, PROFEET offers concentrated, fast acting, nutritional support for quality hoof growth. The range is available as liquid, powder or pellets.

LAMINITIS: A YEAR-ROUND WORRY

EquiGlo Quick Soak 10 Minute Beet is an ideal source of fibre for horses and ponies prone to, or at risk from, laminitis.

The convenient, safe feed from Henry Bell & Co is made from British-grown, non-GM unmolassed beet flakes and is low in sugar and starch.

EquiGlo Quick Soak 10 Minute Beet provides non-heating, steady energy. It should be soaked for ten minutes before feeding or five minutes in hot water.

DAMAGE LIMITATION

Low in starch and sugar yet balanced with vitamins and minerals, Dodson & Horrell’s Safe & Sound is a good choice for horses and ponies prone to laminitis.

It offers antioxidants to support protection against free radical damage, as well as biotin for hoof support plus zinc and methionine. MSM supports the musculoskeletal system. And its fibre content encourages chewing and saliva production.

FOR FABULOUS FEET

Fibre-Beet from British Horse Feeds contains Speedi-Beet and alfalfa with added biotin to promote healthy hooves.

Formulated to release energy slowly, its low starch and sugar content means it’s suitable for horses and ponies prone to laminitis as part of a balanced diet.

Fibre-Beet is ready to feed after 45 minutes’ soaking in cold water, or 15 minutes in warm water.

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HOOF SUPPORT PACKAGE

Three Spillers products stand out for customers seeking extra hoof support.

SPILLERS Original Multi Balancer supplements winter diets with everyday nutrients, plus digestive, immune and hoof support.

It contains 15mg of biotin per 500g serving, the amount proven to support hoof health. It’s rich in amino acids and high in antioxidants.

Probiotic live yeast and prebiotic MOS support digestive health.

SPILLERS Happy Hoof is a low calorie, short-chop forage ideal for those prone to laminitis. With vitamins and minerals, plus biotin for hoof condition, it’s approved by The Laminitis Trust.

For those concerned about molasses, SPILLERS Happy Hoof Molasses Free is a low calorie fibre blend with garlic and oil, and no added sugar. It contains biotin and is approved by The Laminitis Trust.

BE KIND TO HOOVES

After a mild autumn, customers may be concerned about their laminitis prone horses and ponies.

So how about suggesting the HoofKind Diet for peace of mind? This involves feeding High Fibre or Timothy HorseHage alongside Mollichaff HoofKind Complete.

Made from oat straw, dried alfalfa and fibre pellets, Mollichaff HoofKind Complete is supplemented with vitamins and minerals, topped with a light dressing of soya oil and has added biotin.

AS PROVED BY SCIENCE

TopSpec Healthy Hoof is designed to improve hoof quality over a period of nine to 12 months.

It contains the level of biotin scientifically proven to improve hoof quality (15mg/500kg horse/day), plus methionine, zinc, copper, iodine, calcium and vitamin A – all of which improve the effect of biotin alone.

Horses and ponies with brittle or crumbly hooves need to stay on TopSpec Healthy Hoof permanently. The caramel flavoured additive can be fed with any combination of feeds or supplements.

ESSENTIALS FOR HEALTHY HOOVES

Dodson & Horrell Hoof Support is a pelleted supplement suitable for horses and ponies with poor quality hooves.

It can be used for temporary or recurrent hoof problems or fed on a permanent basis.

Hoof Support contains biotin, zinc and methionine which are essential for healthy, strong hoof formation. Rapeseed oil provides essential fatty acids, while mint and basil add palatability and herbal support.

EQUESTRIAN TRADE NEWS JANUARY 2021 | 33

ETN | BETTER BUSINESS

Margin vs markup How you price your goods is key to making a decent living, says Adam Bernstein.

A

perfect pricing policy is not one which results in the most sales or the highest rate of conversion from enquiry to sale.

Instead, it’s the one which earns the highest possible level of profits from existing capacity or goods.

And since many businesses still price either to get the job or make a sale rather than to make it financially worthwhile, the difference is crucial.

In fact, a cutthroat pricing policy can make earning a decent living almost impossible.

KEY DIFFERENCES

So, what is the difference between the two terms? While they are similar, they are not interchangeable.

• Margin is the cost of sales less the actual cost of goods sold.

• Markup is the extra cost placed on the cost of a product to create the selling price.

It doesn’t take a rocket scientist to know that pricing goods through misuse of either of these methods can be financially catastrophic through lost sales and profit.

Poor pricing might alter a business’s market share; give rivals a pricing advantage; or lead to overtrading where a business cannot cope with the volume because its prices are so keen.

These examples illustrate how margin and markup differ: Margin - the difference between the cost of what’s being sold and its sale price. So, if a product sells for £1,000 but costs £800 to buy in, the margin is £200 or 20% (margin divided by sale price multiplied by 100).

Markup - the amount added to the cost price of the item. So, adding a £200 markup to an £800 cost price item yields a selling price of £1,000, or a markup of 25% (markup divided by the product cost multiplied by 100).

So, to earn a given margin, the seller has to markup cost by a percentage that is higher than the margin. Why? Because markup is based on the item’s original cost.

34 | EQUESTRIAN TRADE NEWS JANUARY 2021

Demand for staple goods tends to be highly elastic. Yet sometimes, the higher the price, the more demand there is.

IT’S ALL IN THE CALCULATIONS

It’s easy to see where an employee could get into trouble calculating prices if there is confusion about margins and markups.

If you want to derive a certain margin (say 20% on an item sold for £1,000), you need to markup a product cost by a percentage greater than the amount of the margin (in this case, a markup of 25% of £800 - £200 - to sell at £1,000).

In time, using markup is more likely to lead to price changes than a margin-based price, because the buy-in price of the item sold will more than likely vary.

At the risk of over-doing the maths, to earn a 10% margin, goods must be marked up by 11.1%. For a 20% margin, the markup percentage is 25%. A 30% margin requires a markup of 42.86%, a 40% margin needs a markup of 66.67%, and a 50% margin necessitates a markup of 100%.

To work out other markup percentages,

calculate by dividing margin by the cost of goods.

So, if an item costs £33 and a margin of £17 is needed, the calculation would be £17 (the margin) divided by £33 (item cost) multiplied by 100, giving a markup of 51.52%. Now multiply £33 by a markup of 51.52% and the required margin of £17 will deliver the target price of £50.

To make things easier, there’s a great online calculator at https://www. omnicalculator.com/finance/margin. (There are plenty of other associated calculators on that site too).

If others in the business are involved with price setting, it might be worthwhile checking on their understanding of the two terms and the processes they employ when pricing.

Take a sample set of products and cross reference it against sales information; take action if necessary.

Tell staff about the differences between WWW.EQUESTRIANTRADENEWS.COM

BETTER BUSINESS | ETN margin and markup and the impact that getting this right can have on profitability and, ultimately, their jobs.

ONE MORE THING…

There’s another concept of which those setting prices should be aware - price elasticity of demand. This describes the relationship between the level of demand for a product and its price.

In general, a higher price should mean fewer sales. If a small price change has a big impact on sales volume, then demand is said to be very ‘elastic’.

Conversely, a product which does not

react much to a change in price is said to have ‘inelastic’ demand.

Demand for staple goods – food, fuel and so on - tends to be highly elastic.

However, luxury items are highly inelastic in their response to price fluctuations. In between is a range of elasticity.

Firms selling unique or highly in-demand products can, to an extent, charge what they want as buyers will pay almost any price. On top of that are products which have negative price elasticity of demand.

Here, the higher the price, the more an item is demanded. Supercars are a good example.

Price elasticity of demand

Elastic Demand

Sales Volume

Sales Volume Inelastic Demand

Unit Price

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Unit Price

KEEP AN EYE ON PRICE

While understanding the differences between margin and markup, it’s also worth having an eye on price elasticity of demand.

There’s no point getting the pricing ‘right’ if no one wants, or can afford, to buy what’s on offer.

About the author: Adam Bernstein is a business writer with 25 years’ experience.

“If a small price change has a big impact on sales volume, then demand is said to be very ‘elastic’.”

EQUESTRIAN TRADE NEWS SEPTEMBER 2020 | 35

ETN | INSURANCE

Safeguarding the new normal Has Covid changed businesses’ insurance needs? ETN asks the experts at SEIB.

Q. Following the coronavirus outbreak, there was a high-profile court case involving claims for business interruption. Please can you explain more about this and how it affects businesses and their future insurance needs?

A. In June 2020, the Financial Conduct Authority (FCA), who are the regulatory body for insurers, commenced court proceedings to seek clarity about the application of certain business interruption policy wordings to losses resulting from the Covid-19 pandemic.

On 15 September, the High Court issued a judgment on these proceedings. The full statement is at www.fca.org.uk/firms/ business-interruption-insurance on the FCA's website; along with a summary of the proceedings to date.

In summary, the High Court held that there could be cover for some of the estimated 370,000 affected firms in certain circumstances. Each customer's claim is different and the outcome of each claim will depend upon the customer's policy, the type of business they operate and their individual circumstances.

The FCA and a group of insurers have now been granted permission to appeal to the Supreme Court.

In the meantime, UK insurers have moved quickly to tighten terms and explicitly exclude business interruption claims caused by a coronavirus outbreak or indeed any kind of pandemic. If you’ve recently renewed your business insurance policy or taken out a new one, then such an exclusion will now apply.

In a bid to make the economy more resilient to future pandemics, the UK insurance industry has recently submitted a proposal for a government-backed reinsurer to be set up, specifically to cover business interruption losses caused by similar outbreaks.

Q. As a retailer, does the Covid-19 pandemic mean I need additional insurance cover? For example, do I need extended public liability cover if my area falls into a higher restrictions tier or if there is another lockdown?

A. No, you don’t need additional insurance cover as a result of the pandemic, but we would strongly recommend contacting your broker to review the current insurance protection in place for your business. For example, as a result of the pandemic, you may now be carrying reduced levels of stock, have employees working from home, or have a property that is currently unoccupied.

Q. I’m booking trade stands at several shows during 2021, and keeping my fingers crossed they go ahead. Is it possible for me to insure against potential cancellations? For instance, if I order in extra stock for a show, only for it to be called off.

A. No, as things currently stand this is not an eventuality that you can arrange insurance for.

Q. I’m a saddle fitter and retailer. When a customer buys an expensive saddle, they often ask advice about insuring it. How can I work with SEIB to mutual benefit?

A. You can suggest to your customers that often the best options for insuring their saddle and tack are under cover extensions to either their home policy or a policy covering their horse(s) unless they are a running an equestrian business, where it may be best to place the insurance on the yard/business policy.

SEIB occasionally take on what is known as introducers. SEIB are responsible for overseeing the complex FCA regulations surrounding such arrangements and would be happy to consider your business if you get in touch. You would not be qualified to sell the insurance, but could possibly introduce your clients to SEIB for a commission. This arrangement is always subject to terms and conditions, an agreed value for commission and the potential amount of business that could be introduced.

Q. As we begin 2021, what should be every business’s New Year’s insurance resolution?

A. Always use an equestrian specialist insurance broker to find you the best deals available. Not only will they take time properly to understand your business and match the policy cover to your needs, but they are there to help with any claims saving you the hassle and worry through what could be a difficult and frustrating period. Finally, read the policy wording so you understand the cover you have and ask questions if you don’t.

• For more business insurance advice, tel SEIB on 01708 850000, email enquiries@seib.co.uk or visit www.seib.co.uk

“The UK insurance industry has proposed a governmentbacked reinsurer be set up, specifically to cover business interruption losses caused by pandemics.”

36 | EQUESTRIAN TRADE NEWS JANUARY 2021

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INSURANCE | ETN

Keeping a weather eye It never rains but it pours… following the floods of 2019/20 and last year’s coronavirus disruption, can your business withstand a storm this winter?

Shearwater Insurance helps you wade through the confusing world of commercial insurance.

A

verage annual economic losses of £11 billion due to weather extremes were reported between 2010 and 2017 by member countries across the European Economic Area

(EEA) While in the UK in 2019, the average claim for flooding to business properties was £70,000.

BUSINESS INTERRUPTION

Commercial buildings, and their contents, are likely to take the brunt of bad weather; however, there is a little ray of sunshine in the form of business interruption insurance.

“Business interruption insurance will provide cover for loss of business income due to insurable perils such as fire, storms and floods,” says John Dumbleton, Shearwater’s senior commercial manager.

“We would usually include this as a separate section to a business insurance or commercial property policy.

“For retailers, we’re able to make it even easier and have created a retailer package that provides buildings, stock, business interruption, public, products and employer’s liability and goods in transit cover, all wrapped up in one policy.”

STOCK INSURANCE

Insurance for stock itself can be easily overlooked; but should your stock suffer water damage, it may offer an extra layer of support.

Businesses should take care to understand the difference between covered perils and what may be classed as accidental damage, and therefore look to ensure they have the appropriate cover.

Damage to stock due to flooding would be classed as a covered peril, whereas water damage due to someone leaving a door open and water entering the premises would be classed as accidental damage and would therefore require a separate insurance offering.

“We’d typically include accidental damage insurance as standard on all of our commercial and stock insurance policies,” adds John.

“As brokers, we’re able to access a wide range of policies and bring them together to offer businesses a truly 360-degree level of cover.”

HOW CAN YOU MITIGATE THE RISK?

With rising claims’ values, underwriters are looking to tighten their belts. With this in mind, these tips help give your claim the best chance of being accepted - and minimise the risks to your business operations: • Units and containers used to store stock are more likely to be affected by water damage to the roof, given their flat nature.

Most policies require flat roofs to have regular maintenance and evidence of being checked at least once every two years.

• Damage to stock by vermin may be classed as a case of poor maintenance. Storage units should be as vermin proof as possible and pest control contracts are recommended.

• Keep gutters and drains clear. Having drainage as a means of risk mitigation is not enough. If they can’t function properly, this

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could invalidate insurance. Make sure they are cleaned at least twice per year.

• Some policies may contain a stillage condition. This is simply the height (usually 12 inches) at which goods must be stored off the ground. Find out if your policy contains a stillage condition, as it will be a condition precedent to liability.

• Regular electrical maintenance is strongly recommended, at least every third year, to minimise the risk of electrical fires.

These can be exacerbated by storm damage, such as lightning strikes or water entering perished electrical cables.

Don’t let the great British weather rain on your parade this year – protect your hard work, your investment and minimise the risk where possible.

• For impartial, expert advice, call Shearwater Insurance brokers.

Quote ETN10 for 10% off new commercial policies during Q1. www.shearwater-insurance.co.uk or 01992 367112.

PROTECTION THAT MEANS BUSINESS COMMERCIAL PROPERTY PROFESSIONAL INDEMNITY COMMERCIAL COMBINED PUBLIC & EMPLOYERS LIABILITY GOODS IN TRANSIT CYBER LIABILITY SHOP & OFFICE WORKING FROM HOME FARM INSURANCE

10% OFF NEW COMMERCIAL POLICIES QUOTE ETN10

SHEARWATER-INSURANCE.CO.UK

01992 367112 EQUESTRIAN TRADE NEWS JANUARY 2021 | 37

ETN | CCJs

CCJs

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.

Fiona Crabb t/as Top Tack York Equestrian 42 Auster Road Clifton Moor York YO30 4XA £4,103

Shire Stables Limited Shire Stables Manor Farm Weston Road South Weston OX9 7EH £1,323

Equestrian Estates Limited 52 Clare Street Bridgwater Somerset TA6 3EN £5,056

G L W Feeds Limited Lindum Mill Shepshed Loughborough Leicestershire LE12 9BS £33,759

Macauley Croft t/as M K C Stables and Shelters The Crofties Highampton Beaworthy EX21 5LQ £4,085

CNG Equine Werrington Road Stoke on Trent ST2 9AE £3,495

JTDW Holdings Limited t/as Eastwick Animal Feeds Eastwick Lodge Harrow Essex CM20 2QT £4,805

Appointment of Liquidator Milbourn Equine Limited Friars Gate 1011 Stratford Road Shirley West Midlands B90 4BN

Classified

Dragon Display Advert 90w x 40h.qxp_Dragon Display Advert 90w x 40h 01/06

Bring your display up-market! (without breaking the bank) Makers of shop-fitting systems. for Clothing & equipment: including equestrian centres.

www.dragondisplay.co.uk

Display Systems Ltd

01952 290055

SITUATION VACANT

Coming soon APRIL 2021

in ETN…

• Feed for performance – including AMTRA accredited CPD feature, nutrition module.

• Top-to-tail grooming – fly and coat care products including summer sheets.

• Clothing and footwear – seasonal styles.

• Stay safe – body protectors, riding hats, hi-viz and protective footwear.

Submissions for editorial should be emailed to editor@ equestriantradenews.com before 23 February, 2021. For more information, contact Beth Crow on 01937 582111 or email bethc@beta-int.com

38 | EQUESTRIAN TRADE NEWS JANUARY 2021

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CPD FEATURE | ETN

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EQUESTRIAN TRADE NEWS XXXX 2020 | 39

2021 ETN | CCJs

for sales

IS GOING TO BE

clipping

schooling nothing works like

nothing works like

cold mornings

NAF recommends

nothing works like

travelling nothing works like

winter weather nothing works like

dentist visit

hacking

nothing works like

nothing works like

vet visit nothing works like

whatever’s round the corner For more details please contact your NAF Area Sales Manager, or the NAF Sales Office on 01600 710726 or email info@naf-uk.com

Stay safe and keep in touch.

40 | EQUESTRIAN TRADE NEWS SEPTEMBER 2020

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