ETN - January 2018

Equestrian Trade News

T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

January 2018 Volume 42, No 1 Monthly

SEE YOU AT THE SHOW! Your official guide to BETA International 2018

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

T h e Vo i c e o f t h e E q u e s t r i a n I n

Inside our exclusive preview: • Products and people to see • Show deals for buyers • Seminars and CPD opportunities • Win stock worth £1,000s with ETN (stand Q1.1)

2018

NEC, Birmingham, UK 21-23 January www.beta-int.com

Main Sponsor

ETN is the official media partner of BETA International

PLUS • What to tell your customers about feed and bedding price hikes • Better business tips • Insurance: saddlery special

Celebrating

2

the rebrand

with over 30 amazing deals

Let’s meet at BETA International 21-23 January 2018, Birmingham

STAND C7.1

BIGGER • BETTER • STRONGER

Find your RED GORILLA DEALS booklet in this issue of ETN! 01455 848 184

JANUARY 2018 EQUESTRIAN TRADE NEWS

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sales@redgorilla.red www.equestriantradenews.com

3

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

IF you’re an online retailer, you don’t need me to tell you that it’s not all roses round the door…

Across retailing in general, online sales are reportedly growing at three times the rate of those from brick-andmortar stores. And this is in part because of more offers of free shipping.

But that’s led to another problem; a returns tsunami.

Apparently, almost a third of web orders end up being sent back compared with 9% of physical store purchases. In some cases, the cost of processing and shipping so called boomeranged items can range from 20 to 65% of the cost of goods sold, according to carrier UPS. Buying stuff on the internet isn’t always rosy for the consumer either. I regretted doing some Christmas shopping online when a well-known courier failed to deliver. Their feeble excuse was that they couldn’t find my house because it didn’t show up on their sophisticated - and no doubt expensive - sat nav system.

I’d long got fed up of waiting and took myself off for a ride. Wanting to try a new bridleway, I took an OS map with me. Oh, look, there’s my house marked on a paper map (RRP £7.99). Sometimes the old ideas are the best.

SPECIAL REPORT COVER STORY Feed and bedding price hike: what to tell your customers............................................................. 4 NEWS.................................................................... 6 PRODUCT NEWS Latest launches and clever ideas....................... 14 BETTER BUSINESS COVER STORY Crank up your credit control............................... 20 BETTER RETAILING How to be that helping hand............................... 22 WHAT YOUR CUSTOMERS REALLY WANT Top products in store for 2018............................ 24 PEOPLE Who’s new, who’s moved.................................... 26 INSURANCE FEATURE COVER STORY On the right tack: a saddlery special.................. 28 Cover for home workers..................................... 31 RE-BRAND DIARY Red Gorilla gets its official launch...................... 32 RETAILER PROFILE Meet Crewe Saddlery......................................... 34 TURNING BACK THE PAGES What ETN was reporting five, ten, 20 and 30 years ago....................................................... 36 BETTER BUSINESS COVER STORY Getting the best card transaction deals.............. 38 HOOF CARE FEATURE Advice from a farrier.......................................... 40 Foot perfect products......................................... 42 LEGAL DIGEST How to make distribution deals work................. 44 BETA MEMBERS’ PAGE....................................... 45 COUNTY COURT JUDGMENTS............................. 46 Equestrian Trade News

I’M probably giving away my age when I recall the FBI party and the Charles Owen disco that used to happen during BETA International. Although maybe the less said the better once it got past midnight…

This year, just right for an era when we all work hard and play sensibly, is a new after-show drinks and nibbles gettogether on the show’s Sunday evening (21 January).

It’s at the Fashion Show stage from 6pm, everyone’s invited, it’s all free and no-one will miss the BETA Gala Dinner, because that’s now on the Monday (22 January).

Yes, BETA International is about doing business. Every year, visiting retailers also tell me how much they enjoy being there because it’s refreshing, invigorating, fascinating…

It’s also a time to catch up with old acquaintances and make new ones. Share a handshake, joke or story with someone and it will stand you both in good stead for the next 12 months, and beyond.

JANUARY 2018

BETA INTERNATIONAL 2018 PREVIEW COVER STORY Your exclusive show guide from ETN........ 47 – 134 T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

Equestrian Trade News

THINKING about likely trends for 2018, my money’s on wholesalers absorbing and distributing more brands. And in some cases, buying-out those brands.

Meanwhile retail experts are forecasting an upsurge in demand for specialist stock from niche outlets. They’re even talking about more niches within a niche; in our case dressage or show jumping shops for example.

So it’s good to see brands working with retailers and using clever merchandising to create shops-in-shops. And also that wholesalers are increasingly putting forward their own brand names rather than their company names.

The riding public loves labels. So combine the big brands’ glamour with the specialist retailer’s expert knowledge - and equestrian consumers get what they really want.

CONTENTS

T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

Equestrian Trade News

Editor’s Comment

T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

January 2018 Volume 42, No 1 Monthly

SEE YOU AT THE SHOW!

FRONT COVER: Gracing this month’s cover is Pip's Party by Yorkshire artist Ruth Buchanan. The limited edition print is from an original watercolour titled Chuckle. Find out more in Product News in this issue. Or visit www.ruthbuchanan.com

Your official guide to BETA International 2018

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

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

Inside our exclusive preview: • Products and people to see

Liz Benwell

• Show deals for buyers • Seminars and CPD opportunities • Win stock worth £1,000s with ETN (stand Q1.1)

2018

NEC, Birmingham, UK 21-23 January www.beta-int.com

Main Sponsor

www.equestriantradenews.com

ETN is the official media partner of BETA International

PLUS • What to tell your customers about feed and bedding price hikes • Better business tips • Insurance: saddlery special

EQUESTRIAN TRADE NEWS JANUARY 2018

Special Report

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Feed prices up? What to tell your customers…

Retailers and their customers may have noticed some significant price increases from feed, supplement and bedding suppliers over the last few weeks. As the trend looks set to continue, the BETA Feed Committee looks at what’s driving these movements - so that retailers can give concerned customers some background information.

T

he current situation is the result of a ‘perfect storm’ of national and international feed ingredient availability issues.

Vitamin supply For the last three months or so there’s been escalating turmoil in the supply of vitamins for animal health, leading to unprecedented supply issues and price challenges.

In historic terms, it’s accurate to say that the global vitamin market is in turmoil, which will have a direct effect on feed costs in 2018.

The principal causes of this are the uprating of strong environmental restrictions in China, and a fire in a key production line in Germany at the end of October 2017.

Vitamin manufacture is globalised estimates suggest China is the world’s largest producer of biotin, folic acid,

Equestrian Trade News Stockeld East Wing, Park, Wetherby,Park, Stockeld West Yorkshire LS22 4AW Wetherby, Tel: 01937 West Yorkshire 582111 LS22 4AW Fax: 01937 Tel: 01937 582111 582778 – Sales Email: Fax: 01937 sales@equestriantradenews.com 582778 – Sales Website: Email: info@equestriantradenews.com www.equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Subscriptions Distributed on a controlled-circulation basis to the Editor: retail trade. Paid-for annual subscriptions are £39.95 Liz Benwell (UK), (Europe), £86.00 (rest of the world).

Email:£73.00 editor@equestriantradenews.com Tel: 0345&6185007 Design Print: G.H. Smith &Sales: Son, Advertising Market Place, Easingwold, Nicki Lewis North Yorkshire Email: sales@equestriantradenews.com YO61 3AB Tel: 01937 582111 Tel: 01347 821329 Fax: Fax: 01937 01347 582778 822576

Email: etn@ghsmith.com Advertising Copy: Web: www.ghsmith.com Nicki Lewis Email: sales@equestriantradenews.com ISSN 1462-9526 Tel: 01937 582111

JANUARY 2018 EQUESTRIAN TRADE NEWS

and vitamins B12, B6 and B1, and is also a major player in vitamin D3 production.

Vitamins A and E are principally manufactured in Europe.

Disruption to European supplies of vitamins A and E The fire on 31 October in Germany at a major producer of vitamins and carotenoids has therefore proven to be significant.

Citral, the key output from that facility, is a precursor for a number of products including vitamins A and E. The scale of the impact is unprecedented as around 40-45% of the global vitamin A feed grade market uses Citral from this plant. It is thought that the plant may not be operational again until March 2018, and the shortages this has created for these vitamins has driven up prices with vitamin A and E prices up over 12-fold and 5-fold respectively since June.

Publisher: Subscriptions Equestrian Consultants Ltdbasis to DistributedManagement on a controlled-circulation the retail trade. Paid-for annual subscriptions are Editor: £39.95 (UK), £73.00 (Europe), £86.00 (rest of the Liz Benwell world).

Email: editor@equestriantradenews.com Tel: 6185007 The 0345 magazine is independent of all groups.

Editorial views expressed in ETN are not Advertising Sales Manager: necessarily the official view of any organisation Nicki Lewis or group.

Email: info@equestriantradenews.com Tel: 01937 582111 Copyright: All material is copyright Equestrian Management Advertising Sales Executive: Consultants Ltd. Beth Crow Email: Designbethc@beta-int.com & Print: Tel: G.H.01937 Smith582111 & Son, Market Place, Easingwold, Fax: 01937 582778 North Yorkshire The magazine is independent of all groups.

YO61 3AB Editorial views expressed in ETN are not Tel: 01347 821329 necessarily official view of any organisation Fax: 01347 the 822576 or group.

Email: etn@ghsmith.com Web: www.ghsmith.com Copyright:

All material is copyright Equestrian Management Consultants Ltd. ISSN 1462-9526

The impact of China Given its prominence, any issue affecting Chinese vitamin production affects the global market. More than 70% of global vitamin supply is produced in China.

It has been well documented in the media that China is struggling with major

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IFC Fynalite..........................................................................102 Gallop Equestrian.............................................................51 The Golden Paste Company............................................113 Grubs Boots...................................................................123 Harold Moore...................................................................37 Henry Bell..........................................................................5 Hilton Herbs...................................................................119 Horse & Country TV..........................................................77 Horslyx.............................................................................90 HUF Design....................................................................120 Instinct Polo...................................................................126 Jenkinson.....................................................................6 & 9 L S Sales (Farnam) Ltd.......................................................91 Lintbells Equine..............................................................129 Magic Brush.....................................................................35 Mars/Spillers.......................................................................7 Musto......................................................................70 & 71 NAF.............................................................................. 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5 pollution problems. Air quality has worsened in the first seven months of the year in China’s northern region where many of the vitamin factories are situated.

The Chinese government has, as part of its 13th five year plan 2016-2020, published annual reduction targets of 20%. Enforced through strict legislation, and with high costs of compliance, this has led to many factory shut-downs, affecting the supply of vitamins from this region.

Consequently, vitamin D has increased 5-fold; and B vitamins 3-fold. Vitamins K, pantothenic acid, choline and biotin have more than doubled.

Reducing pollution in China is unlikely to happen short term.

The current focus is on air quality, but in keeping with the ‘Beautiful China’ vision of the Chinese government, it is inevitable that there will be a future focus on other areas, such as water, that could affect supplies going forward.

Straw availability Close to home, poor weather conditions at harvest, combined with reduced yields from the dry spring of 2017 and demand from renewable energy plants for biofuel, has left straw for both feed and bedding use in short supply. So prices are being pushed to all time highs, as reported in Farmers Weekly.

In diets, straw is an important component of many compound feeds as it provides a vital low energy, low sugar and starch ingredient in the diets of many horses and ponies that are overweight or at risk of laminitis.

Many low energy feed and mixed-fibre chaff products contain a proportion of high quality straw, and companies making these feeds will see ingredient costs rise depending on how long their stocks of straw last. With no new crop available until next harvest, prices for straw are likely to remain elevated until at least mid-summer.

As a bedding, straw is traditional and remains the preferred form for some horse keepers. The lack of straw has increased demand for other bedding materials across the whole livestock sector, not just horses, with woodchip, sawdust and paper all mooted as possible replacements for straw in livestock systems.

This increased demand for alternative bedding forms will also put pressure on prices.

Impact on equine feeds Each of the ingredients affected currently fulfil important roles in equine diets.

High quality feed straw can help extend eating times, support gastric health, and is an excellent ingredient in the diets of overweight animals or those at risk of laminitis.

Vitamins A and E are essential nutrients. Levels found in preserved forages are low, meaning additional dietary supply is required for all horses and ponies receiving high conserved forage diets - including racehorses and competition horses, and those on restricted grazing.

This time of year, short day lengths mean horses are limited in the amount of vitamin D they can synthesise, an effect that is exacerbated for stabled animals, and so an external supply is vital.

There’s no doubt that manufacturers using these ingredients are working hard to identify ways to mitigate the price increases and to ensure continuity of supply. However, the size of the increase is likely to mean that manufacturers will have to pass some of it on to the customer and increase prices to some extent.

Factory fires, poor harvests and pollution controls are all factors beyond the control of UK animal feed manufacturers. But undoubtedly the combination of a number of different issues all happening simultaneously will have a significant impact both on the industry and horse owners in 2018.

With thanks to the British Equestrian Trade Association (BETA) Feed Committee for producing this feature.

www.equestriantradenews.com

News

6

Westgate EFI signs exclusive distribution deal with Trilanco

Retailer reprimanded over marketing claims

WESTGATE EFI - owner of the Gatehouse, Mark Todd Collection, Jumpers Horse Line, Rodney Powell, Saddlecraft, LunaRider and StableKit brands - has signed an exclusive distribution deal with Trilanco.

Westgate EFI will close the wholesale arm of its business with effect from 9 January, 2018, and focus on its product ranges. It will not be selling directly to consumers.

“The company has grown considerably since EFI merged with Westgate in 2006, but the real growth has been in our own brands, said Westgate EFI’s managing director Bruno Goyens de Heusch.

“During that time, the equestrian trade has also changed significantly and with it our business model; the focus shifting away from wholesale product and more towards our role as a manufacturer.

“In order to capitalise fully, we now need a forward thinking distribution partner that can best serve our brands.

“Since they first expanded into the equestrian market, Trilanco has been the most dynamic player and I have therefore taken the decision to utilise their impressive new facility [Trilanco opened a £7 million distribution centre last year], which will allow us to focus our attention on the continued growth and development of WEFI’s highly valuable product ranges.”

WEFI operations director Tracey Woods confirmed that WEFI’s own brands will all be distributed exclusively by Trilanco, across the UK and internationally.

“We will not be selling direct to the end-user and we will continue to promote our products in support of retail stockists,” she added.

“WEFI and Trilanco will be working closely to support retail customers during the changeover period and to take the brands forward.”

The directors of Westgate EFI have expressed their sincere gratitude to the many staff, retailers and suppliers who have worked with and supported the company.

AN ONLINE retailer found itself in hot water over the way it marketed the Verm-X range and a joint supplement for dogs.

VetUK, of Thirsk, North Yorkshire, presented the unauthorised products as a veterinary wormer (Verm-X) and the supplement for the treatment of joint disorders – in both cases contrary to the Veterinary Medicines Regulations.

Last month, government agency the Veterinary Medicines Directorate (VMD) issued an improvement notice telling VetUK to remove all non-compliant material from its website.

The retailer was also ordered to cease the sale or supply of all non-compliant labelled products.

The products concerned included an own brand joint supplement for dogs and the Verm-X range, including equine versions. The offending material included website content and advertising ‘newsletter’ emails.

Hat standards unified BRITISH Eventing (BE), British Riding Clubs (BRC) and The Pony Club have unified required hat standards across all three bodies.

The move means a single hat tag will be accepted across BE, Pony Club and BRC events from this year.

The new aqua coloured hat tag will carry the logo of the body that checks the hat. This enables the source of the tagging to be tracked; while multi-discipline riders no longer need multiple tags on their hats.

The 2018 hat rules include a small change to the AS/NZS 3838 standard for Pony Club and BE, both of which will now only be accepting it from 2006 onwards.

All three bodies have issued an aide memoire for officials listing the standards and quality assurance marks to be used.

JANUARY 2018 EQUESTRIAN TRADE NEWS

New wholesalers for feed firm SIMPLE System Horse Feeds is now available to buy through Henry Cole wholesalers and Bones wholesalers.

Henry Cole distributes in the south Midlands, south-west and parts of Wales. Bones (now a trading division of Henry Cole & Co Ltd) supplies retailers in the south-west.

TRIBUTE TREVOR STOCKILL: an extraordinary product inventor, horseman and pharmacist.

Trevor Stockill passed away in November, 2017.

He was 80 and died from complications related to surgery.

Trevor and his late wife, Josephine, founded Stockcare 35 years ago and set about manufacturing and developing the Gold Label brand.

Both were pharmacists and immersed in Yorkshire’s equestrian scene.

Since then, Gold Label has become one of the industry’s most trusted and enduring brands thanks to its unique and highly effective formulations and competitive pricing policy.

Those who knew Trevor will remember him, not only for his extensive depth of knowledge but for his generosity, expert advice and, in particular, his wicked sense of humour.

His was a life well-lived. He hunted with the Holderness until the age of 78 - a total of 45 seasons, and proudly supported his daughter Amanda in her years on the show jumping circuit.

Latterly, Trevor had enjoyed travelling throughout Europe with his companion Liz - in search of the best seafood and even better red wines.

Last summer he celebrated his 80th birthday with a fine party.

Amanda permanently joined Stockcare in 1997 following the loss of her Mother and worked alongside Trevor, who remained involved to the end.

“Right from the early years, his hands-on approach kept us all on our toes and his tall tales kept us entertained,” Amanda told ETN. “He had the sharpest mind and was still developing new and innovative products that we will take a particular pride in bringing to market this year.

“The family would like to thank all those in the trade for their loyalty and support over the years and assure you that, just as he would have expected, it is business as usual at Stockcare.

“Myself, my husband Jason, Pippa [Bruce, commercial manager] and the rest of the team are committed to his legacy of excellence and innovation and will continue to provide our customers with the best service and the best products.”

www.equestriantradenews.com

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News

Saddle fitters form breakaway group A NUMBER of MSFC qualified saddle fitters have set up a new group.

MSFC iQ is primarily a register available to the public who are looking for independent, qualified saddle fitters.

Anyone qualified with MSFC International between 2013 and 2017 is welcome to join on proof of their qualification.

“Importantly, those qualified during this period were trained and assessed by SMS QSF (Society of Master Saddlers Qualified Saddle Fitter) assessors,” said an MSFC iQ spokesman.

In addition, MSFC iQ is a social media forum for exchange of ideas, ongoing professional development and advice between the group of qualified, professional saddle fitters.

Steph Bradley, a dual qualified MSFC and SMS saddle fitter, is a founder member of MSFC iQ. Work independently “Our new group is specifically for active saddle fitters who work independently of any particular brands of saddles or alliance with equine therapy bodies. Objectivity is key,” said Steph, who runs North Wales based Freedom Saddlery.

"We believe that saddle fitting and equine therapy are two very distinct professions, and keeping the roles separate enables ongoing objectivity.

“We prefer to work alongside other equine professionals including recognised professional bodies. We also subscribe to an identical Professional Code of Conduct as used by SMS QSFs. Working in alignment with these groups ensures clients get the very best advice, and, more importantly, the welfare of horses remains at the heart of all we do.”

Find out more at www.msfciq.com

Find the creative talent to take your brand to the next level

Search the Equestrian Creative Network JANUARY 2018 EQUESTRIAN TRADE NEWS

8

Upmarket brands win right to block third party retailing LUXURY brands are celebrating a landmark judgment of the European Court given last month, writes Stephen Sidkin, partner at Fox Williams LLP. In a case concerning Coty, the European Court ruled that a clause in company’s selective distribution agreement prohibiting authorised distributors from using Amazon to sell Coty cosmetics was lawful.

At the heart of the Court’s decision was the principle that discernible third party platforms (such as Amazon and eBay) detract from the luxury image of luxury goods. In contrast, non-discernible third party platforms do not.

The Court pointed out that luxury brands have no contractual relationship with, for example, Amazon.

As such, Amazon is not required to comply with Coty’s quality criteria which it has imposed on all its authorised distributors under the terms of its selective distribution agreement.

In view of the Court’s decision, a luxury brand will be able to enforce a provision in its selective distribution agreement restricting the use by authorised distributors of discernible third party platforms for the resale of its luxury goods where : • the provision has the objective The equestrian trade has more than its fair of preserving the share of luxury brands. luxury image of the goods in question; • the provision is laid down uniformly and not applied in a discriminatory fashion; and • the provision is proportionate in the light of the objective pursued.

In my opinion the Court’s decision can be expected to result in: 1. luxury brands which have suitable provisions in their selective distribution agreement enforcing those provisions in order to clamp down on authorised distributors using Amazon, eBay, and other discernible third party platforms.

2. Luxury brands which do not have such provisions in their selective distribution agreements looking to include such provisions as soon as possible!

3. Amazon, eBay, and other discernible third party platforms looking to have direct contractual relationships with luxury brands in order to be able to continue to offer such brands on their platforms.

4. In the near future, an increase in the price of grey market* products of luxury brands as grey marketers look to fill the void which has been left on discernible third party platforms. *A grey market is an unofficial market in goods that have not been obtained from an official supplier.

• For more information, contact Stephen Sidkin, Fox Williams LLP via www.foxwilliams.com www.equestriantradenews.com

News

10

New owner for retail software firm PETER Tilley, an experienced retailer, has acquired Epos systems specialist Easitill.

The owner of a chain of 14 Proper Job stores across the southwest, Mr Tilley has been an Easitill customer for more than 15 years.

He bought shares in the Northants based company last year

Horse&Hound publisher to be sold THE sale of Horse&Hound’s owner TimeInc to rival American publisher Meredith was agreed at the end of November 2017.

Meredith, whose media stable includes Better Homes and Family Circle, is to pay $2.8 billion dollars for TimeInc in an all cash transaction.

A much talked about aspect of the acquisition is Meredith’s securing of $650 million from Koch Equity Development. The publisher says it will use these funds to “finance the transaction and refinance existing debt.”

Koch Equity Development is controlled by billionaire businessmen, noted political conservatives and brothers Charles and David Koch.

The acquisition of TimeInc is expected to be completed in the first quarter of this year (2018).

Meredith, which also operates television and digital businesses, says the TimeInc takeover will create a diversified media and marketing company with $2.7 billion of total advertising revenues.

Neither TimeInc nor Meredith was prepared to comment on Horse&Hound’s future.

www.spogahorse.com

International Trade Fair for Equestrian Sports

and has now become the new owner.

Easitill was founded by Robert Gardner in 1988 and has operated as a family business providing Epos, labelling systems and websites to garden centres, pet and equestrian retailers.

Mr Gardner has now retired. However his daughters remain involved with Easitill; Helen Gardner is its technical director while Claire Harris is responsible for web development.

Easitill says it will be “business as usual” following the change of ownership. The company will be exhibiting at BETA International 2018 this month.

Shooting folk get complimentary Game Fair entry MEMBERS of BASC, Britain’s largest shooting organisation, are to receive complimentary entry to The Game Fair for each of the next three years.

Last year, 28,000 BASC members – of a total of 116,000 reported by organisers - attended Hatfield House. A similar arrangement will give BASC members complimentary entry, with reduced admission for their guests, until 2020.

James Gower, managing director of The Game Fair, said: “We were delighted with the turn out from BASC members at this year’s event… The feedback from guests and exhibitors was excellent… Many of our gun traders reported record sales this year which must have been influenced by this fantastic audience.”

This year sees the 60th running of The Game Fair which returns to Ragley Hall in Warwickshire for its Diamond Jubilee on 27 - 29 July. The event heads back to Hatfield House in 2019, then revisits to Ragley in 2020.

Secure your ticket online now at: www.spogahorse.com/tickets

PASSION & PROFESSION spoga horse • Cologne

04.– 06.02.2018

International Business Media Services 42 Christchurch Road Ringwood BH24 1DN, Tel. +44 1425 48 68 30 info@koelnmesse.co.uk

11

Are waterproofs facing a soggy future?

UPCOMING European environmental legislation means outdoor clothing brands are starting to change the way they manufacture waterproofs, it’s been claimed.

And the upshot is that new jackets won't perform as well as older ones, warns re-proofing specialist Storm.

The wash-in product supplier says new legislation will ban the use of the perfluorinated chemicals (PFCs) currently used to apply a high-performance Durable Water Repellent (DWR) finish to clothing and gear.

Although eco-friendly replacement DWR ingredients are available, they are proving less effective than PFC-based treatments, adds Storm. So garments’ performance can be reduced once they start becoming masked with dirt and oil from regular use.

Storm cleaner and waterproofer can be used in the same wash cycle, saving water and energy, says the company.

News

Store raid was “well planned” AROUND 100 pairs of country boots and dozens of clippers have been stolen from a Lincolnshire saddlery shop.

Thieves broke into Spirit Country Store in Waltham near Grimsby overnight on 29/30 November.

Retailer Nicky North told ETN it was most likely a carefully planned raid as the store was well stocked ahead of Christmas.

“They forced the outer shutter door and broke the door behind it,” she said. “They had also turned round the [security] cameras and even blocked the road with benches from the local park. They knew what they were doing.”

Nicky, who was on holiday in Bratislava when the shop was broken into, said she is insured. But she wouldn’t know the full value of stock taken until she returns next week.

Among the items known to have been stolen are up to 100 pairs of Kanyon, Mark Todd, White Horse, Gallop, Taurus and Brogini long boots, plus Hy long and short boots.

Also taken were Hunter and Sherwood Forest coats, Lazy Jacks clothing, Clipperman clippers and trimmers, and a big box of Gallop and Hy jodhpurs.

Lincolnshire Police are investigating. Anyone with information should contact them on 101.

Want more news?

Sign up to ETN’s weekly e-newsletter. It’s free and delivered straight to your in-box. Contact Beth Crow on 01937 582111 or email bethc@beta-int.com

12

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JANUARY 2018 EQUESTRIAN TRADE NEWS

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13

TRILANCO, THE HOME OF GREAT BRANDS New brands, more choice

Throughout 2017, Trilanco has introduced equestrian and country clothing to its evergrowing product catalogue. The wholesaler has also secured exclusive trade only products meaning there are styles and lines that are only available from Trilanco.

“We’ve grown our range of brands substantially, and with over 16,000 products we have lots to talk about at BETA International this year,” said Martin Balmer, Managing Director of Trilanco.

Friendly, knowledgeable team

Trilanco’s sales team will be on-hand throughout the three-day event to answer queries, place orders and to help buyers take advantage of special BETA show offers.

There will also be qualified R-SQPs available to advise on animal medicines.

Convenience and inspiration

“We want to be the ‘one stop shop’ for equestrians and the associated country trade, so we’re bringing together great equine, pet and agricultural brands at competitive prices to help create a fantastic trade buying experience,” “We are also excited to be showcasing the new ranges on our new and larger stand which has been designed to make it easier for retailers to view and browse the products,” said Martin.

“If you’re searching for new stock and inspiration, visit Trilanco at BETA International!”

For more information visit www.trilanco.com General Enquiries: 01772 754810 | Sales: 01772 754844 facebook.com/Trilanco

twitter.com/Trilanco

Trilanco Ltd, Coronation Way, Mill Farm Sports Village, Wesham, Preston PR4 3JZ www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

Product News

14

When Pip had a party…

PIP'S PARTY by Yorkshire artist Ruth Buchanan graces the front cover of this month’s ETN. The limited edition print is from an original watercolour titled Chuckle, one of fifty paintings shortlisted for the Artist & Illustrators 2014 Artist of The Year Competition and exhibited at The Mall Galleries, London in 2015.

Ruth saw and sketched the grey gelding Pip, full name Vintage Port, when he and his owner Emma Brown were part of the side-saddle display team A Bit On The Side at Blenheim Horse Trials.

Painted using just four pigments, Chuckle was the first artwork for which Ruth used an abstract background – something that’s now a recognisable element of her sought-after work and commissioned paintings.

Pip is a now 21 year old gelding who’s hunted all his life side-saddle with the Quorn and various other packs. With a liking for coming into Emma’s house during parties, his main job nowadays is with the Riding for the Disabled Association (RDA) at Penniwells at Elstree near London.

“He excels in all levels with riders of all abilities, being crowned RDA Horse of the Year 2017,” says Emma. “Pip is a celebrity and Ruth’s painting captured his infectious character and charm.”

Find out more about Ruth Buchanan’s artwork at www.RuthBuchanan.com

Not feeling creative?

Westgate Laboratories POSTAL WORM COUNTS & TESTS

• Promote routine testing not routine worming with our professional worm count services • Easy to use & profitable • FREE advice & point of sale material 10% OFF worm count kits, 20% OFF mixed packs until 28/2/18

Worm count kits

Pinworm test kits

Everything to take and send a sample, tested using the Modified McMaster technique.

Adhesive tape test to detect pinworm. Kits available from Trilanco, Westgate EFI or direct.

tailored retail worm count options contact us

Trilanc o/ BETA Interna tion DEALS al !

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from our trusted laboratory

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JANUARY 2018 EQUESTRIAN TRADE NEWS

IF YOU’RE looking for a designer, website developer, photographer or PR professional, check out the new Get Quotes feature on the Equestrian Creative Network’s (ECN) website.

You’ll be asked to provide information about your business and requirements. Your brief then goes directly to specialist members of the network - and soon enough you’ll have a range of proposals to consider.

To get started, visit www.equestriancreativenetwork.com and hit 'Get Quotes’ in the top right.

The ECN is a directory of creative professionals specialising in the equestrian and rural sectors. Members add updates about their work and provide advice on a range of marketing related topics.

Winter offer on perfect partners WITH every bag of Ultimate Balancer purchased, Dodson & Horrell is offering a free bag of Fibre Fusion.

Ultimate Balancer ensures horses have all the nutrients they need on a daily basis.

Fibre Fusion is a blend of sainfoin, alfalfa and grass with Dodson & Horrell’s Fibre Complex included to support digestive function and fermentation of fibre, helping to maintain digestive health.

“With the common combination of balancer and forage, stocking these two products together makes feeding decisions simple and more cost effective for your customers,” says Dodson & Horrell’s head of nutrition, Catherine Rudenko.

Ultimate Balancer has an RRP of £34.20 and Fibre Fusion £12.10. The offers runs until 26 January. www.equestriantradenews.com

Is your customer’s veteran horse losing condition?

Call our award winning helpline for advice

01362 822 902 Veteran Vitality

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From the First Signs of Ageing • Quick soak in less than 3 minutes! Ideal for horses and ponies that struggle to chew • Contains linseed and Non-GM soya oil for Omegas 3 and 6 – no need to add extra oil* • Highly palatable & balanced with essential vitamins & minerals* • High in fibre with a good calorie level to help maintain weight • Barley and molasses free, low starch and low sugar** • Made with high quality Non-GM ingredients *When fed at recommended levels **When compared to traditional diets with comparative energy levels

Or contact our nutritional helpline by email

helpline@allenandpage.co.uk Quote Ad Reference: Veteran Vitality

www.allenandpage.com

Product News Get set, go!

16 Wear it, pack it!

THE Charlgrove Micro Packable Jacket and Gilet from Equetech is the perfect solution for changeable Spring weather.

Both are styled in ultra-lightweight microdown insulation with a flattering, tailored silhouette.

Each garment comes with its own drawstring storage bag ready to roll into action when temperatures drop.

The gilet (RRP £80.95) has a sculptured neckline.

The jacket (RRP £101.95) has a detachable, quilted hood. Both garments have vertical side quilting with piping, front pockets and are machine washable.

THE Ready to Ride collection from John Whitaker International’s Whitaker brand is ready to use straight from the packaging.

The secret lies in the fact that the leather has been tanned and pretreated using a special unemulsified oil which penetrates deep into the leather.

In addition, Ready to Ride leatherwork is exceptionally resistant to cracks and blemishes, says John Whitaker International. Handily, this also makes it super easy to clean.

Bridles, breastplates, reins and headcollars are included in the collection.

For patriotic ponies MAGICBRUSH has launched a limited edition Great Britain series of its grooming range - plus a new Pink Pony style.

New for 2018, the Pink Pony MagicBrush comes as a single item in a box optimised for retail display.

And for the UK market only, MagicBrush has designed a set of brushes in red, white and blue.

Made in the EU, MagicBrushes tackle mud and dried-on sweat yet have a gentle, massaging effect. They are machine washable – and come in boxed sets of three in a range of coordinated, themed colours.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

NEW STOCKISTS / DISTRIBUTORS WELCOME

17 Finding suppliers made easy THE 2018 Trade Suppliers Directory (TSD) is hot off the press and ready for business.

For more than 30 years, the TSD has been the ultimate reference guide for the equestrian, pet, country and outdoor sectors.

As the latest edition appears in print, it remains the industry leader for putting retailers in touch with suppliers, and the people behind the brands and products.

Packed with more than 2,000 entries from manufacturers and suppliers in the UK and overseas, the TSD is divided into 250 categories and features a handy show calendar and diary to help keep abreast of important dates and appointments.

All BETA member contact details are included and those audited to the trade association's feed assurance schemes are highlighted for easy identification.

“The industry has total confidence in the strength of the TSD brand,” said Claire Thomas, commercial manager of Equestrian Management Consultants (EMC), publisher of the directory and ETN and a subsidiary of BETA. “It is reliable, accurate and an invaluable resource for retailers and their staff.”

The TSD will be sent free of charge to all UK BETA retail members and can be bought by those working in the equestrian and related trades for £18 in the UK, £21.50 in Europe and £22.50 for the rest of the world.

A digital version of the TSD can be found at www.britishequestriandirectory.com To order your copy, telephone +44 (0)1937 582111 or email jenniferd@beta-int.com

Scan & Watch

Condition counts FROM Allen & Page’s Barley & Molasses Free range, Calm & Condition is high in fibre, low in sugar and starch.

It contains linseed and soya oils, as well as vitamins and minerals for a balanced diet that promotes great condition.

Calm & Condition can be soaked and is also used successfully for competition horses who are working hard.

Bedding bales just got better

CHOPPED straw bedding manufacturer Nedz has improved its packaging.

Having invested in a new, state-of-the-art baler, Nedz says its packaging now has stronger seals to keep moisture out and the product in.

The 20kg bales have also been reduced in volume, enabling more product to fit onto a pallet. Consumers purchasing pallets of Nedz bedding each receive a weatherproof cover. www.equestriantradenews.com

www.equetech.com

Product News

18

It’s all about movement Biomotion will be the next big thing in hi-viz, says Nicky Fletcher, managing director of Equisafety – the company behind the big-selling POLITE range.

IN HI-VIZ terms, it’s now widely understood that fluorescence is important during daylight and reflective material at night. It’s also evident that riders want to wear pink, red and orange as well as the previously ubiquitous yellow.

Now we’ve moved on to the next step – biomotion. And key to that is where on a garment or accessory hi-viz elements are positioned.

Clothing incorporating retroreflective markers on the movable joints, as well as the torso, can provide highly significant improvements in visibility in reduced illumination. This is because markers thus placed create a sensation of what’s called ‘biological motion’.

Observers can quickly recognise a human form based only on the motion of points on moveable joints of an otherwise invisible body.

So placing reflective and/or fluorescent material or LEDs on parts of a rider and horse that are constantly moving - and especially in areas that make the partnership look as big as possible - is the best way to improve safety.

We recommend hat bands, arm bands, ankle/stirrup bands and bands on the horse’s tail, legs and ears. The ‘shape’ this creates not only looks imposing, but catches a car driver’s eyes quickly.

We humans can rapidly make sense of our surroundings. It takes just 100 milliseconds for a driver to perceive a person - and know what that person is doing. The observer can also work out if it’s a man, woman or child, and whether they’re young or old.

In numerous studies, pedestrians with strips of retroreflective tape attached to points known to invoke the perception of biomotion were seen significantly better than their counterparts using any other approach to visibility.

Prod uct Foc us

Reaction time In normal headlights, a driver can see Equisafety retro-reflective markings at 1,000ft – that’s ten times the distance he would normally have to react to and avoid a pedestrian or rider in the road.

In this situation, a rider’s environment is darker than the driver’s field of vision. Therefore the rider’s eyes are much better adjusted to the darkness. And, indeed, in experiments pedestrians thought drivers could see them much quicker than they actually could.

In some cases, pedestrians believed a driver could see them at 300 to 400ft, while in fact the drivers didn’t see the pedestrian until he was within 100ft. In addition, it’s very difficult to make judgements of distance if an object is moving towards or away from you.

When designing our hi-viz products, we try to harness the power of biomotion to make the wearer look ‘big’.

For instance, our Mercury range is perfect for dusk to dawn riding as the sheer amount of retroreflective fabric used stands out brilliantly.

While our Aspey and new Luminosa jackets feature reflective tape perfectly placed for grabbing drivers’ attention.

More motion Rule 51 of The Highway Code advises horse riders to wear lights showing white to the front and red to the rear.

With this in mind, Equisafety’s range now includes items featuring strips of LED lights that strobe across the product. Crucially this offers the driver the opportunity to access another viewpoint in his peripheral vision.

White lights are an obvious choice. But why red lights? Well, we associate this colour with a warning of danger. In addition, the human eyes recover their night vision faster when exposed to red light compared with white.

That’s why even our hatband features white lights on the front and red on the back – and our breastplate has white lights and our tail guard red lights.

• Is your product worthy of a Product Focus headline in ETN? Let us know at editor@equestriantradenews.com JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Competition-FIT Balancer FOR HORSES & PONIES IN MEDIUM TO HARD WORK

NEW TO THE SARACEN HORSE FEEDS RANGE COMPETITION-FIT BALANCER A nutrient dense, low intake performance balancer offered in a highly palatable mix.

Based on digestible fibres and oil to provide continuous energy, whilst a small inclusion of cereal aids glycogen replenishment and helps to reduce the onset of fatigue. The mix encompasses live yeast and Acid Buf to support the optimum environment in the stomach and help manage those horses with compromised digestive function.

Suitable For • Good-Doers requiring power to perform • Horses with a limited appetite • Maintaining optimum digestive health and function For nutrition advice or further information on our feeds please call,

Tel: +44 (0)1622 718487 Email: info@saracenhorsefeeds.co.uk or visit www.saracenhorsefeeds.com

FEED THE DIFFERENCE

Better Business

Crank up your credit control

20 It’s a common misconception that the quickest way to get paid is to phone Accounts Payable. It’s not.

It’s not rude to ask for your own money, says Nick Neal.

W

e live in interesting times in the SME business environment with interest rates going up, wages falling in real terms and the ever-looming Brexit. So how do business owners make sure they’re not only keeping their heads above water but able to grow their businesses the way they want to?

To make a successful business, you need a combination of elements. But never forget, cash is king. Without cash - no matter how good your product or service - you don’t have a business.

As a business owner, how do you make sure that your cash flow procedures give your company what it needs?

Firstly, ensure that you are charging enough to protect your profit margin. Costs of supplies are likely to rise in the next couple of years, so you could choose to absorb these for a while.

Eventually, however, you will have to pass them on.

Remember the press coverage when a certain large utility company raised their prices to be in parity with their competitors?

The media conveniently forgot they’d run a well-publicised price freeze the previous winter, and customers left in their droves.

Plan to put in small incremental price increases regularly. This will help preserve your working capital, while your customers will be either less likely to notice or accept that a small increase is necessary.

Talk to your suppliers. With Britain leaving the EU in 2019, now is the time to check in with your major suppliers and see if there are any deals to be done. Alternatively, you may want to look to source products from within the UK or further afield to protect your product range.

attest to the fact that people pay people they like and respect.

So if your customer has limited cash available to them, you want your invoice to be on the top of the pile, not the bottom of the drawer. Take the time to build a rapport with the person who pays your invoices.

If you’re struggling to get paid, are you talking to the right person? It is a common misconception that the quickest way to get paid is to phone Accounts Payable. It’s not.

The quickest way to get paid is to phone the person who ordered from you. That way, you can begin by checking that everything was alright with the goods and services.

You can be made aware of anything that might not have been brought to your attention previously that may be holding up payment and address it. Then you can ask your customer if they were aware that you hadn’t yet been paid.

I’ve sat in many a small accounts office in my working life to have an embarrassed and often angry buyer come into the office demanding to know why his valued supplier hasn’t been paid. I can confirm a very high success rate.

So, to summarise, know your market, prepare for the changes coming and remember it’s not rude to ask for your money! Cash is king.

People pay people they like and respect.

Debt recovery claims

About the author

If you offer credit terms to customers, new legislation called the Pre-Action Protocol for Debt Claims - which came into force on 1 October 2017 - significantly lengthens debt recovery claims against consumers including sole traders and, potentially, partnerships.

So know your customers. Keep on top of any late payments and review credit terms if you think a customer may be in financial difficulty.

Look at your company processes, ensure that they are as up to date and as fit for purpose as they can be.

With the tightening of everyone’s purse strings on the horizon, everybody in your business must understand the importance of good customer service, communication and cash processes.

Strong, straight forward policies, regularly reviewed and communicated to all your employees, are vital. Employees who feel invested in are much more likely to deliver to the standard you need.

NICOLA (NICK) NEAL is a graduate member of the Chartered Institute of Credit Management and a qualified credit professional. She has a wealth of credit experience having worked in private and government sectors and her own limited company.

Nick worked for a number of manufacturing companies exporting world-wide before moving to BP as their Asia Pacific credit analyst, working in Hong Kong and Singapore. She then moved to Sumitomo Corporation Europe where she was a senior credit risk analyst advising on a wide range of commodity trades.

Nick can help businesses achieve a position where they have strong order books, increased profit margins and low debtor days. She is responsible for the design and delivery of training courses and products for clients. Call Nick on 0191 691 1330 or email nick@becsltd.co.uk

Asking for money Remember, it’s not rude to ask for your money. For it is yours!

That said, please don’t be rude asking for your money.

In my many years of collecting debts, whatever the size, I can JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

W UE E NE LOG ABL TA AIL CA AV W NO

Agrihealth

ANIMAL HEALTH & EQUIPMENT

Visit us at stand L2.1 for the latest in Horse Care and Equipment Products

LIVERYMAN

Liveryman

Fenceman

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FENCEMAN

Agrihealth T: 028 3831 4750 E: info@agrihealth.co.uk W: www.agrihealth.co.uk

FENCEMAN

Better Retailing

22

How to be that helping hand…

Now we’re well and truly in winter’s grip, ETN asked Serena Kidd – former retailer and now with care products and supplements specialist Nettex - for some tips on selling to ever more clued-up customers.

Q. How knowledgeable would you say the average end user is about products?

A. I’m finding that end users are starting to read labels and understand what they are feeding their horses in a similar way to when purchasing products for themselves or their children.

They’re questioning whether or not there are hidden sugars, preservatives and fillers and lower grade compounds that are not bio available. Loading doses and maintenance levels are also a priority with end users who realise a product may not be as economical as the cheaper price tag perceives.

Q. So does that mean it’s more important than ever for retailers to have good, up-to-date product knowledge?

A. Knowledge is key; all products should be sold on their features and benefits so the end user can make an informed decision.

Nettex, as a manufacturer, offers free staff trials and asks for honest feedback. Not all products work for every horse, and we take that on board. Feedback - whether the product has worked or not - is important because it helps towards further research and development.

Q. How far should retailers go with their advice? There’s so much misinformation swirling around on internet forums or from over-enthusiastic sales people!

A. This can be a tricky one. As an SQP [suitably qualified person deemed competent to prescribe and supply certain animal medicines such as wormers], I’ve always been trained never to diagnose. And, indeed, the internet can be a dangerous place for self-diagnosis for people and animals. If there is any doubt, always advise to seek veterinary advice. All manufactures should offer non biased advice for the welfare of the horse. We have to adhere to strict VMD [Veterinary Medicines Directorate] guidelines at all times, which we are proud to do.

Q. Which products make good impulse buys at this time of year?

A. Any products that help protect against wet and muddy conditions. Also, due to the likelihood of longer periods of stabling, digestive health products and joint supplements are always beneficial. If space allows, a mini products display works well - as does point of sale such as shelf wobblers and ‘don’t forget to buy’ posters.

Q. How well do horse care products and supplements sell online compared with in store?

A. This depends on availability and area. Quite often, a lot of horse owners are busy, run out of product and cannot get to their local tack shop or feed merchant in time during working hours.

It then becomes a ‘crisis purchase’ for them, they need next day delivery, and that’s when online retailers are a lifeline for them.

However, many customers are very loyal to their local store and have formed a bond with the staff, so put their trust in them.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Q. When it comes to buying, there are so many ranges out there from so many different brands. How can retailers make the right choice?

A. This will depend on everything from experience to customer demand. Thanks to the internet, the equestrian market has become trendy and fashionable – and very often oblivious as to whether or not something is needed! If one person uses a product and praises it online, others will follow suit. Some rely on advertising and PR, social media, testimonials, margin return. I believe it’s important to talk to customers and try and understand their needs, to consider your target market. Don’t be afraid to try new products to test the market, keep it small and see if it works.

Q. What are shaping up to be this winter’s top six bestsellers?

A. • Digestive health – Nettex V.I.P Ulsa Shield (above) • Calmers – Nettex V.I.P Keep Kalm • Joint care – Nettex V.I.P So Sound • Products to combat wet and muddy conditions – Nettex Muddy Marvel Range (right) • Hoof care when wet weather leads to abscesses, weak hooves, and lameness - Nettex VIP Hood Builder, Hoof Puncture Plus • Licks and treats to prevent boredom with lack of turnout – SUPAlyx and TASTYlyx

About the author SERENA KIDD is a former retailer who managed Frogpool Manor in Kent for many years. She’s currently national equine business manager with animal health products manufacturer Nettex Ltd, a division of Rumenco Ltd.

www.equestriantradenews.com

Special Report

24

What your customers really want…

S

nowhill has been in the equestrian industry for more than three decades. Yet every year, the company can be relied upon to come up with something new and different.

As sales director, Christine Dale-Frampton prides herself on finding and creating excellent new products for customers to choose from.

With her comprehensive experience as a rider, horse and stable owner, Christine has a good working knowledge of what customers may need. She augments this by spending a great deal of time researching the market, finding out about other horse owners’ needs, wants and latest trends.

As Christine is the first to admit, designing new products is a tricky business with many aspects to bear in mind. Her checklist is as follows: • Your customers’ needs • Quality and suitability for use • Fashion and desirability • Appropriate price point “It’s important that all new products tick these boxes and it takes months of trialling each new item to get it right,” says Christine. “Even after all this, there’s still an element of luck involved to make it a bestseller, that’s for sure!”

w e n s ’ t ha W

?

8 1 0 2 r fo

ETN brings you a first glimpse of what’s in store from leading supplier Snowhill for 2018…

▼ English Leather Heritage Mexican Style Bridle “Our Heritage range is made with quality English leather. The bridles have stainless steel buckles and - new for 2018 - is the Mexican style complete with soft feel rubber reins.” Sizes: pony, cob, full, extra full.

Join Christine for an exclusive preview of new products from Snowhill set to tick all the boxes this year.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

25

Special Report

▲ Rhinegold Softee Laced Reins “Joining our Softee leather range are these ‘soft as butter’ laced leather reins in black or Havana.”

◄ Rhinegold Elite Kids’ Colorado Boot.

“The adult Colorado Boot is a great selling item. So to join it, we have introduced a child’s version. It’s perfect for shops to stock as the multiadjustable width means it fits everybody!” Sizes: 13 – 5.

▲ Rhinegold Elite Montpelier Rug “The Montpelier will be launched in 2018 as a rug with a unique selling point… The chest area is made from a waterproof, stretch fabric to give more flexibility. It’s also available in a full neck version.” Sizes: 4’6” – 7’3” ► Rhinegold Elite Children’s Luxus Leather Boot “This ridiculously soft, leather boot has been developed into children’s sizes, offering an elasticated calf panel for sizing and fit. Comfortable from the first wear, it’s simply ideal for the young rider.

With comfort guaranteed, it comes in sizes 13-5.”

It takes months of trialling each new item to get it right. ▲ Rhinegold Elite Shock Absorber Back Pad “This innovative pad is cotton quilted with shock-absorbing rubber. There are eight interchangeable additional pads to aid saddle position correction.” Sizes: pony, cob, full. www.equestriantradenews.com

● To find out more, contact Snowhill Trade Saddlery on tel 01243 672323, email sales@snowhill.ltd.uk or visit www.snowhilltradesaddlery.co.uk EQUESTRIAN TRADE NEWS JANUARY 2018

26

People

• Armstrong Richardson & Co has welcomed Helen Thompson to its board of directors. Helen started with the North Yorkshire based feed distributor in 2002 as an account manager. She went on to work in purchasing.

For many years since, Helen has run the wholesale business of Armstrong Richardson, overseeing significant expansion. AR Wholesale now services customers from Aberdeen to Cornwall.

“Helen has shown outstanding professionalism within the company over the last 15 years,” said joint managing director Mark D M Jones. “She has grown with AR Wholesale, and with her ongoing involvement and commitment we are sure she will continue to develop the business as wholesale director.”

Helen has been involved with many aspects of the family run business.

She had a notable input into the design of its current offices and warehouse in Stokesley which won the commercial category in the RICS (Royal Institution of Chartered Surveyors) Renaissance Awards 2008.

• Two new recruits have joined Equilibrium Products’ sales and marketing team.

Sophie Aziz (left) was previously with Milton Keynes based retailer, RB Equestrian. Chelsie Horne (below) is working part-time as trade marketing assistant while studying equine entrepreneurship and management at Berkshire College of Agriculture.

• Kerry Walls, the manager of Oxfordshire retailer Equestrian World has appeared on the Charles Owen Hat Fitter of the Month roll of honour. “She enjoys explaining the many reasons why a properly fitted riding hat is essential,” said the judges.

Kerry was runner-up to Angela Sallee from American retailer Wise Choice Tack and Supply of Lexington, Kentucky.

Let’s celebrate experience and loyalty among the equestrian trade’s workforce. This month’s ETN Long Service Award goes to…

KEITH RICHARDSON

100%

ETN

Long S

ervice Award

• Head saddler, Frank Baines Saddlery • Keith has worked for the Walsall based company for 30 years having joined soon after it was set up by Frank Baines in the 1980s.

Keith is involved in all aspects of saddle manufacture from patternmaking new models to quality control. He also plays a key role in staff training and development.

AND…

SIMON WOOLLEY • Christine Middlemiss has been appointed as the new UK chief veterinary officer of NOAH. She takes over from Nigel Gibbens who steps down next month (February) after ten years in the position. NOAH represents the UK animal medicines industry.

• Distributor Zebra Products has announced a partnership between Olympic silver medallist Zara Tindall and three of its brands.

The eventing star, who has been using Cavalor supplements and care products, Bucas rugs and Veredus equine boots for some time, says it was “a natural step” for her to team up with them.

“We’re particularly excited to welcome Zara to the herd,” said Zebra Products managing director Simon Middleton.

JANUARY 2018 EQUESTRIAN TRADE NEWS

1

Q

Since 1988

• Saddler, Frank Baines Saddlery • Simon has worked for the company for 25 years. He was originally trained at college

by Frank Baines himself - and was employed by Frank soon after leaving. Simon is a very meticulous saddler and takes great pride in his work.

HOW TO NOMINATE: Tell us about your deserving long-time employees. From the company co-director to a Saturday girl/boy, ETN would like to mark their contribution to our trade.

We need to know the employee’s name, his or her job title, how long they’ve worked for you – and why they’re a valuable member of your team. Do send us a picture too.

Please include your name, business name and location and telephone number and send to editor@equestriantradenews.com

www.equestriantradenews.com

G

• easibed has appointed Maisie Rutter as customer sales advisor. She is supporting easibed equine bedding and easichick poultry bedding stockists in the north-west and southwest.

Maisie, who previously worked in sales in a busy retail store, joined the easibed as the brand announced it has become the Liverpool International Horse Show’s official bedding sponsor. Pictured, from left, are Maisie Rutter, Emma Hudson easibed marketing manager and Nina Barbour, show director.

e

1

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Insurance

28

ON THE RIGHT TACK…

NEC, Birmingham, UK

21 - 23 st

rd

January 2018

SEIB Insurance answers those tricky tack related questions that might be bugging you and your customers.

Q. I’m a saddlery retailer and nearly every time I sell a new saddle, the customer asks me for advice about insurance.

What should I tell them? And could I be making a little bit of profit here?

A. SEIB offers an extremely comprehensive Equestrian Country Home insurance policy. It covers high levels of tack and saddlery as standard. As a retailer, it would be worth contacting SEIB Insurance Brokers on 01708 850000 to find out if you could be an introducer.

You would be required to sign a contract and would not be qualified to give advice but, depending on the level of business, SEIB may be able to pay commission. Terms and conditions will apply but it could be a good option for another revenue stream If you’re giving advice, make sure you have professional indemnity cover.

Pre-register to visit: www.beta-int.com/visit Tel: +44 (0)1937 582111 Email: info@beta-int.com

Main Sponsor

www.equestriantradenews.com

29

Insurance

for the business.

There are a couple of choices to insure tack and saddlery. They offer different levels of cover and, as saddles become more and more expensive, it should be a priority for your customers to protect their investment.

Most people know that they can insure their tack on their horse or pony policy which is often purchased in increments of £500. However, this is likely to cover only for the second-hand or used value, with ‘new for old’ probably not being an option.

It may be difficult to find a used saddle that is an exact match to fit the horse; therefore it’s worth considering household insurance to cover tack and saddlery.

It’s wise to choose a home insurer that will include tack and saddlery within the ‘all-risks’ element of the policy so it will be covered out of the home (but please do check your home policy for cover restrictions). It is likely that the tack will still have to be locked up when not in use but many insurers consider tack and saddlery as sports equipment just like a tennis racket.

When insuring on the household policy it is important to make sure the cover is high enough to replace the equipment if it is stolen or damaged. Talk to the insurer to find out if there are any restrictions in the cover.

Q. I’m about to set up on my own as an independent saddle fitter. I will be travelling to customers’ homes or livery yards to fit their horses with new saddles and/or check their existing saddles. What sort of insurance cover do I need when I’m working with people on horses on someone else’s property?

A. Public and products liability should be a priority. The liability policy will protect you from any third party property damage if you are found to be legally liable while on the yard; and the products liability will insure you against any negligence should the product lead to any damage or injury to a third party.

Don’t forget to insure your vehicle for business use and have goods in transit cover on your main business policy. If you are giving advice, make sure you have professional indemnity cover.

The BETA offer [see overleaf] gives very good value for money.

Q. If a horse owner keeps her tack in the house at home, is it covered by household contents insurance?

A. This always depends on the household insurer. The horse owner must check their policy document to ensure the cover is in place. ‘New for old’ and ‘all-risks’ are the options to choose.

This covers tack away from the premises and, if it needs to be replaced, ensures new for old and removes the need to go looking for a second-hand item as a replacement because of budgetary restraints.

The situation would be different if you sold the saddle to a business such as a riding school because their household insurance would not cover the equipment if it belonged to the business. There are riding school policies that offer extremely good cover for equipment.

Every insurer is different, so it’s important to check if the items are covered and for how much.

Q. I’m a retailer feeling very sorry for a good customer who has recently had her tack room broken into and every item – including three good saddles - stolen. She’s claiming on her insurance and says she will replace the tack by buying from me when her insurer pays up. I feel inclined to let her have a couple of saddles on credit to enable her to keep riding her horses. How long does it normally take for a claim like this to be paid? And when the claim is settled, will she be likely to get cash or do insurance companies normally settle on a ‘new for old’ basis?

For a claim for theft to be accepted by an insurer it’s usual that there must have been violent and forcible entry involved.

Continued on page 30

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Insurance

30

Many insurers consider tack and saddlery as sports equipment just like a tennis racket.

It’s easy for competitors to become preoccupied on a busy show day. But their tack must be locked away when not in use.

From page 29

A. Insurers are working towards quicker and quicker settlement.

However, a claim for theft can be a complicated process because reports may be required from the client, and possibly the police, and a loss adjuster may be involved too if the claim is for a significant amount.

The type of cover depends on the policy and only your customer will know the answer to that question. Every insurer is different and policies are often tailored to reflect the needs of the client.

If the policy does cover ‘new for old’, it would be the choice of the insurer whether they supply a replacement item or pay cash and allow their client to purchase any new items at their own discretion.

Q. I make and repair saddles and frequently send them by post or courier. This costs me a fortune in insurance on top of the postage. Can you offer me an alternative arrangement?

A. This is an interesting question and one that could affect a lot of businesses.

If the limits of cover sit outside the standard cover available on the policy, SEIB can offer an annual policy with the marine option which covers stock in transit being sent to most places in the world.

This could turn out to be a cost effective alternative to insurance from the postal carrier. Terms, conditions and territorial limits will apply with this option.

Q. Whenever I go to a show, I see lorries and towing vehicles left wide open with tack on display. It’s practically asking to be stolen… Is the owner of the tack covered by standard insurance when so clearly ignoring simple security measures?

A. For a claim for theft to stand up and be accepted by an insurer it’s usual that there must have been violent and forcible entry involved. This means that the tack and saddlery must be stored securely and locked away when not in use.

An insurer will always look at extenuating circumstances; but as JANUARY 2018 EQUESTRIAN TRADE NEWS

a general rule, the insured is obligated to take reasonable care of the items for a claim to be accepted by the insurer.

Q. How can being a member of BETA help me with my insurance?

A. BETA has several insurance benefits for its members.

Professional Indemnity (PI) cover comes at an extremely competitive price if bought through BETA as the organisation subsidises the cost.

PI cover is a legal requirement for some companies such as solicitors and financial advisors. It provides legal liability cover for negligence where advice is given for a fee. So, for example, providing a service such as saddle fitting, hat fitting or giving advice on what feed or other products to use.

BETA members receive a free direct debit monthly payment option and - new for 2018 - a 10% discount on the new SEIB Insurance Brokers ‘Equestrian Trade Insurance’ package. The latter has been specially arranged to meet the needs of the industry and is the only one of its kind.

BETA members enjoy a 10% The ‘Equestrian Trade discount on the new Equestrian Insurance’ scheme from Trade Insurance package which is SEIB offers cover rarely the only one of its kind. available anywhere else and is bespoke to the equestrian trade.

• To find out more, contact SEIB on 01708 850000 or visit www.seib.co.uk

www.equestriantradenews.com

31

Insurance

DOING YOUR HOMEWORK Whether you run a small business from home, have an online shop or operate a huge retail space with a number of employees, business insurance is something you need to think about.

Shearwater Insurance looks at protecting your business at home.

T

aking the ‘it won’t happen to me’ approach is not a viable attitude when it comes to business. By making sure every aspect of your business is secure, you can enjoy peace of mind that in any eventuality your livelihood is safe.

Many smaller businesses and start-ups find themselves working from home. It’s a great way to avoid the daily commute and avoid paying larger overheads for office space.

But just because you are working from home doesn’t mean you are automatically protected. A household insurance policy can go some way to covering your business equipment but not all. It won’t cover the more high tech audiovisual items for example, anyone visiting your home for business purposes, or employees.

Why cover your business?

By getting yourself a specific business insurance policy you can ensure that your expensive business equipment is covered.

Personal accident insurance is especially important if your income would suffer if you were unable to work. Weekly benefits can cover up to 80% of weekly income. There is also illness cover to consider. Have you really ever stopped to think what would happen if you were taken ill?

Public liability Alongside the above, public liability should be considered if you have people visiting your home for business reasons. If you have staff working for you, whether they are packing or working administratively, you are legally required to have employers’ liability insurance.

And if you are offering professional advice in terms of supporting your customers, you may wish to include professional indemnity insurance as well.

Find your policy Your business is individual to you and therefore your policy should act in the same way. Not all businesses need the same protection, so you need to identify the areas you want protecting and ensure these are covered as comprehensively as possible.

Business insurance is considerably different from insuring a car. It is your livelihood and, at the end of the day, it is essential that it is protected on the correct basis.

This means speaking to a “If you have staff working for you, company who can you’re legally required to have help you cover all employers’ liability insurance.” the areas and understand your business needs. Shearwater Insurance has years of experience insuring businesses especially within the equine sector. Our knowledge makes us well placed to help you find the best policy for your business.

For more information and to receive a no obligation quote, visit www.shearwater-insurance.co.uk or call 01992 707616.

Product liability Something you will definitely need to consider is product liability. This covers you for the cost of compensating someone should a faulty product that you have sold to them cause injury.

For example, if you sell equipment that could break and cause an accident, you could be liable. Product liability will protect you against such incidences.

You will need to ensure that you have ‘rights of recourse’ against any manufacturer or supplier in this case. If you buy all your stock from the EU, you should have this automatically covered, but do check.

A household insurance policy can go some way to covering your business equipment, but not all.

Cyber liability Another thing to consider in this day and age is cyber liability.

This means that you can insure against business interruption should you be hacked, or a virus upsets your work. It’s something that is becoming a far bigger issue in today’s business world.

It also means that you can be covered if you subsequently infect third party computers, which in turn disrupt third party business.

If you hold client data, including names, phone numbers and/or credit card information, if that data is lost or stolen you will have the cost of reinstating the information, investigations as to how this happened, as well as the potential fall-out of having to inform your clients. This can significantly tarnish a reputation. Cyber liability would pick up the resulted cost of this. www.equestriantradenews.com

Insurance for all equestrian businesses “Customer care and personal service is the Shearwater philosophy. Our clients stay with us and recommend us and that is the best advertisement you can have” Jeremy Lawton, Managing Director

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EQUESTRIAN TRADE NEWS JANUARY 2018

A SECRET WORTH SHARING...

Re-brand Diary

32

As Red Gorilla - Faulks & Cox Ltd’s new name for its entire stable of products – prepares to make its BETA International debut, it’s just the beginning of a new chapter.

“A F

” … n r o b s i d n a r b new Putting something back

Find out about our rebrand in 2018

aulks &and Coxvisit Ltd’s wide range of good quality stable us(FCL) at BETA International management equipment officially all became Red Gorilla on 22-24 January 2017 • NEC, Birmingham 1st January 2018.

Hall 8, Stand C7.1 It’s been quite a journey, and one that ETN followed throughout 2017. As we’ve documented, launching a new brand is about much more than sticking on a few fresh labels! Already For information on our ranges and new products please contact your wholesaler or our Sales Team: Red Gorilla is01455 getting behind charitable workwww.faulks.co.uk/otw and has a thriving 844 134 sales@faulks.co.uk 01455 848 184 social media presence.

Show deals Deals at this month’s BETA International (21 – 23 January) will demonstrate exactly what Red Gorilla means to the trade. Indeed, FCL has underlined its intent by going bigger than ever with a larger stand (C7.1), more sales assistants and even better deals for retailers.

“We’re looking forward to BETA International,” says Chris Birch, UK sales manager. “We’re excited to officially launch Red Gorilla, celebrating with loyal customers and all those interested.”

Refreshed identity It’s been a busy year for everyone at FCL. “The rebrand has made us review every aspect of our business,” says managing director Dean Cox. “We’ve refreshed our whole identity, including our catalogue, website and POS material, ensuring a consistent feel and modern look.

“We’ve taken care to ensure that there is no disruption for retailers. The quality of our products hasn’t changed, even product codes and barcodes have stayed the same. It’s just a new look!”

The digital stuff Alongside the rebrand, Faulks & Cox Ltd has built a brand new website for Red Gorilla.

“Our new website makes ordering faster and simpler than ever,” explains Chris. “With a userfriendly layout, we’ve made it even quicker to find your favourite products and complete your order.

“View our special offers at your convenience, ensuring you get the best deals.”

Retailers are kept up to date with news, including product launches, via an online blog. As well as reading ETN, it’s the best way to stay informed with all things Red Gorilla. Retailers can sign up to a newsletter to be among the first to receive exclusive offers too.

“It’s so easy, register now and if you have any problems simply get in touch. We’ll be happy to help,” adds Chris.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Top riders Sharon Hunt, Harry Payne and Betty Baker are promoting the brand to consumers both through social media and by word of mouth in the equestrian community.

“We rely on their opinions, as professionals in this field, to improve and develop our products,” says Dean. “We are excited to be working with such prestigious ambassadors.

“We’re also proud to support the Riding for the Disabled Association (RDA) who are fundraising for their new National Training Centre in Warwickshire.”

To help get the yard up and running, FCL has donated a range of Red Gorilla yard essentials for the new centre.

The new brand is also working with conservation charity, the Aspinall Foundation which breeds, releases and protects endangered animals, including gorillas.

New labels and PoS New Red Gorilla display stands will be available at BETA International.

“Our Profit Packs provide an innovative solution to display products neatly, while grabbing customers’ attention,” says Chris.

So this is a chance to refresh your stable management range and increase sales.”

Tidee family grows In 2017, FCL launched the Big Tidee, a range designed to make poo-picking quick and easy. Having listened to what customers want, the colourful collection has been extended. Kids will love the Teenie Tidee, complete with a short handled Tidee scoop, mini broom and rake.

And finally…

“Now the Red Gorilla rebrand is complete, we’re concentrating on giving the range maximum publicity to spread the message to consumers in the equestrian world,” says Dean.

And with retail sales expected to surpass all FCL’s previous brands’ figures, it’s looking like a win/win for Red Gorilla and its stockists alike.

• For information call the friendly team on 01455 848184 or visit www.redgorilla.red

www.equestriantradenews.com

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Retailer Profile

34 Beatrice Blakeman (right) is a great advocate of training at Crewe Saddlery and is joined here by saddle fitter Sarah Bailey (left) and trainee Erin Knapman.

THE PERFECT FIT Deborah Hayward meets Beatrice Blakeman, owner of Crewe Saddlery, based near Nantwich, in Cheshire.

Q: Tell us a bit about Crewe Saddlery's background.

A: The business was set up by my parents, Howard and Audrey Blakeman, in 1970 and for 30 years or so operated as a retail store in Crewe, selling everything for the horse and rider. Saddles were always a passion of Mum’s and, when she passed away in 2001, I took over and eventually switched from being a full-on retail shop offering saddle fitting to one that did nothing other than offer that service. I took the decision to do this in 2008, as the recession was looming and saddles were becoming a real growth area for us.

Q: Had you previously been involved with the business?

A: Yes, I joined straight from school at 16. I also did an HND in business and finance at college. Working in the shop, I learned from the bottom up, sweeping the floor and Hoovering.

Q: Are you a qualified saddle fitter?

A: Yes, I trained with Mum and we did it all in-house. I got my qualification when I was in my 20s and, since then, I've been involved with the training of eight or nine other people to get them through the Society of Master Saddlers' qualifications.

I've always been a big fan of the society and was voted onto its executive committee last November. It's such a good organisation to be part of.

Q: How important is training for saddle fitters?

A: It is massive for us and we always have at least three saddle fitters on staff. Those I take on as trainees are quite lucky because they've always got a team around them to offer support. The equestrian industry is small and opportunities are so few, it's important to help. Lots of people, perhaps, offer training, but it's costly to get someone to a qualified level. We fund all training and annual CPD [continuous professional development].

Q: How many people do you employ?

A: We have five – our office coordinator Sally Herbert; SMSqualified saddler and saddle-fitter Emma Kettle, who joined the business on leaving school and has been here for more than 20 years; SMS qualified saddle fitter Sarah Bailey, who came in 2012; Alison Moody, who has been with us for two years and is due to take her SMS QSF [qualified saddle fitter] JANUARY 2018 EQUESTRIAN TRADE NEWS

final assessments in June; and trainee Erin Knapman. My Dad also comes to work in the workshop for a couple of hours each week. He's 80 in April, a master saddler and a past member of the SMS executive committee.

Q: Which saddlery brands do you offer?

A: We have Wintec, Bates, Kent & Masters, Thorowgood, Fairfax, Albion, Equipe, GFS, Pessoa, PDS and Black Country.

These saddles work for us and allow us to offer a price fit for everybody. I’m always open to looking at new things, but there’s no point in finding more saddles – you just give customers a longer list to choose from and they can’t make a decision. My synthetic saddles start at around £425 and the most expensive leather one is more than £3,000, and there are some in between. So you’ve got “basic, better, best”.

Q: Do you sell second-hand saddles?

A: No, but we part exchange leather saddles that have come from us in the past five years.

Q: How do you organise a saddle fitting appointment?

A: In the case of a new client, we take a lot of details over the phone to identify what type of saddle they're after. We then stock up the van – we have our own liveried vehicles – and take a range out to try on the horse.

Once we have created a shortlist of what Going out on the road is a regular part of daily work for suits best, Beatrice and her team. the client is able to have a ride in the saddle before making an informed choice. In addition to visiting yards, we are able to offer onsite facilities here.

The important thing to remember about saddle fitting is that it is ongoing, as horses change shape and people www.equestriantradenews.com

35 all saddles were made with wooden trees, but now we are seeing more people – particularly those with their first horses - who expect an adjustable saddle. There is, however, a place for both types of trees.

Crewe Saddlery trainees benefit from having experienced saddle fitters around them.

sometimes don't realise how much.

When we go to close the sale, on our receipt books we have comments and recommendations. If we’ve fitted a new saddle, we’d like to see the horse again within three months, because flocking settles. If it’s a younger horse, we’d say six months thereafter and then it might just be annual – that’s the minimum we recommend.

Q: Do you have a geographical radius for clients?

A: We're comfortable with around 50 miles. Outside that, maintenance becomes more difficult.

Q: Who is your typical customer?

A: They come from all walks of life. We have competition riders, leisure riders, people with a black-and-white cob and those with a grand prix dressage horse.

Every horse deserves a comfortable saddle, whether someone can afford £500 or £3,000. I want to sell the best saddle for a horse-rider combination.

Horse welfare is a saddle fitter's goal and we see more than 1,000 horses a year.

Q: What does a regular working day look like?

A: My days are quite varied, as I am reducing my saddle fitting schedule and handing over to my team so that I can focus on running the business.

If it's my saddle fitting day, a first appointment tends to be around 10.30am to allow for travel. We usually try to do one new saddle and two to three checks per day. The most important thing is to give the customer time. Buying a saddle is a big decision.

I really love the sales side of my job, too – that double buzz when you sell a saddle but you know that you have also made a difference to the horse and rider. I don't work on Sunday or Monday and last year I tried to keep to a four-day week – just like the girls who work for me. I think this is a good work-life balance. They've got children and horses, so the four-day week works for them. I try to be a considerate employer.

Q: Have you noticed a changing trend in saddles?

A: Adjustability is certainly a big selling point nowadays. When I started out, www.equestriantradenews.com

Q: Do you attend industry events and conferences?

A: Yes, we go to BETA International and also attend supplier days. We took our saddle fitters to the Centaur Biomechanics Rider Conference, as I think it is really important to invest in training. There’s a great deal of research going on about saddles, so it’s important to keep on top of developments.

Q: Do you have any sponsored riders?

A: We have brand ambassadors rather than full sponsored riders. They are all existing customers who still pay for products but get a staff discount, free saddle checks and nice branded rugs, clothing and saddle cloths. I don't go out looking for people – it happens naturally.

Q: Are you from a horsey family?

A: Yes, not out hunting every weekend, but horses have always been a part of my life. It just became like a natural environment for me to be in and I like the sales element of business, but with horses mixed in is obviously even better.

Q: Do you have a horse now?

A: No, I don't have time for one. I am a bit of a perfectionist and, if I'm honest, I was never that good a rider. I still love horses and it's wonderful to be around them, but I don't need to get out and do all that stuff. My partner, Graham, and I have two dogs – Labradors Florence and Mabel.

Q: When you’re not working, what do you like to do?

A: I walk the dogs – that's my switchoff. Sometimes, the best part of my day is taking the dogs for a walk in the morning. I also like to do a bit of agility training with them.

Beatrice now runs the business that her parents started in 1970.

Vi si t us at BETA 2018 VisitTrilanco us at BETA Stand J7.1 Stand XY 123 Covalliero Stand E2.4 www.magicbrush.com

ETN Reporting

36

TURNING BACK THE PAGES… Equest Trade Nerian ws

For almost 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.

The V oice of th e Equ e

stria

…Five years ago…

In January 2013, ETN reported: • Pets at Home acquired Ride-Away, the Yorkshire retailer established by Stephen and Angela Clark in 1980.

• More than 500 people turned out to see William Fox-Pitt doing the honours at the official opening of Colne Saddlery’s new store at Bourton-on-the-Water in Gloucestershire.

• BETA International 2013 organisers announced that Countryfile presenter Ellie Harrison would be appearing at the trade fair, then held in February.

• Vale Brothers won a Lord Stafford Award for its KBF99 stable and grooming range. The accolade recognised a successful collaboration between the Walsall manufacturer and Coventry University.

…20 years ago…

try

January 2013 No

Volume 37,

1 Monthly

New

YEAR

New

PRODU CTS La test launch es Best in beddin g

WHAT’ HOT S

HoofcarINe

Farrier ’s of the tricks trade

2013

17-19 February NEC, Birmingh 2013 am, UK

Ja Feed nuary ing sa Indu for bre les stry e new ding s

ETN is mediathe official BETA Intpartner of ernati onal

Equest Trade Nerian ws

…Ten years ago…

In January 2008, ETN reported: • Renowned saddler Keith Luxford died suddenly aged 76. His retail career began by selling second-hand saddles at Reading horse sales. After running a riding school in the late 1950s, he set up Keith Luxford Saddlery. A president of the Society of Master Saddlers (SMS) and Master of the Saddlers’ Company, Mr Luxford was also well known for his successful show cobs.

• Long established wholesaler Stephen F Robertson went into administration.

• EMAP, owner of Your Horse magazine, agreed the sale of its consumer titles and radio stations to German publisher Bauer for £1.14bn.

• The Holistic Horse Show would be held at Towerlands in Essex in October, organiser Dani Paizis told ETN. It was to host demonstrations and “a large shopping mall” and would appeal to the “growth of interest in complementary therapies.”

n Ind us

The V oice

Feed facts ing fictionand

of th e Equ e

stria

n Ind us

try

Januar y 2008

Volume

32, No

1 Mon

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Latest Intern BETA 2008 national ews Trade to the guide ye top sh ar’s ows

LOOKI BE NG THE LBOW ELT

In January 1998, ETN reported: • Weatherbeeta took over the UK distribution of Aigle riding boots from Finest Brands International (FBI). ETN’s front cover pictured Weatherbeeta’s managing director Joe Singleton congratulating his sales manager Michael Mullavey for pulling off the deal. Meanwhile FBI launched its own Kudu boots brand, with chairman Paul Ziff saying he’d parted company with Aigle “with some regret” having first distributed the brand 25 years ago when he was chairman of Stylo Matchmakers International.

• Hilight Horse Feeds announced a £30,000 advertising campaign in consumer equestrian magazines to promote its Improver product.

• Endurance riding was the theme of BETA International 1998. Main sponsor W. L. Gore & Associates was to showcase its Gore-Tex fabric via a number of garments appearing in the fashion show, sponsored by Gallop! magazine. Another highlight was to be a working forge where farriers Kelvin Lymer and Ian Hughes were to demonstrate shoeing endurance horses.

• The QuzaMerchant is a new service enabling retailers to take credit card payments over the Internet, ETN reported. Secure “on-line” card authorisations can be completed in just two minutes, say the makers of the electronic retailing innovation.

• Steve Russell of Equine Health & Herbal was delighted when the Essex based company secured its first export sales of its herbal infusions to America.

…31 years ago…

In January 1988, ETN reported: • Robert Parkes, Walsall entrepreneur and erstwhile owner of Eldonian Brookes, sold his waxed jacket business to John Partridge for £200,000. “The wax boom is over,” Mr Parkes told ETN. • Japanese manufacturer Soyo International, maker of the Wembley riding hat, announced it would exhibit at the BETA International Trade Fair in March.

• Things were getting back to normal at Kent based wholesaler Westgate after a hurricane damaged its warehouse. A temporary roof had been installed to allow business to continue, with chairman Michael Vant expressing relief that his insurers had agreed to cover all losses and damage in full.

• Fundraising was underway to send the British equestrian teams to the 1988 Olympic Games in Seoul, Korea.

Initiatives included a calendar produced by SR International Communications, sponsors of event riders David and Lucinda Green, with plans for collecting boxes at the BETA International trade fair and £1 to be donated for every riding coat sold by J. Dege & Sons at Badminton.

• Jill Butters joined the board of Caldene Clothing Co as sales director. Mrs Butters had been with the Mytholmroyd, West Yorkshire manufacturer since she left school 16 years previously. Existing directors included three generations of the Uttley family.

JANUARY 2018 EQUESTRIAN TRADE NEWS

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Better Business

38

Play your cards right From this month, businesses will no longer be able to charge for accepting plastic cards. So it’s even more important to keep processing costs in check, says Adam Bernstein.

O

ver the last 50 or so years the economy has been moving towards non-cash forms of payment – initially credit cards, then debit cards and latterly electronic and contactless payments such as online or Apple Pay, Apple’s own device-based payment service.

However, card payments come with cost. So how should a retailer choose the company that processes its card transactions?

Behind the scenes A card transaction does not involve a simple ‘retailer to consumer’ relationship. There are other players in on the process.

A retailer has to deal with a merchant acquirer to process payments taken – invariably via a terminal the acquirer provides for a fee.

Also involved is a card issuer – the bank or institution which issues the card and which ultimately bills or credits the consumer. They receive the transaction and authorise or decline according to status and available funds. If approved, the acquirer processes the transaction so that the retailer gets paid. This could also include any chargebacks where a consumer has claimed a refund that has been denied.

Everyone involved in the process piggybacks off any one of a number of card schemes which, in the UK, means American Express, Diners Club, JCB, Maestro, UnionPay International, MasterCard and Visa. (American Express and Diners Club combine all the roles – they run the card scheme, and are issuer and acquirer.)

Costs and payment times Getting paid is key to the card acceptance process, and the time it takes to be paid by their acquirer can vary according to the transaction type.

A standard ‘card present’ transaction can take up to four working days; a ‘card-not-present’ transaction can take more than four working days; and a ‘card-not-present’ transaction (internet) can be upwards of 30 working days. These timescales clearly need to be worked into cash flow projections.

In terms of costs, in-built to the process are the acquirer’s charges such as the ‘interchange fee’ - a charge between institutions for handling transactions which has been capped by law at 0.3% for credit cards and 0.2% for debit cards (previously it was typically 0.8%).

There is also the ‘merchant service charge’ that retailers pay acquirers for processing the transaction. This can vary widely depending on their market power and negotiation abilities.

However, there may be other costs to consider such as joining or set up fees to cover the costs of the new account, and a minimum monthly service charge (MMSC) - the minimum that an acquirer will charge irrespective of the level of transactions. Some providers such as Handepay don’t charge this.

When a contract comes to its end, it’s worth asking if the acquirer can better their deal. It works with insurers and Sky TV…

Card types On first blush, it seems simple. Retailers either accept credit cards, for which they pay a percentage of the transaction; or debit cards, which incur a fixed and generally lower cost per transaction.

However, they could see foreign-issued cards (still branded MasterCard or Visa but from overseas banks) which don’t feature chip and PIN – they only have magnetic stripes; and also business debit, credit or charge cards.

Transactions may be processed as either a ‘card present’ or ‘card-not-present’ with card each brand having its own rules for processing different transactions.

JANUARY 2018 EQUESTRIAN TRADE NEWS

The providers – part one

Before confirming pricing and granting service, acquirers will want to know about the business that is applying. In particular, they will want to understand the industry; the location of the premises; what goods or services will be sold; the nature of any guarantees attached to the goods or services; and the actual or forecasted card volumes. In other words, turnover and profit against potential refund risks.

Further, the discussion will involve the likely card types to be accepted - debit or credit and MasterCard or Visa; the projected number of debit and credit card transactions; the mix of card present or card-not-present transaction; the expected average value for each card transaction (“the ATV” or average ticket value); and also, how the transaction will be processed. For example, if it’s a card-not-present transaction, will the retailer use both Address Verification Service (which compares the entered address against www.equestriantradenews.com

39

Better Business

the card issuer’s records) and Card Security Code (the three-digit code on the back of the card)?

This will determine the pricing for that type of transaction as fraud is an ever-present risk.

Naturally, if a retailer doesn’t currently accept cards, forecasting card volumes will be difficult.

However, acquirers should be able to help based on their own experience.

Those new to commerce or who expect minimal volume of card transaction should ask if the acquirer has packages for smaller businesses.

The providers – part two

of many, they can, to an extent, insulate their customers from price increases and they also can help with the application process. There are a number of firms that operate as ISOs such as Handepay, Merchantservicesuk and Payatrader.

It also pays to remember that there are independent card processors such as iZettle and Square Reader with their own mobile readers which are used in conjunction with smartphones.

There are online comparison websites such as Cardswitcher and Merchantmachine. The latter has a long, 93-entry, list of the various providers.

For the established business wanting to switch, the process is easy. Find a new supplier, install the new equipment and software, and once everything is proven to be working, end the old contract. It really is that simple. It’s all a question of finding the right deal as subscribing to a card acquirer boils down to price; the services and terminals are virtually identical and are made by three firms.

As with any contract, retailers should remember to benchmark service and price. They should never accept the first offer as prices can vary by 40%. It’s important to consider not just the headline transaction charges but, instead, the overall cost that covers terminals, authorisation, non-chip and PIN transactions as well anything else that may be hidden.

When a contract comes to its end, it’s worth asking if the acquirer can better their deal. This works with the likes of the insurers and Sky TV, so it’s something that should be pursued with the acquirer. However, those wanting to terminate early should keep an eye on fees and notice periods – these can involve a three-month notice period for the service and the payment of the balance of (say) a four-year contract for the equipment.

Getting paid is key to the card acceptance process, and the time it takes can vary according to transaction type.

Most think of the banks as being the acquirer.

The reality is that they resell services offered by others. Santander, for example, sells on behalf of First Data while Lloyds uses Cardnet. The point is that while the banks are thought of as the experts that own the services, the reality is much different and it may be entirely possible to get a better deal by going direct.

For the processors, the banks offer an easy route to market. For the retailer, it’s a known supplier that comes with an added layer of overhead.

Going direct may not necessarily yield the best cost results, though. This is because the processors know that custom is heading their way no matter what. There are options, however.

The first is obvious. Play hardball and negotiate as long as possible. This is clearly a gamble.

The next option is to use what is termed an ‘independent sales organisation’ (ISO). Officially licenced and approved by the card processors, these firms resell a provider’s service en masse – they buy a block of ‘service’ and through economy of scale get a better deal which is, in theory, passed on to its subscribing customers.

The advantage here for retailers is that they aren’t buying a cheapened look-a-like product; they’re buying the same thing that the banks are selling. Even better, because ISOs have the power

AIVER SPORT

AIVER 4D-BREECHES, GIVING RIDERS COMFORT AND MAXIMUM SUPPORT Aiver Sport Ltd

info@aiversport.com www.aiversport.com

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Hoofcare

40

Best foot forward…

Good hoof care is about horse owners and farriers working together, says Oli Meadows DipWCF. Here’s his seven point plan.

1. Regular farrier visits

This most basic of routine stable management tasks is one of the most important. There are some super hoof picks on the market now – some even have cushioned handles – to make the job easier.

Picking out the hooves means removing stones, mud and muck.

Doing it daily also means owners notice any issues early and can alert their farrier sooner rather than later.

For instance, if a loose shoe is dealt with promptly, there’s less chance of the horse pulling off the shoe – and taking some of his foot with it, making it harder for him to retain the next set.

The act of running a hand down each horse’s leg every day to pick out his hooves also means warning signs, such as heat in a leg or scabs in the heels, are picked up early and can be dealt with appropriately.

4. Making mannerly horses

Regular farrier visits enable owner and farrier to discuss any concerns.

Every horse or pony should be shod or trimmed as appropriate every six to eight weeks. Balancing the hooves and, if shod, replacing worn shoes are the most obvious reasons for this… but there are many more.

Regular farrier visits also enable owner and farrier to discuss any concerns - anything from cracked hooves or unusual wear on the shoes to whether the horse needs studs or pads.

Only registered farriers can legally shoe horses. And as trained professionals, we’re best placed to provide all-round hoof care.

If your customers are having trouble contacting a farrier, say if they’ve just moved to a new area, you could suggest they go to the ‘Find a Farrier’ feature of the Farriers Registration Council website (www.farrier-reg.gov.uk). Here, they can search for a farrier by location, name and or qualification.

2. Stable hygiene This is hugely important to hoof health, especially in winter when horses tend to spend more time inside. The worst scenario is horses standing in damp, dirty conditions.

A well-managed straw bed is great. However, unless it’s kept clean and regularly replenished, this type of bedding can be a breeding ground for thrush.

There many modern, easy maintenance bedding options available now, from various types of shavings to wood pellets.

3. Picking out the feet

Balancing the hooves and then following through the process of shoeing is precise work.

JANUARY 2018 EQUESTRIAN TRADE NEWS

A farrier can only maximise all his skills when working with a well behaved horse.

This very much follows on from encouraging your customers to pick out their horses’ hooves daily. Because by doing so, they’re teaching the horse to have each foot lifted up and held – and to stand still on three legs.

Assessing a horse’s conformation, balancing the hooves accordingly, and then following through the process of shoeing might seem like an everyday occurrence. But in fact it’s precise work requiring a great deal of effort and concentration.

A farrier can only maximise all his skills when working with a well behaved, co-operative horse. I certainly didn’t spend all those years training and qualifying as a farrier to go wrestling with my four legged clients!

5. Moisture balance Maintaining a consistent moisture balance is key to good hoof horn. In summertime, while horses’ feet might grow quicker, they can also become dry and brittle.

Using a good hoof ointment is an excellent course of action.

However, it must be a water based product and not oil based.

If a horse has dry, cracked hooves, covering them with hoof oil might make them look better. However, the oil content actually acts as a barrier to prevent the dampness those hooves really need from being absorbed.

On the other hand, a reputable water based product painted regularly over the entire hoof wall helps re-moisturise the feet, making them more pliable and less vulnerable to damage. www.equestriantradenews.com

41

Hoofcare 6. Diet and well-being

And finally… there’s no silver bullet

When a horse has good feet, the owner barely gives it a passing I can tell a lot about a horse’s overall condition - now and in months thought. But when he’s losing shoes, their world can completely past - by looking at his hooves. It’s not uncommon to see growth fall apart, especially if there’s a big competition coming up! rings dating from when a horse has gone out onto better pasture, There’s no panacea for perfect hooves but rather a combination for example. of all of the above. A holistic approach is often the best solution.

There are many hoof supplements available. And the ones I’ve A good farrier takes a pride in his work and is always happy to seen most success with are those containing the correct amount of discuss options with his customers to achieve a positive outcome. biotin and supporting nutrients.

As well as stocking reputable hoof care products, retailers Some top specification feed balancers are also useful for can help by keeping a list of names and contact numbers for improving hoof condition and encouraging strong growth. registered local farriers.

The biggest mistake some owners make is to keep chopping and changing products without giving the first one a chance to work. It takes 12 months for a hoof to grow from top to bottom and a good About the author six months to see any beneficial effects of a change in the diet.

7. Keeping shoes on It’s a vicious circle that drives horse owners to distraction. The horse pulls off a shoe, which damages the hoof, which makes it difficult for the farrier to nail on another, which means the horse is more likely to lose it again…

The key is to try to keep the shoes on until the next routine shoeing appointment. I often suggest the following: • Avoid too much fast trotting on tarmac. The concussion this creates can encourage the nails to rise quicker, loosening the shoes.

• Ride and turn out in over-reach boots, especially in holding ground. This can help stop the horse threading on the shoes and pulling them off. Check the boots aren’t rubbing though.

• Avoid turning horses out with sheep wire fencing, or use electric fencing to keep them off it. You wouldn’t believe how many shoes get pulled off by horses pawing at sheep netting. I visited a customer recently – to find the “lost” shoe hanging on the fence!

Occasionally, the only answer is to take off the shoes and give the horse – and more importantly his feet – a chance to recover and regrow.

North Wales based farrier OLI MEADOWS DipWCF qualified in 2010. His varied equine clients include dressage, endurance riding and county standard show horses and ponies as well as hunters and pleasure horses. Oli is regularly called upon to liaise with local equine veterinary practices.

Hoofcare

42

Up and running ETN looks at the latest hoof care products created to help keep horses on the road.

No hoof, no horse

For five star feet

NETTEX Frog Health maintains healthy soles and frogs in challenging environmental conditions.

Its powerful bactericides and fungicides help dry any discharge that appears in the frog. The product should be used in conjunction with regularly picking out the feet and good stable management, says Nettex.

Nettex Hoof Tar, a traditional antibacterial disinfectant with a barrier action to help support hooves, supports a healthy sole and frog. It works by producing a water-resistant, yet breathable film that prevents the re-entry of dirt and bacteria.

AVAILABLE in pellets, powder and liquid, NAF Five Star PROFEET supplements provide nutrients to support hoof health. They also offer nutritional support that helps target healthy liver function which is fundamental to healthy hoof growth.

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

PROFEET offers concentrated, fast acting, nutritional support for quality hoof growth. It comes in a range of sizes at RRPs from £30.99 PROFEET Rock Hard (RRP £23.99 for 250ml) is a hoof hardener developed to protect brittle hooves, strengthen soft soles and disinfect frogs. It contains naturally bio-available sulphur for maximum hoof horn integrity.

PROFEET Hoof Moist comes in black or natural and sizes 900g (RRP £12.50) and 2.5kg (RRP £28.50). Oil and grease free, the smooth gel is formulated to sustain the hoof’s moisture content.

Manufactured to a consistency that allows for easy, even application, Hoof Moist also contains eucalyptus, for its natural antiseptic qualities. The product is particularly useful during dry summer months and also for horses spending prolonged periods on dry bedding, which can draw moisture from the hooves.

PROFEET Hoof Dressing (900g at £12.50 RRP) is made with extracts of essential eucalyptus oil.

The clear, natural ointment penetrates deep into the horn to keep it supple and helps to protect the hoof from becoming brittle and prone to cracking and splitting.

Facing the challenge IT’S NOT easy to keep horses’ hooves healthy when damp conditions provide the perfect breeding ground for bacteria and fungi, says Absorbine.

Its Hooflex Frog & Sole Care is designed to maintain hoof health when exposed to adverse conditions. The liquid formula penetrates the frog and sole tissue and will not sting, stain, or dry the hoof.

A must-have winter product, it’s easily applied via its squeeze applicator which reaches deep into the frog.

Advice online CAVALOR has a website dedicated to healthy hooves (http://hooves.cavalor.com/en) Offering advice on feed, supplements and care, it’s a great tool for retailers.

Cavalor Hoof Aid Special is a concentrated blend of all the nutrients crucial to hoof strength and growth.

What makes this supplement outstanding is its high level of biotin, says UK distributor Zebra Products.

There’s a special offer on Hoof Aid Special too. When retailers buy five 1kg tubs, they get one free.

For horses with soft soles and sensitive feet, Cavalor SoleMate is a popular paste. It can be used with Cavalor Dry Feet, a spray to keep the sole dry; results can be noticed in three days.

Assistance on the hoof HOOF Support from Dodson & Horrell is formulated for the nutritional maintenance of horses’ hoof quality and growth.

The alfalfa based supplement contains biotin, zinc and methionine and is ideal for horses with poor quality hooves.

It can be used temporarily or permanently for recurrent hoof problems.

The RRP is £38.25 for a 3kg tub.

JANUARY 2018 EQUESTRIAN TRADE NEWS

For rapid treatment…

ANIMALINTEX Hoof Treatment is the only veterinary licensed poultice on the market for equine treatment.

Highly absorbent, it can be applied either as a wet, hot or cold poultice, or as a dry dressing, to suit the needs of an injury or condition.

It contains an antiseptic to clean and prevent re-infection. When the natural poulticing agent it contains, Tragacanth, reacts with water, it draws out any infection to create a clean area for the wound to heal.

When applied as a hot, wet poultice Animalintex increases blood supply to the hoof, helping to fight infection, reduce swelling and provide comfort.

Animalintex Hoof Treatment is distributed in packs containing convenient hoof shaped dressings. The RRP is around £6 each. www.equestriantradenews.com

43 Protection from wet conditions WINTER mud and muck softens the hoof capsule, allowing invasion by hoof-eating microbes, says Life Data Labs.

Life Data Hoof Clay is a pliable, sticky clay that easily packs and remains in place within wall cracks, wall defects, old nail holes, hoof wall separations and the sulcus of the frog.

The ingredients iodine and tea tree oil give the product protective properties for extended periods of time.

Hoof support in a bowl SPILLERS Happy Hoof is a low calorie, short-chop forage that’s ideal for those prone to laminitis. It can safely be used as a complete feed.

Happy Hoof contains all the vitamins and minerals horses need to stay in good health, including biotin (5mg per kilo) for hoof condition.

Spillers Happy Hoof Molasses Free is a palatable fibre blend with garlic and rapeseed oil and a similarly high level of biotin to support healthy hoof growth. It has no added sugar.

Spillers High Fibre Cubes are a versatile blend of concentrated fibres with prebiotics and probiotics to help support the equine digestive system. They are low calorie and cereal-free for good doers, box-resting horses, those prone to laminitis and those with low energy requirements.

All three feeds are approved by The Laminitis Trust. Spillers’ products are backed by eye-catching advertising campaigns and major in-store promotions.

WINTER JOINT CARE When quality counts TOPSPEC Healthy Hoof can be added to any horse feed to greatly improve hoof quality.

It includes optimum levels of all the micronutrients that promote hoof quality – plus broad range of micronutrients that improve the efficiency of the hoof supplement while also supporting light work. Healthy Hoof also produces a shiny coat and supple skin.

It contains the levels of biotin (15mg/500kg horse per day), and associated nutrients, scientifically proven to improve hoof quality. These include chelated zinc, methionine, MSM, copper, iodine, calcium and vitamin A – all of which improve the effect of biotin alone.

Proven hoof growth CLINICAL trials have shown that aloe vera can boost hoof growth by more than 50% over a four-month period, says the maker of Aloeride supplement.

It adds that the unique spectrum of nutrients within this pure organic aloe vera supplement can deliver even better results.

In supporting hoof growth, a daily sachet of Aloeride can also lead to healthy skin and hair too. www.equestriantradenews.com

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

RANGE INCLUDES: NoBute, NoBute Premium, Navilam ‘O’ & NoWheeze.

Available at Trade Prices.

Please note there are new FEI Rules regarding Devils Claw.

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

Legal Digest

44

ARE YOUR DISTRIBUTORS DOING THEIR STUFF? The way you handle distributors and agents can matter hugely to a business, says Stephen Sidkin.

A

re your distributors and agents performing as you want them to perform? Or could they be doing better and helping your results?

In turn, this raises the question of whether your business would do better by replacing any of your distributors or agents. If so, the issue is then how to achieve this result - particularly when distributors and agents enjoy certain legal protections.

Often the answer is to be found in performance management.

If performance management goes well, things turn around and the actual performance of the distributor or agent has improved, then no further action is needed.

Alternatively, performance management can provide you with the way forward to terminate the distributor or agency agreement and avoid a claim for some form of compensation – or at least reduce the amount which may be paid in settlement.

The basis of performance management is the agreement which you have, whether it is with the distributor or the agent. If it has been drafted to protect your interests, the agreement should impose a raft of duties on the distributor or agent which you can look to take advantage of.

But it is not simply an issue of going through the duties and obligations and requiring the distributor or agent to fulfil them. Thought is needed both in terms of what you are seeking to achieve (for example, improvement in performance or an excuse to terminate the distributorship or agency agreement) and how it is to be achieved.

Paper trail If it is a case of using performance management to result in a justification for termination of the distributorship or agency agreement, it is important that a paper trail is laid. Equally, it is important that what is sought from the distributor or agent is reasonable in terms of both scope and time.

If it is not, performance management may backfire in terms of preventing you from relying on the failure by the agent or distributor in question to perform and possibly justifying them in claiming damages from you!

Certainly in the case of an agent, a repeated failure to comply with your reasonable requests can result in you being able to take advantage of the Commercial Agents Regulations (the law which protects agents) to avoid making a statutory compensation payment or reduce the amount which is paid in settlement.

Similarly in the case of a distributor. While English law does not provide expressly the same type of special legal protection given to agents, judgments given in a number of cases in the English courts over the last few years involving distributors have hinted at such protection being given to terminated distributors.

Equally the laws of a number of other countries – both within and outside the EU – provide special protection for distributors in a way which is directly analogous to that of agents.

Even without this special protection, failure to properly performance manage a distributor can result in the distributor having a claim for damages for wrongful termination of the distributorship agreement.

Crunch time So crunch time. Think about how you are going to get to where you want to be, so far as your distributor or agent is concerned.

Equally important is to give thought to how you are going to service the customers in the distributor or agent’s territory following termination. Without careful planning you may find yourself in the situation where: • actions taken by you before termination literally give the game away and can result in the distributor or agent being able to turn the tables on you and claim that they have been constructively terminated; or • you do not have a replacement distributor or agent (or sales representative) in place in order to continue to service the customers in the relevant territory with the result that both customers and turnover may be lost; or • both!

Also in the case of a distributorship agreement, do you know where the outgoing distributors’ customers are and how to contact them?

Finally, take care. While it is open to you to performance manage underperforming distributors or agents, it is equally open to savvy distributors and agents to performance manage their suppliers and principals so as to engineer an exit from the distributorship or agency agreement to the maximum advantage of the distributor or agent!

Further: • agents enjoy extensive and (for principals) expensive rights under the Regulations which apply in most cases where an agency agreement is terminated; while • distributors can seek to take advantage of the right of ‘set off’ (which will apply unless it has been excluded) so as to off set monies owed to you on stock delivered against damages claimed by the distributor for wrongful termination of the distributorship agreement.

Performance management can provide you with the way forward to terminate the distributor or agency agreement and avoid a claim for compensation.”

About the author

Agents and distributors enjoy certain legal protection. So terminating an agreement needs careful planning.

JANUARY 2018 EQUESTRIAN TRADE NEWS

STEPHEN SIDKIN is a partner in Fox Williams LLP. For more details visit www.agentlaw.co.uk or www.fashionlaw.co.uk www.equestriantradenews.com

BETA Members' Page 45

Corks set to pop at the

2018

BETA BUSINESS AWARDS W

e have received a huge number of nominations for the 2018 BETA Business Awards and are thrilled to announce the finalists for each of the 11 categories. All the individuals and companies shortlisted now have a nail-biting wait until the winners are announced during the BETA Gala Dinner, at the National Motorcycle Museum, near Birmingham, on Monday 22 January. Well done and good luck to you all – and huge thanks to those who sponsored these leading B2B accolades. In addition to the awards, the evening brings a wonderful opportunity to socialise with friends and colleagues at a champagne reception, followed by dinner and a disco kindly provided by Keratex. There will also be a charity raffle to raise funds for RDA.

And the finalists are...

Weatherbeeta Retail Employee of the Year

Haygain Nutritional Helpline of the Year

Charlotte Bilbie – Tower Farm Saddlers, Rugby, Warwickshire Lisa Wilsher – The Ark, Fulbourn, Cambridgeshire Claire Limburn – Hampshire Saddlery, Botley

Allen & Page Science Supplements TopSpec Equine

Equestrian Event of the Year supported by Henson Franklyn Westcountry Equine Fair Blair Castle Equi-Trek International Horse Trials & Country Fair Equi-Trek Bramham International Horse Trials

BETA Sponsored Rider of the Year Georgie Wood – Simple System Horse Feeds William Fox-Pitt – Musto Gemma Tattersall – Weatherbeeta Jess Dimmock – Weatherbeeta

SEIB Retailer of the Year – Equestrian Retail Store

Equine Careers Sales Representative of the Year Emily Jackson – Allen & Page Vicky Mitson – Science Supplements Patrick Robertson – Allen & Page Georgina Teece – Bedmax Shavings

Ceris Burns Equestrian Export Award Dengie Crops Parallax Plastics Science Supplements

BETA Trade Supplier of the Year

Aivly Country Store – Ringwood, Hampshire The Ark – Fulbourn, Cambridgeshire Carlton’s Equine – Whitley Bay, Northumberland Houghton Country – Heddon-on-the-Wall, Northumberland Millwheel Tack Shop – Binfield, Berkshire Tower Farm Saddlers – Earls Barton, Northamptonshire Tower Farm Saddlers – Rugby, Warwickshire Westleigh’s Saddlery & Country Clothing – Ramsden Bellhouse, Essex

Horseware Products Shires Equestrian Products Trilanco

SEIB Retailer of the Year – Online/Mail Order Retailer

TSM Social Media Award – Over 15 Hours

Equus Products & Services – Walkern, Hertfordshire Feedmark – Harleston, Norfolk Houghton Country – Heddon-on-the-Wall, Northumberland Supplement Solutions – Preston, Lancashire Urban Horse – Alston, Cumbria

TSM Social Media Award – 15 Hours & Under Aivly Country Store Musto Simple System Horse Feeds

Horseware Products TopSpec Equine Weatherbeeta/Dublin Clothing

For tickets to the gala dinner

CONTACT TINA HUSTLER AT BETA

Tel: 01937 587062 Website: www.beta-uk.org Email: tinah@beta-int.com East Wing, Stockeld Park, Wetherby, West Yorkshire LS22 4AW Claire Williams, Executive Director , claire@beta-uk.org, Philippa Macintosh, Assistant to Claire Williams, philippam@beta-int.com, Tricia Nassau-Williams, Field Officer, tricia@beta-uk.org, Ann FitzGerald, Secretary, annf@beta-int.com, Deborah Hayward, Press Officer, deborahh@beta-int.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

Classified

CCJs

46

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

STOCKIST REQUIRED STOCKISTS REQUIRED

AGENTS & RETAILERS REQUIRED Well established countrywear manufacturer seeks to expand. Well known brand in Europe. Good stock range. Full support provided. All areas.

Reply in confidence to:

T: +44 (0) 121 555 8334 F: +44 (0) 121 565 3404

for the

BE NICE HALTER SERIES II (UK) (By kind permission of the late Be Nice Halter Company - USA)

“beware of imitations”

Manufacturers of Hunter-Outdoor Collection

Tel: 07767 687983 Email: janet@thewesterndepartment.com Web: www.thewesterndepartment.com

CREATIVE WRITING

WANTED

Equestrian Creative Content Writing

EQUI CLEARANCE

www.sireniacreativewriting.com

End of line/season, bankrupt or closing down stock. We buy doesn’t matter how much or little for more info call Chris on 01636636445 or 07961366888

PRINTING Promotional material for Point of Sale

HAPPY WITH YOUR PRINTING COSTS?

Brochures

Contact Nicki Lewis on Tel. 01937 582111 Email: nickil@beta-int.com EMC Ltd., Stockeld Park, Wetherby LS22 4AW

Leaflets Fliers

AMANDA FORSYTH T/AS SEALWOOD SADDLERY, SEALWOOD SADDLERY, 38 WOODVILLE ROAD, OVERSEAL, SWADLINCOTE, DE12 6JG, £734

The most effective halter you will ever use now crafted with care in the UK

kraindi@aol.com www.rockall.info

B2C blogging, copywriting, infographics, scripts, direct-response sales copy, editorials.

Service by Kathy Carter: Winner - Best Equestrian Journalist 2017: Animal Health & Wellness Awards.

Winner - Eventing Nation Blogger of the Year 2016.

The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay.

Call us now for a competitive quote

YARD AND STABLE HYGIENE SERVICES LTD, 6 MILLETS FARM COTTAGES, GARFORD, ABINGDON, OX13 5PD, £259

LEAMSIDE EQUESTRIAN CENTRE, WHITEHOUSE FARM, LEAMSIDE, HOUGHTON LE SPRING, DH4 6QJ, £1,373

LEYS FARM EQUESTRIAN LIMITED, LEYS FARM ASHER LANE, RUDDINGTON, NOTTINGHAM, ENGLAND, NG11 6JX, £247

samantha.roberts@ag HAY FARM HEAVY HORSE CENTRE, HAY FARM, CORNHILL-ON-TWEED, NORTHUMBERLAND, TD12 4TR, £283 KENT HORSES LTD, 2 WARREN FARM, MAIN ROAD, SUNDRIDGE, SEVENOAKS, TN14 6EE, £1,388

ADAM MATTHEWS T/AS TOAT SPORT HORSES, OLD HELYERS FARM, KIRDFORD ROAD, WISBOROUGH GREEN, WEST SUSSEX, RH14 0DD, £1,103

CHARLES HOCKIN T/AS TOAT SPORT HORSES, OLD HELYERS FARM, KIRDFORD ROAD, WISBOROUGH GREEN, WEST SUSSEX, RH14 0DD, £1,103

ANGLO EUROPEAN MINIATURE HORSE SOCIETY, 196 HIGH ROAD, WOOD GREEN, LONDON, NN2 8HH, £487

List your website here

For more information call 01937 582111

ANTHONY JOHN WILLIAMS T/AS WELSH VALLEY FEEDS, C6 DUFFRYN PARK, ALDER AVENUE, YSTRAD MYNACH, CF82 7TW, £1,114

SEVENOAKS ANIMAL FEEDS LIMITED, TREETOPS, HERONS CLOSE, NEW DOMEWOOD, WEST SUSSEX, RH10 3HF, £247

GREENFEEDS LIMITED, 7 ST JOHN STREET, MANSFIELD, NOTTINGHAM, NG18 1QH, £3,585

APPOINTMENT OF LIQUIDATOR COOL SPORT HORSES LIMITED, ST JAMES BUILDING, 79 OXFORD STREET, MANCHESTER, M1 6HT

2018

NEC, Birmingham, UK 21-23 January www.beta-int.com

JANUARY 2018 EQUESTRIAN TRADE NEWS

Main Sponsor

FEED FACTORS INTERNATIONAL LIMITED,118 COLLEGE ROAD, HARROW, MIDDLESEX, HA1 1BQ

www.equestriantradenews.com

Equestrian Trade News

T h e Vo i c e o f t h e E q u e s t r i a n I n d u s t r y

WELCOME TO BETA INTERNATIONAL 2018 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

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

Plan your visit with ETN’s exclusive preview…

• Stand-by-stand guide to new products and show deals • Show timetable, pull-out floorplan and list of exhibitors • Behind the scenes with celebrity guests

2018

NEC, EC, Birmingham, UK 21-23 January www.beta-int.com

• First peek at the fashion show • Learn and earn: training opportunities explained

Main Sponsor

ETN: official media partner

Welcome to the show

48

BETA INTERNATIONAL 2018 BY NUMBERS WELCOME TO THE SHOW Essential visitor information................49

Number of exhibitors

288

NEWS & PREVIEWS Highlights in brief...............................50

Items in New Product Gallery

100

WHAT THE TRADE FAIR MEANS TO ME With Serena Jones of Millbry Hill........52

39

4,500 (ABC audited)

Visitors expected

222

MAIN SPONSOR PROFILE Meet Neue Schule..............................54

UK exhibitors

BETA INTERNATIONAL’S CHOSEN CHARITY Bransby Horses..................................56

Scenes in the Fashion Show

MANY HAPPY RETURNS Anniversary celebrations revealed......58

11

Miles travelled by nearest exhibitor to the show

16.2

SADDLERY ON SHOW Some must-see exhibitors..................60

Walkie-talkie radios used by the organising team

28

MEET THE SPONSORS Top brands give their backing............62

Non-UK exhibitors

66

EXHBITORS’ LIST AND SHOW FLOORPLAN Only in ETN.........................................64

Miles travelled by exhibitor furthest from the NEC

A DEBUNTANT’S DIARY An exhibitor’s first foray......................69

Celebrity shepherdesses

FASHION SHOW PREVIEW Catwalk trends uncovered..................72 IT’S HAPPENING IN THE HUB Seminars, talks and timetable............76 BETA INTERNATIONAL 2018 INNOVATION AWARDS Sponsored by ETN..............................78

BETA International 2018

Years BETA International established

TALKING BUSINESS Who’ll be debating topical issues?......80 GET INTO GEAR Meet the show’s official clothing supplier..............................................82 ETN PRIZE DRAW Win £1,000s worth of stock for your store...................................................84 STAND-BY-STAND GUIDE Plan your visit...........................85 – 130 SHOW OFFERS Buyer’s guide to the best deals.........131 JANUARY 2018 EQUESTRIAN TRADE NEWS

11,776 1 60

Toilets in the exhibition halls

100

Accredited press ETN sponsored Innovation Award categories

8

Seminars and talks on Training Tuesday

9

Bottles of water drunk during the show Styles of bits on main sponsor Neue Schule’s stand Days until BETA International 2019 opens

1,000s 67 365+

(starts on 20 Jan ‘19) (Figures quoted correct at time of going to press) www.equestriantradenews.com

49

THE SHOW...

BETA International 2018 takes place at the NEC, Birmingham on Sunday, Monday and Tuesday, 21, 22 and 23 January. Opening times are 9.30am-6pm Sunday and Monday, and 9.30am-4.30pm on Tuesday.

GETTING THERE

The NEC is easy to reach by road, rail or air as it’s adjacent to the motorway network, Birmingham International Railway Station and Birmingham International Airport. Taxi cabs are available from outside the Atrium 1 entrance. There’s plenty of free parking at the NEC during BETA International with shuttle buses taking visitors directly to the door of the exhibition halls.

The postcode for sat nav users is B40 1NT.

HOTELS BETA International’s official accommodation provider Event Express has negotiated discounted rates for exhibitors, visitors and attendees at a wide range hotels close to the NEC. Contact Event Express on tel +44 (0)1905 732737 or email reservations@eventexpressuk.com

ADMISSION This is a strictly trade only exhibition; admission is free upon pre-registration at www.beta-int.com or if unregistered £10 per day, per company on entry. Pre-registering also saves queuing for badges at busy times. BETA International returns an annual independently audited attendance figure by Audit Bureau Circulations (ABC). Touting will not be tolerated.

EATING, DRINKING, NETWORKING… The NAF Five Star Champagne Bar and Schockemöhle Sports Tonics Coffee Shop are the ideal places to meet colleagues and contacts while you refresh and refuel. There are also bars and various fast food outlets within the exhibition halls.

WIN £1,000s OF PRODUCTS! Call at the ETN stand (Q1.1) to enter a free prize draw to win £1,000s worth of products from companies that advertise with ETN and are exhibiting at BETA International. All you need to bring is proof of business as a retailer.

CLOAKROOMS INTERPRETERS Should visitors require their services, interpreters are located at the Information Desk just inside the main entrance to BETA International.

ORGANISING TEAM...

BETA International is organised by Equestrian Management Consultants, part of the BETA Group. Tel +44 (0)1937 582111 or visit www.beta-int.com If you need help, look for people in BETA International branded outfits, supplied by Toggi.

NEWS AND RESULTS The latest news and awards results from BETA International will appear at www.equestriantradenews.com with reports and reaction plus pictures in the February issue of ETN – the show’s media partner. www.equestriantradenews.com

09.30................Show Open 10.15................The Charles Owen Hub programme commences 10.15 – 11.30...James Wishart .........................Redworms with Green Genes - SQP seminar 10 CPD Points* 11.00................Fashion Show sponsored by Equithème 11.35 – 11.55...Roy Burek - Charles Owen/Airowear* .........................How to minimise impact during safety standard changes 12.00 – 12.50...Sylvia Rook – Chartered Trading Standards Institute* .........................Is the customer always right? - A brief guide to the Consumer .........................Rights Act 2015 12.55 – 13.15...Heather Hyde - Neue Schule* .........................Bits and Bitting 13.20 – 14.00...Lisa Lawson - Visual Thinking* .........................Improving the Customer Experience 14.00................Fashion Show sponsored by Equithème 14.10 – 15.25...Alistair Stewart - Talking Business* .........................Panel – John Arnold, Roy Burek, Rhian Gibson, Kathryn James, .........................Jo Snell and Philip Tyler 15.30 – 16.10...Kirsty Kean - Visual Thinking* .........................Using Visual Merchandising to guide purchase decisions 16.30................Fashion Show sponsored by Equithème 17.15................The Neue Schule Social Media Award** .........................The Equestrian Trade News Innovation Awards** .........................The BETA International Best Stand Awards** .........................The Society of Master Saddlers Competition Prize Giving** 18.00................Show Close 18.00 – 20.00...After Show Drinks – Fashion Show Stage Area – Hall 6

MONDAY 22ND JANUARY 09.30................Show Open 10.05................The Charles Owen Hub programme commences 10.05 – 10.25...Claire Williams - BETA* .........................Feed Industry Update – Prohibited Substances and the rest!

10.30 – 10.50...Ryan Rouse - Bransby Horses – Chosen Charity* .........................Equine Rescue & Critical Care 10.55 – 11.15...Miranda Jupp – Neue Schule* .........................Avansce - The Synchronicity™ System 11.00................Fashion Show sponsored by Equithème 11.20 – 11.40...Roy Burek – Charles Owen/Airowear* .........................How to minimise impact during safety standard changes 11.45 – 12.35...Sylvia Rook - Chartered Trading Standards Institute* .........................Is the customer always right? - A brief guide to the Consumer .........................Rights Act 2015 12.40 – 13.20...Amanda Owen - The Yorkshire Shepherdess - Celebrity Guest* .........................My Life at Ravenseat 13.25 – 14.05...William Fox-Pitt – Celebrity Guest* .........................The highs and the lows of an eventful career 14.00................Fashion Show sponsored by Equithème 14.10 – 14.30...Ryan Rouse – Bransby Horses – Chosen Charity* .........................Equine Rescue & Critical Care 14.35 – 14.55...Lucy Ward – Bedmax Shavings Ltd* .........................How bedding helps the well-being of stabled horses 15.00 – 15.30...Sophie Christiansen CBE - Celebrity Guest* .........................Preparing for Tokyo 2020 16.30................Fashion Show sponsored by Equithème 18.00................Show Close

TUESDAY 23RD JANUARY – TRAINING TUESDAY 09.30................Show Open 10.00................The Charles Owen Hub programme commences 10.00 – 11.15...James Wishart* .........................Redworms with Green Genes – SQP Seminar 10 CPD Points 11.00................Fashion Show sponsored by Equithème 11.20 - 11.40....Roy Burek – Charles Owen/Airowear* .........................How to minimise impact during safety standard changes 11.45 - 12.35....Sylvia Rook - Chartered Trading Standards Institute* .........................Is the customer always right? - A brief guide to the Consumer .........................Rights Act 2015 12.40 - 13.00....Caroline Benoist – Neue Schule* .........................The Academy Lorinery Science 13.05 - 13.25....Kay Hastilow - Master Saddler* .........................Thoughts on Saddle Fitting 13.30 - 14.00....David Gaule - Citrus-Lime* .........................Equestrian Retail – from Novice to Grand Prix 14.00................Fashion Show sponsored by Equithème 14.05 - 14.25....Claire Williams – BETA* .........................Update on Safety Equipment Standards and Rules - 5 CPD Points .........................(City & Guilds) 14.30 – 15.10...Lisa Lawson – Visual Thinking* .........................Improving the Customer Experience 15.15 - 15.55....Kirsty Kean – Visual Thinking* .........................Using Visual Merchandising to guide purchase decisions 16.30................Show Close *To take place in The Charles Owen Hub **To take place on the Fashion Show stage The above times are correctEQUESTRIAN when going to press but mayNEWS be subject to TRADE JANUARY 2018 alteration

BETA International 2018

Visitors can store bags, coats and luggage for £1 per item, per day. There are plenty of toilets within the halls.

SUNDAY 21ST JANUARY

Welcome to the show

Welcome to

TIMETABLE

News and previews

50

MEET EQUESTRIAN AND COUNTRY STARS EVERYONE’S favourite event rider William Fox-Pitt and television personality Amanda Owen - the Yorkshire Shepherdess, will be in the Charles Owen Hub on Monday 22 January talking about their lives and careers.

A father of four, William is to give an insight into his many years at the top of his sport – and how he recovered from a fall and head injury to ride at the 2016 Rio Olympics.

You can also hear Amanda’s heartwarming insight into her life as a shepherdess and mother of nine on a remote, 2,000-acre farm in the Yorkshire Dales.

Roll up for red hot debate TALKING Business – BETA International’s live industry forum – returns with a new panel of big names from our trade, equestrian sports and interestingly, nonequestrian commerce.

Hosted by ITV newscaster Alastair Stewart, Talking Business takes place in The Charles Owen Hub on Sunday 21 January – the first day of the show. Expect lively debate and enthusiastic audience participation.

BETA International 2018

YOUR DRINKS PARTY INVITATION… BETA International’s organisers are laying on after-hours drinks and nibbles for everyone on Sunday, 21 January from 6 – 8pm.

Glasses of bubbly, soft drinks and canapés will be served at the Equithème Fashion Show stage.

Everyone is invited to come along to relax with colleagues or network with new contacts. No pressure, and no booking required!

Learn and earn TRAINING Tuesday brings a new dimension to the show on its final day (23 January) with seminars on worming, merchandising, consumer rights, safety equipment, customer service, saddle fitting, bitting and more.

Attendance is free and there’s no need to pre-book.

Talks take place in the Charles Owen Hub, within the exhibition halls.

Training Tuesday enables SQPs, saddle fitters and hat and body protectors to accrue CPD points – making this a valuable day for businesses run by or employing qualified people.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Everyone’s a winner!

BE among those first to find out who’s won BETA International 2018 Innovation Awards, sponsored by ETN, at the Equithème Fashion Show stage on Sunday, 21 January.

The awards ceremony will also see the show’s Best Stand Awards winners announced. All exhibitors are automatically entered, and judging is undertaken by representatives from BETA International’s chosen charity, Bransby Horses and merchandising expert Kirsty Kean from Visual Thinking. There are two categories – the Best Large Stand (32 square metres and over) and Best Small Stand (under 32 square metres). Expect some fierce competition.

You too can be a winner when you call at ETN’s stand (Q1.1) and enter our bumper prize draw for £1,000s worth of products for your store. Prizes have been donated by ETN advertisers who are also exhibiting at the show.

• Read all the awards results in ETN’s weekly e-newsletter and our February issue.

SEEKING SOMETHING NEW? THE Shires New Product Gallery is a great place to start your search.

To be found in the centre of the show, products are labelled to indicate the stands on which they can be found. You can also pick up a free information sheet.

Meanwhile, clothing and accessories come to life in the Equithème Fashion Show. Famed for its striking choreography and foot-tapping soundtracks, BETA International’s catwalk showpiece happens three times on Sunday and Monday, and twice on the Tuesday. So take a seat – and enjoy!

Travel made easy BETA INTERNATIONAL’S free coach service switches to the final day this year, to coincide with Training Tuesday.

Return journeys are available from various UK locations, with collection and drop-off points en route for a cost-effective and comfortable travel solution.

Timetables are at www. beta-int.com where online bookings can be made, subject to availability.

BETA MEMBERS CASH IN BETA retail members attending the show for at least two days are entitled to a £50 subsidy.

This handy cash boost is designed to offset the cost of travel and accommodation. It’s available to BETA retail members whether staying overnight or travelling to and from the show from their base each day. www.equestriantradenews.com

TROJAN 350GSM HEAVYWEIGHT COMBO TURNOUT RUG Ripstop outer, Waterproof, Breathable, All in one fixed neck. Ideal for keeping horses really warm and dry all winter.

£20.00

*

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RRP: £59.99

G A L L O P EQUESTRIAN Telephone: 01902 454771

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* Terms & Conditions Apply

Interview

52

“What the trade fair means to me…”

Serena Jones is one of a number of industry representatives who sit on the BETA Trade Fair Committee. On the eve of this year’s show, she spoke to ETN. ETN: First, please tell us a little bit about you and your current job.

Serena Jones: After leaving school, I wanted to see a bit of the world, so went travelling. When I returned to the UK, I started working on a zero hour contract with Joules, where I worked my way up to store manager. I learnt a lot from my time at Joules but I was ready for a new challenge so I moved to Café Nero until I got offered the buyer’s position at [equestrian retailer] Millbry Hill. I have worked throughout Millbry Hill and I now oversee the business along with sitting on the board of Armstrong Richardson & Co Ltd [Millbry Hill’s parent company].

ETN: How many times have you visited BETA International?

Serena: I have visited BETA International every year since 2009. I did however go to the show in a pram as a baby with my Mum.

BETA International 2018

ETN: What do you look forward to most about attending each year?

Serena: Finding new and exciting products! It is also a great place to catch up with suppliers and other retailers.

ETN: What has surprised you most since joining the Trade Fair Committee?

Serena: The time and effort that goes into organising BETA International. The organising team do such a great job, making sure everything runs smoothly.

ETN: What are the three most common mistakes visitors make?

Serena: 1. Failing to make time to look at some of the smaller stands – you may find the next big thing here!

2. Not attending the seminars, you always learn something.

3. Not taking notes or photos.

ETN: How do you think BETA International 2018 will pan out in the current economic climate and in the light of Brexit?

Serena: I think it depends on the drive of the retailers themselves; some people will embrace BETA International, the economic climate, Brexit and will move with the time. It is important that they adapt their business to ensure there is growth and they will succeed in doing so. Others will sit back and continue to do what they have always done, but times are changing and they will get left behind.

Make time to look at some of the smaller stands – you may find the next big thing here.

ETN: What are your three top tips for retail buyers visiting BETA International?

Serena: 1. You are a buyer not a shopper – don’t be influenced by what you would personally like. You need to think about what is actually going to sell. What is going to affect the bottom line?

2. Make sure you plan your visit - who do you want to see, what do you want to achieve?

3. Make sure you give yourself some spare time to walk around, looking for new products, new suppliers and pinching great merchandising ideas.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Serena Jones recommends thinking like a buyer – not a shopper – when visiting BETA International.

ETN: How would you respond to the following excuses retailers commonly make for not visiting BETA International?

- “I’m only a small concern, it’s not for me.”

Nobody is a small concern, there are lots of opportunities for everyone. Surely you want to grow your business, or I would question why are you doing it?

- “It’s always the same every year.” You’re a creature of habit. Take a step back and reevaluate. There’s always lots of new products and suppliers.

- “I can’t leave the shop for a day.” I think this is a very blinkered view; you need to look at the bigger picture.

- “It’s too much hassle and expense to drive to Birmingham when reps come to see me.” I agree that the travel time and expense is not ideal. However, I think it is really important to make the effort; the atmosphere of BETA International is completely different from having a rep instore. You can focus fully on what you have set out to do, see, meet, learn etc. Whereas when you are in-store you have other things constantly distracting you – customers in-store, the delivery has just arrived, the phone won’t stop ringing etc. You also don’t www.equestriantradenews.com

53 get the same opportunities when a rep visits; at BETA International you get to see the full range, you get to meet other employees from that company, you can pinch merchandising ideas, barter for more discount, discuss marketing opportunities. If you’re lucky, you’ll even get a glass of fizz! I try to take as many of the team to BETA International with me as I can; the more people that go, the more ideas we come back with on how we can improve our product range, merchandising, training etc.

Also, the team always come back on cloud nine, they are so motivated and ready to increase the sales!

Kensington

Give yourself some spare time to walk around, looking for new products, new suppliers and pinching great merchandising ideas

Combining stylish design with superior technical performance, proven durability and outstanding quality ETN: In a climate when traditional supply chains are changing, do you think it’s appropriate to keep BETA International’s trade only status?

Serena: I feel strongly that BETA International should remain trade only. There are many businesses working very hard to make a living within the equestrian industry; the margins aren’t great at the best of times and allowing public into the show is only going to reduce these margins in the long run.

ETN: What’s new for the 2018 show that you’re particularly excited about?

Serena: The after show drinks on Sunday night and Training Tuesday at the Hub. ETN: What are you hoping to be able to say to your fellow Trade Fair Committee members at 5pm on Tuesday, 23 January when the show closes?

Serena: Well done, you deserve a large Gin & Tonic! www.equestriantradenews.com

Visit us at BETA Stand P7.1

THE ENVY OF MANY

www.baleno.be

Bitting competition

54

From tongue to tail

Did you know that your horse’s tongue is connected to its shoulders and, indirectly, to its tail? Caroline Benoist, of The Academy, the education division of BETA International main sponsor Neue Schule, explains and poses a set of questions. Retailers answering them correctly could win a fabulous mystery prize.

BETA International 2018

T

he tongue is a large muscle anchored by a little bone that is part of group of bones called the hyoid apparatus, which does not directly attach to other bones. Its purpose is to anchor the tongue and stabilise the larynx (voice box) and pharynx (throat), and it can be felt in the throatlatch area by gentle palpation.

The hyoid apparatus consists of several paired bones and a single bone called the basihyoid, which inserts into the tongue to keep it in place. It also serves as a point of attachment for the sternohyoideus muscles, which originate on the sternum (breastbone), and the omohyoideus muscles, originating on each of the horse’s scapulae (shoulder blades). That is how your horse’s tongue is directly connected to its shoulders.

If tension exists in the omohyoideus muscle, the tongue will be persistently pulled back, thereby interfering with the bit and limiting freedom of shoulder movement. Equally, pressing the tongue into the roof of the mouth engages these muscles and creates tension in the shoulders.

Therefore, the bit must be held in place by muscular relaxation, not effort. When the tongue is relaxed, the sternohyoideus muscles will also be relaxed, allowing the horse to lift at the withers. So it is essential to free up the tongue when using a bit.

The hyoid apparatus, in the throatlatch area, stabilises the larynx, attaches at the temporomandibular (TMJ/jaw joint) and anchors the tongue. The sternohyoideus muscle runs from the sternum to the hyoid apparatus.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Too much pressure on the tongue also affects the horse’s hind legs by way of its connection with the hyoid apparatus.

This interaction is more complex and involves exploring the temporomandibular joint (TMJ), the jaw joint. It is one of the most important and complex joints in the body – and even more so in the horse.

The TMJ is an extremely important joint because it is intricately involved with balance and proprioception - the ability to sense where the limbs are in space.

Important cranial nerves involved in proprioception exit the brainstem through the TMJ, where any pressure on them caused by tightness in the joints will interfere with signals regarding balance and equilibrium.

Adding to its complexity are the many muscles surrounding the TMJ that control the horse’s moveable ears. Tightness in these muscles can lead to dysfunction of the joint.

Further, horses’ teeth erupt throughout their lifetime, requiring dental intervention that, if not done properly or at all, causes uneven occlusal (bite) surfaces that negatively affect the joint. Finally, the TMJ forms a connection with the hyoid apparatus and, thus, the tongue.

Adding to its complexity is a close association with the first two vertebrae in the neck (poll area), meaning that tension in the muscles around the poll area also cause TMJ dysfunction.

In addition, the brain is encased by three layers of membranes of which the outer layer, called the dura mater – Latin for “tough mother” and, indeed, it is a very tough membrane covering the brain and spinal cord. It has several points of attachment to the skeleton – the inside of the skull, the first two vertebrae and the sacrum (tail area).

Therefore, tightness or dysfunction in the TMJ, poll, tongue or jaw area caused by muscular tension can result in a torque – a twisting force – on the dura mater, resulting in rotation of the pelvis. This will naturally cause unevenness and the gaits to deteriorate.

TMJ dysfunction has many origins, from dental problems, unnatural feeding stances and harsh or ill-fitting bits to a hard-handed rider, improper use of training aids such as draw reins, tightness in the muscles around the ears caused by tight browbands or excessive poll-pressure, nosebands that are too tight (this also interferes with proprioceptive signals that tell the horse where its feet are and whether it is in balance!) and a horse that simply holds tension in the jaw through stress.

Whatever the origin, the consequences are far-reaching.

Feeding a horse from the ground allows the jaw to slide forward and keeps the TMJ free. Feeding above the ground prevents the jaw from sliding forward and creates tension in the TMJ and neck, and causes the occlusal surfaces to wear unevenly.

www.equestriantradenews.com

55

WANT TO BE A WINNER? Just answer these 10 questions correctly – all the information you need is in the feature above – and take your ETN along with the answers to Neue Schule's stand D2.1 for marking. All retailers scoring full marks will be entered into a prize draw to win a mystery gift.

1

2

hat is the name of the bone that anchors the W tongue?

A. Lingual process B. Epihyoid bone C. Basihyoid bone D. Omohyoid bone E. Stylohyoid bone hich of the following muscles connect the W tongue to the shoulder?

A. Sternohyoideus B. Omotransversarius C. Omohyoideus D. Scalenus E. Mylohyoideus

3

hen the TMJ is restricted, the jaw cannot slide W forward, causing tension in the joint. What are two common human errors that cause this?

A. Tight nosebands and feeding in an unnatural position B. Tight browbands and feeding in an unnatural position C. Stress and tight nose bands D. Poor dentistry and tight browbands E. Poor dentistry and stress

4

What is proprioception your body’s ability to do?

A. Stay upright B. Know where your limbs/joints are in space C. Avoid stress D. Tell the difference between lying down and standing up E. None of the above

5

What is the outermost membrane that covers the nervous system called and mean?

A. Pia mater (soft mother)

B. Arachnoid layer (tough mother)

C. Dura mater (tough father)

D. Pia mater (soft father)

E. Dura mater (tough mother)

6 7 8

rue or false? The tongue affects the horse’s T movement when it is not free and relaxed.

A. True B. False

True or false? TMJ dysfunction can cause the pelvis to rotate and the gaits to deteriorate.

A. True

B. False

9

10

hich one of the following can cause TMJ W dysfunction?

A. Stress B. Harsh or ill-fitting bits C. Too much rein tension/forcing the horse on to the bit D. Training aids E. All of the above but not limited to the above hat does too much pressure on the tongue cause?

W A. A tingling sensation B. Inability to swallow C. Tightness in the shoulders and shortened strides D. Tightness in the jaw and shortened strides E. Bucking here can hyoid apparatus be felt by gentle W palpation?

A. Jaw B. Throatlatch C. Poll D. Chest E. Chin groove

www.equestriantradenews.com

2019 NEC, Birmingham, UK

20 - 22 th

nd

January Book your 2019 stand now!

Total rebate of 7.5% (Terms apply)

(Early commitment deadline 2nd March)

Contact James Palmer: T: +44 (0)1937 582111 E: jamesp@beta-int.com

www.beta-int.com Main Sponsor

Chosen Charity

56

ALL HORSES GREAT AND SMALL

Bransby Horses, chosen charity for BETA International 2018, tells ETN about two of its winter welfare cases.

B

ETA International chosen charity Bransby Horses is dedicated to improving the lives of horses, donkeys and mules. This winter, its rescue and rehabilitation teams were quick to move into action when some of the largest – and smallest – equines were in desperate need of help.

RESCUE 2 Shetland ponies

RESCUE 1 Shire horses

Alfie, Tyrian and Tinkerbell, are taken to the charity's Animal Reception Centre on arrival.

BETA International 2018

Hopes are high at Bransby Horses for rehoming Shire horses Honour and Passchendaele once their quarantine and training is completed.

Bransby Horses took part in a multi-agency round-up operation in Worcestershire, headed by Redwings Horse Sanctuary, to rescue 19 Shire horses. The rescue followed a call from a landowner about a large group of the horses fly-grazing on his land. Their owner failed to claim the horses – some unhandled youngsters and foals – and, because their welfare was at stake, they were removed in a 15-hour operation.

The horses were sent to several charities, including two to Bransby. The pair, believed to be mother and daughter, have been named Honour and Passchendaele by staff.

Both have received much needed attention from a farrier and will remain in the charity's Animal Reception Centre for a minimum of six weeks while they complete a period of quarantine. They will then be fully assessed to determine their suitability for further training and potential rehoming.

Alfie, Tyrian and Tinkerbell arrived at Bransby, severely emaciated with body condition scores of 0, 1 and 0.5 respectively. All three were extremely lethargic and Alfie, who is just two, collapsed in the trailer.

Once at the centre, the ponies were monitored around the clock and blood tests revealed severe health issues that needed to be tackled once their conditions had stabilised.

After a number of weeks, the ponies have thankfully begun to settle in. Alfie still struggles to stand without support from staff and has pressure sores through being too weak to move before arriving at Bransby.

Tyrian is coming out of his shell and enjoying attention from the team, and Tinkerbell is making it clear that she means business and will happily correct anybody who dismisses her as small and quiet. Treatment will begin on some of the ponies’ issues once they have built up strength.

Weeks later, it's a happier story for the three ponies as they settle into a routine and enjoy some TLC.

BRANSBY Horses, based in Lincolnshire, is one of the largest equine welfare charities in the UK. It celebrates its 50th anniversary this year and will be highlighting its work in The Charles Owen Hub. The organisation relies solely on pubic donations, so, if you would like to help make a difference, visit bransbyhorses.co.uk.

• Please note that the condition of the horses and ponies in this report was correct at the time of going to press.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

Photo: Anna Purdy

BY APPOINTMENT TO HER MAJESTY THE QUEEN PROTECTIVE HEADWEAR MANUFACTURERS WREXHAM

EVERY DAY SAFETY #Safety365 isn’t just about wearing your helmet or body protector every day, every ride. It’s about being prepared so you can enjoy your ride from start to finish.

#Safety365

Charles Owen is committed to making every day safer for equestrians.

Kitemarked to PAS015:2011

Kitemarked to VG1 01.040 2014-12

VG1 01.040 2014-12

www.equestriansafety365.com

Certified by SEI to ASTM F1163-15

M38 FEB2015

BETA International 2018

Anniversary Celebrations

58

MANY HAPPY RETURNS!

BETA International 2018 provides the perfect opportunity for some of the trade fair's exhibiting companies to kick off their special anniversary year.

50

YEARS Shires Equestrian Products Stand J2.1

FAMILY business Shires Equestrian Products is kicking off its golden anniversary at BETA International with the launch of two exciting new brands – Aubrion, with its striking casual wear and competition clothing, and Digby & Fox, a collection of products for dogs. It is also launching its biggest catalogue ever, with 300 pages of greatvalue equipment for horse and rider.

The company today is barely recognisable compared with the A young Malcolm Ainge in 1968, the year in which he founded his one set up by Malcolm equestrian empire.

Ainge in 1968 from a small unit in Pershore, Worcestershire. Customer comments in the early days about the poor fit of the products he traded led to a collaboration with his father-in-law, Phil White, a couple of years later.

Together, they began to design and manufacture their own lines, including saddlecloths, New Zealand and jute rugs, and Tattersall summer sheets, as well as leather goods such as reins and covered brow bands.

The exciting new Aubrion brand By 1976, they had is set to be unveiled at BETA outgrown the building International 2018. and needed more manufacturing space.

They moved to Bromyard, Herefordshire, where the company grew, employing a staff of 40. They invested in further premises in 1986 for much needed office, showroom and storage space.

By the end of the 1990s, Shires had bought its own manufacturing business in Manufacturing its own products has China, where many of its long been a hallmark of Shires. product lines are made, helping to keep control of quality and prices.

The Bromyard unit was eventually sold and the company moved to Leominster, where its HQ is found today. With four JANUARY 2018 EQUESTRIAN TRADE NEWS

family members working in the business and many longstanding employees, Shires is able to tap into a wealth of knowledge, experience and commitment. In 2009, the company was granted a Royal Warrant for supplying the Royal Household with a wide range of equestrian products.

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YEARS Bransby Horses Stand E8.3

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YEARS British Equestrian Trade Association Stand G7.1

ONE of the UK's Bransby Horses offers a better future largest equine for hundreds of equines in need. welfare charities, Bransby Horses has been looking after horses, ponies, donkeys and mules in need since 1968, when it was set up

by Peter Hunt.

It currently cares for 400 equines on its 600-acre site in Lincolnshire and has more than 350 in foster homes as part of its Friend for Life rehoming scheme. Today, chief executive officer Jo Snell is at the helm of the charity, which is run by a dedicated team of staff and supported by volunteers.

BETA International 2018 marks the start of a landmark year for the trade fair's chosen charity as it celebrates its 50th anniversary. It has lots of exciting plans in place to make it a year to remember, including an exhibition that will run from February to November and Proms in the Paddock in June. It will also run a series of a VIP Days in July.

THE British Equestrian Trade Association is ready to set corks popping at BETA 1978 - 2018 International as it celebrates its ruby anniversary with glasses of bubbly and cupcakes for visitors to its stand.

Supporting the industry Founded in 1978 by Antony Wakeham for 40 years and a group of equestrian companies keen to set up a trade fair to showcase products and build markets, BETA has continued to grow over its 40 years.

During this time, it has worked to support its 800 members by lobbying at government level and BETA executive director Claire spearheading initiatives Williams and BETA founder Antony Wakeham (left) enjoy the trade designed to strengthen association's annual Gala Dinner. different sectors of the www.equestriantradenews.com

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30

YEARS Danish Design Pet Products Stand Q7.1

www.equestriantradenews.com

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YEARS German Horse Industry Stand P9.11

10

YEARS Horse First Stand H1.1

RUN by Theresa and Charlie Morris, Treehouse is marking two decades of business with a 10% discount on all orders placed at BETA International. Established in 1998 by Theresa, the Worcestershire-based company enjoys a fine reputation for its body protectors and cross-country colours. In the past few years, Treehouse has developed a small wholesale company offering products such as the Helite Air Shell range.

NOW celebrating a decade of business consultancy, German Horse Industry is an association that was founded by professionals from the country’s equestrian sector.

GHI’s general and sales managers gather for their annual meeting.

Its first two members were Röwer & Rüb and Böckmann.

Selecting its partners with care, GHI – run by general manager Ina Glaesser – offers clients in both its domestic market and overseas fast, reliable and commission-free contacts to approved and trustworthy producers. It also helps companies from abroad to find entry into the German market.

SUPPLEMENT specialist Horse First is celebrating its 10th anniversary with glasses of fizz on its stand at BETA International. Founded by horseman Paddy Hughes in 2008, the company formulates, produces and manufactures quality equine supplements.

And not forgetting…

OTHER exhibitors celebrating special anniversaries and landmark achievements this year include:

• Charles Owen (Stand K2.1) – 10th anniversary of its flagship helmet, the Ayr8.

• Equitana (Stand P9.10) – 20th anniversary of Equitana Open Air, Germany's largest equestrian sports festival for leisure riders.

• Grubs Boots (Stand M7.1) – 20th anniversary.

• Perry Equestrian (Stand F3.1) – first anniversary of this A Perry brand.

• Westgate EFI (Stand K5.1) – 60th anniversary.

• Absorbine (Stand E2.2) – 50th anniversary of W F Young’s Absorbine Hooflex brand.

• Stubbs England (Stand H3.1) - 182nd anniversary

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

PET bedding, coats and toys specialist Danish Design Pet Products is marking its three decades with discounts on all orders at BETA International and a competition to win a luxury hamper.

The company, based near Leeds, has a reputation reaching far and wide throughout the UK and mainland Europe.

All products are designed by Danish designer Susanne Mortensen and made from beautiful, high-quality fabrics. Her product ranges are created with Danish Design Pet Products designs and manufactures stylish beds for style, comfort and dogs and cats. functionality in mind.

The company is run by managing director Annalise Lockley, national sales manager John Gaunton and general manager Rob Newsome.

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YEARS Treehouse Stand E3.3

Anniversary Celebrations

equestrian industry.

It is also a fierce advocate of rider safety, horse riding as a leisure activity and retailer training, and works tirelessly to promote the benefits of shopping with BETA retail members.

Throughout its The trade association flies the flag for four decades, BETA's rider safety and promotes the work achievements on behalf of its members at equestrian events throughout the year. of its members have included: •• An extensive range of retailer training courses.

•• Sourcing a significant sum of UKTI funding for export development.

•• Developing the BETA Body Protector Standard.

•• Developing the City & Guilds qualification for fitting safety garments.

•• Implementing two BETA feed assurance schemes, including BETA's Take up the Reins campaign BETA NOPS. was introduced as a response to falling rider numbers.

•• The right for BETA retail members with an SQP qualification to sell horse wormers.

•• The Take up the Reins campaign to encourage new and lapsed riders into the saddle.

•• The BETA Helmet Bounty Scheme to encourage riders to replace their hats after an incident such as a fall.

BETA is active on the UK and world stage, maintaining contact with relevant government departments and sports regulators.

It also passes on considerable benefits to its members, such as travel subsidies, preferential insurance rates and a business support line.

Claire Williams is the executive director, Nikki Newcombe chair, Ian Silman vice-chair, Peter Phillips treasurer, Jane Holderness Roddam president and BETA founder Antony Wakeham is vice chairman.

Saddlers

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SADDLE UP FOR SUCCESS

BETA International 2018

Adam Ellis Saddles Stand H11.2 Adam Ellis set up his Walsall-based saddlery 18 years ago, specialising in creating fine leather saddles with traditional wooden spring trees.

• Adam trained at Walsall College and was an apprentice at Colt Saddlery and Roe Richardson.

• Saddles are made to a template and bespoke models produced to customer requirements.

Adam Ellis saddles are • A best-seller for the company is the made with traditional wooden spring trees.

Paisley dressage saddle, made from best-quality calf, with lamb’s wool flock panels and a wide girthing system.

• Most materials are sourced from the UK. • The company works with saddle fitters throughout the world and only sells through the trade.

• The thing that Adam likes most about being a British saddler is the non-stop learning and the fact that he makes his saddles in Walsall – a place well known for its craftsmanship.

Jeremy Rudge Saddlery Stand K10.2 Jeremy Rudge established his saddlery in 1989 specialising in superior levels of craftsmanship and the production of high-quality individual saddles. It is based in Aldridge, near Walsall, where SMS master saddler Jeremy, can still be be found in the workshop every day. Jeremy Rudge Saddlery produces high quality • Saddles are made to a template individual saddles. and can be customised in various ways - including exotic leathers such as snakeskin, crocodile, doe and ray skins.

• On average, a bespoke saddle takes 32 hours to make.

• Jeremy Rudge saddles are made for all disciplines, from dressage and endurance to jumping and leisure riding.

• The saddlery sources all materials from the UK as part of its mission to support local business. Its saddles are sold through saddle fitters worldwide.

• Jeremy Rudge uses traditional wooden trees specially chosen to fulfil the needs of different breeds of horse and their conformation.

• According to Jeremy, the best bit about being a saddler is the craft and skill side of the business. He feels it is one of the last trades left that is carried out completely by hand because, with relatively simple tools and patterns, a beautiful and functional item that is in great demand over the world can be made.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Saddlery companies from the UK and overseas are taking the reins for a highprofile presence at BETA International.

ETN looks at a few of them.

Vale Brothers Stand M4.1 With a portfolio of products, including the Harry Dabbs brand, Vale Brothers is owned by Peter Wilkes and based in Walsall. It employs seven saddlers and produces saddles designed to Harry Dabbs saddles are made enable a horse to perform from the finest materials and sold to the best of its ability. throughout the world.

• Harry Dabbs offers the Future saddle, with a cut-away front panel for greater freedom of movement.

It also produces a range of saddles created specifically for thoroughbreds and a large selection of patent leather, carbon, tweed and piping options for customers wanting to stand out from the crowd.

• The Harry Dabbs brand has a large selection of trees – seven dressage, six jump and five GP. • Regular training days are held to enable fitters to learn more about the saddles – how they are made and their features and advantages.

• Harry Dabbs sources high-grade English leather and materials from the UK. • Laminated trees that are flexible and allow for alterations are favoured. Most handmade trees are made in-house and all those made in the company's tree shop are sold with a lifetime guarantee.

• Harry Dabbs saddles are sold through the trade and the brand has agents or stockists in the Netherlands, Germany, Denmark, Belgium, Sweden, US, Australia and New Zealand.

• The saddles are promoted through social media, agents, retail outlets, UK and overseas shows, and advertising in the equestrian press.

• Brand ambassadors include dressage rider Lisa Garland, event rider Saffron Cresswell, endurance rider Linda Cowperthwaite and para-dressage rider Michael Murphy.

Bates Saddles Stand C6.2 Bates Saddles was established in Australia 84 years ago by George Bates, who began making saddles from his home. Today, his grandson, Ron Bates, is managing director of the company.

Bates Saddles is looking forward • Bates saddles feature to showcasing its range of fine leather saddles at the trade fair.

Easy-Change Gullet and Easy-Change Riser Systems. allowing them to be fitted to a wide variety of horse conformations. The brand's Elastiflex tree is precisionengineered to be lightweight, symmetrical and durable.

• All Bates saddles are made from the finest-quality European leather and sold only through the trade.

• Bates stockists have access to branded marketing material to enable them to merchandise the saddles.

• The company promotes itself at major events in the UK, in national magazines and on equestrian websites and social media.

• Saddlery manufacture is supported by the company's dedicated research and development team. www.equestriantradenews.com

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Prospective stockists can try out Wintec's great range of saddles at BETA International.

Bliss of London Stand K4.1 Established by SMS-qualified saddle fitter Nikki Newcombe in 2011, Bliss of London specialises in custom-made saddles for its Bliss and Loxley brands, which are produced in the West Midlands by a skilled team of 15 saddlers. As a competitive rider and daughter of a vet, she is passionate about designing and constructing saddles that are comfortable and effective for both Bliss of London is famed for its horse and rider. individual saddles and even provides one for the store • Bliss won a BETA Business Award – the window of Ralph Lauren's Bond UKTI Export Award – in 2015 and its largest Street store. markets outside the UK are the US and Australasia.

• Two of Bliss's most memorable saddles to date are a claret dressage saddle with a maple leaf tooled design over the cantle and trim for Paralympic dressage rider Bert Sheffield and a bespoke model with ruby embellishments for a customer in Russia.

•Most of the company's saddles are made to a template, although they do offer standard widths. All its accounts are wholesale to saddle fitters, with an online Shopify site for its bridlework collection.

• The company uses traditional wooden spring trees but is now also offering a fully adjustable polymer composite tree with six different interchangeable gullet bars.

• Bliss promotes itself through social media, shows and the endorsements of its sponsored riders.

• Encouraging young people into the trade is important to the brand, which has regularly taken on apprentices – its most recent joined five months ago.

• Bliss makes saddles for many famous faces and sponsors riders of all levels , including Paralympian Bert (Roberta) Sheffield.

• Bliss makes a range of fashion items – belts are the most popular. It also produces a saddle for Ralph Lauren's window display in Bond Street.

Saddlers

Wintec Saddles Stand C6.1 Specialising in high-quality synthetic saddles, Wintec was launched in 1986 in fun, vibrant colours into what was then a very traditional market. From the same stable as its sister brand, Bates Saddles, Wintec also has managing director Ron Bates at the helm.

• Wintec saddles feature an Easy-Change Fit solution that enables the saddles to be fitted to a wide range of horses.

• The material used to make the saddles is a closely guarded trade secret. Durable, weatherproof and easy care, it was specially created by the company for its own use.

• Wintec saddles are sold through the trade, with stockists receiving training and ongoing support.

• The saddles are promoted at events such as Your Horse Live and in national equestrian magazines.

Supplying workshops worldwide since 1982

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Visit us at BETA International on Stand No: G10.1 for a chance to win an Abbey England Hamper full of British products We also supply a diverse range of products to the pet, equine, fashion, leather goods, military and automotive industries www.abbeyengland.com www.ridingbitz.com

BY APPOINTMENT TO HER MAJESTY THE QUEEN SUPPLIER OF SADDLERY WORKSHOP MATERIALS

Meet the Sponsors

62

BACKING THE SHOW Here are the big names in the equestrian, country, fashion and exhibition sectors backing BETA International 2018.

Main Sponsor

Innovation Awards

Neue Schule Stand D2.1

ETN Stand Q1.1

BITS and bitting specialist Neue Schule celebrates five years as main sponsor of BETA International – and has signed up to continue until 2020. The company, founded by Heather Hyde in 2007, has a reputation for manufacturing and distributing highperformance bits that always put horse comfort first, and are ergonomically designed using state-of-the-art facilities.

The Neue Schule Group’s other divisions include The Academy, dedicated to training and education in bitting and lorinery science, with Lantra-approved courses, and Avansce, which is developing sports performance monitoring technology, beginning with its Synchronicity System for horses and riders.

At this year’s BETA International, Neue Schule will launch its Social Media Award, designed to reward its stockists who have embraced digital technology to communicate with customers.

The presentation will take place on the Fashion Show stage on Sunday afternoon. nsbits.com

THE voice of the industry for almost 40 years, Equestrian Trade News has a monthly mix of news, features, product launches and hot topics. The leading trade title – and BETA International’s official media partner – it is published by EMC (Equestrian Management Consultants), part of the BETA (British Equestrian Trade Association) group, and distributed free to all trade association members and other equestrian retailers in the UK. It is also available on subscription to other members of the equestrian and associated trades. In addition, ETN is first with the news in its weekly digital newsletter. equestriantradenews.com

The Hub

FAMILY-RUN stable and tack room equipment specialist Stubbs has been manufacturing in the same small Nottinghamshire village since 1836. It began life making mainly agricultural and industrial hand trolleys, and added equestrian products to its range in 1960. Today, it has more than 350 items in its Tack Room, Stable, Yard, Field, Shows, Shops and Warehouse collections. All products are made in England, where they are designed, manufactured, built to last and tested in-house before being introduced to the market. stubbsengland.com

Charles Owen & Airowear Stand K2.1

BETA International 2018

A NAME synonymous with rider safety, Charles Owen has been a leading hat and helmet manufacturer for more than 100 years. Its ability to think outside the box has been a major factor in the construction of new materials and increasingly accurate standards for safety garments. The company exports nearly 70 per cent of its British-made goods, which are crafted with care at its large premises in Wrexham.

Charles Owen's core values are evident in the company's range of hats, worn by everyone from leisure riders to Olympic stars such as Charlotte Dujardin.

Chairman Roy Burek, grandson of the firm’s founder, plays a key role in the design and production of Charles Owen and Airowear products, and travels around the world talking about the company's latest developments. charlesowen.co.uk & airowear.co.uk

Fashion Show Equithème Stand D6.1 FRENCH equestrian wholesaler and manufacturer Ekkia continues as sponsor of the BETA International Fashion Show for a fifth year under the name of its flagship brand Equithème. This collection of stylish rider clothing, launched in 1985 to revolutionise equestrian fashion, combines technical excellence with rider comfort.

Ekkia, based in Haguenau, near Strasbourg, and founded in 1966 as UKAL, has one of the world’s largest distribution centres, with two large warehouses, and markets its 18,000 products in almost 70 countries. Equithème is official supplier to the French national equestrian teams. equi-theme.com JANUARY 2018 EQUESTRIAN TRADE NEWS

Model Horses Stubbs England Stand H3.1

Visitor Bags Hy Stand G4.1 THE Hy brand has been a household name for horsey people for years, featuring quality equestrian goods at affordable prices. Part of wholesaler Battles' portfolio, Hy's extensive range includes more than 1,000 products sold in equestrian retail stores across the UK, with everything from show shirts, competition jackets and breeches to head collars and gloves. battles.co.uk & hy-equestrian.com

Champagne Bar NAF Stand M5.1 EQUINE supplement specialist NAF sponsors BETA International’s Champagne Bar for a third year – and has signed to continue until 2020. The company, with more than 30 years’ experience in formulation and manufacture, uses fully traceable natural ingredients. Its veterinary directors are world-leading authorities on equine nutrition and lecture in many countries. naf-equine.eu www.equestriantradenews.com

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Coffee Shop Schockemöhle Sports & TONICS Stand H10.1 SCHOCKEMOHLE Sports, founded in 2005, manufactures well-engineered, high-quality, on-trend horse and rider clothing and equipment sold on all seven continents and is renowned for its signature orange-colour products. The company’s TONICS range of rider footwear is noted for its combination of quality design and ultimate functionality. schockemoehle-sports.com/en/ & tonics-shoes.com/en/

New Product Gallery Shires Equestrian Products Stand J2.1 A FAMILY-OWNED business, Shires Equestrian Products is celebrating its 50th anniversary – and sponsoring BETA International’s New Product Gallery for a fifth year. Set up by Malcolm Ainge in 1968, the company holds a Royal Warrant to supply the Queen with equine equipment, clothing and footwear, employs almost 500 people worldwide, has warehouses in the UK, Ireland and US, and manufactures many product lines at its own factories in China. shiresequestrian.com

Exhibitor Bags Henson Franklyn SPECIALISING in exhibition branding and stand-building since 1991, Henson Franklyn was founded by Tim Henson, who still runs the company and its 50 staff. It is involved in more than 700 events a year, including the Burghley Horse Trials, the Royal Windsor Horse Show and BETA International. Henson Franklyn’s services include manufacturing, build, installation and on-site management for sports and exhibition venues. hensonfranklyn.co.uk

Official Clothing Toggi Stand F6.1 ALL members of the BETA International organising team wear branded shirts and gilets from Toggi, the Finest Brands International clothing range famed for its leisure and rider wear. Toggi’s equestrian garments are aimed at those who want to enjoy the outdoors in comfort and style, with jodhpurs, boots, jackets, shirts, breeches and accessories for everything from mucking out to competition riding. toggi.com www.equestriantradenews.com

Visit us at Stand C2.2

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

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INNOVATION AWARDS AREA

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Equestrian Trade News

STAND

OSS Distribution N6.1 Oakwood Europe K9.2 Omega Alpha F10.3 Omega Equine M2.2 Opal Equestrian M8.2 Oscaroos P10.4 PFIFF Reitsport C5.1 Parallax Plastics Ltd H10.4 Paskacheval F8.2 Peak & Brim Hats H1.2 Perry Equestrian F3.1 Pet Remedy A5.3 Platinum P6.1 Premier EPOS N7.1 PressPoint Countryside & Equestrian E4.5 Professional’s Choice F8.6 The Pure Feed Company Limited H3.2 Quick Knot N11.2 Quick Pick N9.2 Redpin Publishing Ltd J4.1 Renia GmbH E11.4 Rescuestuds K9.4 Riders Trend B1.2 Roxod International N11.1 Rugsafe UK D3.1 Ruksh Enterprises K8.1 SSG Gloves and Mackey Ireland K1.1 Saddlery Trade Services (STS WALSALL) D7.1 The Saddlery Training Centre H11.4 Safe to Shake Dog Coats & Accessories K9.3 SB Exports P10.2 Schockemöhle Sports GmbH H10.1 Seaver D7.8 Shapley’s P11.1 Shires Equestrian Products J2.1 Silvermoor E5.1 Snowflake Animal Bedding L1.1 The Society of Master Saddlers J11.1 SolarMate B4.1 Stable Shield L4.3 Stiefel, Innopha GmbH D8.1 Stierna Equestrian Sportswear AB M8.1 Stivaleria Secchiari - Equiclass M1.2 Stockshop C2.1 Stubbs England H3.1 Styx Mill P9.3 TGL Pet Products N10.2 T R M E2.1 Tandy Leather P2.1 That Stretchy Stuff Ltd D4.2 Thunderbrook Equestrian A4.1 Tidy Tack Rooms K10.1 Toggi/Champion F6.1 Topline Naturals E11.3 TopSpec Equine Ltd K6.1 Tow and Farm E10.3 Tredstep Ireland Ltd M9.1 Treehouse E3.3 Trilanco Ltd J7.1 Tubtrugs® - Red Gorilla® C7.1 Turmergold Joint Supplements M10.3 UK Equestrian Supplies K4.2 USG Germany and Tekna L7.1 Umama Tanners D11.1 Vale Brothers Ltd M4.1 Vetsonic (UK) Ltd K4.3 The V. I. P. Very Important Pad F8.3 Waldhausen GmbH & Co KG B7.1 Well Gel Products P9.2 Western Haylage M10.1 Westgate EFI Ltd K5.1 WildWash C2.2 Wintec Saddles C6.1 Wombat N1.1 Woof Wear P2.2 Yangzhou Lida Brush Co Ltd E8.4 Your Horse & Your Horse Live L9.8

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Fircos Shoes (Pvt) Ltd F1.2 FIRST EURO GROUP (Designers & Manufacturers) F1.1 Flair LLC F11.2 Fyna-Lite J1.1 Gallop Equestrian Ltd K7.1 German Horse Industry P9.11 The Golden Paste Company D9.2 Gray’s Equestrian Gifts G2.2 Greys & Bays P9.7 Grubs Boots Ltd M7.1 Gumleaf Boots P9.1 H K M Sports Equipment GmbH N2.1 HŪF Design B5.3 Harcour P3.2 Hauke Schmidt Finest Gloves/Spooks F10.6 Haygain J10.3 Heather Hats & Accessories P4.1 Henry Bell - EQUIGLO J10.2 Hilton Herbs B2.3 Hippocenter D7.6 Horse & Country TV G3.2 Horse & Hound D7.3 Horse & Rider and Pony Magazines P9.8 Horse and Countryside P11.2 Horse Empire D9.1 Horse First H1.1 Horse Health Trade H2.1 Horse Tech International E6.1 Horsekraft Equestrian M10.2 Horseware Products Ltd E7.1 Horslyx D5.1 Horze UK P7.2 House of Cheviot Q3.1 Hunter-Outdoor P1.1 Ibrahim International F8.7 Ibrahim Int’l F8.5 Instinct P3.1 Intelligent Retail E3.2 IV Horse E5.3 Jama Corporation N9.1 Jeremy Rudge Saddlery Ltd K10.2 John Whitaker International Ltd M2.1 K M Elite Products Ltd K10.3 Kask Spa E10.1 Keela P4.4 Keratex Hoofcare E3.5 Kevalier P10.3 Kevin Bacon’s E11.1 Kings Saddlery Limited G11.3 Kingsland/KEP/Tech Stirrups M6.1 L S Sales (Farnam) Ltd /Leslie Sutcliffe A1.1 La Valencio P9.6 Legacy Equestrian D7.4 Life Data Labs F1.4 Likit Products, Stud Muffins & Bizzy Bites G3.1 Lintbells Ltd D4.4 MS and TJ Haylage D11.2 Majyk Equipe M1.1 Malgré Tout Media P10.1 Marstall GmbH D7.2 Medco Enterprises L9.4 Medilogic E3.1 MicroPerformance+ N10.1 Montar A/S P5.1 Moosa and Co. L11.3 Mountain Horse F7.1 Muck Boots Q9.1 Mukhtar Manufacturing Corporation N10.3 Musto Ltd H4.1 Mycrocam UK E4.2 NAF M5.1 Natural Vet Nutrition Ltd (eCalm) J10.1 Neue Schule D2.1 Newlife Industries M11.2 Nicety E4.3 Nikwax P4.2 Noble Outfitters J5.1

H10.2

STAND

4Hooves L10.3 Abbey England G10.1 Absorbine E2.2 Adam Ellis Saddles H11.2 Agrifence E2.3 Agrihealth L2.1 Aigle International UK Ltd M5.2 Airflow N6.2 AKI India Ltd L9.3 Alan Paine Country Collection Q3.2 Anderson & Co Publishing A2.2 ArcEquine P10.5 Ariat Europe Limited H7.1 Artistic Intl M10.4 Aubiose Horse Bedding E8.2 Back on Track C4.2 Baillie Haylage B3.2 Baleno P7.1 Baltic Opportunities E3.6 Baltic Woodland E3.4 Bareback Footwear N7.2 Bates Saddles C6.2 Battles G4.1 Bed-Down LLP L11.1 Bedmax Shavings Ltd J1.2 bequestrian E10.2 Bliss of London K4.1 Boehringer Ingelheim Limited J4.2 Botanica International Ltd B5.1 Bransby Horses E8.3 Breyer Model Horses L3.1 Bridleway Equestrian J4.4 British Country Collection H1.3 British Equestrian Trade Association G7.1 British Horse Feeds D9.3 Burlybed K9.1 BUSSE Sportartikel E4.7 Cal Rei UK H10.3 Carr & Day & Martin, Day, Son & Hewitt F2.1 Carrotball L10.4 Casada Health and Beauty D11.3 Celtic Equine L4.2 Charles Owen / Airowear K2.1 Charles Sainsbury-Plaice P11.3 Citrus-Lime P3.3 Comfybed Plus B1.1 Country Haylage F10.5 Covalliero E2.4 Crafty Ponies F1.3 Cryochaps Ltd B3.1 Danish Design Pet Products Ltd Q7.1 Deerhunter N6.3 DeNiroBootCo E6.2 Derriere Equestrian Ltd F10.2 Doggy Bag ® D10.2 DriRug D10.1 ETN (Equestrian Trade News) Q1.1 Easitill Ltd A3.1 Easyfix L10.2 Ekkia D6.1 Elico Equestrian Products / Jenkinsons C1.2 Emerald Green Feeds K11.1 Equestrian Business E4.4 Equi-Chip Bedding F8.1 Equine America (UK) Ltd L10.1 Equine Careers D8.2 Equine Productions Ltd F10.1 Equinebalancer.com E5.4 Equisoc L9.1 EquiSupplies F8.4 Equitana P9.10 Equi-vation C3.2 Estride L9.6 Euro Hide P9.5 Extremities P9.4 Fairfax Saddles Ltd F4.1 Fellows Media B3.3 Fennington Fibres - Horse Bedding G11.1

E10.2 E10.3

STAND NAME

E4.1

This Floorplan and Exhibitors’ List is correct as of 15th December 2017. E&OE

C3.1

BETA International 2018

List of Exhibitors

64

BETA International’s official media partner

ENTRANCE

ORGANISERS OFFICE

69

Saddlery Trade Services (STS) will exhibit at BETA International 2018 for the first time in its 44 year history. As the Walsall wholesaler prepares to head for the NEC, Paul Jeffery has been keeping a diary.

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

NOVEMBER 2ND… Customers visiting us from a store in Wales have been asking: “Why BETA International, and why now after all these years?” To us, the answer is simple. Times have changed, the trade has changed; there are now more avenues to buy than ever before and it’s our philosophy that if you stand still in this trade, you get left behind. So now’s the time to introduce ourselves to the equestrian trade on the biggest stage.

NOVEMBER 6TH… Suppliers are inundating us with show offers to pass onto our customers. For years, we’ve sat back and missed out on such promotions. STS team members Helen Oughton and Mark Burke are working on a show booklet which will be available to visitors to our stand (D7.1). Our offers will be in place throughout ‘BETA International week’.

NOVEMBER 7TH… It’s the day of the practice run. It’s been rained off a few times but today it’s nice and dry. There’s a bit of a chill in the air, though, so let's get cracking and get this stand up in the car park. All the panels are On dry run day, Neil bought down from O Connell and Mark the store rooms and Burke volunteer to our designated BETA assemble the stand.

International room is emptied of products for a display rehearsal.

The dry run turned out to be a real success.

Not only did I realise we were two panels short – but it brought into sharp reality the space constraints of a 30 square metre stand.

In short, a huge learning experience and one I’d recommend to other first-timers.

During all this,

A Debutant’s Diary

“We’re heading for the trade’s biggest stage…”

customers were still turning up in the car park. My attempt to hide secret, yet-to-bereleased products got so desperate that, at one point, a new and special design of headcollar was stuffed down the back of my trousers to avoid being seen before BETA International. Attempts to hide a 350g combo turnout rug failed miserably, however.

NOVEMBER 10TH… We’ve decided to make a 'Best of British' area on At STS HQ, Mark Burke and Martin the stand. Our support Wootton examine the latest samples for the show. for British manufacturing is unwavering and something we want to highlight.

NOVEMBER 14TH… With these changes submitted to our lighting contractors GES, we now have a solid structure to work from. More props arrived today too; slat wall hooks, chrome bars and rails.

NOVEMBER 15TH… Having been regular visitors to the show in the past, we’ve always been impressed with the furniture on many stands. There are many options to hire, however [my father and STS director] Dennis Jeffrey’s wife Margaret has kindly donated her own designer table and chairs. The set includes matching bar stools, swanky or what?! It must be returned in one piece though, no pressure :-) NOVEMBER 20TH… More plans are taking shape. We’ve agreed a work roster; the number of customers who have offered their help on the day is unbelievable - and quite humbling, to be honest. We thank everyone for their kind offers and generosity.

NOVEMBER 23RD… We receive a phone call from a very polite It’s all in the planning. Paul Jeffery and gentleman in India Lee O Connell in the office checking out asking if we have ETN for the latest trade fair news. accommodation sorted for the show. The caller could not grasp that we are just 15 minutes’ drive from the NEC so wouldn’t need accommodation. I think he put the phone down thinking we’d be sleeping rough at the NEC. Bless him.

NOVEMBER 27TH… Regular visitors to our warehouse and long standing customers and friends Tracey and Dennis Summers from TJS Saddlery have kindly offered to help us with transporting our items to and from the show. They’re also assisting us with mannequins and other exhibition props. Kind gestures like this make this whole experience so worthwhile.

NOVEMBER 30TH… We’re now getting requests for appointments at our BETA International stand - D7.1. We’ll always have at least three members of staff on the stand, so we’re encouraging customers to come at their leisure and we’ll happily see them. Whether you’re a new or existing customer, we welcome you all with a smile.

BETA International 2018

Stand Guide

70

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

71 Stand Guide

YOUR PERFORMANCE PARTNER

Helping riders achieve greatness since 1987 Musto: The Official Clothing Supplier to the British Equestrian Federation

Visit Musto at stand H4.1.

Or book an appointment today at customer.services@musto.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

www.musto.com

Fashion Show

CATWALK

!

CHIC

BETA International’s Fashion Show is a stylish showcase for country clothing and rider wear. ETN highlights some of the garments set to be next season’s must-haves.

72

Meet the Fashion Show's sponsor

Equithème is the flagship brand of leading French wholesaler Ekkia. This stylish and supremely elegant collection of rider clothing, launched in 1985, is renowned for its successful combination of technical fabrics, stylish design and rider comfort.

Equithème, sponsoring the Fashion Show for a fifth year, is set to cut a dash on the catwalk with its exciting new collections.

Equithème

BETA International 2018

Stand D6.1 Equithème brings a European twist to classic equestrian styling. Cotton piqué polos with striking embellishments and insignia are an instantly recognisable hallmark of this brand. ekkia.co.uk

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

73 Fashion Show

Montar A/S Stand P5.1 This snug winter ribbed sweater, available in black, grey and navy, looks great when teamed with the brand's antibacterial breeches boasting fabulous gold bling detail to the pockets. montar.dk

Toggi Stand F6.1 Sophisticated seam lines and subtle stretch panels make the Asquith coat a perfect option for riders. It can also be worn for casual wear with Kipling & Rosetti knitted accessories. toggi.com

Tredstep Ireland Stand M9.1 The Solo Vision competition jacket is available in four colours – navy, black, grey and burgundy. Featuring a contrasting collar and cuff trim, it is made from a silent in-motion four-way stretch, machine-washable fabric.

The jacket is worn with the Symphony Paris competition shirt, made from cool-touch, high-performance nylon piqué fabric. This white shirt has three collar colour options – blush, sky and aqua. tredstepireland.com

Covalliero Stand E2.4 The Covalliero collection from German exhibitor Albert Kerbl features relaxed and comfortable rider wear for autumn/winter 2018-19. It includes breeches, gilets, fleeces, jackets and coats. kerbl.com

BETA International 2018

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

Stand Guide

74

Champion

Derriere Equestrian Stand F10.2 The Padded Panty and Padded Shorty are designed to eradicate seam lines visible through breeches and eliminate rubbing, chaffing or abrasion caused by stitched seams. derriereequestrian.com

Horseware Products

Baleno Stand P7.1 The Kensington jacket is a three-quarter-length waterproof coat with a definite nod to the classic outback drover. It features a zip-in fleece and adjustable hood for stylish protection against weather. baleno.be

BETA International 2018

Stand E7.1 The Elina jacket is a great-looking winter warmer with waterproof, wax-look fabric and a cosy Sherpa fleece lining. It has a hidden hood, two-way front zip and cool corduroy trims. horseware.com

Stand F6.1 The Air-Tech Deluxe riding hat features a sleek outer shell made in injection-moulded, high-impact, thermoplastic ABS and painted with a metallic or silk finish for a stylish appearance. Lightweight and with triple-mesh venting for superior airflow, it is available in both classic and junior sizes.

The unisex Titanium Ti22 body protector features cutting-edge design and flexibility, with panels that move individually but are not isolated from one another. It meets standards EN 13158 and BETA Level 3 2009. championhats.co.uk

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

AUTUMN WINTER 18 HAS ARRIVED

WWW.TOGGI.COM FOR SALES CONTACT 0113 2707007

The Charles Owen Hub

76

EDUCATION AND ENTERTAINMENT The Charles Owen Hub is a vibrant showcase for education and entertainment, with a packed programme of interviews and seminars. ETN discovers what lies in store for trade fair visitors.

• Hub sponsor Charles Owen’s chairman, Roy Burek, looks at ways in which retailers can keep sales up and consistent when new safety standards for helmets and body protectors are introduced this year. His seminar, How to Minimise Impact During Safety Standard Changes, takes place on each day of BETA International.

BETA International 2018

• Sylvia Rook, of the Chartered Trading Standards Institute, will explore retailer obligations when selling goods and the rights of their customers in a presentation titled Is the Customer Always Right? A Brief Guide to the Consumer Rights Act 2015 on each day of the show.

• The first British rider to become eventing's world No 1, William Fox-Pitt will look back on his horses and life as one of the world's most famous equestrians in The Highs and Lows of an Eventful Career on Monday.

• Veterinary management consultant Jim Wishart is presenting an AMTRA-accredited seminar, Redworms with Green Genes, for visiting SQPs. The seminar, on Sunday and Training Tuesday, is worth 10 CPD points.

• How Bedding Helps the Wellbeing of Stabled Horses is the subject of a presentation by Bedmax's Lucy Ward on Monday. She looks at the way in which bedding can be used to combat and prevent respiratory issues and other health problems.

JANUARY 2018 EQUESTRIAN TRADE NEWS

• Neue Schule founder Heather Hyde’s talk on Bits and Bitting on Sunday dispels popular bitting myths, highlighting the company's extensive research.

Presentations by the Neue Schule Group, which includes Avansce and The Academy, take place on each of the three days. On Monday, discover how the world of equine coaching is changing with Miranda Jupp's session on the Avansce Synchronicity System, a new development in rider performance technology.

On Training Tuesday, Caroline Benoist, of The Academy – the education arm of the group – gives an insight into the science and research behind bitting in a talk titled Lorinery Science.

• Take your seat for Talking Business, the red-hot industry debate hosted by ITV newscaster Alastair Stewart on Sunday.

He will be joined by panellists Kathyrn James, NEC Group MD, Roy Burek, chairman of Charles Owen & Airowear, John Arnold, CEO of Northern & Universal, Rhian Gibson, chief executive of the Pony Club, Jo Snell, chief executive of Bransby Horses, and Philip Tyler, MD of TopSpec Equine. This hard-hitting discussion is back by popular demand for a third year.

• Visual Thinking's Lisa Lawson will lead a session on Sunday and Training Tuesday titled Improving the Customer Experience, focusing on ways in which to achieve long-term commercial success. Using her wealth of knowledge and expertise, she will deliver the strategy and tactics needed by retailers today.

• Kirsty Kean, of Visual Thinking, will provide top visual merchandising tips for retailers in a presentation titled Using VM to Guide Purchase Decisions on Sunday and Training Tuesday.

Highlighting tried and tested solutions, she will share proven methods of aiding customer choice and simplifying their decision making.

• BETA executive director Claire Williams will put feed safety firmly on the map in her presentation Feed Industry Update – Prohibited Substances and the Rest! on Monday.

www.equestriantradenews.com

77

• Yorkshire Shepherdess Amanda Owen will enchant audiences with My Life at Ravenseat on Monday, featuring her beautiful photographs and stories about living on a remote, 2,000acre hill farm in North Yorkshire.

Amanda, who lives there with her husband, Clive, nine children and a large flock of Swaledale sheep, is also a best-selling author and magazine columnist.

• Master saddler and saddle fitter Kay Hastilow shares her Thoughts on Saddle Fitting on Training Tuesday. What benefits do saddles bring to horse and rider, and what are the potential disadvantages?

• Citrus-Lime's David Gaule looks at how technology is driving change in retail and consumer buying habits in his presentation Equestrian Retail – From Novice to Grand Prix on Training Tuesday.

Paralympic medalwinning dressage rider Sophie Christiansen shares her hopes and aspirations in Preparing for Tokyo 2020 on Monday. Born two months prematurely with cerebral palsy, Sophie learned to ride as part of her childhood physiotherapy and went on to become the youngest British athlete to compete in the 2004 Athens Paralympics, winning an unexpected bronze medal.

• BETA-trained City & Guilds safety garment fitters can claim five CPD points by attending the Update on Safety Equipment Standards and Rules seminar presented by Claire Williams on Training Tuesday. This is a brilliant opportunity to catch up with the latest changes and developments to prepare retailers for the season ahead.

The Charles Owen Hub

• Ryan Rouse, Bransby Horses' head of external welfare, will highlight the charity's work in Equine Rescue & Critical Care, a presentation on Monday featuring two poignant welfare cases, each with very different outcomes.

Innovation Awards

78

The peak of EXCELLENCE

Sponsored by

The Innovation Awards are the ultimate recognition of companies' new products.

ETN looks at the categories included and those with the difficult task of judging them.

B

ETA International’s Innovation Awards celebrate creativity, cutting-edge technology and inspirational invention.

Sponsored by ETN (Equestrian Trade News), they are prestigious industry accolades that, over the years, have acted as the launch pad for many products that go on to enjoy success in the marketplace.

All exhibitors can enter the awards, free of charge, with products that have been launched no more than 12 months before the trade fair. Each of the eight categories reflect the trade fair’s diverse range of exhibitors:

• Country Clothing & Footwear • Feed & Supplements • General • Horsecare Equipment & [Horse] Clothing • Pet Products • Rider Clothing & Footwear • Saddlery & Tack • Safety & Security Look out for the Innovation Awards entry graphics, which flag up competing products both before and during the show. All entries are listed in the BETA International Innovation Awards brochure.

The winners will be announced at 5.15pm on Sunday, the first day of the trade fair, on the Fashion Show stage, where they are presented with an engraved glass trophy and certificate.

A win or highly commended accolade allows exhibitors to include the Innovation Awards logo in all marketing of the successful product and display certificates and trophies on their stand throughout the trade fair.

The Innovation Awards judges at BETA International 2018 are…

BETA International 2018

WENDY BEAL

Retail manager of R&R Country Store, in Melton Mowbray, Leicestershire, for the past seven years, Wendy Beal is a graduate of the University of York, with a BSc in equine physiology, and has worked in both dressage and racing yards. A keen eventer, she competes at a low level but is involved in fence judging at 4* competitions and is the proud owner of two lively Hungarian Vizslas.

JANUARY 2018 EQUESTRIAN TRADE NEWS

WENDY HOFSTEE

Combining a love of horses and travel led Wendy Hofstee to set up her equestrian holiday company, Unicorn Trails, in 1998. Twenty years later, the business is a highly regarded knowledge resource for horse travel worldwide and Wendy takes responsibility for the development of new products, marketing, budget and finances. Born in Holland, Wendy grew up in South Africa and moved to England in 1990 after qualifying as a veterinary surgeon. Horses have been her lifelong passion and she tries out every holiday offered by her company and experiences rides first-hand. The welfare of horses is paramount and she won't offer rides in places where the horses aren't treated as well as the guests. In her spare time, Wendy likes to socialise and go to the theatre, and is well-known for her parties.

OLIVER HOOD

Son of showing supremo Allister, Oliver Hood has ridden since before he could walk, competing in his first class at the age of 18 months. He has won several classes at the Horse of the Year Show, including Cob, Hunter and Riding Horse, and took the event’s top honour, Supreme Horse of the Year, on Diamonds Are Forever in 2017. Ollie enjoys breaking in youngsters and, in winter, hunting, as well as filming with stunt horses when the show season is quiet. www.equestriantradenews.com

79 CLARE MACLEOD

An independent consultant equine nutritionist, Clare MacLeod is registered with the Association for Nutrition. She has a first-class BSc honours degree in equine science and a masters with distinction in human and equine sports science. Clare's scientific knowledge is backed up with two decades of practical experience feeding both her own and countless clients’ horses. She runs a successful nutrition consultancy and her work ranges from giving advice to horse owners, trainers, yard managers and vets to lecturing, writing articles, training and commercial consultancy for feed companies.

Welcome to our Country

MICHELLE MILLER

A master saddler and harness maker, Michelle Miller is also the owner of M Miller Saddlery – a combination of retail store and workshop – which she runs from her family farm in Shawforth, near Rochdale, Lancashire. She and her husband, Andrew, breed ponies and their Wellbrow Fells are in demand all over the world. She trained at Cordwainers Technical College, London, and has been a master saddler for more than 30 years.

TRACEY MORLEY JEWKES

Managing director of Blacks Vets – voted Best UK Vets in 2016 –Tracey Morley Jewkes also runs her own management and marketing consultancy, Carpe Diem. She was previously co-owner of Fly Away, where she launched the Groom Away range, before moving to Belstane. Tracey is also managing director of Born to Bark, a natural dog grooming products company, and distributor for a US anti-ageing and wellness brand. She was previously a rider, competitor and instructor, and is keen to take back the reins when she finds time. Tracey lives with her partner, Simon, and dog, Ollie. www.equestriantradenews.com

THE AYLSHAM FLEECE COLLECTION

Sales enquiries +44 (0) 1623 415765 sales@alanpaine.co.uk Visit us at: BETA International on stand Q3.2 & IWA on stand 4-508

Talking Business

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HOT TOPICS, COOL DEBATE BETA International’s high-octane discussion, Talking Business, returns to give trade fair visitors an insight into important industry issues.

T

alking Business, hosted by ITV newscaster Alastair Stewart, puts the latest hot topics under the spotlight and in front of a line-up of specially selected industry representatives.

This year, Alastair will joined by John Arnold, Roy Burek, Rhian Gibson, Kathryn James, Jo Snell and Philip Tyler in The Charles Owen Hub on Sunday.

ALASTAIR STEWART Host

BETA International 2018

A television newscaster for four decades, Alastair Stewart joined ITN in 1980 as a reporter. He has presented the news on ITV and Channel 4, as well as The Sunday Programme for GMTV. Alastair was named Presenter of the Year in the Royal Television Society’s 2005 Journalism Awards, appointed OBE a year later and, in 2010, was moderator of TV’s first general election party leaders’ debate. He and his wife, Sally, have four children and live in Hampshire.

ROY BUREK Chairman, Charles Owen With more than 30 years’ experience in rider safety, Roy Burek is chairman of Charles Owen, the riding hat and body protector manufacturer founded by his grandfather in 1911. He has played an integral part in the design and production of Charles Owen and Airowear products, undertaking ground-breaking research into rider falls and concussion that has led to new standards in safety technology. An Oxford University chemistry graduate, Roy has served on the European Standards Committee and co-chaired the task group setting ASTM standards. He travels internationally to talk on Charles Owen’s latest innovations and, in 2017, was made an honorary visiting professor at Cardiff University’s School of Engineering.

JOHN ARNOLD Political analyst

RHIAN GIBSON Chief executive, Pony Club

Managing director of Northern & Universal and chairman of online political analysis company Tweetminster, John Arnold has in-depth knowledge of government. A former chair of Scottish Labour Students, he was political adviser to the Shadow Secretary of State for Scotland before heading the international section of the Local Government International Bureau. Since moving into consultancy, John has provided support to more than 80 international blue-chip companies, trade bodies, interest groups and local authorities. He is also a trustee of the Manchester United Foundation.

Spending her career building, leading and managing teams to drive huge growth in participation and audiences, Rhian Gibson has been the Pony Club’s chief executive since September 2017. In her four years as chief executive officer of Welsh Gymnastics, membership soared from 7,600 to more than 25,000, and a record 10 Welsh gymnastic medals were won at the 2014 Commonwealth Games. During her previous career in broadcasting, Rhian was deputy head of news and current affairs at BBC Wales and director of commissioning for S4C, the Welsh Fourth Channel. Rhian has ridden since she was five.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

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Since taking over as chief executive of Bransby Horses in 2010 following the death of its founder, Peter Hunt, Jo Snell has seen the animal welfare charity grow in size and rescue more horses annually. Her aim has been to build on strong foundations, improving the charity’s professionalism and profile within the equine welfare industry.

Outside her career, Jo loves to spend time with her family and dogs and, as a motor sport fan, can regularly be found cheering at the racetrack.

PHILIP TYLER MD, TopSpec Equine

Feed balancer producer TopSpec Equine’s managing director, Philip Tyler, is also joint owner of the company with his wife, Nicola, who is nutrition director. Before founding the business in 2000, Philip was MD of Axient, the UK consultancy division of Genus.

He was previously national business manager of the organisation's breeding division, with a turnover of £40 million.

Philip is passionate about genetics and has developed the world's only pure white flock of Ryeland sheep. He also owns a thoroughbred colt foal named Zwicky and an old Aston Martin, which he says he never has time to drive.

KATHRYN JAMES MD, NEC Group

Overseeing all exhibition and convention activity across the NEC Group’s venues, Kathryn James has been the organisation’s managing director since 2007.

After gaining a first-class honours degree in accountancy, she worked as a chartered accountant with PricewaterhouseCoopers, then became managing director of Luton Airport. Kathryn has an interest in nutrition and holistic health, and a passion for sports and exercise.

More than just a till system Simple. Powerful. Affordable.

Cloud POS is our point of sale and stock management software for equestrian retailers like you. From small traditional tack shop, to multi-store retailer with ecommerce, Cloud POS will help you improve your cashflow and increase your profits. Visit us online or call us to book your free online demonstration:

www.citruslime.com/demo Or call 01229 588 628 ... any time Monday to Friday, 09.00 to 17.30 or email your enquiry to hello@citruslime.com Citrus-Lime customer, Claire, at Todds of Kendal, reviewing which products and brands are most profitable for her, so she can make better-informed buying decisions.

Talking Business

JO SNELL Chief executive, Bransby Horses

Corporate Clothing

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TOGGED UP IN TOGGI ETN looks at what members of the BETA International organising team will be wearing for the 2018 show.

T

hanks to Toggi, BETA International's official clothing supplier, members of the trade fair's organising team are always extremely smart and instantly recognisable. This year, everyone – from those liaising directly with exhibitors and visitors

BETA International 2018

For women Female members of the team will wear damson check Tattersall shirts from Toggi's Bootle range, with Cambridge wax-coated gilets in bitter chocolate.

Trade fair organising team members Emily Adshead and Ann FitzGerald try out their 2018 corporate clothing from Toggi.

in the halls to those working in the organisers' office – will be wearing specially selected garments from some of Toggi’s stylish country collections. All the garments are embroidered with dual BETA International and Toggi branding.

For men The gents will wear Cresswell shirts in a pomegranate/dusk and moss check, with chocolate-coloured Tiverton gilets in a water-repellent fabric with classic diamond quilt stitching.

Behind the scenes ETN asks Toggi about its garment development…

Q: Who designs your country collections?

A: We have a dedicated design team at our head office in Leeds.

They work closely with trusted manufacturers to develop the Toggi ranges. These include our very own signature tweed cloth and in-house prints, which are used across garment linings, scarves and shirts.

Q: What are your main influences?

A: Before starting work on next season's collections, the design team conducts extensive research in both the equestrian and fashion industries. This includes looking at current market trends, high-street fashion and the catwalks to draw inspiration and tailor designs for the Toggi market. As part of the research JANUARY 2018 EQUESTRIAN TRADE NEWS

and development process, the team also attends international trade shows and liaises with suppliers who source the latest materials and fabrics to use in the construction of our garments.

Q: What do you consider the most important aspects of your clothing?

A: We pride ourselves on delivering products of the highest quality and ensuring that they meet the wearers' requirements.

Q: How does it feel to be the official clothing supplier?

A: We are always delighted to support the BETA International team with the latest Toggi garments and timeserved classics, and it's wonderful to see them wearing our products around the show. www.equestriantradenews.com

Equestria Trade Newn s

ETN Prize Draw

T h e Vo i ce of th e Eques tr

AGRIHEALTH L2.1 A selection of the new hoof Lab hoofcare range.

AIROWEAR K2.1 Airowear body protector of your choice, value up to £215 ALAN PAINE COUNTRY COLLECTION Q3.2 Gents' or ladies' Aylsham fleece gilet in a choice of colour options.

BACK ON TRACK C4.2 A pair of Back on Track Royal Quick Wraps BALENO P7.1 The Baleno Sarah Fleece - A stylish zip through fleece jacket bordered with faux suede. RRP £61.95 BATTLES G4.1 The Lincoln Classic Collection comprises seven of Lincoln’s best-selling, traditional horse care essentials.

BETA G7.1 Two tickets to The Equi-Trek Bramham International Horse Trials BETA INTERNATIONAL One food hamper

Q1.1

BREYER MODEL HORSES L3.1 Breyer Stablemates Animal Hospital featuring accessories!

BRITISH HORSE FEEDS Six bags of Speedi-Beet.

BETA International 2018

T h e Vo i ce of th e Eques tr

D9.3

CHARLES OWEN K2.1 Helmet of your choice, value of up to £300 CHARLES SAINSBURY-PLAICE P11.3 Greeting Card Spinner with 40 card designs ready to start selling from (retail value of cards @ £720 inc VAT) ELICO EQUESTRIAN PRODUCTS / JENKINSONS C1.2 A pair of Elico Memory Foam Brushing Boots EMERALD GREEN FEEDS K11.1 A bag of each of our products including our new Meadow Magic Pellets.

ETN Q1.1 ETN – a Retailer Profile editorial feature, written especially for you, to appear in a future issue of ETN. JANUARY 2018 EQUESTRIAN TRADE NEWS

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Your offic

January 201 8

Volume 42, No 1

Monthly

THE SHOW

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T h e Vo i ce of th e Eques tr

FYNALITE J1.1 3 Fynalite forks in purple (Funky Fork Senior, Rubber Matting Fork & Multi Mucka Fork) GALLOP EQUESTRIAN K7.1 £100 worth of products at wholesale price HENRY BELL J10.2 Two bags of EQUIGLO Quick Soak 10 MINUTE BEET and five bags of EQUIGLO Minty Horse Treats.

HILTON HERBS Hilton Herbs ‘Festive’ Herballs

B2.3

HORSLYX Horslyx Mint Balancer

D5.1

HŪF DESIGN B5.3 BETA International Innovation award 2015 winning SKŪP by HŪF Design.

KERATEX HOOFCARE E3.5 A winter hamper of Keratex products worth £100 L S SALES A1.1 £100 worth of Fly products (wholesale price) LINTBELLS D4.4 YUMOVE Horse ACTIVE JOINT PATCH SHIRES EQUESTRIAN PRODUCTS J2.1 A pair of Paddock boots STIERNA EQUESTRIAN SPORTSWEAR AB Andromeda Beanie

ian Indu str

SEE YOU AT

T h e V o i ial guide to BETA Inter ce of th e E q u e s national 2018 trian In du

Call at the ETN stand (Q1.1) to enter our bumper prize draw. Just bring your business details... and you never know, you could be going home with all these fantastic products. But remember, you can only enter at BETA International 2018.

ABSORBINE E2.2 New UltraShield Fly Mask

y

Equestria Trade Newn s

WIN £1,000S WORTH OF PRODUCTS FOR YOUR STORE

84 ian Indu str

M8.1

THAT STRETCHY STUFF LTD D4.2 The versatile wrap - your tack box essential with a multitude of uses!

TOGGI F6.1 A Toggi Ampleforth Ladies Padded Gilet TRILANCO J7.1 Easidri Animal Drying Towel (Large) TUBTRUGS - RED GORILLA C7.1 A selection of Tidees from Red Gorilla for your shop UK EQUESTRIAN SUPPLIES K4.2 A pair Rebecca Grip Breeches from Sarm Hippique. A New Snaffle Bridle from SD Designs

• Products

2018

NEC, Birmingham 21-23 January, UK www.beta-in t.com

Main Sponsor

ETN is the media partofficial BETA Inte ner of rnational

stry

ian Indu str

y

Inside our exclusive preview:

and people to see • Show deals for buyers • Seminars and CPD oppo rtunities • £1,000s with Win stock worth ETN (stand Q1.1)

PLUS

• What about feed to tell your customers and bedding price hikes • Better busin ess tips • Insurance: saddlery specia l

WILDWASH C2.2 WildWash Wonder Balm for Hooves and Wounds with Organic Shea Butter, Sea Buckthorn and Kanuka.

ETN sends a big thank you to all these companies for generously donating prizes.

Their advertisements can be found in this issue of ETN and they are all exhibiting at BETA International 2018 too.

The Voice of the Equestrian Industry

Did you know?

• ETN is the only official media partner of BETA International • ETN publishes a weekly e-newsletter packed with breaking news. Sign up to receive your free copy directly to your in-box at stand Q1.1.

• ETN has launched a monthly US e-newsletter for American retailers.

• ETN’s news, product and people features are read by retailers, distributors, manufacturers and industry opinion formers in more than 40 different countries.

• ETN works with professional bodies to publish CPD features for SQPs and saddle fitters.

• ETN was launched in 1979

by Equestrian Management Consultants (EMC), the commercial arm of the British Equestrian Trade Association (BETA). EMC also organises BETA International.

• ETN has a website at www. equestriantradenews.com where you’ll find more news, feature lists and information about how to get involved with the title.

• To find out how your business can work with ETN, contact Beth Crow on 01937 582111 or email bethc@ beta-int.com

www.equestriantradenews.com

85 Stand L10.3

Hailing from Germany, this upcoming online platform offers an array of products across many brands for horse, rider and stable yard. Many are from new designers, others follow global trends; all have been chosen by the 4Hooves team.

Henrike Elisabeth Klein, who you can meet here, says 4Hooves backs up its product portfolio with expert consultation and personal service.

“Enter a business partnership with 4Hooves and reach customers avid for equine sports all over Germany,” adds Henrike. “By working with us, you can benefit from increased traffic, new sales generation and cost transparency, all at low risk.”

ABBEY ENGLAND See something different here this year… The company which produces tools, leather and materials for the saddle-making industry is to host two Ask the Experts talks on leather and saddlery.

Stand G10.1

ABSORBINE

Stand

E2.2 W F Young, manufacturer of the Absorbine brand of horse care products, will launch the new design UltraShield Fly Mask and CoolDown bodywash. There will also be an on-stand competition, show offers and the US marketing team will be on hand provide advice.

The latest UltraShield Fly Mask keeps horses cool, dry and comfortable using hightech performance fabrics.

It’s also available with a removable nose for full-face protection from insects and the sun.

Also new from Absorbine is CoolDown, a refreshing body wash with 12 herbs and essential oils that cools, refreshes and conditions the skin and coat.

W F Young consistently updates its products to better meet the evolving needs of horses and their owners. Its brands include Absorbine Liniment, UltraShield fly control, ShowSheen grooming products and Hooflex hoof care. More recently Leather Therapy, Magic Cushion and Bigeloil have joined its family.

Stand Guide

4HOOVES

EXHIBITOR FACTFILE WHERE is your company based?

In East Longmeadow, Massachusetts, USA

WHO can visitors meet on your stand?

Our company president Chris Jacobi loves to visit the UK and BETA International is among his favourite trade shows. Our vice president of sales Bert McMahon will also be on the stand, along with export manager Laurie Klafeta, marketing manager Amy Cairy and European marketing co-ordinator Rachael Holdsworth. With such a wealth of experience on hand, visitors can be sure of the best possible advice.

WHAT will be the highlights on show on your stand?

Our new design UltraShield Fly Mask, which sets a new standard for fly masks. We will also launch CoolDown herbal rinse - and introduce our new Missing Link Equine supplements.

WILL you have any special offers and/or treats for visitors?

ANDERSON & CO PUBLISHING

From horse care products to electric fencing, clippers to poultry equipment, this wholesaler has it all.

Stand L2.1

Calling at this stand is guaranteed to inspire. So whether you’re looking for fresh stock ideas or diversifying into new product areas, Agrihealth provides plenty of product ideas backed up by excellent advice when you need it.

EXHIBITOR FACTFILE WHERE is your company based?

Stand A2.2

If you want to get your product racing, come and talk to this exhibitor. Its publications include European Trainer, North American Trainer, The Supplements Supplement, The NTF Racing Diary, The IRTA Racing Diary, The Irish Trainer Newsletter plus advertising for the monthly magazine Thoroughbred Owner & Breeder.

“We also offer clients a design and print management service for sales materials, such as flyers and brochures, and an increasing number of seminars designed to engage clients directly with key racing industry players,” says Giles Anderson. www.equestriantradenews.com

AGRIHEALTH

Based in the UK and Ireland, Agrihealth is involved in a range of business areas including wholesaling plus veterinary and laboratory services.

WHO can visitors meet on your stand?

Our dedicated team will be on hand to greet existing and new customers alike.

WHAT will be the highlights on show on your stand?

leovet’s new hoof care range for 2018, our new Agrihealth Equipment Catalogue and a sneak preview of the next Liveryman trimmer available later this year.

WILL you have any special offers and/or treats for visitors?

Yes - a full range of show offers on leovet, Liveryman, Fenceman and Copele poultry equipment.

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

Richard Farrow and Mike Dodd, sales director at technical leathers manufacturer Pittards, will speak on Leather and Its Uses on Sunday at 10.30am and Monday at 3pm. Richard is the former managing director of Sedgwick & Co, producer of British hand-finished leather and now part of the Clayton Leather Group.

The second talk - Saddlery Training and the State of UK Production – A Bright View of the Future will be presented by Mark Romain of The Saddlery Training Centre and Patrick Byrne of The Worshipful Company of Saddlers.

Timings are Sunday at 3pm and Monday at 10.30am.

What promise to be highly informative talks will include question and answer sessions. “Traditional manufacturing is at the heart of the Abbey England business and securing the future of these techniques and practices is vital,” said a company spokesman.

Always! There will be a show offer available to retailers through our UK distributors. We will also have an on-stand competition with an exciting prize to be revealed at the show.

Stand Guide

86

ALAN PAINE COUNTRY COLLECTION

Stand Q3.2

ARIAT EUROPE

Stand H7.1

Always at the forefront of innovation and design, Ariat’s 2018 collections continue this trend as they span the equestrian and country sectors.

From the new, elegant, made in Italy Divino tall boot for the professional, high end rider to the introduction of the Catalyst Defiant, a collection of advanced, durable outdoor boots, this brand has cemented its popularity within a number of important market sectors.

2018 looks to be another exciting year for Ariat as it not only provides athletes with dynamic footwear but is now dressing them from top to toe too. With modern designs and intuitive fabrics, such as the Tri Factor breeches with silicone grip and cooling properties, Ariat offers everything from boots to base layers, luggage to jackets and breeches to accessories.

BACK ON TRACK An expanded A/W 2018 country collection has new products and styles aplenty.

The Combrook tweed range has new colourways for men and ladies.

There’s a quilted waistcoat and jacket in navy and black for ladies with light tan piping and a striking scarlet paisley lining with a red and navy spot pattern inner collar.

The men’s and ladies’ fleece ranges are extended with the addition of new colours charcoal, peat and lilac, plus the introduction of the Buxton mid-layer high pile fleece waistcoat.

Launched last season, the Berwick ladies’ waterproof long coat is offered in a new colour, soft brown. While the Surrey collection of tailored separates offers new styles and colours for men and ladies.

Last, but certainly not least, is a new capsule leather footwear collection featuring waterproof boots and leather brogues.

BETA International 2018

AUBIOSE HORSE BEDDING

Stand E8.2

Aubiose is derived from the soft centre of the hemp plant.

Biodegradable and dust free, it absorbs up to 12 times more urine than straw and four times more than shavings, says this bedding company.

Great for wet horses, horses on box rest or those prone to thrush, Aubiose is spongy by nature thus providing a supportive bed.

New products to see here include Aubichick, a soft, fine hemp chop made for poultry and available in 20kg bales. And Flaxbiose – a clean, seed free, dust extracted bedding which is biodegradable. It’s managed in the same way as Aubiose and is cost effective.

JANUARY 2018 EQUESTRIAN TRADE NEWS

New products for 2018 join this range of high quality therapeutic garments and braces for equines, people and dogs.

Stand C4.2

Back on Track pioneered ceramic fabric products for horses, humans and canines. With the mantra ‘prepare, perform and recover,’ this label promotes well-being and mobility.

The company’s unique Welltex fabric lining is infused with ceramic particles that reflect long-wave heat back to the wearer’s body. This infrared heat supports circulation, which can relieve joint tension and maximise performance.

Top riders, including Olympians Michael Whitaker, Fiona Bigwood and Bettina Hoy, choose Back on Track to provide the best support for their horses’ well-being and to help keep them on top form.

Visitors to the stand will learn about Back on Track’s technological fabrics and how they work. There’s also be a free gift with every order - plus a daily prize draw for stand visitors.

EXHIBITOR FACTFILE WHERE is your company based?

Uppsala, Sweden.

WHO can visitors meet on your stand?

UK sales manager Georgia Keegan.

WHAT will be the highlights on show on your stand?

New high wither style saddle pads; new Royal Hind Fetlock Boots suitable for use on young horses, new underwear and base layers.

WILL you have any special offers and/or treats for visitors?

Yes, there will be a show offer and a free gift with every order.

www.equestriantradenews.com

87 Stand Guide

RAISING THE BAR FOR PROTECTION AND COMFORT ULTRASHIELD® FLY MASK: NOW AVAILABLE WITH REMOVABLE NOSE Our newest fly mask sets the standard for protection and comfort, keeping horses cool, dry and comfortable using high-tech fabrics originally developed for human performance clothing. Ÿ

It is designed to stay put with two-way controlled stretch fabric on the crown and jowl and a strong double-locking hook and loop closure;

Ÿ

It’s also designed to protect, with structured eye darts and a mesh that blocks 80% of UV rays of harmful UV rays and reduces solar glare;

Ÿ

Plus, rolled inner seams prevent rubs and irritation;

Ÿ

Horse-size mask now available with a removable nose to provide extended coverage and full-face protection from insects and the sun;

Ÿ

Additional coating added to mesh for enhanced durability

Ÿ

Doubled seams for greater tear -resistance

NEW!

REMOVABLE NOSE (HORSE SIZE ONLY)

Available from your regular Absorbine® Supplier www.absorbine.co.uk

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

The Horse World’s Most Trusted Name®

Stand Guide

88

BALENO

Stand P7.1

BATTLES A leading equestrian, animal health and pet care wholesaler, Battles is also the home of the Lincoln and Hy brands.

Stand G4.1

Battles has exhibited at BETA International for as long as the trade fair has been in existence – almost 40 years. And it never fails to excite the trade with new products and innovative ideas across many categories.

This label’s latest collection features inspiring designs for men and women. New Fay and Tess waterproof riding jackets and the June softshell jacket are made in Baleno’s high functioning materials.

Look out for promotional offers on two waxed jackets, the Drifter and the Croft; plus a special offer on the popular women's Longfield coat.

BAREBACK FOOTWEAR

Stand N7.2

Making its BETA International debut, Bareback Footwear is also a fresh face in the footwear industry.

See its collection manufactured in Portugal and available in a full complement of sizes and fittings for ladies, men and children.

The company says it strives for style and substance while keeping prices affordable.

BATES SADDLES

Stand C6.2

EXHIBITOR FACTFILE WHERE is your company based?

In the historic city of Lincoln, Lincolnshire.

WHO can visitors meet on your stand?

Visitors will receive a warm, friendly and personal welcome from our company directors, area sales managers and representative members of our customer service and marketing teams. Everyone is welcome – existing customers and new ones, please come and join us and take in our exciting new stand. Our hospitality bar is ‘open all hours’ so please pop along and one of the team will be more than happy to help you.

WHAT will be the highlights on show on your stand?

Battles has lots of exciting surprises awaiting you. We can’t wait to reveal our new look stand, so come along and tell us what you think. We will be revealing lots of new brands, innovations and additions, along with some pretty impressive ‘show only’ offers on key equestrian lines.

WILL you have any special offers and/or treats for visitors?

Battles are thrilled to be bringing you some show stopping offers to BETA International 2018. They will blow you away! There’s something for everyone with lots of opportunities to save in 2018, topped off with the opportunity to take home an apple mini iPad.

HAVE YOU SEEN? BETA International 2018

Claire Williams

UK, we have been listening, says this saddle brand. So displayed on this stand will be exciting new saddles, along with key range additions - all inspired by popular demand.

“We’re looking forward to showcasing our complete range of high performance saddles and accessories,” says Erin Kenworthy. “Our new leather options, Heritage Leather and Luxe Leather, are bound to impress the most discerning of riders.”

As a fourth generation Australian family business that started making saddles in 1934, Bates has always looked for ways to innovate and improve saddle design. It can claim to have pioneered saddle adjustability and many popular performance features seen today.

“It gives us great joy to have developed innovations that dramatically improve horse comfort with our CAIR Cushion System and EASY-CHANGE Fit Solution,” adds Erin.

Bates Saddles are distributed in the UK by Saddlery Brands International.

JANUARY 2018 EQUESTRIAN TRADE NEWS

BETA executive director Claire Williams can be seen on the trade association's stand promoting the benefits of membership and conducting seminars in The Charles Owen Hub. On Monday, she will provide a feed industry update and, on Tuesday, she presents a seminar worth five CPD points for holders of the City & Guilds Fitting Protective Rider Safety Equipment qualification. Away from the office, Claire likes to ride her horse, go for long walks and make jams and preserves. www.equestriantradenews.com

89

Visit the team on stand D9.2 and D9.3 Stand Guide

The Original and the BEST! Quick Soaking Beet Pulp Flakes only 10 minutes!

• • • • • • • •

Quick soaking Excellent value High fibre Low sugar Slow release energy Aids rehydration Ideal fibre source for horses and ponies prone to Laminitis Safe for horses with ulcers and those prone to colic

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T: +44 (0) 1765 680 300 F: www.facebook.com/britishhorsefeeds W: www.britishhorsefeeds.com www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

Orders for 50 bags of Speedi-Beet or Fibre-Beet (or a mix of both) placed at the show, will also receive one FREE case of TurmerAid worth more than £75.

Stand Guide

90

BEDMAX SHAVINGS

Stand J1.2

Production plants in Northumberland, Nottinghamshire and Hampshire ensure nationwide supplies of this bedding to a network of retailers.

And stockists are supported by a national marketing commitment and a UK-wide team of regional sales managers.

This exhibitor’s purpose-made equine bedding range includes Bedmax, Littlemax and Fibremax. The company follows global veterinary research developments, funds research of its own, and provides training for retailers.

The bedding is designed to provide horses with a healthy, stable environment, controlling moisture and ensuring the horse is comfortable and supported in the stable.

Bedmax, made from British pine, is a large flake, dust free and highly absorbent shaving. It’s dried to sterilising temperatures and benefits from the antiseptic properties associated with pine. Littlemax is a fine, dust free, durable and absorbent small flake shaving with a light appearance.

Fibremax is a dust extracted fibre bedding that offers value for money.

HAVE YOU SEEN? Liz Benwell A keen horsewoman with a passion for the equestrian industry, Liz Benwell holds the reins as editor of Equestrian Trade News.

You will see her at the show, interviewing exhibitors and visitors, and tracking down a good story. If you have some exciting news, don't forget to tell her. Away from the office, Liz enjoys riding her horse, Fergus, and rehomed four-year-old pony, World Horse Welfare Rio.

BRITISH EQUESTRIAN TRADE ASSOCIATION (BETA) Come along to the BETA stand and help the trade association celebrate its 40th anniversary in style with a new-look stand, cupcakes and bubbly - which will be served at intervals throughout the show.

Stand G7.1

1978 - 2018

Discover more about BETA's training courses for retailers and their staff.

Supporting the industry These take place at different venues throughout the UK, covering subjects for 40 years such as Digital Marketing & Social Media, Feed Marketing & Labelling, Rider BETA GUIDE TO Safety Garment Fitting and Visual RIDING HATS Merchandising.

Rider safety is extremely important to BETA, so find out more about Safety Week – a brand-new awareness-raising initiative set to be launched in May. You can also discover up-to-the-minute information about the latest safety standards and pick up a free copy of the revised BETA Guide to Riding Hats.

The trade association's two feed assurance schemes – BETA NOPS (which helps to minimise the risk of contamination by naturally occurring prohibited substances) and the BETA feed approval mark (to identify feeds best suited to horses and ponies prone to, or at risk from, equine gastric ulcers) continue to grow in popularity. Find out more, and learn how they help your customers to buy feed with confidence.

Holders of the City & Guilds Fitting Protective Rider Safety Equipment qualification can attend the Update on Safety Equipment Standards and Rules seminar presented by BETA executive director Claire Williams in The Charles Owen Hub on Training Tuesday. The session will count as a required face-to-face module and is worth five CPD points.

As a BETA member, retailers and sales agents can secure professional indemnity insurance through SEIB with up to £5 million of cover, obtained for an annual fee of only £100 per store or agent. It is offered as an add-on benefit to the annual BETA subscription and offers protection against legal action taken as a result of advice supplied to customers.

Finally, don't forget that every BETA retail member can claim a £50 attendance subsidy if visiting BETA International for at least two days. Bring attendance forms along to the BETA stand to have them signed. Retail members can also pick up their allocation of refreshment vouchers that can be redeemed in Halls 6, 7 and 8. t the correct fit, safety Find out more abou

y standards and qualit

marks

91

BRITISH HORSE FEEDS

Stands D9.3

Yorkshire-based British Horse Feeds returns to BETA International after a seven year break.

The company is famous for two products, Speedi-Beet and Fibre-Beet. Both are made with best quality British beet pulp produced specifically for British Horse Feeds and subjected to a patented cooking process to produce its unique soakable feeds.

Fibre-Beet combines beet pulp with alfalfa to create a conditioning feed.

Visit this stand to find out more about these long established, popular feeds, special offers and competitions. You can also witness the launch of a new equine turmeric supplement from British Horse Feeds’ sister company The Golden Paste Company which exhibits next door.

“We are very much looking forward to being at BETA International,” said Will I’Anson. “The show provides the ideal opportunity to showcase our new supplement from the Golden Paste Company and to also highlight the unique benefits of Speedi-Beet and Fibre-Beet which remain the market leading, original and best products in this sector.”

EXHIBITOR FACTFILE WHERE is your company based?

Ripon, North Yorkshire.

WHO can visitors meet on your stand?

Will I’Anson, sales director, and Martin Bielby, national sales representative.

WHAT will be the highlights on show on your stand?

Win 50 bags of feed, take advantage of special offers and promotions, and learn more about the new equine turmeric supplement from sister company The Golden Paste Company.

WILL you have any special offers and/or treats for visitors?

There’s the opportunity to enter our prize draw to win 50 bags of SpeediBeet or Fibre-Beet. And a BETA International special offer will see retailer orders for 50 bags of Speedi-Beet or Fibre-Beet (or a mix of both) placed at the show receiving one free case (4 x 2kg) of new TurmerAid equine supplement worth over £75 (RRP £18.99/2Kg tub).

BOEHRINGER INGELHEIM

Stand J4.2

Equitop Myoplast, the nutritional supplement which supports lean muscle growth in horses, is showcased here.

The product is designed to help horses respond to and cope with the demands of training and rehabilitation. Leading riders using it include show jumpers Scott Brash, William Whitaker, Trevor Breen, Corinne Collins and Nicole Pavitt, plus dressage rider and trainer Richard Davison.

Equitop Myoplast contains a unique blend of 18 key amino acids, the building blocks of lean muscle.

Boehringer personnel will be on the stand to offer advice. And, for a handful of lucky winners, Equitop Myoplast 1.5kg tubs will be given away. www.equestriantradenews.com

Stand Guide

92

BEQUESTRIAN

Stand E10.2

BLISS OF LONDON

Stand

Here you can admire British made saddles with a K4.1 multitude of panel, flap and block options. And if it’s adjustability you’re after, the Loxley range is now available with an interchangeable gullet system as well as endless colour choices.

Bliss of London offers dressage, jump, hunter and all-purpose saddles.

Each is custom made to suit a variety of profiles, requirements and tastes.

Bridlework is stocked by parts with a custom made service offered.

“We understand how best to assist saddle fitters and pride ourselves on our delivery times, communication, dealer promotion/support and excellent customer service from our in-house saddle fitters,” says Nikki Newcombe.

BREYER MODEL HORSES

Stand L3.1

Explore eye-catching personalised clothing and printed promotional products here.

“We aim to work together with you to find the perfect promotional product to reach your target audience and ensure your brand is the market leader,” says Sarah Beeston.

A new UK made range includes feed stirrers, feed scoops, printed weigh tapes and hoof picks. Company details can be printed on a variety of other products too.

Bequestrian will also show its James Harvest clothing range. Fashionable and functional, it’s ideal for carrying branding. The Ambassador jacket is perfect for sponsored riders and brand ambassadors.

“We also have lots of solutions if you are looking to kit out your staff in new branded uniform too,” adds Sarah.

BRANSBY HORSES

Stand E8.3

BETA International 2018

Among these breathtakingly authentic models will be a new, limited-edition Saddlebred.

Come along and learn more about BETA International 2018’s chosen charity.

Bransby Horses is dedicated to improving the lives of horses, donkeys and mules. Founded in 1968 by Peter Hunt, Bransby Horses celebrates its 50th anniversary this year.

It is now one of the UK's largest equine welfare charities, currently caring for more than 400 animals. Set in 600 acres of Lincolnshire countryside, the charity has excellent facilities including a state-of-the-art intensive care unit, specialist handling yard and rehoming barn.

The charity is working harder than ever to continue making positive differences to equines through rescue, rehabilitation, rehoming and education. It also provides a safe haven for those equines that cannot be rehomed.

Bransby Horses is funded entirely by public donations and legacies. Visit the stand to find out more about the work of Bransby Horses - and how you can help the charity to raise vital funds.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Joining the 2018 Classics collection, meanwhile, is English Horse and Rider – a casually dressed rider ready for a lesson on her beautiful bay roan horse.

Western Horse and Rider has arrived too.

Highlights from Breyer’s Traditional model horse range include Shire (pictured). And look out for the stunning Zena, a mystical unicorn mare.

New from Stablemates is the beautiful Wild at Heart set featuring four different models. And you can’t miss the new Stablemates Glow in the Dark set. Containing four pinto horses, turn the lights off to see their white markings glow.

EXHIBITOR FACTFILE WHERE is your company based?

Breyer Model Horses is based in New Jersey, USA and distributed in the UK and Ireland by Northants based DKL Marketing.

WHO can visitors meet on your stand?

Retailers can speak to sales staff and meet Stephanie Macejko, vice president of marketing from Breyer Model Horses.

WHAT will be the highlights on show on your stand?

With over 20 new products added to DKL’s standard Breyer line, there are some spectacular products not to be missed. Highlights include a limited edition Saddlebred and new Shire horse.

WILL you have any special offers and/or treats for visitors?

There will be 5% off all carriage paid orders placed at the show and the opportunity to order special Christmas lines. www.equestriantradenews.com

93 Stand Guide BETA International 2018

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

Stand Guide

94

BRITISH COUNTRY COLLECTION

Stand H1.3

Casual countrywear for children and adults makes headlines here.

“We have a large collection of colourful tee shirts, hoodies, fleeces and sweatshirts featuring our exclusive designs of horses, farm animals and dogs,” says Peter Wray of the British Country Collection.

“Tweeds and soft shell jackets are also very popular, hardwearing and good value for money.”

New designs for 2018 include Fillygree, Bracken and Red Tractor.

CHARLES OWEN/ AIROWEAR

CARR & DAY & MARTIN, DAY, SON & HEWITT

Stand F2.1

The UK’s oldest company involved in the manufacture of horse care products, Carr & Day & Martin was founded in 1765. It has held a Royal Warrant since 1820, through the reigns of eight monarchs.

Although the company still manufactures its famous, traditional products, such as the Belvoir Saddle Conditioning Bar, it’s constantly making technological advances too. A good example is its Equimist Spray collection.

The Carr & Day & Martin range is developed and manufactured at its headquarters in Lytham, Lancashire, giving the company complete control over how its products are made.

Stand K2.1

The 4Star cross-country skull cap, certified to four international equestrian safety standards, meets its perfect match in the Airowear AyrPS. This new body protector system, to be launched at BETA International, unites the best of BETA Level 3 safety in the lightweight AirMesh with a removable air jacket. With a zipper system making the air jacket effortless to take off and put on, the AyrPS gives riders freedom to enjoy the customised fit and feel of Airowear.

Removable helmet liners continue to take centre stage this year and are found in a variety of Charles Owen models to allow riders easily to refresh their headgear.

CHARLES SAINSBURY-PLAICE

Stand P11.3

Here you’ll find Countryside Greetings with its horse, dog and country themed cards and gifts. There are additions to the Thelwell brand, of which it’s now the major licensee, too.

Choose from mugs, calendars, glass worktop protectors, tea towels, coasters, table mats, notepads and a vast range of greeting cards featuring most aspects of the British countryside and its pursuits.

“We currently supply 500 retailers in the UK, Europe and the USA and are well placed to add to this,” says Charles Sainsbury-Plaice. “Our retailer mix includes saddleries, equestrian centres, farm shops, department stores, gun dealers, agricultural retailers, online, garden centres, gift shops, greeting card shops and hotels.”

COVALLIERO

Stand E2.4

EXHIBITOR FACTFILE WHERE is your company based?

In Wrexham, Wales, UK.

WHO can visitors meet on your stand?

Visitors will have the opportunity to meet our entire UK sales and support team as well as a marketing representative.

WHAT will be the highlights on show on your stand?

We are thrilled to be launching two new products: the sparkly, ventilated eLumenAyr from Charles Owen and the innovative AyrPS body protector and air jacket system from Airowear.

WILL you have any special offers and/or treats for visitors?

BETA International 2018

Not this year.

HAVE YOU SEEN? Deborah Hayward As BETA International press officer, Deborah Hayward ensures that visiting journalists are kept up to date with the latest show and exhibitor news.

She oversees celebrity visits and helps exhibitors with their media-related queries. Away from the show, Deborah likes cycling and walking in the countryside.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Albert Kerbl - supplier of equestrian products, the Magic Brush collection, AKO electric fencing, small-holder and pet products plus the Aesculap brand – exhibits under the fashion brand Covalliero.

This family run, German company has been established for more than 30 years. Here it launches new and exciting equine products, backed up by its individual service and attractive prices.

In particular, Kerbl introduces the Covalliero Spring 18 and Winter 18/19 collections. To complement its clothing range, Covalliero has matching horse wear products including halters, rugs and saddle cloths in the same vibrant colours.

See also a “never-out-of-stock” line of riding garments and breeches for ladies, men and children. www.equestriantradenews.com

95 Stand Guide

prepare Support circulation

Photo: Daydream Equine

“Back on Track has really made a difference to my horses, I love it”. Lissa Green, 4* International Event Rider.

perform recover Maintain mobility

Reduce muscle tension, aid warm-up and warm-down to help prevent injury

BETA International 2018

www.equestriantradenews.com

EQUESTRIAN TRADE NEWS JANUARY 2018

Stand Guide

96

CRYOCHAPS

Stand B3.1

Revisit the winner of a BETA International 2017 Innovation Award. This ergonomically designed, ice wrap chap is created to aid horses in the recovery phase after exercise as well as rehabilitation after injury.

“Ice bath therapy for human athletes has been found to enhance recovery and performance, and horses are athletes too,” says inventor Tricia Palmer Lewis.

“Cryochaps have been scientifically designed to recreate the ice bath by maintaining temperatures in the medically recommended range of below 10 degrees for at least ten to 20 minutes, after only a few hours in the freezer.”

The product also gives the benefit of compression for both a secure fit to the horse’s leg and as a vital part of the recovery regime. The slim-line wraps can be laid flat in the freezer and fit in small lorry freezers too.

DANISH DESIGN PET PRODUCTS

Stand Q7.1

DENIRO BOOT CO

These luxurious riding boots are manufactured in the De Niro factory near Lecce in southern Italy. There’s a lovely back-story about how the brand came to acquire its distinctive talisman…

One day, a rider was competing in a pair of De Niro Boots when he felt something strange under his foot. The annoying pressure gradually became painful, forcing him to ride differently from normal.

Perhaps because of his new found position, the horse responded brilliantly and the rider won the competition.

When the rider returned the boots to De Niro for repair, a one cent piece [coin] was discovered within the leather lining. No one knew how it got there. On hearing this, the rider insisted the one cent remain in his boots as a good luck token.

Ever since, De Niro has applied the one cent to all its boots to bring riders who wear them good luck in sport and in life!

DERRIERE EQUESTRIAN

BETA International 2018

Retailers will find it useful to meet this renowned retail software solutions company of nearly 30 years’ standing.

DEERHUNTER

Stand

This Danish countrywear manufacturer is part of the F. N6.3 Engel K/S group that makes a number of well-known brands such as WorkZone, F. Engel workwear and Sunwill men’s trousers.

Deerhunter offers functional, high quality and technological clothing. The collection provides hunters and outdoor enthusiasts with reliable clothing to keep them comfortable while they pursue their interests.

A line of women’s clothing is launched for the A/W 2018 season.

Combining functionality and style, it comprises various styles in jackets, waistcoat and trousers. See some Deerhunter classics here too.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Stand F10.2

Derriere Equestrian uses the best sport-tech fabrics to create its equestrian underwear. All garments are beautifully packaged and keenly priced too.

“Rider feedback on the garments is incredible,” says Claire Galer, “with many riders quite amazed by what a difference Derriere Equestrian makes to their seat and overall riding comfort and performance.”

EASITILL

New products showcased here include the Arctic range. The perfect place for dogs to snuggle down, it’s made with faux suede and fur fabrics.

Danish Design also launches two coats. The 2-in-1 harness coat is for use with harnesses while also having a removable polar fleece inner. The Sports Luxe coat, for outdoor loving dogs, comes in blue as well as red/black.

With friendly new faces added to its Toystore, this exhibitor will put a smile on yours with a 10% discount on all orders placed at the show.

Family owned Danish Design Pet Products is a recent winner of pet industry awards and has been manufacturing in Yorkshire for more than 30 years. You’ll find exclusive in–house designs by Susanne Mortensen here too.

Stand E6.2

Stand A3.1

Easitill specialises in providing till systems and mobile/tablet friendly websites (fully integrated with the EPoS till system) to many leisure markets including equestrian, saddlery and country stores.

“We offer an animal medicinal record keeping module which enables us to record batch numbers, expiry dates, who they were sold to and offer reminders for customers that need a repeat dose,” says Dave Everett.

“We have reference sites all over the UK from Hastings to Edinburgh and the Isle of Man. Our customers trust us to help them improve and grow their businesses, with many of them offering to be reference sites for us.

“We also give our customers the ability to build colour and size tables for anything from jodhpurs to whips to buckets. You can also use Easitill to develop your own loyalty scheme to reward your customers - and entice them back to spend more!”

Call at Easitill for some great advice, especially if you’re a retailer looking to modernise. Free gifts are planned too. www.equestriantradenews.com

97 Stand P9.10

Every two years, this show brings together more than 200,000 riders, breeders and horse industry professionals from all over the world.

Held at the exhibition centre in Essen, Germany, Equitana hosts 800 exhibitors including internationally well-known names in stable and arena construction, stud technology, horse transport, feed and care products as well as suppliers of riding accessories and clothing.

Visitors from more than 30 nations are expected for the next show which takes place on 9 - 17 March 2019.

As well as touring the stands, Equitana visitors enjoy some 700 hours of high-calibre training sessions, gala shows, performances and competitions.

Some of the most famous and prestigious studs present their top progeny in special breeding shows too.

Easitill

EMERALD GREEN FEEDS

Stand K11.1

Stand Guide

EQUITANA

Exciting times lie ahead for Emerald Green Feeds including new developments in the making and a busy show schedule planned for 2018.

This family run business, based in rural Lincolnshire, prides itself on the quality of its forage based products. “After all, it’s our name on the bag,” says Sarah Poucher.

BETA International visitors are invited to meet the team, find out about a new product – and take away samples for your customers to try.

“We’ve listened to customer feedback and added to our range,” adds Sarah. “Getting out to the grass roots customers is a vital part of our marketing strategy; we attend several large events during the season as well as local shows and retailer open days.

“We like to ensure that there is a demand at our retailers for our products.

So if you have any open days, events or competitions you would like us to support, please let us know and we will try our best to be there.”

See us at BETA International on stand A3.1

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On-going training, support & after sales service provided 7 days a week Let us put you in touch with some of our existing customers who can tell you directly why they trust us to help their businesses Book your FREE NO OBLIGATION demonstration by calling 01604

Equestrian Stores

Country Stores

881881

Animal Feed Merchants

Pet Shops

Stand Guide

98

EQUESTRIAN BUSINESS

Stand E4.4

Since 2001, Equestrian Business has been a resource for the equestrian industry available in print as well as across a number of digital platforms.

“Come and visit the team for an informal chat about the upcoming year – the perfect opportunity to put a face to our names,” says Charlotte Johnson.

“Share your plans with us and find out how we can help fulfil your goals going forwards; from e-shots and digital coverage, to print advertising, inserts and editorial coverage – we can tailor our packages to suit any need.

You can also pick up a copy of the January issue, perfect for reading in your downtime while at the event.”

Although office dog Pippin won’t be joining her, you may spot roving reporter Charlotte walking the halls on Tuesday to interview exhibitors.

“Make sure you smile for the camera,” she says.

EQUINE PROUCTIONS

This French company exhibits new ranges and collections under its Equithème label. Look out for practical designs with a European style twist.

Stand D6.1

Stand F10.1

If it’s moving images you need, call at this stand. “From bespoke features and short films, to commercials and live broadcast, our diverse film-making expertise and knowledge of horses allows us to deliver high-end content to any brief,” says Georgie Ward.

Equine Productions recently won two awards at a film festival in New York in recognition for its work in directing and innovative story-telling twists in commercials.

“Our array of specialist cameras - including in-house heli-drone and stateof-the-art JockeyCam - allows for sensational results,” adds Georgie.

As seen from the Land Rover Burghley Horse Trials and on Channel 4 Racing, JockeyCam allows fans a ‘foot in the stirrup’ sensation. It’s just one example of how Equine Productions seeks to engage and inspire through its work.

EQUINE CAREERS

EKKIA

Stand D8.2

www.equine-careers.co.uk is dedicated to office and professional vacancies within the equestrian industry. It also incorporates the Equine Sales Agents Database.

“We will again have current vacancies on display at BETA International,” says company founder Emma Dyer, pictured leading the Equine Careerers team chase team. “So if you have a staff vacancy to advertise, then contact us or upload it now, or visit our stand during the show.”

The Sales Agents Database hosts details of agents nationwide seeking further products to represent. Equine Careers also offers sales training on dates throughout the year. Training consultant Dave Purslow will be at the show.

The new Equithème Pro Series combines elegance and technology for competition riders seeking durable, hardwearing and cool clothing. See also fresh ideas for younger riders; Equi-Kids is dedicated to four to ten year olds.

Whether on the yard or competing, the new TRC (Team Riding Collection) is set to keep teenage equestrians smiling. Canine companions are also catered for with the Diego and Luna range.

Excitingly, BETA International marks the launch of a new and exclusive distribution deal between one of the world’s premium brands and Ekkia. It involves a range made by riders for riders. All will be revealed on this stand.

You can see many of the new pieces come to life on the Equithème Fashion Show stage. It’s always worth a visit.

EXHIBITOR FACTFILE WHERE is your company based?

In Haguenau Cedex, France.

WHO can visitors meet on your stand?

Frédéric Pascoa, export sales director, and members of the sales team.

WHAT will be the highlights on show on your stand?

Ekkia will be showcasing exciting new ranges and collections under the Equithème label. We’ll also be launching two exciting new ranges called Equi-Kids and the TRC (Team Riding Collection), as well as a complete new dog collection.

WILL you have any special offers and/or treats for visitors?

Our Equithème label brings you the fantastic BETA International Fashion Show. With its toe-tapping tunes, brilliantly dramatic backdrops and stunning set-pieces starring models and dancers in the latest launches, it truly is a special treat!

Equestrian Trade News

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WILL you have any special offers and/or treats for visitors?

BETA International 2018

Please call and visit to see our offers.

EQUI-CHIP BEDDING

Stand F8.1

This new equine bedding is made from 100% virgin timber.

The Lincolnshire based supplier says it’s virtually dust-free and cost effective in use.

“It contains high concentrations of natural antiseptic properties which project a long-lasting, clean and healthy aroma throughout the yard,” adds Jodie White.

“As horse owners, we all want the best for our horses and our bedding choices reflect this. But we also need to consider the cost, time and effort of usage and ease of disposal.”

JANUARY 2018 EQUESTRIAN TRADE NEWS

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ETN’s weekly e-newsletter continues to deliver the latest happenings and appointments straight to the in-boxes of people who matter to in industry.

But of course the jewel in ETN’s crown remains the glossy magazine that bring you articles, news and opinion you won’t find anywhere else.

Call at this stand and you could be taking home £1,000s worth of products for your store. Simply try your luck in ETN’s famous prize draw. It’s free to enter, just bring your business card to the stand.

Also here, you can arrange or amend your subscriptions, meet the ETN team including Beth Crow, Nicki Lewis and Liz Benwell and, most importantly, tell us your news.

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Brands within the Elico range include the Elicouture collection of horse clothing, Elico Memory Foam, Elico Ceramic Memory Foam equine boots and saddle pads with bonded ceramic lining to help with blood circulation, Elico Little Piggy Haynets with extra small holes, and anti-slip, breathable Gelico saddle pads.

Pictured is the Elico Ingleton rain/fly sheet which will be launched at BETA International.

There will also be additions to the riders’ footwear collection. This range is supported by monthly national advertising in consumer magazines with counter-top catalogue and website (www.elico.co.uk) to support retailers.

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This long established trade supplier makes its bi-annual appearance at the show to showcase its own brand of Elico products. The range has been developed over a number of years, and combines Jenkinsons’ many years of experience with feedback from retailers and riders.

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Stand Guide

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Sponsor

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• SQP CPD featur e on feeding vetera ns • Are catalogues worth the paper they’r e written on?

• Vehicle leasin g: the pros and cons

Stand

Discover clever devices designed L9.6 to help riders improve their performance and fitness programmes.

A set of Estride trackers and a pressure sensitive saddle mat can be used on their own or in conjunction with one another to give riders and trainers an insight into training schedules.

The trackers use a combination of sensors and machine learning algorithms to track the horse’s leg movements. As well as monitoring consistency and stability of the horse’s gait, the system gives an early warning of stride changes during sessions.

The Estride Harmony pad can be used with or without a rider. When placed under the saddle without a rider, pressure points can be measured to help assess saddle fit. With a rider on board, it can be used to see how a rider’s weight affects the saddle fit - and how straight the horse and rider are as a partnership.

HAVE YOU SEEN? Jackie Woolley BETA International operations manager Jackie Woolley is the interface between exhibitors and contractors. A key member of the organising team, she ensures that everything runs smoothly from the minute exhibitors arrive at the show until the moment they leave. Away from work, Jackie spends a great deal of time on the road, taking her daughters to dance competitions throughout the UK. www.equestriantradenews.com

Stand Guide

102

EXTREMITIES

Stand P9.4

This accessories brand began as head, hand and foot protection for mountain and polar expeditions. Over the last 30 years, Extremities gloves, hats, socks and gaiters have evolved to provide more styles suitable for general country wear.

Extremities clothing has been tested by explorers and athletes who have taken it to some of the most extreme places on the planet.

“We pride ourselves on our technical understanding of fabrics and materials, and how they work best in clothing accessories,” says Hannah Vasey. “Our range covers waterproof, windproof, thermal, touchscreen and reflective styles.”

Extremities’ A/W 2018/19 collection of hats and gloves includes pieces for country sports and equestrian enthusiasts, dog walkers and mountaineers or those simply looking for stylish everyday outdoor accessories that perform.

FAIRFAX SADDLES LTD

Fairfax, Kent & Masters, Thorowgood and Prolite will be on show here.

Highlights include two Fairfax saddle launches.

Both models have been developed in conjunction with elite team riders from eventing and dressage.

Pictured is Team Fairfax event rider Harry Meade.

The Fairfax Performance Bridle will be on display for the first time at BETA International.

Kent & Masters appeals to style-conscious riders seeking a premium product at an attractive price point. For 2018, the range of British-made saddles sees additions and updates which will help make it even easier for saddle fitters to quickly identify the right product for each customer.

Refinements and new products in the Thorowgood range will be on display too.

FIRST EURO GROUP

Your customers can master the muck out with British manufactured tools from Fynalite.

Unique British Craftsmanship Tel: +44 (0) 1789 764848

www.fynalite.co.uk

JANUARY 2018 EQUESTRIAN TRADE NEWS

Stand

A commitment F1.1 to extensive research and development is what makes this designer and manufacturer’s clothing collection well worth seeing.

“We’re famed for our leisure and rider wear, tailored to meet the needs of our specific audience.

“We think ‘stunning designs’ and then bring them into reality. Grow with us!” says managing director Noman Arshad.

FYNA-LITE

Make your yard a happy yard

Stand F4.1

Stand J1.1

This one stop shop for stable and yard equipment supplies has crafted top quality tools for more than three decades. In fact, it has a fork for every bedding system and for every operator on the yard.

Fynalite offers a vast choice of handle materials and ergonomic grip options. It can also fulfil anything from one-off bespoke specials to massive warehouse stocking orders.

“Building on our founding visions of innovation, quality and a desire to make yard chores as easy as possible, we are here to support you by ensuring you and your customers receive only the best quality products,” says Leon Fynn. www.equestriantradenews.com

103

GERMAN HORSE INDUSTRY

Stand P9.11

Looking for access to the German market? Then call at this stand where German Horse Industry (GHI) is also looking for partners to market to the UK and Ireland.

Founded in 2007, GHI is a non-profit making association that provides an umbrella for good quality, innovative products relating to equestrian sport and equine management. Among the companies pooling their knowledge within GHI are suppliers of equipment to Olympic and world championships.

Key to GHI’s success is finding companies appropriate partners to work with to achieve specific projects - free of commission.

GREYS & BAYS

Stand

P9.7 Rowan Link, mum to two horse-crazy teenage twin girls, couldn’t find well-fitting jodhpurs to match the style needs of her fashion-conscious daughters. So she founded Greys & Bays whose gb yardies legwear brand can be seen here.

“Everything was the same colours, over-priced, ill-fitting, the fabrics weren’t good enough quality and everyone was wearing the same brands. The market felt dated,” said Rowan.

She wanted her daughters to be able to slip on a pair of trainers and go from yard to shopping centre or cinema and feel comfortable yet edgy in their jodhpurs.

Having enlisted the help of an old friend with experience in the denim sector, Rowan visited the production and laundry factories she now uses in Turkey. “gb yardies is made by over 100 people who cut, sew, wash, embroider, measure, stitch, label and pack every pair by hand individually. So, when we say hand-made, we truly mean it.”

Available in eight different colours, and ladies’ sizes 4 to 14, gb yardies feature high waists, a close fit and endless stretch.

HAVE YOU SEEN? Beth Crow Bright and bubbly, ETN advertising sales representative Beth Crow is looking forward to meeting existing and new clients at the show. You will see her welcoming visitors to the magazine's busy stand and visiting exhibitors throughout the halls. In her spare time, Beth enjoys riding her horse, Trooper and walking her chocolate Labrador, Teddy.

www.equestriantradenews.com

the fastest growing brand in the UK...

Stierna Equestrian Sportswear is a Swedish brand with an innovative, technical range designed and developed by dedicated riders. We combine specialist knowledge from the sports and outdoor industry to create a range of high quality equestrian sportswear that allows the athlete to perform at their optimum.

UNITED KINGDOM Sheepgate Tack and Togs – Boston, Royal Berkshire Country & Equine – Bradfield, Meynell Saddlery – Brailsford, Colne Saddlery – Cheltenham, Cool Equestrian – Cheshire, Thomas Irving’s Equestrian Superstore – Chesterfield, Equisense Ltd – Maulden, R&R Country Ltd - Melton Mowbray, Retford Saddlery – Newark, Gibsons Saddlers – Newmarket, Millside Equestrian & Country Store – Notts, Riseholme Feeds – Notts, Oldfields of Ombersley – Ombersley, Treehouse Sporting Colours – Rushock, Jackie Roberts Saddlery – Romsley, R&R Country Ltd – Selby, Parklands Saddlery - Sheffield IRELAND Tailored Equestrian – Cavan, Connemara Horse & Country – Clifden, Boomerang Horse and Country Store – Thurles, Showtime Equestrian - Trim FOR FURTHER INFORMATION UK Mid: Alan Edmunds 07957 871168 UK South: Karen Nash 07966 262553 Ireland: Sarah-Jane Perry +353 (87) 132 4133 HQ: Robert Kos + 46 (0) 76 169 4293

ST IERNA .C O M

Stand Guide

104

GRUBS BOOTS

Stand M7.1

New for 2018 from these performance footwear experts includes the Adventure boot and Discover shoe.

The Adventure, ideal for walking as well as yard duties, comes in charcoal/ black and fuschia/mint. Among its comfort features is a Grub’s Superdri Shearling lining to keep the foot warm down to 20 degrees below while wicking away moisture. A toe-guard and reinforced heel support make walking a joy on any terrain.

The lightweight, trainer-like Discover shoe is perfect for everyday tasks and outdoor activities yet guarantees a fashionable look. A Diamond Rip-Stop nylon outer makes for strength; while the waterproof, breathable, moisturewicking lining creates comfort.

GUMLEAF BOOTS

Stand

The footwear you’ll find here is designed for people P9.1 who need boots and wear them daily, as well as the lifestyle user.

Already gaining a loyal customer base, traditionally made Gumleaf Boots offer excellent comfort and durability for a realistic value. Their high rubber content gives great flex and grip while avoiding the perils of splitting.

“Our partnership with Vibram has cemented the boots’ reliability and performance,” says Alistair Paterson.

BETA International 2018

HKM SPORTS EQUIPMENT

Stand N2.1

Even after 50 years in business, this German company is constantly changing to stay ahead.

Being unique is what HKM is all about.

Each year’s collections deliver new colours, styles and ideas to retailers, with the emphasis always on practical and aesthetically pleasing items at great prices.

HKM is renowned for providing everyone – from your youngest customer upwards, with something to catch their eye – and at good value for money.

Here you’ll see the HKM collections for S/S 2018 and A/W 2018/19. Find out more about the service provided by the company’s UK based team, along with profit margins available to British retailers.

“HKM delivers swiftly via DPD and offers a great working partnership,” says the team. Pictured, from left, are Alison Jerram, Dana Mettem and Laura Parry.

JANUARY 2018 EQUESTRIAN TRADE NEWS

HARCOUR

Stand

This French fashion brand P3.2 designs two collections each year with the emphasis on eye-appeal as well as features to suit riders’ everyday lifestyles. Harcour also produces a permanently available range for training and competition.

“We never forget that riding is a sport, so we insist on selecting top-quality materials for elasticity and to maintain a constant body temperature,” says Jeanne Chabaut.

Founded in March 2015, Harcour is growing fast. Its products are distributed through a network of 500 partner shops in France and worldwide.

HAYGAIN

Stand

Well known for its hay steamers and forage slow J10.3 feeder, Haygain launches the ComfortStall Flooring System at BETA International.

The padded, sealed stable flooring had already enjoyed 18 successful years in the US. Last summer, Haygain purchased the ComfortStall business.

Originally based in Santa Rosa, California, ComfortStall was developed with the Cornell University in New York State. It’s endorsed by top veterinary practices and Olympic riders, while 1,000 horses a year at Cornell University Veterinary Hospital recover from surgery on a ComfortStall.

Benefits of the ComfortStall Flooring System include equine joint support, a non-slip surface, heat insulation and improved air quality. Find out more at this stand.

HENRY BELL EQUIGLO

Stand J10.2

Visit the Henry Bell-EQUIGLO stand to find out more about the benefits of stocking its quality fibre feed with an attractive price tag and exciting consumer marketing campaign. It’s all designed to deliver customers to your door.

Henry Bell & Co (Grantham) Ltd – a trusted name in the feed sector since 1825 – makes its trade fair debut with EQUIGLO, a fantastic new brand offering first-class equine nutrition at great-value-for-money prices.

First to be launched is EQUIGLO Quick Soak 10 MINUTE BEET, an ideal feed for all horses and ponies, including those prone to, or at risk from, laminitis.

This high-fibre, low-sugar, low-starch great British superfood is a member of the BETA NOPS assurance scheme and made from non-GM, unmolassed and micronised sugar beet, which is highly digestible and acts as a natural probiotic in the horse's gut.

EQUIGLO Quick Soak 10 MINUTE BEET provides a convenient source of non-heating energy for working equines all year round. It can be used in large amounts as a safe supply of dietary energy for work or condition, as a direct replacement for cereal-based feeds, or as a partial replacer for veterans with dental issues or when forage quality is poor or in short supply. www.equestriantradenews.com

Create a bond with the new Connect bridle from Jeffries 

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Designed to work with the anatomical features of the head and neck Hinged noseband enables even contact without creating pressure points Rings link component parts enable bridle to find its natural position Shaped head piece relieves pressure

Registered design No. 004510774

Dressage legal Choice of nosebands: Cavesson or Flash Sizes: Cob, Full & Extra Full

Visit stand number M4.1 (Vale Brothers Ltd) for more details or contact Jeffries saddlery Tel: 01922 642222 www.ejeffries.co.uk

Stand Guide

106

HILTON HERBS “BETA International remains a key event in Hilton Herbs’ calendar as it gives brand exposure to a wide range of visitors from the UK and abroad,” says Heather Giles.

Stand B2.3

“Despite having a strong online presence, Hilton Herbs considers that its retailers underpin the company’s presence in a strongly competitive supplements market,” she adds. “Retailers are important to us, be they large or small, bricks-and-mortar or online.”

Last year saw Hilton Herbs launch e-commerce websites for the UK, France, Germany and the US. Twinned with them are four trade websites – one for each market – enabling retailers to order online, gain additional discount, research products and download point-of-sale material.

Here you can see the Plus range of liquid supplements for competition horses; as well as two new products created to help maintain a healthy immune response.

HORSE & HOUND

Stand

Special issues published by the weekly during 2018 will D7.3 combine old favourites with new additions.

The H&H show guide is in its 22 February issue, followed by a second edition on 5 July. There are two vet pull-outs (12 April and 1 November) and issues dedicated to hunting, native breeds, young riders, the royal family and kit.

H&H is set to celebrate the 2018 World Equestrian Games with previews, form guides and reports. And, as always, Badminton (10 May issue), the Royal International (2 August), Burghley (6 September) and Horse of the Year Show (11 October) will be highlights.

Moretta-advert.qxp_0312017 17/07/2017 12:59 Page 1

HORSEWARE PRODUCTS

Stand E7.1

Horseware unveils a major breakthrough in yarn technology. New Air Conditioned Yarn (ACY) has been used across its entire Amigo Hero range, resulting in superb value for customers and durable, breathable, lightweight rugs for horses.

This innovative Irish company also showcases bigger and better Nutrilicks.

They’re now available in 12kg tubs - perfect for the paddock, stable and field.

“At Horseware HQ, our clothing designers firmly believe that our collections should be multi-functional and adaptable to your customers’ active lives,” says Alison Corr. “We keep in mind that the equestrian is an athlete who expects clothing that enhances their love of their sport and improves their performance.

“The Horseware apparel team goes to the ends of the earth to source and design the best garments, using technical fabrics that provide added value to the wearer.”

Look out for new arrivals across the board as Horseware remains on top of customers’ needs and always on-trend.

Loving the country lifestyle

www.shiresequestrian.com

107

MONTAR A/S

TopSpec Offers at Stand K6.1 Stand

By following the latest fashion trends and constantly P5.1 renewing its offering, this brand ensures its products remain smart. Montar is also aware of what active riders require, so puts equal focus on functionality and safety.

A separate collection aimed at the younger generation is to be launched.

Rebel is for the fashion conscious, edgy teenager.

®

• •

HORSE&RIDER AND PONY MAGAZINES

Stand P9.8

Meet the sales and editorial teams to find out how these titles can help your brand reach highly targeted equestrian audiences.

Horse&Rider is a leading equestrian monthly offering practical advice on all aspects of riding, horse care and products.

“Our readers are passionate horse owners, keen to enhance their knowledge to ensure their horses' wellbeing and develop their abilities,” says Gemma O’Neil of publisher D J Murphy.

Horse&Rider is recognised as an authoritative and trustworthy information source – and one that 82% of readers use to make purchasing decisions, she adds.

With 25% of UK riders being age 5-15, PONY readers are an audience not to be underestimated. “They love to buy products to help them care for their pony and are not only the pony owners of today, but the horse owners of tomorrow.” www.equestriantradenews.com

25% OFF all supplements and additives throughout February and March* PLUS a further 10% OFF orders placed at BETA International

Multiple Award Winner for ‘Excellence in Nutritional Advice and Customer Service’

Tel: 01845 565 030 or (062) 85401 (Ireland) www.topspec.com Collect

®

Tokens

for product and merchandise

#FedonTopSpec

Redeem your TopSpec tokens at www.topspec.com/tokens

*Available throughout February and March, whilst stocks last.

Stand Guide

108

HORSLYX

Stand D5.1

Show offers and updated point of sale are highlighted on this stand.

And check out Horslyx’ new Mint Balancer, launched in 5kg and 15kg sizes last November. Made with peppermint oil which even the fussiest horse has trouble resisting, it’s been flying off the shelves, says this exhibitor.

The full range of Horslyx Balancers - Original, Respiratory, Mobility, Garlic and now Mint - are perfect for owners who want to ensure their horses are getting all the vitamins and minerals they need. The free access licks promote a natural trickle feeding pattern too.

Indeed, for many horses, a Horslyx Balancer and forage is an ideal diet.

The information contained in this feature is based on information supplied by BETA International 2018 exhibitors.

HORSEKRAFT EQUESTRIAN

India can produce saddlery of a quality that rivals anywhere in the world. That’s what this exhibitor aims to prove.

It was through BETA International 11 years ago that Horsekraft’s Rishabh (Rish) Sharma, contacted classical dressage trainer and saddle designer Heather Moffett. Together, Rish and Heather embarked on developing a leather treed saddle, the FlexEE. “Manufactured in best quality synthetics, or soft Norwegian hide, serge or leather lined and wool flocked, this saddle is equal in quality and finish to many far higher in price. We are also indebted to UK saddler Steve Sturgess for his help in training our saddlers in Kanpur,” says Rish.

Horsekraft and HM Saddles launch a new treed saddle at BETA International 2018. The HM Merit comes in synthetic and hide models with interchangeable gullet plates, and in dressage, VSD and GP styles in four lengths.

Horsekraft also manufactures bridles in many styles, plus stirrup leathers, crystal browbands and girths. A range of accessories for the lady rider - with matching handbags, purses and belts - is due out soon.

HORZE UK

Supplying the UK with Premium Equestrian Brands

See the Skūp, created to overcome the frustrations associated with traditional feed scoops.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Stand B5.3

By turning the Skūp upside down, its teeth can be used as a rake to loosen compacted feed before scooping it up in the usual way.

Clear measuring guides on the sides won’t wear away, making it easy for owners to feed their horses accurately and consistently – better for the horse and the owner’s wallet. There’s a liquid measure too, while its elongated shape makes it easier to get into the corners of the feed bin.

Even the Skūp’s handle is carefully designed.

It’s not round, so won’t spin in the hand, and has an integral thumb rest for comfort. This stackable product is easy to store and display - and comes in a variety of vibrant colours including citrus and mango.

JAMA CORPORATION

www.ukequestriansupplies.co.uk

Stand

A must-see here is the Horze P7.2 Grand Prix Thermo Pro women's breeches. The fleecelined winter legwear is not only warm, but water repellent too.

A silicone grip, full seat gives plenty of contact with the saddle plus an extra layer of insulation.

The stretchy, breathable soft-shell fabric repels hay and horse hair and elastic leg bottoms provide a smooth fit under boots or chaps.

HŪF DESIGN Stand K4.2

Stand M10.2

Stand N9.1

Founded more than 50 years ago, this family run footwear business has seen great success in the US, More recently, Jama opened a European distribution branch in Munich, Germany, enabling delivery to UK customers within three days.

New from its Ride & Style collection are fashionable jodhpur boots. As well as looking good, durable rubber soles make them practical around the yard.

Under Jama’s Old West brand come plain and multicolour styles for every age and size. Recent additions are new colours in the baby booties range and natural-coloured long and short boots for women.

Both collections offer new sock styles: the classic Argyle pattern in vibrant colours or plain black with a choice of three lengths. Chaps in soft leather are available for children and adults too. www.equestriantradenews.com

109

JEREMY RUDGE SADDLERY

Equerry Offers at Stand K6.1 Stand K10.2

On show for the first time in the UK is the Jeremy Rudge Saddlery (JRS) range of Contour Monoflap made-tomeasure saddles.

The new line will be shown alongside the existing JRS range of made-to-measure dressage, jumping and eventing saddles.

The new saddle design has been selected by multi-gold medal winning para-dressage Designed for horses that need to gain weight and rider Sophie Christiansen. Master Saddler and fitter • High level of Jeremy proteinRudge for muscle development and topline.

Amy Downing have recently • Highlysupplied digestible cereals to improve digestive efficiency. a Flight Contour saddle (pictured) for Sophie’s • High level of oil to promote condition and a shiny coat. new Danish warmblood Harry.

• RaisedSophie levels will of Vitamin anthis important anti-oxidant. be presentE,on stand during International.

• Includes yeast for BETA a healthy digestive system.

Quality Horse Feeds

Trusted since 1675

Buy 4 bags of any topline.

Equerry Horse Feed and get 1 bag of Equerry Minty Treats 20kg FREE*

• With added vitamins and minerals including magnesium.

JOHN WHITAKER INTERNATIONAL

Stand M2.1

See the new WhitakerUK range of leather and mixed leather saddles.

Ten years’ worth of intensive testing and development has enabled John Whitaker International to offer a range of saddles that are of the highest quality yet at affordable prices.

Each model has a purposeled design to cater for varying levels of experience and different disciplines, as well as being available in a wide range of sizes.

“We are actively looking for saddle fitters and retailers throughout the UK to work with us to promote and sell this exciting new range,” says Gemma Bates.

Also here, you’ll find rugs, helmets, breeches and Brogini boots – many of which are new for 2018.

HAVE YOU SEEN? Philip Ghazala For nearly 15 years, Philip Ghazala has travelled the world commentating on horse sports and presenting country and equestrian television programmes. He has hosted events in BETA International's display arena – rebranded as The Charles Owen Hub in 2017 – for much of that time and acted as MC at the BETA Gala Dinner. The pilot episode of his new series, Country Ways, is screened on Horse & Country TV this month. Philip and his wife, Mary-Anne, live on a farm in the Brendon Hills, Somerset. www.equestriantradenews.com

Tel: 01845 565640 or (062) 85401 (Ireland) www.equerryhorsefeeds.com

*Available throughout February and March, whilst stocks last.

Stand Guide

110

KINGS SADDLERY

Stand G11.3

This British saddlery manufacturer has been established for more than 30 years, exporting top quality saddles around the world.

“We have exhibited at BETA International since 1986 when it was held at Sandown Park,” says Diane Nash.

“It’s fair to say that the show was pivotal in our success when, in the late 1980s, after supplying several small UK retailers, we became very active in the export market supplying many European companies.”

Kings Saddlery is a true family concern with the second generation Leigh, Robert, David and Nikki manning the stand here. Having learned from their parents, they’ll be showcasing their range of saddles featuring fresh designs and materials.

Saddles can be customised from standard designs to suit individual needs, with various leather options offered too.

KEVALIER

Stand

Find out more about Ryebiotic, a range of topical P10.3 probiotic products formulated to address equine and canine skin conditions.

A rye ferment has been dermatologically developed to create a line of creams and hygiene products. Ryebiotic is said to be free from allergens and irritants - making it ideal for performance horses and sensitive, allergy-prone pets.

“The Kevalier mission is to care for animals’ skin as we would our own the Ryebiotic line has been skilfully developed under strict quality control by qualified formulation chemists and is the first of its kind in the sector,” says Gabriella LeMaitre-Harman.

This stand also hosts an exclusive preview of an items from an upcoming riders’ collection, special offers and marketing support ideas.

Visit us at BETA International Stand B1.1

JANUARY 2018 EQUESTRIAN TRADE NEWS

KASK SPA

Stand

Based in Italy and established in 2004, KASK is a E10.1 relatively young company – but one that’s made a massive impact in safety headgear. Fans include Britain’s own Carl Hester.

Thanks to a talented team of engineers and partnerships with specialist factories, KASK makes market leading safety helmets for skiing, cycling, mountaineering and rescue, as well as for equestrianism.

KASK is a marriage of safety and aesthetics. “KASK quality is guaranteed as a result of many carefully monitored safety tests and innovative technologies used in the designing of the helmets,” says Giulia Mazzalupi.

“All KASK products are 100% made in Italy and passed through the most rigorous safety and quality tests of KASK’s distinctive CSD (Comfort Safety Design) project.

“All KASK’s exclusive designs and product features used in the helmet collections are absolutely innovative, proprietary and protected by numerous patents.”

And as for those good looks…KASK has dedicated a special section of its 2018 equestrian collection to women who love something extra. Your customers can choose from a wide selection of sophisticated helmets with standard or wide peaks, a selection of leathers, Swarovski crystal adornments, velvet or gloss covered shells and a compact design with a soft chinstrap.

For men, meanwhile, leather detailing and a high tech carbon shell are this season’s must-haves.

Other clever features of the KASK Equestrian collection are the use of Merino wool – with its natural antibacterial, breathable and temperature regulating properties - in the helmet’s internal padding.

The lightweight moulded outer shell is covered with a waterproof, scratch resistant and washable textile. While the soft eco-leather chinstrap is hypoallergenic and washable.

The inner shell is made from expanded polystyrene and features three density levels to ensure total shock protection, comfort and lightness. With two honeycomb-like aeration grids built into the polystyrene, a smart ventilation system in the helmet provides high volumes of cooling airflow.

“KASK is well aware that the helmet must fit correctly so that the best safety level is guaranteed,” adds Giulia. “This is why KASK helmets are provided with KASK’s patented self-adapting adjusting system.

Top riders across all horse sports choose to wear KASK. In showjumping, Daniel Deusser, Lorenzo de Luca, Roger Yves Bost and Henrick von Heckerma are devotees. In dressage, KASK is worn by Brits Carl Hester and Spencer Wilton as well as Spain’s Beatriz Ferrer Salat. In eventing, Christopher Burton and Tim and Jonelle Price ride in KASK helmets.

KASK’s award winning BETA International stand is always dramatic and beautifully presented. Just one more reason to pay it a visit… www.equestriantradenews.com

111

LIKIT PRODUCTS, STUD MUFFINS & BIZZY BITES

VetSpec Offers at Stand K6.1 Stand G3.1

Equine treats and toys specialist Talisker Bay adds a new dimension to its BETA International appearance this year - its latest acquisition, Bizzy Bites.

This high quality stable toy offers a long lasting lick plus great versatility for the horse owner because it’s suitable for use in a variety of locations.

Bizzy Bites joined the Talisker Bay stable last autumn, and the company has since worked hard developing the product range.

So do pop by the stand and see what’s in store for 2018.

Sitting neatly alongside Bizzy Bites are Talisker Bay’s existing Stud Muffins and Likit brands.

While Stud Muffins and Likit’s Snaks and Treat Bars fulfil demand across all sectors of the growing equine treats market, Likit’s stable toy range has long led the field when it comes to providing equine environmental enrichment.

Retailers wishing to cash in on this important market can find out more here – and view the wide variety of merchandising and display options available to showcase these eye-catching products.

L S SALES (FARNAM) / LESLIE SUTCLIFFE

….the NEW range of Super Premium Dog Food • Buy 4 x 2kg and receive 4 x 2kg of any variety FREE* • Buy 5 x 12kg and receive 1 x 12kg of any variety FREE*

Stand A1.1

Here’s your chance to see the allnew Red Cell products from Farnam USA - now available in new price advantageous sizes for 2018.

While the FEI Clean Sport formulation gives your customers confidence to compete to Olympic level, their horses get the vim and vigour to give of their best every day.

“Tri Tec 14 continues to shine as the fly killer of choice,” says Leslie Sutcliffe. “And it comes in price attractive sized bottles, allowing your customers to 'give it a go' without breaking the bank.”

Farnam is among the largest pet/equine supply companies in the USA. Leslie says: “These are products which work, an extensive line of solutions for issues at value for money for your customers - and the ultimate winners are the horses.

“See all our products and sales opportunities and have a chat at our stand.

It’s all warehoused in Oxfordshire for quick delivery. Let's get your shop started today!”

LIFE DATA LABS

Stand

Discover a product to F1.4 help your customers’ horses’ hooves survive a wet winter.

“The rainy season can wreak havoc,” says Karen Zetsche.

“Softening of the hoof capsule leads to increased wear and tear, and creates an ideal environment for the invasion of ‘hoof eating’ microbes that cause thrush and crumbling hoof horn.”

Life Data Hoof Clay is a non-irritating, pliable and sticky clay containing iodine and tea tree oil. It packs into wall cracks, wall defects, old nail holes, hoof wall separations and the sulcus of the frog. It can safely be applied with bare hands. www.equestriantradenews.com

*Available throughout February and March, whilst stocks last.

Veterinary Specification Supplements in CEREAL-GRAIN-FREE SUPER PREMIUM DOG FOODS

Tel: 01845 565630 or (062) 85401 (Ireland) www.vetspec.com

Stand Guide

112

LINTBELLS Discover equine supplements containing premium Green Lipped Mussel.

Stand D4.4

Yumove Joint has been developed to support and maintain horses’ joint health and integrity during strenuous exercise and recovery. Yumove Horse Active Joint Patch provides owners with a simple, safe and rapid approach to management of daily knocks, strains and joint stiffness in competition and leisure horses.

Yumega Hoof supplement contains high purity key ingredients to help support a healthy, strong hoof wall and encourage hoof growth. Yumega Skin and Coat contains golden flax oil, starflower, salmon oil and vitamin E, helping to soothe sensitive skin and improve coat condition.

MUSTO This famous label uses technology across its sportswear; often invisibly, but always designed to fuse performance with style.

Stand H4.1

NEUE SCHULE

Stand

Established in 2000, Neue Schule uses the latest CAD D2.1 [computer aided design] technologies to produce ergonomically designed bits.

The Neue Schule Group of companies - NS Academy and Avansce - undertake research and scientific testing. This work delivers valuable insight, resulting in the development of BETA International Innovation Award winning bits that help horses and riders.

The Avansce Synchronicity System is the latest innovation from The Neue Schule Group. Measuring balance, contact and consistency of the rein aids, Synchronicity represents a huge leap forward in equestrian sport performance technology. How will your riding score at the Neue Schule stand this year?

The Neue Schule Bit Fitting Course launches at BETA International 2018.

The aim is to create qualified bitting professionals to support riders in equine mouth care and management.

NOBLE OUTFITTERS

Stand J5.1

“Musto garments aren’t just manufactured, they’re designed and crafted with the sole purpose of enabling wearers to go beyond and succeed,” says Emmie Brown.

“The devil’s in the detail and this is where Musto garments excel. When you feel safe on the inside, you perform better on the outside.”

EXHIBITOR FACTFILE WHERE is your company based?

Musto’s head office is in St Katharine Docks, London, with showrooms overlooking the Tower of London. The brand also has a distribution centre in Essex, where Musto was founded.

WHO can visitors meet on your stand?

A number of Musto sales reps who cover the UK and Ireland. Representatives of the brand’s design and marketing teams and corporate clothing specialists will also be available.

WHAT will be the highlights on show on your stand?

Musto’s official new British Equestrian Federation (BEF) merchandise collection. This will be the first time retailers will be able to order the collection for sale in their stores. Also on show will be sport-inspired updates to Musto’s Equestrian collections, plus its upgraded shooting tweeds that now incorporate Gore-Tex.

BETA International 2018

WILL you have any special offers and/or treats for visitors?

Look out for an exclusive show package available to visitors for the BEF merchandise collection.

MYCROCAM UK

OMEGA ALPHA Established in 1992, this Canadian company manufactures supplements based on scientific research and testing.

Stand F10.3

Stand

Discover the UHWK riding helmet camera which weighs E4.2 just one ounce yet packs a powerful punch.

“At MycrocamUK, we’re dedicated to horse and rider road safety,” says Steve Welham.

“Video evidence can play a vital role in the event of an accident or to record poor driving habits. There’s also the fun side, capturing and sharing moments with friends and family. It can also be a great training aid.”

The UHWK camera, which is shaped to fit discreetly on the front of a riding hat, is said to be so lightweight riders don’t notice they’re wearing it.

It’s a full HD sports camera made from durable rubberized plastic, designed to withstand high impact while maintaining a sporty look and feel. A rechargeable lithium-ion battery lasts 1 hour 50 minutes and the one button control makes it easy to operate. Cameras come with SD cards and mounts.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Discover the latest in performance equestrian clothing and equipment from the brand that offers your customers quality, innovation and durability.

This season’s collection brings together new styles, colours and twists on Noble favourites. Technical fabrics will keep your customers looking and feeling their best come rain, wind or shine.

“Currently we manufacture over 200 natural health products for equine, small animal and human health conditions,” says Tina Bodfield. “We also manufacture hundreds of health products for clients through our custom manufacturing division.”

A team headed by CEO Dr Gordon Chang PhD creates Omega Alpha products in its 40,000 square foot facility in Toronto, Ontario.

“In our on-site laboratories, we test all ingredients and formulations before, during and after manufacturing and packaging to ensure there are no heavy metals, contaminants or other toxins,” adds Tina. “We also utilize third party laboratories to verify the efficacy, safety, consistency and purity of our products.” www.equestriantradenews.com

BETA International 21st - 23rd January 2018

Advertisement

Stand Guide

114

OSCAROOS

Stand P10.4

PASKACHEVAL

PERRY EQUESTRIAN Check out this new and eccentric British brand of country themed flip flops with their quirky and fun designs.

“A lot of time has gone into researching and developing flip flops of the highest quality that are durable and maximise on comfort,” says Jennifer Marshall-Smith of Oscaroos.

The result is water and heat resistant footwear which is made from a specially blended mix of composite rubber and EVA foam. “Leave your wellies at the back door and get your Oscaroos on,” adds Jennifer.

PARALLAX PLASTICS

HAVE YOU SEEN? Dr Caroline Benoist

BETA International 2018

Stand F3.1

Come and meet the team and check out hundreds of new items on display. A must-see is Perry Equestrian’s popular coloured ironmongery with new colours for 2018.

Stand H10.4

Be among the first to see the Snack & Play treat ball which is new to the UK market. Like all products from this exhibitor, the multi-sided slow feeding toy is manufactured in Britain.

Parallax Plastics also showcases its everpopular Hay Play and outdoor slow feeder, the Hay Saver.

“We aim to design and produce innovative horse feeders that promote safe, slow feeding that also minimise hay wastage,” says Anna Gardner.

Caroline Benoist is the manager of research and education at The Academy, the education division of the Neue Schue Group. You will see her on the company's stand and providing insight into the science and research behind bitting in The Charles Owen Hub during Training Tuesday.

JANUARY 2018 EQUESTRIAN TRADE NEWS

Stand

For more than 59 years, this exhibitor has developed F8.2 equine supplements, minerals, external care products and leather care items.

The company regularly liaises with racing customers for whom it formulates and manufactures supplements based on horses’ blood tests and diet analyses.

The Paskacheval team of vets, nutritionists and technicians is available for nutritional advice to the trade and consumers. Today, the brand sells in more than 13 countries.

New products will be on show here, plus special offers only available during the trade fair.

There will be plenty for you to see and interact with, including coloured stable matting, heavy duty matting, forks, shovels and saddle trollies to name just a few.

“From tack room and stable accessories, to grooming and more, Perry Equestrian excels at being able to help you sell more with our merchandising solutions and marketing support,” says Chris Perry.

“We will also be introducing the Primus brand of outdoor ornaments and sculptures, a perfect addition for country stores and garden centres. Made from quality steel, the sculptures are all hand finished and make a real statement.”

Also on show will be stainless steel weathervanes and cast iron products; as well as wood and metal art from The Gallery collection.

There will be deals and gift packs available to all. When you deal with Perry Equestrian, you gain access to the whole Perry Group catalogue.

EXHIBITOR FACTFILE WHERE is your company based?

Cradley Heath, West Midlands

WHO can visitors meet on your stand?

Chris Perry, director and product champion of the Perry Equestrian brand.

Sheila Nock, an experienced account manager who is passionate about horses, will also be there.

WHAT will be the highlights on show on your stand?

New products! There’s lots to see to interest people who have met us before, as well as those who haven’t. We’re also introducing our Primus brand to visitors and we’re sure the response to this will be great. Country stores and garden centres up and down the country are getting in on the action, and we’re sure BETA International visitors will love the products.

WILL you have any special offers and/or treats for visitors?

We don’t want to spoil the surprise… but there will definitely be show deals and offers! BETA International 2018 marks Perry Equestrian’s first anniversary and we’re really looking forward to the show. www.equestriantradenews.com

Shire CELEBRATING

65+ Years of Breyer!

World’s Largest Range of Authentic Model Horses and Accessories See us at BETA - Stand L3.1 Contact us for the 2018 Breyer range at dkl@dkl.co.uk Telephone: +44 (0) 1604 678780 DKL Marketing Ltd., 11 Deer Park Road, Northampton NN3 6QD, United Kingdom

BreyerHorses.com facebook.com/BreyerHorsesUK

For beginners as well as professional riders.

Equestrians trust in

USG's Safety Concept.

116

PLATINUM

Stand

This agency is fast becoming an industry leader thanks to the continuing support P6.1 of a growing number of loyal customers and manufacturing partners.

Here you’ll find new products to be viewed across many sectors, with creative commercial ideas in plentiful supply.

Platinum’s BETA International headline grabber is the launch of its Horse Couture equestrian apparel and accessories collection. “This is definitely going to cause a major stir in the high quality and affordable product market across a focussed offering of key styles,” says Dave Wright.

Also on show will be a new lounge/nightwear collection of horse prints on onesies, pyjamas, blankets and cosy accessories. Plus new designs in Storm Bloc – the ‘unwearoutable’ socks with a lifetime’s guarantee.

Headwear offerings encompass fun, functional, fashionable and waterproof options across many designs and price points.

PRESSPOINT COUNTRYSIDE & EQUESTRIAN

Stand E4.5

PressPoint Countryside and Equestrian has been providing creative PR and marketing solutions to satisfy clients’ needs since 1984.

“Over those 30 years, the nature of problems has certainly changed, as have the answers,” says a spokesman.

“However, one thing that has remained constant is that clients need help meeting the challenges they face in their marketplace and PressPoint provides the solutions.

“One problem which crops up repeatedly from prospective clients is: “How do our competitors gain so much more exposure in print and on-line, than we do?”

“Sometimes it’s because their competitors are attuned to the opportunities which are available in the marketplace or are more closely engaged with their audience on social media.

“Even if you are aware of the opportunities which are out there, there can be issues around lack of time or availability of internal resources, which means those opportunities pass you by.

“If it sounds like we are talking about your company, brand or product, why not pop along to the PressPoint stand for an informal chat?”

PROFESSIONAL’S CHOICE

Stand F8.6

Foto: AGENTUR datenreiter/Kaiser

“All our products are designed with the horse’s safety and comfort in mind,” says Shannon McCormick from this American exhibitor.

Professional’s Choice products are popular with top trainers and everyday horsemen all over the world. “The more comfortable the horse, the better the performance,” is this company’s philosophy.

Please visit the USG/Tekna Stand at BETA International 2018 in Birmingham 21 - 23 January Stand L7.1

www.usg-reitsport.de

www.equestriantradenews.com

117

RUGSAFE UK

Stand D3.1 The German Quality brand for supplement feed and care products for horses

With its cleaning products, re-proofers and repair fixtures and fittings, RugSafe is a one-stop-shop for the equestrian laundry market.

“Our rug-washing products offer superior cleaning for all types of rugs at a low temperature of 30 degrees, thereby saving you time, money and water,” says Kate Foks-Taylor. “They won’t damage the delicate material of turn-out rugs and also include anti-bacterial properties which destroy any odours.”

As well as a wide range of different wash types and fragrances, RugSafe has formulated a wash-in re-proofer – which pops into the final rinse - and a spray-on re-proofer.

Here, you’ll find everything for your laundry; Velcro cleaners, stationery such as order pads, tags, tapes, materials and rug rails.

RUKSH ENTERPRISES

Stand K8.1

This BETA International newcomer celebrates its golden jubilee in 2018.

Ruksh Enterprises, a family business established in 1968, is now managed by the third generation.

On show will be jodhpur boots, waterproof outdoor country boots, long riding boots, bridles, girths and other equestrian products, many made using leather from the company’s in-house tannery.

SADDLERY TRADE SERVICES (STS WALSALL)

Stand D7.1

This will be a first ever BETA International appearance for one of the UK’s best known wholesalers.

“It promises to be an exciting few days,” says Paul Jeffery, “a chance to meet many existing customers as well as making many new and lasting relationships.”

A traditional equestrian wholesaler based in Walsall, Saddlery Trade Services (STS) offers a huge range of products from big name brands.

“We supply many top retailers nationwide and look forward to seeing you at our stand,” adds Paul. “We’ll have some fantastic show offers to share with visitors to our stand too.” www.equestriantradenews.com

Stand D 8.1 – Let’s get BECOME A STIEFEL ready for PARTNER take-off!

NOW !

Stiefel – A Brand of Innopha GmbH Hotline: +49 6871 92020 | www.stiefel-net.de

Stand Guide

118

SAFE TO SHAKE DOG COATS & ACCESSORIES

Stand K9.3

SEAVER

Stand D7.8

Dog lover Debbie Bliss has designed all the products displayed at this appropriately numbered stand (K9…).

It all began four years ago when Debbie was travelling in Europe in her motorhome, accompanied by her Spanish Water dog Bob. Where there’s water – Bob’s there. And a dirty, smelly, wet dog within the homely but confined space was proving somewhat tiresome.

So Debbie searched the internet in vain for something to give Bob freedom to move, dry him and protect his surroundings from the dreaded wet dog shakes.

And so Safe to Shake was born. The indoor drying coat has microfibre material on the inside with a polyester exterior. Other lines include waterproof suits, sighthound coats with a detachable snood and lightweight waterproof coats.

There are also coats for dachshunds and giant breeds. While accessories include pet carriers and pet travel mats.

SB EXPORTS New lines for dogs and horses - along with a fresh collection of men’s belts - will be shown by this renowned leather products manufacturer from India.

“Our aim is to provide our clients with the very best services,” says Samreen Shamad.

Stand P10.2

The information contained in this feature is based on information supplied by BETA International 2018 exhibitors.

CHARLES SAINSBURY-PLAICE cards & gifts for country lovers

See the first connected girth and girth sleeve that monitor horse health and performance.

With its mobile application, the Seaver Girth allows riders and coaches to monitor horses’ physical condition in real time. The device measures the horse’s speed, heart rate, distance covered, calories burned and training duration.

It also stores data to provide detailed analysis of training sessions such as right/left leg lead, gait, locomotion and effort. Analysis of jumping sessions can measure height, path, strides and strike force.

Seaver has worked with renowned professional riders such as 2016 Olympic gold medalist Roger Yves Bost and Young Rider European Champion Marie Charlotte Fuss.

BETA International sees the product launched to the UK market.

HAVE YOU SEEN? James Palmer As BETA International sales manager, James Palmer maintains a constant presence in the halls. His is often the first voice that an exhibitor hears when enquiring about a booking and James remains a constant point of contact before, during and after the show. In his leisure time, he enjoys off-road driving, waterskiing and walking his dog, a springer spaniel called Purdey.

STIEFEL INNOPHA ©The Thelwell Estate 2017

See the new

range

Christmas cards, Greeting cards, Gift wrap, Mugs, Worktop savers, Tea towels, Coasters, Mats, Prints and more.....

www.sainsburyplaice.co.uk JANUARY 2018 EQUESTRIAN TRADE NEWS

From the outset, this German feed supplements and care products brand has had a goal of supporting horses’ health and vitality. Working with vets and therapists, Stiefel also welcomes customer feedback.

Stand D8.1

The range is used by competition and leisure riders. Among its best known products are Stiefel Cough Herbs and Stiefel Broncho Plus, a bronchial elixir with liquid herbal extracts. www.equestriantradenews.com

119 Stand J2.1

Hot on the heels of its Moretta footwear band launched in 2017 and ARMA horse boots the previous year, Shires celebrates 50 years in the equestrian industry with two further new brands.

Aubrion rider and casual clothing unites a love of horse riding with a fondness for the outdoors. Strong looks combine with practical styles and fabrics to make this range jump off the shelf. Striking images offer retailers much scope for online promotion too.

For pets, Digby & Fox brings a country feel to dog clothing and accessories.

Fun print dog beds, beautiful leather collars and leads in eye-catching colours and practical hi-viz vests and coats take centre stage.

Designed for impactful, bespoke branding and ranges with more personality, these brands will be marketed individually in relevant publications during 2018.

Samples of products will be available to see at Shires’ BETA International stand.

SOLARMATE See BETA International 2015 Innovation Award winning ideas here.

Solar Technology International’s SolarMate range provides mains equivalent illumination inside and out. So stables, barns and arenas can be lit by solar-generated power off-grid.

The easy-to-fit kits and lights are designed to perform throughout a British winter.

ArenaLight provides a compact all-in-one solar lighting solution for arenas and secure compounds. SolarHub powers lighting in outdoor buildings – and charges electronic gadgets including smartphones and fans.

The SolarMate Secure Professional range provides movement activated security lighting for driveways and yards.

Stand B4.1

Natural Supplements for Horses Come and see our new Products!

®

Dr Joyce Harman DVM, MRCVS & Medical Herbalist Hilary Self BSc. MNIMH Product originators

BETA Stand B2.3

Stand Guide

SHIRES EQUESTRIAN PRODUCTS

• Unique Herbal Formulations • Safe & Effective • Field-trialled “

Tambor was dull and slow before having the Tic X 1st Response, now he has lots more life and seems to be moving better CB - Trial Participant

”

Tel: 01460 270701 Email: tradesales@hiltonherbs.com www.hiltonherbs.com

Stand Guide

120

STIERNA EQUESTRIAN SPORTSWEAR

Stand M8.1

SSG GLOVES AND MACKEY IRELAND

Stand K1.1

This Swedish company specialises in technically advanced sportswear that allows the equestrian athlete to focus on the partnership with their horse.

BETA International 2018

The Stierna strategy is based on long-lasting, three layer thinking for versatile and efficient use of garments all year round.

A key innovation is its Bamboo Charcoal fabric which has an anti-odour effect without any need for added chemicals. It also helps to regulate body temperature.

Stierna’s base layers use Bamboo Charcoal fabric to keep the wearer at the most comfortable temperature while allowing the mid layer and outer layer to perform to maximum potential. Styles include a polo shirt, short sleeved competition shirt with stock loop and a long sleeve half zip style.

New for 2018 is a long sleeved competition shirt, to be launched at BETA International.

Mackey Ireland exhibits for the first time with SSG Gloves. “We are a well-established Irish company with much to offer retailers with a wide range of products and highly commended customer service,” says Ashley Rodgers.

Members of the SSG team will be on the stand to provide expert advice and information too.

Under the Mackey banner is leatherwork – from the traditional to some exciting additions, plus Mackey footwear with new models for 2018.

See also the Mackey and Equi-Sential rug range alongside everyday bestselling equine essentials.

STUBBS ENGLAND

Stand H3.1

This British manufacturer has taken its biggest stand ever to accommodate its massive range.

A fantastic selection of new products has been designed and tested by Stubbs, working closely with leading equestrians.

All made by Stubbs in its own factories in Nottinghamshire, products range from barrows to mounting blocks, saddle stands to hay rollers, rug and numnah racks to welly racks.

Stubbs is the name on more than 350 lines trusted by top stables around the world. And you can find them at BETA International in their new location - just inside the main entrance.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

121 HAVE YOU SEEN? Clair Webster As manager of the BETA International Organisers' Office, Clair Webster takes care of behindthe-scenes activities with work covering a wide range of duties, including exhibitor registrations, fielding enquiries and making show announcements. In her spare time, Clair is extremely busy with her two small children, walking the dog and preaching at her local church.

TRM Stable Shield brings its anti-bacterial paint to BETA International for the first time. The water based paint is hard wearing and easy to apply. It’s available in white, black and clear.

A dry film of Stable Shield Anti-Bacterial Stable Paint and Stable Shield PLUS protects against the spread and growth of harmful bacteria by up to 99.8%. The active ingredients last up five years, depending on the environment.

Says David Jeffreys: “It’s so important to ensure your customers’ stables are as clean and as bacteria free as possible. A product such as Stable Shield Anti-Bacterial Paint provides an extra barrier, helping to reduce the risk of infection in horses and ponies.”

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From Vitamin A to Zinc

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Fully traceable

Ros Canter European Eventing Team Gold Medallist 2017 Badminton’s Best of British

“We have used Emerald Green Feeds for several years now and continually had seriously good results with the pellets and chop, Allstar B especially loves his feed time.” uc he r & S

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To see our full range of products visit www.emeraldgreenfeeds.co.uk

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High quality

Stand

A new product will be introduced here. Call in to find E2.1 out more…

You can also meet the team behind Ireland’s largest manufacturer of nutritional feed supplements and healthcare products. From its factory, adjacent to the Curragh - home of Irish racing - TRM exports to over 60 countries.

More than 26 years of knowledge and experience goes into developing products such as Stride - one of the world's first joint supplements, GNF, Staysound, Curragh Carron Oil, Calphormin - for strong bones, and Hoofmaker - for strong and healthy hooves.

TRM products are endorsed by professional riders such as Sam Griffiths, Dan Neilson, Pippa and Millie Allen, Steve Guerdat, Pius Schwizer and Reed Kessler. The company is an official supplier to Team Ireland Equestrian horses too.

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Stand L4.3

Stand Guide

STABLE SHIELD

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Stand Guide

122

THE GOLDEN PASTE COMPANY

Stand D9.2

THE PURE FEED COMPANY

Stand H3.2

After ten years building a successful online business, The Pure Feed Company wants to market its products via profitable partnerships with retailers.

Its UK made horse feeds are high in fibre and molasses free. The range of eight complete feeds is said to be competitively priced.

Used by once-a-week leisure riders to Badminton winners and Olympic champions, the products’ unique energy rating system and eye-catching colour-coded bags make them attractive to all levels of customer. Point of sale merchandisers are available too.

TOGGI/CHAMPION Finest Brands International (FBI) unveils its latest collections of Toggi clothing and footwear, and Champion safety wear.

This innovator in turmeric supplements showcases its new product, TurmerAid.

The pelleted product is formulated to optimise the bioavailability of key functional ingredients. TurmerAid costs 24p per serving for a 500kg horse – based on RRP of £18.99 for 2kg.

The Golden Paste Company is to run a promotion in conjunction with British Horse Feeds. Buy a pallet (50 sacks of Fibre-Beet, Speedi-Beet or a combination) from British Horse Feeds (stand D9.3) and receive a free case of TurmerAid worth more than £75.

Stand F6.1

British manufacturer Champion has been a driving force in the design and development of protective riding hats and body protectors for 40 years.

The Toggi A/W 2018 country collection will not disappoint. From a tweed cape in a vibrant heritage check with faux fur collar to a cosy Fairisle fleece with a super slouchy neck, it’s simply breath-taking.

The equestrian collection is focused on style and performance. Layering and technical fabrics are key this season. From sleek base layers, streamlined and lightweight mid layers to innovative outerwear, Toggi has them all!

EXHIBITOR FACTFILE WHERE is your company based?

FBI is based in Leeds.

WHO can visitors meet on your stand?

YOU CAN MAKE A BIG DIFFERENCE TO HORSES LIKE EMERALD IN 2018…

• Display our newsletter • Collect used postage stamps • Promote our rehoming scheme Emerald on ar

rival

PLEASE VISIT US AT BETA INTERNATIONAL 2018 ON STAND E8.3 TO FIND OUT MORE. Bransby Horses, Bransby, Lincoln, LN1 2PH www.bransbyhorses.co.uk | 01427 788464 Bransby Horses is a Registered Charity No: 1075601

JANUARY 2018 EQUESTRIAN TRADE NEWS

Our entire FBI management team, dedicated Champion technical advisors including technical engineer Tony Palkowski and Champion brand manager Helen Riley. Area sales managers are happy to guide you through the Toggi clothing and Champion product ranges.

WHAT will be the highlights on show on your stand?

The unveiling of the new Toggi A/W 2018 collection; a mix of country, lifestyle and equestrian clothing and footwear ranges. The complete Champion safety range will be displayed including the brand’s first Snell E2016 riding helmet, the Pro Ultimate.

WILL you have any special offers and/or treats for visitors?

Toggi and Champion offers. Treats will be available for customers placing orders at the show.

HAVE YOU SEEN? Claire Thomas BETA International organiser Claire Thomas makes it a personal mission to ensure that both exhibitors and visitors enjoy the very best trade fair experience.

Always on call throughout the show, she remains on duty from build-up to break-down. During her free time, Claire enjoys watching her horse compete with her family and walking her dog, Henry. www.equestriantradenews.com

123

TOPSPEC EQUINE Offers, promotions and product launches from TopSpec, VetSpec and Equerry make headlines here.

Stand K6.1

The TopSpec range of supplements and additives has recently been relaunched and repackaged with eyecatching new labels, new tub sizes and new additions.

New TopSpec Electrolyte is designed to help replace body salts and maintain peak performance. TopSpec 10:10 Joint Support is now available in a 3kg tub to last one horse for two months.

Throughout February and March there’s 25% off all supplements and additives - including TopSpec All-inOne, TopSpec Digestive Aid, TopSpec Calmer and TopSpec Healthy Hoof - for end users. And to help retailers stock up there’s an extra 10% off orders placed at BETA International.

The 2017 launch of VetSpec Super Premium Complete Dog Food met with a fantastic response, says TopSpec. You can see the six-strong range on this stand.

Two promotions are running across the range with a ‘buy one get one free’ on the 2kg bags when ordering in multiples of four (4 x 2kg in an outer). And buy any 5 x 12kg bags and receive 1 x 12kg of any variety free.

This month sees the launch of Equerry Minty Treats in 20kg bags. Customers visiting the stand at BETA International can take advantage of a special offer - buy 4 bags of any Equerry product and get one bag of Equerry Minty Treats free.

The Equerry horse feeds brand is exclusively available through the retail trade and is not available direct to yards.

Said sales and marketing director, Katy Mickle: “We’re looking forward to a busy BETA International with exciting offers and new products to promote.

“We’re passionate about supporting the retail trade and are looking forward to catching up with both existing and new customers from the UK and overseas and explaining how we can support their businesses.”

EXHIBITOR FACTFILE WHERE is your company based?

Pickhill, North Yorkshire.

Visit Us At

BETA International 2018 Stand number M7.1

WHO can visitors meet on your stand?

Managing director Philip Tyler, nutrition director Nicola Tyler, sales and marketing director Katy Mickle and members of the sales team.

WHAT will be the highlights on show on your stand?

Equerry Minty Treats in new 20kg bags - and the arrival of TopSpec Electrolytes.

WILL you have any special offers and/or treats for visitors?

Offers include - 35% off the TopSpec supplements and additives range ordered at the show. Buy four bags of Equerry Horse Feeds and get a 20kg bag of Equerry Minty Treats free. Buy 4 x 2kg of VetSpec Super Premium Dog Food and receive 4 x 2kg of any variety free. Buy 5 x 12kg of VetSpec Super Premium Dog Food and receive 1 x 12kg of any variety free. www.equestriantradenews.com

Grubs Boots LTD Tel: 01204 567700 Email: sales@grubsboot.com Web: www.grubsboot.com

Stand Guide

124

TRILANCO Throughout 2017, Trilanco has introduced equestrian and country clothing and new footwear brands for women, men and children.

Stand J7.1

Stand H11.4

The wholesaler has also secured exclusive trade only products within the Caldene, Harry Hall, Masta and Cottage Craft ranges and Carr Day & Martin, which means these styles and lines are only available to Trilanco’s customers.

Other brands to be exhibited include Brogini, John Whitaker, Point Two, Polypads, Equilibrium Products, Dainese and ProTack.

Trilanco has also expanded its pet products catalogue and will be exhibiting new ranges from Ralph and Co, Kong, Pet Munchies, Mark and Chappell, Woofmasta, Scruffs and Furminator.

The eleven-strong area manager sales team will be on-hand throughout the three day event to answer queries, place orders and help buyers take advantage of special show offers.

There will also be qualified R-SQPs available to advise on animal medicines. Seasonal A/W 2018 ranges will be launched too, giving visitors the chance to preview and pre-order products for the season ahead.

EXHIBITOR FACTFILE WHERE is your company based?

In January 2017, Trilanco relocated from its original location in Poulton-leFylde to purpose built, state-of-the-art premises six miles down the road in Wesham, Lancashire. The 110,000 square foot warehouse is now fully up and running, and the company’s ever-growing catalogue offers trade customers an even greater choice of agricultural, equine and pet products.

WHO can visitors meet on your stand?

BETA International 2018

THE SADDLERY TRAINING CENTRE

BETA International provides a great opportunity for retailers to see their area sales manager and meet new members of the sales team. Jessica Balmer has taken a new role as area sales manager; while Holly Drummond, Kelly Johnson and Linda Kennard have joined as area sales managers. Members of Trilanco’s sales and customer services team will also be present on the stand as well as the directors, head of international business and marketing manager.

WHAT will be the highlights on show on your stand?

As our product catalogue has grown, so too has our BETA International stand! This year we’ll unveil our newly designed stand to help make our customers’ purchasing experience even better. We will launch seasonal A/W 2018 ranges, including equestrian, country clothing and new footwear exclusive to our trade customers.

WILL you have any special offers and/or treats for visitors?

There will be an array of exciting show offers plus a selection running for a limited time afterwards. Visitors to the stand will be greeted with Trilanco’s renowned friendly, Lancashire hospitality. Light refreshments will be available, and a limited number of goody bags will be given away during the show.

JANUARY 2018 EQUESTRIAN TRADE NEWS

The Saddlery Training Centre continues to deliver the Government Apprenticeship Scheme and is currently the only centre in England to do so.

“Next year we will be enrolling apprentices onto the new Level 3 Bespoke Saddler Trailblazer Apprenticeship; this was approved by the Institute of Apprenticeships earlier this year,” says Mark Romain.

Training is also available in saddle, harness, bridle and side saddle manufacture as well as repairs and refurbishment of all kinds.

“We are also an approved centre for City & Guilds Saddlery qualifications and can support candidates wishing to enhance their skills and gain recognition of those achievements,” adds Mark.

Saddlers who are self-employed or working part time may consider attending the New Entrants Training Scheme (a type of apprenticeship) or the Saddlery Training Centre’s short courses.

Once again, The Saddlers’ Company will have a presence here. So you can pick up information on support available for training including bursaries and schemes that support employers, apprentices and individual trainees.

Pictured is Dan Pfeffer Behnke, an apprentice with The Royal Hussars in Copenhagen. Dan has been attending The Saddlery Training Centre for a week every two months for the last three years.

THE SOCIETY OF MASTER SADDLERS (UK)

Stand J11.1

Visitors can admire saddlery apprentices’ skills as they compete in the Society of Master Saddlers’ (SMS) competitions at the Saddlery Pavilion. Prize money has been donated by the Worshipful Company of Saddlers.

Said Hazel Morley of the SMS: “It’s a great opportunity to provide a fabulous shop window for apprentices and trainees. To watch them working in quite a tense and competitive environment is great and really brings out the best in them. It also shows we have the best saddlery training facilities in the world.”

On Sunday, the first day of BETA International, trainees from the Saddlery Training Centre will each make a cob size pair of cheeks with hook studs.

They are Corrin King of S. Milner & Son, Leicestershire; Lucy Ellis of Andy Wheals The Saddle Man, Shropshire; Rachel Lok of Nutwell Saddlery, Exmouth and Rebecca Simmons of Pegaso Saddlery and Leatherwork, Buckingham.

On Monday, second year Capel Manor College students Satsuki Ishizuka, Chloe Rutherford, Vicki Andersen and Megan Webb will each make a raised browband.

Tuesday sees first year Capel Manor students Gudrun-Kirstine Gadegaard Thuesen, Zoe Hurst, Bibiane Droog and Tara Griffin in action.

Also on display will be entries for one of the classes at the SMS’s National Saddlery Competition. Trade fair visitors are invited to vote for their favourite of a selection of leather toys for boys. www.equestriantradenews.com

125

follow the careers of brand ambassadors Sharon Hunt, Harry Payne and Betty Baker who continue to provide news, photos and horsey gossip.

Recent sponsorship of The Aspinall Foundation (www. aspinallfoundation.org) is creating a constant stream of fantastic social media chat as Red Gorilla charts the breeding of endangered species and their final re-introduction to the wild…. work close to all animal lovers’ hearts.

“The combined power of Red Gorilla products, point of sale and social media saturation will ensure the establishment of the brand as standard stock items that continue to sell throughout all seasons to all types of customers… true winners!” adds Dean.

Stand Guide

Stand C7.1

TUBTRUGS – RED GORILLA

EXHIBITOR FACTFILE WHERE is your company based?

Barwell, Leicestershire

WHO can visitors meet on your stand?

Red Gorilla is the new name for the group of well-known brands - Tubtrugs, Gorilla Tubs, Tyre Rubber and Wm.Faulks Tools - from Faulks and Cox Ltd.

“Harmonisation of the branding will make a more cohesive product offering and encourage cross selling and impulse purchases from the consumer, as well as looking great in your store,” says Dean Cox. A whole range of new point of sale materials is supplied including stands and display boxes to provide back up for the new brand.

A constant Red Gorilla social media presence is assured as horse enthusiasts

N E W

All of the sales team, plus some agents and a red gorilla!

WHAT will be the highlights on show on your stand?

The whole stand is the highlight! As we have re-branded to Red Gorilla and introduced new products, we have lots to talk about - not least how we will increase your sales in 2018!

WILL you have any special offers and/or treats for visitors?

Yes, loads… Come and get ‘em!

10% DISCOUNT AT BETA INTERNATIONAL 2018

VISIT US: STAND B7.1 - HALL 8 > AND GET OUR NEW CATALOGUE > 21. – 23. JANUARY 2018 waldhausen.com

Stand Guide

126

TOPLINE NATURALS

Stand E11.3

See the world’s first range of certified organic natural horse care products, authenticated by The Soil Association.

Described as a new, genuine alternative - with no compromise on performance, the range includes shampoo, after-exercise washes as well as hoof, lip and leather care products.

“All are made locally using only the very best natural or naturally derived ingredients. They are sustainable, eco-friendly and free from harsh chemicals,” says Miles Patience.

“Consumers are more conscious of what they expose themselves to along with caring for the environment. Major supermarkets are very successfully providing organic food alternatives.”

With Topline Naturals, you can give your customers a real choice. Retailer and wholesaler enquiries are welcome. And look out for three products from this brand in the BETA International Innovation Awards.

THE V I P VERY IMPORTANT PAD

Stand F8.3

The V I P was developed by Tamara Hudleston and Amanda Renouard to protect horses’ backs while maintaining the feel of a close contact saddle.

The pad is 6mm thick and won’t abuse the fitting of a correctly measured saddle, they say.

The V I P’s seamless edges are designed to prevent pressure points. The versatile pad can be used under or on top of a saddlecloth too.

TREDSTEP IRELAND

Stand

Founded in 1993, this Irish brand offers high M9.1 performance collections of boots and apparel while remaining ever respectful of equestrianism’s traditional roots.

New arrivals at BETA International 2018 include the Solo Vision jacket.

Styled in Tredstep’s new Japanese lightweight, i-cool fabric, it features silent motion and 360 degree stretch.

Upgrades to Tredstep’s breeches include Rosa II, now with a mesh integrated cuff, contrast stitch detailing and branding. While the Volte II dressage breech is redesigned with opaque stain resistant Japanese fabric.

Solo Milan and Symphony Paris shirts deliver fresh colours and collar and cuff detailing.

TREEHOUSE

Stand E3.3

This clever adjustable headcollar comes with bit included and fits all sizes from Shire to Shetland. Treehouse says the Fitall Headcollar (RRP £41.95) is particularly useful for handling horses near or on roads.

Also new here is the Aerochill Rug (RRP £159) designed for evaporative cooling to aid recovery and maximise performance. Aerochill is a super absorbent polymer fibre fabric. The rug comes in two sizes in its own cooling bag.

JANUARY 2018 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com

127

UK EQUESTRIAN SUPPLIES

Stand K4.2

This newcomer was founded last year by Laura Hardwick who has much experience in the equestrian wholesale and manufacturing sectors.

UK Equestrian Supplies works with premium brands from around the globe, including Denmark, Holland, the US and Italy, to bring something fresh and exciting to UK retailers.

Here you can see new collections from PK International Sportswear, Sarm Hippique, FITS Riding and SD Design.

“I want to offer my retailers a ‘good, better, best’ catalogue of equestrian products at fantastic quality and a price point to suit all,” says Laura.

HAVE YOU SEEN? Philip Tyler TopSpec Equine nutritionist and managing director Philip Tyler is a long-standing supporter of BETA International.

As chairman of the Trade Fair Committee, he is committed to promoting the show and believes that a visit is crucial for any business wishing to succeed in today's competitive market. In his spare time, Philip breeds Ryeland sheep and has the only flock of purebred Ryelands in the world.

USG GERMANY AND TEKNA

Stand L7.1

USG (United Sportproducts Germany) is best known for its safety products. Now this German company seeks to expand its distribution of Tekna in the UK and Ireland.

A global brand, Tekna creates English style saddles made in combinations of synthetic, hybrid and full leather. Popular specialised models include Maximus, Pony, Show, Icelandic and Endurance, all of which complement the brand’s saddles for the main equestrian disciplines.

Find out more at this stand from CEO Stefan Schwanbeck and export manager Peter Schreier.

Stand Guide

128

VALE BROTHERS Horse owners and riders worldwide continually look for ways to improve the connection between horse and human.

And it’s well-documented that it’s only possible to achieve maximum performance when the horse is healthy, happy, and comfortable.

With this in mind, the team at Jeffries Saddlery spent months working with riders, trainers, master saddlers, bit specialists, equine dentists, a veterinary advisor and a headshaking expert to design a bridle that doesn’t compromise on comfort to support performance.

The Connect Bridle (pictured) is designed around the anatomical features of the horse’s head to minimise nerve irritation and pressure.

As well as a hinged noseband, it has a system of three articulating rings which allow the bridle to fit the features of each individual horse. It’s also made from the finest quality leather. Do visit this stand to see, examine and truly appreciate this innovative design.

In saddles, Jeffries will also display a new mono-flap design available on its best-selling Liberty and Sport saddle ranges.

The new Dog Carry Bag is set to be another success story from Thermatex.

The outer cover is made from strong double-sided canvas with a waterproof membrane between the two layers. The bag is lined with a free-standing, cosy quilted Thermatex dog bag which can be removed for cleaning.

Strong nylon shoulder straps make for easy carrying and the bag is available in a choice of colours and sizes.

Customers can also pick up a free gift here (while stocks last) so don’t delay your visit!

EXHIBITOR FACTFILE WHERE is your company based?

Stand M4.1

Walsall, West Midlands.

WHO can visitors meet on your stand?

Experienced members of the Vale Brothers team will be on hand ready to offer advice on products from all brands. SMS qualified saddle maker and fitter Sean Jeffs will be in attendance to show and discuss the extensive range of saddles from Harry Dabbs and Jeffries saddlery.

WHAT will be the highlights on show on your stand?

The new Connect bridle from Jeffries.

This bridle has been developed in response to consumer interest in bridles and demand for one that enhances performance and comfort. Amongst its many features is a hinged noseband which links the component parts, enabling the bridle to find its natural position and therefore minimize facial pressure and nerve irritation. To highlight the bridle, ‘Mavis’ (Jeffries’ model horse head) and her experienced grooms will be demonstrating how riders and their horses will benefit from using the Connect.

Another new product is the Ice-icle from KBF99. Horse owners can record their ‘In Case of Emergency’ details on the Ice-icle and attach it to a stable door, tack room or horse box. A simple yet valuable product that offers peace of mind.

WILL you have any special offers and/or treats for visitors?

We will have a number of special offers available on a huge variety of products and brands. Visitors to this stand will be able to collect a super free gift - but only while stocks last! We will also be offering saddle fitters a free Flexi-curve. Overseas saddle customers can benefit from having one night’s accommodation paid for by Vale Brothers (subject to conditions).

WALDHAUSEN

Stand B7.1

NOW ABLE AVAIL from £18 Founded in 1836, this wholesaler has been an official supplier to the German Olympic Committee for Equestrian Sports for more than 40 years. So it comes as no surprise that many Waldhausen products are inspired by professional riders.

THE ULTIMATE REFERENCE GUIDE FOR RETAILERS TO ORDER T: +44 (0)1937 582111

JANUARY 2018 EQUESTRIAN TRADE NEWS

This exhibitor supplies equestrian retailers in more than 70 countries, its sales team providing guidance, advice and assistance to these stockists.

The new ELT A/W 2018 collection promises fashionable and warm outer clothing. Highlights are light, functional quilted jackets for comfortable riding, and ELT breeches in the latest materials.

In leather products, the X-line and S-line bridle series are notable for their high quality craftsmanship and first class leather. Call in – and see for yourself. www.equestriantradenews.com

129

WELL GEL PRODUCTS

Stand P9.2

Call here to see a new, natural and effective product spa range for animals.

“The main purpose of Well Gel was to produce products that animals would choose for themselves,” says Jane Acuta. “The whole idea of animal aromatherapy is that the animal chooses to take the oils by inhalation or even licking.”

Based on essential oils, these great smelling products are suitable for horses, dogs, cars and guinea pigs.

An addition to the Well Gel range is The Mane Event – a product that does what is says on the bottle, adds Jane: “I want every owner to enjoy sharing the benefits when applying the products to their animals.”

WILDWASH

Stand C2.2

Natural skin and coat care products for pets can be explored here.

Founders Andrew and Jane Cooper say the WildWash team has spent ten years developing what they believe to be the best range of pet shampoos and cosmetics in the world.

“The company started out with a firm vision that the pet shampoo they produced would match the high quality of the leading brands for humans,” adds Jane.

WildWash products are exclusively hand blended using a holistic mixture of plants, botanicals and essential oils. Every product comes with a full ingredients list.

The information contained in this feature is based on information supplied by BETA International 2018 exhibitors. www.equestriantradenews.com

Stand Guide

130

WESTGATE EFI

Stand K5.1

Exciting new products and famous faces are just two reasons to make a beeline for this stand.

Celebrating 60 years in the business, Westgate EFI kicks off 2018 with fresh emphasis on its successful own brands.

For Gatehouse, new additions include the Superflex Body Protector and an air jacket incorporating the Helite Air System, bringing WEFI’s safety products under a single banner.

The Gatehouse hat range sees a vivid injection of colour for the Junior Jockey Skull in the shape of eye-catching blue and pink.

The Mark Todd Collection is also catering for the young rider market, with children’s versions of its Elite and Sport competition jackets, a selection of breeches for boys and girls, plus affordable, synthetic boots and chaps that do a great imitation of leather.

With Mark Todd clothing and footwear appealing to all ages and forming a major part of the brand, BETA International provides the perfect opportunity to view the entire 2018 offering, alongside leatherwork and its extensive, revamped rug range.

Sticking with the rug theme, WEFI is also showcasing its JHL products, including the Essential Collection in a striking new colour.

BETA International 2018

WINTEC SADDLES

Stand

This famous name P2.2 celebrates its 40th year by returning to BETA International with exciting new products.

The Colour Fusion range comprises horse boots, saddle cloths and riding shirts in a striking range of matching colours.

Then there’s the innovative Mud Fever Turnout boot (pictured) which uses clever science to address wet, muddy conditions. While the Monte Velho Riding and Country Boot collection is crafted in Portugal in sumptuous leather.

“The Woof Wear team has been working hard designing and developing a lot of new things. So it seemed only natural that we should launch them at BETA International,” says managing director John Felton.

YANGZHOU LIDA BRUSH CO

Stand E8.4

Stand C6.1

In 1986, this exhibitor became a pioneer in synthetic saddles with a revolutionary range that was lightweight, came in vibrant colours and offered care-free maintenance.

“We pride ourselves on finding creative solutions for genuine horse and rider concerns,” says Erin Kenworthy, “so we’re delighted to offer saddles that are mud-proof, weather-proof, virtually indestructible and unbelievably comfortable to ride in.”

In addition to the full range of Wintec Saddles, BETA International will see the arrival of some exciting new accessories, as well as two recent saddles for adventurous younger riders.

Wintec Saddles are distributed in the UK by Saddlery Brands International.

JANUARY 2018 EQUESTRIAN TRADE NEWS

WOOF WEAR

Since 1994, this Chinese company has been a renowned maker of hair and pet brushes.

“In 1997, we entered into the equestrian industry by chance,” says Ari Liu. “Now we’ve developed to be a one-stop, professional manufacturer and main exporter of pet and equestrian products.”

Today, Yangzhou Lida Brush Company specialises in all kinds of pet and equestrian grooming accessories, stable supplies, haynets, lead ropes, feeding equipment, pet beds and toys.

“With advanced equipment and powerful technical strength, we can give our customers the most reliable and supreme quality, competitive prices and fastest delivery of any line they are interested in.”

An OEM [original equipment manufacturer] service is available on request.

SEE YOU NEXT YEAR! BETA International returns to the NEC Birmingham on 20 – 22 January, 2019.

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Visit these stands

Stand Guide

The Show Offer Special and benefit from the show offers available.

Abbey England G10.1 Visit Abbey England on Stand No: G10.1 for a chance to win an Abbey England Hamper full of British products.

Baleno P7.1 40% off the Baleno Croft, the hugely popular Baleno Croft is a practical and contemporary styled dry-waxed jacket. Plus other offers will be available at the show.

Breyer Model Horses L3.1 Breyer are showcasing their newest 2018 range on stand L3.1 and are offering an exclusive 10% off all orders over carriage paid orders.

Charles Sainsbury-Plaice P11.3 10% off all orders during BETA International. Come and see our show stand offer (Greeting Card Spinner with 40 card designs) ready to start selling from (Retail value of cards @ £720 inc VAT).

Emerald Green Feeds would like to offer 50% discount on delivery of orders placed at BETA International (U.K. Mainland only). Place your order at stand K11.1.

Henry Bell-EQUIGLO J10.2 Place an order for 55 bags of EQUIGLO Quick Soak 10 MINUTE BEET and pay for only 50 of them! Come and find out more about this high-quality fibre feed at a greatvalue price.

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Back on Track’s unique Welltex® fabric with infused ceramic particles, reflects the body’s infrared heat, enhancing well-being for horses, humans and dogs.

FREE Saddle Cloth with every order placed at BETA.

Battles G4.1 Battles have some show stopping new offers at BETA International 2018. These include generous discounts on new and existing product ranges. Come along to the stand G4.1 for details.

British Horse Feeds D9.3 The BETA International special offer will see retailers orders for 50 bags of Speedi-Beet or Fibre-Beet (or a mix of both) placed at the show, receiving One FREE case of TurmerAid – 4 x 2kg. Worth over £75 (RRP £18.99/2Kg tub).

Elico Equestrian Products / Jenkinsons C1.2

Elico Equestrian Products are exclusively available from Jenkinsons Equestrian wholesalers, please visit our stand and see the great products and offers we have for you.

Gallop Equestrian K7.1 Visit the Gallop Equestrian stand to discover numerous offers that will only be available at BETA International.

Hilton Herbs B2.3 20% off RRP for all orders placed at BETA international or prior to 30th January 2017. Special offers also on the Plus competition supplements and the new Borne products.

EQUESTRIAN TRADE NEWS JANUARY 2018

BETA International 2018

Emerald Green Feeds K11.1

Back on Track C4.2

Stand Guide

132

Horslyx D5.1

HŪF Design B5.3

Come and meet the Horslyx Team at stand number D5.1. for more information on the full Horslyx range plus our great show offers, including details on our newly launched Mint Balancer now available in 5kg and 15kg.

Maximise margins by buying 4 Mango or Citrus SKŪPs for the price of 3 at this year's BETA International.

Visit HŪF Design at stand B5.3 to pick up SKŪPs in the equestrian world's hot new colours.

Keratex Hoofcare E3.5 15% off the full product range at BETA International

10% discount on all products ordered at BETA International at our stand A1.1.

Lintbells D4.4

The Golden Paste Company D9.2

Lintbells Equine are quality products designed to provide your customers and their horses with the very best in equine supplements. Buy 6 Get 1 FREE on all Lintbells Equine Supplements at BETA International.

Companies buying a pallet (50 sacks – can be combined Fibre-Beet and Speedi-Beet) from British Horse Feeds on stand D9.3, will be given a FREE case of TurmerAid™ Pellets worth over £75!

Trilanco J7.1

BETA International 2018

L S Sales A1.1

Trilanco will have a number of exciting offers and promotions available during BETA International 2018.

With over 16,000 products in its current catalogue, don’t miss out on deals to be had! Visit stand J7.1 for full details.

Waldhausen GmbH & Co KG B7.1 Visit us our stand and have a look at our newly launched ELT fashion - perfectly matching the upcoming horse fashion autumn/winter 2018.

Get 10% Discount at BETA International 2018 at Waldhausen GmbH & Co. KG.

JANUARY 2018 EQUESTRIAN TRADE NEWS

UK Equestrian Supplies K4.2 Show offers, forward order discounts and in season promotions on selected products from Sarm Hippique, PK Sports, SD Design and FITS Riding. Visit stand K4.2 to find out more.

WildWash C2.2 When you purchase 4 of each of our WildWash Equine Shampoos you will receive 4 Free WildWash Mixing Bottles and 2 Free WildWash Wonder Balms worth £49.70 RRP.

www.equestriantradenews.com

January

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T: 01243 672323 | F: 01243 672424 E: sales@snowhill.ltd.uk | www.snowhilltradesaddlery.co.uk

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Wholesale Saddlery and Country Clothing Suppliers

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WAS £29.50

NOW £21.50

Rhinegold Alaska Full Neck Outdoor Rug

Rhinegold Thor Outdoor Rug

Features 1000 denier ripstop, waterproof breathable outer. Heavyweight 350gsm polyfill with a breathable nylon lining. Quick clip adjustable chest straps, front shoulder gusset, cross-over surcingles, legstraps, no back seam, large tailguard, fixed neck cover with quick loop through elastic/ Velcro fastenings and strengthened surcingle guides.

Features 1000 denier, waterproof, breathable outer, it has a heavyweight 350gsm polyfill with breathable nylon lining.

Product Code: C664 Colour: Black/Red, Navy Sizes: 4’6”, 4’9”, 5’0”, 5’3”, 5’6”, 5’9”, 6’0”, 6’3”, 6’6”, 6’9”, 7’0”

Product Code: 614 Colours: Navy/Red Check Sizes: 4’6”, 4’9”, 5’0”, 5’3”, 5’6”, 5’9”, 6’0”, 6’3”, 6’6”, 6’9”, 7’0”, 7’3”

Rhinegold Comfey Jods with Crystals These comfey ® jods are made from a soft jersey material with reinforced knee patches.

Flattering shape with a wide comfort elasticated waistband with drawstring, embellished pockets.

25% OFF!

Product Code: 754 Colour: Black/White Trim, Navy/Red Trim Sizes: 24”, 26”, 28”, WAS £16.99 30”, 32”, 34”

NOW £12.50 WAS £39.50

NOW £29.50

TO CLEAR!

Harlequin MultiPurpose Fleece Rug

Fleece rug perfect for stable or travel use. Featuring cross over surcingles and double chest straps.

Rhinegold Aspen Full Neck Outdoor Rug This rug features 1000 denier, waterproof breathable outer, it has a heavy weight 350gsm polyfill with breathable nylon lining and fixed full neck.

Product Code: C699 Colours: Black/Red, Black/Grey, Navy Sizes: 4’6”, 4’9”, 5’0”, 5’3”, 5’6”, 5’9”, 6’0”, 6’3”, 6’6”, 6’9”, 7’0”

WAS £12.95

NOW £7.50

Product Code: C657 Colour: Navy Sizes: 4’6, 4’9, 5’0, 5’3, 5’6, 5’9, 6’0, 6’3, 6’6, 6’9, 7’0

T: 01243 672323 | F: 01243 672424 E: sales@snowhill.ltd.uk | www.snowhilltradesaddlery.co.uk

Image Credit - Kevin Sparrow

Maria Eilberg & Royal Concert Saumur CDI2* MPower Middle Tour Intermediate A and B Winners, 2017

Image credit - Nico Morgan

Stand Guide

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Gemma Tattersall, Event Rider Masters Winner 2017 and 3rd in the FEI World Eventing Athletes Rankings, 2017

F I V E S TA R F O R T H E BEST PERFORMANCE W O R L D W I D E

Image Credit - British Showjumping

BETA International 2018

2018

Harry Charles, Leading Junior Rider of the Year, 2017

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

JANUARY 2018 EQUESTRIAN TRADE NEWS

naf-equine.eu/uk

www.equestriantradenews.com