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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

March 2012 Volume 36, No 3 Monthly

BETA INTERNATIONAL 2012 • Show report 2012 19-21 February 2012 NEC, Birmingham, UK

• Award winners • Review and reaction ETN is the official media partner of BETA International

PLUS: Who won BETA Business Awards?

PRODUCT FOCUS Fly control Weight watching Competition gear


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

CONTENTS

Comment BETA International 2012 made it feel like the Olympic celebrations have well and truly kicked off. There were patriotic products in red, white and blue plus audiences with Olympic riders past and probable; while stands were reporting top performances from serious buyers. BETA International 2012 also reminded us that, just like in sport, the days of getting away with being amateurish in business are over. No longer do we see hordes of jodhpur and rubber riding boot clad ‘retailers’ wandering about having a day out with their mates. In their place are well-prepared professionals spending two or three days at the show executing carefully planned buying campaigns. Talking of the Olympics, ETN strapped a pedometer to one member of the organising team during build-up and the three-day show itself. The grand total covered by one person was 26.6 miles, the equivalent of a marathon. Yes, a top quality BETA International 2012 deserved a gold medal. FOLLOWING a generally mild winter, there will be plenty of fat horses about this spring. According to a newly released study [see News], more than one in four will be obese. The reputable feed companies are weighing in with some sound advice. Read more in our ‘weight watching’ feature from page 43. You could say that low calorie equine feeds are an anomaly akin to the low fat chocolate mousse. If a horse is too fat, give it less food and more exercise... But life isn’t that simple. Horses need to trickle feed. And, sadly, we can’t all ride ours for six hours a day; nor can they live as Nature intended, roaming free on the open prairie. As ever, compromise is required. And with their generous marketing budgets, the feed companies are well placed as equestrian educators. Retailers and merchants just need to get in on the act – and there’s plenty of cost-effective support on offer for everything from stockist open days to point-of-sale materials. When you’re selling feed, steadfast nerve is required to satisfy a generation of owners who have only ever seen fat, underworked horses. But take heart... For a couple of years now, the wormer market has been going down the ethical route, due to concerns about resistance to existing drugs. And if the major pharmaceutical companies can make commercial sense of a ‘less is more’ approach, perhaps the equine feed industry can too?

Liz Benwell

MARCH 2012

NEWS .......................................................4 OPINION On the Derby House CVA ...........................10 PRODUCT NEWS.......................................12 WHAT’S ON ..............................................14 BETA GALA DINNER How the trade partied ...............................16 2012 BETA BUSINESS AWARDS High achievers rewarded ..........................18 FLY CONTROL FEATURE ............................20 PEOPLE...................................................23 DOGS AT WORK ........................................24 BETA INTERNATIONAL 2012 REPORT All the action from the trade fair ................29 On the catwalk .........................................33 Horse&Rider Innovation Awards ................34 Best stand awards....................................36 SMS ANNUAL NATIONAL COMPETITIONS Saddlery skills on show ............................36 COMPETITION GEAR Rider ranges revealed ..............................38 Product gallery ........................................40 Dressing for dressage...............................42 WEIGHT WATCHING Products to fight the flab...........................43 Feeding for good feet................................46 Helping worried owners............................48 COUNTY COURT JUDGMENTS ....................50 FRONT COVER: The people and products that made headlines at BETA International 2012. See ETN’s full report on page 8 and from page 29.


Premier Equine buys riding shirt brand TEQUE-STYLE Performance Wear has been acquired by Premier Equine International, best known for its Buster rugs. Nikki Smart, who founded Teque-Style ten years ago, will stay on as in-house designer. The range will continue to be manufactured in the UK and made available to the trade. Teque-Style riding shirts were among the first to use technical fabrics and have since been worn by riders across the disciplines. “Premier Equine can finance, warehouse and distribute the growth that is planned over the next five years and beyond,” said Clive Davies, managing director of Premier Equine. “Teque-Style was the perfect acquisition for us and a huge leap forward into a top end clothing sector where we want to be with the right brand and image.”

AMTRA CPD deadline IN the February issue of ETN, a worming feature enabled SQPs to earn two CPD points by correctly completing a quiz. AMTRA is required by the Veterinary Medicines Regulations to ensure its SQPs undertake CPD. The current training period ends on 30 June 2013 – and not 2012 as published in last month’s feature. The next SQP CPD feature appears in the June issue of ETN.

Magazines cling on to readers PAID-FOR equestrian consumer magazines saw a slight fall in circulations last year – although nothing like the dip of 2010. ABC (Audit Bureau of Circulations) figures revealed last month (16 February) and covering January to December 2011 show average sales per issue as follows (2010 figures in brackets): Horse&Hound 49,324 (52,176) Your Horse 28,126 (28,577) Horse 14,451 (15,430) British Horse 68,092 (65,526) H&H, Horse and Your Horse are more than 99% actively purchased ie. bought by consumers from a newsagents or on subscription; British Horse, the British Horse Society (BHS) membership magazine, is defined by ABC as 0% actively purchased and is the only title to record an increase in circulation. The decline in sales of consumer titles can be seen by comparing the new statistics with those from 2008, when JanDec ABC figures were: Horse&Hound 61,445, Horse 18,268, Your Horse 33,052 and British Horse 62,162. However, with ABC confirming that Horse&Hound’s new paidfor digital format magazine will count towards its circulation figure, all might be set to change if others follow publisher IPC Media’s lead.

• Horse & Hound is now available in paid-for digital format. In what’s believed to be a UK equestrian publishing ‘first’, the weekly title can be accessed by computer or tablet immediately upon publication each Thursday. The price, including VAT, is £89.99 for a year's subscription, matching the cost of a print subscription. Individual issues can also be purchased. Digital magazine sales can count towards a title’s Audit Bureau Circulations (ABC) figure, recognised as the industry standard measure of circulation. “If a digital magazine is paid for and the content is an exact replica or similar to the printed version and the advertising is the same, then it can count towards an ABC figure,” Ben Wignall of ABC told ETN. “This is, of course, provided the publisher can prove the number that have been paid-for and distributed in the same way as it must for a print magazine.” According to Horse & Hound editor Lucy Higginson, offering digital subscriptions will overcome the challenge of selling a news weekly via postal delivery to an international audience. “Now a reader in Sydney or Seville can read the new issue first thing on a Thursday morning,” she said.

ADVERT INDEX

Equestrian Trade News Stockeld Park, Wetherby, West Yorkshire LS22 4AW Tel: 01937 582111 Fax: 01937 582778 – Sales Email: sales @equestriantradenews.com Website: www.equestriantradenews.com Publisher: Equestrian Management Consultants Ltd Editor: Liz Benwell Email: editor@equestriantradenews.com Tel: 0845 6185007 Advertising Sales: Nicki Lewis Email: sales@equestriantradenews.com Tel: 01937 582111 Fax: 01937 582778

Subscriptions Distributed on a controlled-circulation basis to the retail trade. Paid-for annual subscriptions are £39.95 (UK), £73.00 (Europe), £86.00 (rest of the world). The magazine is independent of all groups. Editorial views expressed in ETN are not necessarily the official view of any organisation or group. Copyright: All material is copyright Equestrian Management Consultants Ltd. Design & Print: G.H. Smith & Son, Market Place, Easingwold, North Yorkshire YO61 3AB Tel: 01347 821329 Fax: 01347 822576 Email: etn@ghsmith.com Web: www.ghsmith.com

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

4 MARCH 2012 EQUESTRIAN TRADE NEWS

Agrihealth inc. Eddie Palin .....................................22 Airowear ...............................................................13 Allen & Page .........................................................46 Animalife ................................................................3 Asmar Equestrian ....................................................7 Bailey’s Horse Feeds ..............................................47 Barnsby ..............................................................OBC Barrier Animal Healthcare.......................................22 Battle Hayward and Bower.....................................41 Belstane ................................................................10 BETA International .................................................24 Bridleway Equestrian ...............................................8 Brinicombe Equine.................................................22 Classified...............................................................49 Dodson & Horrell Limited .......................................45 Equetech...............................................................42 Griffin NuuMed .....................................................39 Horka......................................................................8 Horslyx..................................................................23 Life Data Labs Inc ..................................................44 Maxavita Equine Health Care ...................................9 Merial Animal Health Ltd .......................................15 Jack Murphy..........................................................11 Natural Animal Feeds .......................................25-28 L S Sales (Farnam Ltd) ............................................21 Sherwood Forest Ltd ..............................................31 Snowhill Trade Saddlery........................................IBC South Essex Insurance Brokers..................................5 Tagg Equestrian.....................................................21 TopSpec ................................................................32 Torq Fitness ...........................................................14 Virbac Animal Health Ltd .......................................IFC W F Young Inc.......................................................20 Web Directory .......................................................50 www.britishequestriandirectory.com.......................48

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Equiport opens shop in Cheshire EQUIPORT opened a retail outlet near Knutsford in Cheshire last month. The ribbon on the showroom style shop at 1 London Road, Allostock was cut by eventer Oliver Townend and working hunter specialist Louise Bell (both pictured). More than 500 attended the launch day which saw special offers and a free prize draw. The retail store showcases Equiport’s own brand ranges of competition jackets, show rugs, saddle cloths and stable apparel which is all manufactured in-house. Other brands stocked include Gersemi, HV Polo, Veredus and Equipe; while

the store offers a fitting service for the likes of De Niro and Parlanti riding boots and Samshield hats. For Equiport’s managing directors Ashley and Pam Gaynon, the opening is the completion of their vision to create a luxury equestrian store more akin to a designer fashion boutique than a conventional tack shop. Trading for nearly 20 years, Equiport has previously focused on mail order, website trading and the show circuit, all of which are to continue alongside the new shop. • Equiport has been appointed exclusive UK distributor for the Kentucky Horsewear range of protective horse boots.

Safety, saddles and apparel headline in Cologne THE 2012 edition of spoga horse spring, held in Cologne, Germany on 5 – 7 February, hosted 209 exhibitors from 26 countries. The organised reported attendance of more than 4,000 visitors. As well as apparel for horse and rider, exhibitors were showing equestrian sports equipment, saddlery and leather goods plus care, health and feeding products. In equestrian wear, gold emerged as the ‘on trend’ colour for the coming season. There were breeches adorned with golden, ornamental seams and embroideries plus a new collection from Italy with glittering detail. For those riders with more conservative taste, earthy and blue tones such as espresso, nutmeg, indigo, night blue and sand, often jazzed up with red or orange, were the theme. Rider safety was a hot topic; Isabell Werth endorsed a new dressage safety helmet while body protectors found new prominence. Visitors could also see a saddle made with a modular construction and another with panels shaped to help distribute the rider’s weight evenly. A new pad for horses’ legs, containing magnets and ceramic fibres and emitting long-wave infrared radiation, was claimed to improve the healing process. In the spoga horse arena, companies were allowed 100 seconds to present their new products in a fresh feature for 2012. Winner of the Best Equestrian Retailer 2011 Award was Pferdesport Hintermayer in Forst, South Germany.BGPferdeshop Boris Gruber in Rot a. d. Rot was awarded Best Small Tack Shop. spoga horse autumn takes place on 2 – 4 September 2012. www.equestriantradenews.com

Design Headwear joins WEFI Design Headwear, the manufacturer of Gatehouse riding hats, is to come under the Westgate EFI (WEFI) banner. The company, owned by WEFI joint MD, Bruno Goyens (pictured wearing the Gatehouse HS1 jockey skull), will become part of WEFI. The distributor’s brands already include the Mark Todd Collection, Jumper’s Horse Line, Coolex and Saddlecraft. Technical director Bill Vero stays involved with Design Headwear, while Kate Taylor remains national sales manager for the Gatehouse range. WEFI’s reps will also promote the Gatehouse brand.


Horze samples stolen at spoga A SPOGA spring horse exhibitor had most of its samples stolen from its stand the day before the German trade show opened in Cologne last month. “All of the Horze collection and half of our BVertigo range were removed from the stand, smuggled into a truck and driven away,” said a spokesman for the company that’s finding favour in the UK with its Scandinavian styled clothing collections. Security was called but it has not been able to ascertain the

whereabouts of the goods, he added. Horze, meanwhile, was left very short of samples on its stand. “With a great deal of help from our enthusiastic staff and sales team, we had our new samples in place when the doors opened,” said the spokesman. “I knew our products were popular - but this exceeds all our expectations!” A re-stocked Horze UK was due to exhibit at BETA International.

Tangerine Group is good to work for TANGERINE Group - owner of Carr & Day & Martin and Day, Son & Hewitt - has been named ‘One to Watch’ in 2012 according to Best Companies, the people behind the Sunday Times list of ‘100 Best Companies to Work For’. Each year, Best Companies receives thousands of applications from businesses around the UK. ‘One to Watch’ accreditation recognises firms that best look after their workforce. Tangerine Group chairman David Haythornthwaite said the award reinforced his company’s commitment to providing rewarding careers. “We plan to rank within the top 100 list in the very near future,” he added.

Baileys to “rationalise and rebrand” Badminton range NEW additions to the Baileys Horse Feeds range will be launched through 2012 as owner, F H Nash Ltd, rationalises and rebrands its Badminton Horse Feeds range. F H Nash acquired the Badminton brand in May 2010 and has been running it alongside its long-standing Baileys label. Fibre Plus Nuggets (pictured), the first addition to the Baileys range, is launched this month. Like all Baileys products, it can be ordered from Baileys’ Braintree or Fordingbridge offices. Retailing at around £9, Baileys Fibre Plus Nuggets is a way to increase the overall fibre content of horses’ diets. Being low energy and non-heating, it’s ideal for good-doers.

Too many horses fat in February A SURVEY has suggested that equine obesity remains worryingly high – even at the end of the winter. The study, conducted by the University of Bristol’s Animal Welfare and Behaviour Group in collaboration with the Waltham Equine Studies Group, looked at horses spending at least six hours out at pasture daily. More than a quarter were found to be were obese at the

end of the winter months suggesting that well-meaning winter management strategies such as rugging and a reduction in exercise could be having a welfare impact on the UK’s horses, researchers concluded Interestingly the study took place in February 2011, at the end of a much harsher winter than 2011/12. • See the weight watching feature in this issue of ETN.

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Boot maker has Irish website TUFFA Boots has launched a new Irish website www.tuffaboots.ie to create demand for its products in the country. “It includes the lines we currently have available, the prices in Euros and the ability to order online should an interested party be unable to find a local supplier,” said Michelle Girling of Tuffa. The site also features a sale item section, offering a number of styles at reduced prices.

K C Sports ceases trading K C Sports Ltd, the company that developed and manufactured the Rodney Powell brand of body protectors, has ceased trading. In a letter to customers, director Roger Cooper said: “HM Revenue & Customs have taken possession of the company’s assets for sale at auction to recover overdue tax and therefore we cannot continue in business.” Ed Vant, joint managing director of Westgate EFI, told ETN his company had “picked up the Rodney Powell body protector brand” and would be working with its rider namesake.

NAF launches online shop SUPPLEMENTS and horsecare supplier NAF has defended its decision to introduce an online shop to its website. The e-commerce facility, launched on 10 January, replaced NAF’s list of ‘approved internet retailers’. ETN has received a number of calls from retailers who did not wish to be named but were unhappy about the development, so asked NAF to comment. “Our loyal consumers expect us to deliver not only great products, but also a great service,” said UK sales manager Lorna George. “And so, in the digital age when everyone expects to purchase anything they wish on line, we are compelled to offer this facility. “We have done so with a great deal of thought. Our freephone advice line is very busy and once advice has been given to a prospective consumer, they are advised of their closest NAF stockist. However, should that customer wish to purchase the recommended product immediately, they must be able to do so as this is now generally expected.” Lorna added that consumers also want to purchase NAF products whatever the time of day or night. Larger sizes of product, which are available from the online shop but not always carried by stockists, are also popular with those on a budget. “We will not be heavily promoting our online shop facility, which has been discretely added to the front page of our website,” said Lorna. “We will be selling all sizes of every product at full, recommended retail price and postage and packing will be charged for.” A postcode finder service has also been added to the NAF website, enabling consumers to find their nearest stockist.

Abbey acquires Catras Leather ABBEY England has purchased Catras Leather from long-standing business associate Richard Stevenson who has retired. Catras Leather is renowned for its bespoke and hand-finished commemorative brass plaques collected by steam rally enthusiasts. The company also produces marathon medals, horse brasses, door knockers and leather martingales. “The purchase of Catras Leather will help maintain production in the West Midlands,” said Peter Philips of Abbey England. “We are able to manufacture bespoke brassware for customers with the design and supply of moulds headed by our specialists at the Walsall foundry.” www.equestriantradenews.com


‘Energy and excitement’ at BETA International 2012

IT HAD the theatre of War Horse plus celebrity of Olympic riders and ITV newscaster Alistair Stewart. But mainly BETA International 2012 was about doing business. “BETA international proved that this country can still run the best exhibition in terms of good quality footfall, orders written and brand exposure,” said Krishan Sohal of Sherwood Forest and best stand award winning Puffa. “There’s energy and excitement at BETA International - and it’s left an imprint on everyone who has come here.” Each year, BETA International ups the ante in terms of presentation. “What a fantastic statement about our industry,” said Richard Lawrence, chairman of the BETA Trade Fair Committee. With 93 new exhibitors this year, the show also met retailers’ demand for new ideas. At outdoor clothing brand Regatta, returning to BETA International after 16 years,

8 MARCH 2012 EQUESTRIAN TRADE NEWS

Lorraine Hoose said the exhibiting experience had been “very positive with lots of enquiries.” Gillian Neill of Horslyx, back after a year away, said: "We had several good export enquiries and overall found that customers that attended were there to buy." Buyers on the hunt for the unusual found it at Loo Prints, home of loo seats decorated with Bryn Parry’s country sports cartoons and cheeky captions. Technology was to the fore in both retailing aids such as EPOS and equestrian products. Tagg Equestrian, for instance, was pushing the boundaries with Nanosphere self-cleaning rugs. “Our tables have been filled most of the day, every day, with serious buyers,” said Elaine Welsford. New faces in country clothing included Commando Knitwear whose Alan Pearce reported “a really good first day, we’ve been agreeably surprised” in his quest to find new UK retailers to stock this range in pure British wool.

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The patriotic theme continued at Matchmakers International with a limited edition Harry Hall Legend riding hat. “Quality visitors was what we’d hoped for, and that’s what we’re getting through the door. We’ve been nice and busy,” said Richard Lawrence. Footwear was big news across equestrian and country clothing. At Kanyon Outdoor, Mark Burman reported that “people have been placing orders and spending money.” At Scandinavian inspired Horze, Andrew Courage confirmed the fast-growing brand had “shot past last year’s sales record” by Tuesday lunchtime. Softshell jackets and belted quilts were a huge hit here. Promoting her recruitment website Equine Careers for the third year, Emma Dyer said the show had been “our most productive yet with lots of new enquiries.” Emma Bedford, new associate publisher of Your Horse and Horse Deals, said she was impressed by her first BETA International: “I’ve been to lots of trade shows and this one is bigger than I expected and very well organised. There’s a lot of business going on.” Carr & Day & Martin launched a new cooling/heating effect Liniment. The brand also smashed last year’s total sales by the end of Monday, according to new sales manager Geraldine Shannon who added “there’s so much potential in this industry.” Regular exhibitors’ newly designed stands were a talking point. “Serious buyers aren’t intimidated by a closed stand, they’ll always come and see new products,” said Monty Stuart Monteith from Belstane’s new look stand. Proving his point, there was huge interest in the Free Jump stirrup system and Samshield hats shown by Belstane. www.equestriantradenews.com

Interesting exhibits included Racewood’s £40,000 jumpinghorse simulator and sports utility vehicles from SsangYong. “We’ve had some serious punters on the stand,” said Steve Gray from the company that also supplied BETA International’s courtesy vehicles. Chatting to visitors at the TopSpec Coffee Shop and KBF99 Champagne & Seafood Bar, the Puffa Fashion Show was widely praised along with the SQP seminars hosted by main sponsor Virbac’s Callum Blair in the Sherwood Forest Horse Demonstration & Seminar Arena. Demonstrating its NT-Dry heel and frog maintenance product paid off for Equus Imports. “So many people came to the stand afterwards that this was our best show ever,” said Warwick Bloomfield, a farrier. New exhibitor Racing Blue Storm left BETA International with an innovations award for its feed supplement – and surprised at how cost-effective the experience had been. “We were amazed that to come here cost less than an advert in a big magazine,” said Jon Dunnett. Another debutant, Fullolife, had “a solid response [to its oil supplements] with leads from both UK retailers and export markets.” Meanwhile at Classic Showjumps, Giles Fielding confirmed interest from Australia, Japan, France and the Czech Republic. The export theme continued at Your Gift Horse where Christina Jones met interested parties from Japan, Scandinavia and Germany. BETA International is run for the trade, by the trade. “We’re thrilled with the help and support that BETA International gives us,” said Sarah-Jane Fedarb of Finest Brands International whose Toggi brand supplied the organising team’s shirts and waistcoats. BETA International 2013 takes place on 17-19 February at the NEC, Birmingham. More from BETA International from page 29.


CVA: good or bad? As reported in last month’s ETN, the creditors of troubled retailer Derby House have agreed to a Company Voluntary Arrangement (CVA) with the troubled retailer. Jonathan Russell looks at the implications for our industry.

W

e all worry about doing business with people who might not pay us. Yet with limited liability, companies can frequently run up debts - sometimes through no fault of their own - and potentially walk away from

them. I’ve little sympathy with the suppliers of those businesses; it’s a commercial risk we take every day in giving other firms credit and it’s for us to manage that risk. I do have huge sympathy, however, with customers who may be let down and lose money as a result. There’s recently been an increase in well known businesses getting into trouble with some household names going to the wall. One method sometimes used hopefully to breathe life back into such ailing businesses is the Company Voluntary Arrangement (CVA). Basically this means a company is in trouble and cannot pay its debts, so it does a deal with its creditors to accept either a reduced amount or payments of a period of time or a combination of the two. This is great for the company with a sound business model but, as a result of some freak event, has run in to difficulty. For the creditors, it might also be great – or at least better than being faced with a liquidation under which they may get nothing.

10 MARCH 2012 EQUESTRIAN TRADE NEWS

The problem with the CVA and other forms of insolvency arrangements is that frequently customers [consumers] remain unaware of it, which might unreasonably expose them to a risk they would not wish to take. The other problem can be to the industry sector as a whole. Heavy discounting Sometimes companies fail because they have a flawed business model; this is very common with retail businesses which focus on heavy discounting. The business model is built on volume and operating at very low margins, something that can be successful as volume can create better buying power which hopefully enables the business to make better margins in the future. The problem often hits these sort of businesses when either fixed costs such as wages and rents grow quicker than sales - and also if sales growth slows. Frequently a retailer can keep making losses so long as the sales volume grows, because they get their money off the customers today but don’t pay their suppliers until sometime later, by which time their sales have gone up. The problem is that if a company takes market share by heavy discounting and not making profits, it has the effect of a. taking

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market away from other retailers and b. driving down margins across the board. It’s a recognised model, but one that needs to be adequately financed. If a business trades in this manner and gets into trouble, it fails and everyone returns to normal. But if there is a CVA, it may be that the business is able to continue doing exactly what it was before and damaging many other retailers as a consequence. A CVA may help the people who are owed money, but frequently it may be short sighted. There’s a finite amount of business out there

I ask the question of those creditors who agreed to the CVA for Derby House: Have you really secured your future? and if people are buying, they are going to buy. If a player goes out of the market, others will take up the slack and they will seek out suppliers. If the failure was a result of a heavy discounting model, then everybody’s margins get pushed down which, in the long run, is bad for the whole industry. The equestrian industry has for many years been underperforming as regards margins compared with equivalent sectors; maybe, with the economy not growing, people will start to concentrate more on their margins and overheads rather than just chasing revenue. Sales volume Recently Derby House managed to get its creditors to sign up to a CVA. I don’t know why they were in such difficulty, and don’t wish to suggest that they might be in the heavy discounting club, because

their margins did not appear too bad - but something was clearly wrong with their business model. Their accounts on public record show a sale volume for the each of the three years ending 28th February 2010 of approximately £9 million with only very little growth but losses before tax over the three years totalling over £8 million over the three years, with the latest year alone being over £4 million. In 2010, substantial extra share capital was put in (£8 million) but this was not enough to make the business solvent back then. There is no more recent information on file, though it’s interesting looking at the performance of the earlier subsidiary Derby House Saddlery Limited which no longer trades having sold its trade to Derby House did not seem to be profitable either. I therefore ask the question of those creditors who agreed to the CVA for Derby House: Have you really secured your future? At least at the moment, the consumer is getting some really cheap deals from Derby House. I hope they don’t get stung and I hope for the industry of equestrian retailing the CVA works for Derby House. If it fails, then it’s the industry as a whole that will suffer.

ABOUT THE AUTHOR Jonathan Russell is an accountant with ReesRussell LLP (www.reesrussell.co.uk) who writes on business and financial matters and occasionally comments for Sky News. His daughter is a dressage rider and in his professional capacity, Jonathan has acted for a number of trainers, riders and yards. He is also a 30% shareholder and finance director for online retailer and distributor CountrySmiths, a role he describes as ‘a holiday from my accountancy practice.’ Jonathan has no connection with Derby House or any of its creditors, although he has been a personal customer in the past.


What your customers really want...

D

odson & Horrell quizzed thousands of horse owners about what they’d like to add to their horses’ diets and why - then launched a new range to meet that need.

The resulting streamlined collection of nine supplements and 15 herbal blends has been the subject of prominent ‘teaser’ advertisements, with the campaign set to continue post launch. The new range also comes with a merchant promotion of 25% off boxes of four units until the end of this month (March). Dodson & Horrell’s research into products that address everything from stiff joints to itchy skin and low immunity went further than surveying consumers. “We also collaborated with Nottingham Vet School,” said the company’s Isla Boxall-Loomes. “This research revealed that many people are looking for herbs and supplements specifically for joints and mobility, plus performance and behaviour issues. “Our new ranges have been developed to help horse owners and riders locate these relevant herbs and supplements quickly and easily with our products being consolidated into ranges such as Behave, Move and Perform.” Power vs pellets Isla added that Dodson & Horrell’s new range represents a ‘spring clean’. “We’ve abandoned some products, improved formulations and revised others.” The distinction between herbs and supplements had been retained, she said, to appease what Dodson & Horrell’s research showed was consumer demand for either a natural or scientific option. In another new move, Daily Vitamins & Minerals, Digestive Support, Hoof Support, Joint Support and Performance Vitamins & Minerals are now available in pellet format. “The change of some of our supplements from powders into pellets is a big improvement for horse and owner,” explained technical director Chris Gordon. “Our trials found that the pellets are more acceptable to the horse as they have a pleasant smell and taste. Pellets improve flexibility of use too as they can be fed on their own as well as within a horse’s daily feed. “There’s also less wastage from the pellets as powders can often be difficult to handle, can blow away or get stuck to the side of a feed bowl – pellets will help to prevent this from happening.” The range of nine supplements includes products such as Digestive Support, which contains yeast, pre-biotics and psyllium for the nutritional maintenance of the digestive system; and Vitalise, a supplement for promoting performance and vitality. The 15 herbs and herbal blends include Stroppy Mare, which is aimed at hormonal mares and Mobility, which has been formulated to soothe joint and muscle conditions. Dodson & Horrell has a team of dedicated area representatives who can tell you more. T Dodson & Horrell 01832 737300.

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LIGHT UP YOUR STORE THESE LED light boxes from Artillus Illuminating Solutions are ideal for retail display. At just 18mm deep, the new Magnetite model is believed to be one of the slimmest available. The neat styling enables quick poster changes simply by lifting off the front cover with a plastic sucker. The light boxes are available in standard ‘A’ sizes from A4 up to A0 and come with pre-drilled fixing holes, 12v PSU transformer mains cable and UK plug. There’s also an economy Diamante version. The 20mm deep light box has a 25mm clip frame front with rounded corner inserts. t Artillus 01604 678410.

RED BULL FOR HORSES? AT a time when the market is awash with calmers, the Animal Health Company has launched a nutritional product that couldn’t be more different. Alert is promoted for use “when concentration is essential.” The makers are also allowed to say that Alert helps horses to maintain healthy brain function and focus their minds. It can improve memory, promote energy, improve circulation, increase blood supply and stimulate the body. What they can’t say is that it gives horses wings just like Red Bull. Yet that’s what some users are reporting. Alert is a combination of Panax ginseng, cat's claw, glucosamine, MSM and vitamin C which is blended using the Therminfusex method, unique to the Animal Health Company. This method naturally produces an optimal amount of biological activity without the need to add alcohol or chemical components to the formulation. New Alert for equines follows Alert for canines which is already popular, particularly for working dogs. In both species, a side benefit is said to be superb coat condition. So who’s using Alert? The original trials were done in Germany where the product was snapped up by show jumpers looking for a way to sustain their horses during gruelling, multi-day shows. In the UK, a number of hunting yards are using it. Until the snow came, 2011/12 was an open and very hard season for a two-day a week hunter! ETN hears that the best way to use Alert is to keep horses on a maintenance level, increasing it when needed for a big show or event. A junior show jumper who has been using it on her laid-back pony reports that Alert doesn’t make him ‘nuts’ - just adds sparkle. Alert is available in one, 2.5 and 5 litres. One litre has an RRP of £19. t The Animal Health Company 01787 476400. www.equestriantradenews.com


HEALS FROM INSIDE INSPIRED by human wound care techniques, Equine Septi-Clense Wound Gel from Net-Tex is a barrier gel that adheres to the horse’s skin encasing cuts and scratches. Once the wound is cleaned and dried, the gel is applied without need for antiseptic creams. It magically begins to help the wound heal from the inside, says Net-Tex. The gel is formulated with antibacterial and cleansing agents. It also keeps the wound moist and in a perfect environment for swift healing and hair re-growth. Thanks to its flexible properties once applied and sealed, it’s perfect for difficult areas such as hocks, knees and fetlocks. Equine Septi-Clense Wound Gel comes in 250ml with an RRP of £8.80. t Net-Tex 01474 813999.

www.equestriantradenews.com

THE HEAT IS ON... EXO2 is the name behind an innovative range of heated clothing for horses and humans. Utilising the brand’s own, non-wired heating element FabRoc, EXO2 products run off rechargeable batteries that come with a lifetime guarantee. EXO2 launched the new functional and fashionable Exoglo range at BETA International, as well as displaying other heated products including the HeatWave back support and the HeatSole heated insoles. International show jumper Geoff Luckett has been trialling the EXO2 range since last winter. “I find the StormWalker jacket an invaluable bit of kit to help keep me warm and my muscles loose,” he said. “I now use the Exoglo rug on all my horses prior to riding them in the winter to ensure they are properly warmed up and help reduce the risk of muscle injuries. I’ve also used it with great success on horses that are on the lorry all day at shows; the older horses come off the lorry noticeably freer and the younger, nervy horses are generally calmer. ” t EXO2 07778 790806.

BECAUSE HORSE OWNERS LOVE DOGS

PET accessories supplier Ancol has a new range of leather dog collars and leads to appeal to the equestrian market. The Vintage collection includes a padded leather collar with heavy duty buckles and a Big Dog leather collar decorated with chrome plated, silver-dome studs. A Vintage padded lead comes in full leather or as a chain lead with padded handle. Collars and leads come in chestnut or russet. “More than 70% of horse owners also own dogs and they recognise and appreciate good quality leatherwork,” said Sarah Lane of Walsall based Ancol. Eland Lodge in Derbyshire is already stocking Ancol’s products. “The Vintage range of collars and leads is proving hugely popular with our customers, especially those with Labradors or hunting dogs,” said sales assistant Helen Aram. t Ancol 01922 402428.

EQUESTRIAN TRADE NEWS MARCH 2012 13


Tuesday,13 – Friday, 16 March... Top class National Hunt racing at The Cheltenham Festival.

Saturday and Sunday, 24/25 March –

Welcome to ETN’s guide to upcoming shows, events, training courses and conferences of interest to the trade. Wednesday, 21 March... Lanes Health, the company behind the equine joint supplement LitoVet, and the British Horse Society (BHS) present the inaugural Equine Lameness Awareness Conference at Hartpury College, Gloucestershire. There will be presentations from Liverpool University’s Professor Peter Clegg (pictured) who is an orthopaedic specialist, independent equine nutritionist Dr Catherine Dunnett, sports remedial therapist Gillian Higgins and a demonstration from dressage trainer Adam Kemp, a Fellow of the BHS, and dressage rider Matt Frost. Tickets are £10 per delegate. To book, contact Emmeline Hannelly on (02476) 840517 or welfare@bhs.org.uk

Kent Game & Equine Festival at the Kent Showground, Detling, Maidstone is expected to attract more than 8,000 visitors, says organiser Contour Exhibitions. Star turn will be Australian horseman Jason Webb, plus breed parades, Pony Club show jumping and around 100 tradestands. There’s also a clay shoot, terrier and lurcher shows, fly-casting demonstrations, archery and ferret racing. For exhibitor enquiries, tel 01392 421 500.

Sunday, 25 March... British Summertime begins, enabling more of your customers to ride after work.

Sunday, 8 April... New event, the New Forest Spring Fair, takes place at New Park, Brockenhurst, Hampshire with displays, country activities, trade stands and animals. Details from the New Forest Show office, tel 01590 622400.

Friday, 4 – Monday, 7 May... Badminton Horse Trials will be particularly exciting with team selectors getting the chance to see Olympic probable combinations in action at four star level. It was following a lacklustre British performance at the last London Olympics, in 1948, that the Duke of Beaufort offered Badminton as an international eventing venue – to improve the home team’s results in future. This year’s Badminton sees dressage days on the Friday and Saturday, cross country on Sunday and show jumping for the record first prize of £65,000 on the Bank Holiday Monday.

Sunday, 13 May... the seventh annual Equetech 'Canter for a Cure' Sponsored Horse Ride at Milton Keynes Eventing Centre, Buckinghamshire, in aid of Medical Detection Dogs. Last year, more than 250 horses and riders completed the course to raise over £15,000 for cancer research. Medical Detection Dogs is a charity dedicated to training dogs in the detection and recognition of human disease by odour. Equetech traditionally encourages riders to wear pink for the event, but this year to celebrate the London Olympics, the theme is red, white and blue. “We hope riders will get carried away with the invitation to be patriotic,” says Liz Hayman, director of Equetech. For application forms to ride or to support the event with tombola prizes etc, tel Liz Hayman on 01296 688966.

HOW TO GET LISTED ETN welcomes submissions to What’s On from all organisations, commercial companies, shows and events. Please include your dates, venues, contact details and why your fixture/event/training is of interest to the trade. 14 MARCH 2012 EQUESTRIAN TRADE NEWS

www.equestriantradenews.com


ws how to have a good The equestrian trade kno

time...

South Essex Insurance Bro (SEIB) treated the 400 guekers sts to pre-dinner drinks.

How the trade partied! The 2012 British Equestrian Trade Association (BETA) Gala Dinner was widely praised as the best yet. A new layout in the packed ballroom at the National Motorcycle Museum created an inclusive atmosphere for the occasion on which the industry salutes its stars and lets its hair down too. Following a drinks reception, supported by South Essex Insurance Brokers (SEIB) and three-course dinner (with snazzy serviettes courtesy of Virbac), guests raised more than £1,100 for Riding for the Disabled with a raffle. There were spot prizes to be won during the evening,

too, in the shape of model ‘Joey’ horses from War Horse courtesy of Hornby, Breyer’s new UK distributor, plus chocolates and amazing jumping, whinnying horses from HKM. During dinner, caricaturists’ drawings caused great hilarity around the tables. After the 2012 BETA Business Awards presentations, some guests danced the night away, while others tried their hand at fairground attractions such as ‘hook a duck’, Tin Can Alley and a coconut shy. BOB HOOK captured the evening’s highlights on camera for ETN.

The team from RB Equestrian – in Boggis, Ted Boggis, Martin Greaves,no particular order – Katherine Jaqued, Dawn Bardsey, Roslyn Sally Greaves, Tia Partingto Kirsty Sheath, Sophie Aziz and Sam n, Kelly-Anne Davis, Jessica Davis, Wuczake.

16 MARCH 2012 EQUESTRIAN TRADE NEWS

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officer Norma former BETA field joy a moment en Love is in the air... r husband Harold Smithson and he e catching up with old friends. together befor

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, from left, re party. Here are g at the Horsewal Morgan, Caoimhe Derham ilin sm re we es , Me Irish ey rah Jane Colhoun Molloy. Gerard Boyle, Sa and Siobhan

Belles of the ball: from left, Wendy Hartley, Rachel Hartley, Nicola Birch, Cassie Hartley and Gemma Culle n from Black Country Saddles.

SEIB Retailer of the Year nominee s from Alan’s Ark chat with Claire Carol and Alan White Williams, executive director of BETA.

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Enjoying Dengie’s big night out were, back row from left, Sheena Mycroft, Ian Hassard and Ryann Walker; front row, from left, Laura Dolphin, Andrea Trevor Rees, Chris Allen, Watson, Michael Glover, Katie Williams, Ann Priestman, Lisa Wilson and Kim Dyer.

www.equestriantradenews.com

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EQUESTRIAN TRADE NEWS MARCH 2012 17


BETA Business Awards honour outstanding contributions

M

embers of the equestrian industry gathered to honour their own at the 2012 BETA Business Awards. The prestigious business accolades, designed to recognise and celebrate outstanding contributions to the trade, were presented to winning individuals and companies at the British Equestrian Trade Association’s Gala Dinner, at the National Motorcycle Museum, near Birmingham, on 19 February. More than 400 guests enjoyed a champagne reception, sponsored by South Essex Insurance Brokers (SEIB), on arrival, before they settled down to dine. This year’s raffle, in aid of Riding for the Disabled, sported prizes such as a pair of tickets to see the theatre production of War Horse in London, a gold listing in the new British Equestrian Directory and membership tickets for the Land Rover Burghley Horse Trials. Everyone was in a generous mood and raised almost £1,200 to boost the charity’s coffers. Caricaturists circulated among the tables, creating much mirth and amusement as they sketched away. After dinner, fairground games were the order of the day, with a disco for those who wished to dance into the small hours. “The BETA Business Awards are eagerly anticipated by all sectors of the equestrian industry,” said BETA executive director Claire Williams. “They are surrounded by a strong spirit of competition and a keen desire to win. The standards of achievement, professionalism and enterprise have been extremely high and I would like to congratulate all the winners and everyone who made it through to the finals.” The winners of the 2012 BETA Business Awards, announced by Philip Ghazala, are:

HAYGAIN NUTRITIONAL HELPLINE AWARD Winner: TopSpec Equine, Thirsk, North Yorkshire Runner-up: Allen & Page, Thetford, Norfolk

suggestions for a feeding regime fully explained.” An incognito judge added: “The diet recommended was explained step by step, they also went through all the ingredients and I was given a time-frame for improvements.”

EQUINE CAREERS SALES REPRESENTATIVE OF THE YEAR

Katy Mickle of TopSpec is presented with the Haygain Nutritional Helpline Award by Brian Fillery.

With an increasing amount of feeds and supplements on the market, giving the trade and consumer more choice than ever, BETA wished to highlight the importance of reliable and accessible nutritional advice. Nominations were invited from retailers and consumers, and the final judging was based on these and mystery callers posing questions designed to challenge each helpline. TopSpec wins this award for the sixth time! One nominator said: “The advice I was given was very detailed, with

Winner: Stephen Neale, Battle, Hayward & Bower, Lincoln Runner-up: Jonathan Canty, Natural Animal Feeds, Monmouth

One of Stephen’s nominators praised his excellent product knowledge and enthusiasm: “He’s a terrific ambassador for his company. If it can be done, it will be done.” A judge added: “Out of all the calls we made, this one was one of the most professionally handled.”

and takes their requirements and views fully into consideration. Nominators and judges agreed: “The facilities are excellent and the organisers are first-class. The South West Christmas Equine Fair is the best of all the events we have attended.”

HARRY HALL RETAIL EMPLOYEE OF THE YEAR

ETN TRADE SUPPLIER OF THE YEAR

Winner: Caraleen Light, Brendon Horse & Rider, Brighton, East Sussex

Winner: Trilanco, Poulton-le-Fylde, Lancashire Runner-up: Shires Equestrian Products, Leominster, Herefordshire Judged by the retail trade, this award goes to a manufacturer, distributor or wholesaler that offers the best delivery, customer service, product knowledge and awareness of retailer requirements. “They are an easy company to deal with – they have good stock levels and excellent customer service, and friendly staff with a cando attitude,” said judges and nominators.

Richard Lawrence of Matchmakers International presents the Harry Hall Retail Employee of the Year award to Caraleen Light of Brendon Horse & Rider.

This award is given to the retail employee showing initiative, excellence in customer service, good product knowledge and a commitment to retailing. Caraleen has worked for her employers for five years. “Caraleen deals with riders in a professional manner and she has extensive product knowledge,” said a nominator. The independent judge added: “If I were looking for a member of staff, I would be very happy if she was selling for me.”

JOULES EQUESTRIAN EVENT OF THE YEAR Winner: South West Christmas Equine Fair, Contour Exhibitions

Stephen Neale of Battle. Hayward & Bower is presented with the Equine Careers Sales Representative of the Year Award by Emma Dyer.

This award, presented by Equine Careers, recognises excellence in product knowledge and service to retail customers. Nominations were received from retailers, followed by an interview with the finalists.

18 MARCH 2012 EQUESTRIAN TRADE NEWS

2012

Tom Joule presents Sandra Palmer of Contour Exhibitions’ South West Christmas Equine Fair with the Joules Equestrian Event of the Year Award.

This award acknowledges the event (at which trade stands are present) that best works with its exhibitors

Lisa and Martin Balmer receive the ETN Trade Supplier of the Year Award from NIcki Lewis and Liz Benwell.

SEIB RETAILER OF THE YEAR This award is divided into four categories – large, medium, small and mail order/Internet retailers. It is presented to those retailers that offer outstanding customer service. Final judging took suppliers’ votes into account, as well as visits by mystery shoppers. The award received more than 4,000 nominations for over 300 companies. LARGE RETAILER Winner: Wadswick Country Store, Corsham, Wiltshire Runners-up: Robinsons Country Leisure, Basingstoke, Hampshire, and Aivly Country Store, Ringwood, Hampshire Judges and nominators praised www.equestriantradenews.com


MAIL ORDER/INTERNET RETAILER

Tim and Carolyn Barton of Wadswick Country Store are presented with the SEIB Large Retailer of the Year Award by Nicky Mackenzie.

Wadswick Country Store for its beautiful presentation and prompt, helpful advice. “They have a fabulous collection of things for horse and rider – there are well-displayed goods and they provide service with a smile,” they said. MEDIUM RETAILER Winner: R B Equestrian, Milton Keynes, Buckinghamshire Runner-up: Tower Farm Saddlers, Rugby, Warwickshire “I wish it was my local store,” said a judge of R B Equestrian, which also won the award last year. “The staff are extraordinarily helpful, friendly and provide knowledgeable service, and they go that extra mile,” added a nominator.

Ted Boggis, Roslyn Boggis and Katherine Jaqued of RB Equestrian are presented with the SEIB Medium Retailer of the Year Award by Nicky Mackenzie.

SMALL RETAILER Winner: Iron Horse Equestrian Supplies, Doncaster, South Yorkshire Runner-up: Equicraft of Backwell, Somerset This is the third time that Iron Horse Equestrian Supplies has won this award. It was described as a “great shopping experience” and a judge added: “They were attentive, but not pushy, and really knew their stock.”

Winner: Supplement Solutions, Preston, Lancashire Runner-up: Robinsons Country Leisure, Ashton-inMakerfield, Lancashire A genuine interest in customer queries, fast delivery and a personal service were some of the points highlighted by a judge and nominator. “They are so helpful – they really have a winning formula,” they said.

Winner: Bedmax Shavings, Belford, Northumberland. This award recognises a company that has generated a substantial and sustained increase in export activity over a period of at least three years. “Bedmax was one company which – in the Olympic year – shouted ‘gold medal’,” explained one judge. “They have demonstrated a model approach to international business, excellent use of support services and a realistic but ambitious attitude to marketing what is clearly a terrific product.’”

Elizabeth White, Katie Hest and Hannah Wild of Supplement Solutions collect the SEIB Mail Order/Internet Retailer Award from Nicky Mackenzie.

Peter Forster of Bedmax collects the UKTI Export Award from Jane Holderness-Roddam.

TSM RIDER AWARD Winner: Beverley Brightman This award acknowledges sponsored riders who make the greatest contribution to the trade and work hard for their sponsors. An independent panel of judges selected Beverley Brightman as this year’s winner. She is sponsored by Horsehage, Hemp Technology, Sue Carson Saddles and Gravenhorse Feeds. Beverley started her career as an event rider and worked her way up to 4-star level. She suffered a horrific riding accident but was determined to get back in the saddle, so took up dressage. She now rides at Grand Prix.

www.equestriantradenews.com

BETA TRADE WEBSITE AWARD Winner: Matchmakers International, Bradford, West Yorkshire This award celebrates the website considered to be the most informative and useful to retailers. Nominations were made by the trade and the winner, Matchmakers International, was selected by an independent panel of judges. The company’s website was praised for being colourful, energetic, up to date and easy to use – the ideal tool to see new products and offers.

Richard Lawrence of Matchmakers International receives the BETA Trade Website of the Year Award from Jane Holderness-Roddam.

Beverley Brightman collects the TSM Rider Award from Tim Smith.

Jo Hopgood, Vanessa Townsend and Jean Waterworth of Iron Horse Supplies collect the SEIB Small Retailer of the Year award from Nicky Mackenzie.

UKTI EXPORT AWARD

“Beverley is keen to help develop new products,” said a nominator. “Through her diligence, professionalism and her undoubted people skills, we continue to enjoy an excellent sponsorship arrangement.”

BETA LIFETIME ACHIEVEMENT AWARD Recipient: Tom MacGuinness This award is presented by BETA to mark an outstanding and significant contribution to the equestrian industry over a long period of time. When Tom MacGuinness set up his business, Horseware Ireland, in 1985, few could have foreseen what impact this company was destined to have on an industry weighed

down by traditional materials and designs. On returning to Ireland after working as a missionary in South America, he completed his BHS Stage 2 exam and took up eventing – influenced by the fact that his family owned a riding school. When this was forced to close in tough economic times, he decided to set up his own business as a rug manufacturer. Tom and his wife began making the rugs from his parents’ basement. First off this small “production line” was the Rambo Original – a new line in rugs, with a smaller, improved neck and a money-back guarantee to build customer confidence. Although horse owners needed a little persuading to try the rugs, within a few years the Rambo Original had proved its worth and become something of an industry standard – as well as a massive seller. Tom has continued to innovate in design, fabrics and products, and he and his company have come a long way over the past 27 years, transforming a dormant sector of the equestrian industry into something radically different from its jute and canvas origins.

Tom MacGuinness of Horseware Ireland receives the BETA Lifetime Achievement Award from Jane Holderness-Roddam.

Horseware survived a hurricane strike to its operation in North Carolina and a fire that devastated the offices and manufacturing plant in Dundalk, Ireland – leading to a complete rebuild in 2001.The past 10 years has seen massive development, with factories in China and Cambodia, and a new warehouse to cope with extra demand. Tom has a special relationship with Just World International, an organisation that works with local partners in the developing world to provide basic education, nutrition, hygiene and vocational programmes for children in impoverished communities, including the local community in Cambodia. Following a trip to Argentina, Tom has recently become hooked on polo and, in the true Tom style of never doing things by halves, the Dundalk polo team was born!

EQUESTRIAN TRADE NEWS MARCH 2012 19


Stop that buzz! Flies are the horse owner’s number one pest during the summer months. So stock up now with the control solutions your customers need. Powerful marketing campaign NAF’s two best-selling fly repellents are set to be the subject of a hardhitting consumer marketing campaign designed to boost stockists’ sales this Spring. In a repeat of last year’s special offer, each 750ml spray of NAF Off Deet Power and NAF Off Extra Effect comes with a free 200ml mini spray. The offer is supported by others within the range. t NAF 01600 710700.

One for the grooming kit SUPREME Products’ Fly-Off is perfect for your customers to pop into their grooming kits this summer. Thanks to its unique formulation, Supreme Fly-Off can - in some situations and applications - give protection for a few days. It’s effective against irritating wasps, flies and insects, leaving horses comfortable and happy. Available in 500ml, the RRP is £10.99. t Supreme Products 01377 229050.

Repels from within GARLIC Horslyx offers a simple and cost effective method of feeding this powerful, natural fly repellent. The product also offers a vitamin, mineral and trace element package in the same tub. Sulphur compounds found in garlic are released through the horse’s skin via natural body secretions such as sweat. This produces an odour which flies find repellent. Garlic is also said to offer natural antibiotic, antiseptic and antiinflammatory properties. Garlic Horslyx is available in 5kg and 15kg weatherproof tubs, RRP around £12.85 and £24.90 respectively. t Horslyx 01697 332 592.

Fly free feed THINK Fly from Brinicombe Equine is said to be the first commercial feed product designed to reduce fly nuisance. When consumed, it creates an invisible shieldlike effect over the horse, providing 24/7 comfort. Think Fly granules contain the herbal fly dispersant, Repel-Ex, which also offers essential oils, MSM, zinc and trace elements for a healthy skin and coat. While the granules can be added to the daily feed, Think Fly also comes as a solid lick (pictured) – an useful idea for horses that live out and don’t get bucket feeds. t Brinicombe Equine 01363 775 115. www.equestriantradenews.com


Watch out, flies! WHOLESALER Battles has a veritable armoury of products designed to wage war on annoying insects. The Hy Guardian Fly Rug and Fly Mask come in a new colour for this season; the polyester silver, close weave mesh gives protection against all flying insects. This rug, which also reflects harmful UV rays, has a cleverly designed neck that fits over the ears to prevent it slipping down. There are also elasticated Velcro neck straps plus a belly flap with adjustable, elasticated straps. With anti-rub lining on the mane, tail and shoulder, the rug comes complete with a fly mask and sports a Hy reflective logo. Sizes are 4’6” to 7’3” t Battles 01522 529206.

Effective against horseflies LEOVET Power Phaser is one of Europe’s best selling equine fly repellents. Spraying it on forms a defensive shield which is activated particularly well when the horse sweats during strenuous work. Power Phaser reliably protects against horseflies, ticks and all biting and non-biting flies. It contains geranium oil, cade oil from juniper and pennyroyal oil. This popular product was previously available from UK distributor Eddie Palin whose business has been acquired by leading animal health wholesaler Agrihealth. t Agrihealth 028 3831 4570.

ARE YOU READY FOR THE RUSH? FLY control products are ‘grab and go’ items – because they’re always needed now! As soon as pesky insects start irritating horses, their conscientious owners will be heading for your store in search of a solution. So it goes without saying that a good selection of stock is essential. If you haven’t got what they want in this category, your customers will quickly head elsewhere. There’s also a surprising amount of personal preference at play here, especially when it comes to fly repellents. Some owners prefer wipe-on applications to sprays; while others are guided by a product’s scent. It could also be the case that different repellents work better in different environments such as forested areas versus marshy meadows or light, arable land versus moorland. Back in store, an effective display that sets out what’s available clearly and quickly will smooth the way towards a sale. Clever merchandising can also www.equestriantradenews.com

RETA IL TIP remind customers that fly control doesn’t necessarily come in a spray can or bottle. Consider setting out fly control products in groups under the three main categories into which they fall, namely: Repellents: liquid or gel to be wiped or sprayed onto the horse to ward off flies. Some products claim to kill insects too. These are relatively costeffective, easy to apply and non permanent; however, some can evaporate with sweat. Barriers: these are rugs, masks and hoods that block flies’ access to the horse’s body. This is a more expensive option that requires correct management, but a semipermanent solution for vulnerable animals. Dietary supplements: the horse consumes these products and then secretes, usually via sweat glands, an aroma that deters flies. Garlic is wellknown for this effect and commercial alternatives are available. EQUESTRIAN TRADE NEWS MARCH 2012 21


Award winning formula SUPER Plus Fly Repellent from Barrier Animal Healthcare was the 2011 Your Horse magazine Gear Award winner in its category. Free from prohibited substances under current horse sport and racing rules, it’s suitable for organic farming systems and Health & Safety Executive (HSE) approved and licensed. Super Plus Fly Repellent defies all blood sucking and nuisance flies including midge, bot, horsefly, house, stable and black flies. It can be applied to pink, exposed areas to help soothe and calm irritation and the effects of midge bites. High in vitamins A, D & E to condition and nourish the skin, it’s also available as Super Plus Fly Gel and Enhanced Formula Fly Repellent which is specifically designed to protect against and soothe the effects of midge bites. t Barrier Animal Healthcare 01953 456363.

Whisk ‘em away MOORLAND Rider’s Fly Whisk has a rubber grip handle and synthetic hair swish to keep the flies off the horse’s head, neck and rump – and the rider too Better still, it doubles as a whip, so there’s no need to carry both when riding. The UK made product is available in black, navy, silver, purple, red or brown and retails at around £13.95. t Moorland Rider 01782 397796.

New 24/7 protection THE new Falpro Midge Ultimate Rug is designed to be worn for a 24 hour period to alleviate continuous irritation. Fully adjustable, the rug is available in five sizes. It’s made from a fine mesh which is light and breathable, and is contoured for a good fit. With a belly section for full closure, the front and hind leg straps are padded for extra comfort. A big tail flap and a face mask complete the protection. The FalPro Midge Ultimate Rug comes in sizes XS to XL at a trade price of £45. t Tagg Equestrian 01636 636135.

22 MARCH 2012 EQUESTRIAN TRADE NEWS

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• Shelley Bacon is the new tradestands co-ordinator for Blenheim Palace International Horse Trials (6-9 September). She was previously involved with the organising team for Blair Castle Horse Trials and has worked for Musketeer Event Management. Following a review of Blenheim’s site layout and event schedule, Shelley plans to change the retail village to improve the shopping and event experience for visitors. “Tradestand enquiries for 2012 have been flooding in, but there are still a few places available,” she added. • Sarah Bee is the new Allen & Page area sales

manager for Norfolk. She’s been working for the feed company for almost two years as a nutritionist, something she will continue to do alongside her new role. “I’m excited at the prospect of working with more of our customers and stockists in our home county of Norfolk,” said Sarah, a graduate who spent an internship on a Thoroughbred stud in Kentucky, USA.

• Small Business Solutions (SBS), a company headed by former Ponies

Association (UK) director Sarah Chapman, has taken on the association’s administration. A former top show pony rider, Sarah now produces young horses and has been a judge. From her office in Wales, she is focusing on new technology, with innovations including a newlook interactive website and discounted fees for entries made online.

• The CLA Game Fair has named Andrew

Crawford as director following the retirement of David Hough. Andrew, whose appointment saw the Game Fair team move to the CLA’s head office in London, said it was “a fantastic opportunity to take this great event forward and further develop it as a blue-riband brand.” Prior to joining the CLA, Andrew ran his own estate and lettings agency and property consultancy before taking on a sales and operations role at the Newark and Nottinghamshire Agricultural Society, running more than 500 events for over one million visitors each year. The 2012 CLA Game Fair takes place at Belvoir Castle, Leicestershire, from 20 to 22 July.

• Riding for the Disabled Association (RDA) has appointed Denise Robertson as head of therapy. Having studied the therapeutic benefits of RDA activities, she will use this evidence to improve training for volunteers and to raise the profile of this aspect of the charity’s work. Denise joins RDA from NSPCC/Childline, where she was assistant director. • FORMER head of the UK Field Army,

Lieutenant General Sir Barney White-Spunner, has been appointed executive chairman of the Countryside Alliance (CA) and director of the Countryside Alliance Foundation, taking on overall responsibility for the organisation. Kate Hoey MP remains chairman of the CA Board. Barney lives in Dorset with his wife and three children, and is a long term supporter of all country sports. A regular contributor to The Field magazine, he’s a former editor of Baily’s Hunting Directory and president of the Association of Masters of Harriers and Beagles. He commanded British forces in the Balkans, Afghanistan and Iraq and then took over as the Army Commander in 2009. He left the Army in December 2011. “I owe so much in my life to the countryside and I’m now really looking forward to giving something back,” said Barney who is pictured with US President Barack Obama.

• Stephanie Godfrey, a graduate

with British Horse Society qualifications, has joined Veterinary Thermal Imaging and is covering Oxfordshire. Thermography detects abnormal heat patterns using cameras that can pick up ‘hot spots’ and ‘cold spots’. These images are then interpreted using specialist software. Saddle fitting is one area in which the system is increasingly used [see ETN January 2012 issue].

• Zilco Europe has appointed Steve Blackmore as general manager of its UK based European office. As well as international sales and management experience, Steve has been involved with carriage driving for many years.


Dogs at work How would we manage without them? Meet some more charming canines gainfully employed in the equestrian trade. LATE FOR THE OFFICE: Jeff, MirrorMePR's office junior, rushes into work after a good, long run in the woods. During the day he’s busy helping his boss Ashley Rossiter by heralding the arrival of clients/couriers/postman and shredding paperwork. Six year old Jeff, a Jack Russell/quarter Chihuahua, is related to top dressage rider Amy Stovold's dog, has modelled in an equestrian clothing catalogue and strutted his stuff on the catwalk (a word he dislikes) for SKY TV. COUNTING SHEEP: It’s a tiring old business working in retail...here’s Darcey sound asleep with Seamus the sheep in the middle of the shop floor at Field & Style from For Riders in Stow-on-the Wold, Gloucestershire. “Ladies kept popping in to see if she was real,” says proprietor Heather Sumner ON GUARD: Here's Mini-Me, loyally guarding a tasty morsel until his owner Sandra arrives back at her desk at Your Gift Horse. The little Jack Russell is loved by everyone in the office, except the delivery drivers. “His favourite trick is to hide his dog biscuits in boxes in the warehouse,” says Your gift Horse’s Christina Jones, “so if you have ever opened a delivery from us and wondered why there was a biscuit bone in it... now you know.” CREATIVE CANINE: Pencil at the ready, here’s Bob the Shitzhu - parttime designer and full-time charmer at creative and PR agency Graphic Evidence. “He especially enjoys working on dog treat projects and he likes nothing more than walking across the fields at lunchtime for inspiration,” says Bob’s colleague Helen Stock. Do you have a dog at work? Tell ETN about the dog in your shop, office, warehouse or work vehicle. Email editor@equestriantradenews.com We love to see photos too!

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Reasons to celebrate ETN catches up with the people and happenings that gave BETA International 2012 such a feel-good factor in Olympic year.

Virbac Animal Health is to • be main sponsor of BETA International in 2013 for a third year. Pictured are Claire Thomas, commercial manager of show organiser EMC, signing the agreement with Tom Blacklock, Virbac equine product manager. Virbac’s Callum Blair presented SQP CPD seminars during the trade fair. “We have a proud history in forging strong partnerships with the trade and promoting innovative products to build business, based on sustainable principles of worming management,” said Virbac marketing director Chris Liggett. “Sponsorship of BETA International, along with our approach to CPD and the Virbac Equine SQP of the Year Award, are integral to our commitment to supporting the trade.” Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants, added: “Virbac’s decision to remain as main sponsor is a wonderful endorsement of the show.”

To mark London 2012, a series of audiences was held with Olympic riders past, present and future. From left, here’s BETA International’s resident Phillip Ghazala with para-dressage rider Natasha Baker, eventers Mary King and Emily King and Amanda Bond from British Dressage.

Visitors were enchanted by the chance to get a close encounter with Topthorn from the War Horse stage play.

On the Friday before the show opened, Charles Owen received certification for The 4 Star, allowing the world’s first four standard riding helmet to appear. Meeting the Snell, SEI, CE and PAS015:2011 standards, it’s been two years in development. “Designing advanced products will keep [UK manufacturing] ahead because no-one can copy us,” said Roy Burek. Charles Owen also concluded a deal to acquire body protector specialist Airowear on the Thursday before BETA International. Roy told ETN: “I’ve bought the company but intend to keep the two operating independently. Both are great brands. In three months, I want people to say ‘so what’s changed?’” At Airowear, exhibiting as usual at BETA International, Chrissie Beattie reported: “We’ve been really busy; it’s our best show for years.” The winner of the ETN prize draw for £1,000s worth of • products from exhibitors and ETN advertisers was retailer Karen Matthews who runs Manefaire in Bishop’s Stortford, Herts.

www.equestriantradenews.com

Master of innovation: Tom MacGuinness gets to grips with one • of Horseware’s many new products. With its various areas for different brands and a friendly, open feel, the new Horseware stand was reminiscent of a small Irish village. A key feature was the Innovations Lab where visitors could learn more about the technology behind the company’s latest launches using sophisticated audio visual presentations. Louisa Williams, inventor of the Ice Vibe which won an innovations award for Horseware, thought of the idea when she was working in a NH yard as assistant trainer to Charlie Swan. Having studied vibration therapy, and desperate to keep a Grand National runner sound, Louisa adapted a vibrating car seat cover to use on the horse’s legs. Said horse went on to be placed in the big race – and Louisa got a job with Horseware. EQUESTRIAN TRADE NEWS MARCH 2012 29


Abbey England, exhibiting • its recent Catras Leather and Equus acquisitions, celebrated 30th years in business with a cake, balloons and champagne. Pictured, from left, Jane Kane, Richard Brown and Peter Phillips.

At Tagg Equestrian, the Funnell range was going red, white and blue in anticipation of a big event in Greenwich...From left are managing director Tom Eastwood with William and Pippa Funnell. Barnsby, which won an • innovation award for its I-Tree, was among the busiest stands. An eminent saddler fitter whispered to ETN that this company was set to make significant strides in 2012. The footwear experts at • Durango explained the origins of the distinctive ‘harness’ on the Western style boots favoured by Harley Davidson riders. Apparently, they hark back to the days when spurs were commonplace; the metal shank was abandoned, however, when motorcycles replaced horses - and the spurs kept catching on the gear change...

Visitors to Ariat saw fresh ideas alongside perennial favourites. • The new and evocative Team apparel builds on the success of Ariat’s Stable collection of core, all-year-round clothing, “Its launch is timely and follows on from Ariat’s WEG clothing,” explained Phil Duff of Ariat Europe (pictured with ETN editor Liz Benwell). Also at Ariat were a new luggage collection and the new Ariat Bromont waxed black boot (which Phil is holding) with high profile, Spanish-style top. Ariat’s laced, field boot style is now favoured by everyone from foxhunters to show jumpers. A waxed chocolate brown Bromont was also well received.

It’s a small world! David Harrington, of QRS which runs BETA International’s admission and delegate badge system, is the father of Kit Harrington, the actor who appeared in the War Horse stage show.

The Redpin Publishing New Product Gallery was the place to • head for new lines.

Ninety-nine year old iconic New Zealand wool clothing brand Swanndri announced a new UK agency, that of Mike and Angie Claridge of Pear Sales & Marketing. “People are pleased to see us back,” said managing director Mark Nevin who hails from Christchurch, NZ. At the Society of Master Saddlers (SMS) Saddle and Bridle • Making Competitions, Sunday’s joint winners were Ruth Wyatt (King’s Troop) and Joanna Heard (Cirencester Saddlers). Monday saw second year Capel Manor students Tamsin Raymond and Sarah Tate take the honours. On Tuesday, when first-year trainees and students competed, Willem Buntinx from Capel Manor came out on top. Here’s ITV newscaster Alastair Stewart admiring their skills.

30 MARCH 2012 EQUESTRIAN TRADE NEWS

Significant savings are offered to companies wishing to • exhibit at BETA International 2013, with early commitment and prompt payment schemes providing a 7.5 per cent cut to stand prices. To qualify for the early commitment discount and prompt payment rebate, stands should be booked by 16 March 2012, deposits received by 1 October and the final payment made by 7 December. “The discount offered is a great incentive for exhibitors to sign up for next year’s show and another way in which we can show our support and commitment to the equestrian trade,” said Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants. t James Palmer, telephone +44 (0)1937 582111 or email jamesp@beta-int.com

www.equestriantradenews.com


Westgate EFI has “picked up the Rodney Powell body protector brand” • and is working with its namesake to continue to manufacture and market it, according to joint managing director Ed Vant. Other big news at the distributor’s stand was the re-appearance of Equi-Theme clothing and the addition of Gatehouse hats. “It’s been unbelievable with not a moment of downtime,” said Ed of BETA International 2012.

The winner of the Virbac Equine SQP of the • Year was Claire Sellors from Sellors in Calverton, Nottinghamshire. She received her award and prizes, including a VIP trip to the Hickstead Derby meeting, from Alastair Stewart who was at BETA International talking about his role as British Showjumping ambassador. Winning a £90 credit note from Grays of • Shenstone, one of three daily prizes offered by the gift specialist, must have come as welcome good news for Emma Ludwell and Andy Leek from retailers L & L Equestrian in Carlton, South Yorkshire. Their store had been broken into the previous month, leaving them with only a few plaiting bands. The police are investigating. Monday’s winner of Grays’ prize draw, celebrating the company’s 90th anniversary, was Scotland’s Jet Set Saddlery.

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•The BETA International organising team meets War Horse.

EQUESTRIAN TRADE NEWS MARCH 2012 31


RETAILER REACTION “A very profitable visit in terms of finding new suppliers and meeting wholesalers,” said Jean Bushell of Tamar Valley Country Store on her first visit. Canadian retailer Linda Moore (pictured centre), whose Vancouver store The Carrington Shoppe specialises in English country lifestyle products, told ETN: “I’m very impressed with this show. I’m loving Puffa, Jack Murphy and Sherwood Forest. I also like Neue Schule, bling browbands and Thermatex rugs. I’ve been here [at BETA International] for three days and had some very productive conversations. Everyone is so friendly and helpful.”

“A really good day. I particularly liked the fashion show,” said Sacha Aldersey of Edgmere in Cheshire. “BETA International is always nicely presented. War Horse was great,” said Selina Finneran of Milton Equestrian in Worksop. Sealskinz waterproof gloves and socks and Cedar Clothing caught the eye of Fred Phipps from children’s retailer Statsmart. “A really nice show,” he added. Mary Todd from Todds The Saddlers in Kendal, Cumbria, was another to be bowled over by War Horse. She was also taken with Puffa clothing and Charles Owen’s new four standard riding hat. “When I come to BETA International, I always get good ideas on how to promote things [in my shop] and how to dress them up,” she added. “A very professionally done show,” was the verdict from Jennie Hughes from the new Equiport equestrian boutique in Cheshire. Good quality, specialist products is what brought Alex Scott to the NEC, Birmingham from First Saddlery, a new outlet that opened at Rowallan Activity Centre in Scotland last November. “I’m glad we came for two days because you can’t take it all in during just one day,” said Alex who liked the look of Free Jump stirrups. “A good show but some of the stands are too crowded and trying to display too many products,” was the candid response from Mark and Vuokke Denne of Denne Country Store in Leighton Buzzard in Bedfordshire.

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Making a song and dance ETN reports on BETA International’s Puffa Fashion Show, where music, song, dance and clothing collections were a big hit with everyone

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ountry clothing stepped out in style at BETA International as the cream of autumn/winter 2012 collections was showcased to a large audience of industry buyers in the Puffa Fashion Show, complete with crystal chandelier and backdrop of gilt-framed portraits charting the brand’s rich heritage. Casual wear and riding gear shared the runway as models danced their way through some cleverly choreographed and eclectic sets. Ballet shoes and Outlyne body protectors were worn in the Airowear scene as two dancers pirouetted en pointe in a stunning pas de deux before the guys got down and dirty in a range of jazz/funk moves, wearing their quilted Sherwood Forest gilets and jackets. Then, just as you thought it couldn’t get much better, ‘live performance’ was taken up another level as a model grabbed the mic to belt out

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It’s Not Unusual in a particularly rousing finale, which ended in rapturous applause from the audience. Fashion organiser Karen Irving, of Fashion First, had succeeded in taking one of BETA International’s bestloved special features and moving it into a new league entirely. It was great to watch, highly entertaining and provided the perfect showcase for some fabulous clothing ranges. Gilets and polos in cerise, navy and plum arrived on stage to spread Puffa love throughout the halls as the equestrian industry welcomed back this muchloved, iconic brand. Canadian exhibitor Asmar Equestrian followed with its All Weather Rider coat. Sophisticated and with a slightly futuristic appearance, the garment’s clever cut and body-defining lines were picked out under lights. Toggi’s Team GBR collection in red, white and blue was nothing short of

striking. Jodhpurs, polo shirts and rugby tops flew the flag for contemporary design, with a definite nod to fine equestrian tradition. Sporty cotton blousons with embroidered flag and badge embellishments, and striped waistbands, were key players in Ekkia’s Equitheme collection of coats, polo shirts and jackets. The Townend Collection, introduced at last year’s show by none other than the brand’s namesake, Oliver Townend, made a return visit to unleash its stunning range of rugby tops, polo shirts, jackets and breeches. The technical garments sported stripes and logos throughout the range, with the familiar Townend appliqué. Navy proved a capsule colour for Sherwood Forest as jackets, gilets and jodhpurs were given an airing. Contrasting splashes of cerise cut a handsome dash, with aqua, white, navy and cerise stripes added to spice up and complement the collection’s clean lines. Jack Murphy is known for its stylish tweed and fur ensembles, and no one was disappointed when it delivered another great collection centred around these perennial favourites. Waxed cotton and quilted fabrics, however, were also much in evidence throughout the brand’s range of tailored jackets and gilets. Tuffa leather boots

were worn to finish off the ultimate country look. Harry Hall turned patriotic, with Union Jack-trimmed jods and red-and-white rugby shirts. The range also featured a beautifully styled, cherry-red quilted jacket with a belt to really cinch in the waist for a gorgeous, hourglass silhouette. Horseware Ireland was positively purring, with a leopard-print fleecy jacket and co-ordinating hat. Fur prints have been big on the high street for a few seasons, but this was taking things in an entirely different direction. The brand’s Newmarket collection moved away from familiar colourways and opened the door to grey marl, plum, black and navy in some fascinating, fluffy fabrics that are bang on trend for autumn/winter. Pretty shades of plum, heather, navy and pink were used to great success in the Tottie collection of hooded sweaters, polo shirts and zipped jackets.

EQUESTRIAN TRADE NEWS MARCH 2012 33


Celebrating extraordinary invention

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ntries across seven categories vied for top spots at the BETA International Innovation Awards sponsored by Horse & Rider magazine. The panel of judges selected for their standing and experience in each of their specialist fields were eventing legend Blyth Tait, Hartpury College equine event director Janet Plant and current world champion farrier Steven Beane. Also on the judging panel were horseman Michael Peace of Think Equus, Metropolitan Police Mounted Branch director Danny Butler and Liz Benwell, editor of ETN, which is media partner to BETA International 2012. “Finding a winner for each category is never an easy task, but this year proved especially challenging." said Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants. "There was a high standard of entries across the board, demonstrating truly original design, significant levels of market research and quality manufacture." This year’s equestrian product innovators were applauded by a packed crowd surrounding the BETA International stage. Presentations were made by Andrea Moffatt of Horse&Rider magazine. The winners, who earn the right to use the exclusive BETA International Innovation Awards logo to promote their products, were:

FEED AND SUPPLEMENTS WINNER Company: Racing Blue Product: Racing Blue Storm An exciting breakthrough in equine performance nutrition, this dietary supplement is the result of extensive published scientific research. Racing Blue Storm contains sport patented beta-alanine to boost the horse’s innate ability to delay muscle fatigue through improved management of lactic acid. Judges’ comments: “This supplement is truly innovative and backed by impressive research, including species specific trials. Without a doubt, it is an extremely beneficial addition to the diet of all performance horses.” HIGHLY COMMENDED Company: Greenans Products Product: Smart Bunker An innovative feed storage solution which rotates feed to ensure freshness, the sturdy Smart Bunker also eliminates waste, is fully secure and vermin proof and easy to assemble with a 200kg capacity. Judges’ comments: “A clever solution to ensure feed is fresh and free from contamination. The locks are a valuable feature to provide security when in use at competitions or for outside storage, which is appropriate as the Smart Bunker is waterproof.”

HORSECARE PRODUCTS AND EQUIPMENT

Horse & Rider Innovation Awards judges Danny Butler, Michael Peace, Steven Beane, Blyth Tait, Liz Benwell and Janet Plant were each presented with a bottle of champagne by Horse & Rider editor Alison Bridge (2nd left) and sales director Andrea Moffatt (far right).

34 MARCH 2012 EQUESTRIAN TRADE NEWS

WINNER Company: Horseware Products Product: ICE-VIBE A comfortable, neoprene boot which combines cold wraps and vibrating panels to deliver electronic cold circulation therapy. It delivers vibration therapy, which increases circulation, with cold therapy to reduce inflammation and offers safe and effective treatment as it allows blood flow to be maintained. Judges’ comments: “The overall presentation of this product was very appealing and it has years of research behind it. Not only does it deliver electronic cold circulation therapy, it can also be used without the cold wraps to boost circulation in the legs. A very versatile product for everyday use.” www.equestriantradenews.com


HIGHLY COMMENDED Company: Propress Equine Product: Flexi-neb Equine Nebuliser A portable equine nebulisation system that is silent and runs from a rechargeable battery. The flexible mask is comfortable for the horse and has the potential to deliver faster treatment. Judges’ comments: “The Flexi-neb has no connecting wires allowing complete flexibility when administering treatment to horses. Very easy to use and built to last, this durable nebuliser is leading the way for inhalation therapy.”

HIGHLY COMMENDED Company: EquiAmi Product: EquiAmi Lunge Cavesson A modern version of an ageold classic, this innovative lunge cavesson is flatter, lightweight and soft, providing a better fit to minimise movement which may cause pinching or rubbing. Judges’ comments: “The low cheeks and wide noseband are beneficial adaptations resulting in a comfortable and well-fitting cavesson. It is user friendly, durable and offers excellent value for money.”

PET PRODUCTS

SAFETY AND SECURITY

WINNER Company: Pet Republic Ltd Product: Stop Muddy Paws A barrier rug made from a BFC fibre, which helps to remove dirt and is absorbent. It is nonslip, machine washable and available in a variety of fun designs, competitively priced. Judges’ comments: “A very handy product to help keep muddy paws at bay. Very nicely packaged with great eye-catching designs to brighten any doorway. It is appealing for any pet owner and priced to sell.”

WINNER Company: Premier EPOS Product: I pod PDA Cutting-edge EPOS software, I pod PDA allows remote access for full business control anywhere in the world. Judges’ comments: “This system allows the busy retailer to monitor stock levels twentyfour-seven. It also indicates potential loss due to shop-lifting or internal security challenges.”

RIDER CLOTHING WINNER Company: EquiSapiens Product: Sonnenreiter Halifax Breeches Highly elastic riding breeches made from premium European Gebutex micro viscose, incorporating a high quality artificial full leather seat, unique patented leg zip and anti-slip rubber band around the ankle hem. Judges’ comments: “A revelation for riders that have struggled for years with breeches riding up and more effective and comfortable than those with traditional Velcro fastenings. They not only perform well but are also elegantly shaped and very smart.”

SADDLERY AND TACK WINNER Company: Barnsby Product: I Tree A fully adjustable carbon fibre saddle tree used with a patented heating system. Offering advanced technology, the I Tree is manufactured from aerospace composite material, as seen in Formula 1 cars. Judges’ comments: “This is an excellent development for the saddle fitting industry which allows adjustments to the tree to ensure the best possible fit for horses. The pricing is sensible and will allow saddle fitters more flexibility.” www.equestriantradenews.com

OTHER WINNER Company: TORQ Product: TORQ Energy Drink – Natural Vanilla Utilising the latest scientific research, TORQ’s energy drink in Natural Vanilla flavour, combines two natural carbohydrates (maltodextrin and fructose) delivering energy effectively during exercise. Judges’ comments: “The powder is easy to mix, for a smooth energy drink which is delicious and extremely cost effective. The sports science research behind TORQ is reassuring for those demanding optimum performance.” HIGHLY COMMENDED Company: Racewood Product: Racewood Jumping Simulator The world’s first jumping simulator designed specifically as a training aid, for both novice riders building confidence, and experienced riders honing technique. Simulates jumping whilst in a high fidelity cross-country environment. Judges’ comments: “An excellent teaching aid providing sophisticated feedback and also great for building confidence in novice or nervous riders. The successful result of substantial development.” EQUESTRIAN TRADE NEWS MARCH 2012 35


Standing tall... ETN reports on who won the coveted Best Stand Awards at BETA International 2012.

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xhibition stands at BETA International 2012 succeeded in raising the bar yet again, with quality designs and effective layouts on display. Every exhibitor is automatically entered into the BETA International Best Stand Awards – sponsored by The Wine and Hamper Company – which recognise and acknowledge those stands that make a significant contribution to the entire retailer experience. Factors such as overall shape, accessibility, lighting, stock display and the staff themselves were considered by judges Tony Morley, of The Wine and Hamper Company, and Jennifer Dixon-Clegg, of the show’s named charity, The Fortune Centre of Riding Therapy, who toured the halls searching for the winner of the Best Large Stand (32 metres and over) and Best Small Stand (under 32 metres). “Stands of the calibre we see at the trade fair require a huge amount of time, planning and consideration,” said Claire Thomas, commercial manager of BETA International organiser Equestrian Management Consultants (EMC). “We are extremely pleased to honour our exhibitors’ efforts in this way and we have some very worthy winners once again.” This year’s winners are . . .

BEST LARGE STAND Winner: Puffa Judges’ comments: A striking stand that was bold and simple. Staff were approachable and extremely clued-up about their brand, displaying a strong sense of pride and ownership. Runner-up: Horseware Ireland Judges’ comments: An attractive stand with highly professional and efficient staff. The way in which they dealt with customers – even when extremely busy – was exemplary.

Jennifer Dixon-Clegg, director of the Fortune Centre of Riding Therapy, chosen charity of BETA International 2012, presents the Best Stand Award (large category) to Krishan Sohal of Puffa.

BEST SMALL STAND Winner: Gabriella Shaw Ceramics Judges’ comments: This stand was very well laid out with great usage of space. There were attractive displays of UKproduced products with gifts for all ages, which appealed to everyone – not just equestrians! Members of staff were Gabriella Shaw Ceramics extremely knowledgeable and knew their receives the Best Stand products inside out. They could not do Award (small category) enough for visitors and were extremely from Jennifer Dixon-Clegg, director of BETA accommodating. International 2012 chosen Runner-up: Ella London charity The Fortune Centre of Riding Therapy. Judges’ comments: A simple, clearly laid out stand run by people who had a passion for what they did. Kind, enthusiastic and incredibly keen to become part of the country goods supply chain, they pitched salesmanship at the right level and were never pushy.

36 MARCH 2012 EQUESTRIAN TRADE NEWS

A competition of the Titans This year’s Society of Master Saddlers’ Annual National Competitions were a superb demonstration of outstanding achievements, reports Pat Crawford.

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osted by The Worshipful Company of Saddlers in its elegant livery hall in the City of London, eleven classes gave opportunities for everyone - from apprentices to Masters – to compete in their peer group. The ultimate prize, the Maurice Emtage Trophy for Best-in-Show, was awarded to Catrien Coppens for the sixth time. Achieving this remarkable record can only really be judged in context with understanding the superiority – in global terms – of the crafts and skill standards in the UK saddlery and harness industries. The evening was truly a competition of the Titans. Throughout all the classes, judges were presented with some tough decisions, so high was the overall standard. A large percentage of the prize-winners had undertaken training with Mark Romain at the Saddlery Training Centre, Salisbury. Capel Manor College, which some years ago incorporated Cordwainers ‘the leather college’, also showcased the valuable contribution it makes to training when its students took the first three places in a bridlework class restricted

to those in their first two years of training. One aspect for which the SMS is not automatically recognised concerns the way in which members use their craft skills in very diverse directions. Every year the current SMS President has opportunity to devise a class of his or her choice and this year Steve Marks specified ‘a toy or game made from leather’. The exhibits throughout this large class demonstrated real ingenuity as well as craft skills, the eventual winner being Helen Reader with her chess set. Saddlers and harnessmakers from the Royal Mews always feature in the prize list. Headed up by Master Saddler/Master Harness-maker Frances Kelly, they are recognised for their outstanding ability. This year’s winner of the Best in Show, Catrien Coppens, works at the Mews and other members of the team carried off a clutch of top prizes. The SMS introduced Associate Overseas Membership in 2001 and membership now circles the globe. Jan Guldborg made his trip from Denmark worthwhile by taking second in a class for saddles.

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MAJOR AWARD WINNERS • Neil McCarraher Trophy for the most attractive and

commercially viable saddle – Patrick Keane of Patrick Saddlery.

• Tony Byrne Memorial Trophy for the best harness entry by an Apprentice/Trainee – Abby Nowell. • Tony Russell Memorial Trophy for the best harness entry – Catrien Coppens. • Alf Batchelor Memorial Trophy for the best bridlework entry – Lisa Hoskins. • Les Coker Millennium trophy for the best entry by an apprentice – Abby Nowell. • Bruce Emtage Memorial Plate for best in Show – Catrien Coppens.

CLASS 6 A Miniature piece of leather riding or driving equipment. First: Jack Hargreaves, Individual member and Royal Mews Second: Frances Kelly, Individual member and Royal Mews Third: John Flavell, E Jeffries & Son Premium Awards: Jack Hargreaves, Frances Kelly, John Flavell, Jennifer Roy, Patrick Keane CLASS 7 Open Bridle – Any Riding Bridle suitable for use in an Olympic discipline. First: Lisa Hoskins, Individual member Second: Jennifer Roy, Individual member Third: Helen Reader, Individual member Fourth: Julie Yates, E Jeffries & Son Premium Awards: Lisa Hoskins, Jennifer Roy, Helen Reader & Julie Yates CLASS 2 Open Harness – Any Leather Driving Bridle First: Catrien Coppens, Individual member and Royal Mews Second: Jeanette Hutchinson, Individual member & Royal Mews Third: Jennifer Roy, Individual member Premium Award: Catrien Coppens

Society of Master Saddlers’ National Saddlery Competition 2012 results CLASS 1 Master & Apprentice: A Head Collar and Plain Leather Lead Rein Headcollar made by the apprentice and Lead Rein by the Master. Winners: Chris Taylor & Abby Nowell, Saddlers Den Premium Awards: Abby Nowell, Lauren Barton & Marian McArdle CLASS 2 President’s Choice: A toy or game made from leather. First: Helen Reader, Individual member Second: Chris Taylor, Individual member Third: Shirley Ball, E Jeffries & Son Premium Awards: Helen Reader, Chris Taylor, Shirley Ball CLASS 3 Open Saddle: Any design of leather English Astride Saddle suitable for use in an Olympic discipline First: Patrick Keane, Patrick Saddlery Second: Lee Jones, Patrick Saddlery Third: Dennis Townsend, Ryder Saddlery CLASS 4A Trade Saddle: Any design of Working Hunter or Show Saddle. First: Patrick Saddlery Premium Award: Patrick Keane CLASS 5 Small Business saddle makers who manufacture no more than six saddles a year. Any design of English astride leather saddle. First: Helen Leedham Second: Jan Guldborg Third: George MacEachran Premium Awards: Helen Leedham & Jan Guldborg

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CLASS 9 Intermediate Bridle Olympic discipline. First: Second: Third: Premium Awards:

– Any design of Girth suitable for use in an Jack Hargreaves, Individual member and Royal Mews Jeanette Hutchinson, Ind. Member and Royal Mews Myra Bee Jack Hargreaves, Jeanette Hutchinson, Myra Bee and Keith Dobson, E Jeffries

CLASS 10 Trainee Saddle – Any type or size of leather saddle (meeting City & Guilds Level 2 or 3 specification). First: Joanna Heard, Stroud Saddlery & Saddlery Training Centre (STC) Second: Sharon Church, Individual member & STC Third: Lauren Barton, Stroud Saddlery & STC Premium Awards: Joanna Heard & Sharon Church CLASS 11A The first trainee bridle class for those in their first two years of training, sponsored by H Webber and Osbourne Tools who supplied tools vouchers worth £325 Trainee Bridlework – A Snaffle Bridle conforming to Level 2 City & Guilds Skills Assessment specification. First: Ellie Tomlinson, Capel Manor College (CMC) Second: Sarah Tate, CMC Third: Paul Hope, CMC Highly Commended: Tamsin Raymond (CMC), Nina Ball (CMC) & Abby Nowell, Saddlers’ Den Premium Awards: Ellie Tomlinson CLASS 11B The second trainee bridle class for those in their third and fourth years of training, sponsored by Abbey England who supplied tools vouchers worth £325 Trainee Bridle – A Show Double Bridle conforming to Level 3 City and Guilds Skills Assessment specification. First: Joanne Heard, Stroud Saddlery & STC Second: Rachael Davie, Individual member & STC Third: Tanis Brain, Pointings Saddlery & STC Premium Award: Joanna Heard & Rachael Davie

EQUESTRIAN TRADE NEWS MARCH 2012 37


When a name’s in the frame... When it comes to ‘rider ranges’ it’s easy to assume that the manufacturer develops and designs the products and the star gets paid for the use of his or her name. Not so, as Penny Richardson discovers.

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venting legend Mark Todd was the perfect name to start an equestrian range. The idea came about in 1995 when he shared a yard with Belgian rider Bruno Goyens, now joint managing director of Westgate EFI. Bruno was already working in the industry, so he and Mark came up with the concept of quality products at affordable prices, with the emphasis on classic lines and colours. It worked, too, as Mark Todd rugs are still based on the original designs, although the fabric has changed with advances in technology. “Mark’s a legend so of course having his name on products helps enormously,” says Tracey Woods, Westgate’s marketing and product manager.

It gives me something else to think about other than riding horses.

Oliver Townend

“It was a marketing dream for us when he came out of retirement and even more so when he won Badminton again.” Since returning to Britain after time spent training racehorses in his native New Zealand, Mark has had extra input into his range. “The level of involvement depends on the product. He contributes more with the tack and saddles, for example, than in choosing fabric and colours for clothing,” adds Tracey.

Mark describes himself as a “walking advert” for his eponymous range. “The Mark Todd Collection is featured on the horsebox, saddlecloths and team kit, and my website links through to the WEFI site. I don’t sell the products myself, as that would undermine the retail stockists, but I get involved with magazine articles and competitions organised under the brand banner, as well as autograph signings at events and stockists’ open days. I also visit the stand at the BETA International,” he explains. Mark uses his products all the time. “I don’t have a particular favourite, but the rugs and travel boots are really good,” he says. “We all wear the clothing and footwear, and I like the leatherwork range.” Tagg Equestrian has the best of both the show jumping and eventing worlds through its Funnell range. In fact, this was one of the main selling points when Tagg took over the brand. “William and Pippa’s consent to continue with the new owners was critical to the sale,” confirms Elaine Welsford, Tagg’s PR consultant, who says the Funnells are extremely involved in the business. “Pippa and William play a huge part in deciding on and testing the ranges and nothing goes to the market without their approval. They’re also included in all our advertising and promotion in the media and in-store, as time allows,” she explains. Mary King’s clothing brand was launched by Joules in 2009. The top eventer had plenty of input at the start, but is now happy to leave design matters to Joules.

38 MARCH 2012 EQUESTRIAN TRADE NEWS

Mark Todd (left) and Bruno Goyens discuss the finer points of a Mark Todd saddles.

“When Joules introduce a new item, they run it by me first and before every item comes out I’m sent a ‘test-run’ pack and give feedback. However, I do trust the company and they know what they’re doing,” she says. Does Mary also get plenty from the deal? “Oh yes, very much so - we work well together. It’s not as though I’m forced to wear the products either; it’s clothing I’d choose to buy anyway,” she explains. Irish manufacturer Horseware has had a long association with another British eventing ‘great’ in Lucinda Green. Lucinda, who describes her classic country collection as “the clothes I needed desperately, but couldn’t find elsewhere”, has a high input into design and tests and wears everything herself. Horseware added another big name to its brand through last year’s launch of the Rodrigo Pessoa range. The show jumper’s family had produced own-name tack for some time, but this was his first venture into clothing. One of the latest eventers to go into own-range products is Oliver Townend. The idea came about at a lunch meeting between Oliver and manufacturer Battles, which sponsors him through its Lincoln brand.

“We were chatting and the conversation turned to whether Oliver would like his own line. Both sides thought it was a fabulous idea and the whole thing started from there,” says commercial manager Anna Clarke. Typically, Oliver has thrown heart and soul into the business. “He sees all the designs and has loads of input into the products that effect riding performance, such as breeches,” says Anna. “He’s also fantastic at supporting retailers. He’s done store visits, signings, talks and even a few fashion shows.” So what does Oliver think of his new career as an entrepreneur and supermodel? “I’m absolutely loving it because it gives me something else to think about other than riding horses,” he says. “I’m not sure I’m a natural model, but my whole involvement has been really exciting.” Top riders don’t just get involved in saddlery and clothing, as Net-Tex has proved through its Carl Hester performance range and Lynn Russell showing collection. Carl’s range came about after he gave Net-Tex a ‘wishlist’ of products he would love to find on the market. “When we started the range, we had loads of feedback from Carl and his head girl and we www.equestriantradenews.com


Oliver Townend has thrown heart and soul into his range.

Lucinda Green’s range comprises clothes she needed but couldn’t find – until she teamed up with Horseware.

Carl Hester gave Net-Tex a wish-list.

A name to inspire. Lynn Russell uses ‘her’ range all the time.

also had to ensure the products were acceptable for FEI competition,” says Net-Tex equestrian business manager Serena Kidd. “Carl’s great at promoting the range. He isn’t overly pushy, but he believes in it and tells people so.” Carl is now happy to take more of a back seat. “The range seems to run itself and has become a huge hit, so I leave it to the experts at Net-Tex,” he says. “We use everything ourselves and find the calmers really useful, particularly for young horses.” Lynn Russell agrees, saying: “I use my range all the time: at home, shows and clinics. In fact, I don’t use anything else, as the products work.” Lynn’s association with NetTex started five years ago, when the company looked for a leading showing name synonymous with grey horses. “Lynn and her cob Polaris fitted the bill perfectly,” says Serena. Some leading riders have chosen to cut out the middleman and start a family business to carry their own www.equestriantradenews.com

ranges. A case in point is Australian eventer Clayton Fredericks, who owns Southern Stars Saddlery with his brother Kelvin. Clayton and wife Lucinda are involved in saddle design and testing and the family has now introduced a Team Fredericks clothing line. Another famous name with her own business is Dutch dressage star Anky van Grunsven, who launched Anky Technical Casuals (ATC) in 1998. The clothes are manufactured by The Tack Factory, a company whose head office is based at Anky’s yard. “I found most riding clothes uncomfortable and unfashionable, so I wanted to start a line that combined technical materials with comfort and quality,” explains Anky, who helps with the design and tests the collections every year. The idea certainly worked. ATC is now producing clothes for other sports and is sold in 30 countries worldwide. Around the same time Anky had her original idea, show

Pippa and William Funnell’s continued support was critical to the acquisition of the Funnell brand by Tagg Equestrian.

jumper John Whitaker and his wife Clare were discussing starting their own saddlery and clothing business. They got together with an old friend, Ginette Brogan, and John Whitaker International was born. “I’d always been involved with designing my own tack in a small way and Ginette was the perfect person to go into partnership with,” says John. “She’s fantastic at the buying and selling part and we do the testing and have ideas for new products. Everything comes to us first as samples and we or the grooms make sure they work well before they go on sale.” John Whitaker International ranges are named after members of the Whitaker family or their horses and some 12 years later the company’s products are among the top choices for UK show jumpers. “We started off in a reasonably small way and the business just kept growing. I really enjoy the involvement,” says John. EQUESTRIAN TRADE NEWS MARCH 2012 39


Gearing up to win On the eve of the outdoor show season, ETN looks at products to get your customers into the ribbons.

Products that earn a red rosette SNOWHILL Trade Saddlery can help you kit out horse and rider ready for the competition season, whatever your customers’ favourite horse sports. Stylish Rhinegold Competition Breeches are made from comfortable cotton / Lycra stretching material. They feature a full Clarino seat and a handy front zip pocket. Available in beige, black, navy, white or grey and sizes 24” to 34”, with regular and long fittings, you’re sure to find the ideal pair for every customer and need. Trade prices begin at £24.90 for volume orders. Rhinegold Sport Competition Boots are a durable and excellent value staple to stock. Featuring handy Velcro fastenings, they are available in black or white, with sizes small to extra large. They are priced at £15.50 to the trade. The Rhinegold German Leather Comfort Double Bridle is handcrafted from selected German leather and features a comfort design headpiece. Soft padding around the ears plus a clever design removes pressure from the horse’s head. Stainless steel fittings round out this product’s comprehensive specification. Available in black or havana finishes and sizes from Pony to Extra Full, the Rhinegold Comfort Double Bridle represents astonishing value at £42.50 to the trade. t Snowhill Trade Saddlery 01243 672323.

Winning saddle pads WITH more than 40 styles to choose from, NuuMed has a saddlepad to fit most saddles across the equestrian disciplines. Favourites for dressage are the HiWither Everyday saddlepad and the HiWither half wool saddlepad. For jumping, the close contact and forward cut versions of the HiWither Everyday and half wool saddlepads are ideal. For those that preferring a numnah, the HiWither Close Contact numnah with half wool lining is a good choice New from Griffin NuuMed for 2012 is a smart range of half wool saddlepads and numnahs with natural wool collars. The company uses high quality British materials, in particular British wool the number one material to put on a horse’s back. All products are designed and made in NuuMed’s factory in Somerset. t Griffin NuuMed 01458 210324.

Top riders’ choice WALSALL based Barnsby has been making saddles and bridles for more than 200 years. Working with respected international competitors is one way in which the company keeps in touch with the requirements of top competitors from different disciplines. Currently they include eventer Mary King and show jumper Guy Williams. Mary has worked with Barnsby for a number of years and one of her favourite pieces of kit is the Xtreem Cross-Country Saddle. Built on a lightweight carbon fibre tree, its ultra-close contact design prompts Mary to say: “I wouldn’t go cross-country in any other saddle.” Guy likes to compete in the Schockemöhle Jump Saddle. It features extralarge knee and calf blocks for security, while allowing freedom of movement for optimum balance over a fence. With a tree designed to accommodate the jump rider’s forward position, there’s a choice of hand-crafted felt and latex foam or natural wool flocked panels. “I have 100% trust in Barnsby and the equipment I use,” says Guy. t Barnsby 01922 621676. 40 MARCH 2012 EQUESTRIAN TRADE NEWS

When performance matters... EQUETECH has launched a new performance fabric called Hexatec. Featuring a honeycomb knitted design, it regulates the hard-working body’s temperature and wicks away moisture. Hexatec appears in seven new Equetech shirt designs, Diamante Competition, Show shirts, Men’s Competition, Junior Sleeveless Competition and Boys’ Competition shirts. Colours are white and buttermilk with RRPs from £25.95 With a relaxation of dressage jacket rules, there’s bound to be a rush for new acquisitions this season. Equetech offers more than 15 different shades and fabrics, including pinstripes and stretch shell fabrics. The jackets are UK made (with made-tomeasure service available) and include standard riding jackets, waistcoats and cutaway styles. Tail coats feature wipe-clean tails linings. Amy Stovold, Emile Faurie and James Burtwell are among the professional riders converting to Equetech. Foundation wear is often forgotten by riders – until it rubs! Equetech has tops and briefs with padding and seams in all the right places. Made in cotton/Lycra for support and comfort, the whole range is UK made. RRPs are from £9.25. t Equetech 01296 688966.

Handy competition companion CARROTS’ Competition Gloves offer comfort and protection via a lightweight, stretchy and durable fabric. The four way stretch fabric – plus leather reinforcement at fingers and thumbs - also allows for flexibility and close rein contact, while keeping hands cool and dry in warm weather. Carrots Competition Gloves are in black, brown, cream or, new for 2012, navy. RRP is around £15. t Carrots UK 01245 445362.

Dazzling detail IF you want to stock something individual this season, check out Pikeur Felina breeches. Part of the Next Generation collection, they feature gorgeous applique diamanté decoration. Distributed in the UK by Belstane, Felina breeches a three-quarter patch seat, slanting front pockets, rear jeans pockets and a new stretch leg closing feature. The material is 66% cotton, 27% polyamide and 7% elastane with sizes XXS to XL. Colours available are black, night blue and white. t Belstane Marketing 01335 372600.

It’s the tops! THE Ariat Aptos Show Top is made from lightweight, stretch poly pique - designed to keep the wearer cool and dry during strenuous activity. With a white mock collar, stock tie loop and hidden snap closure, it comes in short sleeve style, at an RRP of £32.50 in white, pink or navy eclipse. There’s also a sleeveless style at £29.99, in white or navy eclipse. t Ariat-Europe 0845 600 3209.

Cheekily named breeches NEW Pimplebum breeches from Tagg are stylish on the outside while secretly helping rider security. Available in canary or beige, they have an inserted seat of ‘puff print’ self -coloured dots for seat security in all weathers. With a neat, flat front and a low waist with belt loops, Pimplebum breeches are made in knitted, stretch, 95% cotton fabric which is easily washed at 40 degrees. The Pimplebum range comes in ladies’ sizes 24” to 34” at a trade price of £15.95, with children’s styles at £12.95 (trade). t Tagg Equestrian 01636 636135. www.equestriantradenews.com


Dressing for dressage Governing body British Dressage (BD) is notoriously vigilant about maintaining a classic look in the arena – so how can your customers look and feel fabulous while avoiding a dressing-down when they dress up for dressage?

T

he dressage rule that’s hit the headlines has been the requirement for riders at Advanced level and above to wear up-to-standard hats. Eventer Emily Llewellyn was recently left red-faced when she competed in a beagler hat in an affiliated Preliminary test, thus breaking the new rule. In short, BD’s revised clothing rules are as follows:

Advanced tests and above Tail coats are commonly worn at this level, and BD states they must be in a plain, conservative, dark colour: ‘For example navy, bottle green or charcoal grey, etc.’ (This is a change from the preceding rules, whereby only black and dark blue were allowed). A short jacket may alternatively be worn.

Both jackets are worn with a correctly tied white/cream stock or tie. Either up-to-standard protective hats or top hats are allowed in Advanced tests. Military uniform may be worn, along with a protective hat or uniform cap.

Introductory to Advanced Medium Tests At this level, military uniform, a short jacket or a tweed coat with correctly tied stock, white American collar or shirt and tie, and up-to-standard hat are deemed suitable. Tweed coats should not be brightly coloured, or have loud patterns.

Hats Protective hats [to current standards as defined by BD] must be worn by all riders at all times when mounted at a BD competition, including exercising, warming up and competing.

Top hats and uniform hats are permitted as an exception to this rule only for Advanced to Grand Prix classes (including FEI Young Rider level) but only for the warm up directly prior to the competition and the competition test itself. Protective hats may be worn in place of a top hat at Advanced to Grand Prix and with both short jacket and tail coat. Hats and hat covers must be predominately black or navy blue or of a conservative dark colour that matches the rider’s jacket.

Breeches/Jodhpurs Leg wear must be plain white, cream or beige, except when worn with official uniform, when they may be of the uniform colour.

Gloves Gloves must be worn, and white, beige or cream gloves are strongly preferred.

Boots These must be plain black or brown and may be top boots or jodhpur boots. Gaiters may be worn, providing they are of identical leather to the boots. Neither boots nor gaiters may have any decoration of any sort, except discreet manufacturer’s logo studs.

Rider jewellery BD makes no stipulations in its rulebook about jewellery, however competitors agree that simple, understated jewellery such as stud earrings are acceptable dressage attire.

Common pitfalls 1. Non-regulation headwear: Beaglers, or any similar types of hats without chin straps, are not permitted for affiliated dressage now, and organisers are promising to ‘clamp down’ on the new ruling that became mandatory on 1st December 2011.

Dressage is all about presentation – but turnout must stay within the rules. Organisers will eliminate unsuitablydressed competitors..A BD spokesperson states that: "[Dressage] judges have been notified that from 1st January, any leniency over the rule should cease.” 2. Blingy boots: Dressage competition boots may not have decoration of any sort, except for discreet logo studs, so boots with prominent diamante or similar embellishments would be an unwise investment purchase for customers wanting to do pure dressage, although they are fine for jumping contests. 3. Bold tail coats: Until recently, only black and dark blue tailcoats were sanctioned, however ‘conservative, dark colours’ are now allowed. BD admits that pin stripes are a ‘slightly grey area’, but a BD representative states that pin stripe is allowed, if it is subtle. From a distance, you should hardly be able tell it is pin stripe. “Bold pin stripe is not permitted,” a representative from BD clarifies. 4. Breeches with logos: Dressage leg wear must be plain, so breeches with obvious logos are not allowed. Again, such items are more suited to jumping contests.

CASE STUDY Canada-based high-fashion clothing manufacturer, Asmar Equestrian, recently launched a Dressage Tail Coat, RRP around £400, in two colourways – black or navy-pin stripe. And it is allowed under BD rules. “The pin stripes are a grey tone and sit well with the coat, giving a subtle appearance,” a BD spokesperson stated. The coat also features false points showing under the cut-away front of the garment, to simulate the look of a waistcoat, in plum, pewter, deep red and traditional golden yellow.

42 MARCH 2012 EQUESTRIAN TRADE NEWS

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Fighting the flab ETN gathers together the latest products to help your customers beat that perennial equine problem of Spring weight gain – and its associated health problems. Help them stay safe “WHILE some causes of laminitis are harder to avoid, nutritionally induced laminitis is the easiest to prevent,” says Clare Barfoot of Spillers. “We suggest merchants stock low starch, high fibre feeds such as chopped fibre feeds approved by The Laminitis Trust or a low calorie balancer that will balance the nutrients in a forage- based diet without providing high levels of energy or starch,” added Clare. Spillers Happy Hoof, a low calorie, short-chop forage which can be used as a complete feed, is a handy line to keep in stock. Containing all the vitamins and minerals the horse needs to stay in good health, it’s designed to extend eating time. Spillers Happy Hoof was the first complete chopped fibre feed to be approved by the Laminitis Trust. Spillers High Fibre Cubes, meanwhile, are low in starch and high in fibre, with high levels of vitamins and minerals, making them a safe choice for horses and ponies prone to laminitis. They can also be soaked to form a mash for veterans that can’t manage long fibres. With a whole cereal-free, low starch, non-heating formulation, Spillers Lite Balancer is ideal for overweight horses and ponies and those prone to laminitis. It’s designed to be fed alongside a low calorie, compound feed or a forage only diet. t Spillers Care-Line 01908 226626.

Introducing ‘diet’ haylage SILVERMOOR Lite is said to be the first haylage product with a guaranteed sugar content of less than 10%. Grown and bagged in Northumberland by Ralph Thompson and his family, the haylage is produced from special ryegrass leys with good-doers in mind. Safe to feed to laminitics, Silvermoor Lite has less than 9% protein, is dustfree and high in fibre. t Silvermoor Farm 07929 561717.

Laminitis research underway SANTÉ Franglais, the company behind Aloeride, is currently undertaking research into the benefits of feeding aloe vera in relation to laminitis. Aloeride is a pure, certified, organic aloe vera supplement which is known to offer a number of positive health benefits; early trials have indicated a benefit in the recovery of laminitic horses and ponies. These initial, empirical findings are being further investigated. Aloeride is available in one-a-day sachets, is taste-free, has a long shelf life and requires no refrigeration. 30 sachets (1 month’s worth) contain 12 litres of aloe vera juice. The RRP is £55.20. Aloeride has been tested by an accredited Newmarket laboratory and does not contain any synthetic compounds, making it the ideal supplement for horses undergoing treatment or daily medication. t Aloeride 01858 464550. www.equestriantradenews.com

The Spring flush of rich grass looks glorious, but can spell danger to the laminitis prone equine, warns Allen & Page.

Laminitis watch THE Spring flush of rich grass can spell danger for horses and ponies prone to laminitis. “Many customers will come into your shop asking for feed advice and seeking low starch, low sugar, laminitisfriendly feeds,” says Allen & Page’s marketing manager Clara Baillie-Lane. “However, it’s equally important to advise the horse owners who aren’t seeking this information. “Many horse owners are easy to sell to as they are already on the lookout for warning signs. It’s the owners who are unaware of the risks of weight gain and laminitis that you may need to advise at this time of year.” The best way to make customers aware of the dangers of laminitis is to create an eye catching display - perhaps a seasonal window display. Allen & Page nutritionist Rachel Parrott suggests the following wording on a sign: Laminitis should be treated as a veterinary emergency. Call your vet immediately if you believe your horse may have laminitis. Your local veterinary practice should be contacted if you wish to include more detailed information about the condition. Perhaps you could reciprocate by including their contact details? “You can also make sure you provide information on feeds that can help to avoid the condition in the first place,” added Rachel. “High fibre, low sugar and low starch feeds are the best option. Create an in-store display with a selection of laminitis-friendly, fibre feeds such as Fast Fibre and ‘L’ Mix, alongside weigh-tapes for purchase, feed helpline phone numbers and a body condition scoring chart.” The inclusion in ‘L’ Mix of fibre in the form of alfalfa and chaff ensures increased chewing time. It also contains vegetable proteins and unsaturated oils, providing essential nutrients plus yeast providing a natural source of vitamins and minerals. The feed also contains premium grade herbs, specifically for hoof health, to help support the laminitis-prone horse or pony. t Allen & Page 01362 822902.

Net profits ELIM-A-NET is a haynet which slows down the rate at which greedy horses get thought their forage – thanks to an inner net that alters the size and shape of the holes. The additional time and trouble horses expend reaching their grub also means Elim-aNet is a great boredom buster. Another advantage is that it’s highly unlikely a horse or pony could get its foot through a hole in this haynet, making it much safer than some to leave in the stable or lorry or trailer while travelling. Elim-a-Net is well made, too, with sturdy rings and a properly strong tyingup rope. It comes in Pony, Cob and Horse sizes with RRPs from £9.99. t Parell Products 07715 172 470. EQUESTRIAN TRADE NEWS MARCH 2012 43


Long term support

Cutting grass intake

THINK Laminitix from Brinicombe Equine is a supplement that aims to make life easier for owners of laminitis prone equines. Selected ingredients provide essential vitamins and minerals along with key nutrients such as biotin and zinc for healthy hooves. A combination of antioxidants, chelated magnesium and cinnamon works towards a healthy immune system and help in stabilising blood sugar levels for long term support. The palatable, granular product can be mixed with a suitable high fibre feed. A 2kg container (RRP £34.95) will last a horse for up to 40 days. t Brinicombe Equine 08700 606206.

GRAZING muzzles have become a popular way of restricting fat equines’ grass intake without the need for constant stabling. This Deluxe Grazing Muzzle from KM Elite is padded and comes in small pony through to extra large sizes. t K M Elite 01403 759659.

Improve the diet NAF’s Laminaze has been reformulated for increased benefits. As well as supplying natural nutrients, some of which support the health of the hoof, it has a rich antioxidant content. Laminaze now offers additional nutritional support specifically targeting the health of the gut too. Your customers who own laminitis prone equines can make an important contribution towards improving their diets by ensuring new Laminaze is part of the daily feed, says NAF. In fact, the company recommends using the product well in advance of the first flush of fresh grass to set up natural defences from within. RRPs are £18.95 for 375g (15 days supply) and £30.95 for 750g (30 days supply). Larger sizes are available. t NAF 01600 710700.

Hoof it! As the sodden ground dries up, horses’ hooves face new challenges. Meanwhile, overweight equines and laminitis are forever linked – so it makes sense to review the hoof care products you stock at this time of year.

Five star protection A favourite with farriers, Pro Feet from NAF offers concentrated, fast acting nutritional support for good quality hoof growth. It also supports the function of the liver, an influential organ when it comes to hoof health. Pro Feet offers optimum daily levels of biotin, a daily measure of MSM, a broad blend of amino acids, essential fatty acids plus vitamins and minerals. New hoof growth should be seen within a month to six weeks of feeding it, says NAF. One litre of Pro Feet has an RRP from £27.95. t NAF 01600 710700.

For hoof integrity FARRIER’S Aid from GWF Nutrition is a complementary feed for all horses designed to maintain hoof integrity and growth. Containing a blend of 12 specific nutricines and trace elements, it provides all the elements needed for this important function. A 5kg bucket of Farrier’s Aid has an RRP of £30. t GWF Nutrition on 01225 708482.

Something to stand on PLATFORM is a hoof supplement from Day, Son & Hewitt that supplies the nutrients needed to support strong, resilient hoof growth. Containing high levels of biotin, other key ingredients include methionine, lysine, magnesium, horsetail extract, zinc and copper Consumer Julian May from Long Melford reported: “A year ago, Royal City’s hooves were so brittle, it would have been difficult to see him race this year; but months on, his hooves are in great health. “Our farrier could see the difference in the new hoof growth after just two months of feeding Platform.” The product, supplied in Day, Son & Hewitt’s acclaimed sachet format, has an RRP of £37.50 for one months’ supply for a 500kg horse. t Day, Son & Hewitt 01253 797450.

44 MARCH 2012 EQUESTRIAN TRADE NEWS

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Feeding for good feet and more... Such is the strong link between feed and hoof problems that Karen Zetsche, EU sales representative for Life Data Labs – the American manufacturer of Farrier’s Formula – was asked to speak at last year’s Farriery Focus event in the UK. Here’s what she had to say...

O

pen any equestrian magazine today and you will find a host of adverts urging horse owners to feed this or that supplement or perhaps a complete ration containing everything the horse needs. But while it is true that vitamin, mineral and nutrient deficiencies can cause serious equine health problems, feeding supplements to excess can be equally detrimental to a horse’s health. Hoof problems, for example, can result from an excess of selenium, vitamin A, phosphorus, or sulphur in the horse’s diet.

It is wrong to think that all vitamin and mineral excesses can simply be excreted without a cost to the horse’s metabolic system. And there are some nutrient excesses that can lead to toxicities and severe health problems.

It’s important to supply calories separately from other nutrient requirements

There is no hard and fast rule as to how to feed a horse, but one very good principle is to keep it simple, remembering the horse’s natural diet. Quite often today we seem to have lost sight of how the horse evolved and of its natural habitat. In the wild, the horse would be grazing for 18 to 20 hours a day, eating forages and grass seeds. It is because we have domesticated the horse, restricted its grazing, asked it to perform tasks it would not naturally do and cultivated the pastures it grazes that nowadays we often need to

feed supplements. Pastured horses can usually maintain their weight from grazing if allowed unlimited grazing time on good pasture. Factors that can affect this general rule include overgrazed, poor quality pastures or limited grazing time. As grazing time becomes more limited the offering of hay should increase, with the stabled horse ideally consuming a grass hay free choice. Horses that are prone to obesity may need limited grazing time and less leafy and more ‘stemmy’ hay. The horse’s digestive system


Hoof problems can result from an excess of selenium, vitamin A, phosphorus, or sulphur in the diet. is complex and sensitive, and so we need to be careful, especially when changing the feed regime. The microbes in the hindgut live in a delicate balance. This balance can be easily upset when nutrients, especially carbohydrates, are suddenly introduced into the hindgut pouch. The horse that requires calories in addition to pasture and hay should be fed a calorie source that contains starches that are easily digested in the foregut long before reaching the hindgut. A grass seed similar to what a wild horse would consume during natural grazing typically

contains easily digestible starches. Whole oats are an example of a grass seed, and are appropriate for horses that need extra calories in order to maintain proper body condition. The requirement for additional oats is reduced by feeding a concentrated nutrient source designed to balance hay and pasture diets. This supplemental nutrient source should also supply required daily nutrients. Because no two horses have an identical metabolism and workload, it is important to supply calories separately from other nutrient requirements. Obesity is detrimental to the horse’s health, with ligament damage, joint problems, metabolic disease and insulin imbalance a frequent result. Ideally, we should aim to add a single, balanced supplement to a basic feed ration,

giving each horse the essential vitamins, minerals and amino acids it needs in the right quantities. Owners who opt to feed several supplements risk over-supplementation. In our eagerness to avoid vitamin and mineral deficiencies we can easily overdo and end up with a horse with feed-related hoof problems. • This article first appeared in December 2011 issue of Forge magazine.

Farrier’s Formula: what’s in it? • This complementary feeding stuff for horses provides nutrients such as phospholipids, omega fatty acids and important amino acid ‘protein building blocks’ that enable horses to build strong structural and connective tissue proteins important for healthy hoof structure and growth. • Over 30 years of equine nutritional research, clinical trials and field testing have gone into every cup. • A glossy, more deeply coloured coat and an emerging new band of hoof growth will appear within weeks. • For more information, visit www.lifedatalabs.com


HELP! My pony has laminitis!

Managing laminitis should be a team effort between owner, vet, farrier and feed merchant. Nicola Tyler of TopSpec, suggests the advice a merchant can contribute.

• Always have fresh cool water available. • Feed late-cut meadow hay at 1% of bodyweight per day. This can be increased to 2-3% of bodyweight once it has been analysed and declared suitable and if the pony is not overweight. For example, a Section A mare weighing approximately 300kg needs 3kg hay which is approximately one large flap from a small bale. Divide this up over a 24 hour period.

• The hay should have a low sugar content and until this can

be confirmed or otherwise by a laboratory. The hay should be soaked in a generous amount of fresh, cool water for 8-12 hours before feeding as the consensus of research is that this will lower the sugar content.

• Feed a pelleted multi-supplement that provides a five-way

approach to supporting the recovery of a laminitic. 1) The level of biotin (15mg/500kg horse/day) that is scientifically proven to improve hoof quality, plus the levels of methionine,

cysteine, lysine, calcium, zinc, copper, iodine, and vitamin A known to improve the efficiency of biotin alone. Chelated sources of copper and zinc will improve its effectiveness further. 2) High levels of a pure, protected yeast to help maintain near-neutral (normal and healthy) conditions in the hindgut. 3) Additional MOS (mannan oligosaccharides) to augment the effect of the yeast. 4) A top specification broad-spectrum supplement, vital for ponies on a restricted diet.5) Generous levels of anti-oxidants including vitamins A, C and E plus selenium to neutralise the excess free-radicals that have been increased by stress. The multi-supplement should be bound onto a highly digestible, high-fibre ‘supplement carrier’ to stimulate the fibre- digesting bacteria in the hindgut. The carrier formula should be formulated without cereal grains and very low in sugar and starch. TopSpec AntiLam meets all these criteria. A small native pony weighing 300kg would need 150g of this multi-supplement twice a day.

• Also feed an unmolassed, low sugar

chop twice daily. If the pony is underweight then choose a chop based largely on alfalfa e.g. TopChop Alfalfa or Dengie Alfa-A Molasses Free. If the pony is the correct weight or overweight then feed an alfalfa/straw combination such as TopChop Lite or Mollichaff Hi-Fibre Alfalfa. Although it adds to their forage allowance it is beneficial to supply a generous amount of chop during the first week or so following a laminitic attack as the known low-sugar forage is an important source of fibre to re-stabilise the microbial fermentation in the hindgut. Recommend 1.5kg of chop be fed per day to a 300kg small native pony, this would equate to approximately five Stubbs scoops of chop spread throughout the day. A substantial proportion of this chop can be replaced by hay once the hay has been analysed and approved by a nutritionist, providing the pony concerned is not overweight. If it is overweight a strategy for weight reduction, possibly including limiting forage intake, will need to be followed.

• Continue to amend the feeding and management routine as advised by your vet and nutritionist until the pony is sound and returned to work. Particular care must be taken over return to pasture, making all changes very gradually.

• Permanently avoid all high sugar and/or high starch feeds

such as cereals, mixes, cereal-containing compound feeds and molassed chaffs. Feeds containing high levels of sugar/starch can not only disrupt the bacterial fermentation in the hindgut, risking laminitis, but they can also provoke high levels of insulin in the blood. Recent research has shown that raised insulin levels can directly cause laminitis. If your pony is a chronic laminitic, or diagnosed Insulin Resistant, also search out low-sugar hay for use each winter.

t TopSpec helpline 01845 565030. 48 MARCH 2012 EQUESTRIAN TRADE NEWS

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EQUESTRIAN TRADE NEWS MARCH 2012 49


List your website here For more information call 01937 582111

County Court Judgments from England and Wales and the Scottish version, which are called Court Decrees. The judgments listed are those recorded by the Registry Trust Ltd and appear to be of a commercial nature. Judgments/Decrees can be for damages rather than debts, and their listing here does not imply an inability to pay. MR WILLIAM McKAY t/a MARTIN GRANGE RACING, MARTIN COMMON, BAWTRY, DONCASTER, SOUTH YORKSHIRE DN10 6DD £19,746 NORTHERN RACING LTD, R/O 12C LANCASTER PARK, NEEDWOOD, BURTON-ONTRENT,STAFFORDSHIRE DE13 9PD £207 ROB LLOYD RACING SYNDICATIONS LTD, HAYCROFT FARM, PECKFORTON HALL LANE, SPURSTOW, TARPORLEY, CHESHIRE CW6 9TP £437 MISS HANNAH HAVARD, HAVARD STABLES, TREWRIDDYG FAWR, DINAS CROSS, NEWPORT, DYFED SA42 0SR £511 MR STUART CORNFORTH T/A CORNFORTH ANIMAL FEEDS, INTAKE GRAINS FARM, INTAKE LANE, ACASTER MALBIS, YORK YO23 2PL £86,548 DARROW FARM EQUESTRIAN SUPPLIES, DARROW WOOD FARM, SHELFHANGER ROAD, DISS, NORFOLK IP22 4XY £106 MR LLOYD HELM, LHH ANIMAL FEEDS, SLOEMANS FARM, WHITEWEBBS ROAD, ENFIELD, MIDDLESEX EN2 9HW £6,266 MR R POPPE T/A ENGLISH COUNTRY PURSUITS, 1 RUSSELL STREET, TAVISTOCK, DEVON PL19 8BD £770 COMPLETE HORSE & PET SUPPLIES LTD, THE MILL, KINGSLEIGHTON ROAD, NEWTON ABBOT, DEVON TQ12 2QA £1,594 MR SIMON CHAMBERLAIN T/A COUNTRY AND GAME, 11 RIVERSIDE COURT, CAMBRIDGE ROAD, OLD HARLOW, HARLOW, ESSEX CM20 2AD £804 MR ANDREW CROWTHER T/A CROWTHERS EQUESTRIAN, SPRING GREEN NURSERIES, PONTEFRACT ROAD, CROFTON, WAKEFIELD, WEST YORKSHIRE WF4 1LW £948

Equestrian Trade News

MR ANDREW CROWTHER T/A CROWTHERS OF WAKEFIELD, 39 OAKENSHAW LANE, CROFTON, CROFTON, WAKEFIELD, WEST YORKSHIRE WF4 1SE £1,343

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

Coming soon in ETN. . . MAY ISSUE • Supplementary help – supplements and balancers to stock.

Trade openings and amends ETN tracks newly opened retail outlets or those with changed details. NEW

The following are new outlets, or new to us: Online for Equine, 87 Dartmouth Avenue, Cannock, Staffs, WS11 1EQ. Tel 0845 519 9087.

Orchard Farm Equestrian, Barkestone Lane, Plungar, Notts, NG13 0AJ. Tel 01949 861433.

50 MARCH 2012 EQUESTRIAN TRADE NEWS

• Paddock, stable and tackroom essentials – including first aid

• The trade celebrates the Olympics – making the most of London 2012. Editorial for consideration should be received by 1 April. Telephone: 01937 582111 Email: editor@equestriantradenews.com www.equestriantradenews.com



ETN - Equestrian Trade News - March2012